The people who come to you for training have many reasons for doing so, but there is one thing they all need, and that is for you to be grounded, clear and fully present. When you are, that gives them the emotional and energetic space to tap into their own sense of psychological safety and truly absorb the lessons and learning you make available to them.

Over the course of my five-year “Rich Habits” study, I got to know 233 millionaires, who had an average net worth of $4.3 million, and learned about their origin stories, their value systems, their career trajectories, and how they approach their money.

Sales must help B2B buyers overcome the complexity of buying today by enabling buyers to complete each of the required jobs.

What is buyer enablement? Buyer enablement is the provisioning of information that supports the completion of critical buying jobs.

The most important aspect of making a sale is also a major weakness of every salesperson: Asking Questions.

It’s an enigma to me. Questions are so critical, you’d think it would be the topic of training every week. Yet salespeople are odds on favorites to have never taken one training program in the science of asking a question.

How critical? The first personal (rapport) question sets the tone for the meeting, and the first business question sets the tone for the sale. That’s critical.

Effective coaching sometimes requires us to shift our focus to igniting a coachee’s intrinsic motivation to change, as I mentioned in a previous blog post. This is not always easy to do, and some say it borders on the impossible. The good news is, there is an incredibly powerful tool one can use that has been proven by years of rigorous scientific study.