Blogs

By: Bill Rust
Mon, October 1st 2012

Sometimes people ask a question in way that makes it clear that only one possible response is acceptable. Am I right or am I right? When someone is convinced that they are the smartest person in the room, they project an attitude that "it's my way or the highway." This unwillingness to compromise stifles collaboration.  It's painfully obvious to others when there is no interest in their opinions. It becomes clear that it doesn't matter what th […]

By: Bill Rust
Mon, September 24th 2012

What do you think when a salesperson says, "Trust me"? Most people reach for their wallets to make sure they are safe. A lot of sales improvement systems focus on techniques, such as closing questions.  Everyone has heard a salesperson use assumptive questioning to try to get you to make a purchase, such as: "When would you like to take delivery?" If they do give you a choice, it's usually between two options that both favor them: "When w […]

By: Bill Rust
Tue, September 18th 2012

Changing the culture of a large organization is a significant challenge that requires leadership.  Lasting change starts on the individual level, with the leaders, before it can carry over into their teams and then permeate throughout the organization.  Any type of significant change, including personal transformation, starts with getting leverage – understanding why the change has to happen.  Applying that leverage, so that something can be moved f […]

By: Bill Rust
Mon, September 10th 2012

There seems to be a tendency for people to dwell on negatives, what went wrong, rather than identifying what went right and identifying ways to build on success.  For example, when a sales manager talks to a salesperson about a customer meeting, they may start out by pointing out something did not go so well. When they ask a general question, such as, "How do you think it went?" the salesperson will often start with something negative -- something that they […]

By: Bill Rust
Wed, September 5th 2012

This time of year, enthusiasm is all around us. School has started again -- parents and even some children are excited about that. The NFL is starting. You can tell some people getting really fired up. When you are around a group of enthusiastic people, it's hard not to get swept up in the emotion. I went to a college football game this past weekend where nobody was just sitting down quietly watching the game. Here in Texas, even high school football creates a huge frenzy.Enthusia […]

By: Bill Rust
Tue, August 28th 2012

Have you ever spoken with someone who responds to your question with a non-value answer and tells you not to worry about the details?This person may attempt to assure you by telling you that he or she has been doing their job for x number of years.  This type of statement is often meant to demonstrate that they know better than you do. Rather than being assuring, this posturing often produces the opposite reaction of what was intended. It can be seen as an indication that they […]

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Tags:
perfect practice    
Categories:
Leadership/Coaching    
By: Bill Rust
Mon, August 20th 2012

Have you ever seen someone who seemed to become an entirely different person after getting a new management title? You may know someone who is struggling to adjust to a new role, but don't know exactly what has to change. Managers sometimes feel isolated when they believe that they can no longer be friends with former colleagues who they now supervise. They may see the need to play the role of the "bad guy" or the "heavy" and fear that personal feeling […]

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Tags:
Leadership    
Categories:
Leadership/Coaching    
By: Bill Rust
Tue, August 14th 2012

When most people think about sales skills, they tend to think about closing -- how salespeople ultimately win a deal. The ABC model of sales, "Always Be Closing," is outmoded -- at least as it applies to the consultative selling process required in a competitive environment. Before the customer commits to doing business, a number of critical activities need to happen first. To help their customer feel comfortable saying "yes," the best salespeople […]

By: Bill Rust
Tue, August 7th 2012

The desire to get really good at what we do is a powerful force that drives us to make sacrifices and focus our energies in doing whatever it takes to develop our skill sets.   To achieve mastery level at anything, practice is essential.  Just look at the athletes in the Olympics. While there is no denying that there are other contributing factors, such as having the right coach and the right equipment, without exception, practice is the key to their success. […]

By: Bill Rust
Mon, July 30th 2012

What drives you to take on new challenges, work hard to overcome obstacles and achieve your goals? You may already have a good understanding about how to get leverage on yourself so that you make the necessary sacrifices and put in the effort to achieve long-term success.  If so, you may be able to easily apply that same approach to leading others.  If you want to make sure that people you manage work toward their goals, consider what it is that drives them t […]

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Tags:
Motivation   Rewards   goals   sales quotas    
Categories:
Leadership/Coaching