Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Branding/4242/SelfMutilation-The-Imposter-Syndrome-and-Your-Essential-Message.html http://www.evancarmichael.com/Branding/4242/SelfMutilation-The-Imposter-Syndrome-and-Your-Essential-Message.html Are you undercutting your own Essential Message? http://www.evancarmichael.com/Branding/4242/Three-Ways-to-Start-a-Conversation-and-Finish-with-a-Sale.html http://www.evancarmichael.com/Branding/4242/Three-Ways-to-Start-a-Conversation-and-Finish-with-a-Sale.html Ditch your elevator pitch. Zap your infomercial. And whatever you do, keep your carefully worded, painstakingly developed, positioning statement to yourself. http://www.evancarmichael.com/Branding/4242/Everything-Starts-With-A-Conversation-Including-Your-Next-Sale.html http://www.evancarmichael.com/Branding/4242/Everything-Starts-With-A-Conversation-Including-Your-Next-Sale.html Picture this. You're out having a coffee with a friend. An acquaintance of your friend happens to walk in and sits down for a few minutes to chat. After you finish talking about the weather and last night's sports scores, the inevitable question comes up: "So, what do you do?" You've got 60 seconds. What do you say? http://www.evancarmichael.com/Branding/4242/How-Many-Bananas-Do-You-Have.html http://www.evancarmichael.com/Branding/4242/How-Many-Bananas-Do-You-Have.html What my bread machine taught me about creating books, articles, speeches, methodologies and other forms of your intellectual property. http://www.evancarmichael.com/Branding/4242/Learn-Sales-Telepathy-How-to-get-into-your-customers-head-and-heart-without-going-out-of-your-mind.html http://www.evancarmichael.com/Branding/4242/Learn-Sales-Telepathy-How-to-get-into-your-customers-head-and-heart-without-going-out-of-your-mind.html Imagine knowing exactly what's going on inside the head of the person you're talking to about becoming your next client or event attendee. It's not magic or extra-sensory perception -- it's sales 101. And you can learn it... http://www.evancarmichael.com/Branding/4242/The-SpecializationDifferentiation-Imperative.html http://www.evancarmichael.com/Branding/4242/The-SpecializationDifferentiation-Imperative.html How to carve out your own slice in the market and charge more, attract more clients and enjoy greater confidence. http://www.evancarmichael.com/Branding/4242/Whats-your-professional-DNA-The-apple-doesnt-fall-far-from-the-family-tree.html http://www.evancarmichael.com/Branding/4242/Whats-your-professional-DNA-The-apple-doesnt-fall-far-from-the-family-tree.html Why do you do what you do and how did you get so passionate about it? Could it be that your path in life was mapped by your DNA? http://www.evancarmichael.com/Branding/4242/The-Selling-Power-of-The-Provocative-Question.html http://www.evancarmichael.com/Branding/4242/The-Selling-Power-of-The-Provocative-Question.html When you tell prospects and clients about what you can do for them, how much do you 'tell' your way through your story, and how much do you 'ask'? If you never seem to get people as interested as you had hoped they would be, try asking questions. http://www.evancarmichael.com/Branding/4242/DifferentiationBased-Leadership-Three-questions-that-every-leader-must-ask.html http://www.evancarmichael.com/Branding/4242/DifferentiationBased-Leadership-Three-questions-that-every-leader-must-ask.html The more competition you face, the greater the need to highlight the differentiation -- the unique advantage of your product or service -- in order to succeed in the marketplace. Differentiation-based leadership places the onus of grasping, defining and communicating that differentiation on the shoulders of the leader, and extends the concept to encompass every area of business -- including the leader him or herself. Using differentiation as the central principle of strategic competitive advantage, these are the three questions that every leader must ask. http://www.evancarmichael.com/Branding/4242/CredAbility-What-it-is-how-to-get-it-and-what-to-do-with-it.html http://www.evancarmichael.com/Branding/4242/CredAbility-What-it-is-how-to-get-it-and-what-to-do-with-it.html Regardless of whether you are in the service business or you sell a hard product, everyone needs to establish their credibility, especially with prospective clients. But if you're a consultant, advisor, or coach, then it's harder for your clients to evaluate the value of your advice and recommendations. So what should you talk about to establish your credibility? You might be surprised at the answer.