Many years ago a famous retailer introduced a new high end kitchen product.  It was the best they had to offer and naturally, their most expensive.  When they introduced this item they were expecting to reach a small niche consumer base, but surprisingly, the retailer witnessed a different phenomenon altogether.  Sales for the old item that was replaced in both price and prestige more than doubled immediately upon ...

Ah PowerPoint!  We’ve all witnessed its use at one time or another.

Years ago I considered myself to be somewhat of an expert in the use of PowerPoint.  There was, however, one minor problem.  My slides were awful…no…they were beyond awful!  I used slides as a crutch and it made me a poor presenter.  I’d pack slides full of information like some sort of stream of consciousness exercise.  My ...

If you’re looking to improve your public speaking skills try these helpful tips.

USE THE POWER OF “TRANSFERABLE CONCEPTS”

One of the best ways to create a powerful first impression is through the use of story.  It doesn’t have to be a personal story.  Any compelling story related to your topic will do.  The first thing that a good story does is identify a theme or common experience that serves ...

Very little is known about Trigger Points in the mental health profession, and yet the concept is incredibly important for understanding the buying phenomenon.

In essence, Trigger Points are events that create an essential need for a person or group of people.  When we apply this to a business development model, we see that Trigger Points are the stimulus behind any buying decision and/or action that moves someone toward ...

Most people believe they are off to a great start growing their business once they obtain a nice big list of names, phone numbers and addresses.   “This demographic area and this marketing channel will get me in front of well over 100,000 prospects.”

The reality is that most of us have very little understanding of what a “prospect” is.  In essence, a prospect is an individual or business with ...