It’s easy to be vague. It’s challenging to think – and communicate – in specifics, writes veteran sales train John Foust in his most recent "Ad-Libs" column.
Specifics are meaningful and generalities wander all over the place, without much significance at all. Generalities have no sticking power. Foust looks at two areas of sales that have a particular need for specificity.
Newsrooms have toiled the past many weeks churning out stories to help voters make informed choices on Election Day.
One of the most important techniques in communication – especially in persuasive communication – is to tell people "why," writes veteran sales trainer John Foust.
In his latest "Ad-Libs" column, Foust gives five examples of how to use simple bridges to explain your reasoning to prospects during sales presentations.
Gregory talked to me about a lesson he learned in his early days of selling advertising. “In one of my first presentations, the prospect rejected my ideas for a new campaign.
There are two types of advertising: image and response.
The first is designed to give people a good impression of the advertiser. The latter aims to generate an immediate response to a specific offer. In his latest 'Ad Libs' column, veteran sales trainer John Foust shares what these two ad types should have in common — especially if they're going to be successful.
In his latest "Ad-Libs" column, veteran sales trainer John Foust writes about one of the most important lessons his dad taught him — think before taking action.
The lesson is one that pays dividends in the sales industry, he writes.
Congress has an opportunity to pass legislation that benefits all local citizens, businesses and even protects our democracy.
Proofreading is one of the most important skills in the advertising world. While anybody with a sense of humor can appreciate a harmless blooper, no advertiser wants to run an ad with a mistake.
In his latest installment of "Ad Libs," John Foust provides proofreading tips that can help prevent costly errors.
In order to look ahead to a new advertising idea, sometimes it helps to take a look at the past, writes veteran sales trainer John Foust in the most recent installment of his column, "Ad Libs." When an advertiser has been in business for several years, there are plenty of possibilities.
Foust highlights five ways that sales reps can draw inspiration from from looking back at a client's history.
When advertisers and prospective clients remember the key points of your presentation, they are more likely to buy.
In his latest "Ad-libs" column, veteran sales trainer John Foust offers three tips on how a brief summary at the end of a presentation can make it more memorable.
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