Tag Archive for: bryan neale

We Attempt To Shape Others’ Perceptions- But How Is That Working?

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Drew Dudley on the Advanced Selling Podcast copyWhy is it that we spend so much time doing things that we think will shape others’ perception of us – and yet those very things do nothing to shape it?

Drew Dudley, Founder & Chief Catalyst at Nuance Leadership Development Services, Inc., was our guest this week. He’s had some great TED Talks (The List) and deals with this very issue – how we are perceived. It’s a must-listen for sales managers and company leaders in addition to top performing salespeople. Make sure you also consume his content on his blog at http://nuanceleadership.ca/

Watch other TED Talks by Drew:

Negative Thinking Could Mean Better Results

Is that really possible? Think ‘negatively’? Yep, that’s what we’re saying.

In this episode, we share a module that Bryan recently taught at a client where they prepared for the ‘worst case scenario’ in the sales process. Each tip Bill and Bryan give have both a market application (outer game) and a mindset application (inner game).

They provide insightful tips for the following sales scenarios:

  • How to handle a deal that has become stuck or stalled
  • How to handle price resistance

Some of this topic comes from Bob Knight’s new book, The Power of Negative Thinking – An Unconventional Approach to Achieving Positive Results.

Also mentioned in this podcast: