Values ​​and Corporate Culture

What values ​​are shared and respected in your company?

Businesses and companies are under pressure to achieve high levels of production, quality, billing and generate larger results and profitability. One to one and company relationships become tense.
The most basic human values ​​may be set aside, forgotten.

Values ​​are key elements in human organisations.
Strong values ​​increase the feeling of belonging, motivation, enthusiasm, performance, energy.
When human values ​​are not respected it creates demotivation, politicking, harassment, mobbing. It enhances competition and enmity.

What culture is there in your company? 

Companies with strong values ​​can achieve excellence.
In companies without values reaching ​​normal performance standards may seem miraculous. People spend a lot of energy for very

ordinary tasks and results.

What values ​​need to be developed in your company?

A management team must ensure that strong values ​​are respected in the company. They must embody these values. But it is the people, the teams, the organisation that make these values be alive and applied on a daily basis.

Re-connect your people with individual and collective values that ​​strong and inspiring.

What do you think?
What's happening in your company?

Transform Objections into Benefits!!

All Sales People fear Objections. Objections tend to destabilize you when you are presenting the value of your offering. Objections can destroy everything you worked creating.

The main impact an Objection can have on a sales or negotiation relationship is the visible tension, discomfort, uneasiness it can create in you.

What is the difference between an Objection and a Question? Your perception!

When you have an objection the first reaction is to counter-attack, convince of the contrary or justify yourself. Doing so you are not attending your client, you are staying in your agenda, in your head.

Clearly inefficient!

The challenge is to acknowledge and thank your clients for the objection. The fact they actually express it enables your relationship not to be harmed by any unspoken doubts or concerns.

Make a priority of your relationship with your client, not of responding to the objection.

An Objection is an opportunity to know and understand them better.

It is also a proof of your clients’ interest or implication.

Don’t misuse it.

Build the relationship.

Through curiosity, questioning, connection, rapport, discussion, true and open argumentation.

Transform Objections into Benefits!

To learn more about our Sales and Negotiation training and coaching offerings, email to me your request to info@autenticoach.com

Mistrust, cancer of organizations.

In organizations the pressure is high and it affects every executive, manager or employee, at all levels. It targets people that produce results ... and could potentially generate even more.

Collaborators need to demonstrate daily they are valid and capable of contributing to the company.

Suspicion is never far away.

Such environments, at human level, are stressful and ineffective. Imprisoning managers and employees into short-term indicator controlled operations does not stimulate innovation nor creativity and discourages any culture of motivation or collaboration.

Switch from mistrust to unconditional trust.

Trust your team. 

After all they have these jobs because you are confident they have the ability to perform there.

Manage them from this perspective. See them at their full potential rather than focus on their shortcomings.

Choose unconditional trust!

What do you think? Is it possible? Realistic?

Emotional intelligence: the missing link in the enterprise.

The question that is taboo in the workplace: How are you feeling?

Since Descartes and centuries of industrial development we stayed hooked to a certain idea of ​​intelligence ... it has to be rational, logical, technical, scientific, economic ... well ... mental.

Our body is a way to physically bring our highly developed brains from one meeting to the next.

Our emotions must be kept in the cloakroom. They do not belong in business, world of rationality and objectivity.

Or so we think ... because the truth is quite different.

Our truth as individuals, as teams, as businesses is far from being just rational. It is also emotional and physical.

What motivates men is not data or facts, it's passions, ambitions, emotions.

We communicate more with our being than with our words.

Let's become more aware of our individual and collective emotions, of our intuitions.

Let's listen, perceive, understand beyond words or phrases.

We will be all the more effective.

Put emotions at the center of your activities. And really ask the question to your team: 

How are you feeling? ...in this position, this role, this company, this project ?

... and above all, listen to the answer.

What do you think?

The 3 Key Skills for Successful Sales

I was leading a sales workshop some weeks ago and I asked the participants what skills a high performing sales person needed to have to interact with their clients. They listed three main ones:

Focus on your Customer

• Know products and service offerings by heart
• Have the ability to present them with confidence and clarity
• Be able to quickly close a deal.

I was surprised to notice that none of these statement actually mentioned the client. As if a best practice sales process did not depend of them, but only of the sales professional's abilities. Where is the customer in all this?

Sales teams tend to focus on their products, their objectives, their abilities, their agenda.

For me the key to success goes in the opposite direction. Sales people do need to know their products and services, but beyond that, their key skills and abilities should allow them to :

• Connect with clients
• Break the ice, build trust
• Earn the right to ask questions
• Know and Understand them
• Do not listen to respond but to understand
• Listen, do not try to convince.
• Partner with them
• Build rapport and Develop the relationship
• Co-create and Position your offering

Sales teams need to focus on their clients and start adding value NOW.

This is not about pushing, this is about dancing with your clients. To achieve this you need to know them, be present and curious of them. You need to create proximity, intimacy.

Then you can start to design and co-create an offering that hopefully will respond to their expectations and needs. In win-win way.

What do you think?

Purpose and Attitude

What happens in your life?

How are you feeling?

What is your purpose?

The most important is not so much what happens to you ...

The most important is what you do with what happens to you.

You decide how to perceive, interpret and analyze things.

You decide your attitude.

What have you decided in the past?

What do you decide now?

What is your purpose?

What is your attitude?

Give and Offer.

Abundance is in our plates, our gifts, our possessions.

We offer but we do not give ourselves.
Our generosity is material and we keep our distances.

We need to reconnect with others ...

Not with our money, our gifts, our competitiveness...

But with what we are, with our authenticity,
our love for each other.

Give the world all that you are!

Potent Leadership

Potent Leadership is a matter of being aware of what is happening in a group and acting accordingly. Specific actions are less important than the leader’s clarity or consciousness. That is why there are no exercises or formulas to ensure successful leadership.

Potency cannot be calculated or manipulated, nor is it a matter of trying to look good.

Three examples illustrate differing degrees of potency in leadership:

1- Potent: a conscious yet spontaneous response to what is happening in the here and now; no calculation or manipulation.

2- Less Potent: trying to do what is right. This is calculated behavior based on the concept of right, and manipulative behavior based on an idea of what should happen.

3- Least Potent: imposed morality. Imposed morality rests entirely on should and shouldn’t. It is both calculated and manipulated, and meets resistance with punishment. It sheds no light on what is actually happening. It often backfires.

Leaders who lose touch with what is happening cannot act spontaneously, so they try to do what they think is right. If that fails, they often try coercion.

But the wise leader who loses the sense of immediacy becomes quiet and lets all effort go until a sense of clarity and consciousness returns.

The Tao of Leadership

Lao Tsu - John Heider

What are you afraid of?

We have been sold fear for us to buy security.

Our society has its codes, is based on appearances.

Depending to your education, on your career, you have imposed criteria of what it is to be successful ...

There are criteria for work, money, family, children ....

Although we want to be different, though we try to be indifferent to these beliefs, it is very difficult not to be influenced by them ....

Do you fear not being successful? Do you fear failure?

Focus on yourself, on your relationships, on your environment, on your life ...

Do not buy the stereotypes and appearances of others.

Connect with your dreams, not the dreams of others.

Focus on being, not on having.

Be grateful for the life you have, do not focus on what you do not have...

Fear is the best way to keep you quiet ... Do not shut up!

Go beyond your fears to reach your goals, your challenges.

Without fear, what is possible now?

Leadership without Authenticity?

Leadership is not about putting on a mask, is not pretending to be somebody else.

Authentic leadership is to be aligned with our values, our passions and ambitions, our being.

It is to accept our forces and our vulnerability.

Being Authentic does not mean being naive.
It is self-knowledge, knowing and learning to know ourselves.
It is to forgive ourselves of what we find repellent in us.
It is about exposing ourselves, taking risks, getting out of our comfort zone.

True leadership is to want more for ourselves, for our project and for other people.
It is working to go for more.
More connection, more intensity.
It is contributing to this world in the way we want to contribute.

Bringing our vision, our hearts, our energy, our vibration.

Are you being an Authentic Leader?

Do not be silent. Express yourself.

Say what you think, what you feel, what you want ..

Do not hide.

There is no shame.

You are fragile. I am fragile. We are fragile.

Our weakness is not shameful. It is our humanity, our beauty, our potential, our strength.

When you express your fragility you expose yourself, you take risks, you demonstrate your leadership.

The fragility, the vulnerability make leadership possible .

Express what you feel, what you experience, where you doubt.

Do not remain silent ...

If you keep it quiet, you deny it, it does not exist.

If you express it, you take it out, you create something new, things change, circumstances evolve...

Go forward. Move.

Dare. Express yourself.

Subject or object. Dare to be you!

Subject or object. Having or Being

What are you object of.

Dare to be you

What you are subject of.

Having or Being?
Where is your challenge?

Make no mistake with objects.
Possessing adds nothing to who you are.
Possessing is to be possessed. Be a subject.

Make no mistake with subjects.
Do not be anyone's subject. Do not let anyone define you...
Nobody will help you be you. You're not an object.

Subject or Object.
Object or Subject.

What is your focus?
What is your goal?

Take the time

This summer take the time

Take time to step back from your working year,
to assess your current situation,
to look at where you are,
how you are feeling, where you're going ...

This summer, take time for yourself.

To stop, relax, have fun.

For laughing, sharing, celebrating

To disconnect or reconnect.

Take your time to enjoy.

Happy summer!

Wise Leadership : Nothing to win

There is nothing to win

The well-run group is not a battlefield of egos. 

Of course there will be conflict, but these energies become creative forces.

If the leader loses sight of how things happen, quarrels and fears devastate the group field.

This is a matter of attitude. 

There is nothing to win or lose in group work. 

Making a point does not shed light on what is happening. 

Wanting to be right blinds people.

The wise leader knows that it is far more important to be content with what is actually happening than to get upset over what might be happening but isn't.

The Tao of Leadership

Lao Tsu

From Feedback to Feedforward

Companies recruit their staff for their skills and potential.

And manage them from their shortcomings and weaknesses ...

Managers struggle to see anything but what is missing in their collaborators, what has failed, what has not worked, where they have not performed.

Their relationship often becomes one of suspicion, doubt, distrust, tension...

Modern leaders need to focus in their relationships on the potential of their team and collaborators ... Instead of getting stuck in their weaknesses, they should see them to their full potential and capabilities.

Instead of talking to their weak, fragile version, they must relate to the more powerful, more capable, more creative, more complete version of themselves.

From Feedback to Feedforward.

The most effective to develop your team.

And avoid confining them to their disabilities.

Can you give a Feedforward?

The art of negotiation (3): Are you part of the problem?

What is the subject? 

What are you negotiating? 
Are you part of the subject? 

Negotiating is being able to look at a topic from all perspectives in order to study and build solutions. 

If you are part of it, you'll hardly take distance, adopt other perspectives, turn around the subject. 

Separate people from the subject. 
Isolate the subject from you or the other 
You will make it more manageable, less vital, more solvable. 

What is the subject?

Do you separate or unite?

Do you divide or bring together?

Do you feel you are different and ignore others, not wanting to know about them...
  ... or ...
Do you respect differences, looking at what others contribute to, learning from their approaches, their contributions.
   
Are you competitive, fighting to become more efficient and productive than the colleague ...
  ... or ...
Generous, supporting others, learning from them and building winning collaborations.

Are you in scarcity, contempt, distrust, individualism ...
... or ...
In abundance, humility, support, collective spirit.

What is more natural to you?
Where do you feel more comfortable?

Are you dividing or bringing together?
Competing or sharing?
Criticising or trusting?
Do you Separate or Unite?