Video: How to Gain Psychological Advantage in Sales
Check out this video of a recent online class I did for SaleseSchool
Move On – 3 Lessons Learned from Missing My Train
Lesson 3 – Move on
Don’t mourn the loss of a deal. Let go and move on.
Then look to find a hidden opportunity. Here a scenario that may be unpleasantly familiar, a big deal slips away and the sales person goes into mourning the loss. It’s on their mind all the time. They think about what a great opportunity that could have been, and even how they would have spent that money. Meanwhile, they lose focus and operate with a clouded mind, as a result lose more deals. Then having lost all confidence, they go into a downward spiral and start … Continue Reading
The Law of Requisite Variety – 3 Lessons Learned From Missing My Train
Lesson 2 – The Law of Requisite Variety
As it pertains to Sales: The one with the most behavior flexibility has the most influence. I had a chance to control my equation by changing my behavior, but I chose to be at its mercy by staying on the train.
This used to happen to me in sales as well and I see others also make this mistake on a regular basis. You are giving a sales presentation or a pitch and it’s clearly not going well. You realize this and continue doing what you are doing anyway, because it feels uncomfortable to … Continue Reading
3 Sales Lessons Learned from Missing My Train: Lesson 1 – Parkinson’s Law
Sales lessons learned through screwing up…
I did it, so you don’t have to.
I open my eyes, it is 4:58am and my alarm should have rang over an hour ago. Today is my second day at my new job and I am scheduled to accompany my CEO on his trip to Boston. Our train is leaving at 6:20am. I have been excited about this trip since I first found out about it last week and it’s a BIG deal to me – a great opportunity to both learn a lot … Continue Reading
20 Top Reasons that Startups Fail
This is great research and article on why startups fail. I’m going to go one step further and say that a lot of these are the main reasons most companies fail, regardless of what stage of their business life they are in.
What the future holds and how you can take advantage of it
My friend Michael Drew jut did a great presentation at TED. He talks about the 40-year cycles in our society, and the implications “quantum media” for the way in which we’ll need to think about leadership and marketing in the current cycle.
I highly recommend you check it out
My coaching process and why there is no magic button, bullet or wand
When someone contacts me, a lot of times it’s because they feel stuck in their problem. They probably spent some time trying to solve them on their own, and maybe even tried a few other methods that didn’t give them the results they were looking for. When they finally come to me, they have a certain expectation about what will happen and how coaching is going to help them “fix” their problem and even them selves. Then I explain to them, that it’s not really the case and not what the process is all about.
Today I received a recommendation letter … Continue Reading
How to Close More Sales
When you move from ‘vacuum salesman’ to trusted advisor you seal more deals.
Every day, I hear from someone who calls themselves a “software salesman” or an “insurance saleswoman,” and I wonder why they pigeonhole themselves this way.
And then it strikes me: They are product peddlers as opposed to salespeople.
What do I mean by this? Well, a gifted salesperson can sell anything to anyone. Not because they have great products but instead because they are supremely confident about themselves and know they can charm and intrigue virtually everyone they come in contact with.
25 Ways to Jump-Start Your Business
Looking for ways to make your company more productive, make your team more creative, and make your operations more efficient? If so, then check out these 25 strategies, which range from thoughts on leadership to advice on how to motivate employees to ways of reducing IT costs. Each of these ideas has been tested by other small businesses and yielded a significant pay-off. Here’s hoping they work just as well at your business.
Thinking that makes a difference – and where to find it
My clients as well as the people that interact with me are often surprised with the quality of thinking and ideas that I have. Given the fact that I look young makes them even more perplexed. This often leads to questions like “What school did you go to?”, “Where did you learn this all this?” and my favorite “How did you get so smart?”. The truth is that I don’t really consider myself to be naturally smarter then anyone else. I certainly don’t believe that I learned all that much in school. Mostly because the subjects were uninteresting and uninspiring … Continue Reading
