Sell Without “Selling,” Part VII – Teach
Let’s discuss step #6, Teach. You will remember that “enrollment” is a way of supporting another person by offering a product, a service, or simply a solution; a way of communicating with another person that inspires them to move forward with something they want by using something you have. Enrollment is a way to interact […]
The Easiest Way to Find the Solution to Any Problem
Often attorneys and managers have similar characteristics. For one thing both groups, which overlap to a great extent in law firms, tend to spend a lot of time figuring things out on their own. I am not sure why this is. I think both groups, believing they have been hired for their talent, fear that […]
What do I do When They Don’t Keep Their Agreements?
I posted a blog a couple days ago on making clear agreements. I laid out the following 3 elements for an agreement: 1. When we are in a meeting with several people (or even 2), ask specifically “who will do this?” and wait for a response. If no response, then state clearly, “No one has […]
3 Steps for Making Clear Agreements
Making and Keeping Agreements How do we move forward in business? There are so many elements, but one indispensable element of forward-movement is making and keeping agreements. If you think about it, the only reason we ever make agreements is to move forward: “I will get it to you by Friday.” “I will be at […]
Enrollment is Everywhere
We use the tool of enrollment every day. Sometimes we use it successfully; sometimes not so much. Often others enroll us instead. We are always enrolling or being enrolled. Last night, I was watching my current favorite show – Friday Night Lights. Tammy Taylor (for the uninitiated, she is a guidance counselor who was then […]
Tell Me What’s Going On
Pamela Jones is an estate planning attorney. She took my Enrollment & Accountability class and shares here how she uses the skill we have been writing about to truly gain understanding of a client’s desires and needs, so she can enroll that person in the service that is right for her. Check out Pam’s website […]
Enrollment – Moving Forward Together
Another participant in my Enrollment & Accountability series, Ed Lewis, owner of MSE Plumbing, writes about enrolling his wife in the idea that things would work out after financial setbacks. This is a great illustration that we are enrolling people all the time. In this blog post, Ed describes a simple enrollment – one in […]
Reverse Enrollment
I have invited clients who have participated in my Accountability and Enrollment classes to share their examples of enrollment so you can gain a different perspective. Here is a guest blog from a former client of mine, Sharon Holbrook, who owns Cybertary Elk Grove, a Virtual Assistant business. (http://elkgrove.cybertary.com/) She is also my own Virtual […]
Enrollment, Part VI, Internalize – Do you Have What this Person Needs?
The Art of Enrollment, Part VI – Internalize Continuing our 2013 series on the Art of Enrollment, today we discuss step #5, Internalize. You will remember that “enrollment” is a way of supporting another person by offering a product, a service, or simply a solution; a way of communicating with another person that inspires them […]
Sell Without “Selling,” Part VI – Internalize
Let’s discuss step #5, Internalize. You will remember that “enrollment” is a way of supporting another person by offering a product, a service, or simply a solution; a way of communicating with another person that inspires them to move forward with something they want by using something you have. Enrollment is a way to interact with […]