Entries by Steve Giglio

Seven Steps for Handling Objections

“I object!” Your clients are probably not that direct with your team. But often, clients will question your recommendations or the direction your team is suggesting. How well do they handle those situations?

Do I Have the Right Team?

I hear this question every week and enjoy determining with my clients if they, in fact, have the right team in place. It’s possible that they may need to further shape and develop certain members of the team to match the current times. And that’s a challenge. But there are ways to keep evolving based […]

Negative Feedback: Is It Too Late to Change?

Feedback that criticizes your work can be difficult to accept yet, we’ve all had our fair share of it. My focus this week reinforces the importance of putting feedback in its proper context.

The Key To Communicating and Collaborating: Rapport

Over the years, each time I meet a school teacher, I ask them what they’ve discovered as the key to teaching. This past weekend in San Francisco, I met a sixth grade teacher who thoughtfully responded to my question with one word…rapport. He furthered his answer by saying that without it no teaching can occur.

The 3 Essential Steps To Recruiting

In my last post, I gave a few interviewing tips for those looking to advance their career with a new position. Equally as challenging are things on the other side of the desk. Finding the right person for key positions in your company/department should be an ongoing process, echoing the oft-used statement from companies “we […]

Job Interviewing Tips: Just Like a Sales Call

Coaching my niece in succeeding with her job search is an important mission and one I take quite seriously. As I coached her, I realized how similar her job interview is to a sales call. Think about it; you have to establish a climate of interest and enthusiasm, ask insightful questions and present yourself (i.e. what […]

Networking: Two Critical Things to Remember

Last week, I wrote about the importance networking has in developing relationships and communication skills. The point was that you should embrace networking events, not avoid them. But once you are in the thick of one, what then? If you remember to do just TWO things, you will discover the true benefits of effective networking. 

Selling: Is It Art or Science?

My answer? Yes.But, if I had to choose one or the other…selling is a science. But I will acknowledge that possessing artful selling skills is very important.

Using Video for Training

Let’s go to the video tape!  Those of you in New York will recall this famous, often-used line by long time sportscaster Warner Wolf. I realize most of my clients would prefer to be chased by a wolf than be videotaped. However, I must say that after 25 years of videotaping and coaching executives there is […]

Five Steps of Persuasion

Persuasion is a good thing…in fact, it’s a great thing! However, that’s true only provided that you are persuading the right person or organization to accept an idea that will forward their business agenda along with yours. If you are doing it just so you can be right, then you are using this power the wrong […]