1: “In the selling arena, customers don’t care if you have a mortgage to pay,” Jeffrey Fox writes in How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients.
“Customers don’t care if you need their business to win a contest,” he notes. “Customers don’t care why your shipments are late. Customers don’t care what you like, where you went to school, or what sports … continue reading
1: What’s the best time to make a sales call on a decision-maker?
Any time.
“Excellent selling times are before eight o’clock any morning and after three on Friday afternoons,” Jeffrey Fox writes in How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients.
Why are early-morning sales calls productive?
First, there are fewer or limited interruptions. Second, agreeing to meet at an unusual hour is … continue reading
1: The best salespeople are known as Rainmakers.
And Rainmakers “never make a sales call on a customer unless they can answer the question ‘Why should this customer do business with my company or with me?'” Jeffrey Fox writes in How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients.
“The answer must be a benefit to the customer,” he notes. “The answer must fit … continue reading
1: Mr. K was “arguably the best salesman in the U.S. wine industry,” Jeffrey Fox writes in How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients.
Mr. K became chairman of one of the country’s finest premium wine companies. ” For over thirty years, he personally sold millions of dollars’ worth of wine, and many of those sales were made well before wine was … continue reading
1: 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.
This week, we’ve been exploring Barbara Fredrickson‘s fascinating book Love 2.0, where we’ve learned about “the biology of love.”
Scientists tell us love is an emotion, a “micro-moment … continue reading
1: Is there anything specific we can do to experience more love in our lives?
The science tells us the answer is yes.
Yesterday, we looked at how people with high vagal tone experience more love and connection.
The vagus nerve runs from deep within our brain stem down into our heart and other internal organs.
People with higher vagal tone tend to be “more flexible across a whole … continue reading
1: Ever heard of the vagus nerve?
It sounds like Vegas, as in Las Vegas, and runs from deep within our brain stem down to our heart, lungs, and other internal organs.
Turns out it’s quite important.
“Compared to people with lower vagal tone, those with higher vagal tone experience more love in their daily lives, more moments of positivity resonance,” Barbara Fredrickson writes in her book Love 2.0: How … continue reading
1: “Picture moms or dads showering their baby with kisses, tickling their baby’s tiny fingers and toes, smiling at their baby, and speaking to him or her in that high-pitched, singsong tone that scientists call motherese,” Barbara Fredrickson writes in her book Love 2.0: How Our Supreme Emotion Affects Everything We Feel, Think, Do and Become.
What does science tell us is happening here?
One word: Oxytocin. Also … continue reading
1: It’s Monday. We are off and running. Each of us is experiencing a sequence of different events and situations.
“Each scene, of course, has its own script,” Barbara Fredrickson writes in her powerful book Love 2.0: How Our Supreme Emotion Affects Everything We Feel, Think, Do.
“For perhaps most of our day,” she notes, we’re “pretty much caught up in our own thoughts and plans, oblivious to the … continue reading
1: 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.
The Old Testament tells us: “Where there is no vision, the people perish.”
“Change requires a vibrant organizing image,” Robert E. Quinn writes in the The Deep Change Field Guide.… continue reading
