What Do You Value?
What Are the Consequences of Your Actions?
While comparing notes with a friend who also has small children, we stumbled across an important question: How do we ensure that our children have good taste in music when they grow up? For two guys who were DJs in former lives, that's a really important question. But admittedly, maybe not one of critical importance. It did lead me to consider the question of what lessons are critically important. What is important for me to pass along? What popped up for me seemed so simple, but it's something that we forget every day. The power of consequences. Cause and Effect When most of us think about consequences, we think of them as … [Read more...]
How to Get Better at Being Coached (Every Salesperson Should Read This)
Sales coaching is a hot topic lately. There are articles, webinars, and podcasts all over the place that talk about how to be a better coach. But it seems that we've forgotten the other half of the equation: the person being coached! Sure, there are a lot of sales coaches out there, but there are a lot more salespeople and team members being coached. Let's talk about how you can be a better coachee. What Does It Mean to be Coachable? Leaders and managers often talk about the value of a coachable salesperson. From their perspective, there are a few reasons why they are looking for coachable people: Sales leaders are … [Read more...]
Why Your Prospects Are Ghosting You (And 3 Ways to Stop It)
You had a great conversation with your prospect. Maybe even a few conversations. Emails flew back and forth. You had done your research, figured out their challenges, and developed solid solutions. You had shown the ROI that would come when they bought from you. It was going great. Or so you thought. Because one day they just weren't there anymore. Emails didn't get returned, phone calls always went to voicemail, and your letters were sent back marked "return to sender." (OK, maybe not that last one.) But you had to accept the fact: You had been ghosted. The Pain of Getting Ghosted The term ghosting comes from the … [Read more...]
Seeing Time Come and Go
"Kids grow up so fast!" It's a cliché that is so true It's been amazing and humbling to watch my son grow and change in his first few months. His body has gotten bigger, there's hair on his head, and the way he engages with the world evolves daily. (Based on frequency, he seems pretty excited to have the hand-eye coordination to put his entire fist in his mouth). But even seeing someone else's child at intervals can be shocking when you realize how much they've changed since the last time you saw them. Watching the Effects of Time Time is easy to waste because we can't see it. It's not in a jar on the shelf that is slowly … [Read more...]
The Hidden Influence That “Price Anchors” Have on Your Prospects
Is $200,000 a lot for a house? The answer depends a lot on where you were living when you first looked into buying a house. Your opinion of what a house should cost will be shaped differently depending on the first prices you saw. So if you lived in San Diego, California you would have a much different perspective than if you were in Lincoln, Nebraska. Not only would this affect your conscious price comparisons, but it would even effect your subconscious approach to pricing houses. That initial shopping foray created an anchor in your mind. And it's been shown that those initial anchors have a way of hanging on as we make future … [Read more...]
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