You see, telling a story about incentive compensation and creating captivating visuals to convey that information isn’t easy. It requires that we make choices about what information we share. It means that we may have to simplify the message. It may mean changing how we present and what types of communication that we use.
DetailsBullies play out their cruel games everywhere. No matter their size, shape, age, or where you find them, bullies are masters of manipulation. To gain control, they deliberately intimidate others and knowingly abuse their rights. They’re not interested in getting along, cooperating, or creating win-win situations; they just want to control, win and rule. Bullies…
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.…
DetailsMore than 40 percent of the leaders in our surveys say they spend too little time working with individuals to help them unlock their creative energies. Asking yourself, “Have I found my own creative flow? Am I helping other people find their creative flow?” Take this free work survey to assess your organizational strengths and…
DetailsDuring our recent TeleSeminar on Handling the (Dreaded) Price Objection, I was asked a really good question by one of the attendees — How do you handle situations where your main competitor is always undercutting you by 20 percent or more? It was a dynamite question and one that might be asked by many salespeople…
DetailsLeading at Light Speed is a powerful leadership book by Eric Douglas for businesses, public agencies, and nonprofits revealing the 10 Quantum Leaps to build trust, spark innovation, and create a high-performing organization. Quantum Leap #6 is all about how to Stimulate the Creative Flow. With rare exception, teams and work groups should be empowered…
DetailsIn my new book Leading at Light Speed I talk about the concept of leading through others to relieve pressure in the workplace. What do I mean? Think of flying on an airplane with an open seating plan such as Southwest. You’ve come across an aisle seat. The middle and window seats are open next…
Details“There are four ways and only four ways, in which we have contact with the world. We are evaluated, perceived and classified by; what we do, how we look; what we say, and how we say it” Dale Carnegie To make sure you are projecting a positive and connecting image here is a quick…
DetailsNo one likes sticker shock, not you and certainly not your prospect. The last thing you want when you mention your final price is for the prospect to gasp, clutch his heart and keel over. That’s why it’s wise to prepare your prospect for what’s to come in terms of the financial investment he will…
DetailsSummer is almost here which means if you’re a member of a professional association there is a good chance you will have an opportunity to attend your annual convention or conference in the near future. Even companies who cancelled their annual meetings last year due to the poor economy are back on track this year…
DetailsSummer is almost here which means if you’re a member of a professional association there is a good chance you will have an opportunity to attend your annual convention or conference in the near future. Even companies who cancelled their annual meetings last year due to the poor economy are back on track this year…
DetailsAny 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…
DetailsThings Are Looking Up »
By Sarah Michel, CSP on Mar 7, 2010 in eZine | 2 Comments
When you’re lying flat on your back, all you can do is look up. That is the position I find myself in right now as I’m recovering from a foot surgery to correct a major deformity that has kept me from wearing almost 90% of the fashionable shoes in my closet. I have […]
Here’s the scene. You want to buy a service from someone but you’re not quite sure if he or she is going to do the job to your satisfaction. What do you do? This isn’t an unusual situation. You’re about to deal with someone or a company you’ve never dealt with before. Maybe it’s time…
DetailsFor those who haven’t been keeping up on recent business and management books, Daniel Pink came out with an absolutely great book, Drive: The Surprising Truth About What Motivates Us. I mentioned it briefly in a blog post last Fall before it came out. Then, in February, I wrote a book review of it. Now, here’s…
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