Trust and Competence—Why Leaders Need Them

When I read Dan Rockwell’s blog The 7 Judgments All Leaders Face, I was impressed by how Rockwell categorized these 7 judgments into 2 essential qualities of leadership—warmth and competence. Those aren’t the adjectives most people would use to describe leaders. Although I would tweak these qualities slightly (to trust and competence), I believe these are worthy of further discussion. Continue reading

Posted in Being Successful, Leadership | Tagged , , , | Leave a comment

My Favorite Quotes on Leadership

When you’re the CEO of a company, you find yourself thinking a lot about leadership and what it takes to be a great leader. And if you happen to be in the consulting business, it’s not unusual for others to ask you for your insight about what it takes to be a great leader.

Keep reading regardless of your title. Everyone is a leader. Someone or some group of people (large or small) probably look to you for guidance, advice, or direction. That makes all of us leaders—which is why you might want to read to my favorite quotes about leadership. Continue reading

Posted in Being Successful, Leadership | Tagged , | Leave a comment

How does Listening Factor into Relationship Building?

How important is listening when building a relationship? In my mind, this is an easy question to answer— listening is absolutely critical! In fact, I don’t know how you can build any relationship without the ability to listen. Listening is … Continue reading

Posted in Active Listening, Business Relationships, Relationships | Tagged , , | Comments Off

Why You Didn’t Learn Everything You Need to Know in Kindergarten

Contrary to the advice Robert Fulghum gave in his book, All I Really Need to Know I Learned in Kindergarten, what you learned in kindergarten just might be working against you.  First, let me emphasize that I’m a big fan of this book. I love Fulghum’s advice about sharing, playing fair, and cleaning up your own mess.

But I’m also a believer of the points that Seth Godin makes in his book, Purple Cow: Transform Your Business by Being Remarkable. Godin states that what you learned in kindergarten about following the rules can prevent you from being remarkable. Continue reading

Posted in Being Successful, Misc Blogs, Self-development | Tagged , , | Comments Off

Our Goal in Life is Self-Development

The aim of life is self-development. To realize one’s nature perfectlythat is what each of us is here for.” [Oscar Wilde]

If this is the first time you’ve read or heard this quote, you might assume these words of wisdom are from a contemporary—one who feels quite at home in our self-absorbed world where taking selfies and promoting oneself on social media is the norm. But given the fact that Oscar Wilde died in 1900, it probably makes sense to search for a deeper meaning to these words. In my view, Wilde captures our purpose quite eloquently—that we are put on this earth to grow and develop. Continue reading

Posted in Self-awareness, Self-development | Tagged , | Comments Off

Why You Shouldn’t Care What Your Customers Think

Let me boldly state that in selling INTENT is everything. Think about how you would answer this question, “What is your intent when you plan your sales call and/or approach your customer?” If you’re like most sales people, you’d likely answer, “My intent (or purpose) is to sell to them.” In my view, that’s the wrong approach. I believe it’s much more effective to approach your customer with the intent to teach them and/or find out what they want and help them get it. Continue reading

Posted in Intent, Selling | Tagged , | Comments Off

Recipe for How to Develop High Performers

Many of our clients seek “high performers” or look to establish a “high performance” sales organization.  Exactly what does this mean? I started thinking about a recipe to develop high performers when a colleague sent me a video clip of Brendon Burchard talking about qualities that all high performers possess.

To give credit where it is due, this does build on the qualities that Burchard says all high performers share. However, these are ideas that I’ve referenced often in this blog and when speaking to our customers. Continue reading

Posted in Being Successful, Coaching | Tagged , , , , | Comments Off

I Put 5 People on Your Drug—and 4 of Them Died!

“I put five people on your drug…and four of them died!” That’s what one of my customers told me when I was a sales rep for a pharma company. Those are words that no one wants to hear—regardless of your situation. What could I say?

What this physician said was certainly inflammatory. The way she said it put me on the defensive. But I’ve learned that when we react emotionally, it is seldom wise or effective. Continue reading

Posted in Analyzing Selling, Misc Blogs, Selling, Selling Excellence | Tagged , , | Comments Off

Why do Listen and Silent Share the Same Letters?

It’s funny how the words “listen” and “silent” have the same letters. I wonder if that’s a coincidence or a reminder. It’s both in my opinion.

Can you really listen if you don’t allow for silence? If you ask genuine, thought-provoking questions, it seems to me that you should expect to hear silence first before you hear any words. That indicates that the person you’re talking to is taking the time to process what you just said. Continue reading

Posted in Active Listening, Effective Communication, Questioning | Tagged , , | Comments Off

The Shelf Life of Words

“The words you use with people not only have shelf life, but have the ability to shape life.” That’s a quote from my friend Coach Buzz Williams. Not only is he eloquent but spot on about the power of words.

I think if we truly understood how much of a difference words can make, we would not be so reckless in what we say. The words we choose and how we combine them can really affect what people hear and how they react. Continue reading

Posted in Effective Communication, Selling, Selling Excellence, Words Matter | Tagged , , , | Comments Off