Cornerstones

3 Days! Or A Lifetime?

“There is nothing noble in being superior to your fellow man. True Nobility is being superior to your former self.” — Ernest Hemingway

“These three days changed my life!” —   Participant’s evaluation of Fusion’s “Presenting for Results!®” session

Where’s […]

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What’s NOT Being Said

A young woman came to me for counsel.

She talked briefly and then sat silently in the chair.

I said nothing but watched the reactions she displayed.

Slowly she made eye contact with me.

“You understand, don’t you?”

I nodded.

She began to talk more.

The lesson here is… Listen for what’s NOT being said

It’s in that silence that you will find the real […]

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Fusion: the Heart of a Star!

Stars and Corporations are both energized by the same force:  Fusion.

Our “Sun,” a “Star;” is a “Hydrogen Fusion Engine.”

Fusion Formula: Take two atoms of hydrogen, agitate rapidly under titanic gravitational stress, then apply cosmic heat. Caution:  Do not over-stimulate or the mixture may explode and engulf the entire solar system; but be sure to continue at a pace sufficient to keep the sphere from collapsing under its own weight. Repeat to Infinity!  Voila!  Produces […]

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Making & Keeping

Stock offerings are launched by making promises.
Lofty stock prices are guaranteed by keeping them!

Elections are won by making promises.
Legacies are secured by keeping them!

Weddings are begun by making promises.
Marriages are secured by keeping them!

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The Wisdom of Fusion

1. Sales Riddle: “I can’t work with you until I know that you know what I know.”

We think it’s more important to “get” your customers’ issues, marketplace and challenges first rather than trying to push a product, service or feature. “Pull or Counselor” Selling is all about allowing customers to disclose needs (perhaps fears) […]

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Do You Know…?

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Plan Wrap-up, Bridge to Managing Your Sales Practice and Building Relationships

The Sales & Counselor SellingSM Series

“You’ve got to keep stretching your skills and abilities to meet tomorrow’s requirements!”
—Jennifer R. StJohn

In the Sales & Counselor Selling series […]

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Afraid to Ask?

Ask for the “No!”

The Sales & Counselor SellingSM Series

“Thirty years, and still people are afraid to ask for the order!”
—Jennifer R. StJohn

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Don’t Look at the Scoreboard

The Sales & Counselor SellingSM Series

“Play your game and your plan. Don’t look at the scoreboard.”
– Coach John Wooden
Head Coach, UCLA Men’s Basketball

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Enough Already!

The Sales & Counselor SellingSM Series

“When You’re Done, Stop!”

The Presentation isn’t the Point!

One can be forgiven for thinking so, given the amount of […]

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Then What?

The Sales & Counselor SellingSM Series

“A truly good book teaches me better than to read it.
I must soon lay it down and commence living on its hint.
What I began by reading, I must finish by acting!”
— Henry David Thoreau
American Philosopher, […]

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Presenting Wrap-up, Bridge to Planning

The Sales & Counselor SellingSM Series

“It’s all about the audience. What they know — or don’t. What they need. What they think they want. What they are willing to hear. That’s where it starts and ends. You are only in the room as a means to an end — for them!”

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Red or Black?

The Sales & Counselor SellingSM Series

A British Officer manned an individual post in Africa. A fellow officer came to join him from London. They meet for dinner, the guest in his road khakis and the officer in dinner jacket and starched white shirt.

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Self – Important

The Sales & Counselor SellingSM Series

“The ‘I’ does not see itself.
Among the Great Teachings, there is a surprising consensus
that ‘self,’ is that which looks… the witness.
So, not the ‘Self-Image,’ not the false construct of Ego, not
the […]

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“Attention must be paid.” *

The Sales & Counselor SellingSM Series

*Title Excerpted from “Death of a Salesman”
by Arthur Miller
American Playwright
(October 17, 1915 – February 10, 2005)

“Pay Attention!” You hear […]

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Engaged Receptivity

The Sales & Counselor SellingSM Series

“So, I’m sitting in this little room in the old 493 Union Hall, and I’m just playing away, and there’s this old guy standing there. He’s listening to me, probably as long as he could take it, and he said, ‘Hey kid, do you know what’s […]

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Be Still

The Sales & Counselor SellingSM Series

“Being still, and not doing anything are two very different things.”
– Mr. Han – played by Jackie Chan
The Karate Kid, 2010

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Shut Up and Sell

The Sales & Counselor SellingSM Series

“You can tell whether a man is clever by his answers.
You can tell whether a man is wise by his questions.”
— Naguib Mahfouz
Egyptian Author & Nobel Laureate
(1911-2006)

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We’re Back for 2023!

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The Whole of It!

The Sales & Counselor SellingSM Series

“So, when you are listening to somebody, completely, attentively, then you are listening not only to the words, but also to the feeling of what is being conveyed, to the whole of it, not part of it.”
—Jiddu Krishnamurti

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Interchange

The Sales & Counselor SellingSM Series

“We know how important it is to listen!”
— Ad campaign for Sperry Corporation

“Everybody is talking at me. I don’t hear a word they’re […]

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Listen Your Way To A Sale

The Sales & Counselor SellingSM Series

“Companies don’t do business; people do.”
– C. Andrew Lehman
American Sales Professional
(1962 – )

Ever feel like a sales person was only thinking of […]

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Structured Listening

The Sales & Counselor SellingSM Series

“Listen! Or your tongue will make you deaf.”
— Cherokee Proverb

It’s a random world! It seems there’s a flood of randomness in the universe just now, with things, […]

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Withstanding the Silence

The Sales & Counselor SellingSM Series

“The challenge isn’t knowing what to say, or sell, but to “withstand the silence” that comes when you ask a thoughtful question.”
– Jennifer R. StJohn
Speaker, Consultant, Executive Counselor
Founder of The Fusion Group

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Able to Listen

The Sales & Counselor SellingSM Series

Editor’s note:
This week, we begin our discussion of the Probing process… which starts with listening. When you’re able to listen and understand, both you and your client reap greater benefits. Our hope is that by using this process, you will become more […]

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What is Counselor SellingSM ?

The Sales & Counselor SellingSM Series

“Listen. Serve. Repeat.”
—Jennifer StJohn

Editor’s Note: If you’re not a salesperson you may be wondering if the ‘Sales & Counselor Selling Series’ applies to you.  We suggest […]

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Ask Permission!

The Sales & Counselor SellingSM Series

“Personally, I’m always ready to learn, although I’m not always ready to be taught.”
—Sir Winston Churchill

 
Before you probe, before you present, before you plan…

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Creating Empty & Full

The Sales & Counselor SellingSM Series

“You must empty a box before you can fill it.”
—Irish Proverb

Creating Emptiness: The Counselor’s Art

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Sales and Ethics

The Sales & Counselor SellingSM Series

The word “Sales” can certainly conjure up a myriad of negative images and experiences. Pushy. Aggressive. Someone getting you to buy something you don’t want. Yet “Sales” in its true form, happens every day. For example, we’re selling when […]

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Shedding Light on Laughter

“Keep me away from the wisdom which does not cry, the philosophy which does not laugh, and the greatness which does not bow before children.”
— Khalil Gibran

“There are two kinds of light — the glow that illuminates, and the glare that obscures.”
— James […]

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“It’s Not About You; It’s About Them!”

– Jennifer R. StJohn,
Speaker, Consultant, Businesswoman
Founder of The Fusion Group
(1952 – 2018)

So much discourse these days is about what people think; and what they think we should be thinking.  Seemingly everyone with access to a microphone wastes no time in getting right to it.  Telling us how things ought to be – […]

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About “Improvisation”

Start here with this idea: We often make the mistake of thinking that “improvisation” is just that – totally spontaneous!  Look beneath the surface and you find that the speaker, singer, musician or performer doing the improvisation has had long practice with the subject matter, the style, the instrument or the theatrical discipline.  They didn’t really just walk on the stage, pick up an instrument and blow “Take Five” or “Kind […]

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One Core Story…

Who can argue that each individual is possessed of a unique voice, expressing a special communication style?  Who can argue that this divine expression is a personal and un-duplicatable gift, which should not be tampered or tainted?

Yet when an individual goes to work for an organization, their voice becomes one of many; comprising a single piece of an orchestrated communication […]

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Pitch a Conversation

“I went to a presentation once and a conversation broke out!”
— With apologies to Professional Hockey

Something goes haywire in the mind when you’re invited to “Pitch…” The normal intelligence which drives your business behavior short circuits and you fall back to the basic question: “What am I going to say?”

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Audience Analysis

“Would you send your car payment to the florist?”
 

Jennifer StJohn speaks about audience analysis.
 

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In Praise of Selling

Selling.  There, I said it.

I can’t believe that I’m actually going out here in favor of Selling!  But the simple truth is that things don’t change hands automatically.  They must be Sold.  Even the best of things have to be presented carefully and honestly to someone who has at least a moderate sense of need.  Without Sales, the economy drops, […]

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Right Going Forward!

“A cat who sits on a hot stove top, will never sit on a hot stove top again.  And that is well.  But she will never sit on a cold one either.”
— Mark Twain
American Author, Humorist and Philosopher.

Yeah, you really messed that up!  It was understandable of course.  You were young, and aggressive and knew it all… But some […]

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Pain is Temporary

“Pain is temporary. Pride is forever!”
– Bystander sign at Mile 21 of the NYC Marathon

The 50th running of the New York City Marathon was held on Sunday, November 7th.  We honor all the runners, their families, support teams, and you, our readers, by directing our focus on the “Power of Intention.”

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All Talk


“More than words is all you have to do to make it real.
Then you wouldn’t have to say that you love me.
‘Cause I’d already know.”
More Than Words — Extreme

Despite the omnipresence of cute little screens and the preeminence of video, the go-to method of corporate presentation is still all talk, all text, all […]

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The Tie Break

“Well we all have a face that we hide away forever.  And we take them out and show ourselves when everyone has gone.  Some are satin some are steel.  Some are silk and some are leather.  They’re the faces of the stranger but we love to try them on.”
“The Stranger”
– Billy Joel
American musician and pianist (1949– )

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In the Wilderness

“The universe is not composed of atoms, but of stories.”
— Muriel Rukeyser

There’s a customer in the wilderness, “seeking the grail” — someone doing great work.

He hears a story, about a company doing great […]

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By Another Door

“Some answers come not by thinking, but by feeling.”
— J. R. StJohn

So, you’ve come a long way, spent the night in the hotel across the street, put on your serious suit and the good tie.  Walked in a caravan with your computers, gear, and handouts.  Hung your coats, laid out the materials and organized the table.  And so, the last […]

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It’s Just Draperies

“When you look good, you feel good Johnny! And you look marvelous!” — Billy Crystal as “Fernando”

“When you look good, you feel good. Confidence with what you’re wearing is very important. If you feel good, you will always perform your best without worrying about anything.” — Maria Sharapova

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Rite of Passage

“When the light finds you kid, Glow!”
—Director’s charge to a young actress

Can a Career turn on a single moment in the spotlight?  A single presentation?  Is it that simple?

Well, yes.  And five year’s preparation…

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Brand Scam

“It takes 20 years to build a reputation and five minutes to ruin it.  If you think about it that way, you’ll do things differently.”
— Warren Buffet

“What if we spent as much maintaining or enhancing our Culture as we spend on our so called ‘Brand?’  Culture influences and infuses Reputation.  Brand is fed […]

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The under Sell

“Hi. I’m the new guy.”
— Rex Tillerson
Former United States Secretary of State

“Hope this finds you well!”

“We need a signature on that Partnership Agreement ASAP!”

“Our fervent wish: that you’re […]

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This Call is Being Recorded

“Let thy speech be better than silence or be silent!”
—Dionysius of Halicarnassus
Greek historian, rhetorician
BC 60 — BC 7
(Flourished during the reign of Caesar Augustus)

If you knew that the entirety of your phone conversations were to be recorded, wouldn’t you conduct yourself differently?

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An “Art” to Beginning

In the beginning, there was a bad joke.
And no one remembers what came after…

There’s an awkward, dark moment before a presentation begins – whether in person or virtual… Disaster lurks there. The audience is wondering how to spend the next forty minutes…

Not everyone in […]

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Shovel & Pink Tights

The circus came to town. Dad and I made the trip to see the parade down 4th Avenue. Later that night we saw the Main Event under the Big Top!  The Elephants were my favorites — a long line of them. There, sitting atop the leader, at the head of the column, was a girl in pink tights and a satin leotard, her blonde hair pulled tightly back in a jaunty pony tail!  She had the best job in the world!

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Life is a Game

“The soft-minded man always fears change. He feels security in the status quo, and he has an almost morbid fear of the new. For him, the greatest pain is the pain of a new idea.”
— Martin Luther King, Jr.
Civil-Rights Leader
(1929 – 1968)

Recommended any good books lately? How about a great movie?

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The Sales & Counselor Selling Series

Wrap-Up and Next Steps

“Counselor Selling is all about allowing customers to disclose needs and building a relationship to meet those needs. It’s the ultimate ‘Fusion’ of service with selling.” — Jennifer StJohn

Over this past year, we shared key concepts that address vital elements of […]

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The Wisdom of Fusion

The Sales & Counselor Selling Series

1. Sales Riddle: “I can’t work with you until I know that you know what I know.”

We think it’s more important to “get” your customers’ issues, marketplace and challenges first rather than […]

Read More +

Making & Keeping

The Sales & Counselor Selling Series

Stock offerings are launched by making promises.
Lofty stock prices are guaranteed by keeping them!

Elections are won by making promises.
Legacies are secured by keeping […]

Read More +

Working the Fields

The Sales & Counselor Selling Series

[Editor’s note: During past months we’ve covered aspects of the Probe, Present, Plan® process.  Now, our focus shifts to putting it all together with Managing your Sales Practice and Building Relationships.]

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Plan Wrap-up, Bridge to Managing Your Sales Practice and Building Relationships

The Sales & Counselor Selling Series

“You’ve got to keep stretching your skills and abilities to meet tomorrow’s requirements!”
—Jennifer R. StJohn

In the Sales & Counselor Selling series we’ve […]

Read More +

Afraid to Ask?

Ask for the “No!”

The Sales & Counselor Selling Series

“Thirty years, and still people are afraid to ask for the order!”
—Jennifer R. StJohn

Read More +

Don’t Look at the Scoreboard

The Sales & Counselor Selling Series

“Play your game and your plan.  Don’t look at the scoreboard.”
– Coach John Wooden
Head Coach, UCLA Men’s Basketball
(October 14, 1910 – June 4, 2010)

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Enough Already!

The Sales & Counselor Selling Series

“When You’re Done, Stop!”

The Presentation isn’t the Point!

One can be forgiven for thinking so, given the […]

Read More +

Then What?

The Sales & Counselor Selling Series

“A truly good book teaches me better than to read it.
I must soon lay it down, and commence living on its hint.
What I began by reading, I must finish by acting!”
— Henry David Thoreau
American Philosopher, Author […]

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Beren & the Elders

The Sales & Counselor Selling Series

Beren, among many young braves, was called to speak to the Tribal Council about a difficult issue.  There would be no decision until all of the Council Elders agreed upon a course of action.  Planning to set the discussion on a course to a successful end, Beren resolved […]

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One Discipline

The Sales & Counselor Selling Series

“Once you start thinking this way, it’s really hard to switch it off.”
— Fusion Participant

What if there was a discipline, simple really, that would direct our […]

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Do Your Homework!

The Sales & Counselor Selling Series

“Rommel, you magnificent bastard, I read your book!” *

– General George S. Patton, U.S. Army
Spoken by George C. Scott, playing the general, […]

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Engaged Receptivity

The Sales & Counselor Selling Series

“So, I’m sitting in this little room in the old 493 Union Hall, and I’m just playing away, and there’s this old guy standing there. He’s listening to me, probably as long as he could take it, and he said, ‘Hey kid, do you know what’s […]

Read More +

“Attention must be paid.” *

The Sales & Counselor Selling Series

*Title Excerpted from “Death of a Salesman”
by Arthur Miller
American Playwright
(October 17, 1915 – February 10, 2005)

“Pay Attention!” You hear it from Childhood.

Read More +

Shut Up and Sell

The Sales & Counselor Selling Series

“You can tell whether a man is clever by his answers.
You can tell whether a man is wise by his questions.”
—Naguib Mahfouz
Egyptian Author & Nobel Laureate
1911-2006

It’s […]

Read More +

Listen Your Way to a SaleSM

The Sales & Counselor Selling Series

“Companies don’t do business; people do.”
– C. Andrew Lehman
American Sales Professional (1962 – )

Ever feel like a sales person was only thinking of their commission and not about how […]

Read More +

What is Counselor SellingSM?

The Sales & Counselor Selling Series

“Listen. Serve. Repeat.”
—Jennifer StJohn

 
Editor’s Note: If you’re not a salesperson you may be wondering if the ‘Sales & Counselor Selling Series’ applies to you.  We suggest Yes!  As […]

Read More +

Ask Permission!

The Sales & Counselor Selling Series

“Personally, I’m always ready to learn, although I’m not always ready to be taught.”
—Sir Winston Churchill

 
Before you probe, before you present, before you plan…

Read More +

Sales and Ethics

The Sales & Counselor Selling Series

 
The word “Sales” can certainly conjure up a myriad of negative images and experiences.  Pushy. Aggressive.  Someone getting you to buy something you don’t want.  Yet “Sales” in its true form, happens every day. For example, we’re selling when we ask the […]

Read More +

The Sales & Counselor SellingSM Series

“Counselor Selling is all about allowing customers to disclose needs and building a relationship to meet those needs. It’s the ultimate ‘Fusion’ of service with selling.”

— Jennifer StJohn
Executive Counselor
Founder of The Fusion Group

 
Welcome to the Sales & Counselor Selling […]

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How Do You Get to Carnegie Hall?

The “Back to Basics” Series

He’s cool! He’s hip! He’s with it! He’s a young man with a trumpet case in one hand while the other snaps out the beat as he sashays down the street. Sporting a beret and shades, he’s the embodiment of jazz. Whoa, he stops – comes face to face with an elderly couple (Tourists!): “Excuse […]

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Get Up and Wail!

The “Back to Basics” Series

“You’ve got to learn your instrument. Then, you practice, practice, practice! And then, when you finally get up there on the bandstand, forget all that and just wail!”
—Charles “Charlie” Parker, Jr.
August 29, 1920 – March 12, 1955
Also known as “Yardbird” and “Bird”

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Of Course, it’s Acting

The “Back to Basics” Series

General Patton: “If we’re not victorious, let no one come back alive!!”

Lt. Col. Codman: “You know something General? Sometimes they can’t tell when you’re acting and when you’re not.”

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Working the Fields

“Your paddy is your life.  If you dedicate yourself to the love, planting, fertilizing and cultivating of your acre you will ultimately harvest your livelihood!”

 – Ban Komoda Roshi
Japanese Zen Master and Teacher

 

 

Is there a connection between the […]

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