Mike Figliuolo's Blog, page 130

How do you handle someone who’s a “squeaky wheel”?

Our reader poll today asks: How do you handle someone who’s a “squeaky wheel”? – I always meet their needs and answer their questions: 7% – I ask them to generate solutions before coming to me: 90% – I direct them to go to someone else for help: 2% – I refuse to meet with […]



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6 Fantastic Negotiating Techniques that Help You Win the Deal

Negotiating can be tricky business. If you don’t know what you’re doing, you could get fleeced. But with these six great tools you can increase the odds that you end up on the right side of the deal. Over the years, I’ve learned some great negotiating techniques and tactics. I’d like to share them with […]



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3 Ways to Tap Into the Link Between Service and Sales

There are three keys to tapping into the link between service and sales – technical prowess, hospitality, and the wow factor. If you’re able to get your organization to focus on these three elements of service delivery, you can expect outstanding results. Today’s post is by Donna Cutting, author of 501 Ways to Roll Out the […]



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How do you deal with “steamrollers” on your team?

Our reader poll today asks: How do you deal with “steamrollers” on your team? – I coach them to be more sensitive: 68% – I leave them alone — they’re getting great results: 9% – I change their roles so they have fewer difficult interactions: 20% – I send them to a different team: 3% […]



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Protecting Yourself When You Make the Tough Ethical Choice

I can guarantee you’ll face a major moral/ethical dilemma situation at least once in your career. Even if you make the right decision, you’re still at risk for bad things happening. Here are some tips on navigating those sticky situations. When I was a cadet at West Point, we learned the Cadet Prayer. We didn’t […]



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Sisters, Service, and Sales

Customer service that is focused on customer relationships will impact your ability to make sales and to improve your business. Today’s post is by Kate Edwards, author of Hello! And Every Little Thing That Matters (CLICK HERE to get your copy). There is a scene in the Tina Fey/Amy Pohler film “Sisters” that is hilarious. The […]



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Which is harder: improving a slacker’s performance or getting a high-performer promoted?

Our reader poll today asks: Which is harder: improving a slacker’s performance or getting a high-performer promoted? – Getting a slacker to improve is more difficult: 70% – Finding a way to get a high-performer promoted is harder: 30% Slackers Rule. Finding that slacker’s motivation is a tricky task. They have the skills but they’re […]



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5 Elements of Plain Language that Can Help You Close the Deal

Big words confuse people. If you want to sell your product or pitch your idea, speak simply. Don’t use huge words that hinder understanding. Just tell people exactly what you want them to know. They can’t buy or invest in what they don’t understand. Don’t worry – this isn’t some rant about English being the […]



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Overcoming Challenging Situations through the Power of Storytelling

We face leadership challenges every day. Rather than tackle them head-on, sometimes the best way to get your organization to overcome them is through the power of storytelling. Today’s post is the sixth in a series by Paul Smith, thoughtLEADERS instructor and bestselling author of Lead With a Story. You’re busy as a leader. You […]



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How do you invest your time and energy in your team members?

Our reader poll today asks: How do you invest your time and energy in your team members? – I spread it around evenly so it’s fair: 38.53% – I invest more heavily in low performers: 15.58% – I invest more heavily in high performers: 45.89% Change Your View of Time Allocation. Low performers are being […]



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