Thinking Like a Salesperson? Here’s Three Reasons That You Should (even if you’re not in Sales)

Thinking Like a Salesperson? Here’s Three Reasons That You Should (even if you’re not in Sales)

Posted on Nov 13, 2015

It takes a special kind of person to be in Sales. I should know; I spent my early career as a salesperson. While life ultimately lead me in other directions – marketing, strategy, operations – the lessons I learned as a sales rep have served me well no matter my role or function. Here are three […]

A Powerful Way to Build Connections

Posted on Aug 23, 2013

Empathic Storytellers close more deals, more quickly. The object of empathy is understanding – tailoring value propositions to match both the unique needs and wants of the recipient. Understanding allows the Empathic Storyteller to anticipate and proactively eliminate objections. Understanding minimizes competitive alternatives. Understanding improves the alignment between need/want and solution. The result for sales […]

Improve Your Negotiating Skills Through Storytelling

Improve Your Negotiating Skills Through Storytelling

Posted on Jul 30, 2013

The object of empathy is understanding. – Lauren Wispé, The Pyshcology of Sympathy (1991)   And, I argue, the foundation for compromise – which is the cornerstone of all successful negotiations – is understanding. Storytelling is one of our oldest forms of communication. Artful storytelling can convey information and understanding that’s at once both intellectual and […]

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