About Me & Business Books
Tom Payne
After graduating from Rice University I entered the Army and served as an Airborne- and Ranger-qualified Infantry officer. After that I entered the corporate world of sales and did what few salespeople ever do. I thought deeply about the subject of sales and developed sales training programs.
Here is an example of how most salespeople and sales managers fail to think deeply about their craft. Many sales books will tell you about the importance of nonverbal behavior (your facial expression, body language, tone of voice, etc.). I believe it is the most important thing in sales, BUT how many sales professionals work on developing their nonverbal voice? In my experience, having met hundreds of salespeople, I know of only one who did, and he finished #1 out of over 200 salespeople three out of five years.
Next question: "How do you control your nonverbal behavior?" After all, nonverbal behavior is a subconscious expression of the way you feel. When you are sad your nonverbals automatically project sadness. When you are happy, your nonverbals automatically express happiness. You don't have to consciously tell yourself, "I feel happy. I need to make sure I look happy so people will know how I feel." No conscious thought is necessary. Nonverbal behavior is subconscious.
So, how do I control something that is subconscious? That question requires several chapters to answer and you can read them in Selling With Charisma.
Here is an example of how most salespeople and sales managers fail to think deeply about their craft. Many sales books will tell you about the importance of nonverbal behavior (your facial expression, body language, tone of voice, etc.). I believe it is the most important thing in sales, BUT how many sales professionals work on developing their nonverbal voice? In my experience, having met hundreds of salespeople, I know of only one who did, and he finished #1 out of over 200 salespeople three out of five years.
Next question: "How do you control your nonverbal behavior?" After all, nonverbal behavior is a subconscious expression of the way you feel. When you are sad your nonverbals automatically project sadness. When you are happy, your nonverbals automatically express happiness. You don't have to consciously tell yourself, "I feel happy. I need to make sure I look happy so people will know how I feel." No conscious thought is necessary. Nonverbal behavior is subconscious.
So, how do I control something that is subconscious? That question requires several chapters to answer and you can read them in Selling With Charisma.
The Path to Job Search Success
Bronze Medal winner in the 2015 Readers' Favorite
"non-fiction occupational" category
Bronze Medal winner in the 2015 Readers' Favorite
"non-fiction occupational" category
When I began coaching jobseekers in the art of interviewing I had no idea that I was now working in the perfect sales laboratory. My "subjects" were mostly untrained in sales and hated the idea of selling. However, their job search situation forced them to sell the most complex product (themselves), in the most pressure-packed situation (the job interview). If I could teach them how to sell, then I could teach anyone. The sales system I developed, which non-salespeople happily use, appears in my book, The Path to Job Search Success. It turned the least charismatic people--the long-term unemployed--into undeniably charismatic people in just one week.
Click on the Books tab and start transforming your job-interviewing style. This system has been field tested under the most extreme conditions as the attached first chapter shows.
Click on the Books tab and start transforming your job-interviewing style. This system has been field tested under the most extreme conditions as the attached first chapter shows.
The Path to Christlikeness
The path to becoming Christ-like is often perplexing. The effects of the Fall made us self-centered and the Path is designed to turn us inside-out, and make us other-centered, loving God and our neighbor. This spiritual-surgical procedure is both painful and disorienting. It can make us feel lost on the Path when we are actually making our greatest progress.
God, in His grace and mercy, left us a roadmap to help us navigate the Path. They are the seven feasts of Moses, and these feasts are like symbolic guideposts that help us understand where we are on the Path. For example, the first feast, Passover, marks the beginning of our spiritual journey. This feast symbolizes being saved by the blood of a Lamb without blemish, the Lamb of God who takes away the sin of the world, Jesus. I invite you to acquaint yourself with the first step on the Path by clicking on the link "The Path to Christlikeness," in the above navigation bar.
God, in His grace and mercy, left us a roadmap to help us navigate the Path. They are the seven feasts of Moses, and these feasts are like symbolic guideposts that help us understand where we are on the Path. For example, the first feast, Passover, marks the beginning of our spiritual journey. This feast symbolizes being saved by the blood of a Lamb without blemish, the Lamb of God who takes away the sin of the world, Jesus. I invite you to acquaint yourself with the first step on the Path by clicking on the link "The Path to Christlikeness," in the above navigation bar.