1: “Think about a typical medical-surgical nursing unit,” the Omnicell sales professional says to his prospective client, a major hospital system, Erik Peterson and Tim Riesterer write in their terrific book Conversations That Win the Complex Sale.
Omnicell helps health-care facilities manage and distribute medications and supplies more efficiently.
“Pretend for the time being that you’re in California and that your nurses only have five patients to care for,” … continue reading
1: Guess what percentage of information people could remember 72 hours after hearing a verbal message.
10 percent.
Ouch.
Guess what percentage they could recall if you added a picture?
65 percent.
Wowza.
Another study showed that people could remember 2,500 pictures with more than 90 percent accuracy several days after seeing them.
Guess how long they were shown each picture.
Just 10 seconds.
“That’s incredible,” Erik Peterson and Tim … continue reading
1: The retired chief of staff at Cedars-Sinai Hospital in Los Angeles was on a cruise in the South Seas.
“He noticed something surprising during the trip,” Erik Peterson and Tim Riesterer write in their terrific book Conversations That Win the Complex Sale.
Every time passengers left the boat to visit a port, the crew made sure everyone washed their hands with antibacterial soap before coming back on board.… 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.
At the end of each week, I’ve been sharing an idea from Tynan’s book Superhuman by Habit about how to install specific, positive habits into your life.
So far, we’ve covered:
First, picture an apple.
Easy to do.
Why?
“Because you’ve experienced apples with your senses,” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.
“You’ve probably done some combination of touching, tasting, seeing, and smelling an apple,” Erik and Tim note.
“You’ve even heard the crunching sound that an apple makes when you bite into it.”
An apple is concrete because you’ve … continue reading
1: The competition to host the 2016 Summer Olympics was down to the final four cities: Chicago, Madrid, Tokyo, and Rio de Janeiro.
How much was winning the games worth, according to a Credit Suisse study?
The answer: ten billion dollars.
“Three of the cities had reason to be optimistic,” Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.
“Chicago had President Obama … continue reading
1: The salesperson rips a piece of paper out of a notebook.
The piece of paper is the prop, Erik Peterson and Tim Riesterer write in their powerful book, Conversations That Win the Complex Sale.
The sales rep says: “Imagine that this piece of paper represents all the information that your salespeople need to communicate to their prospects about your company.
“The question is, how much of that information … continue reading
1: On January 28, 1986, the space shuttle Challenger broke apart just 73 seconds after liftoff, killing all seven crew members.
The disaster stunned the nation and triggered an intensive investigation into what went wrong. President Ronald Reagan appointed a presidential commission to determine the cause of the disaster.
The hearings were broadcast on television nationwide.
According to Erik Peterson and Tim Riesterer in Conversations That Win the Complex … 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.
At the end of each week, I’ve been sharing an idea from Tynan’s book Superhuman by Habit about how to install specific, positive habits into your life.
So far, we’ve covered:
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.
At the end of each week, I’ve been sharing an idea from Tynan’s book Superhuman by Habit. about how to install specific, positive habits into your life.
So far, we’ve covered:
2: … continue reading
