When it comes to coaching, building rapport is almost as important as gaining trust. Rapport is essentially that feeling of connection you have with another person. If you’re like most people you can usually tell when you have rapport with someone. However, like most people you probably could do a better job at creating rapport […]
In order for business coaches to be successful two elements are absolutely essential. First, they have to know what they’re talking about. In a word, they have to be competent. Second, they need to gain the trust of the people they’re coaching. It’s of little value to be exceptionally intelligent if someone doesn’t trust your […]
In 2010, the company I’ve worked for the past 27 years, State Auto Insurance, implemented business coaching in the sales area. I had the opportunity to lead that change and actively participate as a sales coach. For a year and a half I was on the phone every month with nearly three dozen sales manages. […]
Albert Einstein is reported to have said, “Make everything as simple as possible, but not simpler.” Einstein’s theory of relativity was obviously not a simple concept but he was able to simplify it so even people who were not scientists could understand it and some of its implications. The same could be said of persuasion. When […]
I had the privilege of speaking at the Assurex Global North American P&C and Employee Benefits Sales Conference a few weeks ago. It was a top-notch event at a beautiful location that brought together more than 100 highly successful insurance agency owners and producers. My topic was the application of persuasion in sales. I love […]
When talking with a consulting client recently I encouraged them to look for ways to engage the principle of reciprocity with clients through giving. I told them when it comes to giving always remember; it’s not about you, it’s about the person you’re giving to. Let me explain. Quite a long time ago I used […]
If you follow me on Facebook then you know over the weekend Jane and I had a little scare that landed her in the emergency room for about three hours Saturday afternoon. Our time there included a CAT scan of her brain. Jane had been working out Friday morning with a friend when she felt […]
Last week I acknowledged that your time is precious. I also built a case for the fact that you use persuasion far more than you may have realized. With upwards of 40% or your workday spent persuading others you can’t afford to not get better at persuasion if you want to enjoy more professional success. […]
There never seems to be enough time in the day to do all that you want to or all that you need to. So why should you spend your precious time learning about persuasion? Because you cant afford not to! Let’s start with exactly what I mean when I talk about persuasion. Persuasion is not […]
One of the nicest compliments I’ve received came after a presentation I gave a few years ago at a large insurance event. An attendee said afterwards, “I think Brian came across as a guy who, quote unquote, was not interested in selling you and invariably he sold us.” That compliment came to mind recently as […]
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