1: “Picture a room with about 10 people from Ford sitting around a table,” Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.
In front of the room, a salesperson stands with two flip charts.
“After several months of unsuccessfully trying to sell a laser device to Ford’s plant managers, this salesperson knew that she needed to change her approach,” Erik and Tim … continue reading
1: Sure. Not getting and keeping your prospect’s attention is a deal killer.
But there’s something worse.
Denial.
“Your prospect’s denial that they have a problem that needs solving in the first place,” Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.
“All other challenges pale in comparison to this one,” the authors say.
When you are able to solve a problem the … continue reading
“You cannot escape the responsibility of tomorrow by evading it today.” —Abraham Lincoln
1: “Imagine that you are a prospect,” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.
Now, perhaps you are not a software engineer in real life, but play along.
You are on a Zoom call. The face of a software salesperson fills your computer screen.
She says, “What if you never had to teach another programmer another programming language?”
(Pause)
“And, … continue reading
1: Looking for lighthearted conversation?
You’re unlikely to find it if you visit the Button family on New Year’s Eve.
“Our oldest daughter, Carly, is getting her doctorate in counseling psychology and is a fan of stoicism and existential psychology,” Diane Button writes in her book What Matters Most: Lessons the Dying Teach Us About Living.
“Her passion inevitably leads us to deep conversations about the meaning and purpose … continue reading
1: Imagine you are a salesperson. You and your prospect are sitting in a conference room.
You are competing with several large, well-known competitors. By comparison, your company is considered “small” and not substantial.
You take out a piece of paper.
You write down the following numbers:
28
500
8,000
85
11/65
Then, you say:
“28. . . That’s the number of years that our company’s been in business.
“500. … continue reading
1: It’s Wednesday. “You park your car at your home airport. You get on a plane for a business trip,” Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.
Two days later, you fly home. But what happens if you haven’t written down your parking space?
You can’t remember where you parked your car.
“Why not?” Erik and Tim ask. “You parked there … continue reading
“So many books, so little time.” —Frank Zappa
1: “It’s harder to confess in areas where I am proficient,” Terry Looper writes in his book Sacred Pace: Four Steps to Hearing God and Aligning Yourself With His Will.
“If I’m already pretty good at something, I get in this mindset that I don’t need the Lord,” Terry observes. “I may not even think about Him when troubles arise, simply because I’m a pro at this; I can … continue reading
1: You have a decision to make.
What’s your natural instinct? Speed up? Get it done? Move forward?
Terry Looper suggests a different path. “Instead of going faster, as we’re inclined to do, the goal is to learn to adopt a slower pace.”
What should be your goal? To get neutral. “Where you desire God’s will over your own,” Terry writes in his book Sacred Pace: Four Steps to Hearing … continue reading
