Friday, 05 February 2010
What Can You Do if You're Not A Natural-Born Seller? “I'm always amazed when consultants tell me they don't like (or want) to sell. Some seem to think the whole sales thing is completely beneath them. Then there are others who say they aren't good at selling. My reaction to both views is, you're kidding, right? You may be the guru in your field, but that won't put a dime in the bank if you can't sell.” Michael McLaughlin Michael McLaughlin My first question, "I suck at sales, now what?" A number of executives in the 40's, 50's, and beyond, who've lost their jobs as a result of the recession, will never find a job at the level and income they achieved before the economy imploded. For many of these folks, professional , project based consulting is the best avenue for them to pursue. The only real option available to take advantage of their experience, and maintain an executive level income. One of the most difficult transitions many executives face: developing a sales mindset. Welcome to a Success Strategies Channel podcast on TotalPicture Radio with Peter Clayton reporting. Our guest today on TPR is Michael McLaughlin, founder of MindShare Consulting LLC. This is part one of a two-part podcast focused on the professional sales process: Connect, Collaborate, and Connect. Part 2 of our interview will air February 12th. 22 Min: 15 MB Download Now! Write comment (0 Comments)
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The Trusted Advisor - Charles H. Green Podcast

Monday, 01 February 2010

What to Do When a Client or Employer Claims Your Price is Too High

How Bad Thinking Can Lead You to Discount Your Prices

Charles H. Green

"If you're like most professionals, you're not comfortable with selling. It's not easy fighting the feeling that hyping yourself is somehow inappropriate. And it's worse when you have to deal with objections, doing presentations, and getting rejections — or waiting for the phone to ring." Charles H. Green

Welcome to a Success Strategies podcast on TotalPicture Radio, with Peter Clayton reporting. When I came across Charles H. Green's article in RainToday (a fabulous sales and marketing resource), I immediately contacted Charlie and asked him share his insights with us. He is founder and CEO of Trusted Advisor Associates based in West Orange, NJ. Charlie is the author of Trust-based Selling and co-author of The Trusted Advisor. Centering on the theme of trust in business relationships, Charles works with complex organizations to improve trust in sales, internal trust between organizations, and trusted advisor relationships with external clients and customers. He is a speaker and executive educator on trust-based relationships and trust-based selling in complex businesses.
We're all in sales today. And for sales adverse people such as myself, learning how to present yourself, and your expertise using positive, "deal winning" sales skills has become a matter of survival.

New: Full Transcript Now Available.

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Dan Roam - Visual Thinking

Wednesday, 27 January 2010
How to Expand Your Horizons Through Visual Thinking "Visual thinking is how we use our eyes (and our mind's eye) to look at a problem, see patterns and opportunities, imagine ways to manipulate those patterns to our advantage, and show those insights to others." Dan Roam Dan Roam Dan Roam is the founder of Digital Roam, a management consulting company that helps business executives solve complex problems through visual thinking. Through lectures, workshops, books, and hands-on projects with many of the world's most influential organizations, Dan has helped teams learn to solve complex problems by relearning how to see. Dan is the author of the international bestseller The Back of the Napkin: Solving Problems and Selling Ideas with Pictures, Business Week and Fast Company's best innovation book of the year - A new book, Unfolding the Napkin The Hands-On Method for Solving Complex Problems with Simple Pictures, was just released, and Portfolio has just published a new expanded edition of Back of The Napkin, in color for the first time. 21 Min: 14 MB Download Now! Write comment (1 Comment)
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Gretchen Rubin The Happiness Project Podcast

Monday, 25 January 2010
"The Days Are Long, But The Years Are Short." Do You Have a Happiness Project? Newsflash... The Happiness Project is #1 on the NYT Best Seller List! Gretchen Rubin Gretchen Rubin had an epiphany one rainy afternoon in the unlikeliest of places: a city bus. "The days are long, but the years are short," she realized. "Time is passing, and I'm not focusing enough on the things that really matter." In that moment, she decided to dedicate a year to her happiness project. Welcome to a Success Strategies podcast on TotalPicture Radio with Peter Clayton reporting. Joining us from New York City is Gretchen Rubin, the author of The Happiness Project, Or, Why I Spent a Year Trying to Sing in the Morning, Clean My Closets, Fight Right, Read Aristotle, and Generally Have More Fun, (Amazon.com link), an account of the year she spent test-driving the wisdom of the ages, the current scientific studies, and the lessons from pop culture about how to be happy. On Slate, Huffington Post, RealSimple.com, and on her blog, The Happiness Project, she writes about her daily adventures as she tries to be happier. What should I ask Gretchen? (Link to Linkedin Answers) 22 Min: 15 MB Download Now! Write comment (0 Comments)
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