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
‘Tis a lesson you should heed:Try, try, try again.If at first, you don’t succeed,Try, try, try again. W.E. Hickons, Try and Try Again Most salespeople stay inactive due to wrong assumptions about the probability of success.Based on proper investigation, if you figure a deal makes sense for the other party, don’t give up when sensing … Read more
How strongly I recommend it: 10/10Read more details & reviews (Amazon) There hasn’t been one book where I found more valuable lessons on negotiation than in Chris Voss’s “Never Split the difference”. Having experienced a tough professional life as an FBI hostage negotiator Chris advocates a whole different and counterintuitive negotiation philosophy that I only … 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
In my roles in sales and business development leadership, I’ve been observing one recurring pattern. After a business conversation with representatives of a company I hear colleagues and sometimes myself saying things like “I spoke to them and they want […]”. Or “The company doesn’t like our offer. They want us to do more.” But … Read more
