Author: Leanmail

Meetings: The Purpose, The Pain, The Possibility

As business folk, we hold meetings regularly. Yet often we don’t accomplish what we set out to achieve. Why? The Purpose Meetings are held to accomplish a specific, beneficial outcome requiring the attendance of the right people with the right agenda. The Problem/Pain Often we end up with miscommunication, wasted time, incomplete outcomes, misunderstanding, lack…

What Makes A Decision Irrational?

After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model used in sales, coaching, and leadership, I’m always amused when I hear anyone deem a decision ‘irrational’. Only outsiders wishing for a different outcome designate a decision as ‘irrational’. I doubt if the decision maker says to…

Guest Blog: When Should a Seller Gather Information or Understand Needs?

Part 1 redefines buying thus: The process a buyer goes through to get their ducks in a row to manage all of the factors involved prior to, and including, making a purchase.  It explains why the sales focus of seeking appointments, gathering information, offering solution data, and understanding needs doesn’t lead to a higher percentage of…

Guest Blog: Do You Want to Sell? Or Have Someone Buy?

Part 1 of a 2 part series on understanding a buyer’s needs. Do you know the difference between how you sell and how buyers buy – and why the difference matters? After a conversation with my colleague Erik Luhrs (we’re developing a Lead Facilitation pilot http://guruselling.com/) I’d like to expand the definition of ‘buying’. But…

Most salespeople completely blow their first newbiz meeting – including you

You land a meeting with a prospect that you’ve been researching for quite some time.  Then you make the same mistake that most sales people make:  you book an hour-long meeting at her office. What’s wrong with that?  Plenty.  The chances of converting that meeting into a sale are quite slim at this point.  So…