I have a memory from my early twenties, standing at a table in the New York City restaurant I worked in with a dirty glass in my hand, chatting with a customer. I don’t remember how we got to talking or even what our conversation was about but I remember this one thing he said […]
JMReid Group Blog
Bad bosses can ruin a work environment, but there are lessons in to be gained in the process. Patience, reflection, and grace can make working for a bad boss easier to handle.
I was a good student. I did my homework on time, studied zealously for tests, and actually read everything I was assigned to read. Math was a hard subject for me, so I took summer classes to try to coax my brain into grasping all those black-and-white formulas and processes. I remember that I was […]
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 change. The language of sales has always struck me as aggressive […]
Preschool kids ask their parents an average of 100 questions a day. By middle school, they’ve basically stopped asking questions. Curiosity is a lost superpower.
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 lot of time for a […]
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 opportunities, focus on the science of selling at the expense of the art. The failure […]