I Use “Results” So You Can’t Use “Results”

I stopped sending my publishers and lawyer after all the pond scum providing free downloads of my work on the internet because: • It’s free publicity • I don’t want people who would steal things as my clients in any case • The people who place them there, run the site, and download them are pathetic Most of these sites originate in Eastern Europe or some other area I’d rather not be in any case. Don’t get all exercised when …



Which Way We Headed?

My Shepherd, Bentley, always turns around to look at me when there’s a choice (turn left or right, go to the yard or to the pool, go upstairs or stay on this level, which car to jump in). He adjusts his route and speed accordingly. Wayne Gretzky said, “I always skate to where the puck will be, not where it is.” Sounds like good advice with our prospects, right? Our clients might be following us, but our prospects have their …



May I Have This Dance?

Why is it so hard to think of the tune of a favorite song when another song is being played? (At least it is for me!) I think it’s because it’s tough to conjure up something in your mind when you’re being besieged with reality: the music on the radio or in your ear buds. The same occurs in sales calls. You may have a “script” in your mind or sound bites you’re intent on conveying, but the actual speech …



Quiet, I’m Consulting With the Spirits

I receive a lot of questions about how to determine if someone is the buyer or not. People reveal to me that they look for certain signs and listen for certain signals. This is the scapulimancy of the modern consultant. Here’s my response, to ask the other person: “Will this come out of your budget, solely through your approval, or will a superior be involved?” That’s it, two seconds. Save yourself two weeks of consulting your horoscope.


Running on Empty

A woman I coached was hired by a large company at the beginning of her career. They asked her for a $15,000 training program on setting priority. She thought she had died and gone to heaven. She did such a good job, that the asked if she could do another program on decision making. She readily agreed. When she put the materials together, she thought it would be a good idea to create a three ring binder with a tab …


Give Me an Example

I stage mock media interviews with people to improve their presence and ability to stay in the moment. Here’s a question that is unusually difficult for many: “What two or three companies would you name that are doing a good job in terms of your approach, and what two or three are performing poorly by not using your approach?” Be prepared to give examples of organizations that validate your positions (about leadership, strategy, sales, whatever) either by exemplifying them or …


White Caps

I’m watching the ocean this morning, and there’s a huge wind whipping everything. One indication is that there are white caps far out in the water, and another is that the flag is flapping mightily, as if trying to get my attention. Are you creating white caps and flag-waving? Do people know you’re coming? Do people even know you’re there? © Alan Weiss 2016