Don’t Kill Creativity!

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I’ve seen many managers inadvertently kill creativity in their employees either because they are close-minded, because they are focused on sales goals, or because of their frantic efforts just to get work done by a deadline. Some neglect to remember that their greatest asset is the combined brainpower of their people!!

A great manager maximizes creativity without killing it in the process. One way to stimulate creativity is to give employees new and challenging assignments, but not so difficult they feel overwhelmed. Be sure to give them specific goals but do not dictate how they should be met. They will likely use their creativity if you give them the freedom to decide how to climb a mountain. This is an effective way to ignite the fire under some of the employees who are average performers and turn them into top performers as they will feel they are contributing to the decision-making.

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Sales Communication Tips for Financial Advisors

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I came across a great article in Investment Executive Magazine. It addresses how overall, financial advisors need to do a better job of communicating the value of what they offer, and more clearly define their value proposition. I agree. Highly effective sales communication is critical to sales success – regardless of what you sell or offer, and is especially critical to those who sell financial services.

Research Reaffirms The Importance of Communication

Experts agree – 85% of your overall career success is in direct proportion to your ability to communicate. This holds especially true when communicating the value of obtaining your services of a financial advisor. [Read more…]

Dealing With Difficult Customers When You Know They are Dead Wrong

Skeptical CustomerHow to Handle Difficult Customers When You KNOW They are Dead Wrong…

Throughout my career as a speaker, consultant, and customer service trainer, I’ve heard a multitude of war stories about challenging customer service situations.

Let’s face it. Many customers challenge and argue with us even when they are dead wrong. Some lie.  Some just love to give people a hard time. Some just want to “try” you. We’ve all experienced these situations in customer service scenarios. [Read more…]

Asking Questions and LISTENING

Asking Questions-Who What When Where Why How

Enhance your ability to close sales by developing the habit of asking questions and listening to what your prospect or existing customer has to say before you start selling. It is the most effective way to learn about your customer’s needs. Asking questions and listening also helps to gain your customer’s confidence, and shows them you care. [Read more…]

Why It’s Smart to be Direct When Communicating

Why It's Smart to be Direct

Why is it smart to be direct when you communicate?

The answer is simple: Interacting with a person who is not honest and direct can be frustrating. When an individual states their position in a direct manner, honestly, and with tact and diplomacy is far better. Below are seven reasons why it’s smart to be direct when you communicate and why direct communication should be encouraged in your company.

When You Communicate With Someone Who is Direct  

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Executives! Are You Being Guarded? Beware!

Executives! Are You Being Guarded? Beware!

“Make sure whatever you send to the President goes through me first. If you want to speak to him on the phone or see him do the same. I have to protect him from getting bogged down with too much information and too many appointments.”

This is what managers, directors, and supervisors are told by a client’s executive secretary. If you have your secretary or assistant do the same, beware. [Read more…]

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