How to Be Trusted Amidst Uncertainty
Right now there are so many unknowns amidst the global pandemic. This worldwide uncertainty about the future naturally leads customers to be less confident in [...]
43 articles
Recover from a Frustrating Customer Conversation - Part 2
Last week I introduced an approach for recovering from a frustrating customer conversation, based on an exercise shared in the book Conscious Business: How to [...]
Recover from a Frustrating Customer Conversation - Part 1
Frustrating customer conversations are unavoidable. No matter how great your product, your delivery, and your guidance, you’re still bound to encounter a customer who [...]
Create a Forgettable Sales Experience
When hosting sales workshops for reluctant sellers, I commonly use an introductory exercise to help participants reframe their perception of sales by sharing their own [...]
Don't Pretend That Everything Is Fine
Last week I wrote an article that addressed how to separate helpful from unhelpful advice during unprecedented circumstances. This week I’d like to address [...]
How to Identify Useful Advice in Unprecedented Circumstances
My inbox and LinkedIn feed are flooded with advice on how to succeed in business amidst the pandemic. Personally, I’m not finding much of [...]
Use the Vulnerability of Video to Build Trust
A previous Owner’s Manual article discussed the general benefits of video calls over audio-only calls. But now that we’re all conducting video calls [...]
Use the Phrase “Oh Well” to Help You Close More Deals
You’re not going to close all of your sales opportunities.This is a particularly difficult reality if you’re a reluctant seller. It’s [...]