Dale Carnegie once told the story of Adolph Seltz of Philadelphia, who was a sales manager in an automobile showroom and a student in one of Carnegie’s courses. Seltz had suddenly found himself confronted with the necessity of injecting enthusiasm into a discouraged and disorganized group of automobile salespeople. Calling a sales meeting, he urged…
Four Types of Flawed Leaders
Leaders represent more than leadership. Being a leader is an extremely difficult task. It carries a great deal of responsibility and accountability. You all know the characteristics of a good (not even great) leader. Team-driven, inspiring, supportive, and visionary come to everyone’s mind. The list is easy to put together. With ineffective leadership, it is…
Interpreting Nonverbal Buying and Warning Signals
Whether a short or long sales cycle, most sales professionals are always eager to arrive at the commitment stage as their ultimate goal is to close a sale. The primary key to ascertaining if the prospect has reached this pivotal point is the ability to interpreting buying signals: both nonverbal and verbal. Not surprisingly, it’s…
Movie Vision
During a break on an HIP class for Joint Base McGuire, Dix, Lakehurst one of the participants handed me his iphone and said “check out Kanti’s movie.” I was floored when I saw a trailer open up for a major motion picture called “When Harry Tries to Marry”. Then, there he is in his yellow…