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 […]
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” […]
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
Winners and Losers
“Once I passed the tricky sections, I think I let off the gas pedal a little bit. I just didn’t continue with that aggression all the way to the finish,” the two-time World Cup overall champion said. “That’s […]
3 Days! Or A Lifetime?
“There is nothing noble in being superior to your fellow man. True Nobility is being superior to your former self.” — Ernest Hemingway
“These three days changed my life!” — Participant’s evaluation of Fusion’s “Presenting for Results!®” session
Where’s […]
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 […]
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 […]
Making & Keeping
Stock offerings are launched by making promises.
Lofty stock prices are guaranteed by keeping them!
Elections are won by making promises.
Legacies are secured by keeping them!
Weddings are begun by making promises.
Marriages are secured by keeping them!
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 […]
Afraid to Ask?
Ask for the “No!”
The Sales & Counselor SellingSM Series
“Thirty years, and still people are afraid to ask for the order!”
—Jennifer R. StJohn
