Selling: Is It Art or Science?
My answer? Yes.
But, if I had to choose one or the other…selling is a science. But I will acknowledge that possessing artful selling skills is very important.
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Sales tips, leadership communication skills insight and more from Steve Giglio, sales training professional for more than 25 years.
Using Video for Training
Let’s go to the video tape! Those of you in New York will recall this famous, often-used line by long time sportscaster Warner Wolf. I realize most of my clients would prefer to be chased by a wolf than be videotaped.
However, I must say that after 25 years of videotaping and coaching executives there is no medium like it!
Five Steps of Persuasion
Persuasion is a good thing…in fact, it’s a great thing! However, that’s true only provided that you are persuading the right person or organization to accept an idea that will forward their business agenda along with yours. If you are doing it just so you can be right, then you are using this power the wrong way and, it’s unlikely to work.
Find Your Seat at the Table
Taking your seat at the table in business can be daunting.
There are naysayers, skeptics, and executives who feel their voice is the only voice required at that table. Read more
Client Management, It’s Not About Being Right… It’s About Being Followed
In business, much of our time is devoted to maintaining and growing our client/customer base. It’s essential to any company’s long-term prosperity. But managing the clients we already have is just as critical. And in those cases, it is more important that you are followed, rather than being right. Read more
I’d Love To Make My Mark…I’m Just Too Busy
Does that sound familiar? Making your mark as a leader is important. It establishes your credibility while inspiring your teams to follow your lead.
Teams want/need a leader who has a vision, is vocal about it and knows how to operationalize their spoken vision. It’s that simple, it’s just not that easy to accomplish. Read more
Interview Like a Consultant
Jobs change…they come, they go, they get eliminated, they get created…like business roulette! Mission critical for all of us is to stay on top of the wave. If we miss it, we’ve got to find the next one…fast!
Get Ready for the Head Change
When that job change comes, do your best to interview like a consultant. Prepare yourself for the “head” and “spirit” change required to interview like a consultant who will prepare a scope of work for the job for which you are interviewing. It will change your entire interviewing style.
We live in a world of break-neck changes in business. Challenges occur daily with not much time to establish a plan-to-cure. But, a person’s alacrity is contagious, so is their readiness to engage in the heart of an issue. Its the same with an interview.
Vet the Issue, Then Consult as You Interview
When you comport yourself as a consultant ready to vet the issue that your prospective employer has, you transform your delivery style from cautious optimism to determined confidence.
I’m not putting forth that you interact with an air of superiority or know-it-allness. On the contrary, I am recommending that you understand the challenge your employer has as though you were selected to resolve it and are meeting to complete your sizing of the job in order to offer a scope of work with a 100 day, six month and year plan-to-cure.
Try it and let me know how it goes.
Lead People to Look Inside, not Out
Every time you observe a Direct’ s client interaction, realize it’s an opportunity for you to coach and develop. Too often we’ll forget to debrief a Direct on what they did well and what they can strengthen. If you coach them correctly, they may lead you to new ways to help them develop. Read more
New Managers: How To Coach and Enjoy It!
Picking up from last week’s post about fitting in as a new manager, let’s look at ways to provide direction and shape a Direct’s behavior. Your organization believes you can develop and lead people. Do you believe it?
New Managers: How To Fit In
When managers are brought in, assigned or moved to another department, it upsets the apple cart a bit. Perhaps you have been, or are, that manager now. How do you fit in? Read more
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