Jack Malcolm
Jack Malcolm
Jack founded Falcon Performance Group in 1996 specifically to combine his complex-sale expertise and his extensive financial background to design and implement complete sales process improvement initiatives at top national and international corporations.
Get Their Attention, Part 2: Dealing With A Skeptical Audience
In 1983, Ted Kennedy accepted an invitation from Jerry Falwell, the leader of the Moral Majority, to speak at Liberty Baptist College in Virginia....
Ask Them to Tell You A Story
Two of the most important tools in any persuader's toolbox are stories and questions. When you put them together, they make for a powerful...
If You Want Them to Pay Attention, You Have to Earn It
In today's distracted world, one of the most precious commodities is your audience's attention. When you have the floor, it can be very disconcerting...
I’ll See It When I Believe It
I have a friend, who, as a feminist, is quick to criticize any comment or behavior that denigrates women. So, when Steelers quarterback Ben...
My Favorite Books About Presentations and Speaking
My Favorite Books on Presentations and Speaking I'm often asked to recommend books on various topics, and as a result I've compiled an extensive list,...
Free Your Hands
There was a FedEx commercial where a low-ranking employee suggests opening an online account to save shipping costs. No one responds. A few seconds...
Persuasion Without Drama: Process, Positioning and Preparation
We all admire the heroic view of persuasion, where the hero deploys his impeccable reasoning, formidable personality and eloquent words to sway an audience....
Sales Professionalism: Why Does It Matter?
As we’ve seen so far in this series, sales professionals set themselves apart because of what they know, what they care about, and what...
What Sales Professionals Do
In two previous posts in this series on sales professionalism, we focused on what sales professionals care about and what they know. Ultimately, though,...
What Do Sales Professionals Care About?
The first answer to this question is: more than themselves. When you consider all the definitions of professionalism, they all require dedication to more...
Content is Still King-Long Live the King
“Facts are stubborn things; and whatever may be our wishes, our inclinations, or the dictates of our passion, they cannot alter the state of...
Power: Why Some People Have It-and Others Don’t
Jeffrey Pfeffer is one of my favorite business writers, and unlike others who have been writing for a long time, his newest book ranks...
The Four PROs of Professional Sales
I’m working on a keynote I will deliver next month on the topic of sales professionalism. When I first accepted the assignment, I thought...
Selling in Tough Times
My friend John Spence is giving a speech today in Seattle to a group of salespeople and asked me to suggest a few ideas...
Excellence Is Not an Act
“We are what we repeatedly do. Excellence, therefore, is not an act, but a habit.” Aristotle The bookstores and the internet are chock-full of easy…
Unlocking the Value
In Part 2 of this series on dealing with the price objection, we saw that the first key to getting out of the commodity...
There Is No Such Thing As a Commodity
There is no such thing as a commodity. Whenever I make this statement in a classroom, it's usually good for an argument, and I...
Price Objections: What to Do Before You Sharpen Your Pencil
One of the most vexing issues facing salespeople is how to win a sale when their solution is not the lowest-priced alternative available to...
How To Present Technical Information Effectively
They say an expert is someone who learns more and more about less and less until finally he knows everything about nothing. I’m not...
Book Recommendation: Just Listen
Just Listen by Mark Goulston is one of the few books I’ve read more than once (three times so far, actually) because it has...