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Success Articles

Who Wants A Job Where It Is Never The Boss’s Fault?

The only way to effectively hold others accountable is to first hold yourself accountable in front of them. As a leader, if you want employee engagement and long-term influence, you must take a look at the role you’ve played in your team’s problem and make sure your people know that you’re examining your own involvement. When…

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How to Get People to Do … What You Want Them to Do

If this article title pulled you in, maybe you’ve recently realized that having a better tactic or using your charisma is not producing the influence you would have hoped. You’ve read the leadership and negotiation books and you’ve witnessed some disturbing YouTube videos that appear to prove you no longer need talent or a point…

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How To Be Right: Without making other people wrong

What exactly are we trying to accomplish by proving to others that we’re right? We might win the argument but ultimately lose the relationship. Perhaps a better, deeper-rooted question is this: Why do we lose sight of success, of our big objective when we feel challenged or intimidated? When I prepare to negotiate, provide a…

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Change is Mandatory…Stress is Optional

Below are some of the notes from a Change/Stress program I present.  When the pain of what you are going through becomes greater than the fear of change, you change … but I recommend you avoid most of the pain, embrace the change and adjust. Change Steps KNOW Know what’s coming — change is always…

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Why Do I Have to Change If I’m Already Great?

We hear a lot about change these days. The discussion usually centers around how to get organizations to change, how to get departments to communicate more effectively with each other, or how to get people who’ve never been very – what’s the word I’m looking for? – skilled… to somehow manifest the will to get better at…

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The Big Lie: Customers Want Service

Customers don’t want service! Customers want things that don’t need any service. They want maintenance-free, self-contained solutions, whenever possible. On average, how do you think most people would rate service after the sale over the course of their lives? Do you really think they are looking for more of that? They want cars that don’t…

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Is Technology Killing Communication?

Recent research indicates that some of the main issues in sales and communications right now have emerged because people believe you can replace face-to-face (and voice-to-voice) communications with text, e-mail and social networking. These ways of interacting electronically obviously offer huge benefits and are no doubt part of the future, but they lack a personal…

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Negotiating Change

Healthy and Unhealthy Fears – An Action Plan To change from a victim into a volunteer we have to develop and implement an action plan that clearly educates people about the value of our product or service. One way we can do this is by becoming aware of our fears. There are two kinds of fear…

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Top Tips From Our Research on Top Producers

What the most successful people do differently Sales Dealing with ego driven buyers Ask them to list possible solutions to the problems they are having and then see what you can agree on. The key is to get them talking about their problem. Remember, what comes out of their mouth means more to them, than…

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Talent First, Success Next

We know that it is sometimes the process itself that prevents learning and innovation. The key is finding you’re the path of least resistance. In our study of the most effective sales managers and sales staff, we found that the best way for someone to do something is by doing it their best way. Defining…

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The End of the Information Age

Are we at the end of the information age? My cell phone came with a novel sized instruction book that gives me so much detail on setting up my voice mail that after reading it for 2 hours, I’ve lost the will to live. How much do I really need to know? Have you ever…

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Motivation for the Severely Unmotivated

Everybody is motivated to do something. Some people are motivated to just lie on the couch and eat ice cream. Let’s face it: We have all heard that if we just try hard enough, we can do anything. The problem is we don’t all have the willingness to put forth the extra effort. In fact,…

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Listening Like a Leader

How to develop trust in under 5 minutes Our studies of the most effective people in corporate America show that the top 1 percent are effective not because they executed best practices well. They did not make the most phone calls or have the best processes. They simply understood the truth about trust: People do…

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Being the Best vs. Being Consistently Chosen

Do you have the best service, product, or skills in your area, yet for some reason you still are not getting the results you know you deserve? Hey! I thought if you were the best, you were supposed to eventually win. Let’s address the reality of why your products, services, or leadership styles–or those of…

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