John Lusher

How to Succeed in a High Failure Zone

By John Lusher | July 18, 2024 |

Recently, I had dinner with an executive in the baseball industry. He described baseball as a high-failure sport. I love that phrase. Why? Because I’ve always used it in my speeches, not that phrase exactly, but the idea. Think about it: a hitter getting three hits out of every 10 at-bats is a .300 hitter.…

Focus, Focus, Focus.

By John Lusher | July 11, 2024 |

Do you remember when you were a young child in school, doing a science experiment with a magnifying glass in direct sunlight? With the sun beating down on the magnifying glass and a piece of paper on the other side, you would concentrate the magnifying glass on a specific area of the paper. Within 50…

There is No Such Thing as a Closed Deal

By John Lusher | June 27, 2024 |

If you were to tell me that you just closed the deal, my answer to you would be there is no such thing as a closed deal. You see, a while back, I was involved in repositioning a major chemical manufacturer with the largest player in their industry. They only had 40% of their demand,…

When Do You Stop Eating Hot Dogs?

By John Lusher | June 20, 2024 |

So, what does knowing when to stop eating hotdogs have to do with knowing your walkaway point? You see, whenever you buy or sell something or try to influence others with your ideas, you need to have a walkaway point. That’s the point, at which an agreement on whatever you’re talking about no longer suits…

Does Your Message Land as Intended?

By John Lusher | June 13, 2024 |

At the beginning of my speaking career, I was hired to give a keynote to 250 executives in Dallas, Texas. Before the talk, I mingled with the audience to build relationships. I ran into this bigger-than-life-size individual, a man wearing the requisite cowboy hat. He had a great sense of humor, and I was impressed…

Your Deal Isn’t Closed Until You Deliver Results

By John Lusher | June 6, 2024 |

As some of you may know, one of my greatest success stories was helping a multinational chemical manufacturer change the way its industry bought. After working with this client for 18 months, we repositioned them with their customer. As a result, instead of buying a supply agreement based on a lower price in a bid…

What Scottie Scheffler’s Recent Arrest Can Teach Us About Emotional Mastery

By John Lusher | May 30, 2024 |

Two weeks ago, the number one golfer in the world was racing to the golf course for the second round of the PGA Championship. He was about to tee off, and all of a sudden, he ran into traffic in the dark, early hours of the morning. He needed to get there to warm up.…

Who Says The Market Can’t Handle High Prices?

By John Lusher | May 23, 2024 |

Who says the market can’t handle high prices? Just ask Del Monte Foods and Melissa’s Produce in California who sell high-end premium fruit and vegetables. It took Del Monte Foods over a decade and a half to develop a Ruby-hued pineapple. There are no others like it in the world. Melissa sells this one pineapple –…

How To Sell The Marriott Way

By John Lusher | May 17, 2024 |

In 1927, JW Marriott opened up a root beer stand. That’s right, Marriott Hotels started as a root beer stand. The first Marriott Hotel did not open up until 1957 in Arlington, Virginia. Since then, you have 4400 Marriotts worldwide. What a success story. Now, what was the reason behind that success? Well, if you…

Selling the Met Gala Way

By John Lusher | May 9, 2024 |

The number one reason why sales cultures are not performing the way CEOs want them to is simply because they’re concentrating on the wrong people. That’s right. You see, last Sunday was the annual Met Gala in New York City. The Met Gala was started in 1995 by Anna Wintour, who is the editor-in-chief of…

Archives

How to Succeed in a High Failure Zone

By John Lusher / July 18, 2024 /

Recently, I had dinner with an executive in the baseball industry. He described baseball as a high-failure sport. I love that phrase. Why? Because I’ve always used it in my speeches, not that phrase exactly, but the idea. Think about it: a hitter getting three hits out of every 10 at-bats is a .300 hitter.…

Read More

Focus, Focus, Focus.

By John Lusher / July 11, 2024 /

Do you remember when you were a young child in school, doing a science experiment with a magnifying glass in direct sunlight? With the sun beating down on the magnifying glass and a piece of paper on the other side, you would concentrate the magnifying glass on a specific area of the paper. Within 50…

Read More

There is No Such Thing as a Closed Deal

By John Lusher / June 27, 2024 /

If you were to tell me that you just closed the deal, my answer to you would be there is no such thing as a closed deal. You see, a while back, I was involved in repositioning a major chemical manufacturer with the largest player in their industry. They only had 40% of their demand,…

Read More

When Do You Stop Eating Hot Dogs?

By John Lusher / June 20, 2024 /

So, what does knowing when to stop eating hotdogs have to do with knowing your walkaway point? You see, whenever you buy or sell something or try to influence others with your ideas, you need to have a walkaway point. That’s the point, at which an agreement on whatever you’re talking about no longer suits…

Read More

Does Your Message Land as Intended?

By John Lusher / June 13, 2024 /

At the beginning of my speaking career, I was hired to give a keynote to 250 executives in Dallas, Texas. Before the talk, I mingled with the audience to build relationships. I ran into this bigger-than-life-size individual, a man wearing the requisite cowboy hat. He had a great sense of humor, and I was impressed…

Read More

Your Deal Isn’t Closed Until You Deliver Results

By John Lusher / June 6, 2024 /

As some of you may know, one of my greatest success stories was helping a multinational chemical manufacturer change the way its industry bought. After working with this client for 18 months, we repositioned them with their customer. As a result, instead of buying a supply agreement based on a lower price in a bid…

Read More

What Scottie Scheffler’s Recent Arrest Can Teach Us About Emotional Mastery

By John Lusher / May 30, 2024 /

Two weeks ago, the number one golfer in the world was racing to the golf course for the second round of the PGA Championship. He was about to tee off, and all of a sudden, he ran into traffic in the dark, early hours of the morning. He needed to get there to warm up.…

Read More

Who Says The Market Can’t Handle High Prices?

By John Lusher / May 23, 2024 /

Who says the market can’t handle high prices? Just ask Del Monte Foods and Melissa’s Produce in California who sell high-end premium fruit and vegetables. It took Del Monte Foods over a decade and a half to develop a Ruby-hued pineapple. There are no others like it in the world. Melissa sells this one pineapple –…

Read More

How To Sell The Marriott Way

By John Lusher / May 17, 2024 /

In 1927, JW Marriott opened up a root beer stand. That’s right, Marriott Hotels started as a root beer stand. The first Marriott Hotel did not open up until 1957 in Arlington, Virginia. Since then, you have 4400 Marriotts worldwide. What a success story. Now, what was the reason behind that success? Well, if you…

Read More

Selling the Met Gala Way

By John Lusher / May 9, 2024 /

The number one reason why sales cultures are not performing the way CEOs want them to is simply because they’re concentrating on the wrong people. That’s right. You see, last Sunday was the annual Met Gala in New York City. The Met Gala was started in 1995 by Anna Wintour, who is the editor-in-chief of…

Read More