Seven years into his career with the Detroit Lions, Matthew Stafford has finally decided to get a quarterback coach. As a sales coach who often deals with the psychology of people who need help, I find this story fascinating. The narrative is roughly the same for everyone–even superstars: You try something on your own and […]
Americans live in interesting times. The most evolved society in history has overall, made an extra effort to be more patient, more tolerant, and to withhold judgment. Wait, what? Withhold judgment? We’re taught in schools and church not to judge others. Almost every day I hear someone use the phrase, “I’m not judging here” or […]
Compliments are great for relationships; but not everyone is good at giving them Men have never been the best at giving compliments, right, ladies? That’s why it’s good to know that there’s a place you can send men to learn the fine art of saying nice things to other human beings–even to other men. That […]
Everyone goes fast. Make it your business to stop fast. Tweet This There’s big business in being different than others. Today’s lesson in stopping is presented by Houston Rockets guard, James Harden. The NBA star has just been given the biggest contract in NBA history. The Rockets have agreed to pay Harden $170 million over […]
There’s a lot going on in The Perfect Sales Call (PSC). This important interaction involves dozens of power phrases that must be properly tested and delicately timed. Verbal cues must be matched by corresponding non-verbal cues, depending on whether the interaction is a phone call or a physical meeting. Of course, tone delivery, and timbre […]
Most of you are probably familiar with the classic public speaking adage to “Know your audience.” This is great advice for salespeople, too. The idea, of course, is that when a speaker or salesperson is familiar with the person(s) on the other side of the table, the person speaking can address that person’s needs. That […]
Everyone likes to make a good connection. I had the great pleasure of speaking in Great Britain a few weeks back. We were in Manchester, England to be precise. The video turned out pretty good, so I’m sharing it here. The talk was delivered at the RIBI Convention. RIBI stands for Rotary International in Great […]
No matter how you earn a living, you are in the selling business. In fact, your ability to persuade is central to your success.
That’s why you must know how to deal with objections.
Strong selling is the life blood of every thriving organization. Yet, surprisingly few salespeople treat their vocation as a trade-craft. Effective salespeople maintain contact with their sales network. Successful salespeople view rejection as temporary. They constantly work to uncover and deal with objections. Here are 5 Cool Ideas for stronger sales. 1. Network “five deep.” […]
They don’t teach it at colleges or universities. They don’t teach it at most companies. Few businesses purposely teach it. Most people learn to be professional by trial-and-error. Tweet This Here are some tips for being professional. The late, Joe Gilliam, one of my early mentors, said that “professionals constantly need to take in good information.” […]
Every business has a customer service problem.
I’ve yet to work with a client who didn’t need help improving their service model.
In many cases, the people providing the customer service are the last to become aware of the problem because they are used to the way things are. A good consultant can spot such problems almost immediately.
It’s cheaper to keep customers than to find new ones
I’m speaking in Jamaica and brought some reading material on the trip.
My September/October issue of AAA Living magazine features an interesting article on the dangers of “deering while driving.” It got me thinking about how humans handle problems.
Apparently, there are 1.5 million car-deer collisions annually. The magazine states that the crashes kill some 150 people. These accidents aren’t healthy for the deer, either, as hardly any of them are wearing safety belts.
Here’s a surprising driving tip
The article lists three ways to avoid an unwanted wildlife encounter:
1) Stay alert. Deer are the most active at dawn and dusk.
2) Deer travel in herds. If you see one animal, there are probably many more nearby.
The third piece of advice is rather surprising:
3) Don’t veer for deer. Experts say that swerving is much more dangerous than hitting the animal. Veering could easily introduce oncoming traffic or an unforgiving bridge abutment into the equation.