Monthly Archives: July 2021

Zip the Lips

Every once in a while, I meet a salesperson who proudly proclaims, “I’ve got the gift of gab.” In sales, that “gift” is more aptly described as “the curse of chatter”. Successful sales professionals know that sales are really more about listening than they are about talking. Those with the curse more often engage in… [Read More]

Subtle vs To the Point

I like quotes and use them often to make a point, whether to one person or a group. Recently, as I was preparing for a presentation, I decided to use one of my favorite quotes by Brian Herbert… “The Capacity to Learn is a Gift… The Ability to Learn is a Skill… The Willingness to… [Read More]

Warning Label and User Manuals

Warning: Failure to understand how to present and execute recruitment advertising could lead to financial injury to you and your clients and cause severe harm (or worse) to your reputation as a media rep. Many products we purchase come with some sort of a user manual. In addition, when there is potential for injury (or… [Read More]

Halftime Interview 2021

Wow! Where did the 1st half of 2021 go? Over the holiday weekend, I read the book titled Talking To GOATs by the famed sports broadcaster/journalist, Jim Gray. It inspired me to write this week’s ENS on Sales using a sports analogy. The following is a mock interview between a reporter and the GM or SM (coach) of a media… [Read More]

Be Prepared for “NO”

There are three things you need to know about business owners. They are savvy, they are extremely busy, and they are nice… most of the time! Oh, and they are extremely busy! Because they are nice (most of the time) but busy, over time they have evolved and come up with four of the “most common”… [Read More]