“Learn from the past, set vivid, detailed goals for the future, and live in the only moment of time over which you have any control: now.” – Denis Waitley I read with interest not long ago how a person on railroad tracks hears a train approaching, looks behind him, sees the train and then freezes…
Some organizations, especially ones that are more bureaucratic can begin to develop a culture where the punishment for mistakes exceeds the praise for success. Organizations can get bogged down because employees are focused on playing it safe, fearing career-limiting consequences for making mistakes. In sporting terms, they play defense more than offence. This hiding tendency…
In the fast paced environment in which we live, we find that many of the relationships we have tend to suffer due to the way we deal with various situations. How you handle each interaction determines whether you create bigger problems or reduce or even eliminate them entirely.
Trust is the foundation of all human interactions, and the cornerstone upon which high-performing organizational cultures are built. The Organizational Trust Index™ was developed by the Breckenridge Institute® as a method for measuring the level of trust in an organization and the degree to which an organization’s culture is either motivated by trust or driven…
Any marketing person will tell you that sex sells. Well, I’m here to tell you that sex doesn’t sell; sex simply gets your attention. After your attention has been aroused, it’s one of the other two primary motivators, or dominant buying motives, that drives you to buy. Those two dominant buying motives are desire for…
Do you know the major reason why prospects don’t buy? They were never asked! That’s right, no one asked them for the business. Strange as it seems, salespeople use all their superior selling skills to get in front of a prospect, qualify him, uncover his needs, match their product or service to those needs, and…
Employee motivation, in my view, is key to creating long term successful companies. While there are no magic bullets out there, here are 9 tips that we’ve gathered over the years that can help any manager improve the motivation of the people working for him or her.
If you’re going to sell anything, you must deal with real prospects. Your challenge as a salesperson is to separate the real prospects from the unreal ones. That’s what qualifying a prospect is all about. Finding real prospects is not difficult but too few salespeople do it and end up wasting their time trying to…
As I have traveled around the country speaking to people about the power of netWORTHing™ one thing has become clear; people are looking for a change! People have a lot of pain around traditional self-serving networking. Everyone has been burned by someone who in the name of networking, is only pursuing their own selfish agenda.