Why Hot Buttons Work
The phrase 'hot button' is quite common today. It refers to something in a person that so resonates with what you do that the other person has to respond in a particular way. How can you use this concept to your advantag
Read moreHow is Your Spiritual Intelligence?
People are complex; dependable, conscientious, and loyal or unreliable, lazy, and unfaithful. Some describe all these traits as intelligences, one suggests we each, regardless of our faith, display spiritual intelligenc
Read moreDoes Your Company Have a Soul?
When we think about companies that have a soul, we tend to think of all the good that they do and yet soul refers to more than what it does…
Read moreAppreciating Appreciative Enquiry
Among the various methods used to effect positive change is that of appreciative enquiry. Its essential strength lies in the fact that it focuses on what is being done right – that is, what is working – rather than w
Read morePerception kills sales
It is hard to believe that perception still plays a key role in business decisions. It is akin to judging a book by its cover; too frequently we see examples of sales personnel discriminating against customers they th
Read moreSitting is the new smoking
How sedentary are we? In a typical day we spent on average between seven and eight hours sleeping, while sitting at work is 7½ to 9 hours. Danger - warning - it is life Jim but not as we know it...
Read moreDesperate Dan
What happens when you encounter a desperate sales person? Are you more likely or less likely to buy?
Read moreChange: Make it simple
Like many things that happen in a cosy academic change management library, in theory all the models work – in theory
Read moreChanging your mind about change management
The common mantra is that people are afraid of change, and that they will do all they can to avoid it and, instead, to maintain the status quo. While that is probably true to a certain extent, it certainly is not the who
Read moreJust browsing
Some sales people handle rejection better than others. Some don’t worry about it, while others experience fear; a lot of it. The question is why? Why does “no sale” unsettle some people, but not others?
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