An idea without an action plan is like an engine without a chassis...it sounds great but it goes nowhere.  In sales, 99% of people know what they have to do to be successful; but a much smaller percentage have any idea how to put it into practice.  As salespeople, we are suckers for the clever quote, the pithy phrase.  Turning these into actions that move us out of our comfort zones is another...

1. Assessing their Reaction

Good negotiators put their offer on the table, promote it strongly in terms of benefits for the other side, and then look for the other side's reaction.  Great negotiators are able to assess the other side's reaction before they make their offer.  They hold back on putting their proposal too early because they ...

Hints to make you look and sound more confident from Kevin Ryan

WaterAlways have a glass of water handy.  It is invaluable to:

1. Stop the dry mouth feel that accompany nervousness for some of us
2. Break the cycle if you feel that you're starting to 'race' or talk too fast
3. Create a dramatic pause while looking confident

Breathing
As you are seated in the 5 minute...

Hints to make you look and sound more confident from Kevin Ryan

WaterAlways have a glass of water handy.  It is invaluable to:

1. Stop the dry mouth feel that accompany nervousness for some of us
2. Break the cycle if you feel that you're starting to 'race' or talk too fast
3. Create a dramatic pause while looking confident

Breathing
As you are seated in the 5 minute...