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.
Sales Managers: What Got You Here Won’t Get You There
Whe is the last time you provided constructive, specific feedback in a one-on-one? I've been working on a sales coaching module for the past few...
When “Being Yourself” Can Hurt Your Persuasiveness
Sometimes you have to adapt your style to fit the audience There's a lot to be said for "being yourself" in a presentation or a...
Questioning Myths that May Be Costing You Sales Part 2: When Not to Use Closed Questions
Make the prospect think before saying yes and it will strengthen your position. In Part 1 of this article, we saw that closed questions can...
Wael Ghonim’s Leadership Moment
One person can always make a difference. A thirty-year era of repression, "stability" and fear ended last week after eighteen days of protests by ordinary...
Questioning Myths That Might Be Costing You Sales: Part 1
The wrong type of question at the wrong time can cost you sales. Whenever I ask salespeople in my classes which type of questions are...
Blur: How to Know What’s True in the Age of Information Overload, by Bill Kovach and Tom Rosenstiel
One of the central themes of Practical Eloquence is that content is king. If you take your responsibilities as a persuader or a decision...
The 80/20 Rule in Presentations
Most of what you say will be quickly forgotten. Think of the last presentation you attended. How much of what the speaker said do you...
Is Poor Service the Sign of An Improving Economy?
I told my wife last night that we must be walking around with "kick me" signs on our backs. In the past 48 hours,...
“I Just Like Talking to People”
Usually I write a post and then try to select an image that fits, but in this post the image came first and the...
How Much Confidence Is Enough? When to Dial It Down
It's possible to hurt your credibility by coming across as too confident. In the previous two articles, we've focused on ways to project greater confidence...
How to Project Confidence
In my previous article, I presented ways to change or reduce speech patterns that make you sound like a wimp. This article focuses on...
Do You Sound Like A Wimp?
We sometimes overestimate how powerful we appear to others. Research has shown what most of us take for granted, that confident speakers are perceived as...
Visual Persuasion: Dos and Don’ts
One glance at an image may convey more information and meaning than several minutes of talk. In 2001, scientists played a dirty trick on some...
Accentuate the Positive? Not So Fast!
Great persuaders know how to balance negative and positive appeals to get people to act. (This article is Part 2 of my series on Framing...
Consultative Selling by Mack Hanan: The Most Influential Sales Book Ever
Why am I writing a recommendation for a book that was first published in forty years ago? First, because I believe it is the most...
How to Frame Your Messages for Persuasive Effect
In a monastery one time one monk saw another praying with a cigarette in his lips, and said: "What are you doing? You're not...
Checklists? Who Needs Stinkin’ Checklists?
"Civilization advances by extending the number of important operations which we can perform without thinking about them." Alfred North Whitehead Dr. Atul Gawande wrote The...
If This Is What Passes for Scholarship at Harvard Business School
Sometimes article ideas just fall into your lap, such as when you see something that sets you off. I've just viewed this video which...
Get Them to Put Skin in the Game
During the sales cycle, a lot of salespeople will do just about anything the buyer asks them to do, because they don't want to...
Your Biggest Relationship Mistake-And What You Can Do About It
When someone cuts you off in traffic, what do you think about that person? When it happened to me yesterday, I made some choice...