How many times have we seen a seller show up on our doorstep and start selling? In the words of one colleague they “show up and throw up”. This often happens
with new reps as they are typically taught all about presenting but not a lot about exploring the buyer’s situation. And sometimes it is in response to the buyer who says “Show me what you’ve
got.”
Yet this is where so many go …
In one of my LinkedIn groups the question was asked, by David R Frick, “Emotional paychecks are
often more valued than financial ones. How do you calculate the emotional value and how often do you pay them?” Good question don’t you think?
Gallup has conducted a number of surveys that demonstrate that beyond a certain income, our
baseline of happiness does not increase. They are also known for their employee engagement work. They have …
Should we just give it away? A good friend of mine Tom LaRotonda sent me a Ted Talk the other night by
Amanda Palmer. She has been a singer in a variety of bands including the Dresden Dolls. Her video was on the Art of Asking. But I think it really showed the value of Connecting.
She tells the story of how she used to be a street performer, earning the change thrown into a hat during the day, in order to supplement …
Chris Banzet posted a question recently on a LinkedIn Group, BASICS Sales that asked “Principle or Process which timeless”. If you are like me you’ve answered the question.
I answered Principle. As I believe processes change. I have learned –Xerox Selling, Solution Selling, Wilson Counselor Selling, Miller Heinman and others. And each of
these processes has delivered valuable tools to move the sale forward. But in my mind principle is timeless because while processes change the principle of …
I am a Toastmaster and I have discovered that it is a great organization for developing leadership skills as well as speaking skills.
One of the most powerful tools a leader or manager has is the ability to deliver feedback that helps the employee improve; while not discouraging them. If you have experience in managing people you
recognize the dilemma. You see Steve showing up on a sales call and telling the story without conducting good Discovery. As you provide feedback you notice that Steve crosses his …
Far too often as sales people we are so focused on getting the deal or communicating our message that we don’t hear the comment that sold the
deal. Then we talk ourselves out of it.
Typically what has happened is even though we put on our consultative selling skills and asked questions and “listened”, we allowed our thinking to get high-jacked. We heard something and while the
buyer was talking we allowed our thinking to chase down a …
