Monthly Archives: December 2012

Creative Thinking and Leadership: Are You Too Analytical?

I’m curious. What do you think about at the end of the year? Are you thinking about what you accomplished in 2012? Or dreaming about what you could do differently in 2013? One type of thinking focuses on concrete facts and analytical thinking. The other type of thinking involves dreaming and creative thinking. You probably […]
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What to Do When Reality Hits Hard

Reality sucks, especially on TV. If it’s not the traumatic news reports, it’s adversarial competitions that encourage rage. Contestants are regularly voted off the island, fired from apprentice jobs and judged to be lacking in any discernible talent. In “real life,” serious disappointments are likewise bitter pills to swallow. Many of us have endured significant […]
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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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