by Michael D. Hargrove Tweet Practicing new techniques, new strategies, new word tracks, and our craft in general, is an essential element to our success. One of the best ways to practice using new techniques is through role playing with associates. The interaction with other professionals we work with creates a win/win situation for […]
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by Michael Hargrove Tweet At the beginning of most of the workshops I do around the country, I have found it very effective to first help my clients understand how it is that we all learn, or how we effect a lasting change in our behavior. For this purpose, I like to use The Model
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by Michael Hargrove Tweet What is it that each and every customer wants from us? And no…it’s not $100 over invoice! Since the dominant buying motive differs from customer to customer, what could the common need be? It’s this: Two of the most basic of all human needs are to be valued and
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by Michael Hargrove Tweet Would you like to know how to control most any argument? Here’s how and it’s simple: First and foremost, we have to understand that two of the most basic of all human needs are to be valued and understood. Virtually every one of us has these needs in common. Then we
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by Michael Hargrove Tweet This is just one element of what is commonly referred to as state management skills or managing our emotional state. We manage our emotional state primarily in three ways: With our self talk, With our focus, With our physiology. In this article, we will examine self talk. The next statement
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by Michael D. Hargrove Tweet I want to take a couple of minutes to discuss with you the phenomenon affectionately known as “The 90 Day Wonder.” For those of us unfamiliar with this phenomenon, let me ‘splain it to you. The 90 day wonder is the sales associate, brand new to the business, who starts
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