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Closing is Overrated!

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Sales leaders are obsessed with closing. Even movies elevate closing to a mythical status. We’ve all heard the line, and maybe even implored our salespeople to, “Always be closing” (Alec Baldwin in “Glengarry Glen Ross”). The “State of Inbound 2018” report, which compiled the responses of more than 6,200 leaders from around the world, identified “closing more deals” as the No. 1 priority of sales leaders. Nothing else was even close! It’s no wonder that everyone would like a quick fix. Google the term “sales closing” and you will find: “How To Close A Sale: 7 Closing Techniques And Why They Work”, “20 Modern Sales Closing Techniques That Will Help You Win More Sales” and a host of other closing miracles. However, despite all the fanfare, focusing on closing alone does not work. Here is why. The data from nearly 2 million evaluations and assessments of salespeople conducted by Objective Management Group, shows that fewer than 6 percent of all salespeople are stron...
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How 5 Minutes of Mindfulness can Calm a Class

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Developing and implementing mindfulness education programs in Primary school classrooms has the potential to positively influence the development of children's cognitive, behavioural, and emotional regulatory abilities. There is a study by Exeter University that is the first to examine the feasibility and effectiveness of a Mindfulness program; a mindfulness education program for late Primary school students. The program includes seven key ingredients: relaxation and breathing, positive affirmation, remedial stretch, real-world applications, aromatherapy, yoga and daily practice; all of which worked in partnership to provide students with unique skills to use in their everyday lives. Of most importance was examining the potential impact of teaching mindfulness in a classroom on students' cognitive (e.g., executive functioning), behavioural (e.g., aggression), and emotional (e.g., anxiety) regulatory outcomes. As a function of participating in the program, students in t...
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