Overcoming Major Objections

Kevin Eikenberry

Overcoming objections isn’t just for salespeople. If you want to influence others, you must be able to overcome objections. There are four objections leaders hear regularly. Once you have a basic strategy, you will become more agile and successful influencing others past those objections. The Objections Leaders Hear While these objections may not be stated […].

Staying Objective in Sales Meetings

Women on Business

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Sales by Objectives (SBO): Sales Planning

Coaching Tip

Strategy could be defined as the "big picture" and the tactics as the actual professional selling that happens to accomplish the sales objective. Setting Objectives. A third element, the one that makes selling "go", is setting sales objectives. These objectives can be territory objectives, market objectives, objectives by a certain geographical area, and MOST IMPORTANT OBJECTIVES BY MAJOR ACCOUNT.

How to Write a Compelling Resume Objective

HR Digest

A good resume objective can get your dream job; it is the only difference between getting the job or have your application canceled. As such, create a compelling resume objective that would hook the attention of the potential employer. What is a Resume Objective? A resume objective is the first section which appears below the name and contact information on the resume. A resume objective should be written in simple language and style for easy to understand.

How Your Bright Shiny Objects Derail Your Team — and Damage the Business

Leading Blog

Instead, it’s their own preoccupation with bright shiny objects — or what I call BSOs. I N COACHING VISIONARY LEADERS, I hear a common pain point: Their team isn’t moving fast enough or focusing on the right things. As we dig deeper, however, we inevitably discover that their team isn’t the problem. From madcap product ideas to mythic mergers, BSOs can run the gamut. All the same, they’re a challenge for visionary leaders.

Why Compassionate Objectivity is Important

Women on Business

We''ve Moved! Update your Reader Now. This feed has moved to: [link] If you haven''t already done so, update your reader now with this changed subscription address to get your latest updates from us. link]. Communications Female Executives Leadership Management Leadership Skills

Write SMART objectives & Goals

Rapid BI

How to write SMART Objectives and SMARTER objectives for business and personal development. SMARTER objectives form part of the MBO, Managing by objectives approach made popular by Drucker. SMARTER formatted objectives are of value in Performance Management as well as project management. The post Write SMART objectives & Goals appeared first on RapidBi. Specific Stimulating Measurable Motivating Achievable Appropriate Realistic Relevant Time Timed.

How to Write a Resume Objective That Gets You More Job Offers

HR Digest

A good resume objective can get your dream job; it is the only difference between getting the job or have your application canceled. As such, create a compelling resume objective that would hook the attention of the potential employer. What is a Resume Objective?

Are ‘Bright Shiny Objects’ Worth Your Time (And Money)?

N2Growth Blog

Beware of bright shiny objects! Today the term “bright shiny objects” is used in reference to organizations that cannot formulate a strategy, or if they do develop one, they fail to adhere to it. By John Baldoni , Chair, Leadership Development, N2growth. That could be a lesson contained in J.R.R. Tolkein’s Lord of the Rings trilogy when we see characters who find themselves in difficulty because they have strayed from their moral center.

Writing and Training Managers in SMART objectives

Rapid BI

How do we start training and developing our managers in writing SMART objectives? Please also see How to Write SMART objectives. So how do we go about training managers in smart objectives? The post Writing and Training Managers in SMART objectives appeared first on RapidBi. Management manager training objectives performance management SMART smart objectives smarter objectives

How to Avoid Many Objections that Trip Up Your Consulting Firm

David A Fields

The post How to Avoid Many Objections that Trip Up Your Consulting Firm appeared first on David A. Where did Molly go wrong? Read the following, true story of Molly Milkcakes and see if you can spot her mistake. Molly, a consultant with Local Universal Consulting (a.k.a.

How Leaders Can Avoid Shiny Objects, Black Holes, Fire Drills and Other Dangerous Distractions

Terry Starbucker

There are three distractions that are particularly dangerous: The “Bright Shiny Object” - It’s a new product, a new project, or a new partner that catches your eye. The courage to put down a bright shiny object in the face of all that “coolness” The courage to stop a black hole project dead in its tracks and take the heat. And one more thing – beware of that smartphone too; lots of bright shiny objects there.

Aligning Team Goals with Organizational Objectives « Survive Your.

Survive Your Promotion

But I don’t want a POS… → Aligning Team Goals with Organizational Objectives Posted on December 30, 2009 by Katy Alignment is a hot topic in management. 2 Responses to Aligning Team Goals with Organizational Objectives Pingback: Is it the shoes? Survive Your Promotion!

5 Secret Objections to Change

Ron Edmondson

In the world of change, I’ve learned there are some common objections. I’ve previously written objections people use to criticize change, but in this post, I’m addressing the root cause of that criticism. These are the secret objections. The root of most objections. Show me an objection to legitimate, needed change and you’re almost guaranteed to find one of these hidden in the crowd somewhere.

The Truth Behind Every Objection to Consulting Fees

David A Fields

What if a single, underlying factor drove every objection to consulting fees … and it was one you could address? The issue will become clearer when we separate out faux objections that are really clarifications of parameters, not push-back on the consulting fees. There is, and you can. Parameters clarifications—budgets, signing authority, and so forth [ ] Consultants Consulting

5 Secret Objections to Change

Ron Edmondson

In the world of change, I’ve learned there are some common objections. I’ve previously written objections people use to criticize change, but in this post, I’m addressing the root cause of that criticism. These are the secret objections. The root of most objections. Show me an objection to legitimate, needed change and you’re almost guaranteed to find one of these hidden in the crowd somewhere.

Metrics: Are They Mapped With Your Business Objectives?

QAspire

Home Go to QAspire.com Guest Posts Disclaimer Metrics: Are They Mapped With Your Business Objectives? You can measure almost anything in your business, but if those metrics don’t serve a real business objectives, they are just numbers with no real meaning.

The Difference between Goals & Objectives

Rapid BI

The Difference between Goals & Objectives Often in business and education we talk about goals and objectives, indeed sometimes we use the terms interchangeably – but are they the same? Management Definition difference goals History objectivesLets start with some history and definitions: Goal – 1530s, “end point of a race,” of uncertain origin, perhaps from O.E. gal “obstacle, barrier,” a [.].

The Perfect Response to the Fee Objection

David A Fields

You’ve completed your discovery process with your consulting prospect, gained agreement to your Context Document and submitted a killer proposal for a high-value consulting project. One that should, by all rights, be irresistible. Money in the bank. The morning for your proposal review arrives and your prospect’s first words are, “I love your proposal, but the fees are way too high. I don’t have this much budgeted.” What’s the perfect response?

Understand Your Competitors Objectives

Chartered Management Institute

One of the best ways to understand your Competitors is to understand their objectives. We suggest ways we can do this. You are not watching this post, click to start watching. competitive Intelligence; strategy

3 Scripts to Handle Objections to Consulting Fees

David A Fields

Last week we discussed the issue underlying every fee objection: fairness. (If Your script starts with your prospect, Yuri Yusimi objecting to the consulting fees you’ve proposed. If you missed it, take one minute to read this). Okay, but “fairness” is a theoretical concept, like baking. Let’s make some actual cookie recipes. That means scripts. No [ ] Consultants Consulting

Sales by Objectives (SBO): 20 Questions to improve sales call planning

Coaching Tip

Why Objectives? Sales by Objectives: YouTube videos of what to do and what not to do during the sales process. . What good reason is there for the customer to buy the product/service from my company or from another supplier? Is this actually a "worthwhile" account? Is it worth the time and effort? Should this call have priority over other calls to be made today? What are the customer's real needs? Have I considered them from their point-of-view?

When you can’t create a social object…

Rajesh Setty

Your next best option is to create an adjacent social object. First, let’s talk about “social objects.&# A “social object&# is anything around which conversations happen. Almost every one of them is designed to serve as a social object.

Art of Managing—Shiny Objects and the Senior Management Team

Management Excellence

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Managerial-Leadership Case Study: Teams and People Need Objective Measures of Progress and Regress

Mike Cardus

Rhea, her ‘ Too Small Manager ’ + Objective Measures of Progress and Regress. This would have provided Rhea with some objective goals for her work that could be accomplished whether her manager is happy or sad or absent. Employees must be able to objectively, on their own, measure progress and regress on work that is meaningful to them.

Why SMART Objectives don’t work

Rapid BI

Why SMART Objectives don’t work - It’s easy to say SMART does not work… when we have been using a variant that often confuses people and is “tighter” in implementation than was initially proposed. Management George Doran SMART goals smart objectivesSo if we want to be SMART, we need to drop the "modern twists" and go back to the original.

Team Building and Employee Engagement Day. Objectives :: Outcomes :: and Implementation

Mike Cardus

Clarified objectives for Team Building & Employee Engagement Day. Team Building has to be connected to the team and how it accomplishes its work. Below is an example of a team building program design / agenda and outcomes. This was prepared for a full day of Team Building with follow-up coaching and consulting with management and some team members. Contact Mike to facilitate your Team Building and Employee Engagement Program. 1.716.629.3678.

Uber; Lyft – A DFW Story, and an object lesson threat to so many businesses out there!

First Friday Book Synopsis

That’s the opening paragraph in the front page article in this morning’s Dallas Morning News: Uber, Lyft become the preferred cars for… Read More Uber; Lyft – A DFW Story, and an object lesson threat to so many businesses out there! In just six months, Uber and Lyft have become the preferred car-for-hire at Dallas/Fort Worth International Airport, with the ride-hailing companies now providing more trips than taxis or limousines, according to airport data.

Make Failure and Learning an Objective :: Resistance to Change

Mike Cardus

Make failure and learning part of the objectives. Make failure and learning part of the objectives. While discussing their concerns I heard that in this workplace, failure to meet defined objectives can be grounds for negative performance reviews. Once we created an environment, with performance support systems , that openly encouraged failure and learning it made it an acceptable objective. In ‘ Resistance to Change.

4 Questions to Determine Team Building Objectives and Measurements

Mike Cardus

Create-Learning’s Team Building programs are focused on making your team better. The programs develop both individuals and teams, connecting team goals, personal goals, actions, and processes and aligning them with your organizational goals, culture, mission and values. Contact Mike of Create-Learning to make your team better – call 1.716.629.3678. Team building means many things to many people…. For me team building means actually building the team.

Executive Coaching Tip: Are emploees people or objects?

CO2

RSS Feed Schedule a Call Free E-Book Assessment Test Coffee Schedule Coaching Lunch About Us CO2 Story Our Approach Our Successes Our Executive Coaches Gary B.

Management Coaching and Development. Situation, Objectives and First Meeting Plans

Mike Cardus

I am headed to Philadelphia PA to coach five managers separately for six months, and thought that sharing the situation summary, objectives and first meeting agenda / plan would prove useful to you. Objectives. Go over and refine objectives and goals. Create a base line of knowledge in reference to goals and objectives. Develop goals and objectives for our time. Discussion of goals, expectations and objectives.

A Quote for the day from Peter Drucker – on Management by Objectives

First Friday Book Synopsis

Management by objectives works if you know the objectives. There are some thoughts that simply need no elaboration. No long blog post needed… So, read this from Peter Drucker, and ask yourself the obvious question about your business. Ninety percent of the time you don’t.” Peter Drucker Filed under: Randy''s blog entries. Randy''s blog entries

Stick to your Guns, or Sell Your Soul – Object Lessons from WhatsApp and The Dish

First Friday Book Synopsis

There’s a scene from the movie Chariots of Fire (some memorable quotes here)… Eric Liddell, the Flying Scotsman – Olympic Champion Runner — would not run on the Christian Sabbath (the day of the scheduled 100 meter race). The committee, including some of the Royals, are trying to get him to change his mind. But, […]. Randy''s blog entries

How You Value “Value” Determines Your Leadership Value

General Leadership

The same is true for anything to which we can assign a value, whether it is an object, objective , event, or a person, relationship, situation, business deal, food, furniture or whatever. Curator Posts extrinsic feedback first impressions intrinsic levin objective relationships systemic value “Strive not to be a success, but rather to be of value!” ” Albert Einstein.

5 Common Objections to Change – And 5 Ways to Lead Through Them

Ron Edmondson

Part of the reason is we were methodical in our process and about addressing objections. I’ve learned in leading change there are a few common objections to change. If you know a change is necessary, understanding why someone is objecting may help you respond accordingly. Here are 5 common objections to change, followed by ways for addressing them: People are confused -These people just don’t understand the why behind the change.

5 Common Objections to Change – And 5 Suggestions to Lead Through Them

Ron Edmondson

Part of the reason is we were methodical about addressing objections. I’ve learned in leading change there are a few common objections to change. If you know a change is necessary, understanding why someone is objecting may help you respond accordingly. Here are 5 common objections to change — each followed by suggestions for addressing them: Confused -These people just don’t understand the change.

The Dreaded, “The Fee is Too High” Objection

David A Fields

A question I was asked: My client responded to a proposal with, “This is too much money?” How should I respond? What would your suggestion be to this consultant? What has worked for you? Post your suggestion by using the ‘Leave a Comment’ box below. Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships adding value agreements benefits Connections Consultative selling context discussions decision maker Marketing positioning.

Old-School Take on New-Tech Social Networking Shiny Objects

Building Personal Strength

All these other shiny tech objects are dull by comparison. My wife''s smart phone started to crater after 2 years of pounding use, so she got a new, more advanced one. And one just like it for me! Great. I hadn''t figured out how to use the old one yet. But I was trying to figure out this new one and wow! The look and feel and features are dazzling! And that''s the way it is with digital technology. To compete, the wow-factor has to continue to upgrade itself. Wow and more wow.

What Is Care?

General Leadership

Guest Posts care caring Croft Edwards followers Involved Membership Objectives organization success TeamGeneralLeadership.com and the General Leadership Foundation bring Leadership Advice from America's Most Trusted Leaders to You! Read more at [link]. “S wonderful! ‘S marvelous! That you should care for me!” ” Ira Gershwin. What do you care about as a leader? Is it the same thing that your team members care about? What about the organization?

The Power In Becoming A Disciplined Leader

Joseph Lalonde

By strengthening your self-control, establishing your mind, and becoming disciplined, you will: Be able to say yes to the things that matter and no to those that don’t: The shiny object or squirrel syndrome affects a lot of people. It helps you avoid the shiny object chasing.

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Thoughts on Firing People in Ministry – And Some Objections to Doing So

Ron Edmondson

Here are some of the objections I’ve encountered and a few counter thoughts to consider: We love the person – Of course. The post Thoughts on Firing People in Ministry – And Some Objections to Doing So appeared first on Ron Edmondson. This is a difficult post – about a difficult issue. It is one we don’t necessarily like to talk about in the church, but sometimes we must.

Want To Create SMART Objectives? Here’s How

Strategy Driven

No matter what type of business you have, you’ll need to set clear objectives quarterly or annually. Specific: You need to ensure that you’re setting very specific objectives. Measurable: When creating your objectives, you should also make them measurable.

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