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Prospects don’t close themselves PDF Print E-mail
Written by Marvin Montgomery   
Monday, 06 July 2015 00:00

Are you sitting back waiting for a prospect to say, “Let’s meet!” or “I’ll take it!”

 

It’s very rare for a prospect to initiate the close — especially since it’s human nature to procrastinate. That’s why you are there. Your role is to get them to commit.

Last Updated on Tuesday, 07 July 2015 09:18
 
When to have a (sales) meeting or how not to waste people’s time PDF Print E-mail
Written by Dave Harman   
Wednesday, 01 July 2015 16:00

Have you ever sat in a meeting, sales or otherwise, and wondered why you were there? Why some of the other people were there? Better yet, have you ever organized and led a meeting where the participants were wondering why they were there? Meetings, if done correctly, can inform or get decisions made or both. Here are some quick tips to make the meeting more productive.

Last Updated on Wednesday, 01 July 2015 16:03
 
How to protect yourself from unethical persuasion PDF Print E-mail
Written by Robert Cialdini   
Tuesday, 30 June 2015 13:56

Have you ever agreed to do or buy something you really didn’t want or need, and later wondered, “Why did I say ‘yes’?” You’re not alone. Whether you ended up doing a colleague’s job, buying nutritional supplements you had little use for, or donating time and/or money to a cause you weren’t passionate about, chances are you said “yes” due to some finely-honed persuasion.

 

Of course, only some of these people had dishonorable motives. The others — representatives of certain charitable agencies, for instance — had the best of intentions, even if you didn’t really want to give in, but did so anyway. Regardless, you may often find yourself in possession of unwanted goods or doing tasks you dislike simply because you feel compelled to say “yes.”

 

It doesn’t have to be that way. If you ever find yourself the recipient of an unwanted or unethical persuasion attempt, there are steps you can take to recognize and disarm it so you have the confidence to walk away unscathed. Here are some suggestions.

Last Updated on Tuesday, 30 June 2015 13:58
 
Just SMILE PDF Print E-mail
Written by Marvin Montgomery   
Monday, 29 June 2015 00:00

Some of you may have heard me share that when I was a manager for JB Robinson Jewelers I would walk up to one of my salespeople and quietly ask them if everything was OK.

Last Updated on Tuesday, 30 June 2015 13:50
 
Five critical mistakes that blunt leadership effectiveness PDF Print E-mail
Written by David Waits   
Friday, 26 June 2015 00:00

Since 2000, according to numerous national surveys, less than one-third of workers in the U.S. are engaged in their work as measured by their involvement, enthusiasm and commitment to their work. If you simply reflect on your most recent encounter as a consumer at your local retail store, restaurant or government agency, your own experience will more than likely validate the reality of these startling statistics.

 

Leaders account for as much as 70 percent of the variance of employee engagement. A Gallup study of 7,272 adults in the U.S. revealed that 1 in 2 had left their job at some point in their career to get away from a manager in order to improve overall quality of life. People don’t leave jobs; people leave people!

Last Updated on Tuesday, 30 June 2015 13:42
 

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