Jeffrey, I'm a reporter with the Peoria Journal Star in Peoria, Ill. I'm working on a story on how the down economy is affecting motivational speakers. More business? Less? Do the times dictate a change in tone or approach? Here is my of my tell

Think about the last time you bought something. How attuned was the salesperson to your "why?"Most salespeople make the fatal mistake of "selling" or "pitching" their product or service rather than discovering the prospective customer's motive,

At the corporate sales meetings where I give presentations, I am often asked to participate in giving out sales awards. The customer is elated when I say OK. Little do they know it's one of my favorite things to do, and one of the most important or

I read that several political hacks predicted the economy would bottom out by late 2009. Please tell me this: How the heck do they know?What is "the bottom," and how long until we are at "the top?" The answer is, they have no idea! What you a

Everyone is climbing a ladder. The only question is which rung are you on?Ever thought about it? It's a way bigger thought than, "Is my job safe?" But if that's what you're thinking, it's probably not. Fretting about whether your job is safe is

"That's easy for you to say! You're already a great salesman and a successful author and speaker," someone yelled from the audience as I was answering a question about how to brand yourself and position yourself to create the law of attraction. the

Here's a question I've received more than a hundred times in one form or another: "How do I make a (better) name for myself?"Here is the premise, the definition, and the answer: In sales it's not who you know; in sales it's who knows you.The

"It's been a long time coming, but I know a change is gonna come, oh yes it will." (Written and performed in 1964 by Sam Cooke.)Change is not "in the air," it has hit the ground running, or should I say running rampant. If it hasn't affected you

When a prospective customer calls you on the phone and wants to buy—either they heard or read something about you, or read something that you wrote, or someone referred them to you—the odds are close to 95 percent that you can make a sale

When a prospective customer calls you on the phone and wants to buy—either they heard or read something about you, or read something that you wrote, or someone referred them to you—the odds are close to 95 percent that you can make a sale