How to Pick Up on Rapport Cues that Other People Miss

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...
Why Sales Is as Much an Art as a Science

Why Sales Is as Much an Art as a Science

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...
Storytelling in Sales: Whose story are we telling?

Storytelling in Sales: Whose story are we telling?

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...
Eat or Like the Oatmeal – The Use of Leadership Authority

Eat or Like the Oatmeal – The Use of Leadership Authority

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...

Act like a Child

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...