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Tag: business trends


Back to the Basics

Recently on LinkedIn, a political post and the 13,000+ comments that responded to it showed up on my home page. As I started scrolling through them because as much as I know I shouldn’t go down this rabbit hole, I really couldn’t resist. The reality of how we talk to each other was mind-boggling. I started getting angry at people I didn’t even know because of their rude comments.  I realized we need to go back to the basics. What we were taught when we were younger is (still) important. We......

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Who's In Charge? - Passing the Money Passes the Responsibility

Years ago, when my sweet husband and I were first married, our first home was a charming little bungalow tucked into the foothills of the Appalachian Mountains on the north side of Chattanooga, Tennessee. Over time, my commute to The New Flat Rate down in Dalton, Georgia became too strenuous, and we uprooted to move.  We kept the bungalow and turned it into a southern charm, luxury Airbnb vacation rental.  Fast forward a few years to last month. Our renters began complaining about the broken fireplace.  My husband started calling contractors......

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The Transformational Leader

Transformational leadership has the potential to vaporize our industry’s labor shortage. John C. Maxwell is the quintessential leader. Whether through experience, teaching, and or coaching, Maxwell has over 50 years of quality time invested in leadership. In 2003, Maxwell, along with his brother Larry and their nonprofit organization EQUIP, came up with the idea to train one million leaders in countries around the world.  EQUIP hit that goal in 2008 and kept steaming along. Although the number of trained leaders climbed to five million in 2013, there was a problem. Educated......

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How to Use Mirrors to Decrease Objections and Boost Results

One of my favorite communication tools is the mirror. The power of a mirror is that it reflects the truth! A mirror gives back what it receives. And, if you don’t like what you see, then you will make adjustments to improve the reflection.

A CSR and Their Mirror
Even though a client cannot see the face of a CSR, the client can hear the tone of their voice. From the tone of voice, the client imagines what kind of expression the CSR is making with their face. If the CSR......

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Simple Tips & Trips to Keep Your Business on Track

Running a business is hard. Everywhere you look, you will find articles, blogs, and podcasts on what you should and should not do to be successful. Below are some of the best business tips to know and business trips to avoid that I have found. 

Tip/Trick One
Tip- Stay up to date with your industry. You cannot do this alone. There is a multitude of resources to keep you informed about legal changes, product advancements, etc. Sign up for newsletters that give you an at-a-glance briefing of what is going on. Network......

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Perfect Practice Makes Perfect Sales

Vince Lombardi, the famous football coach, used to say, “Football is about blocking and tackling. The team that blocks and tackles better than their opponent will probably win the game.” Translation, stick to the basics and practice, practice, practice. But DON’T practice in front of the customer. Just like a football team doesn’t hone its craft in front of a packed stadium, your salespeople need to practice out of the limelight. Role-playing is the easiest and most effective way to practice and build confidence. It gives salespeople the risk-free opportunity to......

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I Don't Agree, but I'm Listening!

With our world growing more polarized day by day, it is more important than ever to have healthy conversations with those we agree with and not avoid those that we disagree with. We need to polish our skills of having productive and meaningful conversations with other human beings, even if we don’t agree with them. This applies to conversations with friends, acquaintances, relatives, as well as coworkers and clients. Avoiding someone because you know that the conversation of politics, religion, or some other touchy subject may come up is stressful and......

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Changing the Playing Field: Why We Need to Hire More Women, and How to Get Them

Payroll is a nasty mistress, and the dues are owed every Friday. An entrepreneur knows this all too well. And boy, don’t we need good help to run the service calls on our board, so we can earn revenue, so we can help those people like we wanted to do in the beginning? It may be time to change the playing field… Early one evening, my husband and I loaded the wagon with some drinks, snacks, and our beautiful daughters and began the short walk around the block to the park. Our neighborhood......

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Your Body of Work

“You’re not just getting a couple hours of my time, you’re getting what it took me my entire life to cultivate into these hands and this heart.”  If you’re in the skilled trades, you’ve no doubt heard a version of this statement. You might even have used it yourself to support your pricing. It might surprise you then to learn, Phil X, a studio musician, made this comment. Sooner or later, we are all called on to validate the value we deliver. While many address this situation from selling your value,......

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Mental Ownership

Research shows that mental imagery influences consumer experiences while creating the want to buy. Most of this research conducted by psychiatrists and marketing firms are focused on “imagery vividness”. They use powerful and clear images in marketing campaigns so customers envision themselves owning the advertised product. This is known as mental ownership. Although the consumer may not physically own the product yet, mental ownership strongly predicts attachment, which significantly increases intentions towards getting the mere-mentally owned product or service to an actual purchase.  For example, phrases such as “Yes, I can......

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