Whit Mitchell Archives - Page 2 of 5

The Key to Increasing Sales—Behavioral Selling

By Whit Mitchell

“Any salesperson who is not selling behaviorally is, at best, only 25-50% effective.”

I heard this quote during a seminar given by Judy Suiter. It certainly caught my attention and pushed my interest to discover what selling behaviorally meant.

No matter whether you sell a product or a service, it’s pretty much a given that all salespeople are looking for ways to increase their sales. And company growth usually relies upon sales success. Companies often train their salespeople on closing techniques, yet research shows us that the sale is won or lost early in the sales process.Read More

Not Just Another Assessment

A Quick Introduction to the Benefits of DISC

By Whit Mitchell

I first used DISC was when I was working with Kodak, about 30 years ago. At the time it was a one-page, self-scoring concept that we used as an icebreaker to help people learn more about each other. I didn’t see it again for 15 years until I became a distributor with TTI. By then it was a robust and scientifically developed tool that gave insight into a variety of behavioral traits. When I began using the expanded version of DISC with clients, it greatly increased the degree of change and satisfaction within the leaders and teams I was working with. They were thrilled with the results, and so was I. Read More

How to Start a Conversation with Anyone

By Whit Mitchell

I was recently traveling for business, and grabbed a bite to eat at a pub in the airport terminal. The woman sitting next to me at the bar was very engaged in the hockey game playing on TV, to the point where she jumped in her seat when a goal was scored. I asked her if she knew much about hockey, and she told me that she did know quite a bit about the game because she was from Minnesota. I then mentioned to her that I had just flown into Chicago in the fog and that her flight might be delayed if she was due to depart soon. Soon we were having a natural conversation about family and work that had started with sports and the weather—both fairly neutral topics that can apply to most people and ultimately lead to a meaningful conversation.Read More

Customer Focus: The Foundation of Your Business

In this short video, TCL faculty member Whit Mitchell talks about how Customer focus is recalling from day one that the most important customers you have are the people who are directly reporting to you. He discusses why this leadership skill is vital to success and ways to improve it.

6 Reasons You Need a Coach

by Whit Mitchell

Ask any top athlete—or a top performer in any field for that matter—and they will tell you that they couldn’t have reached their peak without a coach. Whether the relationship is formal or casual, people who accomplish great things typically have someone in their corner who helped them get there.

Having a coach gives you a different perspective that you can’t get on your own. They can see you and your goals from the lens of their experience, and the tools they give you can help you reach your goals more effectively.

Here are six benefits of having a coach: Read More

Problem Solving: Evaluating All Angles of an Issue

Leaders with an aptitude for problem-solving have the ability to analyze, diagnose and deal with problems effectively. Whether the problem is linear and “tame,” or nonlinear and “wicked,” adept problem solvers have a natural propensity to discover and help lead others to solutions. In this 2-minute video, faculty member Whit Mitchell talks about the traits we see in a person who has this important ability and also shares insights on how to develop this competency in yourself and others.

Whitney’s Surprise Fund Helps, One Donation at a Time

When Whit Mitchell and Bill Cuff met while doing facilitative work with teams at Kodak over 23 years ago, neither knew that the chance encounter would lead to years of friendship and a partnership to fight social injustice and help those in need.

At the time they met—and bonded over a shared sense of humor—Bill was working with a nonprofit that enhanced the lives of people with disabilities. After an introduction, Whit was compelled by the group’s mission, and became involved as well.Read More

Don’t Normalize Conflict

By Andy Johnson

I’ve been thinking, writing and speaking about conflict in different contexts for about twenty years. Shortly after the release of my 2014 book that focused on conflict prevention, I was asked to address a lunchtime Rotary club meeting in my home town. I had prepared what I thought was a nice talk describing the way many of us avoid the topic of conflict (like we do taxes, death, and other depressing subjects). Thus, I was surprised when the audience overwhelmingly started telling me about the goodness of conflict. They had all been convinced that conflict, which we used to fear, was now our friend in the workplace. Read More

3 Leaders Who Made an Impact on My Life

And the Lessons I Learned from Them

By Whit Mitchell

Throughout my life I’ve been fortunate to learn lessons from many great leaders, and even some lessons from leaders who weren’t so great. But I can specifically name three leaders who had a significant impact on my life’s purpose and direction. The lessons I learned (and sometimes continue to learn) from these leaders have been far reaching, and hopefully you’ll find some wisdom here too. Read More

Developing Leaders Worldwide: How The Complete Leader Program Impacts Organizations

The Complete Leader author, Ron Price and senior program facilitators Whit Mitchell and Andy Johnson discuss how The Complete Leader Program helps small groups of leaders grow their own leadership capacity. They talk about how the program has impacted organizations across the country, and the threefold purpose of The Complete Leader.

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A Quick Introduction to the Benefits of DISC

And the Lessons I Learned from Them

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