I was talking to someone recently about how I would describe "sales". And to me, the essence of selling is helping someone change their status quo. They have a problem or challenge, and you have a solution that can help fix it. Selling Is Changing Inertia Because I'm sometimes super-nerdy, I described it in terms of inertia. A lot of people make the mistake of thinking inertia is about an object at rest. But actually, inertia just means that an object will keep moving in the same direction and speed unless an outside force acts on it. Newton said it better in his First Law of Thermodynamics: "Every object in a state of uniform motion … [Read more...]
Monday Morning Mashup – Move Past Inertia
People think that inertia means standing still. But that's not actually accurate. More specifically, inertia is the tendency of an object to keep moving in a straight line at constant velocity unless some outside force acts on it. That could mean standing still. But it can also mean doing the same thing, the same way, at the same pace. Where is there inertia in your life and business right now? Are you waiting for the perfect time and place to change? I have a true philosophical mash-up for your today. Three separate strands of thought that add up to one challenge: In physics, the idea of relativity means that every frame of … [Read more...]