Business Growth Newsletter #262 – Improving conversations, Talent times energy, Dogs

Sales and marketing Newsletter

Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT

  • The fastest way to improve your presentations is to record them and watch with a coach. Successful sports teams do it, even recording practices. With web meetings and increasing numbers of phone calls it’s never been easier. 
  • How do you dig up urgency in your clients? Many times it’s a simple as increasing your pace. Humans tend to mirror one another and when you speed up your prospect’s sense of urgency tends to follow. 
  • Each time I sit in on a conversation between a salesperson and a prospect I ask the seller to see their notes. It’s the easiest way to get a feel for what they’ll recall 24 hours later. Better notes = more productive future conversations. 
  • Buyers have a go-to set of questions. When they’re asked I get the feeling they aren’t listening to the content of your answer as much as they are listening to how you answer the question. Emotions drive decisions more than logic. 

Being Human – Stengths mult Energy mult

“You can develop your talent and you can develop your energy, those are the things you’re in control of. All the other stuff? The right phone call? Someone giving you a job? All those things are just fortune and you have nothing to do with it. You don’t have to try to control those.” – Derren Brown

derren brown mentalist

A simple recipe for success is taking your individual strengths, applying your energy, and choosing the venue you want to be successful in. Let’s test it.

Strengths x Energy x Market Need = Professional Success? 
Makes sense. 

Strengths x Energy x Family Need = Strong Family? 
Makes sense. 

Strengths x Energy x Relationships = Strong Personal Relations?
Seems to fit

As you start the year, take inventory of your strengths and come up with ways you can apply them to your goals. Then put energy into it. If you haven’t done it yet, take the VIA Survey of Character Strengths (8th one down) as a starting point. 

Good stuff. 


Random stuff


“Blessed is he who expects nothing, for he shall never be disappointed.” – Alexander Pope

Dancing King

What have you been doing with your time as the pandemic rages on? I spend a lot of time trying to entertain Wilson the Amazing Border Collie. Last week, this video of a truly amazing border collie came my way:


It’s amazing.

First, how many times did this woman need to listen to the song in setting up the routine? I don’t know if I could do it with any song. 

Second, how did these two decide on the leg lift at 1:22? The dog seems pretty unsure but I can hear the trainer saying, “no, no, I’m telling you, trust me. This is going to be great!” 

Third, I can’t get the image of a neighbor standing at the window, coffee in hand, watching this woman every morning, putting her pup through the routine, music blaring. “Blanche, she’s at it again.”

The dog loves it. I won’t show it to Wilson because he’ll be like, “ok, which song?” He’s game for anything. I, on the other hand, am lazy. Frisbee will have to do. Good dog. 


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