Making Small Talk Big

The single most important event in the sales process is the first face-to-face meeting with a new prospective client. If you think about it, the beginning of the most important event in the sales process is a big moment. Do you really want to burn it talking about the weather? […]

Why a Sales Conversation is Different from a Normal Conversation

A good sales conversation involves the salesperson asking questions. As you listen to your client answer the questions you ask, your brain will give you ideas about how you might help. In a typical conversation, you’d probably offer these ideas as they occurred to you. In a good sales conversation with a client, we suggest you don’t say your ideas as they occur to you. You wait. You stay in the question. In this way, […]

[Tim Hurson] is spectacular in large groups. He manages to engage everyone, using many compelling metaphors and images to better tell his story. He makes you laugh and think at the same time. He is very profound, yet he uses humor and doesn't take himself seriously. The result is a refreshing, inspiring and energizing experience.
   --RBC Financial Group