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Selling Isn't Telling

Sales Effectiveness
He slid effortlessly into the chair, and before I knew it, he had popped open the oyster shell of his laptop and was pointing his screen menacingly in my direction. Uh oh! PowerPoint slide after PowerPoint slide bombarded me with detailed data, specifications, diagrams and text information. After 20 minutes he stopped the torture.

distress_less

Distress Less

It is no shock and awe surprise that most of us spend more time working than we do on any other activity. As the pressure to do more, faster, better with less continues to mount the work day just dominates our lives. Life is becoming more and more hectic, as we all switch to a 24/7 lifestyle, thanks to smart phones, Tablets, Facebook, Twitter, LinkedIn, etc. As a consequence stress levels seem to be constantly rising.
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Salespeople Should Be Principled

In 1936 an unknown author, despite many frustrating years of receiving rejections, finally managed to get his manuscript taken up by a major publishing house. That book became a classic in the pantheon of self-help books: “How to Win Friends and Influence People”. Surprisingly, many people in sales have still not read this work. Dale Carnegie’s aim was to help all of us be better with each other, particularly in a business context.
amplify_the_quiet_ones

How to Amplify the Quiet Ones

Your team’s introverts never fight for the brainstorming blue marker pen. They leave it to the extroverts to occupy the white board, the ideas, the airwaves and the debate. Consequently, we wind up with a shallower harvest of ideas for the organization. Voluminous and loud doesn’t mean most smart or insightful, but too often the same bolshie few dominate the proceedings. Over time this breeds a dangerous winnowing process entertaining a narrow band of ideas produced by the noisy minority.
making_yourself_clear

Making Yourself Clear

Public speaking throws up many fears and challenges for all of us. As part of High Impact Presentations, one of our public speaking courses, we have been surveying the various participants for the last four years about the types of things they most want to improve. The most common request, from both Japanese and English speakers, is to “be clear when presenting”. What do they mean by clear?
 
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Nice to Meet You, What's Your Name Again?

Why are we so bad at remembering names? We meet someone at a networking function and 10 seconds later, we have forgotten their name. We see a familiar face at an event, but the name escapes us. We crane our neck to get a glimpse of their name badge hoping to jog our memory. We feel the dread of embarrassment when we have to introduce someone we supposedly know to someone else, but we can’t remember either of their names.
 
 
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Simply Better Work Habits

It is no shock and awe surprise that most of us spend more time working than we do on any other activity. As the pressure to do more, faster, better with less continues to mount the work day just dominates our lives. Life is becoming more and more hectic, as we all switch to a 24/7 lifestyle, thanks to Blackberrys, i-Pads, smart phones, Facebook, Twitter, LinkedIn, etc. As a consequence stress levels seem to be constantly rising.
selling_aint_telling
 

Selling Ain't Telling

He slid effortlessly into the chair and before I knew it, he had popped open the oyster shell of his laptop and was pointing his screen menacingly in my direction. Uh oh! Slide after powerpoint slide bombarded me with detailed data, specs, diagrams and text information. After 20 minutes he stopped the torture. “Wow”, I thought, “he hasn’t managed to ask me even one teensy question during this session of our first meeting”.
 
 
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Elites Who Can't Cut It

Society approves titles and status, especially in Japan. We rise through the ranks and following the Peter Principle, we peak at our upper level of incompetence. On the way up, we pick up titles and accrue status, respect and credence amplified through the power of our title. Our personal power though could be suddenly exposed as bogus, when we get up to open our mouths in public.
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How to be Likeable and Trustworthy in Sales

It has always been astonishing to me how hopeless salespeople are in Japan. Over the last 20 years, I have been through thousands of job interviews with salespeople. We teach sales for our clients and so we see a very broad gamut of salespeople. We also buy services and products and so are actively on the receiving end of the sales process. Well actually that is a blatant exaggeration. There are almost no salespeople operating in japan using a sales process. But there are...
developing_personal_leadrshipp

How to Develop Personal Leadership

Job descriptions, performance reviews, incentive schemes, recognition programmes are often box ticking activities in organizations, which often lead nowhere. Overviewing these various systems and their execution may make the managers feel like they are earning their keep, but are they really contributing all that much to the required outcomes. Counting what the heads do and getting those heads to think are different challenges and the latter necessitates cultivating people.
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Credibility is Killing in Sales

Salespeople are carrying around a lot of baggage with them when they visit clients. The smooth talking, dodgy sales person trying to con us, is the folkloric villain of the piece. Reversing that doubt and hesitation is critical to gaining acceptance as a valuable business partner for the client. This entire problem is magnified when we meet the client for the first time.
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Selling Services in Japan

You can’t touch, hear, smell, see or taste it, but please buy it! This is often the dilemma with selling services. Japan adds a few additional challenges, just to make it more “character building”. The service sector constitutes over 70% of Japan’s GDP, so it cannot be ignored. What are some of the local characteristics we should take into account when selling services?
   
 
 
 

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