Here’s one of the great truths of selling — if prospects can’t tell the difference between your product or service and your competitor’s product or service, they’ll make their buying decision on price. Now, this isn’t the only reason for the price objection coming up but it’s a major one. It’s absolutely amazing how many…
Detailsby Rob Goffee & Gareth Jones Harvard Business School Press, 2006 ISBN #1-57851-971-3 Reviewed by Ian Cook People want to be led by a person, the authors contend, not by someone with a fancy job title or a manager who has amassed a vast chunk of organizational turf. Employees will choose to follow only a…
DetailsHow is a method of understanding personality differences, developed in the early 1900’s, still relevant today? The accuracy and relevance of Jungian Typology has been widely discussed and researched. Thousands of publications have been released that give insights into human behavior. Human development as implemented through the lens of personality typology is just as meaningful…
DetailsWhether a company promotes a successful candidate from within – appointing someone to a new or lateral role – or selects a candidate from outside the organization, the company has confidence that a new leader’s skills and experience can meet the challenges of the job. However, consider this startling statistic regarding new leaders: estimates of…
DetailsOne of worst techniques you’ll pick up in business is “let’s do lunch.” It sounds like a great device for conducting business, be it a pitch or project work. Often, your offer is accepted, after all, we have to eat! It sounds less ominous than, “I’d like to setup a meeting to come talk to…
DetailsI’ve always loved Steven Colbert’s concept of Truthiness. Believing in something “because it feels right” to believe in it. It’s neatly installed into the gut of your sales target, making it easy to win your point. Seen a lot of it lately from politics to business. Doesn’t always mean it’s right and when it’s wrong,…
DetailsThanksgiving is when one species ceases to gobble and another begins.– -R.E. Marion A story is told of two men who were walking through a field one day when they spotted an enraged bull. Instantly they darted toward the nearest fence. The storming bull followed in hot pursuit, and it was soon apparent that…
DetailsThanksgiving is when one species ceases to gobble and another begins. – R.E. Marion A story is told of two men who were walking through a field one day when they spotted an enraged bull. Instantly they darted toward the nearest fence. The storming bull followed in hot pursuit, and it was soon apparent that…
DetailsFor the last few years, business owners and fellow bloggers have asked me whether Google+ is “a good investment of my time.” Up until last year, unless you were in the technology, social or dating services business, I’d say, “not very good.” Why? Although they have 100 million plus users, the demographic is: Most likely…
DetailsLike as the waves make towards the pebbl’d shore, so do our minutes, hasten to the end. – William Shakespeare Architect Frank Lloyd Wright once told of an incident that may have seemed insignificant at the time, but had a profound influence on the rest of his life. The winter he was 9, he went…
DetailsThe deepest principle in human nature is the craving to be appreciated. – William James A story is told that Napoleon’s genius had been attributed to many things, but above all, he was a superb natural leader of men. Like any wise leader he was aware that his own success would have been nothing had…
Details“Never interrupt someone doing what you said couldn’t be done.” –Amelia Earhart The book, The World’s Worst Predictions, records some of the worst predictions ever made in history. Among some of the more notable bad predictions include how in 1773, King George II said that the American colonies had little stomach for revolution. Another reveals…
DetailsThis is a huge issue, particularly at the supervisory level and especially when someone is pulled out of the work group and promoted to supervisor. It becomes confusing for all concerned, the new boss and the staff. How to act? What to expect from one another? Can we still be friends? How to set new…
DetailsOptimism is the faith that leads to achievement. Nothing can be done without hope and confidence. – Helen Keller A story is told of Floyd Collins who in February, 1925, climbed into Sand Cove in search of fortune. Suddenly, his lantern failed. Crawling through the darkness, Collin’s foot hit a seven ton boulder. It fell…
DetailsWhen you hurt someone’s feelings at work, it’s too easy to try and smooth it over with an attoboy or platitude. But is that really a relationship booster or just a band aid? Most of my keynote talks are about how to create and maintain strong business relationships. Most discussions focus on customer or teammate…
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