Blog - Business Storytelling

Attention Economy

Yesterday, I was delivering a workshop on Storytelling techniques, and one of the participants made an interesting remark that we have officially moved from Demand Creation Economy to Attention Economy. I found this fascinating, and here is one of the...
Bullet-Proof Objection Handling

Bullet-Proof Objection Handling

I am delivering three training sessions on objection handling next week. Want to know my Secret techniques? Let me make this simple for you and give you three steps that will help you handle just about any objection that you...
What would you like to see?

What would you like to see?

I decided to write something completely stream of consciousness style. Let’s see. I’m always wondering what I should write to you. I mean, there’s obviously a certain amount of selling so I can afford to keep writing to you… And...
My New Year resolutions

My New Year resolutions

This morning my client asked about how I approach New Year’s resolutions. The truth is that I don’t make them anymore, even though I did for many years. Why the change? Well, I realized that “past year reviews” more informed, valuable, and actionable than blindly looking forward to resolutions. I found this interesting sequence from Tim Ferriss: 1) Grab a notepad and create two columns: POSITIVE and NEGATIVE. 2) Go through your calendar from the last year, looking at every week. 3) For each week, jot down on the pad any people and activities that triggered peak positive or negative emotions for that month. 4) Once you’ve gone through the past year, look at your notepad list and ask “What 20% of each column produced the most reliable or powerful peaks?" 5) Based on the answers, take your “positive” leaders and schedule more of them in 2018. Get them on the calendar now! That’s step one. 6) Step two is to take your “negative” leaders, put “NOT-TO-DO LIST” at the top, and put them somewhere you can see them each morning for the first few weeks of 2018. These are the people and things you *know* make you miserable, so don’t put them on your calendar out of obligation, guilt or other nonsense. That’s it! Let me know how it goes if you try it. Happy New Year!
Principles by Ray Dalio

Principles by Ray Dalio

 Anyone else reading Principles by Ray Dalio today? I’m taking it across the country with me. So many gems: http://amzn.to/2wSHvTv.    Enjoy your weekend...
how is your active listening?

how is your active listening?

Have you heard this acronym: RASA? Receive Appreciate Summarize Ask I have delivered a workshop on Storytelling for Leaders in Montréal yesterday. Surprisingly, the most interesting discussions were generated not by Storytelling techniques but rather by Active...