Posted: July 21, 2016 | Categories: Self-Improvement

Occasionally I hear someone say, “Everyone wants to be liked”.  I have found that is not always true.  What I have found is that being respected is a universal goal.  Even the most cruel and heartless dictator wants respect.  What I have also observed is that gaining respect usually involves significant courage.  We can’t always “go with the flow”.Read More…

Posted: June 23, 2016 | Categories: Sales

In coaching sales teams, the subject of participating in trade shows often comes up.  Some companies count on trade shows to generate a substantial portion of their revenue.  Others say trade shows are a waste of time.  Clearly, there are many factors that contribute to a profitable trade show booth.  Today I heard a story that illustrates one of the most winning combinations:  Asking good questions and listening to the responses.Read More…

Posted: June 17, 2016 | Categories: Leadership, Management

Good communication is important.  One of the biggest frustrations I hear when coaching teams pertains to interruptions.  We all know the feeling.  We are trying to express something, we have a train of thought going, and zap!  We get interrupted.  When this happens, we begin to wonder if the other person is truly trying to listen and understand what we are saying.  Is there an antidote to this situation?  There might be.  Consider framing your discussion.  Here is how it works:Read More…

Posted: June 1, 2016 | Categories: Leadership, Team Building

“There are two reasons people do things…the real one, and the one that sounds good” – John P. Morgan

The World Economic Forum conducts a survey each year regarding the trust people have in different businesses and organizations.  The survey participants include national governments, global companies, and large local companies.  The category of organizations that consistently ranks in the highest trust category is “Non-Governmental Organizations” Would you like to know the category that has the worst perception?  Yes, you guessed it…Politicians.Read More…

Posted: May 23, 2016 | Categories: Leadership, Presentation skills

When we ask a question, we are in control.  Have you ever been in a conversation where you sensed the other person was distracted, not listening, or only thinking of how they were going to respond?  Would you like to know a sure way to re-engage people when you have lost their attention?  Here it is: Read More…