by Michael Reddington | Sep 30, 2016 | Leadership, Negotiation, Sales Training
The story we heard wasn’t unfamiliar or inspiring. A client called saying they suspected a group of employees had been stealing from them for about a decade and they finally caught one employee in the act of stealing a week ago…and fired him on the spot. Then...
by Michael Reddington | Jul 7, 2016 | Sales Training
Prior to any contentious conversation your counterparts may prepare to debate or challenge you in an effort to create a perception of leverage. This preparation is typically centered on one or two ideas, comments or issues. Often their entire strategy for the...
by Michael Reddington | Jul 7, 2015 | Sales Training
Rarely a day goes by when you don’t have to confront someone about their actions, or lack there of. It could be an employee who missed another deadline, a child who did not complete her homework, a co-worker who made inappropriate comments, or a counterpart in a...
by Michael Reddington | Jul 7, 2015 | Sales Training
Leaders have all had gut feelings that warned them their counterparts may be speaking dishonestly dishonestly. Most of the time these gut feelings are accurate because subconsciously we identified verbal and/or behavioral anomalies that didn’t fit the situation. There...
by Michael Reddington | Jul 3, 2015 | Sales Training
Negotiate – Sell – Interrogate. Perhaps astonishingly, they are all one in the same. Great negotiators sell beneficial agreements; great sales professionals sell the perfect product or solution; and great interrogators sell the truth. All three processes involve at...
