Customer Success stories

This type of story shows someone successfully using your product or service and being satisfied with the result. Don’t confuse it with a testimonial, which can be as simple (and uninspiring) as quoting one of your existing customers saying, “I use this product and it works great.” Customer success stories are stories, not statements. What [read more]

Sales Story #8: Your “I’ll go to bat for you with my company” story

{The 8th in a series of the 25 most useful sales stories.} One of the types of stories you’ll find useful in the rapport-building phase of the sales cycle is one to assure your prospect that, when necessary, you’re willing to go to bat for them with your own company’s leadership. Of course, that doesn’t mean [read more]

One Question That Led to an Innovation Breakthrough for Procter & Gamble and Can Do the Same for You

TIDE HAS BEEN the number one selling brand of laundry detergent in the United States since soon after its introduction in 1946. The main reason for that is that the chemists and engineers at Procter & Gamble are committed to improving the cleaning formula year after year. In the late 1990s, one of the improvements [read more]

4 Steps to Ending the Parent-Teen Control Battle

Neil Brown is a psychotherapist and author of the book Ending the Parent-Teen Control Battle. He joined me this week to share 4 steps to break out of the too-typical battle of wills parents have with their teenagers. He shared an all too familiar example of parents of teenagers who fall short of their school and [read more]

Your “I’ll tell you when I made a mistake” Story (Sales Story #7)

{The 7th in a series of the 25 most useful sales stories} One of the things I learned from interviewing professional buyers was that there are two things salespeople can do to immediately earn buyers’ trust and credibility. In the words one buyer used to explain it, “First, tell me when you can not help me. And [read more]

Finding the Fire at Work: What We Can All Learn From the World’s Most Grueling Athletic Competition

“Over 70% of people are uninspired, disengaged, and passionless at work” – That’s according to author and speaker Scott Mautz. Scott joined me on my podcast this week to talk about how to change that. He shared the results of his work in that area from his new book Find the Fire: Ignite Your Inspiration [read more]

How NOT to Break a Date with a Boy

When Renée was a high school freshman, she did what many fifteen-year-old girls do. She developed a crush on a senior. We’ll call him Dave, and he was gorgeous. He was also smart, and funny, and mature, and he could drive a car. What was not to like? But he was a senior and not [read more]

#6 of the 25 Most Useful Sales Stories: An “I’ll tell you when I can NOT help you” story

{The 6th in a series of the 25 most useful sales stories.} One of the things I learned from interviewing professional buyers was that there are two things salespeople can do to immediately earn buyers’ trust and credibility. In the words one buyer used to explain it, “First, tell me when you can not help me. [read more]

“How Did We Kill This Man?” A Management Nightmare that Led to a Better Leadership Philosophy

I recently had the chance to visit with performance coach Cort Dial, author of the book Heretics to Heroes: A Memoir on Modern Leadership. He shared the story of a fascinating but tragic incident early in his career that led him to develop a very different leadership philosophy. It’s always more exciting to listen to [read more]

What Self-Reliant People Do When “I’m sorry, we tried everything” Just Won’t Cut It

What can kids and grown-ups learn from a 5-year-old boy with Down syndrome, an unsympathetic insurance company, and a leadership team willing to take matters into their own hands? A lot, it turns out, about self-empowered, and self-reliant behavior — something most parents want to see in their kids (and most executives want to see more [read more]