Whats the cost of not listening” Trillion$

I had the opportunity to listen to a TED presentation titled “Want to Help Someone: Shut Up and Listen”, by Ernesto Sirolli. He was speaking about the challenges he had when he first started
working in developing countries distributing aid and “helping” people develop crops and businesses. He could not understand why; for example, the natives would not plant gardens. His team would
demonstrate and the crops would …

Continue reading

Mindful Selling

Far too often many sales people are so focused on getting the deal or communicating their message that they don’t hear the comment that sold the deal. Then they talk ourselves out of it.

Typically what has happened is even though they put on their consultative selling skills and asked questions and “listened”, they allowed their thinking to get high jacked. They heard something and
while the buyer was talking they allowed their thinking to chase down a thread of thought. Perhaps they heard the buyer start talking about the challenges she is …

Continue reading

Reticence

Recently my Toastmaster friend Jim gave a speech on Reticence and asked us the question, “what happened to it?” He did a great job of showing how it has apparently
disappeared as he shared the story of the flight where the lady (a stranger) next to him told the story of her urinary tract infection. Yuck. Or the other gentleman who asked him about the
military’s “Don’t ask don’t tell” policy, and then proceeded to regale Jim with the …

Continue reading

It is all in the details

When making a sales call or presentation, how do you respond when people ask you, how you do what you do, or how you help others”? Do you say something
like:

We outperform the industry average, OR we average a 16.94% recovery rate and that out performs the industry    average as reported by
the ACA by almost 70%.

Which response leaves you wanting to know more?

I am …

Continue reading

Can you sell from your cell?


The other day I called a software company to discuss an upgrade to their service offering that I purchase. They passed me though two lead “qualifiers (b”ad move guys) and then told me “a sales
person will call you back”.

Brooke called me back from her mobile phone in an area that had a poor signal. Literally every other sentence was dropped. I finally told her to call me from a land-line. What did she do? She moved
to a new location …

Continue reading

Are We Sharing Value or is it Just Spin?

With all of our tweeting, blogging and updating are we just spinning or are we adding value? (Disclosure I am on Facebook, LinkedIn and Twitter)

As I read the feeds and the updates I notice a trend. There is a lot of one way communication. People and organization are telling me things not necessarily engaging me. That leads me to wonder
where this will go.

One of the first rules of selling is let’s not “Show up and Throw Up. ” That is, we don’t want to sit down …

Continue reading