by design
Make your next training
BY Design
Follow us

Search

July 2020
  -    -  July

This is a follow-up to my LinkedIn post which you can find here. And conversely to the title above - a shallow path of discovery leads to a shallow solution. In our training business (specifically the sales training side), we are routinely asked "Well - what should we say?"It is the response most often said when a person realizes they can improve.But what they are

From LinkedIn: This quote focuses on how the mind views change. Often, if you focus on the desired end-state, things can be difficult – especially when you are looking at major change in habits or behaviors. This is especially true with someone who needs to be prospecting - but has not wanted to for any number of reasons. If this person is you the first thing I

From LinkedIn: You can’t solve today’s revenue needs with yesterday’s prospecting methods and if you’re using yesterday’s prospecting methods, you are creating a problem for you (and your team) in the future. Customers were already searching and buying differently before the pandemic and have significantly changed during the pandemic.Prospecting, like everything else, needs to evolve – or suffer extinction.How will you change how

From LinkedIn:Actual call:Seller: ”I was wondering where you were in your plans to reinstate your training meeting schedule?”Customer: “We will be ready when we and our attendees won’t die by traveling.”Prospecting was changing.  And then it got pushed off a cliff. This post is focused on the hospitality industry and my connections there, but many industries are realizing that their heritage methods/strategies for business

From LinkedIn: The conscious brain includes all our thoughts and feelings in the present moment.  The subconscious brain holds everything else.This means that our “in the moment” conscious brain (1%) is battling the “lifetime of experience” subconscious brain (99%). Those who understand and accept this – also know it cannot be mastered or tamed in the moment and takes years to respect the differences and advantages

From LinkedIn:I might change this to be far more specific:”A successful work culture requires meaningful work and meaningful relationships.”There are two important parts of this chapter in his book and it was: 1. He does not say “find meaningful pay,” but rather, “meaningful work” – purpose or culture. I think it is hard to start a career in search of meaningful pay – and

It’s not if you asked a question – but rather, what the question is attempting to uncover. It’s not how prepared a question appears – but rather, how it made the person you are speaking with – think/feel. A great question shows you are prepared, but also how deeply you understand the premise/subject.And the sheer number of questions does NOT influence the quality