Articles

Leadership Tips, Vol. 0522

April 13, 2022
Ease your first-day jitters … “Why aren’t we fully digital?”

Set customers straight without hurting yourself

April 13, 2022
The consequences are really not that dire for salespeople who have to tell customers or prospects that they’re misinformed. But if you’re not careful, you can kill the sale. Let’s look at some tactics for setting customers straight about your own product or a competitor’s without casting yourself as the bad guy.

Is role-playing really going to get you there?

April 13, 2022
It’s like eating your vegetables when you were a kid. You muscle through it in innumerable trainings; you trust (optimistically) that you’ll emerge from the exercise somehow better, more prepared for the real business world. But, just for a moment, let’s face what we all suspect but can’t give ourselves permission to admit: Role-playing may just be a bust. Let’s go over a few of the reasons why many of us just don’t want to try it anymore.

Raise the costs of not negotiating

April 13, 2022
Often, a negotiation opponent, or even a happy customer, will become so content with the status quo that they see no need to change anything, and so they won’t trouble themselves with the headache of a difficult discussion. When this happens, point out factors that could suddenly make the status quo less desirable.

When “we” suddenly becomes “I,” you’ll grab their attention

April 13, 2022
When bargaining, you’re probably going to speak in terms of what your company or side can offer, and so you’ll be using a lot of “we” terminology. If things begin to go south, consider the strategic single use of the word “I” instead.

How to avoid the dreaded ‘predictable surprise’

April 13, 2022
When entering negotiations, it’s smart to protect yourself against what Lawrence Susskind calls “predictable surprises.” Here is some advice from his book Good for You, Great for Me.

4 tips for letters of recommendation

April 8, 2022
At some point in your career, you may be asked to write a letter of recommendation for someone. This is a good thing; it’s an opportunity to show mutual respect. Any recommendation you write reflects on you as well, so it should be crafted carefully. Keep these general guidelines in mind.

Time to update your email policy?

April 6, 2022
With the growing threat of ransomware, new regulations around privacy and the impact of improper disclosure of company-sensitive information through email, it might be time to have another look at your email policy. Here are some things the policy should cover.

The difficulties of group writing

April 6, 2022
The challenge when people get together on a document is to maintain one voice so that the reader isn’t thrown by changes in tense, point of view, phrasing, word choice, structure and so on. Sometimes it’s even difficult to keep on the same point. Group writing is hard, and the more people involved, the more difficult. Here are some guidelines.

Effectively negotiate your bills

April 6, 2022
When the term negotiation arises, it’s often in the heady context of business deals, referring to tactics and skill. Well, what makes your personal finances any different? Try a bill negotiation app.