Seeing the Big Picture
“To see the big picture, sometimes you must rise above the puzzle!” – Anonymous In our experience, some clients acquire a training seminar and go home happy. But others, a few, go “All In!” and acquire, install, operate, manage and evolve an entire complex winning system. Puzzle Piece or Big Picture? Seminar or System? […]
A Stronger Message
“A crazy person Says one thing, Does another and Believes something else. (Especially in Politics… but that’s another matter…) Sanity (and ethics) are usually described as the alignment of Thought, Word and Deed.” —J. R. StJohn Should text and graphics align with, support, and underscore each other? What about delivery? Should it really be […]
40 Years of Fusion Experience
As we reflect on our 40 years in business, we want to express our gratitude for the opportunity to serve you over the years. We would love to hear how your Fusion experience impacted your life, whether it was last week or 40 years ago. It’s your turn to share your story!
Missing Touches Make a Difference
We start our day worrying about the call we need to make, the task we need to do. We seldom start our day asking “whose life will I touch to make a difference?” Perhaps we should. Many years ago, during Redefining the Phone Call® training I was listening in on a call by a young […]
A Winning Sales Process
We think everyone should “win” in the sales process – for the long-term. On your next sales call: • Be an “active listener” to uncover your client’s concerns. • Decide if your product/service is right for this client and position it accordingly. • Serve them as a trusted advisor. • Lather, rinse, repeat. This is […]
Presenting for Results!®
Most People speaking in corporate roles are “Presenting to get through it.” “Presenting to get it over with!” “Presenting to Not Fail!” “Presenting to Check a Box in a Matrix!” Few people are Presenting for Results!® — J. R. St. John (1952 – 2018), Chairman and Founder, The Fusion Group Define “Results!” Everyone who […]
Winners and Losers
“Once I passed the tricky sections, I think I let off the gas pedal a little bit. I just didn’t continue with that aggression all the way to the finish,” the two-time World Cup overall champion said. “That’s where I lost the race. I wasn’t pushing myself as hard as I could have,” she explained, […]
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 it going? This training? Does it imply anything more than the ability to get through a business […]
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… […]
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 […]
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! Mortgages are begun by making promises. Mortgage Backed Securities are made valuable by keeping them! […]
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) […]
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 we’ve covered the basics of the Probe, Present, Plan® process. Your Counselor SellingSM journey started with Probing — getting to the core of what your prospect […]
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 Dodge it. Avoid it. Back away from it! But sooner or later, you’ve gotta face it. Something’s gotta’ give! You must! You must! You must! Close the meeting! It’s an […]
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
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 treasure invested in literature, training, field sales forces, broadcasting, telephone sales forces, marketing teams, creating and distributing presentations. But, still, the presentation is simply a means to an end […]
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, Author of Walden “Then what happens?” It’s enough to drive […]
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!” – Jennifer R. […]
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.
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 Voice in the Head Keeping Score, but that quiet, insistent presence. It doesn’t speak, […]
“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 it from Childhood. “Look at me when I talk to you!” The phrases don’t do the concept justice. Attention is a little bit like money. It […]
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 the most important […]
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
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)
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 As Counselor Salespeople, we often fall victim to “holding our […]
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 saying…” — Theme song to “Midnight Cowboy” Lyrics by Harry Nilsson American Singer-Songwriter (1941 – 1994) Ignites – an information service to the financial […]
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 their commission and not about how they could serve you? He/She probably talked non-stop about this month’s hot product and you were so […]
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, feeds, channels, e-mails, tweets, Instagrams, messages, texts, documents and calls coming at you from all sides on all subjects. And […]
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 (1952 – 2018) The Problem: Passive Listening It’s the way we do it without […]
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 powerful in your practice and deliver […]
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 Yes! As the series unfolds, consider ways you can apply the concepts to how you conduct your business meetings, your discussions […]
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… “Excuse me. Is it OK with you if I mess around in your brain for a spell?” “Would it be alright for me to […]
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 It’s not about having something to say, but about having something to accomplish. You looked over that investment with great care, visited the firm, interviewed the management, sampled the product, evaluated the […]
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 we ask the kids to clean their room. We’re selling when we ask our […]
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 Thurber Laughter is the greatest indicator of upset resolved, occlusion […]
“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 – […]
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 […]
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 […]
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?” There, on a […]
Audience Analysis
“Would you send your car payment to the florist?” Jennifer StJohn speaks about audience analysis.
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 […]
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 […]
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.”
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 […]
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 […]
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 work. He sees an ad which tells the same story about such a company, doing great work. He reads […]
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 […]
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
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…
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 […]
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 enjoying the season!” (Falsely personal phrases excerpted from current e-mail sales language…) It’s hard enough to keep track of all the business correspondence. […]
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?
“Fear is Not Solved by Facts!”
– J. R. StJohn Speaker, Consultant, Businesswoman Founder of The Fusion Group In this environment, where the news constantly brings word of another confusing or polarizing development, it’s not surprising that audiences can many times be characterized as “frozen by fear and indecision.”
We Call it Signature!
“It’s easy! Get the ball through the zone. Avoid the bat! But some guys make it beautiful!” — Rollie Fingers, Baseball Hall of Fame So, this guy throws his leg way up high in the sky. As it comes back down, he transfers the momentum and muscle tension to his core, then the waist turns, then […]
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 that vast audience or Zoom call is silent […]
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 […]
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?
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 sales and business success. The series was broken down into […]
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 trying to push a product, service or feature. “Pull or Counselor” Selling is all about allowing […]
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 them! Weddings are begun by making promises. Marriages are secured by keeping them! Mortgages are begun by making promises. Mortgage Backed Securities are […]
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.] “Your paddy is your life. If you dedicate yourself to the love, planting, fertilizing and cultivating of your […]
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 covered basics of the Probe, Present, Plan® process. Your Counselor SellingSM journey started with Probing — getting to the core of what your prospect or […]
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
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)
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 amount of treasure invested in literature, training, field sales forces, broadcasting, telephone sales forces, marketing teams, creating and distributing presentations. But, still, the presentation is simply a means to an end — […]
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 of Walden “Then what happens?” It’s enough to drive […]
Red or Black?
The Sales & Counselor Selling 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.
Small Thing? Big Thing!
The Sales & Counselor Selling Series “Sometimes a small thing can become a big thing…” – J. R. St.John Deep in the throes of a series of finals presentations, we — on the receiving side — had a complex matrix of decision items to consider and we were tuned up pretty seriously, looking for the […]
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 to speak […]
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 communication practice? It has three parts; 1. Establish an Objective 2. Analyze the Audience 3. Organize your Remarks Call it a […]
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, in the movie “Patton” In this classic war movie from 1970, General Patton triumphs over his nemesis in part by reading Rommel’s book on tactics, […]
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 the most important […]
“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. “Look at me when I talk to you!” The phrases don’t do the concept justice. Attention is a little bit like money. It […]
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 a battle, or maybe just a disagreement among friends. But there are those who just have to get […]
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 they could serve you? He probably talked non-stop about this month’s hot product and you were so […]
Structured Listening
The Sales & Counselor Selling 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, feeds, channels, e-mails, tweets, Instagrams, messages, texts, documents and calls coming at you from all sides on all subjects. And […]
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 the series unfolds, consider ways you can apply the concepts to how you conduct your business meetings, your […]
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… “Excuse me. Is it OK with you if I mess around in your brain for a spell?” “Would it be alright for me to […]
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 kids to clean their room. We’re selling when we ask […]
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 Series. During this year, The Fusion Group will be sharing key Cornerstones […]
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 […]
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” American Jazz Saxophonist, Composer Miles […]
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.”
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 cultivation of a rice paddy and selling in a territory? We suggest, “Yes!” […]
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 […]
