Leading and Selling By The One Thing That Motivates Us All
To lead and sell better, we want to know what motivates our teams and clients. Luckily, we can boil down anything anyone says they want …
Sales and Influence
A Mini Rant About Sales
I recently read someone’s description of a salesperson. Salespeople, they said, “have the ability to position a product or service in a way that makes …
Why Pushing Your Solution Isn’t The Solution
Push your solution and you may get it. If you do, it likely will fail to be as good as it could have been. This …
How Not to Worry About an Upcoming Important Conversation
We can waste a lot of energy worrying about how we will do in an upcoming important conversation (interview, confrontation, pitch, etc.). This happens whenever …
Question Me, Please
What is the difference between, “Do this,” and “How should we get this done?” Tell me something or tell/ask me to do something and I …
Remember
Deep down, we know all this: People follow, agree with, and buy from people who are genuinely calm, energetic (those are not mutually exclusive), and …
Determining How Well Sales People Will Sell
How can we tell whether a sales person will do well? Every sales person has seven sets of assets that determine how well they will sell. These …
The Right-Wrong Trap
We fall into the Right-Wrong Trap whenever we try to convince someone we are right. If we fall into this trap, we will have a …
It Is Not What We Say That Matters
Leading, selling, and influencing are not about what we say, our leadership models, our authority, or our unique selling propositions. It’s not the technique. It …
Leadership, Sales, Collaboration and Picking a Place for Dinner
Leading, selling, collaborating, and choosing a place to go to dinner with your partner tonight are essentially the same. They all require understanding what the …