“Before we discuss whether we’re all in sales,” I asked at a recent workshop, “someone tell me what selling is?” “Getting people to buy what you’re offering,” one attendee answered. “Manipulating them into doing what you want them to do,” volunteered another. “Twisting their words around so they feel like they’re foolish if they don’t use your services,” proclaimed another.
Focus on What you Have and Give Thanks Fifteen years ago tomorrow, my Thanksgiving dinner was homebaked bread-not because I loved bread, but because I couldn’t digest anything else. I had lived through a horrific automobile accident, a diagnosis of colon cancer and the news that it had started to spread, two major abdominal surgeries,
Bring the Four Swordsmen of Client Service With You Part II of Lessons From the Master:Building Trust I received a lot of positive feedback from last week’s discourse between the Young Professional and the blind Master. One subscriber, however, asked about the statement the Young Professional just tosses out about knowing how to build Trust
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Be Impressed, Grasshopper, Not Impressive “Master,” the Young Professional addressed his mentor, “You have told us that in order to hire us, a client must Like us and Trust us.” “That is correct, Grasshopper,” the Master replied. “I understand how I can earn a client’s Trust,” continued the Young Professional, “But how do I get
Even Engineers Sell “I’m an engineer, Sandy, not a salesman,” my client Ted pleaded, “Why do you insist on talking about sales?” “Ted,” I asked, “there are a lot of engineers who do what you do out there. Why do clients choose you?” “Wait, that’s not fair,” Ted exclaimed. “You answered my question with a
Are You Focused on The Right Solution?Keri, a therapist with an MSW degree and state certification who specializes in teen problems’ recently consulted me to help her transition into being a coach specializing in motivating troubled teens.“Why do you want to change?” I asked her. “What will be the difference between your coaching services and
