How often must we remind our customers of the value we bring to the table? Is a once-per-year reminder sufficient? How about twice per year? Three times? Most people agree that, ideally, they’d like to “remind” their customers many more times each year; in fact, they say they’d like to keep a reminder of some […]
Effective business communication is a critical component of success, whether selling, managing, marketing or just trying to get along with others. One Simple Little HabitWhile there are obviously many facets of communication, there is one simple habit that, if well developed and consistently executed, will improve your business communication and success level significantly. When asked […]
Positive assertiveness has been defined as a communication style in which people express their thoughts, ideas, and proposals in a self-assured, considerate way without upsetting others or without becoming upset themselves. While some think of assertiveness and aggressiveness as being similar, they are not! Assertiveness involves being respectful of others’ needs and rights as well as […]
Sales and leadership share many foundational elements because both roles focus on influencing people for good cause, driving outcomes, and building trust. Here are some of the overlapping elements: 1. Integrity and Credibility 2. Communication 3. Relationship Building 4. Emotional Intelligence 5. Influence and Persuasion 6. Goal Orientation 7. Problem Solving 8. Adaptability 9. Coaching […]
People often use the words nice and kind interchangeably to describe a good, helpful, friendly person. But even though these two words share similarities, not only do they not mean the same thing, but they’re not even synonymous! What differentiates the two is their underlying motivations and long-term effects.Some managers pride themselves on being nice. They are approachable, friendly, and […]
Arthur “Red” Motley was known for his conciseness and, true to form, each section of his famous definition of the sales process says a great deal in only a few words: “Know your customer, know your product; call a lot of people, ask all to buy.” Today’s focus is on the third component of the […]
Stories can be an incredibly powerful way to get a message across and to more fully engage an audience during the selling process or in various components of business development or management. They can be incorporated into presentations, case studies, press releases, direct marketing, testimonials, advertising copy, sales brochures, Web copy, and even instruction manuals. […]
It has been most interesting to learn about the different ways people are putting Artificial Intelligence (AI) to use as a business development tool or, possibly, partner! Consider that AI can help us to work “smarter” rather than just harder and can serve as a practical, on-demand assistant that strengthens business development efforts by improving […]
The best sales presentations contain the right mix of information flow and interactivity, and are uniquely balanced to best fit audience interests, needs and priorities. Based on data from numerous sources, including Gallup and the Rain Group, too many presentations are feature rich and benefit poor. Many others lack interactivity and some are missing a […]
In a series of studies published in the Journal of Public Research, “people chose to complete tasks that had very short completion deadlines, even in situations in which tasks with less pressing deadlines were just as easy and promised a bigger reward.” Unfortunately, this human nature tendency can sometimes create bigger problems over time. For […]
Sales and business development often depend as much on confidence and consistency as on technical skills. One way to become more confident and consistent is to build on strengths when developing or refining our skills. Consider the following: Magic Ingredients?Confidence plays a major role when interacting with others. It can serve as a critical multiplier […]
Gretchen Gordon, founder of Braveheart Sales Performance once wrote, “The harder the questions, the easier the sale.” So true! Gordon also cited an Objective Management Group study indicating only 11% of salespeople ask the most important question when necessary. So disappointing! Gordon attributes a “loss of emotional discipline” or too much concern over being likable as root causes […]