Sales & Marketing

/Sales & Marketing

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 [...]

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 [...]

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 [...]

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 [...]

6 Ways Salespeople Irritate Customers and Lose Sales

Salespeople are typically the nicest people in the room. They ask about your family. They laugh at your stories. They empathize with your hard luck. But occasionally, you run into someone in sales who just needs a paycheck, someone who’s a technical expert but has the personality of a duffle bag, someone who has been [...]

6 Secrets to Becoming Your Own Boss

Not everyone longs to be THE boss of a large team or organization. But given a choice, most of us would like to BE our own boss. We want the freedom to use our own judgment in making work-related decisions, to set our own work schedule, to earn at the income level we choose. Whether [...]