エピソード

  • 261: Secrets for Successful Negotiating from Andres Lares

    261: Secrets for Successful Negotiating from Andres Lares
    2024/09/08
    In this episode, we dive deep into the world of negotiation with Andres Lares, managing partner at Shapiro Negotiations Institute and co-author of 'Persuade: The 4-Step Process to Influence People and Decisions.' Andres shares invaluable insights on how to negotiate effectively, whether you're discussing salary, closing a business deal, or navigating complex negotiations in the sports industry. Learn about the importance of credibility, engaging emotion, and facilitating action to achieve successful outcomes. Key Takeaways include: -The Importance of Not Making the First Offer: In salary negotiations, it's generally advised not to make the first offer. Instead, lean on the employer's expertise and ask them to provide a range or number first. -Multi-Faceted Negotiation Strategy: Don't focus on just one aspect like salary; consider other negotiables such as title, bonus, PTO, health insurance, and 401k matching. This allows for better optimization and trade-offs. -Four-Step Process to Influence: The four steps are credibility, engaging emotion, logic, and facilitating action. This methodology helps in making a compelling case and ensuring the desired action takes place. -The Power of Nice: Being nice doesn't mean being weak. You can still be aggressive and confident while maintaining empathy and building lasting relationships through deep discovery and asking great questions. -Handling Common Objections: When faced with objections like 'not in the budget,' ask probing questions to understand the real issue and find alternative solutions. This helps in maintaining credibility and finding a path to yes. #sales #salesnegotiations #jobsnegotiations #negotiate #negotiations #managernegotiations #sellingnegotiations #negotiationtips Connect with Andres Lares: www.shapironegotiations.com https://www.linkedin.com/in/andreslares/ Connect with Manage Smarter Hosts · Website: ManageSmarter.com · LinkedIn: Audrey Strong · LinkedIn: C. Lee Smith Connect with SalesFuel · Website: http://salesfuel.com/ · Twitter: @SalesFuel · Facebook: https://www.facebook.com/salesfuel/ Learn more about your ad choices. Visit megaphone.fm/adchoices
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    23 分
  • Extra Point: How to Reengineer Your Sales Training Program

    Extra Point: How to Reengineer Your Sales Training Program
    2024/09/04
    This week, we're diving into another crucial topic for leaders: How to Reengineer Your Sales Training Program. Gain valuable insights on leadership and team dynamics with host Chip Gray. Join us each week for a brand new bonus Extra Point episode. In less than 5 minutes, you'll get additional insights about the psychology of leadership and management from the producers of the Manage Smarter podcast. Find all of the Manage Smarter episodes on ManageSmarter.com Learn more about your ad choices. Visit megaphone.fm/adchoices
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    4 分
  • Extra Point: How Body Language Can Make or Break a Sale

    Extra Point: How Body Language Can Make or Break a Sale
    2024/08/28
    This week, we're discussing an interesting point: How Body Language Can Make or Break a Sale. Gain valuable insights on leadership and team dynamics with host Chip Gray. Join us each week for a brand new bonus Extra Point episode. In less than 5 minutes, you'll get additional insights about the psychology of leadership and management from the producers of the Manage Smarter podcast. Find all of the Manage Smarter episodes on ManageSmarter.com Learn more about your ad choices. Visit megaphone.fm/adchoices
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    4 分
  • 260 Embracing Autism in the Workplace With Tara May

    260 Embracing Autism in the Workplace With Tara May
    2024/08/25
    Tara May, CEO of Aspiritech and International Neurodiversity Advocate, discusses the importance of embracing autism in the workplace. Aspiritech employs 90% autistic professionals, highlighting their unique strengths. Tara shares her insights on fostering innovation, cultural transformation, and the ROI of kindness. Learn how to create an inclusive environment that leverages the talents of autistic individuals. Takeaways include: 1 Neurodiversity in the Workplace: Tara May emphasizes the importance of integrating neurodivergent individuals, particularly those on the autism spectrum, into various levels of a company. This approach not only fosters innovation but also enhances productivity by leveraging unique skill sets. 2 ROI of Kindness: Tara May advocates for a company culture that prioritizes kindness and psychological safety. This philosophy not only improves employee well-being but also drives business success and innovation. 3 Career Progression for Autistic Employees: Aspiritech focuses on undoing the low self-esteem instilled in autistic individuals from a young age. By emphasizing strengths and potential, the company ensures meaningful career progression for its neurodivergent employees. 4 Unique Strengths of Autistic Employees: Autistic individuals often excel in tasks requiring high levels of focus and the ability to spot anomalies in large data sets. These strengths make them particularly well-suited for roles in tech services, including software testing and AI model building. 5 Universal Design and Employee-Centric Approach: Aspiritech employs universal design principles to create an inclusive work environment. This employee-centric approach ensures that all team members, regardless of neurodiversity, can thrive both in work and life. "Autistic people don't just belong in entry level positions or single departments. When we are able to pair a business need with something an autistic person has an incredible passion for, magic happens, productivity is insane." - Tara May #autism #autismspectrum #neurodivergent #sensory #inclusiveworkplace #employees #managers #podcast #managesmarter #salesfuel Connect with Tara May www.taranicoalmay.com www.aspiritech.org https://www.linkedin.com/in/taranmay/ Connect with Manage Smarter Hosts · Website: ManageSmarter.com · LinkedIn: Audrey Strong · LinkedIn: C.Lee Smith Connect with SalesFuel · Website: http://salesfuel.com/ · Twitter: @SalesFuel · Facebook: https://www.facebook.com/salesfuel/ Learn more about your ad choices. Visit megaphone.fm/adchoices
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    21 分
  • Extra Point: Identifying the Best Character Traits During a Job Interview

    Extra Point: Identifying the Best Character Traits During a Job Interview
    2024/08/21
    This week, we're diving into a crucial topic: Identifying the Best Character Traits During a Job Interview. Gain valuable insights on leadership and team dynamics with host Chip Gray. Join us each week for a brand new bonus Extra Point episode. In less than 5 minutes, you'll get additional insights about the psychology of leadership and management from the producers of the Manage Smarter podcast. Find all of the Manage Smarter episodes on ManageSmarter.com Learn more about your ad choices. Visit megaphone.fm/adchoices
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    5 分
  • Extra Point: How Sellers with Challenging Jobs Stay Motivated

    Extra Point: How Sellers with Challenging Jobs Stay Motivated
    2024/08/14
    This week, we're discussing an important topic: How Sellers with Challenging Jobs Stay Motivated. Gain valuable insights on leadership and team dynamics with host Chip Gray. Join us each week for a brand new bonus Extra Point episode. In less than 5 minutes, you'll get additional insights about the psychology of leadership and management from the producers of the Manage Smarter podcast. Find all of the Manage Smarter episodes on ManageSmarter.com Learn more about your ad choices. Visit megaphone.fm/adchoices
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    5 分
  • 259: Unlocking Neurodivergent Potential with Dr. Matthew Zakreski

    259: Unlocking Neurodivergent Potential with Dr. Matthew Zakreski
    2024/08/11
    Dr. Matthew Zakreski is a clinical psychologist, professional speaker, and consultant who specializes in working with neurodivergent individuals. He is known for his energetic and engaging speaking style, which has made him a sought-after speaker at various conferences and events. Dr. Zakreski maintains a private practice at the Neurodiversity Collective, where he provides therapy and support to neurodivergent clients. His work focuses on helping individuals navigate a world that often isn't built for their unique needs, offering practical strategies and insights to improve their quality of life. Insights from this #podcast include: *Understanding Neurodiversity: Neurodivergent individuals have different brain structures and functions, which can include conditions like ADHD, autism, and dyslexia. Recognizing and accommodating these differences can unlock unique strengths and talents within your team. *Tailoring Work Environments: Amplify the environments where neurodivergent employees can thrive by aligning their roles with their strengths. For example, someone who excels in relational sales might struggle in quick turnaround sales but can excel in long-term relationship building. *Neurodivergent Hiring Practices: Companies should adopt neurodivergent-affirming hiring practices by focusing on interests and skills rather than traditional job descriptions. This approach can attract and retain top talent who may not fit conventional molds but bring invaluable perspectives. *Managing Imposter Syndrome: Imposter syndrome often stems from feeling different. To combat this, neurodivergent individuals should focus on accepting compliments and rewarding themselves for achievements to maintain confidence and motivation. *Context, Not Excuse: Neurodivergence should be seen as context for behavior, not an excuse for poor performance. Managers should explore ways to support neurodivergent employees in meeting deadlines and achieving goals through tailored strategies and support systems. #managers #neurodiversity #autism #autistic #ADHD #hiring #HR #human resources #psychology #employees #management #dyslexia #matthewzakreski #neurodiversitycollective #managesmarter “You build a square hole for the square peg and let them do what they're going to do. Neurodivergent people are allergic to bullshit, right? We can smell a fraud from a mile away.” – Matthew Zakreski Connect with Matthew Zakreski www.theneurodiversitycollective.com www.drmattzakreski.com https://www.linkedin.com/in/matthew-zakreski-0a32358 https://www.facebook.com/drmattzakreski/ Connect with Manage Smarter Hosts · Website: ManageSmarter.com · LinkedIn: Audrey Strong · LinkedIn: C.Lee Smith Connect with SalesFuel · Website: http://salesfuel.com/ · Twitter: @SalesFuel · Facebook: https://www.facebook.com/salesfuel/ Learn more about your ad choices. Visit megaphone.fm/adchoices
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    29 分
  • Extra Point: Running Better Meetings

    Extra Point: Running Better Meetings
    2024/08/07
    This week, we're discussing a topic that causes issues for a lot of managers: running better meetings. Gain valuable insights on leadership and team dynamics with host Chip Gray. Join us each week for a brand new bonus Extra Point episode. In less than 5 minutes, you'll get additional insights about the psychology of leadership and management from the producers of the Manage Smarter podcast. Find all of the Manage Smarter episodes on ManageSmarter.com Learn more about your ad choices. Visit megaphone.fm/adchoices
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    5 分