Posted: November 27, 2015 | Categories: Presentation skills, Self-Improvement

Now that we are approaching the end of the year, you are probably looking ahead to your professional development plans for 2016.  As you work on your plan, you note that it includes attending a seminar or training program to sharpen your skill or knowledge in a particular area.  Let’s say this program costs $650 to register and you would like your company to sponsor you.  How would you approach your boss?  Here’s one way:

“Mrs. Stanton, I need you to write a check for $650.   Why?  Because I need to attend a class”

I would not recommend this approach.  I have found it has a low batting average.  Let’s try another one:Read More…

Posted: October 9, 2015 | Categories: Sales, Self-Improvement

“Successful people form the habit of doing things that failures don’t like to do”                                    – Albert Gray: “The Common Denominator of Success”

What does the word “integrity” mean to you?  Here is the most common answer I hear to this question:

“It means doing what you say you will do, when you say you will do it.”

Of course, it is also assumed that you will do your best quality work.Read More…

Posted: September 3, 2015 | Categories: Leadership, Self-Improvement

Listening builds trust.  When I work with someone to become a stronger leader, we almost always start with the fundamentals and practice of being a better listener.

One of the biggest barriers to being a good listener is filtering:  Here is what I mean:  We all come from different places, backgrounds, and ethnic groups.  We also have a lifetime of experiences that have led us to form our own opinions and perceptions.  When we are talking to someone for the purpose of understanding them better, we have to learn to turn the “filter” switch off.  Here is an example:Read More…

Posted: July 7, 2015 | Categories: Leadership, Self-Improvement, Team Building

Last evening I helped facilitate a team meeting for one of my clients.  This gathering was also a celebration of a business expansion.  The well-seasoned team was overflowing with energy and verve.  As I was observing the team, I realized that every person in the room had gone through significant struggle and challenge in their professional development.

The most recent example is Cliff.  He is a go-getter and moves at a fast pace.  His challenge was to be a better listener.  In his zeal he would “talk over” people and cut them short in conversations.  This was creating a problem.  Some customers would feel hurried, and they did not feel Cliff listened well to them.Read More…

Posted: May 26, 2015 | Categories: Self-Improvement

In the mid-1700’s, there was a small businessman who was determined to be a success.  One day, his best friend confronted him and said, “You need to work better with people.  You may be able to win every argument, but you don’t know how to win friends.  Until you do, you won’t be successful”.  These stinging words were delivered to Ben Franklin early in his career.  Ben did not get defensive when he heard this.  He knew it was true, and he resolved from that point to turn the situation around.  Read More…