Book Review: The Dan Sullivan Question

ImageIf one question, asked consistently, could change the direction of your sales force or even your own personal sales efforts, would you take advantage of it?  Would you use it?

In Dan Sullivan’s latest book, The Dan Sullivan Question:  Ask It and Transform Anyone’s Future, he introduces the reader to a very powerful question that will truly transform the nature of conversations you have in sales.

Too often we get wrapped up in the standard fare of conversing with prospects and fail to really get to know what’s at the heart and soul of their desires and goals.  As a result, we fail to truly differentiate ourselves and become one of the masses knocking on the door — just more noise.

Shift your thinking and become a real value to your prospect.  Get to know their business inside and out.  Work with them to truly understand what drives them and what their focus is.  And, in doing so, you’ll become a real value, a trusted adviser to your prospect.

Oh, the question…what’s the question?  Sorry; you will have to buy the book.  Click here to check it out.

Full disclosure — I get nothing for this review but the satisfaction that you may also find it valuable to you and your success.

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Posted by on February 4, 2014 in Uncategorized


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What Kind of Sales Leader are You?


Are you guilty of being the “Super Sales Manager?”

It’s confession time for sales managers everywhere.

When your reps are struggling or, better yet, when the team is short of your goal for the month, do you step into the closest phone booth, strip off your suit, and fly in to rescue the damsel or dude in distress?

Every time you step in and take over a call, you run the risk of becoming (or continuing the trend) the Super Sales Manager.

Your reps need you.  That’s without question.  It will vary in terms of need and involvement from deal to deal, rep to rep, but ultimately they need you.  What they don’t need is for you to swoop in and save the day.  When you do that, what are they learning?  How skillful are they becoming?  Are you nurturing the seeds of sales greatness in your reps?

The key to ultimate, long-term and lasting sales success is to coach your reps to greatness.  Rather than “save the day” on each call, wait until the call is complete and you’re back in the rep’s car.  Revisit the call and ask:

  • How did the call go?
  • What went well?
  • Where are you areas improvement?

Use the time, either right then or back at the office, to discuss best practices and coach the rep on their gaps in performance.  Just as you can teach someone to fish and they’ll “eat for a lifetime,” you can also teach a rep to sell more effectively and they will then sell for a lifetime!

By the way, if you coach BEFORE the call, the call actually might go better.  For example, do you ask, “What is the purpose of this call?” and “What do you want the customer to agree to at the conclusion of this call?”  Two great questions to see if the rep is properly prepared and see what pre-call coaching needs to take place.

Coach your reps — don’t save the day!  And ultimately you’ll save their career.

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Posted by on February 3, 2014 in Uncategorized


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3D Printing Made Easy

The 3D lifestyle made easy: 3D printing and scanning by 3D Systems.

Exclusively from Standley Systems throughout Oklahoma.

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Posted by on January 22, 2014 in Uncategorized


Are you settling for average?

I’ve raised five teenagers and I’m working on the final two.  No, I’m not Catholic; just a busy Baptist.  But I’ve heard this all to often when correcting one of my many children, “What about (name)?”  “They do it also!”  In other words, if someone else does it — if the average kid does it — then it must be acceptable.

My challenge is this:  If we accept the average outcome or the comparison to the “average” is allowed to have life, what are we really accepting?  To accept the average is to accept mediocrity.  I’m not sure about you, but if you’re reading my blog, then I believe I know you aren’t willing to simply settle.  You and I are about excelling; we’re about setting a new standard.

Mediocrity, in the end, fails.  No matter how you look at it, if you’re willing to settle, then you’re willing to accept sub-par performance, sub-par results.  Sub-par is a recipe for destruction.

We live in a society where it seems to be okay to settle.  It’s okay to drift into the crowd and not stand out.  But in doing so, we allow ourselves to settle for second best and, as the adage goes, “Second place is first loser.”

I challenge you to settle no more.  Set a new standard – a higher standard – of expectation.  Set this new standard of excellence for yourself, for those who work for you, for how your customers are treated, for how life is to be viewed.

You and I are better than mediocre.  Let’s act like it.

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Posted by on November 11, 2013 in Uncategorized


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What are you doing today to impact the future?

“What we do today, echoes in eternity!”

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Posted by on November 9, 2013 in Uncategorized


Would You Pass the Leadership Test?

I’m re-reading, for probably the 4th time, Frank Pacetta’s book, Stop Whining – Start Winning.  In it, he has list of leadership fundamentals that every leader should engage in.  The list includes:

  • Take Action Now
  • Cut down barriers between your customers and your company
  • Create a vision for your team
  • Find your top performers now and embrace them
  • Get out in the field – Show them
  • “Care” about them
  • Demand that they “compete”
  • Live the vision
  • Ask for help
  • Over communicate
  • Build pride
  • Establish quick rewards and consequences
  • Cut out cynicism and under achievers
  • Be adaptable to change
  • Make people want to come to work

Where do you stand against this list?  For me, it’s a great reminder of where I sometimes fall short and where I need to return to the fundamentals of being a true, game-changing leader.


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Posted by on November 1, 2013 in Uncategorized


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3 Steps to Stop Being Busy and Start Being Productive

This is a great article from Entrepreneur Magazine.  If you are feeling busier (and who among us isn’t?) and more stressed about what needs to get done, I recommend you check out this article.

Here’s a teaser…

Often you get to the end of the day and think, “I was busy all day, but what did I accomplish?”

Goals give us more than just a target to aim for — they help us change our behavior today. Do you get the work that is most important to you done? At the beginning of each day, there are three things you can do to ensure you’re going to gain momentum.

The three steps I’ve found most helpful to regain and maintain focus are:

Read more:

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Posted by on November 1, 2013 in Uncategorized




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