Posts Tagged ‘selling’

The Negotiating Wisdom of Vito Corleone

Wednesday, February 23rd, 2011

One of my favorite leadership philosophers was the late, great Vito Corleone, immortalized in Mario Puzo’s The Godfather. Don Vito rose to power because of his talent for engaging almost anybody in productive negotiation.

The Don was committed to reasoning with others to find win-win solutions. Read the rest of this entry »

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SPICIER Selling: A Better SPIN

Wednesday, January 26th, 2011

Readers know I am a fan of Neil Rackham’s SPIN Selling. However, I’ve mentioned that his model is a bit awkward; when I am in a sales process and think “SPIN,” the N doesn’t give enough guidance to remember what comes next. So, as previously promised, here is my evolution of Neil’s theme, SPICIER Selling. Read the rest of this entry »

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Slow Advice, Fast Growth

Wednesday, December 29th, 2010

You’ve heard of the Slow Food movement? I’d like to recommend something similar for those dispensing business advice. These days, a lot of people are trying to force-fit whatever they’re selling into every situation, and they make their fast food one-size-fits-all approach sound haute cuisine by saying they’ll coach you.

Yuck.

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Selling vs Helping: SPINning Your Way to Better Results

Monday, December 6th, 2010

You’ve got a business. You need to grow it. What should you do first? Meaning no disrespect to my colleagues who specialize in sales, let me suggest you don’t start selling. Until you have deep insight into what your prospective customers need and have used that insight to earn their trust, don’t even think of trying to sell – that is, if you think of selling as trying to close. The best salespeople know that closing is simply the last step of a complex process during which your main task is to seek insight – to ask questions, shut up, and listen. Read the rest of this entry »

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