Posted: February 22, 2012 | Categories: Leadership, Team Building

My mother lives in an assisted living complex near Kansas City.  When Mom was preparing to move in January, 2009, my siblings and I will never forget what she was most excited about:  Her apartment was the only one in the complex with one of those fancy “walk-in” bathtubs.  We thought, “Won’t that be nice when she doesn’t have to step over the rail?”
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Posted: February 16, 2012 | Categories: Sales

I was facilitating a team meeting last week and the subject was added value.  The first question we needed to address was: “What are we selling”

Del Webb is a company that builds retirement communities.  They make money by selling houses.  Even though the sale of houses is what they do, it is not what they sell.  Ask any of their sales reps, and they will tell you that what they sell is a lifestyle.  There is a community center along with many activities.  You never have to do yard work or house maintenance but you can still have your own little garden.  In other words, what they are selling is the experience.  Years ago, a seasoned and successful sales professional told me, “People buy based on how the purchase will make them feel”
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Posted: February 8, 2012 | Categories: Leadership, Team Building

“This is not a disciplined football team!”  Former Chicago Bears coach Mike Ditka has been known to say that often.  When I hear that, it reminds me of three key components I find in every championship team:
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Posted: February 6, 2012 | Categories: Management, Team Building

Here is an all-too-familiar scenario:  Something got goofed up.  It is time to huddle and solve the problem.  So we sit down together and the boss says, “What’s the deal?”

The next thing that happens…finger-pointing and blame.  No one wants to take the rap for the costly error.  (If is wasn’t costly, we wouldn’t be talking about it)

After the blame comes the next phase:  “OK, here is what I think we should do. ”  “No, let’s not do that…I think we should do this.”  The discussion intensifies, and the team finally ends up with the action to be taken.  If this is how your team solves problems, you may be missing an ideal opportunity to make your company stronger.  In order to capitalize on problems, we need to level the playing field and get everyone engaged in the process.  Here is a 9-step method that has stood the test of time:
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Posted: January 17, 2012 | Categories: Sales

If you are a good dancer, you know how important it is to be in step. Effective selling is like a dance, and we must be careful to be side-by-side with our prospects. This sounds simple. It is not always easy. Here is an example I encountered in my coaching just this past month:
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