service

You can’t handle the truth!

by Terry Gault During a recent conversation with David, a client, we were discussing giving feedback to service providers online.  David noted that he uses a developer in Malaysia (or was it Singapore?) for an app he wanted to build.  He said this developer (Let’s call him Sam) to be “the best developer he’s ever known”.  Recently, Sam asked David to give him some feedback using a numbered survey.  He gave Sam a 5 (out of...

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Words to Sell By

By Chuck Kuglen Reading Time: 1 minute In 1989 I saw this list for the first time. It was given to me in an early tech sales job from a mentor (Greg Herrera). It’s amazing to me how great tips live on in your life! I always turn to this when starting a new project or job. Or when I’m stuck. I hope something here resonates for you. Always understand the business issues. People buy...

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Why doing good is good for business…

By Terry Gault A recent article that I read in Fortune magazine fits nicely with previous posts about transparency, our ethos as a company and the skills that we teach in our Complete Communicator, Consultative Sales, Consultative Communication, TeleSales Mastery, and Conflict Resolution workshops.   There are several excerpts that I wanted to highlight: The world has changed, (Dov) Seidman argues, and winner-take-all strategies are obsolete. He contends that the rise of information technology has made...

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Tis a Gift to Be Simple

Editor’s Note:  This a guest post by Robert Graham of GrahamComm We’ve all heard the song that begins, “Tis a gift to be simple…”, but it didn’t really hit me what a gift it is until two weeks ago.  I was leading a presentation workshop with a sales team, and they were each giving talks about new products for 2010. They were all fairly good presenters, as they present to clients on a regular basis. ...

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Complete Communicator Workshop, March 11-12, 2010

  Once a quarter The Henderson Group holds a “By Invitation Only” Complete Communicator workshop in San Francisco, led by our VP of Services, Terry Gault.  The next one is scheduled for March 11-12, 2010. Our work has to be experienced to truly understand its value.  We use these workshops as a way to introduce our work experientially to new prospective clients.  For more information, contact Chuck Kuglen.

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Social Responsibility in Action

WomenEntrepreneur.com recently had a feature on Francesca Kuglen, HairZing: Social Responsibility in Action. Francesca Kuglen is not only a client, taking The Henderson Group Art of Presentation workshop in 2005, but she is also the sister of our very own sales guru, Chuck Kuglen. HairZing has a fresh, innovative and socially-responsible approach to both hairstyling and manufacturing. HairZing Mission: bring business to female entrepreneurs in areas with limited resources and economic infrastructure. Advice for would-be...

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iPresentation with The Henderson Group: May 7-8, 2009

Learning how to effectively use web conferencing technologies is imperative in today’s “flat” world where customers, partners, support teams are as likely to be located in Boston or Bangalore as in Berkeley. Opportunities to sell and collaborate are no longer limited by distance, time zones or organizational boundaries. In iPresentation, participants learn skills that leverage the Internet to reach new customers, deepen existing client relationships, and manage remote teams. Learn How To: Reshape face-to-face communications...

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Mental Maps and The Discovery Process

How customers view you or your products is garnered by a framework of assumptions, stories and images in their minds. If you really want to influence someone, your first task is to understand how they think. An individual’s perspective on the world can be identified and “mapped.” Skills for Understanding our Mental Maps Suspending Assumptions/Judgments:  Holding our own views in abeyance; refraining from imposing them on others but not suppressing or holding them back: as...

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Sales Process and Philosophy

When the customer comes first, the customer will last.    -Robert Half Every sales person has a process. One they’ve learned or created on their own. One they have enhanced or dully repeated time after time. Generally, six steps make up every sales process: Prospect Contact Presentation Proposal Close Transaction This varies slightly, sometimes uses different words, yet basically each sales person needs to find a client and sell something to them. But the success...

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Top 10 Selling Mistakes

If you Google "selling mistakes," most sites that come up list "mistakes in selling houses." To be expected these days, with foreclosures happening faster than a "For Sale" sign can be stuck in the front lawn. But sales are sales and mistakes are mistakes, so here’s a list of a few things not to do, no matter what type of sale you’re trying to make. 1. Be unprepared. Whether you’re selling a house or a...

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