was successfully added to your cart.

Category Archives: Behavioral style

Discovering: Identify Needs, Wants, and Pain Areas

By | Behavior Style and Values, Behavioral style, Blog, Communication, Customer service, Marketing communications, Sales coaching, Selling & salesmanship | No Comments

Guest post by John Naples, Encore Consulting Group WHEN I FIRST STARTED in sales, I was as green as they come. I entered the field directly after graduating from college and went to work for Lanier Worldwide in the highly competitive telecommunications industry. I was trained to hit the streets in San Diego’s Mission Valley and knock on at least 25 doors each day. Success was determined by the number of calls I made, rather than by their quality. Once I secured an appointment, I was taught to deliver a “feature dump” on anyone would listen. I quickly saw that this method of listing and describing features was all wrong; I wasn’t seeing good results and my competitors were winning. It took some experience and additional knowledge, though, before I figured out how to correct it. The fact is, I was missing a key, critical step in the selling process and…

Read More

Matching Styles: How Adopting a New Boss’s Behavioral Style Can Help Employees Succeed

By | Behavioral style, Blog | No Comments

As a rule, it is worrisome when a new boss comes on the scene, especially if you were comfortable working under the former one. You could have been doing a good job, but then you get a boss that is very different from you or from your previous manager. All of a sudden what you did before isn’t working, and now the same behaviors are actually getting you in trouble. Maybe the new boss isn’t seasoned or hasn’t learn how to manage well, but sometimes there is nothing wrong with the new boss – it’s just that you and that person don’t click and don’t seem to be on the same wavelength with one another. You might have even heard great things about the new person from colleagues but for whatever reason, he or she isn’t working well for you. Oftentimes the disconnect lies in differences in behavioral styles and…

Read More

How Changing the “Frame” Can Help Reshape Experiences with Colleagues

By | Behavioral style, Blog, Communication, Personal & Team Development, Personal management, Team building | No Comments

Imagine the following scenario: You are assigned to a new team for a project and while most of your new teammates are easy-going and friendly people, one person seems somewhat disagreeable. When you are late to work by a couple of minutes, your colleagues don’t seem to notice or joke lightly about your tardiness, whereas this person tells your straight up that being late is unacceptable. Upon completion of an important assignment, you get congratulated by your teammates – except for this one person who after a quick “Good job” goes on to tell you about every single mistake you made and how it devalued your work. In a situation like this, you are tempted to think “That person always picks on me! He/she must hate me.” What happens next – whether you decide to confront your colleague or seek to avoid any contact with him/her, etc. – is going…

Read More

How to Deal with an Angry Employee

By | Behavioral style, Personal & Team Development, Team building | No Comments

It takes all kinds of people to work together to make a team perform at its best. Unfortunately, at times some of these people can be disgruntled, discouraged or overtly upset employees– either with you as the boss or with the company. It can take just a few people or at times even just one upset employee to derail a project or cause upheaval in your workplace. Hence, having a method of handling frustrations and a process for dealing with irate employees is essential for ensuring your workplace productivity and morale. Recognizing Signs and Behavior People who are upset can act out in a variety of ways. Some might come into your office and yell and curse, while others adopt a passive-aggressive stance and don’t admit they are upset, but are not productive. Others can turn the anger or frustration internally and become depressed and function at a lower rate….

Read More

On Teambuilding: Essential Components of Building Highly Effective Teams

By | Behavior Style and Values, Behavioral style, Blog, Team building | No Comments

Let’s Talk Teams Why? For one, because in a modern workplace employees don’t often work in complete isolation from one another; more and more companies rely on teams to carry out projects and implement new initiatives. It goes without saying that a collective effort generally makes a greater impact and produces better results than any individual endeavor. The larger the scale of a project, the more it is necessary to employ diverse talents and skills in order to achieve the desired outcomes. Given the usual time constraints, a single employee, no matter how gifted or experienced he/she may be, can only accomplish so much, whereas a team can achieve the objective using less time and fewer resources. Teamwork Bolsters Productivity At a very basic level, it really is just common sense: The sum of separate productivities will be greater than any individual effort. However, that’s not all that there is…

Read More

Feeling Frustrated by Feedback (or the lack thereof)? 5 Keys to Help Feedback Flourish

By | Behavioral style, Blog, Communication, Team building | No Comments

Employees are a company’s biggest asset. The success or failure of any company is largely determined by how skillful, motivated and productive its employees are. An environment of trust and open communication is crucial for developing an organizational culture in which employees can perform at their peak ability and capacity. Managers benefit by creating and fostering such an environment, and in order to be successful, both managers and employees must be able to exercise a critical skill of giving, as well as receiving, feedback. The many advantages of constructive feedback are widely acknowledged and hailed by a vast majority of present-day business leaders. Timely and sound feedback allows for expedient evaluation and optimization of the employee’s performance, which in turn streamlines organizational processes and communication flow, obviating numerous potential setbacks and the need to spend time and resources correcting them. While recognizing the benefits of constructive feedback, scores of managers…

Read More

Project Management that Succeeds

By | Behavioral style, Blog, Business management and design | No Comments

Project Management that Succeeds Many people complain that meetings are unproductive — the lack of agendas, off-topic discussions, the length of them — but just as big a problem is the lack of action and accountability in the project that comes after the meeting. We often find this “evil twin” to bad meetings when clients tell us that projects get completed very late, or not at all. The cure is to follow a rigorous approach to project management that keeps plans on track and makes meetings more productive.

Read More

A Square Peg In a Round Hole?

By | Behavioral style, Blog | No Comments

A Square Peg In a Round Hole? Behavioral Fit And, speaking of all of these 8 elements working in sync to yield a solid, consistent superior sales effort, are you looking at the importance of a sales person’s “fit” with the sales role in your firm? The success of three elements covered above — Sales Talent, Sales Support and Sales Compensation — are dependent on how well you hire and motivate people.

Read More

The Art of “Reading” People You Can’t See

By | Behavioral style, Blog, Selling & salesmanship | No Comments

The Art of “Reading” People You Can’t See a/k/a Cold calling and e-mailing “in style” Our clients hear us talk about behavioral styles and the impact of modifying styles to fit the audience. We know that“people buy from people they like” and we tend to like people who are like us! When I can see your face, watch your movements and see what’s hanging on your office wall, I can get a good idea what you are all about. But, what about when I don’t get to meet you — when all of our communication is over the phone or by e-mail? The good news for salespeople is that we all give “clues” to our preferences and our styles even over the phone and in writing. Now granted, it is harder to read someone when you don’t have all of the data but good salespeople can take some of the…

Read More