Blog Archives - Page 4 of 18 - Price Associates

Four No-fail Selling Techniques

By Holly Mitchell

Early in my sales career, I landed a golden opportunity with a high-end customer who had already identified she needed what I had to offer. All I had to do was gain her trust and become the expert in her eyes. The only thing standing between me and sealing the deal was my ability to listen, ask the right questions, and shine with confidence. I showed up to the sales meeting with all my tricks—plus information on every product I had to sell. I told her about all the different features and what I believed were the benefits. As I went on and on, I started to notice her eyes getting glassy. I was losing her attention because I wasn’t giving her what she needed.

My “almost” customer wanted me to ask her the right questions to ensure she was getting the right product for her needs. She was counting on me to understand those needs and be expert enough to give her a recommendation. I failed miserably at asking her the right questions and listening. Not only did I lose the sale, but my customer became overwhelmed by my rambling sales approach and ran the other direction to a competitor.

How to Lead When You Don’t Have a Title

By Ron Price

How many times have you encountered someone at an event and knew by their demeanor, the way they spoke, the way they interacted with others and how others responded to them, just by their very presence that they were a leader? Their leadership wasn’t forced, they weren’t the loudest person in the room, the one with the nicest suit or biggest title, but they just exuded leadership.

There are two types of influential leadership that are not based on position or title, at least at their most fundamental level. You have a lot of say over how much influence you develop in these two kinds of leadership.

The first one is character leadership, which is about who you are, how you manage yourself and how you treat others. This type of leadership is in direct proportion to how adept you have become in these areas.

Why Self Objectivity Matters in the Workplace

By Mindy Bortness,

I want you to own your stuff. It’s as simple and clear as that when I’m working with anyone in an organization, from the leaders to employees (and even potential employees as they are interviewing).

I remember a time when I was working with a group of individuals, and one woman in particular stood out. I gave her, and the rest of the team members, a science-based assessment that evaluated her behaviors, motivators, skills and more to reveal a very detailed profile of her whole self. Upon turning the assessment pages – which explained how she preferred to work, how she deals with conflict and ideal working relationships – she got stuck on one small phrase. The report said she liked recognition and praise.

Jaime Lisk Joins Price Associates Team

Price Associates is pleased to announce that Jaime Lisk has joined the team at its Boise office.

Jaime is a leadership coach, facilitator, and trainer. She has experience as a consultant in both private and public sectors in a variety of industries. Notable partnerships include pharmaceutical, healthcare, advertising, government, nonprofit, and association management industries.

As a Certified Professional Behavioral Analyst, Jaime leads teams to a deeper understanding of their strengths and diversity to increase productivity and collaboration. She also works with clients to help them select and retain employees and delivers customized trainings such as Respect in the Workplace, Workplace Wellness 101, and Self-Awareness.

How to Harness Originality and Great Ideas in the Workplace

By Dave Clark

Have you ever had a great idea, but were afraid to express it for fear of being thought of as being “out there?” Or, have you ever been exposed to ideas at work that you just knew were destined for failure, but you didn’t say anything as to not rock the boat?

At some point in our careers, the majority of us have experienced both of these things. While it seems so simple to speak up, we often don’t. Why is this?

Many factors will hold us back from voicing our true opinions. Fear of having our ideas rejected is one. Fear of a perceived disagreement may be another. All ideas come from people, and people take ownership of these ideas. When ideas are challenged, the owner of that idea can often times get defensive. Ego is a natural part of life and not all leaders take negative feedback as well as others. Because of this, many brilliant ideas go unspoken and many less than brilliant ones don’t get challenged, simply because they originated from someone who outranks us.

How to Create an Environment that Supports You

By Jalene Case

The environment we build for ourselves—both externally and internally—influences how we show up and engage in our lives. Look around you. As you take in your surroundings, how do you feel? That feeling will follow you into whatever you’re doing next.

From 2015 to 2017, my husband and I traveled on our motorcycles, mostly in Latin America. My ability to control the surroundings changed dramatically and yet, the external world still influenced how I felt inside. For example, when we stayed in a place that felt good to me, I was inspired to write a blog post or make a video call to friends at home. When I found a private place to write in my journal, I could process the myriad of travel experiences.

Hire Resilient Leaders and Watch What Happens

By Mindy Bortness

What is a have-to-have soft skill that indicates a job candidate’s greatest propensity to be successful?

Problem-solving skills, personal accountability and time management are solid contenders; a few of the many examples of soft skills that can make the difference between a good team member and a great one.

Here’s my case for one that should easily rise to the top: resiliency. Read More

How to Explain a 7-Figure Mistake to a Client

Event: The most nerve-wracking moment of my career
Location: The conference room of a massive social media company

I was looking at twelve angry eyeballs. Two of those eyes belonged to my client’s Treasurer. The other eyes belonged to my client’s Lead Auditor, Treasurer, Accounting Manager, and two other accounting staffers.

Forty-eight hours earlier, my firm and I had made a seven-figure mistake. A mistake that could force my client to re-file their quarterly “10-Q” filing with the SEC.

Growing Your Influence at Work

By Ron Price and Stacy Ennis

One of the long-term challenges of the workplace is how many employees feel powerless. For many years, employee surveys around the world have measured levels of engagement as high as 70% or more. What creates levels of disengagement this high? Is it bad managers, as many experts claim? Many have heard the moniker, people leave bad managers, not bad companies. We believe this is overly simplistic.

Instead, we can point to four different causes for employee disengagement: Read More

How to Convince Your Boss to Send You to Training

By Jaime Lisk

You’ve found the perfect training to attend – it’s a topic you have been curious about for the past year, the top expert in the field is speaking, the training is during your slow season, and you feel like you could really learn something. But now you need to ask your boss for approval. If you’re one of the lucky ones, you forward the email to your boss and she approves it. But if you’re like most people, you may have a bit of anxiety at the thought of asking for approval. It can be an easy yes if you do your homework and you know how to ask.

Here are some sure-fire steps to successfully ask for training:
Read More

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