Sales tips, leadership communication skills insight and more from Steve Giglio, sales training professional for more than 25 years.

Leadership Development Tip: Take Control with a Smile

Clients often ask me how to establish control of a client meeting to preempt the meeting from turning into Meet The Press or the Spanish Inquisition. I say take a breath, smile and then try this.

At the start of the meeting, after one piece of small talk, present the three to four points to your agenda for the meeting. Then articulate the two to three benefits of the meeting from this agenda that your client will realize. Close the conversation by stating what time it is now and when you’ll finish up.

It might sound like this:

 

Read more

04.05.12 Tip of the Week

Leadership Development Starts with Determining What You Care About

Then Communicate It

Insipration comes from many sources.  I recently returned from a magnificent and humbling East African safari. I was deeply moved by two inspiring people: our safari trackers Ray and Marlon from the Serengeti Game Reserves. Their genuine personal connection to every animal I was photographing was astounding. When each man spoke, providing great motivational stories, they fixated on our subject, never moving their eyes but all the while putting into context for me what I was shooting.  I learned from and was inspired by the greatness of nature and its natural selection from their heartfelt involvement.

Fast forward to us. Motivating your employees as a leader is about being authentic and communicating in the moment what your beliefs are and what you care about in a way that uniquely frames who you are. Say what you truly care about and watch people follow. We did with Ray and Marlon.

03.29.12 Leadership Development…on Safari?

I am currently on safari in East Africa in the Serengeti Game Reserve and have been blown away by our guide/tracker “Ray.”

Throughout each game drive, Ray has educated us every step of the way.  With my passion for African wildlife, I really appreciate his openness to learn and further appreciate the land.

Read more

03/12/12 Are You Making Lemonade?

In this Harvard Business Review blog, the authors make great sense about turning “obstacles into assets.”

For years I have used my wife’s phrase and lifelong adage: Turn lemons into Lemonade. So much of what the authors speak about resides in how we “choose” to see and experience an issue.

Train yourself to see each situation as a solvable puzzle versus an attack from the universe.

Click here for Harvard Business Review Article

02.29.11 What Can We Learn from iPad 3

It’s really fascinating to observe Apple’s consistency in innovation, design, efficiency and service. I’m  among the many who disregarded price in favor of the brand’s reputation for quality. My iPad goes where I go.

I agree with this Fast Company article. Review the list and keep questioning your offerings to insure their indispensability.

Click here for Fast Company iPad 3 article.

02.17.12 Tip of the Week: Dealing without a Deck

A client recently shared a difficult situation with me. She was meeting with an existing good client and had, in earnest, prepared a presentation deck to take him through her 2012 recommendations. Her client bristled. Why?

She didn’t initiate her meeting with a conversation. The presentation took the immediate spot light. The client wanted a conversation illustrating that she understood his goals and challenges without any prompts… just her commercial insight.

This type of initial conversation speaks louder than a deck ever will. It says “I’ve understood your issues and have designed a solution that’s easy and turnkey. I’m interested in our mutual dialogue about it.” The presentation becomes support for the recommendations; your ace in the hole!

How does this compare to your most recent client contact? Let me know!

02.09.11 Fast Company’s newest blogger…me!

I am very excited to let you know that today, my first “expert blogger” piece was published on FastCompany.com.

I really hope you will take a moment and check it out.  Also, I would be honored if you would post a comment.  The more comments I get, the more likely I’ll be asked back!  A repeat performance!!

Click here for the article.

01.26.12 Tip of the Week: To Coach is to Teach

Often in my executive development programs, a client will lament that their direct reports need to fundamentally change how they operate to achieve their goals. Sound familiar?

As I work with them to pinpoint each team member’s development areas, I often ask them what they’ve done to alert their employees to these areas of growth.  I go further to inquire about whether they have created a development plan for each associate? Many times, the answer is no.  Other times, it is yes but the plan hasn’t been revisited in ages.  In either case, the executive has put the responsibility of development on the shoulders of the associate with little or no guidance.  Is it any wonder that there isn’t much change month to month, year to year?

Read more

12.08.12 Tip of the Week: Keep Your Agenda…then Drop It!

I can’t think of a time when forging sincere relationships is more important in our business lives.

 
When consulting clients, you have to drive an agenda to steer meetings toward the results you want. Equally important is the confidence to be curious as you pilot the meeting. This curiosity sends a great message of interest and empathy to your client. You will demonstrate how much you value their input when you can drop your agenda and remain open to discover what is mission critical to your client.
 
Remember: It’s not about getting through the meeting; it’s about getting what you need from the meeting so you can provide value back to your client. And many times, what you need won’t be on your agenda!
 
Try it and let me know how it goes.

 

12.01.11 Tip of the Week: Google…then go!

Throughout my consulting with executives and corporate sales teams, I’ve stressed lately the essentiality of researching potential clients through Google and LinkedIN searches.

What you can learn, including recent company news, changes in title/position, background information, is mission critical walking into a prospective client meeting. In fact, if you don’t walk in with it, be ready to be x-rayed for it. It is quite impressive to say to a prospective client, “congratulations on your promotion last week” or “it’s clear from your declaration in XYZ news that your company is in this business to stay.” Conversationally articulating this discovery lifts your dialogue along with your credibility.

Have you Googled someone and had it produce a surprising outcome?  Let me know!