So are you about to do the impossible? Need to get the troops rallied around the plan? Well… as you can imagine, there are a few reactions: 1. Here we go again… 2. Do we have to? 3. This won’t work. (Does this sound familiar?)
Posts in: employee engagement
That's right, I am asking the all important question we all want the answer to - Is the recession really over? At this point, who knows and who cares!! There are a thousands of experts who weren't smart enough to warn us in the...
In a recent conversation with one of our favorite clients, it dawned on me. The tortoise was right – slow and steady might win the race. But for the Type A’s reading this, how can you tell us by slowing down we can actually get...
Duh - so we are clear what the answer is right? You can’t wait for business to come to you… or pray for serendipity (which was a great movie btw). But you do first need to know where you are and where you are going (according to...
How do you ensure that you will be successful at networking events? The key phrase to remember is that you need to be interested, not interesting. That should set you apart, because everybody else is there with the other agenda...
There is a difference between a cause and a purpose. Salespeople who fail to distinguish the difference between being purpose-driven and cause-driven will never be seen as a trusted partner. Purpose is a huge driving force, not...
“Sorry, we don’t have a budget for that.” What do you do when you hear this well worn objection? First, don’t buy into this being an actual legitimate objection. Instead, go back to peeling the onion. Test the theory that it’s...
Let’s talk about the process of overcoming objections, which we call “align and redirect.” First, we all know that objections are a part of sales. “No money, not the decision maker, wrong timing, have a similar solution, too...
How do you get past the gatekeeper? There are three basic rules. But before we get to those three rules, there’s something you must understand: who is the gatekeeper? Traditionally, the gatekeeper has been a secretary,...
