Category Archives: Emotional Intelligence

Before You Say No, Five Steps to Find Your Yes

After the final no, there comes a yes and on that yes, the future of the world hangs.    (Wallace Stevens) A sales executive friend of mine likes to say that the selling only begins after you’ve heard the first … 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

The 5 Most Important Skills to Drive Trust and Credibility

What are the five most critical skills to earning trust and credibility? Find out how top performing consultants are answering this question! Respond to our survey and we’ll send you the results.  Survey has one multiple choice question and takes … Continue reading

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Five steps to winning client trust by speaking your truth with power

Recent research of buyers of high value solutions is telling us that those buyers first interact with providers quite late in their buying process, and come to the discussion already very well informed about the value proposition and basic functions … Continue reading

Posted in Active Listening, Business Development, Client Relationships, Communications, Emotional Intelligence, Feedback, Team Development | Leave a comment

Leaders, Flex to Your Teams

Shelly was a senior sales executive, with over 30 years of selling experience in the energy segment. She valued her style as an activist leader, and her ability to leverage years of experience to help her teams beat their objectives. … Continue reading

Posted in Coaching, Communications, Emotional Intelligence, Leadership, Team Development | 2 Comments

Bullet-Proof Your Self-Confidence by Noticing Your Self Talk

I had just been promoted to my first sales manager position. Among my competitors for the job was a salesperson with an impeccable sales record, and who prior to selling, had been the field support engineer for our manufacturing division. … Continue reading

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Manage Conflict! (or it will manage you)

Conflict is a fact of life for most people. In a 2008 study, CPP found that 85% of workers in the US experience conflict to some degree and 29% report that they experience it “always” or “frequently”. (CPP 2008) Constructive … Continue reading

Posted in Client Relationships, Critical Thinking, Emotional Intelligence, Motivation, Organizational Culture, Organizational Teamwork, Team Development | Leave a 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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Soft Skills Power the Challenger Sale

What are you doing with your sales teams to help them step up to increasing expectations from sophisticated executive buyers? From my perspective, the worlds of selling, consulting, and coaching are converging in ways that are going to significantly improve … Continue reading

Posted in Coaching Sales Professionals, Emotional Intelligence, Leadership, Team Development | Leave a comment

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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