Q&A

Diane talks about her successes, her approach to selling, and what she does to relax.

What have been your greatest professional successes to date?

The consistent theme throughout my career has been that I always set stretch targets for myself (usually higher than those set by my employer), then I achieve these challenging goals. This applies to realizing personal sales goals, reaching objectives for my customers, or developing my employees so that they can meet their own targets.

What do you consider your greatest personal successes?

I am incredibly proud that I raised two wonderful children who are smart, caring and self-reliant.

I also very proud that I learned to ski at the ripe old age of 38. This may not seem like much of an achievement, but to learn this skill, I had to overcome my own fears, which were exacerbated by the fact that I broke my wrist on my very first attempt. Nevertheless, I am now an "advanced intermediate" skier and I find the sport more thrilling and beautiful than I ever could have imagined!

What’s the best piece of business advice you’ve ever received?

"When entering into any discussion, begin the conversation by 'assuming positive intent' on the part of the other person."

This advice has served me well - and helped me to close many agreements and sales that I had been told were "impossible."

I've observed that often deals don't come to fruition because each party enters the discussion with pre-formed opinions about what is motivating the other. When this happens, each person becomes preoccupied about protecting their self-interests.

But if you start with an open mind, ask questions, and really try to understand the other person's needs and concerns, you can negotiate an outcome that is positive for everyone involved. Not only that, you form the foundation for a long-term business relationship.

What do you do to relax?

I love reading (everything/anything) and being outdoors - that includes gardening, hiking, skiing, or picnics. I also like to exercise, and I throw a mean party!

I am actively involved with a volunteer group called the Youth Action Council that provides a wide variety of volunteer services throughout the San Francisco Bay Area. Activities have included making lunches for homeless people and taking under-privileged children on outings.

To learn more about Diane Wieser, you can review her career highlights, download and print her resume, or contact her directly.