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Selling and Sell Phones
Have you ever asked yourself, “How did the world ever get along without cell phones?” Next time you are walking down the street look around and notice how many people are literally “heads down” checking their Blackberry or cell phone. It’s a wonder more people don’t walk into one another or step into the path [...]
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Old Notes On Fierce Conversations
Last year I read Susan Scott’s book, Fierce Conversations – Achieveing Success at Work and in Life, One Conversation at a Time. It is great read and I’d recommend Fierce Conversations to anyone who seeks to have more effective conversations in and out of work http://bit.ly/fYPOzq Recently I came across notes I had taken while reading [...]
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Personal Communications – The New Competitive Advantage?
For a lot of people, technology has taken over as the primary means of communicating with others. It has never been easier to, as an old telephone commercial put it, “reach out and touch someone.” That’s a good thing. In just a few seconds I can send my Marine pilot son a simple message encouraging [...]
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You Are What You Wear
To celebrate Valentines Day I took my lovely wife out to dinner at a well known, upscale restaurant. I wore a sport coat and a tie and my wife wore a nice dress. I couldn’t help but notice sitting across the room a young couple enjoying a date or whatever on Valentine’s Day. But what I [...]
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Marines, Scouts and Comfort Based Decisions
My son is a Marine. While home he went on a weekend hike with me and my scout troop up on the Appalachian Trail. One night as we were setting up camp I overheard him talking to my patrol leaders about making ”comfort based decisions” vs. long term consequences. As I stood off to the side I heard [...]
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John Wooden’s Success Pyramid
Saturday morning I woke up to the news of John Wooden’s death. John Wooden won 10 straight NCAA basketball championships as the head coach at UCLA. If you have been reading the tributes that his former players made to Coach Wooden, you know the impact he made on their lives. While reading his tributes I kept [...]
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“I don’t need your services.”
Recently I was asked to coach up someone who had encountered the following sales situation: Joe Smith is a sales representative with a firm that specializes in consulting services for the telecommunications industry. Barbara Brown is the Director of Operations for ABCom, an international telecom company. Barbara is new in her role. Joe has been [...]
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Selling Naked
Recently I read one of the better books on consulting and selling, Getting Naked by Patrick Lencioni. Getting Naked is a business fable about three fears that sabotage client loyalty. Getting Naked is also about how these three fears sabotage new client acquistion. I use the term selling naked. Selling naked, at its core, boils down [...]
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Sales 101 – PreCall Planning
The other morning I met with a sales representative from a local business publication who wanted me to consider advertising in their magazine. After we had settled in and gone thought the preliminary small talk, I asked the sales rep what they could tell me about me and my business. You would have thought I had asked him to [...]
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Social Networking and Selling 2010
Is it me or has anyone else noticed that there seems to be a trend these days touting that sales and selling has dramatically changed? Dave Lakhani begins his new book, How To Sell When Nobody’sBuying, with the following statement: “Selling changed and someone forgot to tell the sales teams.” I read a ton of books, articles and blogs [...]
