• 804.241.9757
  • [email protected]
  • Contact
  • My Account
  • Log In
  • 0Shopping Cart
thoughtLEADERS, LLC: Leadership Training for the Real World
  • About
  • Services
  • TITAN
  • Team
  • Blog
  • Online
  • Books
  • Clients
  • Contact
  • Menu

How to Ask Good Discovery Questions While Maintaining Your Authenticity

March 1, 2021/0 Comments/in Business Toolkit, Communications, Guest Blogger, Sales, Strategy /by Trevor Jones

 

meeting hands gesturing

Preserving authenticity is fundamental for generating a sale. Ask these simple discovery questions in your next client meeting. 

Today’s post is by Jeff Kirchick, Vice President of Enterprise Sales at Next Caller, and author of Authentic Selling: How to Use the Principles of Sales in Everyday Life (CLICK HERE to get your copy).

In traditional sales programs, you are typically taught to ask certain questions. The problem with being taught to ask certain questions is that you are fundamentally changing your behavior when you ask them. Generally speaking, you are probably changing your behavior out of self-interest – to generate a sale – rather than asking in the interest of the customer. And the thing about sales is that you should always be focusing on the needs of the customer. Why? Because sales is not about you. Sales is about them. So what questions would you normally ask someone when you are trying to figure out what is best for them?

In my new book, Authentic Selling: How to Use the Principles of Sales in Everyday Life, I discuss the importance of authenticity relative to the usual tips and tricks you might learn in a formal sales training program. The rationale for this is two-fold: first, people just register authenticity easily. and authenticity is the key to building trust, which is fundamental for generating any sale; second – and perhaps more importantly – Read more

https://i2.wp.com/www.thoughtleadersllc.com/wp-content/uploads/2021/02/20210203-Meeting-Hands-Gesturing-scaled.jpg?fit=2560%2C1707&ssl=1 1707 2560 Trevor Jones https://thoughtleadersllc.com/wp-content/uploads/2019/05/logo.png Trevor Jones2021-03-01 08:00:072021-02-03 21:16:17How to Ask Good Discovery Questions While Maintaining Your Authenticity

3 Ways to Serve Your Clients With Empathy

February 22, 2021/1 Comment/in Books, Business Toolkit, Communications, Guest Blogger, Sales /by Trevor Jones

handshake

Customers don’t care how much you know until they know how much you care. Learn how to improve your sales pitch by taking the time to understand your customers.

Today’s post is by Joe Paranteau, author of Billion Dollar Sales Secrets (CLICK HERE to get your copy).

Even if you are the best sales person with an airtight pitch, you might fumble your sale if you don’t make space to listen to what your customer has to say to you. Steamrolling ahead without listening to your customer will cause you to miss key cues about what’s important to them, their hesitations, and their goals. Without this information, you’ll never achieve value alignment. 

Listening well is your single biggest asset when it comes to selling. People fundamentally want to be understood, but many salespeople get so caught up pitching their latest whiz-bang widget that they don’t stop to investigate whether their customers even want or need it in the first place.

This is why, as a seller, one of the most important skills you need to develop is empathetic listening. I learned early in my career that people don’t care how much you know until they know how much you care. To be an empathic listener is to understand someone intellectually and also emotionally. Read more

https://i0.wp.com/www.thoughtleadersllc.com/wp-content/uploads/2021/01/20210130-Handshake.jpg?fit=1280%2C847&ssl=1 847 1280 Trevor Jones https://thoughtleadersllc.com/wp-content/uploads/2019/05/logo.png Trevor Jones2021-02-22 08:00:292021-02-23 03:02:133 Ways to Serve Your Clients With Empathy

Crises Need Leaders, Not Superheroes

November 30, 2020/0 Comments/in Business Toolkit, Entrepreneur, Sales, Strategy /by Ryan Shaw

Navigating crisis is not for the faint of heart, but what it takes to see your team through crisis is true, authentic leadership.

Today’s post is by Joseph Michelli, author of Stronger Through Adversity (CLICK HERE to get your copy).

Crises are humbling. They unmask imposters and reveal dormant strengths.

During COVID-19, many leaders navigated unrelenting and unchartered territory from their bedrooms, not their boardrooms. Some found themselves uttering previously unspoken words like “I don’t know,” “unprecedented,” “new normal,” or “pivot.”

I was fortunate to have a front-row seat on leadership behavior during the pandemic while serving on crisis task forces for my clients (C-suite leadership teams at globally recognized brands). Aided by videoconferencing technology, I observed vastly different leadership responses to the pandemic. As I worked with diverse teams, I asked senior leaders to share insights on strategies, successes, mistakes, and lessons learned during the pandemic.

In the months that followed, I spoke with more than 140 remarkable leaders (clients and their colleagues) who navigated chaos, lockdowns, re-openings, and more. These leaders stewarded for-profit, nonprofit, and public safety organizations. They included CEOs and Presidents of companies like Target, Verizon, Kohl’s, Microsoft, Mercedes-Benz, Marriott, Farmers Insurance, Dairy Queen, Zappos, United Way, and the Salvation Army.

Read more

https://i2.wp.com/www.thoughtleadersllc.com/wp-content/uploads/2020/11/20201130-Falling-in-the-Mud.jpg?fit=1920%2C1278&ssl=1 1278 1920 Ryan Shaw https://thoughtleadersllc.com/wp-content/uploads/2019/05/logo.png Ryan Shaw2020-11-30 08:00:502020-11-17 16:52:47Crises Need Leaders, Not Superheroes

The 4 Need to Know Approaches to Growth

November 16, 2020/1 Comment/in Business Toolkit, Entrepreneur, Sales, Strategy /by Mike Figliuolo

Knowing your growth strategy and understanding four key growth approaches – organic, acquisition, new products, and geographic expansion – will help you be more successful in achieving the growth you desire.

You have to ask yourself – how does your business grow? Is it geographic expansion? Are you selling new products? Are you selling the same products to new customers? Are you growing by acquisition and buying other businesses?

What’s your overall growth strategy? You need to be able to answer this question. Look at your historical growth and where it came from. That’s usually a pretty good indicator of how your organization is going to continue to grow from here. Pull out your strategic plan and look at your marketing plan to see where the future growth is expected. Assess whether or not that sales and marketing plan is aligned with where the future growth is supposed to come from.

Different Approaches to Growth

There are some very common methods for growing and they all have very different economic profiles.

Acquisition

One way you can grow is acquisition. The economics of conducting an acquisition are you spend a lot of money up front to buy another company or portion of another company. You’re buying a large piece of the market when you do so. The way you make acquisition economics work out is you reduce the costs of the combined entities by looking at synergies.

So, you bought another company. Congratulations! You have two HR departments now. You have two marketing departments. You have two Legal departments and two IT departments. You have two of everything! How do you consolidate those and reduce costs? That’s the first source of economic value in an acquisition.

The second source of acquisition value is all about growth. Now you have a new market you can enter if the acquired entity was in a different geography or targeted a different market segment. You can sell your existing products into that new market. You can sell the products you acquired into the existing markets you were in pre-acquisition. That’s how an acquisition is going to drive top-line growth.

Organic Growth

Read more

https://i0.wp.com/www.thoughtleadersllc.com/wp-content/uploads/2017/02/20201116-Trees-Growing.jpg?fit=1920%2C1279&ssl=1 1279 1920 Mike Figliuolo https://thoughtleadersllc.com/wp-content/uploads/2019/05/logo.png Mike Figliuolo2020-11-16 08:00:362020-11-11 15:01:32The 4 Need to Know Approaches to Growth

Boosting Sales Is About Simplicity

September 30, 2020/0 Comments/in Business Toolkit, Career, Communications, Leadership, Sales /by Ryan Shaw

Sales are the lifeblood of any company. No sales, no company. The good news is there’s an incredibly simple technique that you can do right now to help boost your numbers.

Today’s post is by Mike Figliuolo, Managing Director of thoughtLEADERS.

Strap yourself in. You’re about to have your mind blown.

Ever since grade school when I sold anything that wasn’t nailed down, I’ve been drawn to sales. It started with pencils I painted with custom designs and people’s names on them. I then graduated to selling comic books. Then I sold table space at comic book conventions I put on myself (at age 14). Over the years I’ve migrated to other sales roles and, in the day to day running of thoughtLEADERS, I’m the head of sales.

I won’t lie – sales can be a grind especially when facing competitive situations or making big ticket complex sales. Long lead times, budget constraints, and prospects who are tough to get a hold of make selling efforts difficult.

But I’ve found a secret. I’ve found a way to get in touch with clients and prospects and engage them in a sales conversation 100% of the time. Not only that, they’re excited to talk to me about it and they’re usually ready to buy by the time we finish talking. I’ve been astonished with how effective this technique is and it’s beyond simple. I’m going to share it with you now and it will change your life.

Read more

https://i2.wp.com/www.thoughtleadersllc.com/wp-content/uploads/2020/04/20200930-Apple-Sales.jpg?fit=1920%2C1280&ssl=1 1280 1920 Ryan Shaw https://thoughtleadersllc.com/wp-content/uploads/2019/05/logo.png Ryan Shaw2020-09-30 06:30:102020-07-23 08:53:14Boosting Sales Is About Simplicity

Using Stretch and Commit Goals to Drive Performance

September 21, 2020/0 Comments/in Business Toolkit, Career, Communications, Entrepreneur, Leadership, Sales /by Mike Figliuolo

Goal setting is tricky business. You’ll get much better performance if you set two goals for your team. Once you’ve done so, paying for performance is more of a math equation than it is black magic.

Incentives can, and have been, a topic of great discussion but one thing that is hard to argue is this: you want to complete a goal, incentives work.

Sometimes incentives are money. Incentives can be salary increases or bonuses. You may offer stock or options. Other incentives can be awards, time off, or promotions. Incentives need to be something that’s meaningful and exciting to your team, collectively.

When you set the incentives, make a direct linkage between the goal and the reward. I’ve always liked setting “commit” and “stretch” goals. The commit goal is something where folks are signing up to deliver it no matter what. There’s zero bonus associated with hitting a commit. It’s the “you did your job” level of goal. A “stretch” is the furthest point that folks think is in the realm of possibility. They have an idea for how they’ll achieve 70% of it but no clue where the last 30% will come from. And to be clear – that first 70% will take a lot of blood, sweat, and tears to hit. With a stretch goal, people can max out their bonus.

If you have a commit goal and a stretch goal, put the bonus on a sliding scale between those two instead of creating an all-or-none scheme. A “commit” goal is the minimum that someone will deliver to the organization. At the “commit” the bonus is zero. A stretch goal is a high level of impact that will take a tremendous amount of effort to achieve. If someone hits their stretch, the bonus should be 100% of what’s available as an incentive.

Teams can get extremely frustrated when they hit 85% of their stretch goal and they get nothing for it. They should get 85% of the possible bonus. I’ve been in both of these situations. I was in one organization where we had a commit of $50 million of profit and a stretch of $75 million of profit. At $50 million dollars, our bonus was going to be zero. If we hit the commit, there was no bonus. At $75 million of profit, the bonus was going to be 10% of our salary.

Read more

https://i0.wp.com/www.thoughtleadersllc.com/wp-content/uploads/2016/05/20200921-Soccer-Goal.jpg?fit=1920%2C1280&ssl=1 1280 1920 Mike Figliuolo https://thoughtleadersllc.com/wp-content/uploads/2019/05/logo.png Mike Figliuolo2020-09-21 08:00:122020-09-08 12:56:32Using Stretch and Commit Goals to Drive Performance
Page 1 of 23123›»

Subscribe to the blog HERE!

Get free email updates NOW!
It’s the best 5 minutes a week you can spend on your development.

Enter your email address:

Get new posts FREE via RSS!
Follow thoughtLEADERS on LinkedInFollow thoughtLEADERS on twitter
This site contains affiliate links to products. We may receive a commission for purchases made through these links.

Check Out Our Courses

Our courses teach immediately applicable skills that have real impact on your business. From leadership to strategy and negotiation to conflict resolution, we have a broad set of course offerings that will drive immediate performance improvements.
OUR COURSES

Our Courses

previous arrow
next arrow
Slider

eLearning Courses on TITAN

Puzzle Pieces
Structured Thought: Problem Solving

Clearly define a problem, scope all issues related to the problem, generate potential solutions, then analyze and select the best solution by using time-tested critical thinking methods and tools.

VIEW COURSE
Group of Business People Meeting
Structured Thought and Communication

Craft clear and compelling recommendations that resonate with stakeholders. Get your ideas approved by using a proven method for delivering executive-level communications.

VIEW COURSE
Different Types of Line and Bar Charts
Principles of Chart Design

Create well-designed presentation charts that get your message across quickly and clearly to drive your audience to action. From data charts to concept charts, these methods help make your point.

VIEW COURSE
Wagon Wheel
Engagement Management

Whether you’re an internal or external consultant or a project leader, learn proven methods, techniques, and processes to effectively lead consulting engagements that drive your client’s success.

VIEW COURSE
Cog Wheels
Strategic Business Planning

Use a straightforward and effective strategic planning process that shows how to craft a clear, compelling plan for your organization - not just one time, but on an ongoing basis year after year.

VIEW COURSE
Deliberate Decision Making
Deliberate Decision Making

Make better, faster, and more effective decisions. Apply simple yet powerful decision making tools to define decision authority, manage risk, increase accountability, and drive execution.

VIEW COURSE
Man reading stories from a book
Storytelling for Leaders

Create business stories that inspire people, build connections with your audience, and ultimately advance your organization's goals by using a repeatable, straightforward method.

VIEW COURSE
Storytelling for Salespeople
Storytelling for Salespeople

Create and deliver stories that will take your sales efforts to the next level. Connect with and convince buyers in all situations using memorable stories. These stronger relationships drive more sales.

VIEW COURSE
Leading through Change
Leading through Change

Lead your organization through the most challenging times using a proven change management process. Get people through the change and back to driving performance quickly and effectively.

VIEW COURSE
Mountain Climbing Expedition
Building Leadership Resilience

Prepare your body and brain to be ready for and recover from your biggest challenges. Build approaches for overcoming stress, managing reactions to difficult events, and leading more effectively.

VIEW COURSE
Compelling Executive Presence
Compelling Executive Presence

Build your ability to connect with your audience and convey your ideas in a clear and resonant way. Create meaningful connections between you and your audience to build buy-in.

VIEW COURSE
Plant Growing in a Hand
Coaching for Impact: Foundation Course

Coach employees for performance and development more effectively by helping them identify and pursue their own solutions. Create the right environment and conditions to help them grow.

VIEW COURSE
Boat at Sunset
Building Personal Resilience

Build the habits and learn the behaviors required to manage stress, deal with adversity, and maintain your physical and mental wellbeing. Personal resilience is a key to your ongoing success.

VIEW COURSE
previous arrow
next arrow
Slider

Books You MUST Read

previous arrow
next arrow
Slider
  • The Elegant Pitch
  • Philanthropy Revolution
  • Billion Dollar Sales Secrets

This site contains affiliate links to products. We may receive a commission for purchases made through these links.

Categories

Our Course Offerings

Leadership Skills

Creating Your Leadership Maxims
Leading Inside the Box
Leading With Influence
Leading Through Change
Structured Problem Solving
Deliberate Decision Making
Strategic Business Planning
Simplified Strategic Planning
Coaching for Impact: Foundations
Coaching for Impact: Applications
Building Leadership Resilience
Engagement Management
Project Management Reality

Communication Skills

Communications: Foundations
Communications: Applications
Principles of Chart Design
Storytelling for Leaders
Storytelling for Salespeople
Compelling Executive Presence
Advanced Facilitation Skills

Individual Skills

Conflict Resolution
Everything is Negotiable
thoughtLEADERSHIP: Innovation
Building Personal Resilience
Time Management Mastery

Coaching & Consulting

©2021 thoughtLEADERS, LLC: Leadership Training for the Real World
  • Privacy Policy
  • Terms of Use
  • Cookie Policy
Scroll to top