Listen Up!

March 29, 2021

I’ve always heard the key to sales is always be closing (ABC, right?) However, in my experience, many salespeople try close too soon or close the wrong sale. Too many professionals go into an appointment with an agenda. i.e., I am going to said clients office to close X units of Y.  But do they […]

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Listen to What Is Being Said (If You Can)

January 6, 2019

We recently had a email thread at my institution discussing whether people should use microphones as a standard at all meetings. The discussion started as a result of people having a hard time hearing during faculty meetings. Interestingly, this discussion took a different direction that previous ones had. It was focused on accessibility and how […]

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Are You Really Listening to Your Clients?

September 13, 2018

DILBERT © Scott Adams. Used By permission of ANDREWS MCMEEL SYNDICATION. All rights reserved. The wild, wonderfully sarcastic and incisive mind of Scott Adams as represented in his legendary Dilbert comic strips perfectly illustrates the core point of this column. It seems, based on the less-than-stellar outcomes of project after project thrashed out on industry […]

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Shut Up and Listen!

June 22, 2018

Author and educator Stephen R. Covey, probably most well-known for his book “The 7 Habits of Highly Effective People,” often said in his presentations that: “Most People do not Listen with the intent to understand; they listen with the intent to reply.” Think about the last meeting you attended. I don’t care what the meeting […]

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Asking the Right Questions

March 20, 2018

I’m an extrovert. Most people assume this means I love to talk all the time, I’m energized by social situations, I like to solve problems by discussing them, I’m extremely friendly and imminently approachable and I am easy to get to know. Those are all generally true, but being married to an introvert has enlightened […]

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