BLArticle®
The personal touch of a blog; the informative touch of an article.
When Feedback Is Anything But…
There’s no doubt about it; one of the best ways to get better at something is to simply ask for feedback. How do we get better without feedback from others? Feedback provides invaluable information we can’t see for ourselves. Feedback helps us evolve. Feedback...
Trial Closes: Misunderstood, Misused… and Essential
You don’t have to look very far to find examples of PR problems: A bad customer experience going viral on social media; an employee or other brand representative seen to be behaving inappropriately; a major disruption in the operation of your organization that...
Want To Fix The Sales World?
…If you're a typical customer, look in the mirror Full disclosure: I have a rather biased view of salespeople, but hear me out. Yes, there are problems within the selling profession, and I fully realize there are some bad salespeople in this world. There are also...
Talk Is Cheap… Until You Prove It Works
When you speak professionally, you want to make sure your audience is fully on board. Speakers like me will obsess on making sure the audience knows what’s in it for them, where they’re going, how they’re getting there, and what’s expected along the way. Speakers...
Don’t Forget The Big Picture
In any type of presentation, there is an overall goal involving what is being taught. For the sake of this Blarticle®, let’s refer to this as “the big picture.” In one sentence, this is a clear explanation of what it is you’ll be talking about and what you really want...
Tim Russert, the Truth, and the Setting Sun
I used to be a news junkie. It started when I was a kid watching Walter Cronkite deliver the evening news, which always ended with this iconic phrase: “And that’s the way it is.” I never questioned the news; I just learned from it. I continued my news junkie ways as...
Finding Success Without Your “A” Game
Athletes will often talk about performing at a high level, but on certain occasions, they will comment that performing at that high level was effortless. When golfers are putting, they will say things like, “the cup looked as big as a bucket,” or they sum up an...
When IS the Right Time to Train Your Company?
It happened again, and it seems to be happening more and more. Companies are pushing back on sales training because the time just isn’t right. In fact, I’ve been communicating with three different clients who have been sitting on the sidelines, waiting for just the...
The Magic of Rituals
There’s nothing like a good ritual or two to help us stay emotionally and physically in balance. For those who are not quite sure what I mean when I say, “ritual,” please allow me to define it for you. A ritual is “a sequence of activities involving gestures, words,...
You’re Not a Fraud… You’re Just Listening to the Wrong Voice
Have you ever had that sneaky feeling that you’re not as competent or capable as people think you are? You’re afraid that, sooner or later, you’ll be “found out.” That’s called the “Imposter Syndrome,” and the fact that nobody wants to even hear these two words, let...
And Now, The Rest… Of The Story
Born in Oklahoma, and the son of a policeman, Paul Aurandt started making radios while attending high school. His teacher was very impressed with his voice, and helped him get a job at a local radio station. It wasn’t long before he was reading commercials, and...
A Story of Titles, Monkeys, and Steve Martin
I’ve got a new hero; he’s Steve Martin. I didn’t just discover him; I’ve been a fan of his for almost 50 years. I even saw him perform at Cole Field House at the University of Maryland in 1978. But more about that later. I’ve always thought those who write their...
What Good Is a Story Without a Moral to the Story?
I love a well-told story as much as the next person, but you know what bothers me? When there’s no moral to the story. Don’t get me wrong. When I’m sitting and having a cup of coffee with a friend who is telling a story to me, I don’t demand to know the moral of...
The Artist In All Of Us
I come from the business world, and I happen to be married to an artist. Opposites do attract, but you would be surprised at the number of things we share. There are quite a number of unexpected similarities that exist between the two of us. One such similarity is...
Proving Your Value vs Proving Your Worth
Am I the only one who has noticed that we all seem preoccupied with proving how smart we are? So much time seems to be devoted in laying out our expertise and credentials. Of course, it is important for a client or audience to have a basic understanding of who we...
Pressure Me… Please!
If you’ve read my BLArticles® or books, you know I’ve never liked the word “nervous.” It’s a useless word to me because I’ve never known anyone who performed better when nervous. I’m actually a fan of the word, “anxious.” Now, there’s a word I can get behind. When...
The Times They Are A-Changin’
I’m a talker. No news there. I’m from a family of talkers. Bump into anyone who came from the Jolles clan and you won’t question that statement either. I love teaching, motivating, and inspiring people, and I have been doing it for almost 40 years now. I have no...
Communicate With Confidence Without Saying A Word
Early in life, we start to hear people tell us that we need to communicate with confidence. Sounds simple enough, but if it’s that simple, why does it remain a stumbling block for so many of us? It requires a whole lot more than reminders or criticism. Having...
The Can’t Miss Holiday
I’m a New Year’s Eve man. No doubt about it, and I’m not ashamed to admit it. What can you say about New Years Eve that isn’t positive? Christmas is a wonderful holiday, but not everyone celebrates Christmas. The same could be said for Kwanzaa, Bodhi Day, Hanukah,...
Don’t Just Tell A Story: Land It!
One of the hottest topics in selling, or professional speaking, is story telling. After all, when you tell a good story, you can make your key point more memorable. As a matter of fact, it’s over twenty times more memorable than just presenting facts! What’s more, a...
“Rob is an expert not only in the art of influence,
but also in human nature.”
~Ken Blanchard,
coauthor of The One Minute Manager® and Trust Works!
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