Be Your Customer's Decision Coach

Posts by JeffL

Mindfulness for Salespeople


Companies such as Aetna, Google, General Mills,  SAP, and many others are adding mindfulness training to their employee well-being programs. Research has shown mindfulness training leads to significant improvements in employee absenteeism rates, turnover rates, stress reduction, and overall wellbeing. Employees practicing mindfulness have also reported more creativity and improvement in skills involving cooperation such…

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Don’t Forget about Conscious Capitalism for Sales Departments!


Few corporate change initiatives offer the direct benefit to a company’s bottom line as initiatives aimed at their sales departments. A well performing sales department provides companies with consistent streams of revenue for supporting all other departments. Change initiatives involving conscious business practices also hold this promise. Unfortunately, most companies that invest in conscious business…

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Salespeople… Know Thy Purpose!

Salesperson's Purpose

If you want to know the purpose of a salesperson, just ask a customer. The customer will tell you a salesperson’s purpose is to help him or her make better buying-decisions. Isn’t that what you also think when you’re in the customer’s role? The million-dollar question is, how many salespeople are mindful of this? Many…

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“Sustainable Selling” is an Inside Job


Think of a belief you hold so dearly that abandoning it feels like you’d be abandoning yourself. Now recall the person who first introduced you to it, and the gratitude you feel toward him or her. Would you abandon this belief if this same individual approached you now and tried to change your mind? Of…

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Customers Buy For Their Own Reasons, Not the Salesperson’s

Reasons Customers Buy

An experience with a salesperson taught me how customers buy for their own reasons, not the salesperson’s. I was leaving an organic food convention when I noticed a doughnut stand vendor who had a significant black eye. Bemused by his unlikely presence at the convention, I asked him how business was. He complained that his “beaten…

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Elevate Your Customer’s Decision-Making Quality

Decision-Making Quality

Not all sales are created equal. Some sales result from better decision-making quality than others. For example, an insurance company I worked for gave “quality awards” to deserving agents. Agents earning this award consistently sell policies that stay in force a higher percentage of the time. The same agents tend to win this award year after year.…

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A Silent Conversation Determines Success for all Salespeople!

Every sale involves two conversations. Most attention is paid to “conversation A”. “Conversation A” is the selling-conversation between the salesperson and the customer. However, there’s also a “conversation B”. “Conversation B” is the silent internal buying-conversation happening between the customer’s ears. These are two distinctly different conversations. For example, during the selling-conversation a salesperson may…

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The Point of Selling isn’t Selling; the Point of Selling is Buying

The Point of Selling isn’t Selling; the Point of Selling is Buying. Such a seemingly simple and common sense principle has profound implications for the profession of selling. What exactly is meant by “The Point of Selling is Buying”? Salespeople’s commission isn’t determined by the selling that took place. Salespeople’s commission is determined by the buying…

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