I know seeing the word Phenomenology in the title of this article is a little scary and boring at the same time. Seeing the word Phenomenology with Selling could also induce some uncomfortable sensations. But if phenomenology had been taught in sales training, I would not have failed seven times at retail cold call sales….
Reflecting on my journey as a cold calling salesman, I’ve come to realize that each interaction was more than a mere sales pitch. It was a window into the essence of another human being. My approach was grounded in a deep curiosity about the lives of my clients. I would listen intently, not just to…
For decades, a battle has been brewing. And likely you have been completely unaware of it. The 1960 edition of Existence, edited by Rollo May, begins to explain the conflict between American Psychology and European Psychology. May explained that around the time of WWII, American psychiatrists and psychologists had noted a gap in our understanding…
Why is it important to ask who you are? Because it determines what you can and cannot change in yourself. Picture in your mind that you are a teenager in high school. Watch what you are doing. Are you sitting in your classroom, or out in a field? What are you wearing? What is your…
Personality profile tests are promoted as providing information about how a person will actually perform and behave in the workplace or fit within an organization. They rely on statistical surveys where averages are collated generating ideal averages then placed in an algorithm for testing. These averages of others have only a random relationship with the…
“Sales isn’t for everybody. Sorry, we don’t think you are cut out for sales.” Have you ever been on the receiving end of such a statement? Most sales managers will emphatically state that a salesperson who is not meeting his or her sales quota simply doesn’t have the “Right Stuff.” Unfortunately, their judgment is based…