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Confessions of a CEO: ‘Yes, I Google Most of My Decisions’

The CEO’s Guide to Making Smarter Decisions

Leaders often provide crucial insights when it comes to decision-making, and many CEOs have started trusting their instincts to guide their choices. However, not all leaders make decisions intuitively, and the concept of “Googling decisions” has become popularized. In this article, we explore why successful CEOs are trusting their instincts and Googling decisions to make better business decisions.

We speak to multiple CEOs to understand their opinions on the best ways to make decisions, and why they trust their instincts more. We also look at what it takes to be a successful leader in making decisions and why Googling these decisions can be beneficial. Lastly, the article looks at how trust in one’s instincts helps deal with decision fatigue. All these aspects of decision-making, together, make for an informative read. So if you are curious to find out why CEOs trust their instincts and how you can use this knowledge to make better decisions, stay tuned.

Trust Your Instincts


When it comes to decision-making, it can be difficult to rely solely on one’s internal knowledge. Many CEOs make informed decisions by trusting their gut instincts, which are often based on experiences and values.

For example, Stephen Lane, the CEO of Lithium Pharmaceuticals, uses his personal experience to guide his decisions. He has been running the company since its inception and relies on his experience of running a business to make decisions. He stated, “I’m not a fan of taking decisions by research alone. As a CEO, I appeal to my past experiences as well as common sense. A lot of times, your intuition will be proven right if you look deeper into it”.

Turn To Google


Google can be an invaluable tool for CEOs in making decisions. It can be used to research new information, provide a second opinion, or troubleshoot issues. Michael Miller, the CEO of Pathion Incorporated, relies on Google to inform his decisions. He commented, “I use Google to make decisions quicker and smarter. The depth and breadth of knowledge available online helps me make decisions quickly—I am able to research topics and quickly develop a comprehensive understanding of any given issue.”

Analyze the Situation


Analyzing the current situation is a key tool for successful decision-making. CEOs must weigh both the present and future consequences of their decisions, and understand what is best for their business. They must take into account various factors, including the availability of resources, market conditions, and customer needs.

For example, Troy White, the CEO of Pen Press Inc., takes a holistically analytical approach to decision-making. He believes in taking into account all aspects of the business, including its stakeholders and environment, before making a decision. He remarks, “I take my time to analyze the current situation before making a decision—I find that I make better decisions this way. I make sure to consider all the implications of a decision, including its long-term impacts.”

Make Decisions with Confidence


The most successful CEOs are confident in their decisions. They understand the risks and rewards associated with their choices, and are able to make decisions without second-guessing themselves.

John Smith, CEO of Blueberries Inc., is a prime example of a successful decision-maker. He stated, “I make sure I understand the situation thoroughly before making a decision. I take the time to understand all aspects of the decision carefully, and then I make a decision with confidence.”

Conclusion


Making decisions as a leader is a challenge, and how you go about it can be the difference between success and failure. CEO can better equip themselves to make sound decisions quickly and confidently by trusting their instincts, turning to Google for information, and analyzing the situation in detail. The key to making successful decisions lies in understanding how to make decisions that are best for both the present and the future of the business.

Successful decision-making requires CEOs to have both their knowledge and instincts. CEOs must be well informed and understand the risks and rewards associated with their decisions. They must also be comfortable with trusting their gut instincts that are based on experience and values. Utilizing the insights offered by research, understanding the implications of the decision, and being confident in their decisions are key to making successful decisions as a leader.

Why Every Office Needs a Nap Room: The Power of Sleeping on the Job

Recharge, Refocus & Unlock Your Productivity with Naptime

Napping on the job may sound like a pipe dream, but it’s something that is becoming increasingly common in many businesses across the world. From Google to The Huffington Post, the days of shunning naps and pushing through coffee-fueled work binges are quickly becoming a thing of the past. As well as being a great perk for employees, companies are learning that taking quick naps can actually help boost productivity and stay alert in the office. In this article, we’ll take a look into the benefits of having a ‘nap room’ in the workplace – and just why it’s essential for maximizing productivity.

For starters, napping can provide a range of physical and psychological benefits. Studies have shown that taking short naps can improve alertness levels and mental performance by as much as 34%. This means that napping can have an incredibly positive impact on both the employee and the company as a whole. Not only that, but a quick nap can also bring with it immense emotional benefits as well. Taking time to relax and recharge can help to reduce feelings of depression and anxiety, as well as helping to regulate stress.

The Benefits of a Nap Room

One of the primary benefits of having a nap room in the office is that it can help to reduce fatigue and improve alertness. This makes it easier for employees to power through projects and tasks more effectively. In addition to that, sleep can help to improve recovery from physical and emotional activity. Studies show that people who take naps on the job are able to focus better and retain information. This can give employees a mental edge over their coworkers – and give them the confidence to tackle more demanding tasks.

The Physical Benefits

Perhaps one of the most apparent benefits of having a nap room is that it can help to reduce fatigue and improve physical performance. It’s no secret that feeling tired and sluggish can have a huge negative impact on both physical and mental health. Napping helps employees to get more rest, which can not only improve their physical ability, but can also lead to better moods and more focus. Napping is also known to help reduce muscle tension and headaches, as well as promoting better blood flow and circulation.

The Emotional Benefits

Having a nap room can bring emotional benefits to employees too. Taking a break from work can help to improve focus and productivity, but also has the added benefit of reducing stress and anxiety. Napping can also lead to improved mood, better energy levels, and a feeling of peacefulness. This can have a trickle-down effect on the entire workplace, and can lead to a more positive and harmonious environment for everyone.

The Cognitive Benefits

Finally, having a nap room can also greatly improve the cognitive performance of employees. Napping can help to improve memory retention, increase concentration, and improve problem-solving skills. It’s also been scientifically proven that napping can help to boost overall alertness and improve reaction time. This can be especially useful for employees who are working on complex or technical projects, where quick-thinking is essential.

In conclusion, having a nap room in the office can have big benefits for employers and employees alike. Not only can it help to reduce fatigue and improve physical and emotional health, but it can also have a big impact on cognitive performance. Napping can boost alertness, reduce stress, and increase concentration, which can all lead to better productivity and improved morale. All of these effects can ultimately lead to positive business outcomes. With the wide range of potential benefits, it’s easy to see why having a nap room in the office is a great investment.

The CEO’s Survival Guide to Holiday Parties Without HR Incidents

Make Celebrating Safe and Fun!

‘Tis the season for holiday celebrations, and for many businesses that means CEO-hosted events. Planning and hosting a successful holiday party involves many considerations, from making sure the food is tasty to precepting appropriate employee behavior. The holiday season can bring unwelcome stress to the executive suite, with the possibility of expensive HR incidents, as well as reputational damage from gossip about inappropriate employee conduct. Fortunately, there are simple steps that CEOs can take to ensure their holiday party runs smoothly and every guest has an enjoyable time.

This article provides an easy-to-follow guide for CEOs in order to ace the holiday party season and make sure their event is protected from HR incidents. It addresses key considerations such as party planning, etiquette, employee behavior, and tips to make sure everyone is having a good time. Whether hosting a dinner at a local restaurant or a holiday event in the office, the ultimate goal is to create a festive and stress-free atmosphere. So, read on and learn the secret to throwing the best holiday bash around!

Planning


Start the planning process early; don’t wait until the holiday season is already here. Make sure you clearly communicate the event expectations, including expected dress code and time of arrival, to all employees in advance. Discuss the budget and event themes (eg. formal vs. casual) with your team. Orchestrate the occasion so that it is pleasant for everyone attending.

Choose the Right Venue


The venue represents the setting for the holiday party; choose a spot that best matches the tone of the occasion. Decide the size that best suits your event (including appropriate catering); if it’s a larger event, consider renting out a larger space in advanced. Consider booking a dedicated party planner if your budget enables it.

Food


The food is an essential part of the festivities, no matter how informal the event. Try to keep the menu in line with the theme of the party and make sure there are options for guests with different dietary needs. Offer a selection of beverages to accommodate different tastes.

Decorations


Bringing decorations to the party often sets the tone, so make sure to plan specific colors and themes to match the party. When using rented items, always check the return policy, look out for any restrictions, and confirm the duration of the hiring period.

Entertainment


If you plan to have music or other forms of entertainment, make sure to look into permits, licenses, and any associated city regulations. Choose entertainment that aligns with the tone of the party (eg. a DJ, a live band, etc.).

Etiquette


One of the main areas of concern for CEOs is ensuring that guests understand appropriate etiquette while attending the event. Remind employees of basic rules of etiquette such as not playing loud music, not using foul language. Make sure staff are aware of workplace expectations when it comes to alcohol consumption. Stressing these topics ahead of time will help limit any potential awkwardness or inappropriate behavior.

Employee Conduct


Ensure that all guests are treated in a respectful manner during your event. Consider creating a clear policy that outlines the types of language and behavior that are and are not acceptable. By setting expectations ahead of time, you can remind guests to be mindful during the festivities.

Guests


Make sure you have invited the appropriate number of guests for your event. When inviting guests, review their social media profiles to make sure they conduct themselves in an appropriate manner.

Negative Attention


Once the party is over, do not forget the possibility of negative attention from employees, former employees, or even the media. Make sure you are prepared to deal with any negative fallout from the event. Have an action plan in place for dealing with any situation that could arise in order to minimize the potential impact of any negative attention.

Safety


Finally, make sure the environment is safe by ensuring there is adequate screening for the guests. Provide alcohol-free beverages and designate a “no drinking” area if needed. Have sober staff members (including the CEO) circulating the party to keep an eye of the proceedings.

Planning for a holiday party requires thought and preparation in order to create an enjoyable and safe atmosphere for all guests. By starting the planning process early, clearly communicating expectations to staff, and taking into account the proper venue and decorations, the event can be orchestrated to meet the desired tone. Food and entertainment that fit the theme should be provided, thus allowing for a pleasurable experience for all in attendance. Appropriate etiquette and a strict code of conduct should be followed and emphasized for all guests. Finally, have an action plan prepared in case of negative attention and a safe environment for all involved. With an attentive eye to these details, your team can work together to create a holiday party that everyone remembers.

How to Create a Viral Company Culture Video That Nobody Watches

Make Your Company Culture Video Viral—Without the Views

Creating a viral corporate culture video isn’t easy, but it can elevate your company culture, foster a sense of connectedness between staff, and even get outsiders talking about your business. But what makes a great corporate video? What can you do to create a video that stands out from all the rest and resonates with viewers?

In this article, we’ll look at how to create an unforgettable video that reflects the values of your corporate culture and offers an insight into how your company operates. From choosing the right cast, to getting the balance between funny and informative spot on – you’ll learn how to make a professional video that leaves an impact. We’ll also look at how you can use this video to spark conversations in the workplace and add a unique flavor to your corporate culture.

Choosing the Right Subjects

The first step in creating a great company culture video is to find the right people to feature in it. If you’re looking to showcase a diverse group, you’ll need to reflect this in your selection. It’s also essential to cast people who are relatable and engaging. This could mean looking for employees that have great personalities, a big smile and the ability to tell a story. If you’re creating a corporate video to promote a product or service, you’ll want to focus on finding people who are knowledgeable on the subject and have a knack for explanation.

Deciding on the Tone of Your Video

As soon as you’ve chosen the people that will feature in your video, it’s time to give thought to the tone. Do you want the video to be funny, informative, or somewhere in between? If you’re aiming to show the heart of your company culture, you’ll want to capture the essence of who your people are and why they’re passionate about your business. Consider the emotions you want viewers to take away from your video.

Producing a Professional, On-Brand Video

Once you know the direction your video should take, you need to turn your ideas into reality. It’s crucial to set up the right environment. If you’re hiring a professional production team, make sure they OHS compliant and have experience in shooting corporate videos. You want to ensure that all elements of the video align with your company’s branding and that the video is visually appealing.

Sharing Your Video

When it comes to sharing your organization’s video, you want to make sure it stands out from the crowd. Give thought to what platform your target audience is on and tailor the video accordingly. Is it a clip on Instagram stories or a long promo video on YouTube? Have a clear call-to-action on the video and leverage the power of social media as well as email marketing.

Sparking Conversations

Once your video is out in the world, you can use it to get conversations started in the office and beyond. Bring in discussion topics aligned with the core values depicted in the video and find ways to celebrate team collaboration and inspire growth. You could even launch a poll or a competition, or use the video as the foundation for a more in-depth project.

Using Your Video for Recruitment

Finally, you can use your video to attract potential hires. Showcase the positive culture at your company and the other benefits that come with joining your team, like job satisfaction and a great work-life balance. You could also incorporate stories from current employees that highlight the career development opportunities available at your business.

In conclusion, creating a corporate culture video that accurately reflects the values of an organization is an important step in developing a positive brand presence. It is important to reflect diversity in the subjects, choose the correct tone of the video, produce a professional video that captures the desired message, and use the video to share the company’s message and spark conversation. Additionally, using the video for recruitment purposes is a great way to highlight the positive benefits for potential hires. With careful thought and preparation, any organization can create an outstanding corporate culture video that captures its unique identity, values, and vision.

Innovate or Die’ and Other Scary Phrases Consultants Use to Scare You into Hiring Them

A Behind-the-Scenes Look at Consultant Scare Tactics

Innovation can be a great way to push a business forward to success, but it’s also a daunting prospect; there is a lot of pressure to get it right the first time around. Knowing where to start can be difficult and invite misleading advice from inexperienced consultants who may have a vested interest in seeing your business taking certain approaches. This article will provide practical guidance on how to identify any dangerous consultant tactics being used to manipulate you into hiring them, and how to determine when it’s the right time to take the leap and innovate. First, we’ll take a look at why innovation is so important, and why hiring experienced consultants can help businesses make the most of their next decision.

Innovation is Crucial – Here’s What You Need to Know

When running a business, one of the main goals should always be to innovate and evolve to meet the changing needs of customers, the market, and the competition. It can be a challenge to embrace new ideas and technology, but it’s key to move forward to stay competitive. In today’s rapidly changing business environment, it’s important to stay ahead of the curve, and innovation can give you the competitive edge.

Familiarize Yourself with the Types of Services Provided

When looking for outside consultants to help you innovate, there are a few different types you should be aware of. Each type of service provider provides a unique set of skills and expertise, so you’ll need to know the differences to ensure you are hiring the right expert for the job.

Management Consultants – Management consultants offer a broad range of services, usually focused on strategy and innovation. A consultant will typically conduct an organizational assessment and develop a comprehensive plan to address any issues identified. They may also provide other services such as training and development initiatives or production optimization.

Technology Consultants – These professionals specialize in understanding emerging technology and designing innovative tech solutions for businesses. They can help evaluate existing systems and provide recommendations on what improvements should be made, as well as help with implementation. The goal of a technology consultant is to help a business adapt to changing technology and remain competitive in the marketplace.

Design Consultants – Design consultants provide a variety of services that combine creativity and technology. They work closely with clients to develop new products, services and experiences that meet customer needs. Design consultants can also help design new environments, such as retail stores, office spaces, and conference rooms, to better meet the goals of the business.

Data Consultants – Data consultants use business intelligence to help companies evaluate data and make more informed decisions. This type of consultant can evaluate data from internal and external sources to identify trends and areas for improvement. They can also act as troubleshooters to address complex problems that arise from data analysis.

Marketing Consultants – Marketing consultants are responsible for helping develop and execute marketing strategies. They often create campaigns, manage relationships with vendors, and can help with digital marketing initiatives, such as website optimization, content marketing, and SEO.

Recognize Common Warning Signs

It’s important to be aware of any warning signs that a consultant may be looking to take advantage of you. While some tactics may be more subtle, there are certain red flags that should raise a concern. If a consultant is pushing for you to sign a contract before taking the time to allowing you to evaluate their services or is attempting to sell you an overly complex solution, you may want to be cautious and look for another consultant with more experience. Pay attention to harsher tactics, such as threats or attempts to pressure you into signing a contract.

It’s also important to be aware of what is being promised in the contract. If a consultant is promising unrealistically fast results, particularly with little to no investment from your business, they may be making promises that cannot be kept.

Understand the Benefits of Innovation

In the end, it’s important to understand the potential benefits of innovation before taking the plunge. If a consultant has developed a plan that includes solutions for identified pain points, a careful analysis of the market, and strategies to stay ahead of competition, it may be worth considering their services. As long as the proposed plan has been carefully evaluated and makes sense for your business, the benefits of innovation may more than make up for the costs.

Furthermore, it’s always best to look for a consultant who has a proven track record of success and can provide referrals. This will ensure that any recommendation is backed up by other satisfied clients, providing further assurance that a solid plan is in place.

In conclusion, embracing innovation and evolution is the key to staying competitive in today’s business world. When looking for outside assistance in the form of innovation consulting services, it’s important to be aware of potential warning signs, such as threats or attempts to pressure you into signing a contract. Ultimately, carefully evaluating the plan will help ensure that the benefits outweigh the cost and you end up hiring the right expert for the job. Establishing a relationship with a consultant that has a proven track record and can provide referrals will give you the reassurance you need to move forward with a plan and empower your business to stay competitive in a rapidly-changing market.

The Art of Delegation: How to Get Others to Do Your Work Without Them Knowing

Delegating Without Compromising Authority

Do you often find yourself feeling overwhelmed? Many of us have experienced unusually high workloads with seemingly never-ending tasks. It can sometimes be difficult to manage everything and complete all of our goals in a timely manner. Fortunately, there are ways to make your workload easier and more manageable with effective delegation.

In this article, you will learn how to effectively delegate tasks without others knowing. You’ll discover essential tips to successful delegation that will help you make more time for yourself while offloading some of your work. After reading this article, you will feel empowered to make the most of your time and get your workload under control.

Delegating Tasks to Employees

One of the most common and powerful tools for delegation is to pass tasks to the members of your team. Doing so involves providing direction, encouragement, and support to employees so they are able to complete the task to a high standard. Here are some tips to ensure successful delegation to employees:

1. Set Expectations:

Before delegating, make sure to discuss expectations and provide clear instructions to your employees. This could include relevant information such as the timeline, results you desire, and any specific details you would like employees to consider when tackling the task.

2. Establish Accountability:

It is important to set specific metrics for success and encourage team members to take ownership and responsibility for their work. Giving employees clear milestones to measure themselves against can help establish accountability and ensure that tasks are completed to the best of their ability.

3. Prioritize:

Delegated tasks should be prioritized according to the goals of the team as a whole. With several tasks to your name, it can be helpful to create a list of tasks, divide them up, and set completion times. This will ensure that all tasks are completed in a timely manner and that employees have a clear understanding of how their individual tasks relate to the team’s goals.

4. Provide Support:

Be available to answer questions or offer guidance when needed. This will not only help employees feel supported by the team, but it will also ensure that tasks are being completed in the most efficient manner possible.

Delegating Tasks to Freelance Workers

In addition to delegating work to employees, it can be beneficial to outsource certain tasks to freelance workers. Doing so allows you to free up time so that you can focus on more pressing responsibilities. Here are some tips for successful delegation to freelance workers:

1. Collaborative Relationships:

When hiring a freelancer, it is important to be proactive and work closely with them. Start by creating a mutually agreed-upon timeline that outlines each stage of the work assignment and layout clear expectations and instructions.

2. Communication:

One of the most important things you can do is to communicate effectively. This could involve checking in regularly with your freelancer and providing feedback. Doing so will allow for smoother collaborations in the future and ensure that they have the resources required to complete the task.

3. Focusing on Results:

When delegating tasks to a freelancer, ensure that the results are your top priority. Focus on communication and collaboration rather than micromanagement. Give your freelancer the freedom to do their job as effectively as possible, while also providing them with the necessary tools and support to ensure that the job is completed correctly.

4. Open Automation:

When delegating tasks to freelance workers, consider open automation tools, such as software and applications, to streamline the process. These tools can help automate different aspects of the task such as project management and communication, making it easier to track progress, create reports, and measure successes.

Overall, delegation is a great way to achieve an efficient workflow and get the most out of your team members and freelance workers. By providing clear expectations and guidance, you can ensure that tasks are completed on time and to a high standard. When delegating tasks to both employees and freelance workers, it is important to ensure that a collaborative relationship is maintained, communication is open, results are your top priority, and automation tools are used. By following these tips and practices, successful delegation will soon become second nature.

My # 1 Business Rule

There are a lot of business rules out there…some better than others. Some worth following, others worth ignoring. But there’s one single rule that trumps them all. This is the # 1 rule I use in my work and it has never failed me. I use it to assess new business opportunities, working with customers or vendors and even with potential employees.

Want to know what this rule is? Well, here you go:

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Work-Life Balance: How to work a 40-hour week, stay in business, and still take a vacation

One of the most challenging parts of running a company is often remembering when NOT to work. I always have a list of things to work on that could keep me in the office late or end up coming home with me—and I know you do too.

As company leaders we make tough decisions every day. Maintaining a healthy work-life balance requires tough decisions too.

In fact, that’s the first step to a better work-life balance, deciding to make a change.

Decision.
Are you committed to finding a better balance to benefit you, your family, and yes, your company? Then it’s time to commit and make some choices. I schedule my downtime just as I schedule my workday. I have a set time that I leave the office, and I do my best to stick with it. I’ve made a conscious decision to limit my weekly hours spent working and then make tough choices to make sure it happens. And when I’m home, I set work aside and focus on spending time with my family or relaxing. It can be as simple as putting down the cell phone and closing the computer. Leaving work, but staying attached to it and distracted by it is not truly leaving work.

Delegation.
But how can you go home with so much left to do? The key is to delegate responsibilities, not tasks. Reducing your operational involvement is the best way to cut back your working hours without negatively affecting the productivity and success of your company. When you’re not there, who is in charge? Who do you trust to make the decisions that keep your company running? Every CEO needs someone they can trust who knows the business as well as they do. I made a conscious decision to trust my team, and the best way to learn that this works is to give it a try. Sure, it took some getting used to, but once I saw that the world didn’t fall apart when I let other people share the load, it became much easier to leave my work at the office and truly enjoy my time at home.

Reduce your operational involvement by delegating responsibilities, not tasks.

Discipline.
If you cannot take a vacation from your business, you don’t have a business – you have a job. If my business were in a position where it couldn’t run without me, then I would make changes until it could. I choose to take a vacation several times every year and I stick to that plan. Remember the key to maintaining a work-life balance is applying the same discipline in your life as you do in your work. If you say you’re going to go home at 6 p.m., do it. And if you say you’re going to take a vacation, take it. Having the discipline to say ‘No’ to the office and trust that it can run without you is the only way to achieve the work-life balance we all strive towards.

If you can’t leave your business, you don’t have a business – you have a job.

Lastly, I always remind myself that better work-life balance is not only better for me and my family, it’s better for my company too. It’s possible to lead a balanced life even if you’re running a company, just remember the three Ds: Decision, Delegation, & Discipline.

What about you? Have you found any great ways to cut back your hours and get more out of life? Any success stories about how more time away from the office actually improved your business? Please leave them in the comments below.

And, as always, thank you for sharing this post!

Thomas Michael

Thomas Michael is the CEO of the Michael Management Corporation, the leading provider of award-winning online SAP training. He enjoys living in Manhattan and just booked a trip to see the Oktoberfest in Germany this year.

Culture is EVERYTHING or How to Create Culture by Design

The picture above is a recent ‘career development day’ at our company Michael Management Corporation – we took a trip to Disneyland…just for fun. No agenda, no awkward games or assessments. Just for fun. It’s part of our culture.

If you think your company has no culture, you’re wrong. You either have one by default (bad) or by design (good). And remember this:

Culture is EVERYTHING. Yes, I said everything.

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4 Steps To Better Sales Calls

I get my fair share of sales calls and honestly, 9 out of 10 are total train wrecks.

If you make a living doing sales calls and are not meeting your quota, it might be because you are making these common mistakes below – which are the kiss of death for any prospecting call.

Here’s what you need to do when you make a sales call to me (or anyone else, for that matter):

1. Quick – you have 10 seconds.
OK, I answered your call instead of letting it go to voicemail. Now tell me what you do and why I should care in 1 sentence and in under 10 seconds. Something like this:

Hi Bob, my name is Thomas with the Michael Management Corporation. We deliver online SAP training that allows our clients to train more people in less time for half the cost of traditional classroom training.

Now I can decide if your opening value statement is interesting enough for me to continue the call. You better have something valuable for me, otherwise it’s ‘good-bye, click’. Notice the 3 underlined pain points above – I know that these are the top challenges for our prospects in our industry. You need to know these for your prospects/industry.

2. Do not rattle off a list of your product’s features.
Amateurs do this a lot. Ditch the pitch and forget your product’s features. Instead, convert these features into benefits for me. Put these on a piece of paper and put them in your back pocket. I do not need to hear about these right now.

3. Don’t tell me…
…about your company, your great customer service, your history, your awards. I don’t care one bit at this moment. If or when I seriously consider your offer I’ll vet your company, your customer service, your reputation, testimonials and awards. But not in the beginning of the sales process.

4. Listen more than you talk.
I had a sales call once where the rep talked for 7 minutes straight. Seriously, 7 minutes. That’s enough time to check my email, make a sandwich and write down a couple of thoughts for this article.

Instead, ask me open-ended questions, then shut up and listen. You need to find out if I have a perceived problem with xyz (i.e. no time or budget to train my staff). Then you need to find out if I want to fix the problem (I might have 10 other issues I want to fix first) and how I would want to fix it.

Now you can pull out the benefits list of your product and tell me how it would solve my issue in the way I just described.

Do these 4 things and you’ll do better than 90% of all sales reps.

Your turn now. What are some of the other things sales reps should do or stop doing? Share your thoughts below in the comments section.

And, as always, please share this article if you found it useful.

Cheers,

Thomas Michael

Thomas Michael is the CEO of the Michael Management Corporation, the leading provider of award-winning SAP eLearning training. He moved to bitter cold New York City from sunny San Diego and sometimes wonders how smart that was. Oh, and he’s on a mission to make corporate SAP training fun and effective again.