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Jun-seo’s father loved fine automobiles. He always drove nice cars himself, and went to all the high-performance car shows — a real car aficionado. So Jun-seo grew up with a taste for fine cars himself. Having his own fancy sports car someday was a goal he set for himself at a young age. But buying [read more]
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{Number 16 in a series of the 25 Most Useful Sales Stories.} Value-adding stories are stories that actually add to the attractiveness of the product. They literally make people willing to pay more money for your product than they would without the story. One example of that is the Pig Island story I told on [read more]
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It’s okay to be funny in the office. In fact, I think a sense of humor is critical to success in life and work. But at work, you’re a leader, not a comedian. You don’t have the same latitude as a stand-up comic on stage. And to confuse the two can be costly. To sort through the [read more]
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Not too long ago, “ropes” courses were all the rage. Remember those? Outdoor team-building programs where people climb through trees on ropes and ladders. The idea is that going through some hardship together builds camaraderie and team spirit. So learning the value of patience was not what Dave Orewiler expected from his nine-day ropes course [read more]
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{The 15th in a series of the 25 Most Useful Sales Stories.} “Two roads diverged in a yellow wood.” That’s the opening line of one of Robert Frost’s most famous poems, The Road Not Taken. It describes a difficult choice the narrator has to make between two different paths, and how important it was that [read more]
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Every company has two different sets of rules: the official rules written in the policy manual, and the unspoken rules that everyone actually follows. A classic example is working hours. Company guidelines might say that quitting time is five o’clock. But if everyone else works till six and looks at you funny when you leave [read more]
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I think all parents want their kids to have a healthy sense of confidence, especially when they’re going into a new or unfamiliar situation — like attending a new school, or moving to a new neighborhood. Wouldn’t it be great if there was a proven way to do that in exactly those situations? Well, it turns [read more]
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Customer success stories are probably the most common type of sales story. And they deserve to be. That’s because buyers trust what other customers have to say much more than what a salesperson says. So, your customer success story, even if you’re the one telling it, is far more credible than just your opinion. But, [read more]
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A friend of mine we’ll call Tom was a partner at a big consulting firm. One day, he showed up at one of his client’s offices and heard this: Sorry, Tom. We’re going to have to cancel your retainer—at least for a little while.” Now, to a consultant, those are about the worst words you [read more]
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One of the most prevalent human frailties — one that begins in childhood and stays with us the rest of our lives — is a concern about what other people think of us. To a 10-year-old, it might be what the other kids will think of her new tennis shoes. To a teenage boy, it [read more]
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