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Dr. Gary S. Goodman
Never Cold Call?
Business: Sales Teleselling • Published: May 1, 2012
In an ideal world, business would magically come to us. Our inbound lines would never stop ringing with eager buyers begging us to accept their fists full of dollars. Right. As if that's going to happen anytime soon, unless your name is Apple and you've just released another can't miss, highly profitable product. For the rest of us, this means reaching out to sell people.
Best Practices In Negotiation: Negotiate Your Time!
Business: Negotiation • Published: April 25, 2012
Peter F. Drucker, the author's former professor and world renowned management sage urged executives to "Know Thy Time," as an essential first step in becoming more effective. Good idea, but we can't stop there. At every turn, we need to preserve it and deploy it smartly. This means negotiating for it, again and again.
Best Practices In Negotiation: Bullying
Business: Negotiation • Published: March 26, 2012
There is an unsettling truth about real-world encounters: Bullies often get more from negotiations. This best-selling author and negotiation consultant explains why.
Why You Should Call Them Before They Call You
Business: Sales Teleselling • Published: January 5, 2012
"I'll get back you you," your prospect promises, with all apparent sincerity. You wait and wait, yet no call comes in. Here's why you should call them before they call you, says this top management consultant and best-selling author.
How to Prepare For a Cold Call
Business: Sales Teleselling • Published: December 5, 2011
There are 60 vital steps in preparing for cold calls, do's and don'ts that can make or break your sales day, week, or year. I call these the Telephone Sales Canons, and at the top of the list is the handling and care of your calling list. Who are you going to contact, and in what order? Why have you focused on these folks, above all others?
Should Cover Letters Be Customized For Different Positions?
Business: Careers Employment • Published: November 16, 2011
Ask a dentist, "Should I floss?" and you'll hear, "Floss only the teeth you want to keep!" I say you should customize cover letters to get only the jobs you genuinely want.
Cold Calling - Techniques That Work and Techniques That Don't
Business: Sales Teleselling • Published: November 11, 2011
You might have a tidy script, a fine CRM system churning out good leads and quality customer information, but still you can find yourself slogging it through cold calls, making no discernible progress in a given conversation. What to do and not to do? Here's a partial list, courtesy of a top speaker, best-selling author, and cold-calling expert.
6 Tips to Give a Boost to Your Cold Calling Skills
Business: Sales Teleselling • Published: November 4, 2011
You've heard the story about the salesperson that postponed having a dreaded route canal at the dentist's office--until his manager scheduled him to make cold calls one morning. Suddenly, dental health shot up to the top spot on this chap's agenda.
What Is a Cold Call?
Business: Sales Teleselling • Published: October 13, 2011
"Most people would rather have a route canal at the dentist's office than make cold calls!" the renowned speaker bellowed from the podium. His audience laughed and nervously twitched assent.
In Selling, Are The Pauses More Important Than The Words?
Business: Sales Teleselling • Published: October 4, 2011
Mozart, the musical genius, reportedly bristled when a critic claimed the master's music was too sparse. "The pauses are more important than the notes!" he replied. The same can be said when selling. Permitting pauses may be more persuasive than packing presentations with oodles of features and benefits, says this top sales trainer and best-selling author.
Innovations In Negotiation Are EVERYWHERE!
Business: Negotiation • Published: September 16, 2011
My professor and renowned management sage, Peter F. Drucker, was fond of saying he couldn't see the future, as no one can. His gift was recognizing what had already changed that no one else had noticed. In this vein, he urged us to study demographics, and especially population shifts, noticing where people were locating, and above all, how many people were moving into certain age brackets.
How to Get Clients to Call Back
Business: Sales Teleselling • Published: September 7, 2011
If you think there is a trick to getting clients to call back, you're right. Here's a sampling of the magic you'll need to summon.
There Is No 'Try' In Selling!
Business: Sales Training • Published: August 16, 2011
I was driving to the office yesterday, when a thought popped into mind. Reflecting on the previous day's sales struggles, I heard Mr. Miyagi's voice, from the original "Karate Kid" movie: "There is no TRY" in karate, he counseled young Daniel. What Miyagi was referring to, of course, is the fact that exerting extra effort to make certain kicks, blocks, and strikes is self-defeating. Instead of going faster, we slow down.
Do Sales Contests Help Or Hurt Performance?
Business: Sales Teleselling • Published: June 27, 2011
Contests aim at boosting performance, goading sellers to perform. But do they work? It depends, says this top sales speaker, best-selling author, and corporate consultant.
Breaking News: Sales Scripts Still Work!
Business: Sales Teleselling • Published: June 21, 2011
I felt like a spy, going on interviews for jobs that might have been fitting long before I had become an acknowledged and widely published expert at selling. I had to mask my sophistication, while swallowing my pride. To even qualify for an interview, I dumbed-down my resume, leaving off earned graduate degrees. I positioned myself as what I had become, in part, as a consultant: a top seller and sales trainer.
How to Become a Motivational Speaker - Career Advice For Natural Born Leaders
Writing and Speaking: Public Speaking • Published: June 7, 2011
If you examine the podium professionals that have top speakers bureau representation, you'll see members of the business and political elite. For example, Sir Richard Branson, founder of the Virgin brand, is prominently displayed at one of the agencies that represents me. Clearly, he is a business celebrity, in the same way that Donald Trump deserves this moniker.
Speaking - Voice Training Tips For the Soft Spoken
Self Improvement: Success • Published: May 25, 2011
When most people think of speaking, they assume it is their mouth that is doing all of the talking. "Look lower!" quips this top professional speaker and best-selling author--especially if you want to speak with more power.
Best Practices In Negotiation: Beware Of The Drunkard's Walk!
Business: Negotiation • Published: May 6, 2011
Superficially it seems so rational, goal-oriented, predictable and reliable. Hey, it's about money, dollars and cents, all neatly quantifiable. Give a little, get a little; Win some and lose some, right?
Job Satisfaction - How to Increase Your Job Satisfaction No Matter Where You Work
Self Improvement: Motivation • Published: April 27, 2011
When I was just out of high school, in the sauna-like heat of summertime, I delivered fish and poultry to homes in a van that wasn't air conditioned. The odors alone, were stifling, and once, I was bitten by a dog at someone's front door. Worst of all, I made minimum wage, and tips were prohibited.
Best Practices In Negotiation: The Importance of 'Talking Story'
Business: Negotiation • Published: April 11, 2011
Perhaps the greatest benefit of teaching is that you can't avoid learning. Unless, that is, you're teaching the same seminar or giving the identical keynote speech year after year, which for some is a genuine temptation, if it is your meal ticket as a professional speaker.
Best Practices In Negotiation: See A Much Bigger Picture
Business: Negotiation • Published: March 31, 2011
Greg O'Connell is a former New York city police detective, turned real estate developer, with a flair for renovating hard-luck commercial districts. He is now focusing on bringing a main street in a small upstate town back to life. One of his strategies is to charge ultra-cheap rents. Some of first-floor retail spaces are priced as low as $100 per month.
Staying Positive 24/7: Three of The Worst Beliefs You Can Foster!
Self Improvement: Positive Attitude • Published: March 29, 2011
Let me apologize. This is supposed to be an upbeat, positive, can-do article, and yet my title seems like a real downer. But I'm leading with it because I want to share a very good source with you, Dr. Albert Ellis, the founder of Rational Emotive Behavioral Psychology, REBT. Ellis says when we're feeling low, we should examine what we are telling ourselves about our situation. Typically, we'll identify certain false beliefs that are accentuating instead of relieving our misery.
Best Practices In Negotiation: Dealing With The Rude, But Cheap Vendor
Business: Negotiation • Published: March 15, 2011
"If we tolerate abrasive vendors, we pay a high price, spoiling our energies on them, while distancing ourselves from other, better sources," says the best-selling author of 77 Best Practices In Negotiation and the creator of "Best Practices In Negotiation," an original seminar he conducts at U.C. Berkeley, at UCLA, and at companies around the world. How much of a bargain is it if you have to wade through emotional muck to get it?
A Few Good Words: You Want A Script? You Can't Handle A Script!
Business: Sales Teleselling • Published: March 14, 2011
I can see it now... Jack Nicholson in his prime is a gritty, in-the-trenches, senior marketing consultant, whose selling and servicing techniques have become embedded in the DNA of billions of business conversations, every year. For the ten-thousandth time, he is asked to write a telephone script that will instantly build sales or elevate customer satisfaction ratings. Looking over the request, He bellows with equal measures of contempt and vituperation: "You Want A Script? You Can't Handle A Script!"
Best Practices In Sales Negotiation: The Best Way To Learn From Your Losses!
Business: Negotiation • Published: March 11, 2011
One of the things that makes selling gratifying is that it's fairly easy to keep score of our wins and losses. At the same time, what makes it unusually difficult is the fact that when we fail, we don't get high-quality, corrective feedback that tells us what to do, differently in our sales negotiations. This means we're likely to repeat our errors, and that's not only frustrating, it's costly, according to this top negotiation speaker and best-selling author of more than a dozen books, including 77 BEST PRACTICES IN NEGOTIATION.
