Top Executive Coaching with Tony Mayo

Why plan? So much changes, so many things are unforeseen. The world is unpredictable and out of our control. The people we depend upon are fallible and have free will. There is no telling what they will do, how they will react to us.

Any airliner spends most of each trip off course and pointed in the wrong direction. Wind, weather, and traffic are constantly diverting the vessel from the perfect path. Rather than being discouraged by the impossibility of staying on course, the pilot and the instruments are continually working to compensate for these random and unforeseeable influences. After a trip of “unplanned” but expected diversions, airliners almost always arrive at their intended destinations. What would be the result if the pilot did not declare where and when he would land? How would he react to the distractions and diversions? Would you buy a ticket on that plane? Rather, could that pilot enroll you in his project?

You have many choices each day–even if they don’t seem like choices–and a consistent target will give you a ready reference for making those choices. Your plan is useful not because it is a description of what will happen, but because it provides a reference point to evaluate and respond to the inevitable circumstances that differ from the plan.

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A typical response to my webinar for experienced business development professionals and salespeople (The Learning Salesperson) is, “I have already taken sales training.” or “I have read lots of books about sales.” or even, “I have been selling well enough for years.”

The course is for people who are already good at selling. You do not need more

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Influence:
The Psychology of Persuasion
by Robert B. Cialdini, Ph.D.

Influence is written as a guidebook for the savvy consumer. The author’s conversational style and frequent sharing of personal experiences will certainly recommend it to that audience. My interest in the work is probably closer to that of the typical reader: as a persuasion professional I am looking for specific ideas to increase my effectiveness. My attention has been richly rewarded.

Professor Cialdini organizes decades of research and experience into six easily comprehended categories of influence techniques. Relevant examples from marketing and sales are used to

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Lying is the toughest part of being a salesman. No, not me lying, but people like you assuming that I–the salesperson–am lying. Expecting the worst of salespeople seems to bring out the worst in prospects.

Years ago, I heard that one of my clients had been put in charge of a major new project. Expecting more business, I went to his office and said, “Congratulations on getting Project X.”

He looked me in the eye–looked me in the eye!–and said, “That’s not my project.”

“Who’s got it?” I asked.

“It hasn’t been approved,” he said.

I was in a meeting with him a few days later where he reported on

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I am now interviewing experienced salespeople and business developers to join a small community of learners.

• I will be using WebEx to coach a cohesive, continuing group on:
  • Increasing Sales
  • Smarter Time Use
  • Reduced Stress
  • Better Health
  • Improved Relationships

• This fantastic “virtual meeting” technology allows me to deliver frequent, short sessions that provide:
  • 1:1 Executive Coaching on
  • Actual, Current Opportunities using
  • Live, Interactive, Audio & Video

If you are interested in having a conversation about the possibilities for you write to me at the address in the flyer. Click here for a printable brochure on The Learning Salesperson.

Qualified applicants can try two sessions free.

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