Do you get the cold sweats when someone objects or says “no” during the sales process? If so, you’re not alone; handling objections in sales is one of the hardest techniques to master. Let’s you meet a potential client. From the point of first contact, you sense he will be “difficult.” His body language radiates […]
And They Will Still Like You Afterwards! Influencing is an essential skill in business (and in life). And yet, convincing another person to believe (or do) something can be a grueling process. How do you persuade someone without them feeling as if they’ve lost a battle or are somehow inferior? The good news is that […]
Are you missing out on business opportunities? Do you feel sometimes as if you’re operating on autopilot in your sales career? You may believe your techniques are effective and that you’ve learned all the ropes. The reality, however, is that even experienced sales people should shake up their methods once in a while. If you […]
“…No mortal can keep a secret. If his lips are silent, he chatters with his fingertips; betrayal oozes out of him at every pore,” believed Sigmund Freud. In fact, our bodies can often ‘speak’ for us more strongly than our words do. Non-verbal communication (including body language and the tone, rhythm and rate of our […]
What do Winston Churchill, Gandhi and Steve Jobs have in common? They were all influential and inspiring leaders who, through their power of conviction and authenticity, were able to mobilize people around a common goal. There’s no question that leadership continues to be a hot topic in business. And who has not seen the plethora of […]
When I meet people who rationalize against change by saying, “we have always worked that way,” I see before them a solid virtual wall, which prevents them from achievement and excellence in life. This wall has a name: comfort zone. In life, everything changes. The world, relationships, technology, science … EVERYTHING. By contrast, our instinct […]
« Aucun mortel ne peut garder de secret. Si ses lèvres sont silencieuses, il jacasse avec le bout des doigts; la trahison suinte par chaque pore de sa peau », disait Sigmund Freud. De fait, le corps parle plus « fort » que les mots. Le langage non verbal – donc le langage du corps et le paraverbal […]
“Hell is other people,” Jean-Paul Sartre famously said. Do you blame others when you experience communication problems, when your message is not understood? “He didn’t understand, but I think I was being very clear!” “How many times do I have to tell him the same thing?” These are examples of blaming another in order to […]
