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Making Conflict Work for You

In Communication, Emotional Intelligence by Jim DawsonLeave a Comment

Conflict is inevitable. We may be afraid of it and handle it poorly, allowing problems to fester and grow. We may use it to control and manipulate others. Or we may accept that conflict is necessary for things to improve or change. Itโ€™s how we respond to conflict that determines whether we see it as a means to encourage innovation …

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Avoid Making These Top 4 Sales Mistakes AT ALL COSTS

In Sales by lukenLeave a Comment

Talking too much. Engagement isnโ€™t endless talking, but listening and interaction. Youโ€™re never going to land the great sales if you ramble on and on and never let them get a word in. Remember! Your job is to figure out their puzzle but to do that you need them to tell you the pieces. Believing that you can sell anybody …

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Getting to the Truth by Asking Good Questions

In Communication by Jim DawsonLeave a Comment

As a manager, the most powerful tool you can have in your toolbox is the ability to ask good questions. Through asking questions, you can 1) create an environment where people trust you and their ability to solve problems for themselves, and 2) surgically remove the excuses, lies, and other irresponsible comments that erode morale and productivity. When you know …

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Behind the Scenes: How to Recognize a Training Company Worth Your Time

In Communication, Customer Service, Emotional Intelligence, Leadership, Management, Personal Development, Sales, Time Management by lukenLeave a Comment

Alright, so you have an idea of what you are looking for in the program, but what else should you keep an eye out for? What are some other, less obvious signs of a good (or bad) training company? Website and social media: how professional and how engaged are they in their industry? How professional is their website? Is it …

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Making Change Work for You

In Personal Development by Jim DawsonLeave a Comment

No matter how we feel about it, the one thing we can always count on is that things are going to change. What we may not realize is that how we handle change affects the quality of our lives. Whether it is a new CEO, market opportunity, corporate vision, product line, or job responsibility, any change in our work life …

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Good Leaders vs. Bad Bosses

In Leadership, Management by lukenLeave a Comment

You may have heard the saying that employees don’t leave companies, they leave bosses. This is a strand of wisdom that should be taken quite seriously. Especially when you are dealing with trained professionals who know their value, they are far less likely to deal with a bad boss. More than 50% of employees feel that the bad bosses of …

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Selling Your Ideas

In Sales by Jim DawsonLeave a Comment

Whether we believe it or not, we are all in the sales business. Regardless of what we do for a living, in one way or another we are always selling ourselves, and our ideas, to other people. When it comes to problem-solving, improving the workplace, and enhancing customer service, this ability becomes crucial. While employees at all levels have good …

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The True Cost of Ignoring Clients

In Customer Service, Sales by lukenLeave a Comment

Solidify Your Client Base I have worked with dozens of companies over the past several years and have been surprised at how many concentrate more on client acquisition than they do on client retention. Sales managers often make the mistake of focusing their team on acquiring new accounts (cold calling) rather than nurturing their existing accounts. While cold calling (new …

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Top Qualities to Spot a Bad Manager

In Leadership, Management by lukenLeave a Comment

In many organizations, bad managers are rampant. A bad manager can be defined as someone who works solely based on their own emotions and has great problems with employees who often need a more logical, unemotional, and objective leader. They come in all shapes and sizes. These bad traits can be corrected through the proper and consistent application of management …

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In Communication by lukenLeave a Comment

Have you ever had to give bad news to someone and it not go well? Did the other person get upset or react in a way you did not expect? Think about a time where someone had to give you bad news. When it comes to communicating with others about something hard or bad there are some very clear tactics …

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5 Proven Gambits to Save Your Negotiation

In Sales by lukenLeave a Comment

Eliminate the Gamble from Your Negotiating Do you ever feel that you are more gambling when you try to negotiate the matter of price with your clients? How often do you encounter customers trying to fish some kind of discount out of you? Do you know how to win without giving in? Your prospective buyer will often be out hunting …

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5 Signs of a Bad Manager

In Management by lukenLeave a Comment

There are some very distinct signs of bad management that if left alone could undermine your business in some very serious ways. Have you noticed any of the following traits amongst your management team? 1. Are they always right? We are all right and wrong at times, but good leaders know when they need to admit that they were wrong …

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Are You Asking H.O.T. Enough Questions?

In Sales by lukenLeave a Comment

Use H.O.T. Questions to Uncover Pain When you question your client, youโ€™ll want to ask questions that reveal important information about his or her condition. To help accomplish this, here is an easy-to-remember acronym. Make sure that you are asking questions that are H.O.T! Yield Information H High-Yield For you to better prescribe a credible, meaningful recommendation. O Open-Ended Begin …

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Clearing Away the Smokescreen

In Sales by lukenLeave a Comment

Anyone who has been selling for even a short time knows that not every buyer is eager to meet with you and hear your offer. Do you ever get hit by any of the following smokescreens: โ€œWeโ€™re not interested…โ€ โ€œI am really busy; I donโ€™t have the time.โ€ โ€œWeโ€™re happy with who weโ€™re with…โ€ โ€œWe donโ€™t need it…โ€ โ€œWe have …

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How Do You Know If You Are A Good Leader?

In Leadership by lukenLeave a Comment

Do you know the difference between a leader and a follower? While oneโ€™s style of leadership may vary with oneโ€™s personality type, background, and experience, all leaders have certain traits in common. Click below for a free assessment form. Use this for yourself or pass it out to your team. Download our free Leadership Self-Assessment and see where you stand. …

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Should I Invest in Training for My Sales Managers?

In Management, Sales by lukenLeave a Comment

It may surprise you to discover that many sales managers learn how to be a manager on their own. According to the latest international study on Sales Training and Sales Force Effectiveness, many sales managers are given very little or no support when it comes to being a competent, effective sales manager. In fact, many sales managers reported that they …

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Top 10 Fixes to Your Bad Communication

In Communication by lukenLeave a Comment

Are you one of those who struggle with how you come across to others? Do you get bad reactions when you try to communicate with people? Have you ever felt so discouraged by your communication failures that you end up wanting to just hide under a rock instead? Well, luckily for you there is light at the end of the …