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Sales trainers and professionals have said it for years. The best sales people talk less during their encounters with customers than others do. They get the prospect to share their thoughts and concerns. They recognize that the sale isn’t made by their perfect words as much as by the feelings and thoughts of the prospect. While this [...]
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Leaders everywhere these days are talking about how to create more engaged employees. Consultants, authors, and speakers are consulting, writing, and speaking about the importance of increased employee engagement. It is a trend that makes good sense. In Gallup’s most recent survey, they found only 28% of employees actively engaged, which they define as: Engaged [...]
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We’ve all been criticized, and we have all leveled criticism at others, both directly and indirectly. This week, I ran across a quote that expresses my personal opinion about this topic extremely effectively. And, just because it is my philosophy, doesn’t mean I always live it very well. . . which is why I am [...]
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Flashback to my kidhood . . . I’ve just made some error or mistake, and I am being made aware of that error by one of my parents. At the end of the conversation, they ask me . . . Did you learn your lesson? I’m guessing that my flashback is your flashback too – [...]
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In Tim Sander’s blog he closed his post yesterday with a quote from Stanley Marcus Jr, long time chairman of the retailer Neiman-Marcus. “You will never get dumber by making someone else smarter.” - Stanley Marcus, Jr. Questions to Ponder Do I agree with Marcus? What learning can I share with others? How [...]
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People often talk increasing the return on investment for training, and generally, most people point to others to be responsible for that return, or measure that return. The reality is that there are three groups and one other factor that have significant impact on that rate of return, and they work together like the four [...]
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William James has been called “the father of American Psychology.” He was a trained physician and wrote voluminously. (Interestingly enough Ralph Waldo Emerson was his Godfather). He is most known for his self-trained work in psychology and philosophy. He is widely quoted 100 years after his death, and nothing he wrote is any more quoted that the powerful quotation that [...]
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In any coaching workshop I lead, or in any conversation with leaders that turns to coaching, the discussion of positive feedback will ensue. Here are just a smattering of the questions that come up. How much positive feedback should be given? Don’t people already know if they are doing it well? If I give them [...]
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Every leader, supervisor, coach, team member and parent has been told of the value of giving positive feedback. We’ve heard reasons why. We’ve heard we don’t do it enough. We’ve learned all of the basics about giving positive feedback successfully: make it timely, make it specific, and when giving positive feedback consider sharing it publicly. [...]
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I wrote the piece that follows several years ago, and the events happened years before that. I share it on this blog today (with minor edits), because today, Lori and I celebrate our 25th wedding anniversary. Of all the blessings in my life, none match what she has brought and brings to my life every [...]
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