Author Archives

Internal Leadership and Development Consultant at Tenaska and Executive Director Of The Omaha Magical Society.

• Graphic Leadership: Watch The Goal

  By Dave Arch on August 5, 2013

  

  In this poster you’ll see three sprinters.  One of the three is winning the race – breaking through the tape while the middle one is looking over his shoulder to see how far ahead of the competitor he might be. … Read More ›

• Graphic Leadership: A Lot To Get Past

  By Dave Arch on July 31, 2013

  

  “S/he’s a lot to get past” is often a comment made about someone. Usually that means that they aren’t easy to get to know. Sometimes it’s the fact that they’re too quiet and it’s like “pulling teeth” to get any… Read More ›

• Graphic Leadership: Use Upfront Contracts

  By Dave Arch on July 31, 2013

  As you’ll see in this poster, two women have come to a fork in the road. Prior to proceeding, they have decided to sit down and create an upfront agreement about the next leg of their journey. Some items to… Read More ›

• Graphic Leadership: Negative Questions

  By Dave Arch on July 30, 2013

  

  Through experience it doesn’t take a leader long to learn that his/her followers love to buy, but they hate being sold to. If they sense that the leader is trying pull a “sales job” on them, they will resist to… Read More ›

• Graphic Leadership: Blow and Go

  By Dave Arch on July 30, 2013

  

  Leaders learn to negotiate, compromise, and collaborate, rather than acquiesce (see the Conflict Reactions poster).  In such conversations, most of us will have experienced the “flinch” used by the buyer to rattle the seller.  Sometimes referred to as “sticker shock,”… Read More ›

• Graphic Leadership: Being Rescued

  By Dave Arch on July 29, 2013

  

  I had the opportunity of interviewing an individual who had been personally mentored by David Sandler, Founder of the Sandler Selling System™.  I asked him, “What made David Sandler so successful in selling?”  He answered me without hesitation, “He was… Read More ›

• Graphic Leadership: Ego

  By Dave Arch on July 29, 2013

  

  When a leader interacts with a follower, only one of them will usually get their ego needs met.  If the leader enters the interchange to get his/her ego needs met, the follower probably won’t.  The leader might try to impress… Read More ›

• Graphic Leadership: I Don’t Know How . . .

  By Dave Arch on July 28, 2013

  

  When opening a difficult conversation, few preambles work better than “I don’t know how to tell you this without upsetting you.”  A leader understands the power of this phrasing.  A leader understands that very often it is not knowing how… Read More ›

• Graphic Leadership: Presumptive Questions

  By Dave Arch on July 28, 2013

  

  In spite of a leader’s attempt to manage his/her power and authority through the nurturing of his/her followers, s/he realizes that from time to time his/her followers will be too frightened to tell the truth. Second only to the poster… Read More ›

• Graphic Leadership: What did you say?

  By Dave Arch on July 28, 2013

  

  David Sandler, Founder of the Sandler Selling System™, called it The Rule Of Three Plus.  Whenever you wonder if someone is telling you the truth, get them to lie to you three times. “I’m sorry.  What did you say?” can… Read More ›