Be a Spin Doctor and Turn Difficult Employees Around

Ever been faced with an employee who doesn’t seem the least bit motivated? To get to the root of the problem and uncover his or her motivational needs, start with sincere praise of their strengths. Even the most ornery employees usually have at least one characteristic you can admire, even if it means spinning their negative traits into positives!

To an employee who stews all day in his office:

I like your intensity. Have you always been so intense when it comes to your work? What can I do to help your time here be less stressful?”

To an employee who has trouble meeting deadlines:

I appreciate all the time and attention you spend on your reports. Unlike the reports I get from others, yours never have mistakes. What steps do you take to make sure your reports are flawless? How long does that process usually take? Do our usual deadlines give you enough time to prepare your reports? What can we do to help so that your reports arrive before the deadline, without losing your trademark accuracy?”

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).