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Three Ways to Start a Conversation and Finish with a Sale
Ditch your elevator pitch. Zap your infomercial. And whatever you do, keep your carefully worded, painstakingly developed, positioning statement to yourself.
Book Review: Made to Stick
Have you ever wondered why you remember what you do? The authors have distilled the essence of “sticking” (remembering a message) into 6 principles (”SUCCES”)

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Lesson #1: Push Your Ads To The Limits
“Anything we do in advertising is controversial,” says Klein. “If it’s provocative and sensual and related to what we’re selling, I'm willing to take the chance. I have fun with the ads.”
Are You Asking Provocative Questions
In selling, your ability to ask great questions is highly correlated with sales success. Great questions demonstrate your expertise and enhance your credibility. And, the best questions you can ask are highly provocative – ones your prospects can't possibly answer without seriously considering their business situation. So how do you come up with provocative questions? That's what you'll discover in this article.
TAN Conf 2007: Is Entrepreneurship Teachable?
Palo Alto –CA, October 16th, 2007, “Is entrepreneurship teachable?" Can we really teach Africans how to manage and run successful companies? This was the provocative question asked by one of TAN Conf 2007’s attendee; who was a former ambassador to the USA for Rwanda during the Clinton administration.
Sales Skills For Service Professionals Part 1
The first of three skills every professional or sales professional needs to hone is the ability to ask provocative questions.
The Hidden Importance of Listening
While he had everything under control, the prospect asked him a question and he proceeded to explain his position and then finally answered their question. The problem with that is the order should have been reversed. Any time a prospect asks you a question always answer their question first, then go into your explanation.
The Difference Between Provocative Selling and Baseline Selling
In the wake of a recent article by the authors of Provocative Selling in the Harvard Business Review an attendee challenged me to defend Baseline Selling. Since it was in the HBR, this attendee believed it had to be the better way to sell...
Watch Your Questions
I have found that everyone has a constant question inside of them. This question is the guiding force of a person's life. By identifying the question within yourself, you can recognize how you interact with life and what your repeating patterns are regularly. What is your question?

The Meaning of 11.11 in 2009
Those of you following me for some time know that I like to get information from various esoteric tools, and share it in case you find it provocative and insightful. The object of my most recent attention is today's date - November 11, 2009, or 11:11:11 (by adding 2 + 9 of 2009).

Aberdeen Retail Leadership Summit
Aberdeen Retail Leadership Summit filled with provocative discussions, interactive sessions, and multi-industry thought-leadershp.
Stop Being So Defensive!
If this article’s headline caught your eye - yes, it was meant to be provocative and somewhat ironic. Check out the full article below for tips on how to be less defensive and more powerful in your personal and professional communication.

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