My husband and I were waiting for our lunch at Harry Caray’s (famous Chicago Cubs baseball announcer) at the Chicago Midway airport when a man came in and caught my eye. His suit jacket was camel cashmere. Using my best professional guessing calculator I imagined that he was a doctor – a businessman would never wear a jacket like that. He sat down, ordered some ice tea, and then pulled out a thick stack of papers. It looked like a PowerPoint® presentation, and it looked like he was reading over his script word for word.
Yikes! I had to consciously restrain …

I am very excited today, because I have just finished an enormous project. I’ve just shipped (well-emailed) my popular Sales Presentations Training Camp to Ireland. Soon it will become available to the other Certified Instructors in the US and around the World. I really enjoyed plunging into the depths of sales and researching the question,”why do people buy?”.
There is one secret that pops out – people buy for their reasons, not yours. So the key is to ask the #1 question: “What are your top-two priorities for choosing this product/service?” Then, in an interactive discussion, address those top-two priorities. …

My husband, Scott, and I recently returned from a fabulous vacation in Italy. Every time we return from a trip we play the “best” game: best gelato…. best hotel… best dinner…. best day….etc. The ultimate “best” this year was not a place or a restaurant; it was Lorenzo. Lorenzo was our wonderful B&B owner who was so special that we voted him the “very best” award from our three-week adventure. He personally met us on the streets of Venice to guide us through the maze of tiny walkways to our temporary home. He went way beyond just recommending great places …

Yes, this is for real. Real money, real winners, really cool. It’s quick, it’s fast, it’s fun – just like my training.
Hurry! The contest ends at 5pm Pacific Standard Time, December 15. Ready, set, go…… and good luck! This will take no more than 5 minutes:
Prizes: $200, $100, $50
Rules: Answer 3 questions correctly and you will be entered in a random draw for the prizes. One entry per person. It’s OK to forward to your colleagues and friends, Twitter, LinkedIn, and Facebook.
Deadline: December 15, 2011 at 5pm Pacific Standard Time
Winners will be notified by email – December 16 and …

When you Skype a potential client or current customer, what should you wear? The answer is very simple – wear what you think they would expect you to wear. Last week I Skyped a potential client in New Zealand. It was a very casual day for me at the office, but I actually changed into a business suit for the Skype date. I only had one shot at projecting the image I wanted and I had two choices:
1. A top-rated trainer worthy of her business (including a trip from New Zealand and a three-day training fee)
2. Someone who was having …