Transparent Leadership - Can it Really be That Clear?

By John Bentley

The concept of transparent leadership is one that is being adapted by many organizations across the board, yet its core premise is one that has yet to be fully embraced. At the root of this ideal remains an underlying fear among upper management, executives and CEOs that by accepting such concepts would imply a show of weakness that would trickle down to subordinates. In other words, one huge mist

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Starting with Good People

By Lisa Ryan

Start with good people, lay out the rules, communicate with youremployees, motivate them and reward them. If you do all those thingseffectively, you can't miss.  LeeIacocca Lets say youve done everything right and you haveassembled the ultimate corporate A-Team. Take a moment and think about your top level employees in thecompan

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When You're Getting Shot Down- Don't Shoot Back.... Do This Instead

By Dianne Sikel

Have you ever had the idea to:start a newbusiness -   go back to school-  quit a job you don't enjoy  leave a relationship   or simply have an opinion that isn't so popular with people in yourlifeBut felt "Shot down" by naysayers?I have... Many, many times! Here's what I haveunsuccessfully tried:  argueing wi

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6 Ways to Solve Who Cares Syndrome in Sales Presentations

By Patricia Fripp

You might not want to think your prospect is sitting there during your sales presentation thinking, "Who cares? What's in it for me or our company?" I hate to tell you...many of them are.Selling isn't about you or your products, it's about how the prospect will benefit. To be persuasive, you need to appeal to the other person's rational self-interest. People make decisions for their reasons, not y

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7 Miles for Sushi

By Dave Sheffield

Creating a loyal customer involves several facets; engagement, great service, appreciation, and follow up to name a few. Customer service runs deeper than just a department and a title. It is an intentional choice which is woven into the fabric of successful businesses everywhere. I love great food, but what I love even more is a fantastic dining experience. I would much rather be a guest at

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2 Techniques to Take You to the Next Level

By Patricia Fripp

Once your presentation is prepared, there's still work to do before you deliver it to your prospects. It's surely a relief when you've clicked "save" on the final script of your sales presentation and received a "thumbs up" from the team. But there are still two important coats of polish to put on it before you take it into the field.Technique 1: Specificity builds credibilityOne of my essential m

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3 Formulas for a Good Story Well Told

By Patricia Fripp

Even the most hardened prospect can't resist a good story...when it is well told. Keep in mind, the reason you tell stories is because your prospects will not remember everything you say. They will, however, remember what they see and feel while they listen to you speak. To convey those stories, there are three basic formulas. They work together in harmony.Formula 1: Situation, solution, success S

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8 Steps to Outstanding Sales Structure

By Patricia Fripp

The structure of your sales presentation is the skeleton under the flesh of your words. This simple, 8-step process frees you to make a seamless argument leading to a conclusion.Even if you've made a compelling presentation, it often takes weeks or months before you get an answer. As a result, the goal is to burn vivid examples and key ideas into the prospect's mind ideally, in a way they cannot f

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Patience is the Key When Dealing with Difficult People

By Colleen Kettenhofen

There are very few things that are certain in this world. Difficult people seems to be one of those certainties in life. These people seem to make everything harder. Frustrations, even anger, are normal responses. However, if you want to effectively deal wiht difficult people, patience is the key!Difficult people can be employees who seem to fight you at every turn. They can be bosses who don't se

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Make STRESS SO Yesterday!!!

By Dr. Joy Ohayia

Before you read this make sure you take three deep breathes:INHALE....EXHALEINHALE....EXHALEINHALE....EXHALE  (How do your feel?) I feel great!Now for some tips on making STRESS So Yesterday!!.Im done. Im not going to stress over this anymore.We declare it everyday, but then the phone rings, the special man in your life does it

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