by John Greaves | Jun 20, 2016 | Brand Building, Coaching, Consulting, Sales Improvement
My son David is reminding me lately of the value of switching things up. For several years, he has focused on watercolors and printmaking as his primary artistic outlets. A few weeks ago, he raided my art box for some old brushes and paint tubes, built himself a...
by John Greaves | Mar 10, 2016 | Coaching, Sales Improvement
While this is the fourth of four installments, it is really just the beginning. Understanding the Building Blocks gives a sales counselor the foundation they need, but now it’s time to build the house above it. Your experience, your practice and the storytelling...
by John Greaves | Mar 9, 2016 | Coaching, Sales Improvement
The life of a sales counselor gets much, much easier when they set aside their intent to sell. It also becomes more successful, satisfying and purposeful. Everybody wins when you stop selling and start truly caring about what happens to the person across from you. We...
by John Greaves | Mar 1, 2016 | Coaching, Sales Improvement
In the summer of 2015, I accompanied my son, 7 other scouts and three other adults on a backpacking trip at Philmont Scout Ranch in northern New Mexico. We spent a grueling ten days hiking in the backcountry with heavy packs, rocky trails and lots of elevation change...
by John Greaves | Feb 25, 2016 | Coaching, Sales Improvement
This is the first in a series of four articles about the building blocks of sales success. These ideas are typically presented as a discussion during a Greaves Marketing small-group sales training seminar. I have used this presentation format many times over the last...
by John Greaves | Feb 23, 2016 | Coaching, Sales Improvement
Any Senior Living CRM system has a task labeled “Tour,” but not everyone is fully aware of what it means to complete one successfully. I’ve had questions about that lately, so here is my take on what it means to tour a prospect successfully: If...
