Cornerstones features the writings of Jennifer StJohn and the Fusion Group editorial team. Enjoy these insightful and engaging essays for a different take on business, life and the pursuit of success and serenity.
One Discipline
The Sales & Counselor SellingSM 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 […]
Probing Wrap-Up, Bridge to Presenting
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) During the past months we discussed the Probing process which starts […]
Do Your Homework!
The Sales & Counselor SellingSM 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”
Tabula Rasa
The Sales & Counselor SellingSM Series Tabula Rasa (Latin: “scraped tablet” or “clean slate”) Tabula Rasa is a Latin phrase often translated as “blank slate” in English and originates from the Roman “Tabula:” a smooth piece of slate covered with bees wax; used for notes — which was blanked by heating the wax and then […]
“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 […]
