“Experience is not what happens to you, it’s what you do with what happens to you.” —Aldous Huxley
1: “An extrovert walks into a party and sees a different room than an introvert does,” David Brooks writes in his book: How to Know a Person: The Art of Seeing Others Deeply and Being Deeply Seen.
“A person who has been trained as an interior designer sees a different room … continue reading
Back in the 1970s, Parker Palmer, the prominent Quaker writer and educator was offered the opportunity to become a college president, David Brooks writes in his book: How to Know a Person.
“In order to think through the decision,” David notes, Parker “engaged in a Quaker practice that involves a body called a clearness committee. The committee is a group of peers who simply pose questions and allow the person … continue reading
Being a good conversationalist is a skill that can be learned.
“We should explicitly teach people, from a young age, how to be good conversationalists,” David Brooks writes in his book: How to Know a Person: The Art of Seeing Others Deeply and Being Deeply Seen.
But we do not.
“In an attempt to make up for this lack, I’ve spent some time talking with conversation experts and reading … continue reading
Getting better at getting better is what RiseWithDrew is all about.
Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.
Summertime is my favorite time of the year. For families like ours with school-aged kids, school is out, which means there are many fewer activities and commitments.
Which means we have … continue reading
1: Rainmakers know that asking questions is one of the most effective sales tools.
Why? Because “customers love questions,” Jeffrey Fox writes in How to Become a Rainmaker.
“Customers love to talk,” Jeffrey observes. “Customers feel more secure with the salesperson who asks questions, listens, and takes notes.”
Jeffrey’s recommendation? “To the concerned customer with a need, there is no such thing as a dumb question. So, dare to … continue reading
1: They call him Columbo.
After the television character in the 1970s detective show of the same name, Jeffrey Fox writes in How to Become a Rainmaker.
Columbo is the top salesperson at an adhesives company. He has two degrees in engineering and a postgraduate degree in mechanical engineering.
“He knows how things are made,” Jeffrey notes. “He can take apart anything and put it back together. He knows … continue reading
1: The bailiffs and other court personnel have a nickname for one particular, successful criminal attorney.
They call her the “Furniture Mover.”
“Before each trial,” Jeffrey Fox writes in How to Become a Rainmaker, “she visits the courtroom and, depending on her strategy, moves her client’s chair closer to or farther from the jury. She places tables in the sunlight or the shade. She speaks aloud, checking the … continue reading
1: The prospective customer looks up and says, “We are also interviewing ABC company. They are a good company, and their prices are better than yours.”
What exactly is happening here?
“Tell me why I should buy from you,” is what the prospect is really saying, writes Jeffrey Fox in How to Become a Rainmaker.
Jeffrey explains: “The customer already knows ABC is a good company. The customer already … continue reading
Getting better at getting better is what RiseWithDrew is all about.
Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.
Summertime is here. For many of us, it’s a time to connect with family, friends, and neighbors. Whether it’s visits to the swimming pool, a backyard BBQ, or maybe a summer … continue reading
1: On July 2nd, 1776, the Second Continental Congress voted to declare independence from Britain.
The following day, July 3rd, final revisions to Thomas Jefferson‘s draft of The Declaration of Independence were agreed to.
Which brings us to the 4th of July, 1776.
“In later years the excessive summer heat of Philadelphia would frequently figure in accounts of Thursday, July 4th, 1776,” David McCullough writes in his Pulitzer … continue reading
