An Organization’s Greatest Asset

LeadToday

If I had a dollar for every time I’ve asked the leader of a business or organization what their greatest asset was I probably wouldn’t care about a paycheck or the stock market anymore. 

 

If I had a half a dollar for every time they answered “my people” I’d be pretty well off too. 

 

A leader saying their people are their greatest asset is the easiest answer they can give. Showing that their people are their greatest asset is a completely different thing. 

 

If you were to watch a typical leader’s actions you would think their greatest asset was their computers or copiers. They typically spend more, way more, on their IT Department for example than they do in their training and employee development departments. In the vast majority of companies it’s 30-100% more. 

 

In most companies the investment allocated to grow their people is near…

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Are You a Salesperson Who is Easy to Beat?

LeadToday

Salespeople who sell on price are easy to beat because another salesperson can just lower their price a little more.

If you allow competitive salespeople to make your product only about price then that will be the determining factor for your customer.

Let me say this as clearly as I can… Professional Salespeople DO NOT sell on price.

They know that price is merely one factor in a buyer?s decision making process. It makes no difference if it is an individual buyer, a corporate buyer, a municipal or governmental buyer, price is very very seldom the only consideration.

People pay a certain price for a product or service in the hope that they receive value in return.

Value is an interesting word because it has about as many definitions as there are people on earth. ?Value? means something different to people based on their expectations, their past experiences, their lifestyle…

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Improving Electronic Communication 1

Many of us now view electronic communication (email or texting) casually. We just type information as if we were chatting with someone in the hallway. This is potentially a big mistake.

When we communicate verbally, most information is conveyed through body language and voice inflection; only a small fraction of information is conveyed by the actual words. In electronic communication, all we have are the words as clues to decode information accurately, so the challenge is significant.

Imagine the advantage if we could read “ebody language.” We could understand the intent of notes by interpreting meaning in between the words on the screen. That skill would be important, as the percentage of electronic communications continues to rise. There is ample “body language,” and even voice inflection, available in electronic communications—if we know how to read the signals.

Unfortunately, most people have no training in reading electronic body language. They rely…

View original post 970 more words

Improving Electronic Communication 1

Many of us now view electronic communication (email or texting) casually. We just type information as if we were chatting with someone in the hallway. This is potentially a big mistake.

When we communicate verbally, most information is conveyed through body language and voice inflection; only a small fraction of information is conveyed by the actual words. In electronic communication, all we have are the words as clues to decode information accurately, so the challenge is significant.

Imagine the advantage if we could read “ebody language.” We could understand the intent of notes by interpreting meaning in between the words on the screen. That skill would be important, as the percentage of electronic communications continues to rise. There is ample “body language,” and even voice inflection, available in electronic communications—if we know how to read the signals.

Unfortunately, most people have no training in reading electronic body language. They rely…

View original post 970 more words

Body Language 16 Looking Over Glasses

Looking over the glasses has an unmistakable negative implication in most situations; however, there is a notable exception that I will describe later.

When a person is wearing full-sized glasses or bifocals, A slight lowering of the head so the person can look at another individual while making a statement is a demeaning gesture. It has the same connotation as a parent talking down to or scolding an impudent child.

The physical gesture is often accompanied by a lowering of the tone of voice. It is a way for the individual to put down the other person or make him or her feel inferior, or at least insecure.

The caveat with this gesture is that some people wear half glasses and tend to look over the tops of the glasses all the time. This can be problematic, because the individual wearing the glasses may be sending signals to others that…

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The Mother with One Eye

My Good Time Stories

Photo Credit: Fran Ullola via Flickr

Judging other people can be a struggle for almost anyone on a daily basis. People can find themselves judging others in a variety of ways. If could be something as small as how someone looks or how they act. We could be judging them based on what their government affiliation might be or their religious beliefs. The list can go on and on.

An example of how we can sometimes judge is this short story from psychologist and meditation teacher, Tara Brach who frequently tells this story: Imagine you are walking through the woods and you see a small dog. It looks cute and friendly. You approach and move to pet the dog. Suddenly it snarls and tries to bite you. The dog no longer seems cute and you feel fear and possibly anger. Then, as the wind blows, the leaves on the…

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The Unfortunate Power of Negative Thinking

My Good Time Stories

Karl Wallenda takes a walk – 60 feet above the harbor -as the first attraction of the fourth Baltimore City Fair Sunpapers photo Lloyd Pearson published September 22, 1973

There has been an untold amount of research over the years that the power of positive thinking can have a fantastic effect on the way a person lives their life and how they feel about themselves. They have better self-esteem, self confidence, a healthier outlook with life, suffer less stress related illnesses, etc. Many successful individuals in all areas of life, become that way because of the approach that they have towards their life, the jobs they have, their faith, and other aspects of their life. For example, athletes use a method called “mental imagery” in which the athlete closes their eyes, visualize game situations that they would experience in real-life competitions, envision themselves reacting in certain ways, etc…

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