John Lusher
If you want to gain velocity in your negotiations, you need to practice “do as I do,” not “do as I say.” Let me explain. A few years ago, a vice president of sales called me and asked to keynote his opening sales kickoff meeting. We discussed what I would cover, and when he asked…
There is an old saying that to succeed, you need to earn your seat at the table. The interpretation is that you earn your seat by gaining the client’s trust—trust that you have the client’s back and trust that you keep your promises. Today, having your client’s back and keeping your promises is just the…
What do applicants get wrong in the process of applying to a top-tier college like an Ivy League school? Today they believe that perfect SAT scores are enough to differentiate them. According to Christopher Rim, founder of Command Education, perfect test scores no longer differentiate students. They are simply the cost of entry. What differentiates…
When was the last time you truly listened to a captain’s welcome announcement on a plane? Last week, flying from New York to Florida, Captain Ian Wallace of @United Airlines came out of the cockpit before the doors closed. He grabbed the intercom and filled the aisle with his hulking presence. Looking directly at us,…
If you want to know how to succeed in sales, look at Bombas. That’s B-O-M-B-A-S, pronounced “bum-bus” socks. That’s right, these are the socks; they’re no-show socks. What I love about them is that they stay in place and are of great quality. But that’s not the reason I’m telling you about Bombas. When Randy…
In 1912, legendary insurance salesman Ben Feldman was born. In 1942, he joined New York Life Insurance Company. His first few years selling life insurance were very tough. Ben had a very strong stutter, and he couldn’t get his points across. After the first few years of failing miserably, he decided to do things differently.…
Are you leveraging your assets? You know, about 12 years ago, I got divorced. When you’re divorced, single, and looking for a new relationship, you often turn to online dating or apps. One thing I quickly realized is that to be successful on those platforms, you need to leverage your assets. I’ve been told by…
Imagine you’re going into the office of a senior decision-maker at a huge Fortune 100 company. He’s had nothing but problems with your company. He bought 200 units of electric timestamps. Every time a trader makes a stamp, it’s the same time for all trades, and they don’t get fined by the SEC. He had…
What’s more important to you? The will to prepare or the will to win? That is a question the Vice President of Sales for Hertz equipment rental division asked me as we were flying together to his national sales meeting, where I was giving the keynote. Without thinking, I said, “The will to prepare.” He…
When you realize that a big deal you’re expecting to close is not happening, does that trigger your emotions? Do you really have control of your emotions? Take this example: A Vice President of Sales and a National Account Manager went to San Francisco to renew a $5 million contract. Their customer wanted all contracts…
If you want to gain velocity in your negotiations, you need to practice “do as I do,” not “do as I say.” Let me explain. A few years ago, a vice president of sales called me and asked to keynote his opening sales kickoff meeting. We discussed what I would cover, and when he asked…
Read More
There is an old saying that to succeed, you need to earn your seat at the table. The interpretation is that you earn your seat by gaining the client’s trust—trust that you have the client’s back and trust that you keep your promises. Today, having your client’s back and keeping your promises is just the…
Read More
What do applicants get wrong in the process of applying to a top-tier college like an Ivy League school? Today they believe that perfect SAT scores are enough to differentiate them. According to Christopher Rim, founder of Command Education, perfect test scores no longer differentiate students. They are simply the cost of entry. What differentiates…
Read More
When was the last time you truly listened to a captain’s welcome announcement on a plane? Last week, flying from New York to Florida, Captain Ian Wallace of @United Airlines came out of the cockpit before the doors closed. He grabbed the intercom and filled the aisle with his hulking presence. Looking directly at us,…
Read More
If you want to know how to succeed in sales, look at Bombas. That’s B-O-M-B-A-S, pronounced “bum-bus” socks. That’s right, these are the socks; they’re no-show socks. What I love about them is that they stay in place and are of great quality. But that’s not the reason I’m telling you about Bombas. When Randy…
Read More
In 1912, legendary insurance salesman Ben Feldman was born. In 1942, he joined New York Life Insurance Company. His first few years selling life insurance were very tough. Ben had a very strong stutter, and he couldn’t get his points across. After the first few years of failing miserably, he decided to do things differently.…
Read More
Are you leveraging your assets? You know, about 12 years ago, I got divorced. When you’re divorced, single, and looking for a new relationship, you often turn to online dating or apps. One thing I quickly realized is that to be successful on those platforms, you need to leverage your assets. I’ve been told by…
Read More
Imagine you’re going into the office of a senior decision-maker at a huge Fortune 100 company. He’s had nothing but problems with your company. He bought 200 units of electric timestamps. Every time a trader makes a stamp, it’s the same time for all trades, and they don’t get fined by the SEC. He had…
Read More
What’s more important to you? The will to prepare or the will to win? That is a question the Vice President of Sales for Hertz equipment rental division asked me as we were flying together to his national sales meeting, where I was giving the keynote. Without thinking, I said, “The will to prepare.” He…
Read More
When you realize that a big deal you’re expecting to close is not happening, does that trigger your emotions? Do you really have control of your emotions? Take this example: A Vice President of Sales and a National Account Manager went to San Francisco to renew a $5 million contract. Their customer wanted all contracts…
Read More