professional development

Conflict is a fact of life. Getting comfortable with it is the hard part. Conflict is painful and when confronted many of us slip into some form of avoidance. That’s the first mistake. It doesn’t go away – it just grows. As the saying goes, dealing with conflict when it feels like a “pinch” is[...]

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In the previous two issues of Influence It! Real Power For Women, you learned about the relationship between emotion and selling. This knowledge is critical in your ability to understand human nature, emotions, and persuasion. As the world-renowned neuroscientist Damasio showed, no decision humans make is based on rational thinking alone. So, let’s continue on[...]

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Triggers are alive and well for everyone! They are part of our memory, there to guide us and sometimes protect us. Triggers work by way of emotions. When we are exposed to a certain stimuli, and depending on our history, we experience a rush of emotion that tells us how to react. When you apply[...]

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Hot Buttons: The Heart of EVERY Sale

by Karen Keller, Ph.D.

Emotional triggers are at the heart of every sale. People decide first based on emotion, then they justify their decision to buy using logic. I challenge you to go a bit deeper than talking to your prospect’s mind. Today’s consumer is an educated consumer. They “see” through the hype. They aren’t impressed with all the talk.

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Listening to the people you are trying to persuade. The purpose of leadership is to get someone, mainly a group of people, to do something – and that’s to follow you, to agree with your plans and to move to convincing others about your ideas. You need to convey your message in a way that[...]

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3 Signs of Executive Presence

by Karen Keller, Ph.D.

How does she do it? She walks into the room, and all eyes and ears are on her. Waiting, listening, watching. She is the one everyone recognizes as the leader when a team is formed. She’s the first one picked by clients or customers to speak with about their multi-million dollar account. They look to[...]

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Men look at problems and see one thing. That one thing which needs correction, and they seek to fix it. Women look at the same problem and see multiple things that need fixing. Men use their left brain searching for the answer, while women use their right brain searching for several answers. Men and women[...]

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It’s important to be aware of your comfort or discomfort with persuasion. Find out how fear plays a role in your influencing or persuasive behavior. Here’s a quick self-exam. Just as we do an external exam it is equally important to do an internal exam. Read these statements. Be as honest as you can (nobody[...]

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Power at work, power in relationships, power in your words, and power in play – it’s everywhere! Why? Because it’s what makes things happen. People make assumptions about power. They typically think of it as controlling another person, manipulating a situation, or threatening a way of thinking. Not always. Like a nuclear reactor, a volcano[...]

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Business: The Truth about Details

by Karen Keller, Ph.D.

The book, Don’t Sweat the Small Stuff by Richard Carlson is a great book with good advice but it doesn’t tell the whole story. Rather, “the devil is in the details” does – if you ignore what is in your line of sight. Great business leaders and entrepreneurs know it’s the details that pull off[...]

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