In his book The Road to Character, David Brooks discusses the difference between “resume virtues” and “eulogy virtues.” Resume virtues are those skills you bring to the marketplace—qualities like drive, competition, and gregariousness. The Eulogy virtues are the ones people will talk about at your
Many salespeople share how others have used their product, but they fail to think about why they’re telling the story or how it will benefit the customer and the sales process. Before telling any story, ask yourself these questions.
Remember the lion in the Wizard of Oz? He traveled far, risked his life, and defeated the Wicked Witch of the West in the hopes that when he reached the Emerald City, the great Oz would grant him courage but it was all smoke and
Ok, I admit it. When I first heard about LinkedIn, years ago, I thought it was a stuffy Facebook. So, I did what many people do. Posted the obligatory profile picture, scribbled in some work history, and occasionally accepted an invitation. Until I met digital
There’s a scientific phenomenon that explains an idea called “Confirmation Bias.” Cognitive researchers have found that we have an unconscious tendency to seek out and readily accept information that confirms our preconceptions, and to ignore, distort, or discount information that contradicts (or disconfirms) them.
People often ask me if I get nervous before delivering a presentation. Right now, I’m on a plane headed to Dallas to present a 12 minute TED style talk to over 500 CEOs and entrepreneurs. Am I nervous? You betcha! Research shows speaking in public
Our brains are busier than ever before. New research shows the average person sees 4,000-10,000 ads per day, checks email over 70 times and switches devices over 500 times in a 24-hour period. Trying to figure out what you need to know and what you
I have been blown away by the number of requests I've received on social media and email asking me to share prior video posts from LinkedIn and Facebook to help accelerate sales. Everyone seems to have a favorite. I’m going to provide you with the
What would it mean to you if you doubled your income—with the same number of customers? Think about how it would feel to give the same amount of effort and earn two, three, or many more times as much.
There’s a big difference between “emotional selling,” and selling emotionally. Selling emotionally means succumbing to our own negative emotions and tendencies. When you find yourself triggered by something your prospect says, try naming the emotion you’re feeling. Feeling frustrated is very different than feeling humiliated.
