Magic Club Leadership Resources

Recent Posts - page 36

• 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 ›

• Graphic Leadership: Third Party Stories

  By Dave Arch on July 28, 2013

  

  When a leader wants to send a strong message to a follower without raising defensiveness or be perceived as antagonistic, s/he might consider using a third party story. An example might sound like this: The leader says, “I always now… Read More ›

• Graphic Leadership: Strip Line

  By Dave Arch on July 28, 2013

  

  A seasoned fisherman knows that the first time s/he feels a tug on the line is not the time to jerk the line back – attempting to set the hook.  Instead the wise fisherman strps line – letting out the… Read More ›

• Graphic Leadership: In A Corner

  By Dave Arch on July 27, 2013

  

  Knowing how to not “paint oneself into a corner” – giving yourself no options is a skill that a leader seeks to acquire. Most of the time the leader avoids painting himself/herself in the corner by asking more questions than… Read More ›

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