Three things give the student the possibility of surpassing his teacher: ask a lot of questions, remember the answers, teach. John Amos Comenius Throughout history, many individuals have faced great challenges while attempting to achieve their goals. One such person is John Amos Comenius, an influential education reformer from the 17th century. Despite facing many … Read more
Of all the causes which conspire to blindMan’s erring judgment, and misguide the mind,What the weak head with strongest bias rules,Is Pride, the never-failing vice of fools. Alexander Pope, Essay on Criticism, II, 1711. Pride is a fascinating human phenomenon. It can be a vice – as in the poem by Alexander Pope – or … Read more
The reasons your clients want to buy from you are not only economic. As rainmakers, we need to convince people on many aspects before they will make a decision. In pitches, facts & numbers alone won’t bring you any sales. Also, being likable is not enough if you ignore the social dynamics of a deal. … Read more
You observe a behavior of a person. Maybe you get a strange look, or some words don’t make sense. Then your mind starts looking for an explanation. Did I do something wrong? Is she mad at me?You quickly start interpreting what you see. Our minds want to make a coherent story out of everything we … Read more
As a rainmaker, we want to be helpful and efficient. Our time is valuable and that of our client even more. That’s why we must master communication. Effective communication means ideally more listening than speaking. And when it comes to speaking, simple language works the best. We often observe situations where people think that selling … Read more
Managing expectations is one of the most critical skills of a rainmaker. A sustainable relationship cannot exist without it. Overpromising sometimes makes a quick sale but mainly leads to disappointment. Rainmakers understand their company’s product limitations and benefits equally well. And they communicate both because customers value honesty. As a salesperson, you paint a picture … Read more
There are situations in business and life where two powerful players have good reasons for vital co-existence and even fruitful collaboration where at the same time they’d also find valid reasons for their mutual destruction. It’s at the brink of that fine line where talented negotiators can define the destiny of a whole company or … Read more
While fostering economic growth everywhere we’ve been continuously eating into our planet’s resources. We’ve been damaging the systems that keep the planet a healthy environment for ourselves and many other species. Since the beginning of the 20th-century economic growth has been the main metric for the measurement of human wellbeing. It’s an important economic metric … Read more
The moral duty of a salesperson “The role of marketing is to change someone’s perspective on a thing” (Rory Sutherland) As an advanced professional in Sales or Business Development you’ve perfected your craft. People will buy from you. If you’re really good you’d be able to sell everything to almost anyone. Maybe you proud yourself … Read more
There is one universal principle which is so old that you can find it in all religious and philosophical writings from the last several thousand years. There literally is no exception. You’d find forms of it in sources from all continents. It seems like wherever human beings have been living together on this planet someone … Read more
