Home

Content about speaker

10.21.09
The Art of Communication: More on talking

The ability to converse has a huge impact on the success of business school MBAs, much more so than their grade-point-averages which had no bearing whatsoever. According to a study conducted by Stanford University School of Business, conversational skills (we’re not talking about public speaking here) had a greater influence on the successes of the study group, than did their academic achievements. In her book, The Fine Art of Small Talk, Debra Fine told about having such poor communication skills that she avoided people at networking events and meetings, even hiding in the restroom during breaks. (Did you pick up on the pun in her book title?) Fine points out that the art of making small talk, engaging in a conversation, is an acquired skill. She taught herself and is now a motivational speaker.

10.15.09
The Key To Sales
The Key To Sales
A Skill That Can Be Developed
 
Selling is over-simplistically described as “finding a need and offering a solution.” This is all well and good, but the one skill that will assure that the message is getting across is a skill that may be developed. This skill is responsible for many successes in nearly every endeavor, not just in sales.
The lack of this one skill is also the underlying reason for most failures in business, politics, education and personal relationships. Many problems can be traced directly to the lack of this skill. When made aware of this skill, or the lack thereof, most people are able to correct their shortcomings and get back on the path to success. 
 
09.24.09
The Close: Not tough to master

It was a seminar for salespeople held in New Orleans in the mid ‘70s. The stage had been set up with an overhead projector and a huge screen. The audience was about fifteen hundred strong, all salespeople from various companies in the area who had paid about fifteen dollars per person to attend the gathering. The speaker cleared his throat and the audience quieted down awaiting the presentation.

“Before we begin” he started, “I want to have the two strongest men in the audience to come up here.” Two big guys were encouraged by their friends and others in the crowd, rose and made their way to the stage. “Now,” continued the speaker, “I want the best looking woman here to come up.” A good-looking saleswoman from the floor was pushed forward and joined the trio on the stage. “And now,” said the speaker, “Surely in this group of salesmen someone has a $100 bill.” A bill was handed up to the stage. The speaker rolled the “Franklin” and put it in his ear, he motioned to the two big guys to hold him up as he leaned backwards. The woman was told to put her arms around his neck and hug him.

09.24.09
The Close: Not tough to master

It was a seminar for salespeople held in New Orleans in the mid ‘70s. The stage had been set up with an overhead projector and a huge screen. The audience was about fifteen hundred strong, all salespeople from various companies in the area who had paid about fifteen dollars per person to attend the gathering. The speaker cleared his throat and the audience quieted down awaiting the presentation.

“Before we begin” he started, “I want to have the two strongest men in the audience to come up here.” Two big guys were encouraged by their friends and others in the crowd, rose and made their way to the stage. “Now,” continued the speaker, “I want the best looking woman here to come up.” A good-looking saleswoman from the floor was pushed forward and joined the trio on the stage. “And now,” said the speaker, “Surely in this group of salesmen someone has a $100 bill.” A bill was handed up to the stage. The speaker rolled the “Franklin” and put it in his ear, he motioned to the two big guys to hold him up as he leaned backwards. The woman was told to put her arms around his neck and hug him.

08.26.09
Why Salesmen Play Golf: What Golfers and Salesmen Have In Common

The keynote speaker at the combined meeting of the Dallas and Ft. Worth chapters of Sales & Marketing Executives International (SMEI) was Herb Eagle, President of SMEI. His opening comment was that salesmen and golfers have a lot in common. He went on to tell the audience, all sales and marketing types as the name of their organization implies, when they gather in the “19th Hole,” you never hear golfers talk about all of the bad shots they made that day, only the few good ones. He further asked, “What do salesmen talk about at the end of the day? All of the rejections, missed appointments, disinterested prospects . . . or the few good sales calls that resulted in sales or future call-backs? Obviously the latter.

08.26.09
Why Salesmen Play Golf: What Golfers and Salesmen Have In Common

The keynote speaker at the combined meeting of the Dallas and Ft. Worth chapters of Sales & Marketing Executives International (SMEI) was Herb Eagle, President of SMEI. His opening comment was that salesmen and golfers have a lot in common. He went on to tell the audience, all sales and marketing types as the name of their organization implies, when they gather in the “19th Hole,” you never hear golfers talk about all of the bad shots they made that day, only the few good ones. He further asked, “What do salesmen talk about at the end of the day? All of the rejections, missed appointments, disinterested prospects . . . or the few good sales calls that resulted in sales or future call-backs? Obviously the latter.