If you run a sales team or provide b2b services of any kind, this tip might be of use… Bring other team members to sales meetings & pitches… If you’re going to a sales meeting, take a member of the...
Yesterday, I was delivering a workshop on Storytelling techniques, and one of the participants made an interesting remark that we have officially moved from Demand Creation Economy to Attention Economy. I found this fascinating, and here is one of the...
I am delivering three training sessions on objection handling next week. Want to know my Secret techniques? Let me make this simple for you and give you three steps that will help you handle just about any objection that you...
I decided to write something completely stream of consciousness style. Let’s see. I’m always wondering what I should write to you. I mean, there’s obviously a certain amount of selling so I can afford to keep writing to you… And...
My friend Trent had been a major league ballplayer and a damn good one. His fastball averaged over 95 mph. Then a freak accident ended his career. He wound up in sales training, just as I had. Last week, we...
Just saw this great article by Bedros Keuilian in Entrepreneur Enjoy! “People remember how you make them feel, not the information you give them. The reason why the Bible is the bestselling book every year is because it delivers...
This morning my client asked about how I approach New Year’s resolutions. The truth is that I don’t make them anymore, even though I did for many years. Why the change? Well, I realized that “past year reviews” more informed, valuable, and actionable than blindly looking forward to resolutions. I found this interesting sequence from Tim Ferriss: 1) Grab a notepad and create two columns: POSITIVE and NEGATIVE. 2) Go through your calendar from the last year, looking at every week. 3) For each week, jot down on the pad any people and activities that triggered peak positive or negative emotions for that month. 4) Once you’ve gone through the past year, look at your notepad list and ask “What 20% of each column produced the most reliable or powerful peaks?" 5) Based on the answers, take your “positive” leaders and schedule more of them in 2018. Get them on the calendar now! That’s step one. 6) Step two is to take your “negative” leaders, put “NOT-TO-DO LIST” at the top, and put them somewhere you can see them each morning for the first few weeks of 2018. These are the people and things you *know* make you miserable, so don’t put them on your calendar out of obligation, guilt or other nonsense. That’s it! Let me know how it goes if you try it. Happy New Year!
Anyone else reading Principles by Ray Dalio today? I’m taking it across the country with me. So many gems: http://amzn.to/2wSHvTv. Enjoy your weekend...
Have you heard this acronym: RASA? Receive Appreciate Summarize Ask I have delivered a workshop on Storytelling for Leaders in Montréal yesterday. Surprisingly, the most interesting discussions were generated not by Storytelling techniques but rather by Active...
