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Fixing the “Freeze” -- Effective Strategies for Making Sales Cold Calls

At BRODY Professional Development, we work with salespeople all the time – helping them improve their ability to effectively present and listen, and to ask questions to further engage and connect with their audiences. We don’t help people with cold calling – perhaps it’s my own making-the-call-related reluctance. The good news is that I have found the “cure.”


It’s a book by Art Sobczak called Smart Calling: Eliminate the Fear, Failure and Rejection from Cold Calling.


You will find out how to get the prospect’s interest in 20 seconds, turn around buyer resistance, get the gatekeeper on your side, and, perhaps most important of all -- stay motivated. Wow! I’m buying this for everyone on my staff – and so should you! The book is less than $15 at Amazon.



Mastermind Groups: Invaluable Colleagues as Consultants & Much More

If two heads are better than one, as the old adage says, what will four to five heads create? Synergy, ideas, creativity.

 

That’s what happens each time I meet with one of my two mastermind groups. I come with problems, and walk away with a myriad of possible solutions.  Ultimately, I am accountable for the results, but I find that I (and most mere mortals), can get lost in the details or only have “silo” thinking.

 

What I also love about my groups is that they help me to think differently – to be creative and sometimes more honest with myself. My family, friends, and employees are too “close” to some of the issues to be able to help me see things clearly. My mastermind buddies have a different perspective, and know that even if it is something I don’t want to hear, or face, it is critical that I do so.

 

I am lucky to have these people in my life. Have you ever thought about creating your own mastermind group? If you want more details and ideas on how to do so, drop me an e-mail, and I will answer your questions.

A Look At Leadership: Interpersonal Communication Still Key

If you Google the phrase “leadership, definition”, you will see more than 81,500 entries. Obviously, there isn’t one universally accepted definition for leadership, and clearly, there isn’t one right way to lead. So, is investing in leadership development still important in our age of cutbacks and shrinking budgets? Yes.

 

Paula Ketter, editor of T+D magazine, reminded readers of her March 2010 column that “experts agree enlightened leadership begets engaged employees.” She suggests we do it right and look at what’s missing to help corporations:



Ketter stated, also in her March 2010 column, “Leadership development should be created around an organization’s culture and should mirror the values and the goals of that culture.”

 

She also said, “High potentials tend to have the business and technical skills needed to create successful organizational strategy, but many are lacking the interpersonal skills to motivate employees and communicate effectively.”

 

What so often is described as “soft skills” are the very things that are critical for moving an organization and driving hard results. What are you doing for yourself and for your employees to enhance your interpersonal and communication skills?

 

There are many free tips and techniques on our website www.brodypro.com that will help you communicate with clarity and conviction. Give us a call today and we can craft a communication solution for you and your team.

An “Achievers Circle” Weekend Can Build Your Business

Are you looking for ways to build your business? I have a solution – join my mastermind group colleague Mark LeBlanc at one of his Achievers Circle weekends. He will help you grow your business and put more money in your pocket.

March 8 – Bill Lee’s Book Can Help You Manage Well

Doing your job well, whether it is sales or being on the plant floor, doesn’t translate into being a good manager. Managing others is a different skill set – one fraught with roadblocks and potholes. The book 30 Ways Managers Shoot Themselves in the Foot by my mastermind colleague Bill Lee, is a great read – for first time and veteran managers. Bill’s book is filled with actionable ideas. Once you’ve read it, let me know what you think. Click here for a summary of the 30 chapters.

March 8 - A Journey Worth Taking, to Revolutionize Your Life & Career

If for any reason you are feeling depressed, unmotivated, or unfulfilled, I have the “cure” – no, it’s not a drug. It’s not even eating chocolate. It’s attending a “Journey” with my mastermind group friend Dr. Alan Zimmerman. He is an expert on motivation, attitude and performance. Click here to get more information on his 12 keys to success that will revolutionize your life and your career. You won’t be disappointed.

March 4 – Training’s Not Dead Yet; It’s Still a Valuable Investment

Has training died? This past week, I got an e-mail that Nielsen Company decided to cease operations of Training magazine and Training magazine Events, responsible for producing the annual Training Leadership Summit, Training Conference & Expo, and other meetings. Aside from ASTD, these were some of the biggest training gatherings in the United States, maybe even the world. How sad is this? In a word: Very. What does this mean? 



  • No one needs training?

  • No one values training?

  • No one wants to invest time or dollars in training?


How short-sighted is this mindset? Again, in a word: Very. No matter how enamored we may be with tweeting, texting and blogging, none of it ever replaces skills practice, interaction with people and feedback. Fear seems to be the operative word -- fear of being fired, fear of spending money, fear of investing in our employees, so people are stuck. We can all learn a lot from the attitude and example that Olympians set during the recent Winter Games – which was the very opposite mentality: Push yourself, take a risk, go a little out of control, and recognize the need in some cases for yet more training and coaching. How else can we get the best from people? Clearly, I have a vested interest in the world of training. But, so should you!


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