Selling Is Still About Relationships

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In every stalled or lost deal there is a person (or persons) who opposed (or didn’t support) the salesperson and their sales organization. There is someone who wouldn’t engage with the salesperson or who wasn’t convinced of the value that they could create. Someone opposed this … [Read more...]

You Need Insight Plus Rapport and Relationship Skills

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Is it insight? Is it relationships? What is that salespeople really need to succeed? [I am using rapport to mean relationship skills here] Low Insight, Low Rapport (Time Waster): Having low insight and low rapport and relationships skills makes you a time waster. Most people in … [Read more...]

Self Selecting Out of a Deal

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Once upon a time, my little team won a massive client. They developed excellent relationships with stakeholders throughout the organization. We were doing excellent work, and things couldn’t have been going any better. And then I was asked to meet with the decision-maker, the … [Read more...]

Transact Me? Transact You!

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I bought a new telephone. I liked it so much that I bought a new tablet from the same manufacturer. But the tablet didn’t work with my cellular provider, so I called them. Within minutes, my telecommunications company had me up and running. But the next day I made a change to my … [Read more...]

30 Questions To Inform Your Sales Plan

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Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing. Do you have dream client targets? Do you have a plan to engage them? Is this plan a … [Read more...]

Your Desperation Isn’t Motivating

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I once heard Anthony Robbins say that people change for one of two reasons: inspiration or desperation. He said it is normally desperation that gets people to the point of change. But desperation causes change when you reach that point on your own; it isn’t a tool for … [Read more...]

Four Lies You Must Not Tell

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The truth at any price, even the price of your deal. Better, Faster, and Cheaper: Don't tell your dream client that you are going to be better, faster, and cheaper. You may be one of those things. You may even be two of those things. But you aren't all three of those things, and … [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...]

What A Leader Must Do

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Vision. Mission. Purpose. Then these: A leader must believe there is a way. Strategy is nothing without belief. And if you don't believe, no one else will. A leader must be a teacher. A leader teaches business, teaches values, teaches strategy, teaches empathy, teaches … [Read more...]

Why I Write What I Write

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I write about caring because I believe it lies at the heart of trust and relationships. In the end, you are going to measure your life by your relationships, including your relationships at work and with your clients. I write about value creation because I believe that we have a … [Read more...]

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