Those Stupid Things Remind Me of You

We all say stupid things. Some of us are lucky enough to have family and friends who straighten us out. You owe it to your clients to point out stupid things, not pretend they weren’t said or are actually legitimate. “You were a great investment for us, but we’re having a tough year so I don’t know if we can renew with you,” is a stupid thing. Do you sell your best performing stocks in a poor market? © Alan …



Publish but Don’t Perish

You know how “It’s not what happens to you, it’s what you do about it”? Well, a corollary: “It’s not that you have a book out, it’s what you do with it.” Stop dreaming that you’re in the book selling business or that you’ve just written War and Peace. Use the fact that a third-party publisher thought enough of your quality to invest in you, and use that to attract buyers and close business. A book is a marketing device. I’ve written …


Alan Weiss’s Monday Morning Memo® – 6/13/16

Alan's Monday Morning Memo

I‘m a huge believer in positive psychology, positve self-talk, abudance thinking, and building self-esteem. I’ve seen people fail to enjoy life (and contribute to it) because they have a scarcity mentality. A great many actors, while posing with the Oscar they’ve just won, are wondering weather they’ll ever work again, for example. Having said that, the narcissim growing in our society is beginning to appal me. A guy on a bike yelled at me (the top was down) for not …



A Quick Tip

A taxi in Sydney takes me to my meeting. I pay the driver, including my usual tip, and thank him. “Good Lord,” he says, “you’re American.” “Can you tell by my accent?” “No, I can tell by your tip!”


Alan Weiss’s Monday Morning Memo® – 6/6/16

Alan's Monday Morning Memo

Mohammed Ali made the rare transition from a man who was reviled to a man who was loved. He was a great athlete and a great showman. His relationship with Howard Cossell was a unique sports/media tandem. Ali was a religious man and an icon, and I think he truly loved all people. That love transcends religions, color, race, ethnicity, and politics.. His athletic accomplishments were in a brutal sport with vicious opponents. He was brave and he was imperfect. …



Owning the Conversation

Stop trying to respond to buyers’ questions as if you’re seeking a good score on the SATs or taking an interview for grad school. Change the conversation toward the direction you need to close business. For example, once you explain what you can do for clients, and you’re sensibly asked, “How do you do that?” respond: “Instead of talking theoretically or about another environment, why don’t we talk about what I can do specifically for you? What are your greatest …