JMReid Group Blog

Death of a (Macho) Salesman

Posted by John Reid on Feb 27, 2019 10:08:02 AM

In Arthur Miller’s 1949 play Death of a Salesman, Willy Loman embodies the common American salesperson of his time. Much has changed since Miller brought this character to life, yet the overly macho way people talk about sales remains the same—and it’s time for a change.

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Topics: sales enablement, selling skills, sales mindset

Trust: A Salesperson’s Ultimate Blindspot

Posted by John Reid on Jan 30, 2019 10:48:19 AM

The following is adapted from Moving from Models to Mindsets.

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Topics: trust, sales, sales enablement, selling skills

Why Staying Curious Can Help You Win Sales

Posted by John Reid on Dec 20, 2018 7:46:01 AM

Preschool kids ask their parents an average of 100 questions a day. By middle school, they’ve basically stopped asking questions.[1] Curiosity is a lost superpower. 

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Topics: training design, sales, sales pipeline, sales enablement, selling skills

How to Pick Up on Rapport Cues that Other People Miss

Posted by John Reid on Dec 14, 2018 8:59:15 AM

Almost every conversation is an opportunity to build rapport. To do so requires the salesperson to listen harder for rapport cues.

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Topics: trust, cooperation, conversation, mindfulness, sales, relationship, sales enablement

Why Sales Is as Much an Art as a Science

Posted by John Reid on Dec 6, 2018 7:00:38 AM

Why Sales Is as Much an Art as a Science

The following is adapted from Moving from Models to Mindsets.

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Topics: sales, relationship, sales enablement

Storytelling in Sales: Whose story are we telling?

Posted by John Reid on Nov 26, 2018 11:29:53 AM

In sales, storytelling is all the rage right now.  In fact, from what we’ve seen, teaching storytelling to salespeople has significantly increased in the last five years. We all know there is power in stories, but did you know that listening to someone share an engaging story releases a chemical called “oxytocin” in your brain? Oxytocin is a chemical that relaxes a person and shows up “when we are trusted or shown a kindness, and it motivates cooperation with others,” (Zak, HBR “Why Your Brain Loves Story Telling” 2014). Since trust is critical for sales and storytelling builds trust, it’s natural to assume a link between storytelling and generating a sale.

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Topics: sales, relationship, storytelling, sales enablement

JMReid Group Blog

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