by John Reid | Dec 14, 2018 | Uncategorized
Almost every conversation is an opportunity to build rapport. To do so requires the salesperson to listen harder for rapport cues. On a recent call with a customer, it was clear that he had picked up a cold. We were supposed to talk for thirty minutes, which is not a...
by John Reid | Dec 6, 2018 | Uncategorized
The following is adapted from Moving from Models to Mindsets. Sales is both a science and an art. When working with sales managers, it’s a lesson we can’t emphasize enough. Too often, sales training methodologies, especially those regarding conversations for...
by John Reid | Nov 26, 2018 | Uncategorized
In sales, storytelling is all the rage right now. In fact, from what we’ve seen, teaching storytelling to salespeople has significantly increased in the last five years. We all know there is power in stories, but did you know that listening to someone share an...
by John Reid | Oct 19, 2018 | Uncategorized
Many training companies begin with a book. A thought leader, a researcher, someone with passion and dedication takes their energy and writes a book. They focus on dysfunctional teams, leadership principles or driving sales performance. So far, so good. Then they...
by John Reid | Aug 1, 2018 | Uncategorized
Empathy has been a hot topic. Wherever you go in the learning space—from preschool to the boardroom—teachers and leaders are stressing the importance of empathy. The growing number of millennials in the workforce have changed the emotional make up of our corporate...
