Sales training insight: Penny wise or pound foolish?
Sales training insight: Death of the ROI calculator
How to write the killer sales message
Sales training: "I need your best and final"
Sales training article: The future of sales
Sales communication: Have you made this dumb sales mistake?
Sales Training Insight: Never Ask 'Does That Make Sense?'
By Jerry Weissman: Just as a chef is attuned to the subtleties of flavor and trends in the culinary arts, a presentation coach is attuned to the subtleties of language and trends in the communication art. One trend I've noted recently is the expression, "Does that make sense?" often used by a speaker during a conversation — or a presenter during a presentation — to check whether the listener or audience has understood or appreciated what the speaker has just said. Unfortunately, the expression has...