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Tactics

Goals, Leadership, Planning · May 21, 2018

Planning your next vacation?

Many of us are getting ready to plan for their Summer Vacations. Maybe you are taking the family to Disney World. You have worked on this vacation plan for weeks, even months. Taking it to the next level, you have planned the arrival time to the minute. Finally, you have selected the perfect hotel …

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Leadership · April 21, 2018

How to know if you are on the right track!

Should you get on this train or not? Do you know the general direction you are heading? When you plan for the future, at what point do you actually start moving towards it? Closer to, or farther from? If you wonder where the train metaphors are coming from, I just came back from a meeting in Europe. …

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Communication, Planning, Preparation, Sales, Training · April 10, 2018

The “Wimpy Syndrome”

This is probably one of the most overused negotiation tactics by buyers and purchasing professionals in history. I call it the Wimpy Syndrome. You all remember “Popeye the Sailor man” and his friend Wimpy. Wimpy always wanted the immediate satisfaction of a hamburger today, with the promise of …

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Goals, Planning, Preparation, Professionalism, Sales, Training · April 6, 2018

Tips: Closing the Deal

Going into this meeting, you know you have this deal.  You have been in this position 10 Time’s, and you have your script ready.  Your preparation for that objection is beyond reproach. Just at the moment you were going to say something, the prospect throws a curve. Jose Valverde, Detroit Tigers …

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Leadership · March 7, 2018

What type of pencil do you use?

When I say the word “it”, what do you think about? Does it make you feel a certain way? It is a simple word, carrying very little emotional meaning, am I right? Now, what happens if I use it with other words like; Cujo, Misery, and Carrie. Now “it” evokes horror, fear, and disturbing images of …

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Goals, Leadership, Sales · March 7, 2018

Tips: How to be a salesperson, NOT an account manager

As a CEO or business owner, you wonder why Sales are not increasing.  You have spent money on Sales Training, hired account managers, and  review the metrics weekly.  What are you missing? One of my functions is to gather information to provide my principals with some level of market intelligence. …

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Communication, Goals, Professionalism, Respect, Sales, Training · March 4, 2018

Tip: Hard Work is Irrelevant

If you could design the best compensation plan, would it be based on hard work, or output? I once heard a story about a locksmith.  During his apprenticeship, he would take hours to work on a project.  His customers would come and see him pour his heart and soul into his work. Quite a few would …

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Goals, Leadership · May 23, 2017

When Summer Starts, Do You Stop?

Ahhh ... it's summertime! The time to regenerate, rejuvenate, and relax. Most of us will take a vacation of some sorts. You may not be able to leave town, and may not even get time off of work, but summer means slow pace for most of us. We worked hard from September to May/June, and traditionally …

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Leadership, Preparation · May 3, 2017

Where is the connection?

I am proud to say that my article was published in the John Maxwell Team Blog (newsletter) this month. The main theme for the month was "Public Speaking and Leadership". Here is a link, and if you can't get to it ... read below. The Leading Edge: Where Is The Connection? There were 900 students in …

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Communication, Leadership · April 11, 2017

Clear Communication…

In a recent golf outing, I was playing some of the best golf I’ve played for quite some time. I was playing with 3 younger guys, that were actually impressed on how well I was hitting the ball in the middle of every green and putting lights out. They had played with me before, so they knew this was …

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