Personal Integrity

I have quit smoking at least 30 times. It has now been 8 years since I had a cigarette. We all talk about integrity. I’ll bet it is part of your organizations mission statement. In fact I’ll bet you
will jump through hoops, work late and pull out all the stops to deliver on a promise you’ve made to someone. But what about the promise you made to yourself?

•    I’ll exercise three times per week
•    I’ll quit eating sugar (wheat, corn, processed foods, meat, you name it)
•    …

Continue reading

Our Language Shapes Our Life

I was listening to an interview last night with Baron Baptiste. He is the founder of the Baptiste
Vinyasa Yoga school, the author of several books and was on the NFL’s Philadelphia Eagles Coaching Staff. In the interview he said something that I believe we can all remember. (I
paraphrase):

Our language shapes our world. The phrase, “I want to…” is different than the phrase, “I am ready to…”
…

Continue reading

Are you selling your service or delivering a solution?

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 …

Continue reading

The Emotional Paycheck

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 …

Continue reading

The Power and Riches in Connection?

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 …

Continue reading

Principle or Process Which is Most Important

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 …

Continue reading