What and How – Communication Keys

Words Matter! It’s an important mantra around here at Delta Point. I’m a big proponent of investing the time to choose just the right words when communicating. And in today’s technological world, it seems that words are gaining in importance as we connect with others whether via email or social media. In these cases, it’s all about the words because you can only interpret what is printed on the page or screen. Continue reading

Posted in Effective Communication, Selling, Thinking Like the Customer, Words Matter | Tagged , , , , | Leave a comment

When Small is Bad

I’m a big advocate of “small”. I believe that small changes can lead to big results. That it’s better to ask for a small commitment than a large one. That it’s easier to take small steps than large strides to reach your goal. Usually small is better—but not always, as a recent study confirmed. Continue reading

Posted in Misc Blogs, Other Focused, Relationships | Tagged , , , | Leave a comment

Seeing the “No See” Physician

It can be frustrating when you arrive at a physician’s office and are told, “Sorry, Dr. A doesn’t see drug reps.” While traditionally we have been taught to woo the gatekeeper, they are usually fairly adept at keeping sales people out.  But don’t give up. There are ways you can see a “no see” physician—and if you make that first interaction with them meaningful, you just might be one of a very small select group of sales specialists who they value and get access on a regular basis. Continue reading

Posted in Pharma Sales, Relationships, Selling | Tagged , , | Comments Off

Benjamin Franklin, Steve Jobs, Meg Whitman: What do they have in common?

What do Benjamin Franklin, Steve Jobs, and Meg Whitman have in common? This diverse group has been identified among the 50 best salespeople of all time. And quite surprisingly (to me), I’m included in that list of great sales people. Continue reading

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

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 , , , | Comments Off

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 , | Comments Off

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