Does Your Selling or Presentation Need a shot of B5!

November 28, 2018

You may not have heard of the B5. A vitamin for a sick closing presentation. I created it (the cure) while listening to my friend Brian Tracy talk about closing recently on an audio file. It kind of summarizes a few concepts, he and I discuss with sales people, business owners, and speaker on a […]

Selling: Trial Closes & Statements

September 23, 2018

I was getting all my sales material together, and found a book by my friend Ted Thomas. A small little book with some big GEMS. Ted is a master presenter and closer. He has been doing stages for over 30 years. We believe in trial closes, and position statements, so here are few of mine […]

Speaking, Presenting and having FUN!

September 21, 2018

Decades ago, I purchased a distributorship from Tony Robbins. At ADL (Associated Distributor Lecturer), I asked Tony Robbins, what he believed about teaching a workshop and training folks. What are your top 10 beliefs about training. I was kind of surprised, he said, I believed you Educate folks first. Give them what they came for, […]

The Minor Question Close

September 17, 2018

Strategy: Minor Question Close The minor question close is similar to the alternative choice close. The difference is that you ask a processing question, not a choice of two orders. Is your name spelled with an “F?” As you are filling out the order form. Do you want the extra service contract? Is delivery on Monday […]

Getting Started as a Speaker

September 10, 2018

There are 100’s of tactics, strategies and systems to become an effective trainer and speaker. Folks often say, where do I start? So, thought I would give you a starting game. Strategies for Speakers and getting started: Set up a structure for business growth and tax advantages. Work on your sales skills. Knowledge and education. […]

How to Build Rapport

September 7, 2018

To improve the rapport in your relationship, you may want to consider the following proven rapport-building tactics. Check them off to see what you are doing now, and what you can start incorporating into your conversations. Show gratitude for the appointment or order. Pass on compliments from associates. Avoid controversial topics such as war, politics […]

Build Rapport with Language

September 1, 2018

Strategy: Use Familiar Communication Patterns There are three primary communication patterns. In technical terms, they are known as sub-modality performances. Sub-modality relates to the preferred way of processing information. We prefer to see things, hear things or touch things. Sight: Some people would much rather see things. The visual pictures stimulate them. They store information in […]

Change Beliefs.

March 16, 2017

Here is what you do to change your belief system. Yours or Thiers: Identify the negative belief. Create doubt that the belief is true, necessary or serves you. Create the opposite belief. Justify the opposite belief. Create a positive reward associated with the new belief. Another key element is to check and see if there […]

Social Styles

February 23, 2017

Research indicates there are four types of people. The Social styles identified by Dr. Merrill (driver, analytical, amiable, and expressive), were an excellent beginning for me. But I found them a little restrictive, and as I evaluated individuals noticed some additional distinctions. I color coded the social styles, red and black, and use cards suits […]

Speaker Training & Coaching

February 13, 2017

Well, I am doing some speaker coaching and training for a friend. Helping a multi-million dollar enterprise make more sales, and improve their sales process. So, I have been thinking of all the things we must do as speakers and sales people. Almost like a check list. Strategy: The LIST of things you must do […]