There is an interesting article in the Wall Street Journal called “Getting Fit without the Pain.” Here’s the link.
The article talks about how some individuals desiring to make improvements in their fitness are hiring an expert physical therapist before they get hurt, as often occurs in rigorous training. These highly trained professionals conduct a detailed needs assessment before the individual starts training for a [...]
Leadership Archives
Getting It Right the First Time
Thursday, September 30th, 2010Likeability Sells
Thursday, September 23rd, 2010For those of you who have attended my training related to building trust and selling services, you’ll recall that one of the “six trust builders” is likeability. I espouse that things being mainly equal, the person you select to work with is the one you like better. Hence, anything that you can do to improve [...]
Common Approaches that Just Don’t Work
Thursday, September 2nd, 2010Here’s the scenario: Senior management has bought into seriously selling services and wants to get moving on it. When advised by a services expert that selling services is “way different” from selling products and requires special actions to succeed, they respond that they have a good sales force, and a good sales force can sell anything—just tell them what [...]
Best Practices for Seriously Selling Services
Thursday, August 19th, 2010Here are some proven best practices of executives that have successfully guided the transition to seriously selling services:
1. Create a sense of urgency. When people are reluctant to do something, they will come up with every excuse imaginable to put it off. Change is time-sensitive, and prolonged hesitation only makes things more difficult. Leadership is needed to trumpet the cause [...]
