Category Archives: Effective Communication

By Jessica Stillman It all boils down to a few simple fixes on your website, says the iDoneThis team. Here are their tips to help you spend less time on customer support.   You love your customers, of course, and want … Continue reading →

  By Paul Spiegelman How host dinners and white knuckles add up to big business wins, just like a football game.   As the NFL playoffs gear up and college football winds down, I’m constantly amazed at how much very small … Continue reading →

By Paul Spiegelman Avoiding a conflict won’t get you anywhere. Here’s what you need to do to nip it in the bud.     I’m sure you spend a lot of time dealing with conflicts between employees at your company.  Sometimes … Continue reading →

  By Leigh Buchanan Sally Hogshead, author of Fascinate: Your Seven Triggers to Persuasion and Captivation explains how to exploit your own personality traits in order to knock anyone’s socks off.   Sally Hogshead is in an unenviable position. As the author of … Continue reading →

  By Geoffrey James The most effective way to open a conversation is to connect your call to one of these “trigger events.” Here’s how.   The purpose of a cold call is to have a conversation to determine whether a … Continue reading →

By Geoffrey James Everybody who sells should be able to master these five classic ways to ask for the business.   Many sellers are afraid to ask potential customers whether they’re going to buy. The reason is simple: They’re secretly worried … Continue reading →

By Geoffrey James Use this sure-fire method to turn workplace whiners back into productive team members.   In an ideal world, people would spend more time solving problems than kvetching about them. But the real world, unfortunately, contains many people who … Continue reading →

By Geoffrey James Don’t force your customers to do mental gymnastics to understand where you fit into their business.     Sales messages are important. Their purpose is two-fold: First, they should help convince prospective customers to buy from you; and second, … Continue reading →

By Geoffrey James It’s not just about your product or service. Customers want you to be the type of person they can trust to get the job done.   What do your customers really want from you? No matter what your … Continue reading →

By Geoffrey James If you don’t ask the right questions, you won’t get the best answers–and you can’t position your solution properly.     Selling business-to-business means selling a solution.  However, you can’t sell a solution if you don’t first discover … Continue reading →