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Choose Wisely

As I was studying my favorite book this weekend, these two words stood out, choose wisely. Although they are not explicitly written, they are implicitly understood. An organization was experiencing rapid growth. They were growing so fast that several needs were left unmet. A certain group of people felt as though they were excluded or […]

Leading in a Crisis – Practice Three

Practice Three for the leader is to discover the root cause. There are times when you may discover that what you believed was the primary root cause is actually the secondary cause. For example, many believed the COVID-19 pandemic was the root cause of their organizational struggles. But when they dug deeper, they found a […]

Leading in a Crisis – Practice Two

Practice Two for the leader is to enlist the help of others. You and I are not Atlas. Neither are we Wonder Woman or Superman. John Maxwell asserted, “One is too small a number to achieve greatness. You cannot do anything of real value alone”. Teamwork is at the heart of great achievement. When the […]

Sales Tip #496 The Doubt Close

The Doubt Close This is a great closing technique to use when the customer is expressing doubt about their purchase. The Doubt Close works by pre-empting their doubting thoughts. If you echo these thoughts, it saves them from having to think the same thoughts. When they accept these, they will begin to trust you and […]

Leading in a Crisis – Practice One

Practice One for a person leading others through a crisis is to acknowledge the situation by facing reality. Max DuPree said, “The first responsibility of a leader is to define reality.” During a crisis, leaders do not have the luxury to ruminate on how things used to be. Nor do they have the comfort of […]

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