BLArticle®
The personal touch of a blog; the informative touch of an article.
The Starbucks Effect… On Conversations
The other day, I was on a coaching call with a client, and the Starbucks name kept coming up. Strangely enough, it had nothing to do with my asking this client to meet me at the coffee shop. It came up because I was asking this client...
It’s All About Choices
Listen Here On Apple Podcasts Life is about choices. These choices can have an impact on all you do. Author, life coach, and professional speaker Ron James sits down with Rob and talks about the choices he made that set him on a dangerous, destructive path... until he...
It Turns Out Timing Really Is Everything
We often think of the phrase, “timing is everything,” as a way of coping when something doesn’t go our way. The fact is, timing really is everything, but not in the fate versus reality perception. No, when I mention timing, I’m referring to our actual pace of...
Another Timely Reminder
The other day I met a friend for lunch at a designated time and place. I had planned a very busy day, but I really like my friend and the restaurant we were to meet at, and I could not wait to break bread. I was on time, but my friend was...
Getting Back Into Meeting-In-Person-Shape
Like many, it’s been a while since I’ve engaged with clients on the road. With most trips, there are logistics to work out, protocols to abide by, and a general sense of business etiquette to follow. When you’re meeting with clients live these...
The Power Of Infectious Energy
When it comes to an actual delivery, I don’t suffer from Zoom fatigue, and I sincerely appreciate the various delivery options available like breakout rooms, polls, chats, video, PowerPoint, and more. I back that up with a professional backdrop, a powerful...
The Greatest Myth In Sales: Always Be Closing
The whole concept of closing brings with it many myths. These myths are perpetuated by old schools of selling; they placed a heavy emphasis on this particular stage of selling. What’s worse, many are a little intimidated to challenge the old conventional methods of...
The Fight For Feedback
One of the most emotional issues that any manager, coworker, presenter, or even family member must deal with is giving feedback. On the surface, this may appear to be a rather simple issue, but be assured, it most certainly is not! To begin with, it is extremely...
Which Lifeline Would You Choose?
I would guess that you’ve seen the show, “Who Wants to Be a Millionaire.” Originated in England, contestants tackled a series of multiple-choice questions to win large cash prizes. The original American version premiered on ABC in...
Team Over Talent
I’m a sports fan; there’s no denying it. I love the action – the drama – the excitement – and believe it or not, the interviews. After all, when you have sales in your blood, the post game interviews are when you to hear the real selling! It’s important to...
I frequently mentor others who are struggling at work, or are in career transition, and one topic seems to always come up: “I don’t like my manager!” After over a decade of conversations about this, the “I don’t like my manager” mantra continues to be discussed. When...
Contempt of Conversation
I’ve always enjoyed a good courtroom drama. The maneuvering – the intrigue – the excitement! By watching those shows, you can learn a great deal about what to do, and what not to do. It’s always fascinating to watch when a lawyer is held in contempt of court. This...
The Faceoff Between Curiosity And Fear
Have you ever wondered what drives people to consider change? In the world of sales, we not only wonder about it, we’re consumed with it. It’s what drives people to take action, often before a salesperson is even present. It can represent a real struggle. Like two...
Beware Of The “What If’s”
Let me set the stage for you… You’ve mustered up the courage to take a different path. Maybe you’re attempting a new skill. Perhaps you’re meeting with a new prospect or client. It could be you’re attempting to do something that involves a higher degree of risk...
Seller’s Remorse
At some point in our lives, we’ve all experienced the dreaded, “Buyer’s Remorse.” Quite frankly, I think it’s more of an anomaly to not feel some sort of remorse after a difficult buying decision. Usually, the larger the decision, the greater the feelings of remorse...
Your Slide Deck Tells A Tale
At the risk of sounding a bit arrogant, I’m going to make the following statement: All I need to see is your slide deck, and I will learn what I need to know about your presentation and how you’ll do as a presenter. I told you I might come off a little boastful, but...
A Rate Book and a Yellow Pad of Paper
“If you can’t explain it simply, you don’t understand it well enough.” - Albert Einstein I was twenty-two years old when I graduated from the University of Maryland. Within two weeks, I found myself working as a salesman for the New York Life Insurance...
The Detergent That Destroyed A Sales Process
I’m sure I spend too much time singing the praises of Xerox, but decades ago, there was no other company that could touch the quality of the sales training they offered. Xerox seemed to have a process for everything; how to open a call, how to close a call, how to...
How Do You Talk To You?
Take a moment and think about the last time someone you knew well mustered up the courage to ask you for help. No doubt, you displayed kindness, and probably empathy as well. As a matter of fact, my guess is that these behaviors came naturally to you because you...
The Truth Behind Sales Scripts
The use of scripts is one of the oldest techniques taught to sales people in how to sell. In my sales career, I had to learn three scripts. The first was a fairly short, punchy one from New York Life called, “The Hundred Man Story.” It tracked the typical...
“Rob is an expert not only in the art of influence,
but also in human nature.”
~Ken Blanchard,
coauthor of The One Minute Manager® and Trust Works!