The “So Now What?” Moment is Here
Last week, I gave you the stark news that the holidays are over and we arrived at “the morning after.” As a result, and maybe you’ve felt it too, the “So Now What?” moment is here. Read more
Sales tips, leadership communication skills insight and more from Steve Giglio, sales training professional for more than 25 years.
The Morning After…
I trust you all had a good, relaxing time with family and friends throughout the holidays.
One of the joys of consulting is developing professional friendships you know will last a lifetime. For my first blog of 2015, I want to thank and acknowledge John Mina, Managing Partner, Willis Group Holdings, for providing the title. John has been a great sounding board and leader I’ve enjoyed collaborating with for several years now.
How to Start 2015
Well…as John put it, with the holidays and 2014 behind us, its now the morning after! Where do you pick it up from? What do you do first, second, etc??
To lead, first ground yourself in the goals you’ve established for yourself. What goals are real and what goals are nice-to-haves? Focus on how YOU want to be perceived this year based on your successes (and how you overcame failures) last year.
What two behavioral characteristics are important to you now? How do you want to credential yourself this year in the eyes of your team, your clients and your family?
Set the Tone for Your Directs
Think about adding in the ability to welcome peer and team feedback of you, along with acknowledging each direct’s positive characteristics. The next step is to review and verify each direct’s developmental goals. Listen carefully to each direct’s desires with the intention of learning something unique from them. The more you know, the more trusted and supportive you become.
Feel free to share with them some of your developmental goals. That level of humility says volumes about you and your desire to lead. You’ve got things to prove, too!
Try out these ideas and let me know.
Top Leadership and Sales Training Posts – 2014
What a year! We’ve seen so much change in the world and at home. During the next few weeks, news outlets will flood the airwaves and print with reviews of the best (and worst) of 2014 so, I thought I’d follow suit. Read more
About Gratitude
I’ve just put up our Christmas Tree, placed the poinsettias around our home and have settled in to write my holiday blog.
Amidst so much that’s happened this year, personally and professionally, I’m left with a profound sense of gratitude for the difference I’ve been able to make with my clients, the trust and confidence they have shown in my coaching and the difference they’ve made in my life.
Practice Conscious Gratitude
Throughout this year, I started each business day with gratitude. As I walk to the gym each morning, I list twenty people for whom I’m grateful in my life. It changes my energy, purges my worries and replaces them with gratitude.
Give it a try this week. Let me know if you notice any changes in your demeanor, outlook and approach to your interactions.
Each Year Presents Great Opportunities
From this discipline, as I look towards 2015 in my own business, I’m approaching next next year as if it is my first in business. I’ve got the same feeling of expectation and commitment to developing champions as I did almost thirty years ago when I began coaching. I am eager to learn what 2015 will bring to me as I continuously develop my skills so that I can help clients further their business goals.
No post next week so, I will take this opportunity to wish you, your employees and your family a very joyous, healthy and peaceful holiday.
2015 Client Planning: Be More Open Than Right
One week to go before the holiday distractions arrive (parties, vacations, last-minute shopping)…how’s it going?
On the shoulders of my last post about questions to ask clients before 2015, I’ve realized throughout my end-of-year client interactions how essential it is to remain open and curious versus right. And I know I’m right about that! Read more
The Four Essential Questions to Ask Clients…NOW!
Well, it’s December. Where did the time go? Here in New York City, we went from a two day Fall to what seems like will be a long time Winter! And we will soon enter the days of company and family holiday parties and other distractions. What might get lost is that NOW is the time for you to establish your position with clients for 2015. We’ve got eight days to accomplish this. Come December 16, it will be “Happy Holidays” and “See you next year!”
In other words…too late!
Hear Them Out First
Yes, you need to be prepared to give a thorough synopsis of your business with your clients. You will have the opportunity to tell them how you believe your team did this year and regale them with all that you’ve accomplished on their behalf. But wait! First, you need to hear how THEY think you did and what issues they are anticipating for 2015. To do that, I recommend the following four questions that you ask (and do it soon!).
Four Client Questions to Ask Now!
Asking these four questions before entering 2015 will illustrate your concern for your client’s world next year and your desire to further your partnership with them:
- How did 2014 close out for you and your team/organization?
- What is mission-critical for you next year?
- What challenges will you have to neutralize?
- How do you see our relationship growing/expanding?
Genuinely Listen
Ask these questions with optimism, alacrity and curiosity. Be genuine in your listening, which means that you must really be attentive and responsive to what they are saying. Repeat their issues back to them so they know you comprehend what they’ve said. Ask them if you have captured the issues correctly. Don’t be afraid to ask for more explanation or clarification. I have found that simply saying, “Really?’ can lead to an even deeper look by a client at what their future plans entail…which is great for you to know, right?
Remember, no matter what your client expresses, you’ve credentialed yourself by asking these empathetic questions that further establishes your partnership. The “color” you’ll receive is important to think about throughout the holidays to design/plan your response to their core issues.
And did I mention…do it now!! Let me know how it goes.
Warning All Leaders…Don’t Tolerate Bullies
A lot of light has been shone recently on the affect bullying has on our country’s youth. A warning to business leaders…it happens in business, too, perhaps at your company.
While overt cases are easy to spot, many teams have silent bullies, the people who subtly coerce and make demands of others, thinking this behavior is acceptable. And because no one has said anything about it, the behavior IS acceptable. It’s up to you to say that it isn’t. Read more
Why Patience Is Not a Virture…It’s Required
I observe between 60 to 100 executives per year as they hone their consulting/advising skills. I am always amazed and impressed with the ones who have the innate ability to quiet themselves so that their audience has time to process and respond. They resist the temptation to interrupt with more information.
I need to see more of this. Read more
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 on what your team is doing today. Read more
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