Sales Training Tip: Meeting Preparation Puts You In Control

Meeting preparation is one of the most important things you can do to ensure that you stay in control of the meeting agenda.  Yet, I am amazed how many executives and sales people are on autopilot when they get ready for an important meeting.  They arrive with a presentation or talking points based only on […]

Convey Messages Effectively: Listen to Yourself First

I often coach executives who are preoccupied with their image and how they’ll be perceived by their teams, the public etc. This is very understandable. All of us are concerned about how the public sees and hears us at some point. Here’s a secret though…whether it’s mission critical or not, your message is best appreciated […]

Checklist for New Clients

The Boy Scouts and I share a common, urgent message that we have been delivering for years: Be Prepared! We live in a “need it now” culture. Too often, that means not doing the preparatory work needed before you talk with a potential client. “I just don’t have time” is what I hear most often. […]

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Personal Values…Find Them to Align with Them

I’m struck at how often people unknowingly forget to find and/or understand a client’s personal values. Without knowing these values, how can you tailor your recommendation, lead a team or recommend a change? Here’s a hint…it’s all in the listening. (sound familiar?) Yeah…I’ve posted previously about listening first! Your Values May Not Be Their Values Generally […]

I am a GREAT salesperson!

A bold statement. And it was said to me by a prospective client at our first meeting! As I heard him say this I was slightly taken aback and countered with, “That’s great to hear. I’m curious, though, what’s one skill you’d like to strengthen as we look at our potential collaboration together?” He said, “I never […]

Leadership Planning for 2017: Developing Your “A” Team

This is part three of a three-part series designed to help you plan your leadership and get your team ready for 2017. The other articles are focused on Looking Back to Move Forward and Creating Your Mission Statement.  Now that you’ve studied what’s worked with your organization, critically reviewed your go-to-market strategy and established your […]