• Apr 19
    2017
    You are an internet user, so I am quite certain you have seen the video of a passenger being dragged off a United Airlines flight in Chicago last week. It captured the public imagination, not just because the passenger screamed so plaintively, but because most people never realized that buying an airplane ticket is reversible in that way. Who knew that an airline doesn’t have to honor its commitment to ...
  • Apr 18
    2017
    If you woke up in a good mood today, your performance on the job is likely to be better than it would have been if you hadn’t. You probably already knew that, but recent research shows that a good mood broadens the focus of your attention and increases your creativity. A good mood makes you a more imaginative problem solver. It probably also makes you more compassionate, which makes you ...
  • Apr 06
    2017
    Did you know your Socratic Selling Skills can help manage office conflict, too? When you find yourself in a conflict with someone at the office, talk with that person about it. Use your active listening skills to: echo reflect feeling summarize take notes This strategy has at least two salutary effects. It puts the other person at ease with you since you are listening sympathetically, and it uncovers hidden aspects ...
  • Apr 04
    2017
    As you can imagine, in nearly 50 years, Communispond has seen a lot of changes in the technology of the way people communicate. For the most part, the changes have simply been in media or in the speed of communication. The basic techniques of good communication — thoughtfulness, clarity of expression, good listening — have remained the same. But over the past ten years or so, technology has begun to ...
  • Mar 30
    2017
    “I’m a leader. I’m a leader. I’ve always been a leader. I’ve never had any problem leading people. If I say do it, they’re going to do it. That’s what leadership is all about.” That was how Donald Trump characterized his model of leadership one year ago in the Republican presidential primary debate in Detroit. I criticized that remark at the time. I don’t want to beat a dead horse, ...
  • Mar 20
    2017
    There are a lot of stereotypes associated with the Millennial generation. They are said to be confident, assertive, team-oriented, tolerant, and multi-tasking. These are just a few of the adjectives I picked out from the article on them in Wikipedia. There is no shortage of articles on the web that tell how to communicate with and manage Millennials. By now, we all know we are supposed to provide them with ...
  • Mar 10
    2017
    As a sales manager, it’s important that your team share information when a major sale is made or lost. These lessons are invaluable in ramping up new sales people and helping the existing sales force overcome objections. At your next sales meeting, ask your folks about the last big sale they made: How was the first contact made? Who was your competitor? What did they do right and what did ...
  • Mar 06
    2017
    In a blog post last November, I advised you to stand while giving a presentation, even if you’re expected to be seated at a table with your audience. My reason for this advice is that standing makes your presentation into an event, and it also infuses it with energy and excitement. But there may be times when it would seem out of line for you to stand. Often, you find ...