You Cannot Be a Smart Asshole

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There is no such thing as a smart asshole. You can’t be both of those things at the same time; and if you are the latter, then you are not the former. There are lots of different lines of intelligence. Howard Gardner of Harvard wrote a book making the case that cognitive … [Read more...]

The Lenses Through Which I View People

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There are a lot of lenses through which you can view things. Your sales process is a conceptual framework from which to view sales. The methodologies that you use are also lenses on how to think about certain ideas. I study human achievement, success, and psychology, believing … [Read more...]

How to Get Leverage

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A few weeks ago I sent a newsletter to my subscribers about how to be compelling, how to help your dream client take action now. The gist of that newsletter was that in order to know how to compel your dream client you need to know what is already compelling them. I also wrote … [Read more...]

On Bad Intentions in Sales

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Your language and body language project your intentions, whether or not you are conscious of this fact or whether or not you want your intentions known. My friend Charlie Green’s trust equation suggests that the more self-oriented you are, the less you are trusted. What makes … [Read more...]

On The Power of Being Nice

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I’m not suggesting that you can’t be demanding. I’m not even remotely suggesting that you shouldn’t have knock down, drag out productive disagreements. And, I’m not intimating that you should be a softie, a cupcake, a cream puff, or that you should let anyone walk all over you … [Read more...]

Why Your Operations Team Struggles and What To Do About It

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There are three reasons your operations team struggle to give your clients what they want. The biggest reason your operations team struggles to give your clients what they want is because your clients can't have what they want the way they want it. Your people can get them … [Read more...]

The Only Seven Responses to Any Question

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Robin Starr gave a speech at Toastmasters. She said that there are only seven responses to any question. Let’s look at them through the lens that is professional selling. Yes The perfect answer. The one, most hoped for, and best of all responses. What do you want to hear when … [Read more...]

What We Can’t Measure

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Did you create value during that sales call? How much value exactly? What was your dream client’s perception of the value that you created? Did you influence the buying process? Did you create trust? How much trust? Does your dream client like you? Are you more likable than … [Read more...]

Difficult to Measure and Important

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In sales (and in business generally) we love to measure things. We want scientific proof that things are working, something we can rely on. So we measure everything. Well, mostly we just count things. But some things that directly impact your results in sales and business are … [Read more...]

On Conflict and Collaboration

On Conflict and Collaboration

Selling well is a balance between conflict and collaboration. The more—and faster—you can move away from conflict and towards collaboration, the better. But conflict is built in. Conflict at the Start The conflict begins at the very onset of the relationship. You want a … [Read more...]