How You Can Warm Up to Cold Calls

I read Cold Calling Techniques that Really Work by Stephan Schiffman. Then I created a script to contact a potential client who had been referred to me. After taking a few deep breaths, I plunged in and dialed the number. Here’s what happened — and what I...

The Terror of Answering "What Do YOU Do?"

They’re wrong when they say public speaking is the #1 fear of business people. I know it’s going to a networking event and hearing someone ask, “What do you do?”Oh the blather and drivel that comes out of our mouths! Here’s what to do about it.Of course you know what...

It's NOT about You — Even When It IS!

For nearly four years, I traveled the country one week a month, giving training programs for SkillPath Seminars. When I was new on this gig, I worried about how I looked at the front of a room.Did I shift my weight from side to side? Did I move my hands too much? Did...