It’s What You Believe, Not What You Know

It’s What You Believe, Not What You Know

Recently, I sat down for a group call with a potential client seeking a delegation skills program for their managers. Our conversation was going well. They liked our design principles, which include: context is king, there is wisdom in and out of the room and highly...
What We Resist Persists

What We Resist Persists

On a recent trip to China for a client engagement, I took an extra day to absorb the culture. While there, I came across a quote from Confucius that resonated with me: “[B]y three methods we may learn wisdom: first, by reflection, which is noblest; second, by...
Death of a (Macho) Salesman

Death of a (Macho) Salesman

In Arthur Miller’s 1949 play Death of a Salesman, Willy Loman embodies the common American salesperson of his time. Much has changed since Miller brought this character to life, yet the overly macho way people talk about sales remains the same—and it’s time for a...
Trust: A Salesperson’s Ultimate Blindspot

Trust: A Salesperson’s Ultimate Blindspot

The following is adapted from Moving from Models to Mindsets. In business, trust is everything. Customers assess your behavior one way if they trust you, and another way if they don’t. If you talk about your products and services with a customer who doesn’t trust you,...
Being the Expert Can Be Risky in Sales

Being the Expert Can Be Risky in Sales

The following is adapted from Moving from Models to Mindsets.   Having deep expertise in your products along with great confidence about this knowledge is a source of strength for any salesperson. However, having expertise and “being the expert” are different,...