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Authenticity: The Key to Sustaining Relationships

We have a lot of fun in this column finding interesting ways to communicate, to stand out and to turn heads from our competitors. Selling, at its best, is a great sport and a wonderfully challenging and invigorating way to make a living. But it is also important to remind ourselves from time to time that nothing sells better, over time, than honesty and authenticity. Read more »


Body Language – Deeply Wired Secret to Communicating with Others

I recently watched a TED talk and was reminded again about the importance of body language in communications. Studies continue to confirm that body language is even more important than speaking in terms of the perceptions we have of each other, and that we form and trust those impressions amazingly fast . . . often in milliseconds. So as salespeople, that means we can have developed and delivered the most elegant presentation ever, but if we have not passed the body language test, it will likely fall on deaf ears. Read more »


What Star Wars Can Teach Us About Selling

I have to admit it . . . I joined the legions of people over the past few weeks that went to see Star Wars. You know, an entertaining movie can teach us a lot about communications and selling.

For example:


  • When people experience a movie they enjoy, they don’t stop thinking and talking about it when the movie ends. The movie and story get into their heads, and they keep thinking and talking about it long after the event.

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Happy New Year Everyone! January is a great month as we all come out running and gunning into the New Year.

Part of the New Year tradition involves setting goals and making resolutions. If there is one thing I would advise each of you to embrace and elevate in 2016, it would be developing what I call the “ACTION” habit. Here is what I mean. Read more »