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Keith Rosen
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Creating Sales Champions - One Leader At A Time
Creating Sales Champions - One Leader At A Time

147 followers
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Positive Change Starts With You (Why Sales Training Fails) - [New Keynote Video Clip]
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Don’t just jump into problem-solving mode and assume what the right solution is, regardless of your experience or subject matter expertise. Instead, take the time to assess every situation using precision crafted questions to gather the facts, rather than replace the facts with costly assumptions, past experiences or future expectations. Otherwise, you’ll wind up solving the wrong problems or treating symptoms rather than the root cause. The real cost is, you’re now destined to spend your limited and precious time engaging in repetitive conversations.
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Do you know what your core values are? If you’ve ever struggled to reach a goal, consider it’s not aligned with your values, priorities and personal vision. This disconnect breeds resistance.
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If you want to discover what the difference is between an A player and a C player, then stop focusing solely on what your people are doing and instead, focus more on how they are doing it. You can’t manage from a spreadsheet because a spreadsheet only tells you what they are doing. It doesn’t reveal how effectively they’re doing it. Coach the “How, the “Message” and the “Process,” not the “Result.”
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Do you look through your binoculars backwards? Do you magnify what's going wrong in your life and minimize the daily successes and what's going right? Turn your binoculars around and improve the quality of your life. Remember, what you focus on has a tendency to grow bigger and manifest in your life; both the good and the bad.
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When it comes to acknowledging people, be as specific and measurable as you can with your praise. Reinforce the behavior, activity, mindset or technique that you observed which made an impact on the person’s performance and the results they’ve achieved.
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If you don’t have the appointment, then you don’t have the commitment. If it’s a priority for you, then schedule it. Otherwise, how do you consistently engage in the important tasks and activities that enable you to achieve your goals?
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