Creating an Entrepreneurial Workplace is the theme of the Leadership Process and Philosophy I developed and teach.
May 29, 2019
In my last communication, I talked about my philosophy of “Sitting on the Same Side of the Table as Your Customer”. I explained a bit of what that philosophy entailed. I mentioned that it ties back to a Collaborative Selling process I developed.
April 17, 2019
I had an epiphany from a recent workshop that I believe can help create clarity around why we struggle so frequently with respect to process improvement.
February 04, 2019
For me, one of the greatest rewards working with companies is seeing their people thrive and shine when taking them through my “Creating an Entrepreneurial Workplace” Leadership Workshop Series. This story however is about the person who supports me on a daily basis. Her name is Charmine Bunker. But no one who knows her calls her Charmine. She prefers to go by Rosebud.
February 02, 2019
In my last blog, we talked about the “C” in my LACE system for overcoming objections, handling questions and concerns. In this blog, we’ll talk about the “E”. It’s the last step to help you not only close more sales but more profitable sales. Using this methodology was a key factor in helping me increase my sales close rate from roughly 33% to 75%.
July 12, 2018
In my last blog, I shared with you the “A” step in my LACE process for handling questions and concerns. In today’s blog, I’ll share with you the “C” step.
July 11, 2018
Last time, I shared more about my LACE Objection Handling Process. This month, I’d like to talk about the “A” in the process. I believe it’s the most difficult to do and the most critical to the success of the process.
July 10, 2018
In my last article, we started talking about how to view objections and what to do to be in a position to resolve them. We talked about viewing them as questions and concerns versus objections. We also talked about the importance of creating an environment in which your customer is willing to share their questions and concerns.
July 09, 2018
As I say frequently and fully believe, when I conduct workshops I learn as much from my clients as they do from me.
June 11, 2018
There are several difficult challenges to creating this workplace. One of those is giving an employee a reason why to be entrepreneurial. Isn’t it far safer for an employee to simply do what they’re told? That way, if things go wrong, they can just blame their boss. And, they don’t put their job security at risk.
May 24, 2018