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training

Leadership · May 9, 2018

Which one? Mentor, Coach, Trainer?

Coach, Mentor, Trainer You have read that you need a coach, or that you should find a mentor. Your boss may have told you to get some training. Feeling stuck in your career, or just life. Which one do you choose? What is the best way to find the answers? After all, finding answers is what you are …

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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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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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Goals, Leadership, Planning, Professionalism, Responsibility · July 24, 2016

Tip: How to find enough time for …

You would love to try this, but you don't have time in your day.  Don't people understand that you are running a business, have three kids, a house to take care of?  How can you find time to try that new book, or workout 4 days a week like the neighbor? We all run into this at one time or another. …

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Goals, Motivation, Professionalism, Sales, Training · February 19, 2016

69 Ways to Win!

All of us are selling something, and we are always selling.  You might be trying to negotiate a raise. You are trying to sell the benefits to a vacation home on the lake to your spouse.  You get stopped for a traffic ticket, and you are looking for a way to win that argument. Yes, we have all …

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Goals, Planning, Preparation, Sales · December 31, 2015

Tips: Improve Clarity in your Life!

1 + 1 = 2 Some things are just so simple. They come to you with clarity, and you can apply it immediately. I found that in this week’s “Art of Charm” Podcast, hosted by Jordan Harbinger. Jordan’s guest was Rob Scott, who defines himself as an “Identity Shifting Mastermind”. I almost didn’t listen …

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Motivation, Planning, Preparation, Professionalism, Respect, Responsibility, Sales, Training · July 12, 2015

Announcement: Zig Ziglar, Legacy Certification!

This week’s blog is going to be short, sweet and to the point! I am at Ziglar Headquarters this week becoming a Ziglar Legacy Certified Trainer.  I can’t wait to return and share with you what I have learned.  After this weeks training, I will be able to provide you with Exclusive Ziglar …

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Goals, Planning, Preparation, Professionalism, Sales · February 24, 2015

Tips: Quality Control in Sales

Last year I was wearing one of those Fitbit wristbands so I could count my steps on a daily basis. When a colleague of mine in Europe noticed it, he asked me; “Why are you American’s so obsessed with measuring things?” The answer I gave was; “If you can’t measure it, you can’t improve it!” As …

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Goals, Leadership, Motivation, Professionalism, Respect, Responsibility, Sales, Training · January 21, 2015

Tips: How do you measure your team’s motivation?

  Some say that motivation is built into the professional sales person. That it is one of those intangibles people have or don’t.   Sales Managers try rah-rah speeches, and wave money around as a motivator. Some of you determine that all sales people need to be recognized so throw a contest. …

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Motivation, Planning, Preparation, Professionalism, Responsibility, Sales, Training · January 14, 2015

Tips: Continous Improvement

So, what is it you need? You are a professional sales person. You understand your customer’s; needs, wants, & wishes. You know your company’s products, their features, benefits, solutions, and value. So, what is it you need? Its mid-January, and most likely you have had either an end of …

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