Make the Other Guy Look Good
A Norwegian psychology professor once shared a bit of wisdom that I have never forgotten. And it has become the basis for one of our most important principles for strengthening customer relationships – and even collegial relationships, for that matter. He told me, “It... read moreTo be effective, get convinced
Whether you are cold calling, requesting an appointment, recommending, presenting, closing, or negotiating, the most important success factor is your own attitude and your own expectations. Whether face to face or on the phone, your voice conveys your attitude—there... read moreSo you want to get better? Develop a collegial coaching relationship.
When you are trying to improve your performance in almost any pursuit – sales, service, distance running, tennis, public speaking – a coaching relationship with a trusted colleague can make all the difference. Very few high performers go it alone, even when they’re at... read more