A Tale of Remarkable Character

Robert Terson

One of my favorite movies is the 1981 Oscar-winning Chariots of Fire. It tells the story of two great English Olympic runners who competed in the 1924 Paris Olympic Games—Harold Abrahams, portrayed by Ben Cross, and Eric Liddell, portrayed by the late Ian Charleson. The line, “Bring me my chariot of fire,” from the William […]

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Selling You on Rejection – by Andrea Waltz

Conversation starter in offices and conference rooms all across the world, every day: “How do we increase our sales?” Better marketing. More advertising. New products. It all helps. But one reality never seems to be dealt with very well and it’s the elephant in the room: The fear of failure and rejection on the part of […]

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Why is Change Such a Terrible Agony?

Robert Terson

Most of us would rather go through a root canal than undergo a major change, even if it’s obviously in our best interest. You know what I’m talking about. Stepping out of your comfort zone—where, by the way, all the goodies are—is…well, just so damn uncomfortable. It’s so much easier to stay where you are, […]

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Human value – Author Unknown

Robert Terson

A well-known speaker started off his seminar by holding up a $20 bill. In the room of 200, he asked, “Who would like this $20 bill?” Hands started going up. He said, “I am going to give this $20 to one of you but first, let me do this.” He proceeded to crumple the dollar […]

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Tough Questions – by Barbara Weaver Smith

In my continuing series on rehearsing for team sales presentations, today’s post is about preparing for the tough questions. Sometimes you are tempted just to hope they won’t ask questions for which you don’t have a good answer, but that is a path to disaster. Everyone involved in the presentation needs to know WHO will answer […]

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