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Echoes & Edges
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The best things I learned in training: Feedforward
"Feedback", they say, "is a gift" and it can be a great tool to highlight where someone has done well (reinforcing the positive behavior)...
Andrew J Calvert
Jun 26, 20241 min read
The best things I learned in training: Exploring Ideas
As a leader it would be great to have all the answers, all the good ideas, all the techniques to get everything done perfectly every...
Andrew J Calvert
Jun 19, 20242 min read
The best things I learned in training: Manager impact
In speaking with trainers from around the world many have observed a pattern in the participants in their sessions. Broadly there are...
Andrew J Calvert
Jun 12, 20242 min read
The best things I learned in training: Recognition
I've run dozens of courses webinars and other workshops on recognition and in all that time no one has ever said they get too much...
Andrew J Calvert
Jun 5, 20241 min read
The best things I learned in training: Acknowledging
In a sales conversation it is important to let the client know you are listening and that you understand what they are saying. Both when...
Andrew J Calvert
May 29, 20241 min read
The best things I learned in training:
On this Vesak Day allow me to share one of my favourite learnings... Many kinds of training fall outside of the corporate world. They...
Andrew J Calvert
May 22, 20241 min read
The best things I learned in training: Staying unhooked
Angry disappointed or frustrated people often try to draw you into their drama. they will try to "hook" you dragging you into their...
Andrew J Calvert
May 15, 20242 min read
The best things I learned in training: the roles of a trainer
The first corporate training program I attended was Facilitation For Results, really it was how to plan and lead meetings. But it taught...
Andrew J Calvert
May 8, 20242 min read
The best things I learned in training: Centering
Put your attention on your feet Stuck in your head with racing thoughts? Or too much energy churning in your brain? Getting ready for a...
Andrew J Calvert
May 1, 20241 min read
The best things I learned in training: Skill-Will-Hill
How do you change behavior? You can try 70-20-10, you can try the carrot and the stick, but one of the best models I have come across is...
Andrew J Calvert
Apr 24, 20241 min read
The best things I learned in training: Dealing with Indifference
In the early stages of a sales call you might well be faced with someone who appears uninterested in what you have to offer, usually they...
Andrew J Calvert
Apr 17, 20241 min read
The best things I learned in training: Starting a sales call (part 2)
Always start your sales meetings with a statement of how you understand what the customer is trying to accomplish. Be explicit and ask...
Andrew J Calvert
Apr 10, 20241 min read
The best things I learned in training: Forcing Connections
Need to generate new or fresh ideas about a project, product or situation? Thinking different can be a challenge for a team so this...
Andrew J Calvert
Apr 3, 20241 min read
The best things I learned in training: Asking Questions
In my first sales training class I discovered open and closed questions and the purposes they can be put to. Subsequently this was refined...
Andrew J Calvert
Mar 27, 20241 min read
The best things I learned in training: How to start a sales call
Sales calls are not easy to get and making the best of them is crucial to a quota closing year. Starting strong is the best advice I've...
Andrew J Calvert
Mar 20, 20242 min read
The best things I learned in training: Keep-Stop-Start
This nugget is a must have to help you when you are going through significant change In times of change you really need to prioritize:...
Andrew J Calvert
Mar 13, 20241 min read
The best things I learned in training: Golden Silence
You've heard the phrase to "have second thoughts" and that those thoughts are more considered? You can get a client to share those...
Andrew J Calvert
Mar 6, 20241 min read
The best things I learned in training: Practice makes permanent
Learning something new? Then you need to practice, the lessons are only a small part of the process (anyone who studied a musical...
Andrew J Calvert
Feb 28, 20241 min read
The best things I learned in training: Valid Business Reason (VBR)
The VBR illustrates to a prospect what they will gain from a meeting or conversation with you, that the conversation is relevant to their...
Andrew J Calvert
Feb 21, 20241 min read
The best things I learned in training: Positive Defining Moments (PDMs)
A defining moment is any point in time when a customer judges the service you provide – and by extension, judges your company or...
Andrew J Calvert
Feb 14, 20241 min read
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