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Communication, Goals, KoleHardFacts, Leadership, Planning, Sales, Tactics · June 20, 2022

The 3-steps to any type of sale

In last week's blog "What type of Pencil do you use", we mentioned the sales process. To refresh your memory, we wrote: "Sales come to those that have something someone needed when they needed it. They offered value, a solution to a problem, a service that was missing. Success comes when you rinse …

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Communication, Goals, Influence, KoleHardFacts, Leadership, Motivation, Negotiation, Professionalism, Responsibility, Tactics, Ziglar · May 17, 2022

Balancing the needs of the organization and team in the post-pandemic era

In last week's blog, Motivators vs Consequences, we showed a pre-pandemic list of what employees value. Since the pandemic, the needs for autonomy, work-life balance, and flexible scheduling have moved up the list in importance. As leaders we must always keep the goals & objectives of the …

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Communication, Goals, KoleHardFacts, Leadership, Planning, Preparation, Professionalism · March 27, 2022

Defining success by asking 3 simple questions

Listen to the PODCAST VERSION or Read Below Day 1 - Zig Ziglar Headquarters, July 2015 I am sitting in Class 7 of the Ziglar Legacy Certification class. To quickly summarize what that is; after the passing of Zig Ziglar in 2012, the family wanted to honor his legacy. They did so by …

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Communication, Covey, Influence, KoleHardFacts, Leadership, Negotiation, Professionalism, Respect, Sales, Tactics · January 1, 2022

What is the definition of fair?

"Fair is when one side gets exactly what they want and the other side gets just enough to stop complaining." - John Dutton, Yellowstone Although this is a great life lesson, it should never be your intent when you are negotiating. What ever happened to Covey's 7 Habits? If Covey had written …

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Communication, Goals, KoleHardFacts, Leadership, Motivation, Planning, Preparation, Professionalism, Respect, Responsibility, Sales, Time Management, Ziglar · December 29, 2021

Make this years goal setting process easy

Mondays' have always been my day. I loved them. It was time to put my plan into action. That plan was different every week, but it was the same. It always revolved around sales, accounts, territories, products, management, building the team, internal and external meetings, traveling, putting …

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Leadership · October 29, 2018

The Most Dangerous Sport On Campus!

With concussions and CTE rising in football, soccer, lacrosse and other impact sports, you would think they are the most dangerous. Maybe it's sports like volleyball (rotator cuff), dancing (knees), or wrestling (just about anything can get damaged here)? You'll be surprised by this answer …

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Leadership · August 11, 2018

Setting Expectations

Setting prices, or setting expectations, is always difficult. We feel that if its too high people won't buy. I found a great formula in Seth Godin's blog this week. That's where I found a quote that I immediately tweeted out (giving him credit of course). Here is the quote: "Charge enough that you …

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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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Goals, Leadership · May 14, 2018

Your customer just said “no” … now what?

Is it over? They said no, what else can you do? Whether you are a sales rep looking for an order, or a CEO trying to get company buy-in, when the target says no, it means you have not done your job. Think of it this way, as the great Zig Ziglar is quoted; "when they say NO, it means they do not KNOW …

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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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