How to Pitch Better: The Question Pitch

Today we begin a new series of short videos based on Chapter 7 of To Sell is Human, wherein I reveal the 6 successors to the elevator pitch. Up first is The Question Pitch, which shows when you should use the interrogative to make your case (and when you should avoid it).


Always Be Cobbling

Not sure how I missed this until now — but if you loved Alec Baldwin’s cameo in Glengarry Glen Ross (NSFW), which I write about in To Sell is Human (SFW), you’ll love this 4-minute Saturday Night Live clip:


How to sell to the man in the chair

Matthew May sends this vintage (1958) award-winning ad for McGraw-Hill, which even today offers a smart and tart reminder for all of us trying move others.


Who’s more honest — Congresspeople or salespeople?

According to Gallup, the verdict is mixed. In a December poll, the venerable research company found that the only people held in lower ethical esteem than members of Congress were sellers of cars. But insurance salespeople managed to trump both Senators and ad executives. Read more here.


Anybody want to see a 2-minute video preview of my new book?

BTW, if you pre-order the book (Amazon, BN.com, IndieBound), please hang on to your receipt. Next week, we’ll be announcing an awesome package of giveaways for folks who order before the December 31 publication date.


Are you as bold as this Oregon insurance agency?

Chris Nordyke runs an insurance agency in Corvallis, Oregon. But it’s a different kind of agency — with a unique approach to sales, service, and motivation. Just look at the sign in its lobby.


Are commissions the only way to motivate salespeople?

Let’s face it. Salespeople aren’t like the rest of us. You and I want a decent paycheck, of course. But we also seek much more from our work – the chance to learn, to contribute to the world, and to climb the ladder of self-actualization. But not the folks in sales. They are — and […]