Career Strategy Interviews
What to Do When a Client or Employer Claims Your Price is Too High
Charles H. Green
How Bad Thinking Can Lead You to Discount Your Prices
"If you're like most professionals, you're not comfortable with selling. It's not easy fighting the feeling that hyping yourself is somehow inappropriate. And it's worse when you have to deal with objections, doing presentations, and getting rejections — or waiting for the phone to ring." Charles H. Green
Welcome to a Career Strategies podcast on TotalPicture Radio, with Peter Clayton reporting. When I came across Charles H. Green's article in (a fabulous sales and marketing resource), I immediately contacted Charlie and asked him share his insights with us. He is founder and CEO of based in West Orange, NJ. Charlie is the author of Trust-based Selling and co-author of The Trusted Advisor. Centering on the theme of trust in business relationships, Charles works with complex organizations to improve trust in sales, internal trust between organizations, and trusted advisor relationships with external clients and customers. He is a speaker and executive educator on trust-based relationships and trust-based selling in complex businesses.
We're all in sales today. And for sales adverse people such as myself, learning how to present yourself, and your expertise using positive, "deal winning" sales skills has become a matter of survival.
Whatever Your Job Title Is, Guess What? You're In Sales
"I will be a master of change, rather than a victim of change."
Let's face it. People don't like change. Yet change is the one constant we're all dealing with. How much "change" did you and your organization experience in 2009? In an era of globalization and Internet commoditization, salespeople (that's you, my friend), are in danger of becoming irrelevant. In
Welcome to a Career Strategies Channel Podcast on TotalPicture Radio, with Peter Clayton reporting. With twenty years of experience, most recently with Microsoft, Brett Clay has developed a complete toolset for change-centric salespeople, including 101 secrets for growing sales and delivering high value to customers.
Brett argues that in 2010 and for the foreseeable future, careers, companies, and even entire industries will continue to undergo dramatic changes. In this environment, workers can no longer expect to do the same job for the same pay, year after year. To get ahead workers must be able to change, and perhaps more importantly, help their employers change and adapt to quickly evolving conditions.
Autonomy, Mastery, Purpose: Dan Pink Presents "Drive"
"Atonomy is the desire to direct our own lives. Research shows that this is a fundamental human impulse and yet a lot of the ways we structure organizations fights against it. We try and control what people do, how they do it, who they do it with, and how they allocate their time." Dan Pink
Welcome to a Career Strategies Channel podcast on TotalPicture Radio with Peter Clayton reporting. According to Dan Pink, everything we think we know about what motivates us is wrong. In his new book, he pits the latest scientific discoveries about the mind against the outmoded wisdom that claims people can only be motivated by the hope of gain and the fear of loss. Pink cites a dizzying number of studies revealing that carrot and stick can actually significantly reduce the ability of workers to produce creative solutions to problems. What motivates us once our basic survival needs are met is the ability to grow and develop, to realize our fullest potential.
Case studies of Google's 20 percent time (in which employees work on projects of their choosing one full day each week) and Best Buy's Results Only Work Environment (in which employees can work whenever and however they choose-as long as they meet specific goals) demonstrate growing endorsement for this approach. A series of appendixes include further reading and tips on applying this method to businesses, fitness and child-rearing. Drawing on research in psychology, economics and sociology, Pink's analysis-and new model-of motivation offers tremendous insight into our deepest nature.
New Job, New You: A Guide to Reinventing Yourself in a Bright New Career
"Few people consider how or why to change careers. Alexandra Levit's New Job, New You explores the motivation behind successful transitions and teaches you how to follow in the footsteps of others who are living their dreams. Let it guide you to success and joy."—Guy Kawasaki
Welcome to a Career Strategies Channel podcast on TotalPicture Radio. this is Peter Clayton reporting. is a nationally recognized business and workplace author and speaker. A syndicated columnist for the Wall Street Journal and Metro US, Alexandra has authored several books, including the bestselling They Don't Teach Corporate in College --- How'd You Score That Gig? and Success for Hire (ASTD Press, 2008). , has was released last September, and her book on inspirational career change, , was just published. The forward to New Job, New You was written by Stephen R. Covey.
According to Alexandra, her goal is to "help people find meaningful jobs - quickly and simply - and to succeed beyond measure once they get there."
Podcast with the President and CEO of NETSHARE, Kathy Simmons
"I always used to say people hired for two reasons: you can make me money or you can save me money, and now it's can you stop the bleeding?" - Kathy Simmons
Welcome to rewind 09 - On TotalPicture Radio we're replaying some of the most memorable podcasts from 2009: Today, Kathy Simmons, the guiding force behind NETSHARE and its ongoing evolution as a Web-based community for executives who are seeking jobs as well as opportunities to network with their peers and build a personal "brand" online. Kathy joins Peter Clayton, producer/host of TotalPicture Radio in this Career Transition Channel podcast from March, 2009. Simmons has made it her mission to help NETSHARE members harness the Internet to advance their careers.
"The greatest line I heard recently was when someone said, 'no matter what your job was before, you're in sales now.' And you have to think of it that way, you have to think of it in terms of I'm a product, what's my unique value proposition?"
"So now you've identified what your product is. Then you look at who needs my product? That's your market from which you develop your list of target companies. I always used to say people hired for two reasons: you can make me money or you can save me money, and now it's can you stop the bleeding?"
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Career FolkPodcast with Donna Sweidan, founder of Career Folk
The Layoff CoachPodcast with Maury Hanigan, founder of The Layoff Coach
Re-engineered Job SearchPodcast with nationally-recognized job search expert, Debra Feldman
Job Loss ReboundPodcast with Martha Finney, President and CEO of Engagement Journeys