Archives: June 2006
Thu Jun 22, 2006
Questioning Conventional Wisdom
An urban legend is something that gets repeated so often, that it becomes part of our collective “common knowledge.” It’s something “everybody knows.” The field of communication is not immune. Just like urban legends, there are statements about communication that have been repeated so frequently, they are taken as facts. When you peel away the veneer, you’ll find people believe them because of repetition rather than any research findings. They often contain downright false information. Because people rely on them as principles or rules of communication, that makes them dangerous to productivity and efficiency. Here are seven examples of conventional wisdom about communication and why it’s dangerous to believe them. More...
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Thu Jun 08, 2006
Top Sales Cliches
There is a saying that when all you have is a hammer, everything looks like a nail. The underlying idea is that given the choice of only one tool, you’ll probably try to use it in inappropriate situations. The problem with many sales scripts is that they’ve become cliché’s, phrases repeated so often, that they make prospects shy away because they know they’re being sold. The more savvy the buyer, the less effective cliché’s are with them.
Here are the top five sales clichés that keep otherwise effective salespeople from performing at their best. More...
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