Associate Good Feelings

by | Jul 6, 2010 | Blog

When someone decides to use a networking event for selling, one of the things I will often see them do is use an “elevator pitch” to ask probing questions designed to uncover specific needs. The problem with this is that it is effectively asking the other...

Money is the Echo of Value

by | Jul 3, 2010 | Blog

More golden nuggets from the Bob Burg “Endless Referrals” event on Wednesday. Bob had a great saying: “Money is the echo of value.” Value is the lightning, money is the thunder. You can’t get the thunder to show up before the lightning....

Interaction or Interruption

by | Jun 30, 2010 | Blog

Thinking about it, which do you remember more clearly, the last television commercial you saw (interruption) or the last phone call you had with a friend (interaction)? How about the last billboard (interruption) or the last coffee with a networking contact...

You Think You Know Me?

by | Jun 27, 2010 | Blog

You know? I really love pushy telemarketers. Through their inept efforts at establishing rapport in order to sell me something, I can almost come up with a lesson about good networking practice. The star of this particular object lesson was “Robert”....

Conversational Ballet

by | Jun 5, 2010 | Blog

Yesterday I wrote about eating dinner at the country club with my friend Andrea and several members of her network. While the fact that they were politicians and captains of industry didn’t bother me too much (after all, they are still people), one thing...
Greg Peters
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