The Situation Aaron is a sales rep for a janitorial service company. While his firm has had success cleaning government office buildings, he now wants more private sector business. Armed with lots of marketing support, Aaron is talking with Marissa, who is in charge of her company’s three buildings:
Before you bought your last new suit, you probably stepped in front of a three-way mirror to see how you looked. You may have caught a glimpse of yourself at an angle you’ve never seen before, a view you hardly recognized. If we can live for years without seeing a complete picture of our physical…
The Situation Sean is an account executive for a company that distributes smoked meats to supermarkets. One of his past clients, Carlos, was purchasing manager for a supermarket chain. Sean wrote sizeable orders with Carlos, and the two enjoyed a good rapport. They even played golf on occasion. But Carlos changed jobs and is…
The Real-Life Case PA workshops incorporate participants’ real-life cases as key to the learning process. Participant feedback consistently rates the real-life case as an extremely effective part of our workshops. How does it work? Workshop participants prepare for practice sessions by writing up details of a business conversation they need to have. The Real-Life Case…
Psychological Associates’ Dimensional Training system is a unique approach to employee training. It derives its name from the concept underlying all of our workshops — the Dimensional® Model of BehaviorTM. Download Our Dimensional Training System Whitepaper Fill in the form below, then check your inbox in a few minutes. First Name* Last Name Email* Organization*…
The Situation It was the perfect storm. Anton’s company shipped the wrong parts to a good customer, Jeff. Unfortunately, because of a family emergency that day, Anton couldn’t be reached all morning. Jeff almost had to shut down production. When Jeff finally made contact, Anton was apologetic and quickly got the correct parts to Jeff…
Engaging workshop facilitation brings Q4 People Skills to life. As a trainer, I’m always looking for tools and techniques that further my quest to be an engaging facilitator. Recently, I read about two excellent books. I rarely give what I read a five-star review, but today, there are two exceptions.
The Situation Joanne is a salesperson who does business from time to time with Martina. Joanne’s company is running some sales specials that she thinks will interest Martina. The trouble is, Martina screens her phone calls by letting them go to voicemail — not an uncommon practice these days. Apparently, she never picks up.
The Situation Maggie is a sales rep for a company that sells plastic bottles and jars to manufacturers. She regularly calls on Aaron, whose company produces a wide range of mustard products in jars. Part of Aaron’s job is negotiating with Maggie and other suppliers, but his boss, Stephen, must approve all final contracts. Maggie…
Performance Management What should be a powerful tool for shaping a group of individuals into a committed workforce dedicated to continuous improvement, often falls short, and, in worst cases, can actually cause employee motivation to deteriorate. Don’t let haphazard processes and poorly developed systems undermine the performance appraisal effort. We’ll layout performance appraisal best practices…
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