Read through the quotes below and check each statement that applies to you and your company. Feel free to check as many as you need to!
PROBLEM |
Yes this
applies
to me: |
"I tend to be too technical in my presentations."
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| "Clients typically tell us they 'need to think it over'." |
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| "Our product is an intangible - it's hard to sell." |
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| "My sales cycle is really long." |
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| "I've been in sales for years. There's nothing
new out there." |
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| "Rapport?! I don't have time for that!" |
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| "They're always trying to get me to discount." |
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| "There's too much competition." |
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| "Most of our sales are "impulse" buying." |
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| "People are always telling me they're "just
looking." |
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| "If I don't have the inventory, how
am I supposed to sell it?" |
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| "I send them announcements about our
events, but they never come." |
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| "They're only looking for a good price." |
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"I understand everything you taught
us, so why can't I do it like you do it?!" |
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| "I'm so excited about this process,
but I think we could be doing it better." |
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"I'm having problems with my team" |
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| "My team has been together so long, they've gotten
stale." |
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| "My team is constantly back-biting and bickering.
What am I - a baby sitter ?" |
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"I'm putting together a new team." |
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| "I am expanding my team." |
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"My employees run the show." |
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| "My employees walk all over me." |
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| "They rarely follow through on what I ask." |
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| "I have a hard time being directive." |
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"I'm just not a people-person" |
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| "I'm fine doing the job, but don't ask me to manage
people" |
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"Some people are natural-born leaders.
I'm just not one of them." |
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| "My people walk all over me." |
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| "I tell them OVER AND OVER, but they just don't
listen!" |
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| "I'm not comfortable telling people what to do." |
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| "I can't make my employees do what I want." |
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"We don't communicate effectively
with our customers or each other."
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| "I hate going to those 'network' things. I never
know what to say." |
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| "How can I get my employees to realize they're
in the customer service business?" |
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| "They're just not 'professional' enough." |
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| "I'd like to give seminars to promote my business,
but I'm just not good in front of people." |
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"I know I should do this...but I
just can't bring myself to do it."
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| "I'm just not good at 'changes'." |
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| "Is this all there IS?" |
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| "I've lost my zest." |
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| "It's just not FUN anymore." |
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| "Why should I do something new? This has been
working just fine for the last 20 years." |
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"We've got a really stressful business." |
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| "My employees are constantly calling in sick." |
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| "I need a 'gift' to give to my team to thank them
for all they do." |
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| "I'm so busy taking care of everyone else, I don't
have time to take care of myself!" |
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"We have very difficult customers." |
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| "Our people are constantly bickering." |
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| "I am not comfortable confronting others." |
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| "There is always some kind of fight going on around
here." |
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"We're downsizing." |
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| "We're merging." |
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| "We're moving to a new location." |
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| "We're bringing in a new CEO." |
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"Yeah, yeah, I know how to set
goals. What's the point?" |
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| "If I had time to write out my goals, I'd be able
to achieve them!" |
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| "That's a bunch of motivational hooey. Nothing
works like hard work." |
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| "I set LOTS of goals - but Murphy's Law keeps
getting in my way!" |
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"My audience walks out or falls
asleep or heckles me." |
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| "I don't want to be boring!" |
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| "I have a really important presentation coming
up and it has to be great!" |
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| "I've been promoted and now I have to give speeches.
I can't do that!" |
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| "I travel all over doing trade shows - I have
about 1 minute to get their attention or they move on." |
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| "I have to deliver highly technical information
to audiences that really don't understand what I'm talking about." |
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| "I don't know how to organize a presentation." |
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"Sometimes I wish I were willing
to commit a crime." |
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| "I go home every day with a headache." |
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| "S/he is driving me crazy!!" |
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"No one takes me seriously." |
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| "I have to work with men." |
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| "I just fold. I can't seem to stick up for myself." |
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| "I'm stuck under the glass ceiling." |
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| "I live in fear that someone will find out I haven't
got a clue what I'm doing!" |
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| "They look at my body when I talk - why won't
they look me in the eye?" |
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| "People are constantly telling me I'm intimidating." |
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"I'm looking for a new employee" |
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| "I need to find competent people who will fit
with my vision." |
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| "My turnover rate is astronomical." |
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| "My favorite assistant is leaving - I'll never
find anyone like her." |
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"I have to find a speaker for our
meeting." |
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