JMReid Group Blog

How to Pick Up on Rapport Cues that Other People Miss

Posted by John Reid on December 14, 2018

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 […]

Why Sales Is as Much an Art as a Science

Posted by John Reid on December 6, 2018

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 […]

Storytelling in Sales: Whose story are we telling?

Posted by John Reid on November 26, 2018

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 engaging story releases a chemical called “oxytocin” in your brain? […]

Beware of the Book First People

Posted by John Reid on October 19, 2018

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 decide to start a training company, attracted by the both the idea of bringing […]

Sympathy Gets a Bad Rap: The inauthenticity of empathy

Posted by John Reid on August 1, 2018

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 world. They are, rightfully, pushing for greater authenticity, meaning, and transparency from the […]

Eat or Like the Oatmeal – The Use of Leadership Authority

Posted by John Reid on July 6, 2018

I met with a newly minted leader and long-time colleague, who is both highly collaborative and highly engaging. He cares about his people in a visceral way. I congratulated him on his promotion while warning him that there was the potential for him to fail due to a blind spot in his approach. I stated […]

Act like a Child

Posted by John Reid on June 11, 2018

Go to any office in America and you will probably hear about the childish behavior of some co-workers. Managers will express frustration that their direct reports are acting like children. The implication is that acting like a child is a problem because a child doesn’t play nice, doesn’t share, and has no initiative or accountability. […]

The Challenge of Epictetus’ Epistemology

Posted by John Reid on May 16, 2018

Trust is key to any organization’s success. We all recognize its importance. We want trust in our workplace: from our co-workers, supervisors, and clients. Most people consider themselves to be great models of trust. The truth, however, is that there is a gap between that perception and reality—a gap which has proven problematic from a […]

Liberating Structures

Posted by John Reid on April 10, 2018

Have you ever felt like you work in a parallel universe? Perhaps you walk into the office and immediately feel like you have stepped into a poorly scripted episode of the Twilight Zone, where there seems to be an alternate reality in which passive-aggressiveness reigns and accountability is nonexistent. If your office refrigerator is littered […]

Upside and Downside of Optimism in Sales

Posted by John Reid on March 14, 2018

As children, people would tell us we could either view the glass as half-full or half-empty. This point of view would then define how we look at life. Are you an optimist or a pessimist? Just think of that half-filled (or half-empty) beverage and you have your answer. We use these terms to then define […]