Handling Objections: Watch Your Language

If you are having trouble with objections, watch your language. An objection is always a sign of interest, so it’s best to get them out in the open and deal with them effectively. But never become defensive. “Reverse” the objection (as you’ll see below), provide a response you’ve prepared and practiced, and/or use some humor. Some examples of objection (O) and response (R): O: You have no experience in our industry. R: That’s exactly why you need me. You need …


Alan’s Monday Morning Memo – 06/27/11

Alan's Monday Morning Memo

June 27, 2011—Issue #93 This week’s focus point: “Retirement” has no real meaning any more. Most productive people, young and old, continually seek out new ways to express their talents and rejoice in life. To foresee an arbitrary age — when many are at the height of their powers — as a time to cease being creative and active is merely a form of conscious decline. Producing value and providing happiness are endeavors that should never be “completed.” Monday Morning …


The MGM Grand Skylofts in Las Vegas

I hosted a program called Ocean’s 11 in Las Vegas just prior to our annual The Odd Couple® workshop with Patricia Fripp (where I’m headed this morning).  The MGM Grand Skylofts is an outstanding experience. Here are out “digs.” You can see an infinity bathtub with its own TV; another TV that plays in the mirror; my “writing nook”; and other amenities in the bilevel, huge suite, like the steam room!


You Can’t Make This Stuff Up…

Recent email and phone messages: • You haven’t sent me the download of the teleconference yet, and I paid yesterday. (The teleconference wasn’t for another month.) • You need to call me. There’s a charge on my credit card statement from your company. I dimly remember registering for something, but I don’t know what it was, and I have to get it in my calendar. • Please send me the free copy of your booklet mentioned in your book. (No …




In Case You Were Wondering What I Was Thinking….

• When did it become a service standard for the server to provide you with his or her name, as if we were going to be friends? • Air New Zealand used nude employees in their flight safety announcement videos to try to get people to pay more attention. I wonder if the tax people have considered that for online payments? • A woman keeps telling people her dog is a Vizsla whenever they ask, which sounds stranger than it …


The Examined Practice

Socrates observed that “the unexamined life is not worth living.” Perhaps the unexamined practice is not worth working. How often are you willing and able to take a critical look at your own professional services practice (or most kinds of business)? Here are some suggestions to be your own best consultant: • Are your revenues increasing by at least 10 percent a year? Why or why not? • Is profit increasing by at least 10 or more percent per year? Why …



Looking Around

(The Dog Star is a symbol of power, will, and steadfastness of purpose, and exemplifies the One who has succeeded in bridging the lower and higher consciousness. – Astrological Definition) Koufax generally takes a good look around. He’ll sit for a moment or simply stand stock still while he rotates his head. It saves him a lot of unnecessary trips (his onboard computer can tell him whether he has a chance of catching the squirrel) and I believe he simply …