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Kathy Glover Scott; Adele Alfano (Editor): Sales Gurus Speak Out: Fifteen Top Sales Experts Share Their Insights on Sales Success
This is a collaborative work by sales experts. Fittingly, Michel's chapter is the lead chapter. It deals with one of the most difficult challenges facing salespeople as well as consultants, advisors and service professionals -- when someone asks you, 'What do you do?', what should you say?
« December 2007 | Main | February 2008 »
I am a regular reader of Protein Power author Dr. Mike Eades' blog. He mainly covers issues relating to nutrition, and how to control or treat certain conditions (like diabetes) with diet - but lately he's been posting often about the dangers of statin drugs, used to lower cholesterol. In his opinion, statins are over-prescribed, have no proven benefit, and can actually lead to harm. So what does this have to do with your Essential Message?
Though I've been copywriting for about six years, I'm still getting my feet wet with the EM approach. It's fascinating to me to take people through the various exercises and worksheets we select for them (which, in my opinion, are more like discovery games)and see what comes out in the process. It's one thing to learn about a client's business and then create their marketing materials - it's a whole other to actually join them on a process of discovery, and help them see their business in a whole new way. We learn about what, why and how they do it - and more often than not, so do they.
'Tis the season for making vows, isn't it? We'll start doing this, we'll stop doing that. We all know the dismal sucess rate of New Year's resolutions, the guilt that starts creeping up around March 15th when we realize, mid-doughnut, that we haven't been to the gym in two weeks.
