By Waldo Waldman Integrity First. It’s core value #1 of the U.S. Air Force… embraced by our leadership, taught in our training programs, and a symbol of the commitment and character of the men and women serving our country. I learned a valuable lesson about the true meaning of integrity after only serving several […]
Integrity First, Living The Honor Code In Business Read More »
By Eileen McDargh Even Joe the Pipefitter must look askance at some of the moves made in corporate America when faced with a string of bad news. (Sorry… I just can’t use “Joe the Plumber”, a guy who didn’t pay his taxes, isn’t certified as a plumber, and has tried to cash in on
Top Five Mistake Leaders Make In These Troubled Times Read More »
From Facebook to Phonebook: How Wingmen Stay Connected by Lt Col Rob “Waldo” Waldman Like many of you, I recently joined the Facebook, Twitter and LinkedIn craze and it’s been great. I’ve re-connected with old friends from high school, college, and my fighter pilot days, and I’ve also met some very interesting people. And
By Bernadette Doyle In the mid eighties, researchers at Cleveland State University made an astonishing discovery. The researchers created two fictitious job candidates, Dave and John. For each of them they created identical resumes and two almost identical letters of reference. The ONLY difference was that John’s letter included this sentence: ‘Sometimes, John can
A Damaging Admission… Read More »
Lt Col Rob “Waldo” Waldman If you want to test the true character of a person, see how they respond to adversity. Watch how they handle the pressure of a lost sale, an angry client, or a difficult boss. What do they say? How do they act? What is their emotional state? Do they freeze
How To Become A Winning Sales Ace And Avoid Getting Shot Down Read More »
by John Boe If you’re working hard, but aren’t consistently generating enough sales and getting referrals, chances are it’s a matter of trust. One of the most critically important and yet frequently overlooked aspects of selling is creating a solid foundation of trust and rapport. Suppose you could incorporate a few simple, yet highly effective
How To Build Trust And Rapport Quickly Read More »
Are You Guilty? by Tim Connor Every day thousands of salespeople annoy their customers and prospects with a variety of actions, behaviors and decisions. Are you guilty of any of the following? If you are you might want to re-evaluate your selling behavior. Why lose sales or customers needlessly when all that might be necessary are
Are You Guilty? – old Read More »
by Chuck Bauer Imagine for a moment . . . placing the same amount of emphasis on referrals as the other significant items of our sales process. Where could this take you? To help gain clients and sales, our personal sales marketing plans might already use some combination of: advertising, seminars, lead generation, cold calls,
Who Moved My Referrals? A Must Ask For Every Sales Cycle! Read More »
by Kelley Robertson If you’re like most people you are probably working harder and longer than you used to. As a result, finding balance in today’s fast-paced world is more difficult than ever before. Yet, a healthy balance has also never been more important. Here are a few strategies that can help: 1. First
Balance the Scales Read More »
by Michael Hargrove Tweet This a closing technique I heard for the first time about a year ago in one of my workshops. The guy who shared it with us swears he’s been using it for years, but this was the first time I had ever heard it. Many of you have asked me to
The Rental Car Close Read More »
