What is Instinctive Elaboration
This morning I was at my desk working on a “heads down” project. You know the kind…where you are focused on nothing but the project at hand. As I was working through a spreadsheet, a colleague of mine stepped in and asked me this question… “Hey Jeff, have you seen the new Justice League movie […]
Walk the Talk
When someone says “Walk the Talk”, what does that mean to you? For most individuals, it means backing your words with the action to accomplish whatever the goal/task you said you’d hit. However, many of us have opened our mouths, talked a mean game, and never finished what we said we were going to. So, […]
Blocking The Noise
Finally, last week our family excitedly drove our son back to college at “The” Indiana University in beautiful Bloomington, IN. We were thrilled that he got the opportunity to return to some piece of normalcy to hopefully enjoy his final year. To move him back in, we decided to load up his Jeep and rent […]
Gaining Commitment – It starts at the beginning
If you Google “Trusted Advisor” for sales, you would find all types of blogs, articles, and buzz around these two seemingly simple words. Let’s take a second and breakdown the words “Trusted Advisor” according to the Oxford Dictionary: Trust – assumed reliance on the character, ability, strength, or truth of someone or something. One in […]
Anchors Away – How Your Subconscious Reference Points Drive Your Buying Behavior!
Mastering the Customer Conversation Hang on everybody. We are heading into the whirlwind of the holiday frenzy over the next 30 days. Sources report that the craziness actually begins in September! Let’s be honest, in the US, we really have two new non-official holidays in this country – “Black Friday” and “Cyber Monday.” The holiday […]
Trust – A Key To Relationships!
Mastering the Customer Conversation I want to share a recent experience with you. I recently had an opportunity to coach one of our clients, and they said something striking to me. “I’ve been in the sales profession for over 10 years, and all my clients already know me well. How am I going to implement […]
Driving Change – Understanding Your Why!
In our training sessions at Braintrust, we often show a picture that illustrates a caterpillar going through the change to a butterfly. We will ask our participants to tell us what they are looking at. We will immediately have someone say, that is a picture of a caterpillar. Someone else will then say, it is […]
The “My Why” Story
Everyone likes a good storyteller, right? As humans, we are drawn into a great narrative, and if executed correctly, great things can happen. What about in sales? Why not tell your customer a great story about someone other than yourself, in order to build trust along the sales journey? In this episode, Jeff discusses: The science […]
The Barriers to Change
Everyone likes change, right? Not so fast. Humans may adapt well to change but when change is forced upon them, things don’t go as smoothly. Since we are self-preserving beings, forced change can be terrifying, and it also kicks our survival instincts into gear. In our fourth episode, Jeff gets into: The concept of change […]
Great Leadership: Connection or Credibility?
[We have all worked with leaders that are on different parts of the “greatness scale.” Some landed on the high side and inspired us to work better, harder and faster. Those on the low side had us brushing up our resume. What was it that made the great leaders so great and the others not-so-great? […]
