Are You Giving Your Sales to the Competition?
I stumbled on these figures the other day, and while they’re not surprising, they speak a lot to how we can not only improve our sales processes but more importantly, understand what makes people buy. For example, did you know that: 48% of sales people never follow up with a prospect 25% of sales […]
The Only Thing We Can Count On
Remember Spencer Johnson’s wonderful little book, “Who Moved My Cheese“? It’s a simple allegory about 2 little mice and 2 little people in a maze who return to a certain station within the maze to eat cheese every day, until one day, the cheese is gone. The book tracks how each of them adapts and […]
Your Only Competition
When it comes to selling, there’s an old saying that you can have any two of the following three items but not all three at the same time: Good & Fast (but not Cheap) Good & Cheap (but not Fast) Fast & Cheap (but not Good) The reality is that the true value […]
7 Ways to Become a Powerhouse
When you empower others , your own power increases. It’s not counterintuitive. It’s the Law of Reciprocity at work. When you do something nice for people they feel compelled to return the favor. In this case, by empowering others, you influence them to feel more positive about you, which translates into increased trust. The greater […]
The Key to Having Both Authority and Power
A while back, a young family with a 7 year old boy moved into the neighborhood. The child was entering second grade, and the mother, mentioned to his teacher that he was shy and nervous about making new friends. In class, the teacher noticed that too. Thinking she was doing a good thing, she told […]
Customers Don’t Want to Be Sold
Selling isn’t what it used to be. Buying isn’t either. The internet and social media have changed what we know, how much we know and how we want to be spoken to. But more than that. It’s changed the way we feel about the whole buying process. We can find information about anything now, and […]
What Matters to Your Employees?
Being the boss doesn’t make us leaders. To be leaders, we need followers, not people who have learned to follow because they have to in order to collect a paycheck. That’s meaningless. So what’s missing? The credibility factor. We need to be believed, and we need to demonstrate that we deserve to be trusted. In […]
Accentuate the Positive
How questions are asked directly impacts behavior be it positive or negative. Knowing this in the workplace environment can have a profound impact. In fact, the responses totally reflect the way people react in all situations – not just at the office – but how it’s played out in a work environment – can contribute to […]
What You Can Learn in 30 Seconds or Less
Do you lead with your heart or with your head? Which is better? Let’s find out. With your forefinger, draw a capital E on your forehead. Did you draw it so that you can ‘read’ the ‘E,’ or so whoever would be facing you could read it? A study performed at Northwestern University a while […]
The Fine Art of Self-Sabotage and What You Can Do About It
They say that attitude is everything, but even in business, we’ve seen that sometimes even the best and the brightest demonstrate behaviors that undermine their success. Why do people do that? I mean, make up excuses about why they can’t do something, when doing it may be just what they need to propel themselves and their […]