Audiences are easily distracted these days, especially in business presentations. Professionals have a lot of commitments pulling on their time and their minds. To make it worse (for the presenter) almost every member of the audience carries a smart phone which is constantly calling them to take a look at emails, texts or even a […]
Read moreWhen you sell head-to-head against another organization you, can assume that they are going to try to exploit those issues where they perceive you are at a disadvantage. For example, if you are a premier price/premier quality company, then your competitor will be talking about how much less expensive their product/service is than yours is. […]
Read moreYou’re one of the best field commanders I’ve got — but you don’t know when to shut up, George. Omar Bradley to George Patton (Patton) There have been many times in my life when someone could have said something very similar to me! Knowing when to keep quiet is a very valuable attribute, not just […]
Read moreBy Bill Hellkamp, REACH Development Systems “Meetings are indispensable when you don’t want to do anything.” John Kenneth Galbraith This quote might be overstating the problem somewhat, however it does reflect the opinion of many regarding the value of meetings. Many professionals, including myself, have spent too much time in meetings that don’t […]
Read moreMany sales are lost and many more lose their profitability because a salesperson was not able to maintain their posture during the selling process. So, what is selling posture and how does it affect your ability to sell more profitably? This video examines those two questions.
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