Missing Touches Make a Difference
We start our day worrying about the call we need to make, the task we need to do. We seldom start our day asking “whose life will I touch to make a difference?” Perhaps we should.
Many years ago, during Redefining the Phone Call® training I was listening in on a call by a young internal salesperson. He was all prepared and ready to talk about his product. […]
A Winning Sales Process
We think everyone should “win” in the sales process – for the long-term.
On your next sales call:
• Be an “active listener” […]
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 […]
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) […]
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 […]
Don’t Look at the Scoreboard
The Sales & Counselor SellingSM Series
“Play your game and your plan. Don’t look at the scoreboard.”
– Coach John Wooden
Head Coach, UCLA Men’s Basketball
Then What?
The Sales & Counselor SellingSM Series
“A truly good book teaches me better than to read it.
I must soon lay it down and commence living on its hint.
What I began by reading, I must finish by acting!”
— Henry David Thoreau
American Philosopher, […]
Presenting Wrap-up, Bridge to Planning
The Sales & Counselor SellingSM Series
“It’s all about the audience. What they know — or don’t. What they need. What they think they want. What they are willing to hear. That’s where it starts and ends. You are only in the room as a means to an end — for them!”
Self – Important
The Sales & Counselor SellingSM Series
“The ‘I’ does not see itself.
Among the Great Teachings, there is a surprising consensus
that ‘self,’ is that which looks… the witness.
So, not the ‘Self-Image,’ not the false construct of Ego, not
the […]
Probing Wrap-Up, Bridge to Presenting
The Sales & Counselor SellingSM Series
“The challenge isn’t knowing what to say, or sell, but to ‘withstand the silence’ that comes when you ask a thoughtful question.”
– Jennifer R. StJohn
Speaker, Consultant, Executive Counselor
Founder of The Fusion […]
“Attention must be paid.” *
The Sales & Counselor SellingSM Series
*Title Excerpted from “Death of a Salesman”
by Arthur Miller
American Playwright
(October 17, 1915 – February 10, 2005)
“Pay Attention!” You hear […]
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
