By Traci Brown, CSP When describing what you offer your clients, there’s a secret phrase you can use that’s guaranteed to get them almost 20% more engaged with your sales pitch. Before you can use it, there are a few things you need to know. You have to know the difference between features and benefits. … Read more
By Shep Hyken, CSP, CPAE For this article, I’m departing from my normal NSA topics of sales and marketing, which have been the topics of every presentation I’ve ever given at a convention (now known as Influence), a winter meeting (now known as Thrive), or an NSA chapter meeting. Today, I’m writing about something that … Read more
By Amanda Gore, CSP, CPAE, GSF Wayne Dyer often used a powerful metaphor: “If you squeeze an orange, what do you get?” Of course, the answer is orange juice. His point? When life puts you under pressure, what’s inside is what comes out. After 38 years of speaking, my last five have been the most … Read more
By Patricia Fripp, CSP, CPAE, Cavett Award Recipient Imagine you have just 30 seconds to transform a room of strangers into a captivated audience that will hold on to your every word. This is your moment to make a powerful first impression in any presentation—whether it’s a high-stakes sales presentation to win a training contract, … Read more
By Jim Cathcart, CSP, CPAE Two hundred doctors had assembled for the event. It was a leadership conference at the LA Biltmore Hotel for hospital chiefs of staff. As I sat in the audience, I saw one physician after another “present his papers.” These were the dullest speeches I’d ever heard! The audience was half asleep and … Read more
By Linda Swindling, CSP, CPAE Speakers often want to know what items are negotiable and how much to charge. Not asking for what is available can be a rational concern. That said, there are lists of concessions and items to request. However, many speakers ignore the wants, needs and even fears of the busy professionals … Read more
By Mike Domitrz, CSP, CPAE | Once I was focused on serving THROUGH my Zone of Genius, nothing could stop me . . . until I had a moment to pause when there was a small break in my busy speaking schedule. And without realizing it, suddenly I was falling back into the mindset of, … Read more
By Thom Singer, CSP | Many people will tell you to “burn the boats” and go full-time into your speaking career, as if that is the only way to achieve success. However, many successful speakers incorporate speaking as part of their business or as a side business. You should never believe that this is solely … Read more