Change is one of those funny words. You either love it or loath it. Some people are hardwired for change and embrace it for the new possibilities it brings and others dread it. Like it or not…change has become a way of life for all of us. I find it fascinating how long we put…
The purpose of culture (any culture) is to teach people how to “see” the world. More specifically, organizational culture is created, reinforced, promulgated, and maintained through the powerful See-Do-Get Process® where managers and staff members are “taught” how to see themselves, other people, and the world around them. For example, a customer (Curt) walks into…
In my early years of selling, whenever I got an objection, my heart would sink, my stomach would go into turmoil, and my mind would shift into overdrive trying to figure out how to deal with it. All my early sales training and all the sales books I’d ever read made a big deal about…
No one likes sticker shock, not you and certainly not your prospect. The last thing you want when you mention your final price is for the prospect to gasp, clutch his heart and keel over. That’s why it’s wise to prepare your prospect for what’s to come in terms of the financial investment he will…