Sims Wyeth interviews Andy Gole, president of Urgency Based Selling Sims: Andy Gole and I have been friends for quite a while now. I think of you Andy as a really hard-working guy who has incredible energy, joy in your… Read More »Interview with Andy Gole
One Key to Persuasion Some years ago I met with leaders of a financial services firm. They wanted to hire me to improve the persuasive presentations that their client-facing team developed and delivered to prospects. We sat across a polished mahogany… Read More »One Key to Persuasion
Professional golfers, when putting, aim six inches beyond the cup. After all, what percentage of putts that are short go in? A man’s reach should exceed his grasp, right? “If your goal doesn’t scare you, it’s not big enough,” said… Read More »Chop Wood, Speak Better
Persuading someone to buy a commodity requires a microscope. Let me explain. Suppose you sell pencils. Your buyer sees your pencil as a commodity because it looks like every other pencil he’s ever seen. But that’s because he’s not a pencil specialist. He’s looking at… Read More »Drill down. Dig deep. Zoom in.
Lately, I’ve been noticing principles that great speakers use to guide them. I’ve talked about this before. I like when speakers start by answering a question for the audience: “Why is this important to me?” I also notice when speakers… Read More »More Ways to Be a Highly Persuasive Speaker
The inspiration for business presentation success can come from anywhere. Hamlet, for instance. Hamlet is the Prince of Denmark in Shakespeare’s play called Hamlet, written around 1603. In the play, Hamlet retains a troop of actors to stage a play he’s… Read More »Business Presentation Success: Hamlet the Speech Coach