Ralph Kison, Author at Growth Through Learning

Leverage your Personal and Professional Networks

May 10, 2019 Ralph Kison Networking, Uncategorized

A diverse business and personal network is essential to advance your career; build your professional profile and increase your influence. As you do this, be aware of a potential blind-spot that can limit your success – familiarity. Assess your network in light of the following factors: 1.Are my contacts within...

Select Your Market Position Carefully

April 1, 2019 Ralph Kison Uncategorized

Your company holds a position in the mind of your customers by design or by default. Successful firms create their position intentionally and then continuously refine it based on input from their clients in the form of sales, revenue, survey, and “likes” on social media to name the most obvious....

The way seller-doers close the deal

March 6, 2019 Ralph Kison Uncategorized

Many professionals experience anxiety or self-imposed pressure when it comes to seeking client approval and closing the deal. This may be because they are afraid of their fee or proposal being rejected or of not meeting company-imposed sales quotas or targets. Some hope the client indicates their desire to proceed...

Are you an order taker or a sales leader?

December 11, 2018 Ralph Kison Sales Diamond

I encounter a lot of reluctant sellers in engineering, construction, architecture and consulting. These highly educated, technically competent and experienced professionals when forced to engage in business development activities, or sell their firm’s services, will avoid a meeting rather than “sell” something. They often treat sell as a four-letter word,...

What’s Your Bumper Sticker Say?

November 15, 2018 Ralph Kison Personal Branding

Sitting in traffic you’ll sometimes see a bumper sticker with a short, and hopefully clever, statement or slogan that communicates someone’s view of the world, makes a declaration or just annoys others. What if you wanted to communicate to the world what defines you and sets you apart using a...

“How Can I help you?”

October 19, 2018 Ralph Kison Networking

I recently had lunch with someone I had coached for years. We had a wonderful time catching up about work, life and things we both value and hold as important in our lives. I provided some suggestions for career challenges and opportunities he’s facing and discussed options for approaching his...

Follow-up to Succeed

September 25, 2018 Ralph Kison Sales Diamond

A quick internet search will reveal that upwards of 80% of sales are made between the fifth and eight contact. Juxtapose this with the fact that only 10% of sales people follow-up more than three times and you realize there’s a major disconnect between the number of contacts and effort...

Don’t Accept an Invitation to a Pity Party

August 3, 2018 Ralph Kison Coaching

Have you noticed that there are people that enjoy throwing personal pity parties? They have mastered the skill of entertaining others using the theme of “poor me”, “why me” and “it’s not fair”! If you show an interest in their situation and try to assist them to change or move...

What’s Your Why?

July 27, 2018 Ralph Kison Personal Branding

Until you’re clear on your why, what you do and how you do it won’t really matter. Many people go through life in a perpetual mode of busy-ness trying to complete task lists and juggling daily priorities, their “what” and “how”, but not really progressing or achieving success. No matter...

Build Your Brand Through Your Presence

July 2, 2018 Ralph Kison Personal Branding

If you don’t show up you won’t be seen. Aside from a flash of the obvious, showing up is the key for building your brand, reputation and gaining trust with others. Yes, keep building your personal brand online but don’t forget that your personal brand is also very important to...

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