Sales & Marketing

Do You Hear the Shocking Sound of Silence From Customers?

Some silences can be more painful than others: The thank-you note that never arrives. The dinner invitation that goes unanswered. The job interview request that’s never returned. The re-order that fails to come through. Paul Simon’s famous “The Sounds of Silence” always puts me in a melancholy mood—seeing a world of bleakness, where people fail [...]

2018-01-31T08:07:16+00:00 By |Comments Off on Do You Hear the Shocking Sound of Silence From Customers?

5 Words Leaders Seldom Use—And What to Choose Instead

The essence of leadership is communication.  As a leader, your words have the power to motivate or demoralize, inspire or discourage, clarify or confuse. The language of leadership matters a great deal to how your team performs. Many would-be leaders discover that it’s often subtle things about their communication that keep colleagues and supervisors from [...]

2018-01-31T08:01:46+00:00 By |Comments Off on 5 Words Leaders Seldom Use—And What to Choose Instead

MORE on How to Handle Hostile Questions—Part 2

Handling hostile questions can be more than an uncomfortable five minutes with your project team or an embarrassment with your executive officer. If fumbled badly in a highly visible setting, these questions can stall or end your career. I’ve seen it happen. Last week’s blog presented two techniques for responding to these tough questions. Here [...]

2018-01-31T08:28:05+00:00 By |Comments Off on MORE on How to Handle Hostile Questions—Part 2

How to Handle a Hostile Question With Poise—Part 1

Whether delivering a presentation, meeting with a client in the heat of a crisis, or battling with your teen over curfews, how you respond to a hostile question can make or break your credibility for everything else you have to say. Once, when a newspaper reporter called me, he opened with this line: “I’m calling [...]

2018-01-31T08:30:38+00:00 By |Comments Off on How to Handle a Hostile Question With Poise—Part 1

Start an Elevator Conversation; Forget the Elevator Speech

The elevator speech is dead. That was my pronouncement in last week’s blog. The reasons: Elevator speeches are too vague, too canned, too boring. Hearing an elevator speech, people feel that you’ve tossed them “bait.” They resist “being hooked.” They push back just like you resist the salesperson who approaches you as you walk in [...]

2018-01-31T08:35:18+00:00 By |Comments Off on Start an Elevator Conversation; Forget the Elevator Speech

Why the Elevator Speech Is Dead—And What to Do Instead

Ten years ago, clients asked me to help their sales teams to perfect their elevator speech. Not anymore. It’s dead. Nobody has time to listen to your elevator “speech.” How often do you hear a TV anchor say to a guest, “I’ve just 10 seconds left; give me your reaction to X.” Impatience has quashed [...]

2018-02-15T10:24:39+00:00 By |Comments Off on Why the Elevator Speech Is Dead—And What to Do Instead