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Ellen A. Kaye as featured in . . . Don’t Be A Cowardly Lion and Miss A Golden Opportunity By Jeff Slutsky Monday, March 13, 2000 I consider myself to be a good salesman with decent success over the years. I've written many books on the subject and teach sales in seminars and keynote addresses at least 40 times a year. Yet, I recently found myself in a situation where I was afraid to make a sales call. If it wasn't for the intervention from my presentation coach and consultant, I might have missed an important opportunity. I just produced and presented a brief preview version of my new parody musical show, The Wizard Of Sales, to 140 convention and meetings coordinators in Chicago. It's a parody of the movie, The Wizard of Oz, only in my version Dorothy can't close sales, the Scarecrow can't generate leads, the Tin Man can't handle objections and the Cowardly Lion has call reluctance. The showcase presentation couldn't have gone better and we got many strong leads to book the show BizSmart Action Plan When reluctant to make an important call, ask yourself: · “Why is this call important?” · “What is the potential lost opportunity by not making it?” · “Is the worst thing that could happen is they say ‘no’?” · Tell yourself that the risk is low and make that call. at major sales conventions. I told my Scottsdale, Arizona - based coach, Ellen A. Kaye, that I wished I could use the same costume designer as Forbidden Broadway, a play she had introduced me to as part of my Cultural Exposure and Education Training with her. This is a brilliant parody show that has been running for more than 16 years. I saw the show last year and was impressed with the costumes, designed by Alvin Colt. Colt has won the Tony Award, for which he has been nominated four times and is a four-time nominee for television's Emmy Award. Kaye suggested I give him a call. It never occurred to me that I actually could work with a major Broadway designer. I froze up as solid as the Tin Man when I reached for the phone. I knew we had a strong production with talented cast members, yet I was reluctant to make the call. Kaye had no qualms whatsoever about calling Colt. She left him a message about my show and asked him to contact me. One week later, he did. We had a great conversation. He expressed interest in looking at my script. Several days after that, I put a deal together with his agent. The next week, I was scheduled to be in New York to give a speech and invited Colt to brunch. We had a super time and brainstormed costume ideas for the show. It was easy to see why he has won so many awards. From a marketing standpoint, even though the costume budget increased by a factor of 10, using someone with the credentials and talent of an award-winning Broadway costume designer increases the value of the product to our clients. In return, it helps us sell the show more easily and at a higher price. It is an opportunity that would not have happened unless Coach Kaye had the skill and the courage to make the initial phone call. How many opportunities are lost because we act like the Cowardly Lion? Uncertain About How To Make The Transition From Good To Great? To find the courage to move forward, to jumpstart your career or to achieve your goals, work with expert Life Coach Ellen A. Kaye. Author of Maximize Your Presentation Skills: How to Speak, Look and Act on Your Way to the Top^©, Kaye is a renowned expert on leadership image, presentation and communication skills, media training, dining etiquette and social savvy. Kaye will provide you with the direction, the tools and the expertise to get what you want. You will learn the “unwritten rules” for success and subsequently increase your confidence and strengthen your positioning. For Event Specific Training like columnist Jeff Slutsky used so successfully, contact: Ellen A. Kaye and Perfect Presentation^Ò Phone: 480-391-9888 ellen@ellenkaye.com www.ellenkaye.com P.O. Box 6064, Scottsdale, Arizona 85261-6064 _______________________ Books | Topics | Book Ellen | Services | Media about Ellen FAQ’s | Meeting Planners | Press Center | About Ellen Articles By Ellen | Rave Reviews | Client List | Ask Ellen Send Site | Contact Us | Videos | Sponsors| Home