May I Have Your Attention, Please?

alt text image of a person holding an exclamation point on a card in front of their face

People can tell whether or not they have your full attention. You may think that you can fake it, but you can’t. You may believe that because you are on the telephone, invisible to the person with whom you’re speaking, that they won’t know that your mind is really somewhere else. … [Read more...]

Don’t Yell Louder. Refine Your Message.

alt text image of two little boys with a telephone made from two cans

The customs agent was losing his patience with the small, demure Asian woman standing in front of him, struggling to understand his command that she sign her custom form. He yelled, “I need your signature!” It was the fourth time he made his demand, each time asked louder and … [Read more...]

A Bad First Date

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Imagine you are on a first date. Your suitor has been badgering you for this date for a long time, and you’ve finally relented. Now, the person with whom you on this date sits down to dinner and begins to talk about themselves. Endlessly. I mean, seriously, it never ends. Your … [Read more...]

If You Want Faster Results Find a Model

alt text image of a scientist taking a strand of dna

Selling is very much like swimming. You can’t learn to swim by reading a book about swimming, and you can’t learn to sell by reading a book about sales (although reading books after you spend some time in the deep end will help you tremendously). When it comes to producing … [Read more...]

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