Please enjoy this recording and other supplemental materials from Tony’s free weekly webinar.
Chapter One is below.
Read the Author’s Preface by clicking here.
I reminded myself that we were in a well-lit office, not a dark alley. No need to get aggressive yet. I relaxed my jaw and tried to keep the fear out of my voice as I replied, “If you pull my people off your project, there’s no way you’ll meet the delivery date.”
My client looked at me blandly, as if he had delivered a weather forecast. In fact, he had devastated my sales forecast. Five fewer of my consultants billing their time to this client meant there was no way I would meet quota to earn my bonus. I needed him to engage with me. I forced a response with a direct question that was also a threat. “Did Juan approve this staffing cut?”
“Why would I check with Juan?” asked the Director of Information Systems Development (ISD) for Billing Systems. He ran his finger down a page of the MCI internal directory as he spoke, “Nobody (more…)
Everyone’s favorite radio station is WII-FM
Broadcast on their frequency and they’ll tune in.
Wharton Professor Jonah Berger talks about his book, Contagious: Why Things Catch On. The book details six key steps to drive people to talk and share. STEPPS is an acronym for:
Sales Skills for Top Managers Podcast
A conversation with executive coaching client Ron Dimon. Part 8
This latest podcast is part eight of a funny and practical conversation between top executive coach Tony Mayo and his longtime client Ron Dimon. Ron is an expert on the use of information by executives of large organizations. Listen as two experienced business people play with useful ideas in this episode including:
A quick story to illustrate an old maxim: Tell them and create doubt, show them and cause belief, but involve them to change behavior.
Much too often, business owners and salespeople eagerly run off to complete assignments given to us by employees, prospects, or clients. We are asked for something, we feel like we should know how to provide it, and we eagerly set to work trying to produce something that might please them.
My experience is that it pays big dividends to slow things down by asking many clarifying questions. Exactly what information will satisfy a prospect who is looking for a reference? Or comparable experience? Or assurance of financial stability? How much ownership or participation in an eventual sale will satisfy a key employee? What commission, recognition, or work/life adjustment will motivate our best salesperson?
My CEO executive coaching group members have learned that (more…)
by Dave Grossman
I read this book and I review it here not because of any particular interest in sanctioned killing, rather because of my interest in institutional means of getting people to do difficult yet important tasks. I train salespeople and other business leaders.
I first heard the author, Dave Grossman, on a radio interview promoting this book. I heard him say that that in the history of combat from Alexander the Great through World War II only about 15% of soldiers in battle were trying to kill the enemy. He’s not talking about the long administrative and logistical tail of the army. Only 15-20% of the people with guns or swords in their hands, who were facing a threatening enemy, were willing to kill that enemy. I know this is (more…)
Here is a complete toolkit for implementing one of my most powerful and versatile techniques, The Conversation Contract™. Leading psychologist Thomas Harris, author of the bestselling I’m OK–You’re OK, developed the basic process to help people conduct the most important and stressful conversations in their lives. I have refined it over the past fifteen years in my work with salespeople, managers, government officials, and CEOs to its present form. You can use it for better meetings, telephone calls, and family interactions.
Start with this video and reinforce your skills with the (more…)
Here is my 12 Step Program for conducting a difficult, stressful, or frightening conversation in a way that will create new possibilities for relationship and action.
The simple shortcut from victim to choice is to start sentences with “I” rather than “you.”