My 13-yr-old daughter fell hard during her ninja competition. She hit the ground with such impact that her own knee hit her in the head, leaving her with a nice egg. Her coach asked if she was going to sit out her second run – she said, “No!” She came back and won the event – […]
What a broadway coach can teach sellers
I had the unique opportunity to observe a famous broadway coach, coaching a group of students. Here’s three things that stuck out that relate directly to sales – and what it means to be a trusted advisor. Safe environment – the coach spent almost a quarter of the time prepping and creating a safe space. […]
Your prospect doesn’t feel safe
Prospects don’t feel safe with sales people. Often for good reason – there are a lot of off-putting sales approaches out there. Here’s what you can do to be a trusted advisor. Use a verbal agenda to create a safe space – especially discovery It has four parts: Time check Permission to Learn Your POV […]
Don’t compete, contrast
Lots of folks spend time on how they’re better. And they may be – but no one is listening. A better way to clarify your sales & marketing message is with contrast. Contrast does three things really well: It’s a simple way to get your prospect’s attention It helps your prospect see and hear you […]
A lesson in negotiation with my 13-yr-old daughter
Short answer – find out what your prospect really wants. My daughter – can we set up the pool? Me – it’s 7500 gallons of water and we didn’t use it that much last year, sorry My daughter – but the dogs – I want to swim with the dogs Me – that’s a lot […]