Category Archives: sales

The Ethos Effect on Your Bottom Line

Truly savvy executives pay attention to the pulse in their organization. They understand how beliefs, attitudes and habits impact their bottom line: unless people embrace their jobs and their work wholeheartedly, they won’t sustain efforts in the face of difficulties. I consider this as I watch some companies prosper and draw the business world’s attention. […]
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The Real Power of Purpose and Value

By definition, every business is values-driven, but an uplifting sense of purpose is more motivating than profits and promotions. “A noble purpose inspires sacrifice, stimulates innovation and encourages perseverance.” ~ Gary Hamel, What Matters Now? Yet many leaders I have met use financial incentives (i.e. bonuses, pay and promotion) to stimulate people to good work. They are reluctant […]
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How We Really Communicate:
Subtle Social Signals

How much do you pay attention to social signals while having a conversation? I’m curious about how we humans seem to unconsciously communicate with one another. Even before we say words, we often intuit how others feel. Scientists call these “honest social signals.” I recently picked up a book about this and am intrigued about […]
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Business Writing Tips: Get Readers
to Take Action

Smart business writing creates results. It helps if it’s interesting and well-written, but the most important thing to keep in mind is this: Will this report, memo or email get my reader to take action? In my last post, I helped a client rewrite her resume so that it improved her chances of getting the […]
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Sales Success: Set Yourself Up

The problem with most sales books is that they focus solely on what to say once you are in front of the prospect. That’s not half as important as what goes on before you even set up the meeting. There’s a smart way to set yourself up for sales success. The first steps in organizing […]
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Sales Communications:
How to Conquer a Bad Sales Habit

When you’re talking with customers, which of the 16 bad sales habits do you commit? Do you fall into the traps of failing to be fully present? Selling past the close? Selective hearing? It’s never easy to create a new habit, but it may be easier to stop a bad one. Here’s the secret: Don’t […]
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16 Bad Sales Habits

Marshall Goldsmith, Don Brown and Bill Hawkins in What Got You Here Won’t Get You There in Sales!: How Successful Salespeople Take It to the Next Level, (McGraw-Hill, 2011), identify 16 bad sales habits that severely damage a customer’s sales experience. Eliminating even one or two can profoundly improve your sales and influencing abilities. Failure […]
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Customer Communications
and the Empathy Deficit

Have you ever wondered why some people seem naturally quite good at sales and communications, while others struggle? It has a lot to do with the way our brains are wired. In fact, the quality of your customer communications depends on your ability to show empathy. We innately connect with others, both emotionally and physiologically, […]
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Customer Communications: What Messages Do You Send?

What do you need to know to improve customer relationships and communications? Even if you’re not in sales, you still need to be current on the messages you want customers to know. “No matter who employs you or what your organization is selling or servicing, you work within two areas of responsibility; there are two […]
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The Customer Experience:
Not What It Used to Be

Leaders seem to forget that their human assets make or break a customer’s experience. “Interpersonal interaction, though sometimes not the top reason for making a purchase, is almost always the reason for not repurchasing.” ~ Marshall Goldsmith, Don Brown and Bill Hawkins, What Got You Here Won’t Get You There in Sales!: How Successful Salespeople […]
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