What do salespeople and sports broadcasters have in common? Connecting with people on video and getting them to open up!Salespeople are discovering first-hand how difficult it is to connect with customers on video.  Talking to a camera is not a natural skill.  Yet actors, sportscasters, reporters, and news announcers are

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I received a panicked call from a salesperson last week.  Carol’s annual sales meeting was fast approaching and she and her fellow sellers were asked to participate in a day of sales role-play with management.  While promoted as a “learning experience,” Carol knew better; this was a test.  Carol and

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“I’ve always considered myself to be just average talent and what I have is a ridiculous insane obsessiveness for practice and preparation.” Will Smith It’s no secret that a focused and positive mindset in sales creates focused and positive results. Learning how to let go of negativity and get in

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The odds of reaching a decision-maker on your first attempt can be greater than hitting the winning lottery numbers. Chances are you will either 1) end up in voice mail, or 2) speak to someone who will politely inform you that the decision-maker is unavailable but will take a message

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Most actors have to audition for every role.  In fact, even Marlon Brando had to audition for his iconic role in The Godfather.  Although he was a very successful actor at that point in his career, there were a lot of qualified actors competing for the part.  He knew he

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“Start with a Yes and see where that takes you.” Tina Fey I’m a big Tina Fey fan and her book Bossypants didn’t disappoint. Not only is it a fun, insightful glimpse behind the SNL cameras, it also shines a light one of the cardinal rules of improv that has

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