Month: May 2018


Are you telling stories?

By Liston Witherill / May 31, 2018 / Comments Off on Are you telling stories?

Oral history predates writing. That is, we told stories before we wrote anything down. For whatever reason, we’re hardwired to receive and tell stories. Stories do something to us. In your business, you have to tell stories about what you do. If you avoid this crucial skill, and this crucial step, you won’t be remembered. People will…

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Not Persuading, Helping

By Liston Witherill / May 30, 2018 / Comments Off on Not Persuading, Helping

“The timing’s bad.” It’s one of the most common objections you’re likely to hear. Here’s the wrong thing to do with that: persuade someone that they’re wrong, and that yes, now is actually the right time. Here’s the right thing to do: figure out if it’s really a timing issue, and if so, help them…

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How to Negotiate With Clients on Pricing

By Liston Witherill / May 29, 2018 / Comments Off on How to Negotiate With Clients on Pricing

Learning how to negotiate with clients on price is a rare skill that makes you money immediately. Find out how, right now. The art of negotiation is one of those elusive arts that seems confined to the inner sanctums of smoke-filled rooms. It’s not that complicated, actually. And the best news is that you can…

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B2B Video Strategy to Win New Clients

By Liston Witherill / May 28, 2018 / Comments Off on B2B Video Strategy to Win New Clients

Having a solid, well-executed video strategy might be the single most important marketing channel. Here’s how to think about it. They say a picture is worth a 1,000 words. A one-minute video has 1,440 pictures, so how many words is that worth? When I started marketing my sales training and consulting business, I originally planned to market…

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The Power of Choice In a Sale

By Liston Witherill / May 27, 2018 / Comments Off on The Power of Choice In a Sale

The power of offering choices to your prospective clients is simple. Let’s look at a scenario where you offer a single price and no alternatives. What does a prospective client ask herself? Should I choose this company? Picture a scenario where you instead offer three levels of engagement. Let’s say you offer something like this:…

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The Time to NOT Be a Thought Leader

By Liston Witherill / May 26, 2018 / Comments Off on The Time to NOT Be a Thought Leader

Being a thought leader in your particular industry and/or area of expertise can be an amazing way to develop awareness and leads in your market. But there’s a time to act like a thought leader, and a time to act more like a reporter. That is, listen and take notes rather than talk. Throughout any…

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Enacting Tomorrow, Today aka The Story of Tree Planting

By Liston Witherill / May 25, 2018 / Comments Off on Enacting Tomorrow, Today aka The Story of Tree Planting

The best time to plant a tree was 20 years ago. The second best time is today.  This is an old Chinese proverb, and you’ve probably heard it at some point. I only say it because it’s continually proven true in my life. The only problem with the saying is the presumption that you could’ve…

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For the Love of Post-Its and All Their Shortcomings

By Liston Witherill / May 24, 2018 / Comments Off on For the Love of Post-Its and All Their Shortcomings

There’s something special about holding a pen and scribbling on a Post-It note. You can only fit the most essential information on a note. You can write multiple notes and stack them. You can move your notes to new surfaces. They stick just about anywhere. You can scribble on them and toss them out at…

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What You Know Is Insightful

By Liston Witherill / May 23, 2018 / Comments Off on What You Know Is Insightful

I keep learning a lesson over and over again, and it never ceases to surprise me. I know things other people don’t know. It’s weird. And what’s even stranger is that people want to know things I know. They want me to share with them, they want it delivered in a way that only I…

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Why Your Network Isn’t Growing

By Liston Witherill / May 22, 2018 / Comments Off on Why Your Network Isn’t Growing

If your network isn’t growing there’s a very simple reason for it: you’re not giving. You have to be a giver first. Give relentlessly. Then give some more. Keep giving. Eventually you’ll start receiving too. But give until you’re tired of giving. What you should give is what other people want. There must be something…

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