Over the years I’ve had the pleasure to meet lots of great people who have survived working in a toxic corporate culture. A toxic company culture takes its toll on individuals and bottom line results. Just like with environmental toxins, some work place toxins get to you quickly, others take more time to cause harm.…
Details“I never get to the truly managerial parts of my own job.” “I’m staying too late at night and working too many weekends.” “________is really ready to advance but I have no job to promote him/her to right now.” “If I don’t give my best people some new challenges soon, I may lose them.” Sound…
DetailsWhen asked, the majority of executives, managers and supervisors agree that they frequently make decisions, answer questions and solve problems that should be handled at one or two levels below them. By handling these problems, decisions and questions at the wrong level, the organization is experiencing a kind of waste. Wasted talent, reduced quality and…
DetailsNo, I’m not referring to a prospect that buys long-distance telephone services. This is about the buyer who is out of reach, the one you can’t contact directly because he or she is too distant. Sometimes this distance is due to geography — the key decision maker is located in some other city or country.…
DetailsWe’ve all lived this before. Sally, the manager, asks her employee Gary to prepare a market analysis report for next week. Gary moans and says he doesn’t think he can do it by then . . . too much work and, besides, why not give it to Sherry who has a marketing background. The manager…
DetailsYou answer the telephone and hear the words, “My boss has asked me to get information and pricing on (whatever it is you sell)” and your heart sinks. It sinks because you know that dealing with information seekers is an even greater challenge than dealing with gatekeepers. You know that whatever price you quote will…
DetailsUnbeknownst to most salespeople is the idea that selling is all about getting prospects to make decisions, both small and large. Getting decisions that reach a conclusive “no” or “yes” and getting decisions that allow the prospects the freedom to decide “no,” without the fear of a salesperson’s full frontal counterattack. Therefore, selling isn’t as…
DetailsMagic is about making things happen using mysterious forces. We all accept that behind the magician’s act are “knowable” steps to repeat the magical moment. We are actually all using magic on a daily basis. We can describe and detail how our brain works right down to the molecules of chemistry interacting. However, how and…
DetailsNearly every company revolves around the central idea of team performance. The synergy created by having multiple personalities and motivations can help any project be completed with efficiency and with quality results. Naturally, there are some times when things may not go as smoothly as planned. Indeed, if every effort always resulted in superior results,…
Details“The Connection Zone is a dynamic balance of energy in which people honor each other’s needs and enjoy the benefits that flow as a result”. – Sandra Strauss Creating the Connection Zone experience is invaluable for short-term interactions to make enduring impressions (as in customer service), as well as for long-term personal and professional relationships,…
DetailsIt’s been a dozen years since I wrote the first draft of my book, Love Is the Killer App: How To Win Business and Influence Friends. Since then, the world has changed significantly, and so has my perspective. In the digital future, it will be easy to make corrections to a book, to keep it…
DetailsLife is 10% what happens to you and 90% how you react to it – Charles R. Swindoll A story is told of two men who lived in a small village who got into a terrible dispute that they could not resolve. So they went to the town sage. The first man went to the…
DetailsDo 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…
DetailsSince so many of you liked last month’s blog post (Connect In Before You Connect Out) about the importance of authenticity when connecting, I thought I would go a little deeper on the concept of connecting inward before you connect outward. There really is truth in the age-old wisdom of treating your body as the…
DetailsThe other day my 14-year-old daughter had an extra-credit history assignment where she had to interview a veteran. She picked up the phone and called my 83-year-old father who lives in Michigan. He served in the Navy during World War II. My father, who can’t even remember what he had for lunch 10 minutes ago,…
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