I counsel my teammates on three simple closing techniques for smart people. And I want to share them with you, because I’ve seen what a dramatic positive difference they can make for your customers as well as your colleagues. In my previous blog, I observed something weird that happens to smart people when it’s time to close a deal. Smart people turn to mush! [Continue »]
The weirdest thing happens when it’s time to close a deal. Smart people turn to mush! I’ve seen it a hundred times. For example, my colleagues are super smart. Many of my teammates have Ph.D.s and MBAs from the toughest universities in the world. They have performed at the top of their peer groups at places like McKinsey, Bain, BCG, The White House, Ritz-Carlton, G.E., HP, U.S. Navy Intelligence, Marine Force Recon, and Goldman Sachs before they came to ghSMART. [Continue »]
Leaders struggle to hold people accountable. According to our research for Power Score, we discovered that only 8% of leaders are good at holding people accountable.
Why do so many leaders struggle to hold people accountable?
Because when you do it wrong, it stinks for everyone. Tension, stress, and hurt feelings, bad results, and a culture of defensiveness rather than a culture of performance and personal growth. [Continue »]