RSSFun Stuff to Hear
Oct 21, 2009 Sales Related
Hi Everyone:
I decided to give you all of the podcasts, videos, and audio files of the interviews I’ve done recently so you can kick back and enjoy some ‘easy listening’ if you find listening easier than reading. I believe that you’ll be able to upload many of these onto your MP3 player for when you’re working out at the gym and need to get your mind off of the pain.
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Tags: Brian Carroll, Clayton Shold, Jeff Ogden, lee colan, Lee Glickstein, maestro, Meri Aaron Walker, podcast
Sharon Drew speaks with Lee Glickstein
Oct 2, 2009 Sales Related
Lee – of Relational Presence and author of “Be Heard Now” – and I recorded a podcast. He’s my speaking coach, and a master of authenticity.
Lee interviewed me about the sales model, and how “Dirty Little Secrets” moves the sales model forward. Enjoy.
Click here to listen to the interview.
When Does A Buyer Buy?
Aug 31, 2009 Sales Related, Top Posts
Let me say something you’re not going to like: If a buyer truly needed your solution they would have either bought it already or resolved their problem already.
David Sandler called the buyer’s need ‘Pain.’ But think about it: If you broke your arm, would you wait weeks/months/years to get it fixed? Of course not. So how can buyers wait to resolve their need when it’s so obvious (to us, of course) that using our solution would create a state of excellence that they are not experiencing?
Because of their system. The system that has created the ‘need’ is the same system that is holding it in place. Think about any extra weight you might have, or your inability to stop smoking, or your reluctance to work out as much as you know you should, or eat healthier. You’ve been talking about managing those issues for…for how long?? SOOO why aren’t you? You have the need, right? You have the “pain,” right? What’s the deal?
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Tags: Alen Majer, Anne Miller, Buying Facilitation®, Decision Facilitation, Jill Konrath, Lee Glickstein, Tony Parinello
Speaking Circles: Speaking From The Heart
Jul 15, 2009 Friends and Partners
When I got my first keynote speaking job, I had to learn how to be a professional. But all of the people I knew who were very successful speakers had a style based on content, on skills that made them act either superficially, or with behavioral quirks that made me uncomfortable.
In fact, for years and years I had avoided doing any keynotes because I didn’t want to sound ‘like them’. But the time came that I finally had no choice.
To get some tips, I went to the National Speaker’s Association conference. I found myself in a session with this lovely man who showed up in my mind’s eye as Santa Claus because of his shining face, and playful demeanor and the light around his twinkling eyes. I felt like I was the only person in the room – that he was speaking to ME. He was playful, down to earth, not at all stylized, and indeed, the most authentic speaker I’d ever heard. He had the whole room leaning into every word.
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Tags: authenticity, hearts and minds, keynote speaking, Lee Glickstein, Relational Presence, Speaking Circles
