This Misunderstood Skill Will Help You Master Any Conversation
Although I didn’t know it at the time, I started a “sales career” when I entered the fitness industry in my mid 20’s. I began my career as a personal trainer at a high-end fitness center on the Upper Westside of Manhattan, New York, and after many hours on the job I reached a master-level […]
The One Question to Ask When Your Prospect Says “No”
Have you ever had a prospect say “no” before you even explain who you are and what you do? Saying no, especially if they did not initiate the conversation, is human nature. Most of the time they don’t even know what they are saying no to. Typically, an instant “no” happens because you are […]
Relational Climate Change – No Longer Optional
The world is fighting for talent and what a mistake it is to lose talent based on having mediocre coaches in your organization. Just like climate change, we can impact the relational climate with our relationships, and the best part is…it can be taught. You can’t listen to the news without hearing about climate change […]
Why Companies are Failing to Duplicate Great Sales Professionals
Last month, Indeed put out a list of the main characteristics that make up a great salesperson. They make the statement that, “It’s said that it takes a unique type of personality to succeed in sales, possessing most of if not all the following characteristics.” The list they compiled was composed of the […]
Why Sales Teams Are Struggling to Perform in 2021
Over the last year, 2 dominant themes have surfaced for most businesses; almost regardless of industry. First is supply chain issues worldwide and the impact on ordering and logistically receiving raw materials and products. The second is people, in particular, hiring, developing, and retaining staffing. The global pressure to find not just employees, but good […]
Master the Playbook – Situational Fluency
Over the years, our clients have asked us a very important question. This question has been asked several different ways but they can be summed up with the following: “How do I become more Situationally Fluent in my internal and external conversations with others?” It’s a great question and my response is to actually ask […]
Psychological Safety – Free to Frozen
There are moments when I realize that a topic for a blog might come at the exact right time. Recently, I had several of our clients independently ask me questions about Psychological Safety and how it impacts performance including execution, and innovation. If you’ve ever thought about the impact of Psychological Safety on your team, […]
Purpose filled Credibility
When someone asks you about your personal strengths, do you describe communication as a top skill? I was recently watching a YouTube clip from Warren Buffet, and he stated: “Best investment you can make is in yourself and that the best gift you can give yourself is the ability to communicate.” In fact, he says […]
The Formula for GREAT Questions
How do you create a GREAT sales question? That’s easy…you intentionally structure the question so it shows understanding, a focus on them, and empathy. Over the last several weeks we have been dissecting Walt Whitman’s quote, “Be Curious, Not Judgmental” and how it pertains to Sales Questioning. As we wrap up this series of blogs, […]
The GOOD Question Killer
Have you ever found yourself in a moment where you incorrectly judged a situation because you chose not to be curious? Yep, me too. I have also learned that prejudgment can come at a cost. I remember a few years back I had a young woman interviewing for a telemarketing position at my old […]