Presence and Sales Culture People who know my work are probably thinking that the idea of Presence sounds a lot like the ideas of “Sales Culture” and “Everyone’s in Sales.” And you know what? These people are right. Maybe the key idea of “Sales Culture” is that every interaction we have with people is an
Succeed (or Fail) Before You Say a Single Word.
Everyone’s in sales, and it begins before you say a single word. It is a fundamental truth. It is an inescapable fact. The foundations of success in life – professional and personal success – are the relationships we build with people — relationships made of like and trust. Relationships honed with honesty, integrity, and responsibility. When
The Death of Imagination.
Has the ability to help people imagine the future and visualize great things died? When I was at Xerox, we learned to sell by using the Xerox system which is world renowned. At the center of that methodology is S.P.I.N ® which stands for Situation, Problem, Implication and Needs Pay Off ( my old Xerox training manager
Survive or Thrive. ….It’s a Choice.
We have choices. I am not the first person to offer that sage advice and certainly I will not be the last. I have just returned from a week of delivering keynotes for the Women’s Business Enterprise National Council or WBENC. This was my second time keynoting for them and everytime I visit with this
The Three Words a Hygienist Should NEVER Say! (And EARN MORE Respect along the Way)
As a patient and consumer of dental services I have come to a conclusion about my experience at my dentists practice. That epiphany, if you will is bit of a love letter to my hygienist and it’s a simple message with some complexity behind it. YOU are the heart and soul of the dental practice
Are You Easy?
Are you easy? Are you easy to do business with? I don’t mean your company. I mean you. Individually and alone. Are you someone that people find it easy to get something done and feel good about the business arrangement? It’s very easy and too convenient in todays over connected and hyper world we live
The Bedrock of Integrity is Respect!
Respect is the foundation on which integrity is built. Respect for ourselves. Respect for our clients and other people. Respect for the interactions we have with them. When we respect ourselves and others we believe everyone has value and deserves to be treated fairly. When we respect an interaction – say, a sales interaction –
The “Agenda Free” Call
Why do you need a reason to go and see someone? You don’t. It’s no secret that relationships are the currency of long term success in any endeavor. I am not the first and certainly won’t be the last to say those words. That currency like any monetary currency is subject to fluctuation and
Are YOU Valuable to Your Clients? Are You Sure?
Knowledge IS power and profits. Do you know how valuable you are to your clients? Have you asked? Do they see you as an extension of their business or as just a vendor? An fear of asking will lead us to complacency and a false sense of security. We can only be truly successful and get
Just Say “NO” to NO!
“It’s so much easier to say “no!” even though there is a “yes” yearning to get out” We do all kinds of things to sabotage our success. Things like closing a sale, getting a job offer, convincing a patient to adopt a course of treatment – the list is endless. Everyday brings countless opportunities to sell something