Applicability 101

I refer to corporate sales as “wholesale” and individual sales as “retail.” In the former, you find a single buyer who can acquire products and services for a wide array of people at significant prices. In the latter, you have a  high volume of people who purchase for themselves at a variety of prices. I used to work exclusively in the wholesale market, and now I work primarily (85%) in the retail market. (I’ve also found very effective ways to …


I Don’t Care That You’ve Been Voted Most Outstanding Unknown Person

If you want awards, apply for them and you’ll get a few. Better yet, by something from the organization offering the awards and you’ll definitely get some. (That’s the con of these bogus “Who’s Who” listings—you buy the book.) Awards have been debased and devalued. Recently, a music group in Germany received the equivalent of the Grammy Award for a song containing anti-Semitic lyrics. Show me your results, not your awards. The former can make you wealthy. The latter can’t …


Alan Weiss’s Monday Morning Memo® – 4/23/18

Alan's Monday Morning Memo

On Friday I completed my fourth annual Million Dollar Consulting® Convention. I had eight speakers from my community, plus my special guest, Chip Bell (and a surprise magician). Almost 60% of the attendees signed up and paid immediately for my next one in Washington, DC in April, 2019. Here’s what I’ve learned watching these dynamics: You’re far better off having a conversation with the audience than “presenting” a topic and being didactic. Giving people unexpected, extra value is deeply appreciated …


Let’s Talk

The best way to address a business audience is as if you’re having a conversation with someone. Don’t “present.” Don’t be theatrical. Use humor, stories, and solid examples to support your points. Don’t stand in one place, move around. Smile. Take questions. (Can you imagine talking to a friend and saying, “Please hold your questions until later, if we have time.”) Don’t use PowerPoint, which is hackneyed and removes the focus from you. Don’t use handouts that divert attention. If …


Breathe

We are a blasé bunch. We arrogantly ignore the airline safety announcements while we tend to the vital matters on our smart phones and iPads. Yet in every photo I’ve seen of people on that flight with the blown engine, almost everyone is using the oxygen mask incorrectly (placing it only over their mouths when it should also be over their noses).



Would You Like Some Perspective in Your Coffee?

I have a hard time with people who “can’t” start their day without coffee. I’ve tolerated people late for meetings, or who have insisted we drive out of our way, or who have expected me to excuse boorish behavior on the basis of “not having had my coffee, yet.” Then there are the people who need only certain kinds of coffee. They have to have Starbucks, or require soy milk, or a double shot in their latte. I saw one …


The Bully

I received a book order for about $80 from New Zealand. The credit card was rejected. When I wrote to the purchaser about this he responded with invective, claiming my processing system was “from the 80s,” even though it was his bank denying the transaction. When I confronted him, and told him what he could do with his order which I’d now never fulfill, he told me he was a “man of God” and that I didn’t understand his sarcasm, …


The Left-Leaning Bar

The Good Fight, the CBS All Access spinoff of the huge hit, The Good Wife, is excellently written and acted. It has none of the restraints of network television, and Christine Baranski has to be one of the finest actors on screen. We tend to binge watch the streaming episodes. But this season it’s getting “screechy” liberal. Like the New York Times, which blames everything including the weather on Donald Trump so that editorial and news are hopelessly conflated, The …