Is it time for a ‘fresh look’ at your business?
Before we get started, I would like to have you get hold of the October 31, 2019 issue of Forbes Magazine and Steve Forbes Fact and Comment on pages 21 and 22. In this column, he defends profits and wealth and how they help produce the GDP and GO numbers generated by our economy. He also goes on about the costs of living in a Scandinavia which are far above what any U.S. citizen is currently paying. In short, without wealth and...
Objections are not the issue. You are!
For some reason, over the past 60 days, the word “objection” has been the prime topic of my email buzz and my customer’s requests. Most objections are either bogus, or they’re stalls, or lies, or they carry with them a hidden meaning where the customer is crying out for help, but doesn’t really want to state it in those terms. The biggest and age-old objection is “price.” How many times have you heard, “Your price is too high,” or “I...
Manufacturer and Dealer relationship: Dealers are our ‘key jewel’ at CLARK
A “critical bridge.” This is how Scott Johnson described the dealers who work with CLARK Material Handling Company. “We believe that the dealer continues to remain the critical bridge between us as the factory and the end user customer,” said Johnson, vice president of sales and marketing for Clark, overseeing the company markets in the U.S., Canada, Mexico and Latin America. He also currently sits on the Industrial Truck Association...
The Gender Pay Gap: How does your company measure up?
The gender pay gap persists, despite recent improvements. Census data over the past decade indicates that, on average, women earn roughly 80 to 85 cents for every dollar earned by men in comparable job positions. This is a hot topic in political circles. But it can be a problem at your company — even if you’re not worried about facing discrimination charges. Here’s the story. Discord in the Workplace The perception that...
How to create a strong password
When was the last time you reviewed the passwords to your bank or credit card accounts, email or social media accounts? A year ago? Five years ago? Does it matter? Honestly – yes, but there is also such a thing as changing them too often. Passwords should be changed if they are all the same, if they are too easy to guess, or if they are forgotten or compromised. However, changing your passwords too often isn’t a great idea...
Why subtly is critical to organizational change
When organizations examine ways to improve their culture and communications, they often look to the obvious. Simplifying overly complex processes, eliminating redundancies, encouraging people to be more collaborative and so forth. However, for some reason, many organization’s cultures end up changing only marginally or even not at all. The company’s leaders then search for alternative ways to increase productivity and...
How to have tough conversations without damaging relationships
Great leaders handle conflict while preserving the strong relationships that help organizations thrive. Quint Studer shares some advice to help you have those difficult but necessary conversations No one enjoys conflict and confrontation. We all want to be liked and accepted, and very few of us enjoy hurting people’s feelings. Unfortunately, leaders must be able to handle conflict or we’re not doing our job. We need to be...
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