Don’t be so Quick to Restock that Shelf
My daughter Abigail’s good friend, Maxie, used to work at a bakery in our hometown of Westerville. One Saturday morning Abigail and I stopped by to say hello and get a sugary treat after having coffee. I noticed Maxie was busy replacing donuts and making sure the pastry trays were completely full. Unfortunately, it was […]
What’s Your Why?
Why? That’s a deep, powerful question that can apply to almost anything. Kids ask why the sky is blue. Sports fans ask why the coach called a certain play. Citizens ask why politicians make the choices they do. You get the point. I’d like to focus the question on you. What’s your why? Or put […]
Why Thankfulness Matters
This week people across America will be celebrating Thanksgiving. While this holiday has its origins going back to the 1600s with the Pilgrims it wasn’t until Abraham Lincoln that we formally acknowledged the last Thursday in November as the day of celebration. Franklin D. Roosevelt altered that in 1939 when there were five Thursdays in […]
V = WIG/P … What?
Don’t worry; this post isn’t about algebra or calculus. This week we’re going to look into the value proposition and how salespeople can use the principles of influence to make sure their product or service offering shines. First, let me say my introduction to the value proposition came nearly 20 years ago when John Petrucci joined State Auto. I learned […]
What’s Your Goal?
I work with lots of people in different roles when it comes to teaching ethical influence. Over the years, I’ve worked with senior leaders, middle managers, supervisors, claim reps, underwriters, field sales reps, insurance agents, business owners, financial reps, and many others. I’m always amazed at how often people try to persuade without a clear […]
