Buying is About Thinking: How to Get Inside Your Customer’s Head

/

All through your life, you’re making all kinds of decisions. And whether consciously or not, you make those decisions by following a personal decision-making process—one that has developed over the years and become a consistent pattern that is grounded in your thinking preferences.

The buying decision, like any decision someone makes, is also directly related to the way a person thinks. It only stands to reason, then, that if you can get inside your customer’s head and have a better understanding of how they think—what they focus on, what catches their attention and how they got through the process of thinking through a decision—then you’ll be way ahead of the game when you’re in a selling situation.

Read More

Exploring the Future of Thinking at Training 2017 Conference & Expo

in Events

/

I’m always surprised when a conference surprises me. When you go to them a lot—and especially when you’re wearing your marketing hat—you begin to wonder just which one it is you’re at this time. So whenever there are some standouts, whether in the sessions, the Expo Hall or the new connections made, it makes an impression.

At the Training Conference in San Diego last week, there was the usual the cornucopia of exhibits, learning sessions, concessions and assorted activities to take part in. You have to get strategic about it if you want to check off your list and fit everything in. I knew there would be sessions I’d want to attend from a personal learning point of view as well as other activities that would help expand my horizons and spark my thinking from a business and marketing perspective.

Read More

Why Your Sales Training Isn't Making an Impact

/

In any given year, sales can be a roller coaster of exhilarating highs and crushing lows. But lately it seems as though the ride is getting more thrilling—and stressful—by the minute.

Technology is giving us (and our customers…and our competitors) access to more information than we sometimes even know how to manage. Decision-making is more complex and often involves more people—but just as often needs to happen at a faster pace. And through it all, relentless marketplace volatility is threatening deals and making it harder than ever to plan, forecast and shift attention in the moment, even as those activities become more critical to ensuring sales teams hit their numbers.

Read More

How to Build Trust in a Virtual Team

/

A little over a decade ago, the remote workforce was dominated by people in outside sales roles. They came into the office on occasion for meetings or, if they were local, to load up on marketing brochures and office supplies. But for the most part, they were out of sight.

They certainly weren’t out of mind.

I can still distinctly remember the comments around the office: Are they really working? He probably spends half the day watching TV and running errands. She’s never there when I call—who knows what she does all day.

Of course, today’s virtual workforce is no longer limited to sales roles. According to the latest research from GlobalWorkplaceAnalytics.com, 3.7 million employees now work from home at least half the time, and since 2005, the regular work-at-home population (not including the self-employed) has grown 103%.

But just because more employees and teams are working virtually, it doesn’t mean we’ve solved those age-old trust issues. In fact, with the rise of virtual teams, we’ve seen new challenges, from miscommunications and conflict to questions about accountability to a feeling of disconnect and detachment from each other and the team’s common purpose.

The news isn’t all bad. When the conditions are right, virtual teams can be more productive and more engaged than those who work together in the same office every day. The key is to make sure you have those right conditions in place.

Read More

Should We Be Mindful?

/

With all the attention mindfulness has been getting, it seems like heresy to even ask the question. But a recent New York Times article, “Actually, Let’s Not Be In the Moment,” may well leave you wondering if we’re overthinking this whole thinking thing.

The truth is, mindfulness, like anything, can become a trend that gets oversimplified or watered down and ultimately leads to the type of cynical view that’s presented in this article. But rather than throw away the entire concept, it seems like it makes more sense to consider what aspects of mindfulness can truly benefit us and then to focus in on those.

Read More

This is Why Your Creativity Initiatives Are Failing

/

Everybody’s talking about creativity in business. From global leadership studies to the popular press to CEO speeches, the value of creativity and innovation continues to get plenty of attention on the management agenda.

And for good reason. The world is changing spectacularly fast. Volatility and uncertainty aren’t going anywhere. Each day can feel like you’re venturing into uncharted territory, a place where there are no existing playbooks and no tried-and-true-formulas to go by. To stay ahead and stay relevant, leaders have to stay on their toes. They need creativity, novel thinking and inventive ideas.

So they set “creativity missions.” They talk about how they want people to be more innovative. They share stories and inspiring TED Talks about the secrets of creative startup cultures.

But all this talk and attention aren’t enough. If it were, fewer companies would be struggling.

So what’s getting in the way?

Read More

These Team Building Exercises Will Prepare Your Team to Dominate in Q1

/

This morning, I experienced the annual ritual that reminds me it’s the beginning of a new year: I had trouble finding a parking spot at my gym.

With the holidays behind us and the clean slate of the new year laid out in front of us, fitness is on the minds of many. But this doesn’t have to be just about physical well-being. Now’s the perfect time to redouble your focus on building the health and fitness of your team at work.

Read More

Think Before You Resolve: How to Achieve Your New Year’s Resolutions

/

Lose weight. Get organized. Learn something exciting. Fall in love. These are just a few of the top new year’s resolutions.

All worthwhile goals. Which makes it even more of a shame that, according to a study by the University of Scranton, only 8 percent of people are successful in achieving their new year’s resolutions.

But if you’re thinking that dismal statistic gives you all the justification you need to pass on the resolution tradition this year, think again. The same study found that people who explicitly make resolutions are 10 times more likely to reach their goals than those who don’t.

Before you forgo the resolutions altogether—or make that same old pronouncement about how you’re going to stay fit and healthy this year (and this time you really mean it!)—why not put a little intention into the process to up your odds of success?

Read More

Gain Clarity About Your Future With the One Sheet Technique

/

My dad was an accomplished guy. For years before he started his own assessment and consulting company, he directed management education at General Electric. In his mission to apply brain dominance theory to learning, he created a body of work that included two books and the Herrmann Brain Dominance Instrument (HBDI®). He also actively pursued his avocations—landscape painting and singing. In college, he majored in physics and music, and he once performed in an opera at Carnegie Hall.

One day I knocked on the door of my dad’s office and said, “Okay, level with me. How did you get all this done? What’s the real scoop?”

Read More

The Perfect Holiday Gift? Quick Tips for Smarter Stress Management!

/

‘Tis the season…and for many of us, that means stress.

Stress gets a bad rap, but stress, per se, isn’t necessarily a problem. It’s simply how the human body-mind reacts to change. That change might be an unpleasant one, like a last-minute request that throws your entire project off course. Or it could be a pleasant one, like finding out that you’ve received a promotion. Your physical reactions to either—increased pulse, more rapid breathing and the release of certain hormones into your blood stream—might be the same.

The point is that all the varieties of stress are not created equal. Don't assume that all stress is negative. In fact, you can befriend stress by using it to your advantage.

Read More

Search

Tags

see all

The Whole Brain Business Book 2nd Edition

Read the first two chapters and order your copy today!