Jack Malcolm
Jack Malcolm
Jack founded Falcon Performance Group in 1996 specifically to combine his complex-sale expertise and his extensive financial background to design and implement complete sales process improvement initiatives at top national and international corporations.
Forget Core Competence: What is Your Core Contribution?
Let me tell you how great I am. If I had seriously begun this article with that line, would you have kept reading? Hearing people…
What Happens When You Lower Your Prices?
While it may seem obvious enough that you should always strive to realize the highest possible price for your products, a closer look at...
How to Make Your Presentation Bulletproof: Part 3
In the first two parts of this series we focused on the preparation necessary to anticipate and prepare for possible questions and objections from...
Why Plan, when It’s Just Going to Go Off-Track Anyway?
Your plan will go off-track. It was a German general, von Moltke, who first said that no plan ever survives contact with the enemy....
The Listening Mindset: 3 Positive Qualities You Need to Dial Down
Three of the best qualities a persuasive communicator can have are passion, goal focus and a problem-solving orientation. But these positive qualities can actually...
How to Use Goldilocks Framing to Make Your Idea Just Right
Amos Tversky said that we don't choose between options; we choose between descriptions of options. So, just because you've done the critical thinking to...
Listen with Your Brain, Not Your Ears
One of the most common sayings in sales is that God gave you two ears and one mouth, so you should use them in...
If it Was Easy, Anyone Could Do It
Wouldn't it be wonderful to sell for a company that was widely recognized as having the best-quality products and the lowest prices? A common lament...
Two Prerequisites for an Ideal Sales Conversation
We began this series with a description of what an ideal sales conversation looks and sounds like. Part 2 listed the 7 Barriers to...
Do You Sound Like Everyone Else?
One of the biggest mistakes that people make in their strategic sales presentations is to make it all about themselves early in the presentation:...
How to Make Your Presentation Bulletproof – Part 2
Part 1 explained the critical importance of anticipating all possible questions and objections that you might get before an important presentation, and if you...
7 Barriers to the Ideal Sales Conversation
The last post defined an ideal sales conversation as: Genuine and productive dialogue between individuals who share a common purpose. It's probably embarrassingly clear that…
The Ideal Sales Conversation
If selling were simple and easy, the ideal sales conversation would sound like this: Salesperson: "Sign here. Press hard and make three copies." Customer: "OK."…
Pound the Rock
We've all had the feeling of working hard and feeling like nothing is happening. It may be your sales prospecting efforts, or you could...
Want to Get Lucky? Here’s How
As I mentioned in yesterday's blog post, there are practical reasons for acknowledging the vital importance of luck in our success. One of the...
Just Because You Were Born on Third Base, Don’t Think You Hit a Triple
Even though I usually advocate thinking before speaking, I sometimes find words coming out of my mouth that I haven't consciously formed—in times like...
How to Make Your Presentation Bulletproof – Part 1
Have you ever presented an important proposal that is a "slam dunk", a "no-brainer"? I didn't think so. No proposal is perfect. Even if it...
Who Bought That Chair You’re Sitting In?
This post is mainly addressed to people who are not directly in the sales force, although I have met a few salespeople who could...
Improving Thinking through Precise Questions
Have you ever had the dubious pleasure of presenting a proposal to someone who had a knack for asking exactly the right question to...
The Man Who Taught Us How to Rescue Trust
Lawrence Foster died on October 17th. You may not recognize the name; I certainly didn't, but I knew who he was and what he...