A client of mine has been lamenting the meddling her boss frequently does. We determined her boss is often deep in the weeds of her business versus touching the weeds as bosses should.
Her peers feel the same way and frequently answer the boss’s questions hoping the boss will get distracted and meddle elsewhere.
Actually, …read more
I’ve recently had the opportunity to coach a professional athlete who decided to pursue a career in financial sales. The area he’s chosen is quite daunting in its complexity, yet his commitment to it is profound. As anyone would be when entering into a field with its own lexicon and intricate details, my client was …read more
Comics have always been my idols ever since I was a kid. The courage of a comic to take a room and deliver their material always impressed me as the most courageous act a person could make.
One of those idols, Don Rickles, passed away yesterday and his life left an impression with me. With …read more
Many times, I see people frame their “ask” of clients in this order. Right out of the gate, they speak about a great service or product they’ve come to discuss. They move next to saying that the solution will fix a problem the client has. And lastly, they will relate that solution …read more
Many factors come into play at a sales meeting, and it’s impossible to control them all. But, one you CAN control is the timing of the agenda. By stating clearly at the beginning of the meeting exactly what you intend to do and how long the process will take, and then getting agreement to it, …read more
Meeting preparation is one of the most important things you can do to ensure that you stay in control of the meeting agenda. Yet, I am amazed how many executives and sales people are on autopilot when they get ready for an important meeting. They arrive with a presentation or talking points based only on …read more
I often coach executives who are preoccupied with their image and how they’ll be perceived by their teams, the public etc. This is very understandable. All of us are concerned about how the public sees and hears us at some point.
Here’s a secret though…whether it’s mission critical or not, your message is best appreciated …read more
The Boy Scouts and I share a common, urgent message that we have been delivering for years: Be Prepared!
We live in a “need it now” culture. Too often, that means not doing the preparatory work needed before you talk with a potential client. “I just don’t have time” is what I hear most often. …read more
I’m struck at how often people unknowingly forget to find and/or understand a client’s personal values. Without knowing these values, how can you tailor your recommendation, lead a team or recommend a change?
Here’s a hint…it’s all in the listening. (sound familiar?) Yeah…I’ve posted previously about listening first!
Your Values May Not Be Their Values …read more
A bold statement. And it was said to me by a prospective client at our first meeting! As I heard him say this I was slightly taken aback and countered with, “That’s great to hear. I’m curious, though, what’s one skill you’d like to strengthen as we look at our potential collaboration together?”
He said, …read more