Answer these questions to see how accurately you hear what your
communication partner intends you to hear, and how much business you are
losing as a result.
1. How often do you enter conversations to hear what you want to hear –
and disregard the rest?
2. How often do you listen to get your own agenda across, regardless of the
needs of the speaker?
3. How often do you have a bias in place before the speaker’s points or
agenda are known?
4. Do you ever assume what the speaker wants from you before s/he states it
– whether your assumption is accurate or not?
5. How often do you listen merely to confirm you are right…and the other
person is wrong?
6. Do you ever enter a conversation without any bias, filters, assumptions,
or expectations? What would need to happen for you to enter all conversations
with a totally blank slate? Do you have the tools to make that poss... (more)
As of tonight, Dirty Little Secrets is #2 in the sales category on Amazon!
How exciting! I am so happy I can barely express it!
I have a lot of people to thank. The most amazing thing is that I’ve never
met most of these angels – we have met over the past months (in some cases
a year or more) over the phone!
First, and friend par excellence, is Jeff Blackwell of SalesPractice.com.
Even though we don’t know each other well, he fell in love with Buying
Facilitation and my decision facilitation model quite a while ago, believing
that Buying Facilitati... (more)
Marketing and Sales on Ulitzer
If you are a small business owner, or know one, or will one day be one, get
this book. It’s awesome. You’ll learn a lot, it will save you heartache,
and you’ll get business and make money.
OK. Now let me give you the details. Eric Wolf and Stephanie Frost have
written an important book: Marketing:Unmasked – insider’s tips & tricks
for small business marketing. It’s a very clear, very thorough romp (filled
with activities, ‘to-do’ stuff, etc.) through social media offering
high-level information on necessary topics that business owners need to know ... (more)
When you prepare to meet a prospect, how do you know who or what your
competition is? How do you know how to position yourself strategically
against them? Do you ‘wing it?’ Do you do research? Where do you get your
research from? How do you know your research is adequate or accurate?
I’ve got the answers for you. eCompetitors is this amazing site that has me
gobsmacked (did i spell that right?). It does all of the research you could
ever wish for, on 11,445 global industries and companies at the
line-of-business level. That means that it checks out everything – e v e r
y t h i ... (more)
I recently got a call from my VISA vendor, telling me they wanted to check on
some charges. Seems someone stole, and used, my credit card number: Chase
got curious when I apparently was getting my nails done in Austin at the same
time I was on a spending spree in Richardson, Texas, a place I”ve never
The only people who seemed to get what they wanted here were the folks who
used my number.
But as I look at the list of their purchases, lots of questions come up for
me. These folks didn’t buy a car, or book a first class ticket to Paris.
Instead they went to Wal-Mart and... (more)