The Responsive Edge

People don't fear hard work, they fear failure. Show them the means they can have confidence in—and the hard work will follow. #sales #mindset

Buyers hate being pushed into a choice the seller feels is best, but love being led to a choice that they feel is best. #sales #mindset

“Self-deception blinds us to the true causes of problems, and once we're blind, all the 'solutions' we can think of will actually make matters worse." ~ Arbinger #sales #leadership #mindset

The problem with most salespeople on the phone is simple: They sound like salespeople. @mike_weinberg #sales #mindset

When stuck in the self-deception trap and blinded to our neg. impact on others, sellers provoke in buyers the very objections they then try to overcome. #sales #mindset #arbinger

@ITalkOfChrist In large part, this post would be highly problematic in the Utah area.

I sat through the most unconventional Elders Quorum meeting of my life today. It was AWESOME! Today was the first EQ meeting of our brand new ward in Tennessee. We met in the high council room, sitting face-to-face in a circle around the large conference table. No way you were gonna zone out on your phone there! To start the meeting, we stood and sang "Rise up, O Men of God." That alone was powerful. Many of us hadn't sung a men’s hymn like that since the last General Conference Priesthood session. Then we were invited to huddle shoulder to shoulder-- like a football team-- to bow our heads and pray specifically for one another and the brotherhood we were forming. We went around the room and each brother shared a bit about himself, including one way he saw the Lord's hand during the past week, and one way he planned to sacrifice for his God and his family during the upcoming week. The atmosphere loosened quickly. Testimonies grew personal as men discussed trials, admitted to slipping in their scripture study, and shared miraculous ways God showed up in their lives. Then the EQ Presidency member leading the meeting shared the "lesson." He choked up a bit and couldn't explain why. That's okay. 😉 He told us every meeting would follow this format: join in a mighty song of Zion, prayer shoulder to shoulder, and "speak one with another concerning the welfare of our souls." And every member should feel free to ask for a priesthood blessing from his brothers in the quorum. One good brother raised his hand and asked for a blessing for the circumstances going on in his life. When volunteers were asked to form the circle, many hands went up-- even brothers who didn't know him. There were snacks, too. Chips, candy bars, even protein bars for the gym bros. Then another football huddle closing prayer. Our first quorum activity is already scheduled. We're meeting at a brother's house to grill chicken. Each member is bringing a side and his favorite rub or marinade (drop your best recipe in the comments). I listened to the quorum members talking in the hallway after the meeting. The consensus: "That was the best quorum meeting I've ever had. For the first time in my adult life, I'm actually excited about Elders Quorum!" I've heard of wards who've done this format from @LeadingSaints, @CwicShow, and others, but I'd never actually seen it before. It was really cool to be a part of. I'm pumped to see where this will lead for our brand new Elders Quorum brotherhood! PS: the EQ Presidency member who ran this first meeting is here on X, too. @ShaunTagatauli. Give him a follow. He's good people.

Objections are not your enemy. Rather, how you “see” others when they voice their concerns is the real enemy. Do you see a person to help or an object to manipulate? #sales #mindset #mindsetmatters

Equating customers at the strategic level with their wallets objectifies them, and people tend to dislike being treated as objects, as a means to your own ends. ~ Trust Based Selling #sales #mindset

The paradox of selling is that if you’re willing to give up your attachment to the sale, you’re more likely to get the sale. - Trust Based Selling @CharlesHGreen #sales #mindset

The ability to influence others ethically is the most important skill in business today. ~ Nick Staab, Selling Is Serving #sales #leadership #mindset

In a world full of self-interested salespeople who look at prospects as dollar signs, an authentic sales professional stands out like a shining star. They have a true burning and genuine desire to help. ~ Larry Levine #sales #mindset

The most serious identity theft is to get swallowed up in other people’s definition of you. ~Stephen R. Covey #sales #mindset #mindsetmatters

Selling ethically focuses on the customer and their requirements, not on the need of the seller to generate a sale. ~ Principled Selling #sales #mindset

Sell the problem you solve, not the product you have. ~ Richard Branson #sales #mindset

Most human beings like to be in control, and buyers are no exception. ~ CustomerCentric Selling #sales #mindset

Most people, when in the role of a buyer, resent it when sellers try to control or pressure them. ~ CustomerCentric Selling #sales #mindset

The way we talk to ourselves is either a drain on or an energy enhancer to our sales and leadership effectiveness. #sales #leadership #mindset

Mindset is the operating system, selling skills are the app. #sales #mindset #mindsetmatters