A Stronger Message
“A crazy person Says one thing, Does another and Believes something else. (Especially in Politics… but that’s another matter…) Sanity (and ethics) are usually described as the alignment of Thought, Word and Deed.” —J. R. StJohn
Should text and graphics align with, support, and underscore each other? What about delivery? Should it really be neutral? Like a seated reading of the Periodic Table? Or should the presenter kick in some heat during the good parts?
Only […]
Results
Most people speaking in corporate roles are:
Finding Truth
“Once a person is caught by belief in a doctrine, one loses all one’s freedom. When one becomes dogmatic, that person believes his or her doctrine is the only truth and that all other doctrines are heresy. Disputes and conflicts all arise from narrow views. They can extend endlessly, wasting precious time, even lead to war. Attachment to […]
Rise!
It’s a Communication Wasteland. So Much Noise! And a long stretch between communication moments that move you — that speak to body, mind, and soul.
So, how does a rational person conduct themselves?
Input: […]
Presenting for Results!®
Most People speaking in corporate roles are “Presenting to get through it.” “Presenting to get it over with!” “Presenting to Not Fail!” “Presenting to Check a Box in a Matrix!” Few people are Presenting for Results!®
— J. R. St. John (1952 – 2018), Chairman and Founder, The Fusion Group
Going Stupid!
“How many times will you repeat your morning routine? Your drive to Work? Your walk into a conference room? Your meetings, reports, e-mails… Is it any wonder that sometimes you “Go a Little Stupid” … and simply float away?”
—J. R. StJohn
It can’t have escaped your attention […]
Dry Cleaners, Shower Curtains & Existential Moments
I got to the dry cleaner late the other day near closing time, and as I walked to the door with that sinking feeling, he showed up at the front door to the store with my really important shirt in his hand. “Saw you coming,” he said, “thought you might need this tomorrow.” Wow!
I have come to realize that as much and as often as we think that this thing or that thing is THE thing in life, the reality is somewhat different. THIS INSTANT, NOW […]
What’s NOT Being Said
A young woman came to me for counsel.
She talked briefly and then sat silently in the chair.
I said nothing but watched the reactions she displayed.
Slowly she made eye contact with me.
“You understand, don’t you?”
I nodded.
She began to talk more.
The lesson here is… Listen for what’s NOT being said…
It’s in that silence that you will find the real […]
What a Story!
“A diamond is forever!” — De Beers Corporation
I was sitting in an agency conference room in the late 70’s, enjoying lunch and the view of Central Park as my clients discussed their work for De Beers. In the course of the discussion, it became clear the “Diamond […]
Fusion: the Heart of a Star!
Stars and Corporations are both energized by the same force: Fusion.
Our “Sun,” a “Star;” is a “Hydrogen Fusion Engine.”
Fusion Formula: Take two atoms of hydrogen, agitate rapidly under titanic gravitational stress, then apply cosmic heat. Caution: Do not over-stimulate or the mixture may explode and engulf the entire solar system; but be sure to continue at a pace sufficient to keep the sphere from collapsing under its own weight. Repeat to Infinity! Voila! Produces […]
Incremental Improvement
“You can always be a little bit better.” — Drew Brees Former Quarterback, New Orleans Saints
Everyone’s nervous about public speaking, at first.
It’s not your stock-in-trade. So, it’s not unusual that you find it odd to stand up to speak.
There’s that moment when you are introduced — making you feel a little bit like an item of trade, being examined.
Then you discover that with so many listeners, you have to be a little louder and more […]
Lost in Confusion
“Never invest in an idea that can’t be explained with a crayon.”
—Peter Lynch
Legendary American Investment Professional
(1944 — )
The Wisdom of Fusion
1. Sales Riddle: “I can’t work with you until I know that you know what I know.”
We think it’s more important to “get” your customers’ issues, marketplace and challenges first rather than trying to push a product, service or feature. “Pull or Counselor” Selling is all about allowing customers to disclose needs (perhaps fears) […]
Wasteland or Garden?
“Every man builds his world in his own image. He has the power to choose, but no power to escape the necessity of choice.”
—Ayn Rand (1905-1982), Russian-American Novelist, Screenwriter & Philosopher
It’s a Communication Wasteland. So. Much. Noise. And a long stretch between communication moments that move you — that speak to body, mind, and soul.
OK, all those pictures of cats on Facebook — very nice. But is there any “there” there? Lots […]
Plan Wrap-up, Bridge to Managing Your Sales Practice and Building Relationships
The Sales & Counselor SellingSM Series
“You’ve got to keep stretching your skills and abilities to meet tomorrow’s requirements!”
—Jennifer R. StJohn
In the Sales & Counselor Selling series […]
Red or Black?
The Sales & Counselor SellingSM Series
A British Officer manned an individual post in Africa. A fellow officer came to join him from London. They meet for dinner, the guest in his road khakis and the officer in dinner jacket and starched white shirt.
Think & Do!
The Sales & Counselor SellingSM Series
“I can see that there’s a lot going on here, General, but does it make any sense?”
– Dr. Stephen Falken
“War Games”
What happened? Is this the ultimate […]
Small Thing? Big Thing!
The Sales & Counselor SellingSM Series
“Sometimes a small thing can become a big thing…”
— Jennifer R. StJohn
Deep in the throes of a series of finals presentations, we — on the receiving side — […]
One Discipline
The Sales & Counselor SellingSM Series
“Once you start thinking this way, it’s really hard to switch it off.”
— Fusion Participant
What if there was a discipline, simple really, that would direct our communication […]
Do Your Homework!
The Sales & Counselor SellingSM Series
“Rommel, you magnificent bastard, I read your book!” *
– General George S. Patton, U.S. Army
Spoken by George C. Scott, playing the general, in the movie “Patton”
Tabula Rasa
The Sales & Counselor SellingSM Series
Tabula Rasa
(Latin: “scraped tablet” or “clean slate”)
Tabula Rasa is a Latin phrase often translated as “blank slate” in English and originates from the Roman “Tabula:” a smooth piece of slate covered with bees wax; […]
Engaged Receptivity
The Sales & Counselor SellingSM Series
“So, I’m sitting in this little room in the old 493 Union Hall, and I’m just playing away, and there’s this old guy standing there. He’s listening to me, probably as long as he could take it, and he said, ‘Hey kid, do you know what’s […]
Be Still
The Sales & Counselor SellingSM Series
“Being still, and not doing anything are two very different things.”
– Mr. Han – played by Jackie Chan
The Karate Kid, 2010
Shut Up and Sell
The Sales & Counselor SellingSM Series
“You can tell whether a man is clever by his answers.
You can tell whether a man is wise by his questions.”
— Naguib Mahfouz
Egyptian Author & Nobel Laureate
(1911-2006)
