People tend to make buying decisions with their emotions, and then use logic and facts to justify those decisions (yes, even health care practitioners). That’s why stories and analogies are essential components of any selling process. Stories help us engage with our customers/prospects more effectively and put them into the right frame of mind to hear what we have to say.
We forget 40% of what we learn in the first 20 minutes, and within a month, most of us can recall only about 21% of what we are taught.
Devices, apps and connectivity in the workplace are all at an inflection point. The adoption of smartphones means technophobia has given way to heavy tech use in all aspects of our work—with massive changes underway in how we communicate, collaborate, coach and manage.
Giving tough feedback can sometimes be as difficult as receiving it. According to one survey, 69% of managers say they sometimes hate giving feedback. Particularly when employees react in uncomfortable ways—growing angry, defensive or upset.
Is your field development strategy being dictated by a CRM software solution that was never intended for field coaching, to begin with?
Establish a change-friendly culture with coaching and feedback.