Archive for June, 2010

Sales Training: It’s the Little Things That Kill the Deal

Tuesday, June 29th, 2010

I was a Northwest Frequent Flier, now it is Delta.  Many things changed during the merger including how you get status, maintain status, how you get upgrades, etc.  But really none of those bug me.  My husband gets a little bent out of shape that we don’t get “bumped” up as often as we did before.  I deal with it.

But you know what really bothers me?  It is the change in how they send the itinerary to you.  Northwest had an email that contained all the flight information right in the email.  Delta sends you an email with an attachment of your itinerary.

Here is the problem:  On my blackberry when I saved all my flight schedules from Northwest, it was easy to open them up and see all the information right away.  Now with Delta, I save the email but over time the attachment no longer opens.  So there I am, at the airport, trying to figure out my next flight.  We have had to go back to printing a hard copy or having someone waste time by cutting and pasting my itineraries and emailing them to me.

See, I told you it was a little thing but to a frequent flier it is a major pain in the….

So here is your take action: What are you doing in your business that makes it more efficient for you but less effective for your clients?  Can you change those?

Remember the race is usually not lost by miles but rather by inches; the small things are the inches.

Want to learn more about how to think differently, join us for a FREE webinar - Which are YOU; A Hedgehog or a Fox? Learn the Hidden Implications of Your Decisions!

Corporate Leadership Training: Is the Internet Focusing Or Scattering Your Thinking?

Monday, June 28th, 2010

The advent of the internet has done some great things. It has allowed us to connect with each other around the world without being in the same room.  It has allowed more focused research.  It has allowed us to capture the best and brightest on any topic.  But does it have any negative impacts?

To study this, some research was done on how the internet impacts the brain.  People were given a passage to be read on a computer but it was just straight text and you just pressed the arrow to advance to the next page.  Then they gave people the exact same text but it had some of the words highlighted as hypertext that you could click on to gain more information.  What they found startled the researchers.

The people who read just the straight text scored significantly higher on comprehension of what they read and more surprising, they enjoyed the passage better than those that had the hypertext and links.  So what does this mean for you?

It means that more is not necessarily better.  What they now believe is that when people read on the internet, each hypertext they come upon requires them to disengage their brain from what they are reading to make a decision “Do I click on the link or keep reading?”  These continual “interruptions” actually derail them from comprehending what they are reading and slow their enjoyment as they become more “disassociated” with what they are reading.

At work, look at how your ability to focus is being impacted.  Do you allow people to bring cell phones in to meetings where they can read emails during a meeting? If so, you are probably running in to the same “disengagement” that I was talking about above.  How effective do you think decisions being made in that environment are?

Try this experiment and email me your results.  Try for one month to commit to all meetings being 30 minutes.  Require people to leave cell phones on silent for the meeting and keep focused at the items at task only.  See what happens with the quality of decisions being made!

Want to learn more about how to think differently, join us for a FREE webinar - Which are YOU; A Hedgehog or a Fox? Learn the Hidden Implications of Your Decisions!

Sales Negotiation Training Tips: HOW TO BE ASSERTIVE WITHOUT BEING IN YOUR FACE!

Monday, June 28th, 2010

Sales Negotiation Training TipsDo you ever feel like you have to put on your armor when negotiating? Have you ever wished you could find a way to negotiate what was strong and firm yet creative? Would you like to be able state what you want and still be seen as a partner?
Then this article is for you!
Read More

Want to learn more about how to think differently, join us for a FREE webinar - Which are YOU; A Hedgehog or a Fox? Learn the Hidden Implications of Your Decisions!

Can Google AdWords Get You a Job?

Thursday, June 24th, 2010

Alec Brownstein decided he didn’t like the rejection route of interviewing so he approached it in a new and novel way.  He purchased Google adwords with the keywords being the full names of people he wanted to get interviewed by.  The ads cost him $6 each.  So imagine if he wanted to interview with Apple.  He would buy the Google adword “Steve Jobs” and any time Steve Jobs did a search for his name up would pop this ad, “Hey Steve Jobs, googling yourself is fun. Hiring me is fun too.”

Needles to say, of the five executives he bought adwords for, four of them contacted him and interviewed him. One hired him.

Take Action: What inventive way can you approach a problem that is sitting at your desk today? Clearly, Alec didn’t follow the conventional rules but instead used innovation to get results.

Take a moment to take one problem and brainstorm all the unconventional ways you can solve it.  Don’t debate whether they will work or not- just go for ideas!

Want to learn more about how to think differently, join us for a FREE webinar - Which are YOU; A Hedgehog or a Fox? Learn the Hidden Implications of Your Decisions!

Buy this Interviewing System and Get that job or Promotion!

Tuesday, June 22nd, 2010

Persistence, Power & the Plan of Plenty!

The other day my husband said he was hungry. I went on to list six different meal options all of which he turned his nose up because they just weren’t right.  They weren’t what he was wanting. Finally he laughed and said, “I know, I know I’m being picky.”

Let’s relate this to the current  job situation.  Just today they had news that the unemployment rate of 16-24 year olds is at 21% in the area I live in.  Sounds dismal, doesn’t it? I wonder if is as bad as they say or are we pickier today than we were in the past?

Remember when you would get a job at McDonald’s or the local drugstore at minimum wage?  When you graduated from school expecting a million rejection letters before you would land a job?

Now I am not saying there isn’t a job shortage, clearly there is.  But I do wonder if jobs that would have been taken in the past are now “beneath” our expectations. 

I think it is an opportunity for persistence. I remember graduating in the Reagan era when unemployment was even higher than it is today.  Yes, we got rejection notices.  We would all laugh about how we could paper our first kids room just with the “thanks, but no thanks” rejection letters.

This new phenomenon has prompted me to put together an entire Interviewing System adapted for people straight out of school all the way to professionals. http://www.interviewingsystem.com/

How To Lead A Transformation of Your Team

Thursday, June 10th, 2010

Carol Ann Tomlinson said, “Excellence in education is when we do everything we can to make sure they become everything that they can.”

The same is true about leading a team to transformation.  Excellence comes when you do everything you can as a leader to make sure they become everything that they can.

The other day I had a leader that chatted about having us do a team program.  Finally he said, “It is not a team problem, I think it is a problem that I don’t have the right people.”  So I asked him how long he had led this area and how many people in the team have been with him that whole time.  Turns out that in 3 years he has fired and hired new people every 6 months.  So I tell you, who is the problem? The people or the leader?

A good leader can take a well formed team and grow them to great heights.  A transformational leader can take a motley crew and grow them to extraordinary measures by drawing out the best in each individual.

So here is your take action: 

1.  Make a list of the things that you would like to see changed in your team.  Be brutally honest about all the little things that derail your team or stop all of you from achieving excellence.

2. Then look at what you may be doing that is causing that result. This is the painful part.  Most likely you are doing things you are not even aware of that are causing the actions you are seeing in your team.   In other words, it is reciprocity- what you are giving out is coming back. For example, if you are not getting back to your team immediately when they ask questions, why would they get back to the customer immediately?  Remember your employees are your customers.

3. Take the one thing that if you change it will have the biggest impact on your team’s productivity and results.  Commit to make that change happen over the next 30 days.

Then sit back and enjoy the results!

Without Truth You Can’t Have Trust

Monday, June 7th, 2010

“Without truth you can’t have trust” – Anne Warfield

Manage Your Message

Create a high trust culture!

“We hold these truths to be self-evident..” With that one statement our Constitution calibrates at a level of 700- enlightenment.

“The truth! You can’t handle the truth!.” With that one statement Jack Nicholson’s character, in A Few Good Men, falls apart on the witness stand.  His men trusted him to protect them but instead, his version of the truth, corrupted him.

More than ever you can’t have trust if you don’t have the truth.  The truth comes in sharing the facts and information with others- both the good and the bad.  It comes with the ability to clearly separate opinion from fact.  It comes from the ability to lay out the unknowns or obstacles as succinctly as possible so people can make the most effective decisions.

In sales, if you are going to be truthful and create trust then it means you can be going for the “yes.”  If you are, it will cause a conflict for you with how you listen.  When you go for the “yes” your brain starts to ONLY listen for what fits your parameters, you begin to “shade” the truth so it fits, and you don’t challenge when you should.  If you want clients to trust you, they need to know you will always be truthful when working with them even if it means sending them to the competitors.  In Miracle on 34th Street, Santa brought more business in to Macy’s by sending people to Gimbles for toys Macy’s was out of.

As a leader you can’t expect to have a high trust culture when you aren’t truthful about your own shortcomings.  People need to see that you are willing to be candid about what you are good at and what you are working on.  Only then will they be willing to be vulnerable about their own shortcomings.  As Nido Qubein said, “Morals are not taught, they are modeled.”  People need to see your principles and morals at play so they trust the truth of who you are when they are in the room as well as when they aren’t. In our leadership program we bring leaders through a Trust and Accountability assessment.  In every instance they are astounded to find the trust issues they are struggling with in the organization are directly correlated by the trust issues they have with each other.  Change the inside and you will change the outside.

Take Action- for the next 30 days really focus on making sure you get the truthful information out. Share with people all of the parameters that can impact their decision. When you share something carefully state what is fact and what is opinion.  The more people see your ability to separate the two and not inflict your opinion as fact, the more they will see you as truthful and trustworthy.