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
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: How long do you have someone’s attention at the beginning of a meeting?
About 10 minutes.
That’s it, Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.
“You naturally have someone’s attention for about 10 minutes before that person loses focus on your message,” says John Medina, author of the brilliant book Brain Rules and the director of the Brain Center … continue reading
1: Imagine a beautiful summer morning on Lake Erie.
“The sun’s out, but there’s just enough breeze to keep you comfortable. It’s not too hot and not too cold,” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.
Erik is lying in a hammock right by the beach. He’s reading a good book. On the table next to him is a cold … continue reading
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
1: It was November of 1988, and Terry Looper was on his way to Las Vegas.
Terry owned 10 percent of the company that was about to be sold.
“Once the papers were signed, I should’ve been on top of the world,” he writes in his book Sacred Pace: Four Steps to Hearing God and Aligning Yourself With His Will.
“I was not just a millionaire as I’d always … continue reading
“After ignoring months of warning signs, I suddenly could not get out of bed,” Terry Looper writes in his book Sacred Pace: Four Steps to Hearing God and Aligning Yourself With His Will.
Terry was thirty-six years old.
“It felt like the oxygen had been turned off in my brain, making it impossible for me to even lift my head from the pillow,” he recalls. “This was more than … continue reading
