A key tenet of our approach is that business relationships and personal relationships are in essence the same (BR = PR). The book Disarming Cupid by the editors of Scientific American discusses several scientifically proven ways to enhance romantic relationships. What is interesting about it is that most of the techniques can be used in a non-romantic and even professional context. Some of my favorite findings:
- Excitement. Researchers such as Arthur Aron of Stony Brook show that people bond emotionally through exercise, adventure or exposure to dangerous situations
- Proximity. Researchers like Leon Festinger show that just being around someone tends to create positive feelings towards that person
- Similarity. Researchers like Dan Ariely of Duke University show that people tend to pair off with those similar in attractiveness, intelligence and background
- Humor. Researchers like Jeanette and Robert Lauer have showed that in long term, happy relationships, partners make each other laugh a lot
- Self-disclosure. Researchers such as Arthur Aron show that people tend to become closer when they share secrets with each other
Check out the book Disarming Cupid for more great insights!
For too long, sales books and selling systems have tried to change the way people sell: parsing, categorizing, defining and redefining every conceivable aspect of what makes a salesperson great. You can see for yourself, a simple Amazon search for sales and marketing books produces nearly 500,000 titles, each offering some notion of how to get it right. Everybody Sells stands alone because the approach combines what your already do well with a disciplined framework for action, information sharing and engagement – all the tools you need to generate that incremental difference between just getting by and smashing success.
Between 2007 and 2009, the difference in serve speed between Grand Slam tennis match winners and losers was only 1.6%. In early 2013 the difference between being the PGA’s top driving distance golfer and ranking 20th was only 3%. The difference between Lindsey Vonn’s gold medal performance in the 2010 Vancouver Winter Olympics and failing to get a spot on the medal podium was 1.4%.
Let’s face it – Success lives in the margins.
Sustainable success doesn’t come from the latest fad, some notion of how you should fundamentally change the way-you-do or what-you-do, but instead from helping you do what-you-do better, time after time—generating that fine performance edge that separates top performers from the also-rans.
Relationship action planning is an evolutionary approach to achieving superior, sustainable sales performance. Central to the Everybody Sells philosophy is the common sense approach of organizing your efforts around the people that are most capable of helping you achieve your goals, engaging everybody that’s willing and able to support your efforts and ensuring the efficiency and effectiveness of every action you take. The Everybody Sells approach is a mindset and a strategic framework that will help you do just that.
Someone’s been lying to you. Someone has been lying to you for a very long time.
You know this person really well.
You see the person who lies most to you every single morning—-in the mirror.
I call this person the “liar in the mirror”.
You can be the most honest person in the world to other people, yet still lie to yourself.
We let ourselves get away with things that we would never let other people get away with.
We have to realize that if we are lying to ourselves and constantly letting ourselves off the hook, we will never achieve our goals.
We have to hold ourselves accountable….
Visit my blog for a brief video and challenge from me.