Many situations in our lives revolve around asking and answering questions. For example, for a doctor to diagnose your illness, he or she needs to ask lots of questions. When you order food at a restaurant, the server asks you questions, because he or she wants to make sure that your food order is correct. Your three-year old learns by asking all kinds of “why” questions. Peter Drucker, one of the best known and most widely influential late 20th century thinkers and writers on the subject of management theory and practice, helped change the direction of General Electric by asking Chairman and CEO Jack Welch only two critical questions. (more…)
Archives
Archive for the ‘Blog’ Category
Break the Rules, Close More Sales
Monday, October 31st, 2011
a Lushin & Associates Executive Workshop on November 16th, in Indianapolis (more…)
Referral Trends
Wednesday, October 26th, 2011
The Savvy Saleswoman presents: Referral Trends on November 17th (more…)
Running Your Sales Plan
Monday, October 24th, 2011
Many of you know I am training for a marathon this coming November. I have run many half marathons but a full is a bit of a different animal. After I made the choice and committed to do a full I made the decision to follow a specific training plan and became involved with a group of women who are also training for fall marathons that meet every Saturday morning for our long runs. At times it is a lot to do in addition to everything else on my plate. There are times I want to go out Friday nights and live it up but instead I drink water and get to bed as early as possible. My plan tells me how many days I should run per week and at what distances and paces. It tells me what to do on my non running days too. It is a plan that if followed diligently will lead to the outcome of completing my first marathon. (more…)
Developing the Right Questions [video]
Monday, October 24th, 2011
What questions do you ask to get the conversation started during a sales call? Do you use the same lines that everyone else is using? Do you develop questions specific to your prospect before each call? (more…)
Lushin’s Cold Call Party
Wednesday, October 19th, 2011
Karen “The Cold Calling Machine” Casey will host Lushin’s first ever Cold Calling Party (more…)
Finding Your Motivation
Monday, October 17th, 2011
Recently I got up before 6am on a Saturday to meet up with a group of running buddies so we could start our run right at 6am. We had a goal of doing 12 miles. As we set out to do this within just a mile or two all of us had made a comment that sounded like: Why are we doing this? Are we crazy? This is silly. By mile five or six many of us said is this normal? Is something wrong with us to put ourselves through this? However by mile 11 we all were smiling saying I am glad we did this. I knew we were strong enough. This felt good. (more…)
Corporate Taboos: Cussing Vol. 2
Monday, October 17th, 2011
In response to the feedback from the first edition of Cussing. Paul goes more in-depth on how and why cussing could play a part in your workplace. (more…)
Defining a Good Fit in Sales
Monday, October 17th, 2011
In today’s business environment, selling is more complex and prospects more sophisticated. Continually pushing for the “yes” – ignoring the possibility that your product or service may not be the best fit – and refusing to take a “no,” will lead you down a path to a dead end. The result will be wasted time, effort, and resources that could have been invested in other opportunities. (more…)
Customer 2.0 Webinar Slides
Wednesday, October 12th, 2011
The slides are up from lasts weeks webinar Customer 2.0. (more…)
Overcoming Call Reluctance
Cold calling is not fun but we have to do it. Here are a few excuses and my feedback on to rethink them.
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