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Relationship Selling—It’s Elementary!

By Barbara Randi, Training Account Manager, Signature Worldwide A few months back, I was privy to a conversation between a customer (client/guest) and a service representative (rep). It was obvious who was in charge. Although the customer, I will call him “Bill,” lacked knowledge of the item he was looking to purchase, he alone maintained control of the call and the so-called conversation. He asked the questions, receiving one-word answers. Quickly, the rep delivered some of the information the caller needed—the price of the item. Then he hung up.

Inside, Outside, Upside Down

By Devora Zack I’ve been informed by my readers that you want to chat about how our other favorite personality dimension—introversion and extroversion—affects management style.

How to Save 90 Minutes a Day

By Laura Stack, MBA, CSP Chapter One Tip Sheet: Determine What to Do How do you know what to work on? 1. At the end of every workday, take a moment to ask yourself: Was I productive today, or did I just stay busy? 2. Would you like it if people gossiped about you? No? Then stop gossiping about them. It’s a hurtful waste of your time.

Investing in a New Workforce Training and Education Program

By Ray Davis, Corporate Enterprise Training Activity Resource Systems (CeTARS) Program Manager, Commander, Navy Installations Command

Fluency + Leadership=Acumen

By Alan Shelton

5 Steps to Premeditated Selling

By Steve Gielda and Kevin Jones In “A Premeditated Selling Process,” we will show you how to develop a sales plan for each unique opportunity inside your accounts, using a five-step process that has proven itself successful. This process evaluates a sales opportunity from various angles, providing you insight into your situation and ideas for moving forward. Each step provides tools to help you analyze an opportunity and gather the information you need to make your next move. The five steps of the Premeditated Selling Process are:

Understanding the Value of Development to Your Workforce

Meeting the staffing challenges of the future is paramount for any organization. In the current business environment, we’ve heard a lot about unemployment and jobs not being available, but as the economy continues to recover, the next challenge for companies is going to be the widening talent gap and changing workforce demographics before a possible war for talent begins.

Social Learning: Trend or Transformation?

By The Training Top 10 Hall of Fame Social networking became the rallying cry for a generation that connects over the Internet as easily as previous generations communicated over the telephone. In fact, many Millennials entering the workforce actually prefer social media to spoken conversations. Now, savvy trainers are leveraging the technologies that enable Twitter, LinkedIn, YouTube, and blogs, among other options, to deliver learning—not just because they can, but because using specific media supports their training goals.

Transforming Innovators in the Workspace

By Arupa Tesolin, Owner, Intuita There’s a big difference between the kind of innovation that works best for growing companies and what works for start-ups and inventors. The trick is to know what parameters you are working with. Trainers who grasp this and know how to speak the language of innovation will win big. Blue Sky Innovation

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