What Does Your Customer Treasure—and Why You Need To Find out What It Is

Do you know what your customer treasures—what really matters to that individual?  And perhaps more importantly, do you understand why you need to know this?

Selling is a thinking person’s game. In essence you are trying to solve someone else’s problems. You can’t do this unless you understand exactly what those problems are, the ramifications of those problems, and the issues surrounding them. How can you learn this vital information?  By asking your customers. Continue reading

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The Genesis of Success: Self-Awareness

“I think self-awareness is probably the most important thing towards being a champion.” [Billie Jean King]. I agree. Self-awareness is the genesis of success. It’s similar to what they say about history. If you want to understand the future, look to the past. If you want to figure out what you need to do to succeed, you need to look back and see what has worked well for you. And what hasn’t. Basically, you need to understand yourself—your strengths, your weaknesses, likes, dislikes, passions, etc. Continue reading

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Are You as Good as Pope Francis?

I stumbled upon a blog posting I had saved from June:Culture Change? Pope Francis Shows Us How and thought about how the leaders I’ve worked with often express concern about how difficult it is to change their selling culture. Just imagine how Pope Francis feels. He’s trying to change a culture which is steeped in ritual and history going back 2,000 years! Continue reading

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That Time of the Year

This is the time of the year when everyone seems to be caught up in the hustle and bustle of the holidays—buying presents, going to parties, winding up the year’s business.  I can think of no better time to take a moment to step back, reflect, and consider what is really important. And perhaps consider the greatest gift you can give. Continue reading

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The Devil is in the Details—and so is Success

“It has long been an axiom of mine that the little things are infinitely the most important.” Wise words of advice from Sir Arthur Conan Doyle (1859-1930), author of the Sherlock Holmes stories. Even if you haven’t read any of his books, you probably know that Holmes had a reputation for noticing small details which led to solving crimes. I’m a big believer that it is the small things that really matter. Continue reading

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Exciting News: Listen to Think Like a Customer

This is exciting news—it’s just been released. You can now listen to my bestselling book Stop Acting Like a Seller and Start Thinking Like a Buyer. It’s available on Amazon, Audible, and iTunes! (You can get this for free if you subscribe for an Audible trial through Amazon.com). This is indeed good news for those of you who can’t find the time to sit down and read a good book yet still want to learn the concepts and practical advice of how to sell better. Listening to this book may provide an even greater benefit—for now you have the opportunity to practice your skill of listening (which is essential for great selling). Continue reading

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Buzz Williams’ List of 5 Things that Successful People Do

I believe we all want our lives to mean something, to be successful. Exactly what this means varies for each person. What I would call a successful and meaningful life is probably different than your definition. Yet I think we can all benefit from reminders about just what it takes to accomplish that success—however we define it. Continue reading

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Story That Proves Words Matter

I get so excited when I learn about something in an unrelated field that supports one of the tenets of Delta Point. As I was reading the transcript of an interview of Charles Duhigg (author of Habits: Why We Do What We Do), I was struck by how much the story he shared about former US Treasury Secretary Paul O’Neill confirms that words really do matter. Continue reading

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Why it Pays to be Honest—and a Bit of Poetry

How high is honesty on your list of preferred qualities? It can be challenging in this day and age especially when we hear statistics telling us that everyone lies. Does it really pay to be honest? Here’s a story that just might make you step back a moment and think: Continue reading

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Stand Out in Sales with UTAs

In selling, you don’t want to be or sound like every other sales rep. You want to be different—to stand out. And one way to be outstanding is by performing UTAs.

You may not know what UTAs are by their name. But if you have ever received one, it’s likely you’d remember it. UTAs are Unexpected Thoughtful Acts. It’s those small things that you do for someone. UTAs don’t cost any money. And they’re unexpected. Even people who don’t like surprises often welcome UTAs. Think of it as a random act of kindness. Continue reading

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