Truth! The Ultimate Power in Business: Countering the Rise of Lies, Half-truths, and Omissions

 In recent years, we are seeing an ever-concerning erosion of objective truth largely at the hands of certain public figures who have taken political spin to a new and very dark place.

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One of the things that really annoys me is when pundits characterize these fast-talking characters who spew out words a hundred miles a minute, by calling them “great” or “successful” businesspeople. These descriptions often follow video of the subject glazing over facts and casually dismissing objective questions or counter arguments. They just barrel ahead full speed, spitting out rhetoric with such conviction, that the casual observer is at best, easily persuaded—or at the very least, very confused by what they’re observing.

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What are the most critical skills in selling?

Considering the age-old history of sales, I was surprised when I did a google search of “the most critical skills in selling,” to discover that sales pundits are all over the map on this issue. Some point to empathy skill, honesty and ethics, where others get into things like putting aside your sales agenda and allowing the customer to tell you what they need. Then there are those who offer broad skills like customer service and the ability to work across department silos. A few touch on listening skills which at least gets them into the ballpark.

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The "Real" Secret Sauce of Selling… Recognition and Situation Awareness:

secret sauce pic Three Ingredients to Boost your Perceptual Skills to the Expert Level:

 

We've all seen it first hand, that brilliant sales performance where the expert seems to nail every aspect of the selling interaction. But what exactly is that "it" in selling, the part that's hard to put a finger on and we most often dismiss as simply having a knack or "it just comes with experience." But when we peel back the onion a bit more, we discover the underlining intuitive actions that are actually at play. And not only can we unravel the mystery of implicit selling, thanks to science, we can now learn to repeat and improve these skills without sacrificing large amounts of selling time.

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Who are the Advanced Sellers?

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In the aftermath of the 2008 recession, many sales forces were right-sized in an effort to cut costs. As a result, many of the newer sales reps were phased out or their positions shifted to other channels such as inside sales. The primary group still standing are the advanced sellers, salespeople with several years of experience through the recession years while in the same position or industry.

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What is Performance?

Whether it’s an elite athlete or a Porsche 911, performance is all about doing what it takes to produce a desired result. To best understand performance, we need to look at the entire performance spectrum…

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