No Pain Points, No Problems

What if your prospects and clients have no pain points and no problems?

Presumption of damage is never a good way to start a relationship with anyone, whether in business or otherwise.

Not long ago, I was working with a sales team helping improve their capability to ask questions when meeting with prospects. Without fail, during role plays when I played the customer, each one asked me variations of, “Do you have any particular problems?”

When I responded, “No, we don’t have any particular problems,” each salesperson was flustered and did not know how to respond. Each one, after a few awkward exchanges simply withdrew and promised to call again at a later date.

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Retain Just the Best

You want to retain just the best in your organization.


Retention, per se, is no business objective. It is retaining the best that counts, even in the tightest of labor markets.
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Why Attitude Trumps Capability

In this video, I’m talking why attitude trumps capability.

Here are three things I learned about capability.

  1. Most people and most leaders are far more capable than they actually believe.
  2. Most people have the ability to improve their capabilities in some way, no matter where they are starting from.
  3. It’s rare that it’s capability that limits improvement; rather, it’s the belief in the ability to change things that tends to hold people back.

Based on the above, I’ve developed “Steve’s Attitude Capability Matrix.”

steve bleistein attitude capability matrix

Watch the video below to learn more.

No Executive Boneyard

There IS such a thing as an executive boneyard for those who do not succeed in making a change in business. But that doesn’t mean your bones have to go into it. Even the most obstinate organizations in Japan can be changed — if you do things right.

In this video, I share some of the behaviors that I see in the most successful CEOs who have successfully changed the companies in Japan for the better.