Stories
Anyone who has ever seen and heard me speak (or perhaps even merely conversed with me) knows that I use stories to illustrate my points. In a typical keynote, I'll use about 10. The "story index" I maintain on my
How Do You Begin Your Day?
If you begin your day worried about paying bills, finding business, and meeting "quotas" you're going to behave as if you're trying to get money from people and be hesitant about calling them because they don't want their money taken. If
Thou Shalt
Most corporate rules tell you what you cannot do, are prohibited from doing, and shall refrain from doing. That extends right down to small business, where the door is often plastered with "no shoes, no shirt, no service," or "no
Regrets, I’ve Had A Few….
The title comes from a line in Sinatra's signature, canonical version of the song, My Way, written by Paul Anka. The line finishes: "
Obliviousness
Have you ever tried to leave a theater and found that a small group of people have paused in the doorway to chat about the play, blocking everyone behind them? Have you experienced people getting off an escalator and stopping
Hold the Backup
Stop thinking you need validation and, worse, taking the time to provide it whenever you speak. • You don't demand to see the collegiate records of your dentist, nor the last inspection reports from the board of health. • You don't demand
How to Impress A Buyer
If you want to impress a buyer at your first meeting in the buyer's office, think about these techniques: • Google the firm and find out something about it's recent history worth discussing. • Google the person and find something in his
Respect and Affection
Too many consultants want to be liked. They are desperate for affiliation or even deeper regard. However, what we need from buyers is respect. You can respect someone without necessarily liking them. (Speakers who use the stage for their own
Fees Are Never Too High
Everyone reading this who is trying to be successful in professional (and personal) services has heard the buyer's rejection: "This is more than we anticipated spending." "This is not something we've budgeted for." "This is an amount which we never
THE BENTLEY CARD
The Bentley Card, providing credits to all of my work, is no officially cross-species. © Alan Weiss 2013