Category Archives: Sales Stories

Your communication style

Developing your own "authentic voice" doesn't come overnight. The key is to relax and not worry about how others might perceive your message. To paraphrase Popeye, "We are what we are." Once we accept that and focus on delivering our … Continue reading

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Your Authentic Voice

My wife Marian, is a strong believer in what she calls "your authentic voice." For more years than I care to admit, I looked at the style of those who seemed successful and tried to copy it. My thinking was … Continue reading

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Making clients care about your story

Remember, your story needs characters. To quote Stalin, "One death is a tragedy. A million deaths is a statistic."  If your story has characters the reader or listener can relate to, the greater attention they'll pay to what you have … Continue reading

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Getting Prospects To Call You

If we're perfectly honest about it, most of us just don't enjoy chasing down clients…trying to convince them to do business with us. Personally, I'd much rather have prospects call me, and for years I wondered if there was a … Continue reading

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Focusing on what’s important

It's easy to get seduced with technology, especially with the increased focus on social media. But here's something to keep in mind. It's not that you Twitter, Facebook, YouTube, or LinkedIn. It's what you say. The key is to be … Continue reading

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Using Stories at the Academy Awards

One of the more interesting features of the Academy Awards were the backstories from presenters on what motivated them to enter the world of show business. These "personal stories" have applicability to all of us who desire to build relationships … Continue reading

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The Power of Words

Here is a marvelous example about how a simple change in the words we use can have amazing results. Enjoy  

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TED presentation on the power of stories

In this video from a recent TED conference, Nancy Duarte shares how stories are used to bring to life concepts that are often difficult to grasp. If you have ever pitched a piece of business but had it fall on … Continue reading

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Superbowl Ads

Over the past week, I've been spending a lot of time on the radio talking about Super Bowl Ads. It's my belief that great ads tell a humorous, heart-pulling or motivational story. The ability to get a great story into … Continue reading

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The Power of a Great Sales Story

For those of you who aren't quite convinced that a great story can overcome the most difficult objections, this video may change your mind. Never underestimate the power of a great story. (Many thanks to John Frisbie for passing this … Continue reading

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