MAKE IT INTERESTING… in his best seller “Tell to Win”, film executive and author Peter Guber does an engaging job of explaining the Power of Storytelling in Sales. He makes it very clear that the best Salespeople are also the best Storytellers. This is not a new concept, the Art of Storytelling has been with […]
90% VERSUS 10%
90% VERSUS 10%… are you in the 90% or are you in the 10%?… Read this Tip right to the end and find out: Recently one of my Coaching Clients (Andrew) asked me a very interesting question…“Bruce, what are the four or five Basic Elements of Sales? What are the top few items that I would have to […]
THE RADIO ANNOUNCER
THE RADIO ANNOUNCER…lessons in life are all around us. Not sure if Sales imitates Life or it is the other way around. At one of my Seminars the participants were all standing up and role-playing with one another…in this case they were practicing handling objections. A little uncomfortable at first, within 15 minutes everyone was […]
SALES TRANSMITTED DISEASE
THE SALES TRANSMITTED DISEASE… recently a long time Coaching Client told me a story about his son’s hockey team. They had been in three tournaments already this year and had enjoyed great success (won two championships and one second place finish). A good hockey team! In the fourth tournament they won all of their round […]
Want a 30% Boost?
THE POWER OF DRAFTING… in the world of professional cycling there is a proven technique that has been used for decades. It is called Drafting. A simple premise, the lead cyclist creates a “wake of air” behind him. If you follow closely enough behind, the wake he/she creates actually pushes you forward. Scientists have proven […]
Change Ain’t Easy
UNDERSTANDING HOW TO CHANGE… one of my favorite quotes comes from author/radio personality Dave Ramsey. He explains that "change only happens when the pain of staying the same becomes greater than the pain of change". For the most part, "staying the same" is not an acceptable way to live your life. Before long you become […]