January 2010
3 posts
Whether we realize it or not, selling is based on relationships. And the only real relationships we can count on are those that arise out of intelligent conversations between two people. Conversations are the foundation of selling.
In the end, we will sell, or fail to sell, based on the quality of our conversations with our customers. If we display genuine curiosity, and ask appropriate do-based...
Twenty years from now you will be more disappointed by the things you didn’t do than by the ones you did. So throw off the bowlines. Sail away from the safe harbor. Catch the trade winds in your sails. Explore. Dream. Discover.
-Mark Twain
If you are in a reinforcing feedback system, you may be blind to how small actions can grow into large consequences-for better or for worse. Seeing the system often allows you to influence how it works.
For example, managers frequently fail to appreciate the extent to which their own expectations influence subordinates’ performance. If I see a person as having high potential, I give him...