Monthly Archives: July 2010

Coaching Change: Can You Fix This?

What’s the best way to get people to start changing right away? When I’m called in to coach organizations in their change efforts, I am often handed a bucket-full of problems: “Here, can you fix this?” One of the main take-aways for me from the book Switch by Dan and Chip Heath is what is […]
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3 Steps to Making Changes Stick

Change is hard. Everybody says so. If you’ve ever tried to lose weight, you know it. You know that “change is hard” is not just a cliche when it comes to changing the way you eat. Change is hard on a personal level, and it’s even harder at an organizational level. That’s why so many […]
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3 Steps to Facing Difficult Problems

What are three basic steps we can do in difficult, busy times? Sometimes, when things get dicey, we need to sit back, breathe and simplify. But in the heat of the moment these are the things we forget to do because they seem too simple, too basic. There are plenty of battles to choose in […]
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Presentations that Persuade: What’s your intention?

Have you ever crammed too much into an hour-long presentation?A good presentation is focused and clear. It has one clear intention, and builds content around that. In preparing a speech the other day, I was reminded of my four keys to success, whether for selling, speech writing or networking: Clarity Focus Attention Intention I got […]
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Networking Made Boring: “What do you do?”

What do you notice the most at networking meetings? I listen to the creative ways people introduce themselves. A great elevator speech is rare. I go to a lot of networking, Chamber, business associations, and industry gatherings. I’m there to get to know others. Like many others, I’m interested in identifying and developing potentially productive […]
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7 Tips for Selling BEFORE You Approach Anyone

In a series of recent posts, I suggest 7 tips to prepare the way to getting more appointments for selling, and having more sales conversations: How to Prepare for Selling: 3 Really Tough Tips 2 Tips to Prepare for Good Sales 7 Tips for Getting Known in Your Target Market None of these tips involve […]
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Mapping Your Sales Preparation: Gather Info

In a recent post, Better Informed, Better Sales, I explain how important it is to research information about your target market and prospects before you ever approach the selling process. I quoted the late Bill Brooks of the Brooks Group: “In a highly competitive crowded marketplace, all other things being equal, the one with the […]
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Selling Is NOT Accidental – Visual Tips

In the last few weeks I’ve been excerpting tips from the book I collaborated on with 7 esteemed colleagues, Masterminds Unleashed: Selling for Geniuses, Selling When Selling Isn’t in Your Title. Not because I want to flog more books, although that’s always fun to hear someone’s bought it. My main motivation, however, is this: I’ve […]
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How to Prepare for Selling: 3 Really Tough Tips

What selling tips are the hardest for professionals to implement? Previously I introduced 4 tips for preparing the way to successful sales. When you pay attention to these things, your selling becomes a lot easier: be visible, ask your target market, reach out, and be easy to find. These next tips are harder to implement […]
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2 Tips to Prepare for Good Sales

What other tips do I suggest that paves the way for an effective sales process? Last week I introduced this topic with 2 out of my 7 tips: Be visible, volunteer and get involved in industry activities; write a column Ask your target market questions Here are two more of my tips from the book […]
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