“It’s a misnomer that people who think well on their feet haven’t done a lot of preparation, when in fact, the opposite is true,” says Frank Carillo, president of ECG, a New Jersey-based strategic communications consulting firm. “People who speak ‘off the cuff’ take a lot of time preparing themselves to have that skill set. […]

Your handshake says a lot about you. It can convey confidence, warmth, and honesty, or it can signal weakness, uncertainty, and disinterest. Either way, it sends a subtle yet powerful message about who you are, that is not lost on prospective buyers.

Use these pointers to ensure your handshake sends the right signals and creates a […]

When I say Justin Timberlake, what one word comes to mind?
Singer? Rich? Celebrity? Sexy? All of those words are correct. Add a couple more: Performer. Musician. Dancer. Entertainer. And of course, the .5 would be Britney.
I went to the Justin Timberlake concert. Paid a premium, and sat in the front. Actually, stood in […]

One of the best ways to teach is through the telling of stories. When a highly successful sales veteran sits down and recalls his failures and his successes, why they happened and what he learned, people listen but more importantly, they learn and retain the information. That’s why Sales Wise (Fenestra, 2006), the new book […]

Everyone will tell you sales is a relationship business, but why is that? And more importantly, is it true? Yes, it is – and that assertion has now been quantified. CSO Insight’s 2008 Sales Performance Optimization Survey, the 14th edition of this annual examination of the challenges impacting sales performance, finds the number one reason […]

I am often asked if I would rather be selling a product of the highest quality at an upper level price or selling a product of marginal quality at a much lower price. I’ll take the former over the latter every time. People are more willing to pay for excellence than they have ever been. […]

Beginning a relationship is easy.
Exploration is predominantly on the surface. Nothing too deep. Nothing too wide. Nothing too revealing. In the beginning, all is well. Friendships blossom. Feelings emerge. And life is good.
It’s like fast dancing at a bar. You kind of get to know the other person without touching them. Watch them move, […]