Category Archives: Personal Connection

If you want the business, find the spark!

I have a friend of mine who likes to use the term “spark” to describe the emotional connection between two people beginning a romantic relationship. Most of us can recall a situation in our past where all the “specifications” for … Continue reading

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How are you showing up as an active listener? Five traps to avoid.

How often do you show up for a meeting or a discussion, only to find your partner in a complete state of disarray, heavily distracted by telephones, email, social media, other employees stopping in to interject a thought or start … Continue reading

Posted in Active Listening, Advising, Asking Questions, Client Relationships, Communications, Emotional Intelligence, Feedback, Personal Connection, Reframing | Leave a comment

How are your clients grading you on your authenticity?

In a recurring theme in our current election cycle, both major candidates are suffering low poll scores with their levels of authenticity, trust and transparency. In the early 1990’s, I remember there was a university professor and consultant that my … Continue reading

Posted in Advising, Client Relationships, Employee Engagement, Leadership, Personal Connection | 2 Comments

Drive Discovery from Curiosity

Think about the last friendship you formed. I am willing to bet that you didn’t spend a lot of time in that first conversation stressing to them what a good friend you could be, how you could bring value to … Continue reading

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The DNA of a Powerful Question

“The processes used by a coach, a counselor, a psychotherapist or a guru are similar:  they build the awareness and responsibility of the client.”  (John Whitmore) I was in my manager Bob’s office, and we were going toe to toe.  … Continue reading

Posted in Active Listening, Advising, Business Development, Client Relationships, Communications, Leaders as Coaches, Personal Connection | 2 Comments

Serve Before You Sell!

This month’s tip:  Add value to to your team or client before worrying about how you will be compensated for that service.  Said another way, advise and serve as if you are independently wealthy. It was winter in 1974 and … Continue reading

Posted in Business Development, Client Relationships, Personal Connection | 1 Comment

Lead with Empathy

Famous marketing executive Bruce Turkel tells the story about a magnificent piece of business that was won, and then lost, in the space of an hour. It was a really, really, big opportunity …. And it was lost because of … Continue reading

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Holding your own! Using Assertiveness to communicate with power and get your ideas heard.

Have you ever struggled to deal with a colleague or friend who is either aggressive or insistent that their approach is the only correct one? Did you consider either being passive, or maybe going over the top to be just … Continue reading

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Business schools discover the power of EQ in leadership development

This is a very readable journal article on how a business school invested in a program to explore and develop the emotional intelligence of its students. It is well researched and its reference list would be a great place to … Continue reading

Posted in Emotional Intelligence, Leaders as Coaches, Leadership, Motivation, Organizational Culture, Personal Connection, Team Development | Tagged , , , , , , , , | Leave a comment

Are we really coin operated?

As a recovering sales manager, I have always laughed at the proposition that “sales people are coin operated”.  Notice that I said I laughed, not that I didn’t agree. What would you say if I told you that quite a … Continue reading

Posted in Coaching, Coaching Sales Professionals, Leaders as Coaches, Leadership, Motivation, Organizational Culture, Personal Connection, Team Development | Leave a comment