JMReid Group Blog

Trust: A Salesperson’s Ultimate Blindspot

Posted by John Reid on Jan 30, 2019 10:48:19 AM

The following is adapted from Moving from Models to Mindsets.

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Topics: trust, sales, sales enablement, selling skills

How to Pick Up on Rapport Cues that Other People Miss

Posted by John Reid on Dec 14, 2018 8:59:15 AM

Almost every conversation is an opportunity to build rapport. To do so requires the salesperson to listen harder for rapport cues.

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Topics: trust, cooperation, conversation, mindfulness, sales, relationship, sales enablement

Sympathy Gets a Bad Rap: The inauthenticity of empathy

Posted by John Reid on Aug 1, 2018 10:27:24 AM

Empathy has been a hot topic. Wherever you go in the learning space—from preschool to the boardroom—teachers and leaders are stressing the importance of empathy. The growing number of millennials in the workforce have changed the emotional make up of our corporate world. They are, rightfully, pushing for greater authenticity, meaning, and transparency from the companies they work with. This renewed focus on empathy, however, falls short of its optimistic intentions.

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Topics: brain science, coaching, communication, leadership, change, resilience, trust, teamwork, vulnerability, high performing teams, cooperation, understanding, mindfulness, relationship

Eat or Like the Oatmeal – The Use of Leadership Authority

Posted by John Reid on Jul 6, 2018 12:00:00 PM

I met with a newly minted leader and long-time colleague, who is both highly collaborative and highly engaging. He cares about his people in a visceral way. I congratulated him on his promotion while warning him that there was the potential for him to fail due to a blind spot in his approach. I stated that he may fail the eat the oatmeal or like the oatmeal challenge.

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Topics: brain science, coaching, communication, leadership, trust, teamwork, high performing teams, cooperation, understanding, learner engagement, sales, relationship

Act like a Child

Posted by John Reid on Jun 11, 2018 12:41:32 PM

Go to any office in America and you will probably hear about the childish behavior of some co-workers. Managers will express frustration that their direct reports are acting like children. The implication is that acting like a child is a problem because a child doesn’t play nice, doesn’t share, and has no initiative or accountability. This is an insult to children - since we can all learn a lot from our former selves.

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Topics: brain science, coaching, communication, leadership, trust, vulnerability, listening, understanding, coaching and brain science, relationship

The Challenge of Epictetus' Epistemology

Posted by John Reid on May 16, 2018 7:33:15 PM

epictetus-1Trust is key to any organization’s success. We all recognize its importance. We want trust in our workplace: from our co-workers, supervisors, and clients. Most people consider themselves to be great models of trust. The truth, however, is that there is a gap between that perception and reality—a gap which has proven problematic from a learning perspective.

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Topics: change, trust, vulnerability, cooperation, insight, understanding, facilitation skills

Liberating Structures

Posted by John Reid on Apr 10, 2018 4:45:39 PM

Have you ever felt like you work in a parallel universe? Perhaps you walk into the office and immediately feel like you have stepped into a poorly scripted episode of the Twilight Zone, where there seems to be an alternate reality in which passive-aggressiveness reigns and accountability is nonexistent. If your office refrigerator is littered with handwritten signs and your company’s values are more often discussed than put into action, your company has an organizational honesty problem.

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Topics: change, trust, vulnerability, cooperation, insight, understanding, facilitation skills

Building Trust builds High Performance Teams

Posted by Alain Hunkins on Jul 30, 2017 3:26:25 PM

One of the biggest challenges leaders face is transforming a group into a team.  A group is a collection of individuals who work separately to achieve an outcome.  They typically don’t share a meaningful purpose or collective work product.

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Topics: leadership, trust, teamwork, vulnerability, high performing teams

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