The Performance

People enjoy exploring their situation. When they get to talk about themselves and have somebody listen and ask questions, this is a gift. The craft of running a sales meeting is enabling that to happen for your client. […]

The Right Stuff

So the number one pre-requisite for stimulating innovation in an organization is people who know how to think creatively. There are specific skills required to do that. They’re not terribly difficult to learn, but it’s amazing how few of us have them naturally. Just telling someone to feel free to compose a musical score won’t produce the musical score, let alone a good one. First they have to understand the language of music. […]

Getting a Yes to the Meeting

If your business isn’t competitive on the sales side or there are many possible buyers, make the calls, ask for meetings. You’re much more likely to get a yes anyway from folks who aren’t bombarded. If the sales landscape is competitive, follow Sun Tzu’s advice and create some favorable terrain before you engage. […]

Bury the Box

All of us are creative thinkers. Where we fall off the wagon, though, is that few of us are creative receivers. We don’t honor, celebrate, or often even remember the wonderful creative ideas we have. We have them — and then they’re gone — either because we’ve rejected them or forgotten them. Wouldn’t it be great if we could harness all that creative thinking! Wouldn’t it be great if we could bring the shower into the boardroom or the family room or the factory floor? That’s where we need creative ideas. […]

Questions for Them

Good questions might be a mash up between coaching and selling. A personal or business coach, in the purest form, only asks questions. Yet a good coach can provide plenty of value to a client. Ask good questions, be a coach to your clients, and you’ll benefit from the value you provide. […]

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