If you’re a manager, you should be very aware of your management style and how it can affect others. Being conscious of the extremes of your behavioral type will allow you to work more effectively with your direct reports, and…
Resilience means knowing how to cope in spite of setbacks, or barriers, or limited resources. Resilience is a measure of how much you want something and how much you are willing, and able, to overcome obstacles to get it. It…
Is it your goal to read more books this summer? If so, check out Top Sales World’s 50 best summer reads related to sales and marketing. A couple of our favorites are included – People Smart in Business, by Dr. Tony…
“Don’t put off for tomorrow what you can do today.” (My Mother, ever since I can remember.) Procrastination is like a virus. It creeps up on you slowly, drains you of energy, and is difficult to get rid of if…
Today's buyers are complex. They're confusing wants and needs. They're strapped for time. They're hesitant to share information, yet have endless access to information. In order to have an effective sales process for these modern buyers, we need to start…
When you get price objections, consider these suggestions: 1. Clarify what the prospect means when she says your price is too high. • She may mean she can’t afford the price, although the product is worth what you’re asking. Strategy: a)…
Goals are the most important tools you need to accomplish anything, and there are certain steps you can take to complete your goals after you've made them. There are certain areas you need to consider while you work towards your…
Effective communication between two people is not easy. You really have to practice to make it work. Through the effective use of feedback skills, you can create a good communications climate. The following general guidelines will help you use your…
Seriously, actually sitting down and writing your own eulogy can be a marvelous exercise in goal-setting. Make it long and detailed. Your eulogy can become your script, telling who you were, what you did, how well you were liked. If…
The Five C's of Effective Execution Pay a Key Role in Superior Customer Service. To have mastered these five measures means that you have mastered the way to superior Customer Service which will produce results for your company! …
Abraham Lincoln really was born in a log cabin. The fact that he went on to become President - and to lead the country through the most difficult period of its history - is truly remarkable. It's even more amazing…
There's one thing that all geniuses have in common, and it's something critically important too. Despite the myth of the isolated loner writing a great novel in his log cabin, geniuses are almost never solitary individuals. On the contrary, they're…
There’s an old saying: "Most people aim at nothing in life . . . and hit it with amazing accuracy." It’s a sad commentary about people, but it’s true. It is the striving for and the attainment of goals that…
Unreasonable risk-takers are individuals who tend to over-emphasize the resources they have available or can acquire to accomplish their objectives. Or, they’re people who under-emphasize the barriers that are likely to get in their way. There’s been a lot of…
Practicing The Platinum Rule--treating others the way they want to be treated by adapting to their behavioral style--can quickly make you a more sensitive, effective leader. Indeed, this rule can have a positive effect on every aspect of managing and…
Not everyone can remain "up," optimistic, and energetic all the time. We all wax and wane in our moods, outlook, and energy levels. That's normal. People who are "up" most of the time have many methods to their madness. Adopt…
Practicing The Platinum Rule—treating others the way they want to be treated by adapting to their behavioral style—can quickly make you a more sensitive, effective leader. Indeed, this rule can have a positive effect on every aspect of managing and…
Why are so many new ideas a tough sell? Isn’t it true, as the old saying goes, that if you invent a better mousetrap, the world will beat a path to your door? No, that’s baloney! In fact, it’s never…
Everywhere you turn today you hear about the importance of customer satisfaction. From the bank to the phone company to the video store, every business seems to proclaim that “The Customer Is King,” that “People Are Our Business,” that “Your…
When Arkansas Governor Bill Clinton, in his nominating speech for Michael Dukakis at the 1988 Democratic National Convention, spoke the words, “In closing…” a roar went up in the convention hall. He was finally finishing! Fortunately for him, his 1992…
