About Author Brett Clay
Posts by Author Brett Clay
Change Leadership Secret – 12 – Understand The Four Forces
Change Leadership — Secret # 12 Understand The Four Forces Success . . . means the opportunity to experience and to realize to the maximum the forces that are within us. —David Sarnoff What I Need to Know In Principles of Topological Psychology, Kurt Lewin proposed that behavior is a function of the person and […]
Change Leadership Secret – 11 – Be An Amateur Psychologist
Change Leadership — Secret # 11 Be An Amateur Psychologist Whatever you cannot understand, you cannot possess. —Johann Wolfgang Von Goethe What I Need to Know To be an effective change leader, you must have a deep understanding of the psychology of change. Change is not easy. If it were easy, we all would have […]
Change Leadership Secret – 10 – The Change Leadership Framework
Change Leadership — Secret # 10 The Change Leadership Framework So with imagination, ingenuity, and audacity, explore, discover, and change the world. —Daniel S. Goldin What I Need to Know If change-centric selling is essentially about helping the customer achieve change, how does the salesperson go about it? The answer is the Change Leadership Framework, […]
Change Leadership Secret – 9 – Become A Change Leader
Change Leadership — Secret # 9 Become A Change Leader Leadership is action, not position. —Donald H. McGannon What I Need to Know Change-centric selling changes the sales paradigm from asking middle managers, “What is your problem?” to asking executives, “What are you trying to change? Why? How?” The change-centric selling model takes the following […]
Change Leadership Secret – 8 – Opportunity Only Comes With Change
Change Leadership — Secret # 8 Opportunity Only Comes With Change He who rejects change is the architect of decay. The only human institution that rejects progress is the cemetery. —Edmund Wilson What I Need to Know I will use two analogies: a sailboat and a brick road. Leaks in a sailboat, torn sails, and […]
Change Leadership Secret – 7 – Delivery Trumps Relationship
Change Leadership — Secret # 7 Delivery Trumps Relationship The ultimate delivery is customer success; the ultimate price is failure. —Brett Clay What I Need to Know Have you heard the saying, “Buyers buy from people they like”? You will find that statement in every sales book ever written. But is it true? Is sales […]
Change Leadership Secret – 6 – Problems Are The Tip of The Iceberg
Change Leadership — Secret # 6 Problems are the Tip of the Iceberg Some people see problems and solutions. I see changes and destinations. —Brett Clay What I Need to Know Understanding the customer’s problem is really important. As salespeople, we often have a solution looking for a problem. Our job is often to find […]
Change Leadership Secret – 5 – People Buy To Make A Change
Change Leadership — Secret # 5 People Buy To Make A Change To be a success in business, be daring, be first, be different. —Henry Marchant What I Need to Know Now that you know one of the most important secrets—that people do not buy products because they need them—they buy products to satisfy a […]
Change Leadership Secret – 4 – No One Needs Your Product
Change Leadership — Secret # 4 No One Needs Your Product He that is good with a hammer tends to think everything is a nail. —Abraham Maslow What I Need to Know Do people buy your product because they need it? All sales courses teach the fundamental concept of “need satisfaction selling.” The notion is […]
Change Leadership Secret – 3 – You Are Not a Force
Change Leadership — Secret # 3 You Are Not a Force Pull the string and it will follow wherever you wish. Push it, and it will go nowhere at all. —Dwight D. Eisenhower What I Need to Know While it is true that people buy because they are forced to buy, it is not true […]
Social