by Connie Podesta, Hall of Fame Speaker In many of my keynote messages, I share with my audiences some facts about the psychology of human behavior—insights into why we do what we do, say what we say, and react the way we react. That’s handy information, because very few of us are flying solo through this world. We’re all interconnected. At work. At home. In our communities. If we want to get along and work effectively with other people (loved ones, friends, colleagues or neighbors), we need to learn how to be excellent communicators. Especially when we face conflict. And, quite frankly, Read More
Quit SELLING from a Place of Desperation Rather Than Success
Quit SELLING from a Place of Desperation Rather Than Success
By Sales Keynote Speaker and Human Behavior Expert Connie Podesta Bottom line? People want to buy from salespeople who project confidence, not desperation. In the video below, I share two personal stories of my experience as a new speaker. The first, an occasion where I acted completely out of desperation and literally ended up spending more to get myself to the multi-day event than I made. The other was when I ignored the completely blank you’ve-got-no-bookings calendar in front of me and answered an event manager’s question to whether I was available in July with two very strong Read More
Quit Underestimating Word of Mouth Marketing
Quit Underestimating Word of Mouth Marketing
By Sales Keynote Speaker and Human Behavior Expert Connie Podesta Word of mouth marketing is EVERYTHING. Why? Because it’s personal. It’s another human being putting their stamp of approval and trustworthiness on what you do – and then sharing why you’re the person to call with someone else! That’s powerful, especially in today’s world. It is true for almost every industry – doctors, lawyers, restaurants, salons, spas, real estate agents – you name it. It’s exceptionally important for salespeople. Many get into the mindset that they are in the business of whatever their product Read More
Quit Pressuring People to Buy
Quit Pressuring People to Buy
By Connie Podesta The world has changed. The way consumers buy has changed. That old school, “There are ONLY TWO left” tactics are out. The truth is consumers have OPTIONS now. There’s hardly anything that we can’t purchase online. So, the high-pressure, gimmicky, push people to purchase sales delivery will get you exactly the opposite results than what you want. I’m reminded of how many times I’ve gone into a car dealership only to have someone try the, “I’ve got to speak to my sales manager” routine. Now, when I want to purchase a car, I go straight to the manager and tell them I Read More
Sales Pitfalls: When the Ego Goes Unchecked
Sales Pitfalls: When the Ego Goes Unchecked
By Sales Keynote Speaker and Human Behavior Expert Connie Podesta When it comes to top salespeople, ego comes with the territory. That bullet-proof attitude of self-assured confidence is what allows them to step out of the crowd and into the spotlight. It gives them the charisma to persuade and influence. It fuels their drive to close the deal and be the best. It’s also what can stop them in their tracks. I’ll give you a personal example. Years ago, I was working to land a keynote speaking engagement with a blue-chip company that I REALLY wanted on my client list. I knew, without a Read More
Quit Listening to Employee Complaints
Quit Listening to Employee Complaints
by Leadership Keynote Speaker Connie Podesta Here’s a question for you. What are three words that make managers want to run the other way? Open Door Policy. The original intent of an “Open Door Policy” was to create a communication mechanism to ensure that employees would feel free to honestly discuss key issues without fear of retribution or, even worse, losing their jobs. In other words, not only would a leader’s door be open but, hopefully, so would their mind. However, over time that concept has expanded and become an excuse for some employees to also feel free to complain. About Read More
Quit Being Afraid to Fire People!
Quit Being Afraid to Fire People!
It’s Time for a Change of Perspective By Keynote Speaker and Leadership Expert Connie Podesta I totally get it! Psychologically, for most people, firing someone is one of the hardest things about being a leader. They obsess over it, lose sleep over it, and even get physically sick over it! Most of all they feel guilty –really guilty—about it. The question is: why do they take on what isn’t theirs to take on? The answer: because they feel responsible for “causing” another person to lose their job. So let’s get rid of the guilt and look at firing from an entirely different Read More
Quit Avoiding Documentation
Quit Avoiding Documentation
The Proof-Gathering Side of Leadership In courtrooms, decisions are made based on actual proof. Hard evidence. Indisputable facts. The same principle should apply to leaders who determine the next career steps for their employees. The key word there is “should.” Unfortunately, it often doesn’t happen that way. I know that firsthand from my years of experience in HR. Leaders would show up to my office with an urgent request to fire a trouble-making employee, and I was more than happy to assist with that process. But when I asked for a copy of the file that documented the poor Read More
Customer Service Problem? Maybe Not!
Customer Service Problem? Maybe Not!
Quit Ignoring Unacceptable Behaviors and Attitudes by Leadership Keynote Speaker Connie Podesta Consider this scenario. When the report says customer satisfaction is way down, the manager wants to get to the bottom of it. The questions are fast and furious. Have the salespeople fallen down on the job? What’s the standard script for the customer service staff when calls come in? Are the clients becoming pickier because of the tough economy? Perhaps a competitor is starting to offer better products and features, so we are no longer measuring up. In the business world, there are Read More