A press release issued this week by the Aberdeen Group points to the critical role sales training plays in keeping the best companies on the top of their game. Here is the article: BOSTON, MA, Oct 12, 2010 (MARKETWIRE via COMTEX) — Prospects and customers demand more than a product list from their sales rep; […]
Today, Harvard Business Review posted an interesting article on its blog site. It’s all about hubris. Specifically, how to deal with your own so that it doesn’t come back to bite you. You will see that I posted a comment, suggesting that hiring a staff that challenges you is a good way to keep your […]
Harvard Business Review columnist JD Schramm posted an interesting look at communication fear this week. It’s a topic I help clients with a lot in my work. I pulled this from the article, which is both funny and on target: “Jerry Seinfeld made famous the line about funerals and public speaking: “According to most studies, […]
Most likely in your business, there are skills that are intuitive and there are those that are hard won. The latter are the most challenging yet, they are critical to your success. Whitney Johnson tackles this issue in her latest blog entry on HBR.com. And I posted my thoughts on the relevancy of her writing […]
Emcon Team Learns to Question…and Listen The Situation: Imagine going to your auto repair shop and immediately, the clerk says, “Hi. We know how to fix brakes, align your wheels, repair you exhaust, do inspections, change your oil, clear your exhaust system, calibrate your pistons….” Wouldn’t it be easier, and more effective, if the clerk […]
Even in paradise, consistency of message matters… I just spent several great days with clients at The Grace Bay Club in Turks and Caicos. In speaking with the Chief Operating Officer, we got into the importance of everyone who works for and represents the property to be in one-voice when presenting it to guests or clients. We’ll […]
Insight. That’s what Steve Giglio provides his clients. He delivers it in many forms. One of them is a newsletter. Click the links below for past editions. Better yet, if you aren’t on Steve’s mailing list, please register. Newsletter are sent out about once a month…and that’s it. No spam! February 2010 “Stay in the […]
stay in the pain to learn my customers real needs put improvement plan together and “quick tips” be more aware of how to run a meeting revise my proposal format practice with video taping my presentations increase my energy not use qualifiers probe, probe, probe
an open, collaborative environment interactive, real-life role playing honest feedback tips to improve my sales/negotiation skills his perspective a structure for my presentations/meetings
A drastically different approach to selling An intelligent, methodical, low-to-no pressure system for asking questions that define the clients’ “pain.” An improved structural way of working the sales cycle. A focus on the client’s needs, not our offerings. A cautiousness of using qualifiers.
