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consequences Tagged Articles

4 Common Denominators of High Performing Teams
There are four common denominators of high performing teams. When these elements are present, teams are almost guaranteed to be efficient and rewarding for the members. The elements are: Common goals, Trust, Good Leadership, and a Good Charter. If your team has these four elements, chances are you are enjoying the benefits of working on a high performance team.

"How Having the Right Mindset Can Change the Results of Your Efforts"

The right mind-set, especially of the way you think of yourself, can have many consequences in the results of your efforts. Those that acquire positive thoughts and can apply that sense to their lives and efforts made also acquire the greatest outcomes. Itâ€™s a known fact that your thoughts control what you attract, whether negative or positive. Itâ€™s a simple concept known as the â€œLaw of Attractionâ€. If you can master this law of attraction, the possibilities are endless. Doors that have been closed by resistance will open without effort.

Leadership Malpractice: What to Do When Leaders Don't Lead
What if we were to apply the same coaching, confronting and correcting method to the leader who is not doing what is expected of him or her? By definition, should a supervisor, manager or executive who doesn't carry out his leadership responsibilities effectively be expected to suffer the consequences of his action or inaction?

Moving to a 'consequential corporate culture'

In any organisation it is the behaviour of its’ people that lead to success, mediocrity or failure. Behaviours stem from a set of values that the organisation must understand and that leadership must role model. Behaviours must also have consequences for the values to have any credibility; an up side for good behaviour in terms of recognition and reward and a downside for poor behaviour in terms of challenge, coaching, training and development and perhaps even having to leave the organisation. In the article we provide 10 areas that you must focus on to embed values and the right behaviours in your business.

ARE THEY CONSEQUENCES OR RESULTS?
Perhaps it’s just my perspective, but it seems that these days, every newsmagazine and newspaper is featuring articles on subjects that point to an inadvertent but vital lesson for us in life and business.

Lesson #1: Don’t Compromise

At the very first audition of “American Idol”, fellow judge Paula Abdul got her first taste of what it was like to work with Cowell. Following a terrible performance by a young contestant, Cowell responded with one of his trademark criticisms. “My jaw literally – like a cartoon – must have hit the table,” recalls Abdul. She proceeded to tell Cowell that he could not talk to people that way. Cowell responded that indeed he could. Abdul countered, saying he could not talk to Americans that way. Cowell said that he could and he would and the conversation abruptly came to an end.

Lesson #1: Failure Is Your Friend On the Road To Success
Watson thought about his success in plain terms. When he was once asked what the secret to all he had achieved in his life was, Watson replied, “It’s quite simple, really. Double your rate of failure. You’re thinking of failure as the enemy of success. But it isn’t at all.”

Lesson #1: Be Willing To Roll the Dice
“In retrospect it was ridiculous to try to put this system together,” says Smith, “which required so much up front money, and required changing a lot of government regulations, but I didn't know that at the time…I didn't know that I couldn't do this.”

The 80-19-1 Rule

I expect that many of you are familiar with the Pareto principle (also known as the 80–20 rule.) If you aren’t, the simple definition is that for many phenomena 80% of the consequences come from 20% of the causes. Or – more practically – 80% of your company’s revenue comes from 20% of your customers, or 80% of your problems come from 20% of your customers, or 80% of your employee problems come from 20% of your employees. While it’s overused, it’s a good rule of thumb.

A business without a dream is like a life without a purpose
I launched my present company, E-Myth Worldwide, in 1977 to transform the way small business owners do the work of growing their companies. Since then we have coached, trained and taught over 50,000 small business owners in more than 145 countries on how to transform their business to produce consistently better results. What we learned from those 50,000-plus owners could fill a dozen books.

Good Choices
Brandon Silveria tells his story in a pamphlet published by the Century Council (1310 G Street, NW, Suite 600, Washington, D.C. 20005-3000 [202/637-0077] www.centurycouncil.org). He says, “My life before: I had a job, a car, a girlfriend…and after: one bad decision.

Superstar CEOs Suck
Compensation, status, and press coverage of managers in the United States follow a highly skewed distribution: a small number of “superstars” enjoy the bulk of the rewards.

Selling is not a dirty word

We are not born with our beliefs or values, they are taught to us. Our thoughts, feelings, views and opinions about the world are shaped by our experiences of many people and many things. They are coloured, rightly or wrongly, by our perceptual filters which we learn from others. ‘Watch who you let near your mind’ is a statement that is often quoted in my articles and for good reason. It takes between 6-8 weeks to unwittingly pick up and adopt another’s views, beliefs and perceptions and own them as your own if we do not question and thoroughly examine the consequences and impact of these beliefs and perceptions on our own thoughts, feelings, behaviours and actions.

The Consequences of Virtual Meetings
A new study finds that over the next 10 to 15 years virtual meetings media could replace up to 70 percent of internal travel and 10 percent of external travel

Anger Rising
Anger is a feeling that is or has been a challenge for most of us to accept and express in healthy ways. Collectively, we receive a multitude of messages about anger being ‘bad’ or ‘negative’ or ‘wrong’.

Is It Just Me?
A client asked out loud a question that, I’m sure, many of us have thought in our own minds. “Is it just me? Why am I so sensitive? Why do I have so much mind chatter? Why are my feelings so on the surface? Is everyone like that?”

Compelling Reasons for Your Salespeopole to Go Mobile

Good Sales Managers know how important it is for their salespeople to uncover needs. But it goes way beyond needs. As I detail in Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball, it requires that your salespeople learn about their prospects' compelling reasons to buy. Not just their needs. The issues, problems and frustrations - and even the consequences - that would cause them to spend money and spend it with your company, instead of your competitor. But it goes well beyond compelling reasons.

How to Deal: Office Disputes

One of the most feared days has come for you as a manager, or human resource representative. An office dispute has landed in your office between two employees, or worst yet, between a manager and an employee. It’s a natural inclination to want to solve the issue rather quickly, or to shoulder the mediating skill on to someone else. However, it is more practical to resolve the issue and take preventative steps to assure such disputes can be kept at a minimum, or none at all. Astronology continues a popular series called, How To Deal with the topic of: Office Disputes

When Sales Goals Change but Behavior and Results Don't
Suppose that you need your salespeople to find significantly more new business. Perhaps you've wanted this for a while but it's only recently that you communicated this to your salespeople. You've changed the goal but after a month your salespeople's behavior and results haven't changed at all.

Can We Really Get Salespeople to Change?
People change when they are ready to change. How can you short circuit that time line?

My Sales Force Won't Use CRM
I mentioned that the key rule to getting salespeople to change is rule #9, Consequences. There are three primary ingredients to having Consequences.

3rd of the Top 10 Kurlan Sales Management Functions
This is the third in my series of the 10 Kurlan Sales Management Functions. #3 - MOTIVATION Motivating your salespeople comes down to getting them to: 1. Do what they won't do on their own; 2. Change their behavior; 3. Do more of what they are already doing; 4. Have more of a sense of urgency; 5. Over Achieve More...

Thinking of promoting your best sales performer to sales manager? Think again!
Many businesses have made the mistake of promoting their best performing sales person into the role of sales manager. Their logic – well they are great at selling, they’ll be great at sales management. Sadly most of these situations end in disaster.

C-Level Selling Tip 8, Getting Past Gatekeepers and Handling Blockers
Gatekeepers and blockers are one of the biggest obstacles to C-Level Selling. This article and the free e-book and videos available from the links provide will never make getting to the Leaders a problem for you again.

Part 2: Anonymous Bloggers
I asked a couple questions yesterday about the rights of anonymous bloggers. I basically wanted to hear what people thought about having companies like Google being forced to disclose the names of anonymous bloggers. The people who commented really hit on some key takeaways from not only this specific case (blogger 'SkanksNYC' and her struggle with being identified) but with other cases as well.

Drinking and Driving = Consequences

Drunk driving is widely understood to be risky and dangerous, not only to the driver and passengers but also to other people on the road, including drivers and pedestrians. Four out of every ten fatal car accidents in the United States are alcohol-related. Each year, 25,000 people die and 708,000 are injured in alcohol-related collisions. Alcohol-related crashes result in the death of 500 people per week, or more than 70 every day. Statistically, half of all Americans will be involved in an alcohol-related car accident in their lifetime. Despite these alarming statistics, it happens all around us every day. Far too often, who have been drinking fail to heed the potential consequences, and get behind the wheel of a car.

3 Fact Finding Questions to Convert Your Sales Prospects into Customers
How successful are you in converting your sales prospects into customers? These 3 quick fact finding questions may help you increase sales.

(8) Ways To Drop The Victim Mentality And Succeed!
At some point in our lives we all play the blame game, until we learn better. We think it works for us but it doesn’t. It is easier to blame others for our failures and escape responsibility for our life. It is painful to admit mistakes especially costly ones. Let’s pass the blame on to someone else. Now, do you feel better?

How To Drive Your Business
When you first learned to drive a car (or bicycle), you probably looked at the road immediately in front of you. You were looking for potholes, the edges of the road, and other obstacles/hazards that you were heading for...

The Benefits of Heresy, or "What I learned from my summer reading"
There is more to life than mindlessly following the herd. But that is what we've been conditioned to do. There is incredible power in stepping outside the fold and becoming a heretic. Experience it for yourself.

Do You Want to Know How my Life Changed For The Better?
People are always asking me how I changed my life so drastically, how I changed my life for the better. We all want something different, whether we are searching for an inner happiness or success beyond our wildest dreams, we all want something. Find out how you can change your life too!

Leadership Tips for the Manager Who is Too Tough

Hard-nosed, high achieving managers tend to work long hours, do the work his or her team is supposed to do, be overly critical of others and not keep everyone informed. Despite this and perhaps to some degree because of it, they get great results in the short term. Unfortunately, this type of manager is often disappointed when the team is unable to achieve the desired results. The organization loses because talented subordinates may get burned out and leave or never get the development they need to become future leaders in their own right.

Top 10 Questions to Ask Your Prospects Before You Ask for the Business
When I was in high school, my girlfriends and I often envied the boys' prerogative of asking for phone numbers, dances, and dates, since the only time it was proper for girls to call boys was to invite them to the Sadie Hawkins dance. It wasn't fair, we fumed, that the guys got to do all the asking, and the girls had to wait to be asked.

The huge cost of hesitation
I knew that being hesitant in the sales arena was a no-no, but I didn't know just how much business it could cost.

How To Recapture The Optimism Of Youth
We all know that being positive is a Good Thing. But as we get older, it’s not that easy to break long-held habits of negative, self-defeating thinking. By following these steps, you'll be able to recapture the optimism of your more youthful self!

Writing Skills Atrophy Among Copycats, And Do-It-Yourself Business Communication Marketing

One of the best business communication marketing moves I ever made was sending out a monthly newsletter to current and prospective clients. I say that because it's a natural form of self-promotion minus obnoxious hype. You get your name out there -- with a lot of the keywords that attract search engines -- and you give readers an inkling of what you can do for them. Its value lies in an almost nonexistent "nag quotient." Far too often, I get insistent, "look at me!," "have I got an introductory offer for you!" emails from search engine optimization firms, online degree factories, "experts" in attracting government contracts, weight loss specialists, you name it. Not a one adds an iota to my knowledge of what they offer. Hype is what it is. But a newsletter that gives practical advice is truly effective business communication.

Not Your Fault? Then Whose Fault Is It?
It's easy to blame anyone or everyone else when things go wrong - the truth is that we are all pretty much in control of our destiny - and fail to take responsibility for it

How to Hold The Sales Team Accountable Under the New Rules of Sales Engagement
If you read yesterday's post, there was a comment from Teicko who asked how you can hold the sales team accountable under these new rules of sales engagement where you must work three times harder, three times longer, be three times more effective and have three times more opportunities in the pipeline to get the same results as you used to.

It's All About Love!
Life is all about loving ourselves and others. We can't love others if we are not loving ourselves, and we are not loving ourselves if we are not loving others.

Are you still in business?
Heidi Thorne writes an outstanding newsletter that comes out every Thursday. A couple of weeks ago, she wrote the information below, that I tried to summarized, but I just cannot change Heidi's words. She talked about stopping your advertising, and I was trying to find a networking twist.

The Potentials of Confidence Factor!
The power of human mind and confidence is inexplicable. So, self trust is very inevitable to succeed in one’s life. Have you ever pondered over who holds you back when you are not confident enough to pursue your goal? It’s not you really but who you think you are. Your self-trust empowers you to think and act beyond your limitations and perhaps take risks.

Power to Your People
Once you apply what's in this article, you'll have a highly motivated team who respect and trust you as a manager.

The Entrepreneur's Attitude is his/her Route to Success

Your attitude is something that is completely within your control. When you leave your home each day, the attitude with which you enter the world is entirely for you to choose. Enter the world with a positive, determined attitude and it’s like having a crystal clear windscreen in your car, you can see everything clearly and far into the distance. Your attitude is your window to your world nd to your success.your attitude can determine what you will accomplish today, as your attitude is what can keep you positive and focused on the task in hand. Your attitude is something that you can never just take for granted. To keep a positive attitude, you need to keep feeding it with positive experiences.

Think Positively to Avoid Stress and Depression

Thinking negatively can have serious consequences if we don’t do something to change it. This article explains how we get into a pattern of negative thinking, and how it affects the mind and body. Iris Barrow gives practical advice on how to think more positively to lift mood and energy levels, become more focused, and achieve your goals. A more positive thinking pattern can help avoid stress and depression. Apply the simple technique consistently and in three weeks, you should notice an improvement.

Procrastination to Motivation
If you keep putting it off to later you will never get it done. Procrastination is one of the most common obstacles to achievement and yet it’s a skill that so many have mastered. But procrastination results from a mistake of the mind. Correct the mistake and fuel yourself with motivation toward your goals.

Beliefs: The Software of the Mind
The mind is the most powerful bio computer known to man. The software we run on it determines everything. Our beliefs and belief systems run like programs of the mind. Preventing us from accomplishing what we want or propelling us to new heights of achievement. Change your mental software when you change your beliefs. Learn how in beliefs the software of the mind.

Stress – The Silent Threat
Although some stress is normal, chronic stress can cause a myriad of problems, ranging from headaches, skin rashes, and high blood pressure to sleep disturbances, burnout, and depression. This article contains a list of ten things you can do to decrease your stress level.

The Difference Between Provocative Selling and Baseline Selling
In the wake of a recent article by the authors of Provocative Selling in the Harvard Business Review an attendee challenged me to defend Baseline Selling. Since it was in the HBR, this attendee believed it had to be the better way to sell...

CREATING ONLINE MASTERMIND GROUPS 6 BASIC STEPS
If you want to create and run your own mastermind groupsâ€™ online, here are some six basic guidelines to help you get started:

Let's get strategic
Strategy is about working out how to get from where you are to where you want to be. Whatever you want to do: get richer, get thinner, get fitter, get greener, get wiser, strategy will help to get you there.

The Power of Hope

Did you know that the bumblebee should not be able to fly? Based on its size, weight, and shape of its body in relationship to the total wing span, a flying bumblebee is aerodynamically impossible. The bumblebee, being ignorant of scientific data, goes ahead and flies anyway, making honey every day. Ignore the sting of the past and replace it with hope for a brighter future. If you do, you will be able to achieve things everyone else thinks are impossible. Keep your hopes high and you will fly to new heights!

Is it Time to Rebuild Society?
"When society requires to be rebuilt, there is no use in attempting to rebuild it on the old plan. No great improvements in the lot of mankind are possible, until a great change takes place in the fundamental constitution of their modes of thought." John Stuart Mill

A Case for Marketing Experimentation Making Failure Work For You
We all know what success is: it's meeting goals and expectations based on how we define them. But do we learn from success? In most cases no. In fact success establishes the status quo, ingrains conventional wisdom, stifles innovation and creativity, and promotes the repetition of the same methods, technologies, and ideas that have always been used, even when those methods no longer work.

The E Word: Ethics

Perhaps it’s time for Ethics to take its seat at the table. To be a central part of the ‘inner sanctum’ of thoughtful discussion when decision-makers have tough choices to make. It’s long past time for ethics to stop being the appendage to the body of how we come to decision and then action and actually be the guiding brain of how we do that. Ethics should be the litmus test against which all decisions should be measured. It should be integrated into the way we think even as individuals as we move through our lives and come up against tough choices that we each inevitably have to make in our lives.

Leadership by the Living the Values
A leader's behavior is scrutinized every step of the way by his people. Whether he lives the company's values whole heartedly or not has a fundamental effect on how the company functions.

Buying a Franchise vs. Starting a Business ©
During economic downturns, many employees get laid off from their jobs. They are then faced with the question of what they do next. They may file for unemployment benefits and look for another job. Others may consider buying a franchise or starting their own business. This article discusses the advantages and disadvantages of buying a franchise versus starting a business from scratch.

The Importance of Directors
This article focuses on the importance of directors in closely-held companies. It discusses the factors that should be considered in selecting a director. The article explains how effective directors can help the management team.

A Life Worth Living

To achieve your Core Desires-whether they are earning more money, enjoying more intimacy, or having more joy in your life-you need to grow, become more, learn, and change. How fast you grow is within your control; you can experience great growth if you desire it. But you can't just sense a need to change; you can't "sorta" want to be more or have more. If you are willing to grow, life as you have known it will never be the same.

Changes to Benefit plans - Proceed Carefully
Some quick though about changing and amending group benefits programs for your employees

Distracted by Life
'The Frazzled Entrepreneur' isn't at all a myth: it's the fate of too many men who jump ship from their careers to become an entrepreneur without enough thought. Things may not be as urgent as you think!

How to run Great Meetings
how to run and organise great meetings with your employees and co-workers

Leadership Predicament: Promotion by Anointment
Corporate leaders need to make the critical investment in management training programs to develop their current and future leaders. Those that do not will suffer the consequences.

Some sales managers are Idiots
Sales Managers don't learn from the success of others. Probably laziness is the reason because we all know what they should do.

Balancing Your Needs against Your Wants
Should your next career satisfy your basic economic needs, or should it satisfy the desires of your heart? Is there any way to strike a balance between them?

Leading With a Light and Gentle Touch
Some of the most powerful leaders in history have been gentle leaders. Think of Mother Teresa. Think of Nelson Mandela. If you lead others in teams or in groupwork, you can be as powerful as these great leaders. By having class and being gentle.

9 Vital Principles of Communication
Communication is an extremely powerful tool for success which, when effectively engaged in, creates strong relationships, harmonious working conditions and allows us to share the best of ourselves with others.

The HR Headache of Making People Redundant

For the first time in 20 years, many businesses are finding themselves with a new HR headache – letting people go, rather than struggling to hire enough of them. For many managers making people redundant is a new and unwelcome experience – almost as emotionally difficult for the manager as the employee. In smaller businesses without an HR department to undertake the task for them, managing redundancies can be even harder.

Sales Mystery Revealed
Sales can seem like a mysterious process when the process you’re following isn’t working. It’s especially frustrating when others following supposedly the same process achieve results while you don’t. Are you just a failure or is there something else at work here?

Get Proactive or Face the Consequences
The key to avoiding a midlife crisis involves looking ahead beyond the immediate crises that sap your energy and attention. Being truly proactive is your only effective way forward.

What Fork Will You Take to Increase Sales?
Successfully increasing sales whether you are a small business owner including a real estate agent to a mid size firm requires you to continually make decisions. The consequences of those decisions will ultimately determine your success or failure as you strive toward your goal to increase sales.

Strategic Thinking Tactics - Time To Be A Visionary Leader
Strategic thinking is an approach or a perspective that any manager needs to adopt while thinking about their business organization into the future. It is an indispensable method to learn how to convert long-terms aspirations and goals into reality.

It's Results That Define Leadership
Think about the great leaders of history. The reason we consider them leaders is because their efforts had measurable results. Who do you remember who had the traits of leadership without the results?

Courageous Conversations
For the purpose of leadership, courage is defined as a reconciliation of the consequences of failure. A courageous conversation is then the interaction between people when the leader has defined the consequences of failure and is alright with those potential risks.

The Give and Take of Rejection
Why is it that one tiny word, "No", can evoke so much fear into the hearts and minds of so many? Part of everyday life as a leader/manager requires you to handle rejection day in and day out. How well do you cope? What can you do to more effectively handle rejection?

How to Get to the Heart of Sales Success
The last thing you want is an indifferent potential client. Trying to get an indifferent potential client to make a decision is like trying to push a car uphill with the parking brake on. Not a very productive thing to do.

Sales Coaching Tip: Widen the Why Gap between Gains and Losses to Increase Sales
Do your sales skills include the ability to widen the "Why Gap" between the potential gains and potential losses for your prospect. Learn more about this gap.

Customer Profiles for New Business
In 1906 an Italian Economist called Vilfredo Pareto created a mathematical formula based on observing that 80% of the land was owned by 20% of the population. Dr Joseph Juran, a Quality Management pioneer also recognised this universal principle that later became know as Pareto’s Principle or The 80-20 Rule.

Probing For Pain
If your sales people are involved in prospecting then they’ll already know the challenges of persuading a prospect to give them the business. Ultimately there is a 4-step process involved in buying, that all of us follow;

The Two Most Powerful Principles for Extraordinary Results
The intersection of a laser-like strategic focus with flawless discipline in tactical execution forms what you might call the "sweet spot" for creating extraordinary results.

Entrepreneurs don’t take risks
What does it mean to be an entrepreneur? We often hear that being an entrepreneur requires taking great risks. I would like to explore a different point of view.

Are You Part of the Problem?
The midlife crisis not only causes individuals pain and confusion, but it also has more far-reaching effects. Much outside you depends on your internal condition.

WORK LIKE A MANIAC - PLAY LIKE THE RICH AND FAMOUS - IT'S ALL ABOUT BALANCE!

Have you ever wondered how really high achievers manage to get so much done in a business day? Then manage to take so much time off with their family and friends. Why is time management is such a challenge for sales people? How can you reduce the stress in your life by being in greater control of your life? How do you value your time? Do you know what each hour is worth? Hqere's how... Why creating balance is so important to achieve real success in your life

Codes Of Conduct – How To Make Them Worth More Than The Paper They Are Written On

When businesses grow enough to hire employees, they often don't have a Code of Conduct in place – they hire someone on a “handshake” type arrangement, without having thought through fully all of the implications of the deal. This person is going to be representing you and your company to your clients, will be in your premises and gain access to all of your knowledge and resources. How can you make sure that what starts out with great promise will continue to grow in a positive way and not shrivel and die?

Can You Win the Uphill Midlife Battle?
The more some people try to cope with midlife issues, the harder it seems to make any headway. What's left? To chuck it all? To give up? Isn't there another option?

Being as professional
Living up to the expectations of being a professional when in business.

Coaching Tip: Identify Your Core Values

Your values are the principles, beliefs and attitudes that guide your decisions, actions and behaviors. Your core values reflect who you are and represent your heart. They define and distinguish who you are as a person – what matters most to you, what you stand for (and stand on) as your inner foundation. When you act in a way that is in conflict with your heart, your life feels more like a struggle, unhappiness grows, you can feel disconnected from your SELF. When you make choices and take actions that line up with your values, you will experience greater peace and abundance.

Wishing I was Lucky
It has been said that luck occurs when opportunity meets persistence. There is also the famous quote: “Luck is a wonderful thing. The harder a person works, the more of it they seem to have” Are we really lucky?

What Can a Trip to Italy Teach You About Managing Your Salespeople?
Fun, entertaining story with 21 lessons for managing salespeople.

Red Hot Sales Prospecting - Using Online Strategies
For better or for worse we are more and more moving toward becoming a “digital society” and certainly the evidence is that our customers are not only relying on the internet to source information, goods and services, but that the most canny of our competitors are right there, beating us to our prospects and building their total loyalty before they even become aware that it’s time to buy.

COUNSELLING THE SALES PERSON
Learn how you can counsel your sales people for greater success

What to Do When Your Prospect Goes into Hiding
How many times has this happened to you? You have a prospect that you've already spoken with and when it's time to follow up they don't take or return your phone calls. What's up with that?

How to Survive the Tough Times
Look… Let’s be honest. There’s no “one size fits all” solution to survival during challenging times. But there are some strategies that will help no matter what situation you and your business are in.

Ethical Transformation of a Leader

Ethical Transformation of a Leader explains the ethical standards necessary for leadership transformation to take place. This process opens leaders to intrinsic transformation through interactive experience, which often entails personal sacrifices. It is the leader’s responsibility to create a culture in which people are treated properly and where an open-door policy is not an empty phrase but a reality. Therefore, if a leader oversees fundamental principles, such as fair play and honesty, success will follow.

Dealing With the “S” Word
Selling is not trying to convince someone to buy. It’s asking appropriate questions so the buyer concludes for himself that he needs what you are offering.

What is SPIN Selling?
SPIN Selling is a precisely defined sequence of four question types that enables the salesperson to move the conversation logically from exploring the clients' needs to offering solutions, to uncover Implied Needs and develop them into Explicit Needs that you, the salesperson, can resolve.

Differentiation - Dare to be Different
It’s good to be different! Standing out from the crowd is essential to a successful marketing strategy; growth, profit and even survival depend on our ability to be different to our competitors. It's a challenge that is particularly difficult for service based companies. So how do you stand out from the crowd?

Wise Words for your Customers
It's very easy to fall into the trap of using of using the same old words time and time again, your customer may nod off, never let that situation develop, avoid at all times use creative words to keep your customer focused on you.

What Game are You Really Playing?
All choices have consequences. Consider we all have our own warning and support system if we choose to listen to it. The challenge of course is it isn’t quite so structured, but it is there if you look for it. Read on to find out more.

The Call to Leadership
As a coach working with small business owners for over a decade I've seen the difference it makes when entrepreneurs consciously choose to function as leader and learn to apply the fundamentals of good business practice. Learn them here.

The Death Grip Method

I was going through Mass Control over the weekend, nerd that I am, and I came across something Frank Kern called the Death Grip Method. Frank Kern says that this is the most valuable thing you can learn from Mass Control. In that $2,000 course, this is the million dollar formula. It is specifically applied to the last 4 or 5 days of any launch process, and immediately after this you usher in the "Buy Now" button. The Death Grip Method is to be used in the last 5 days building up towards the launch.

HELP I hired an Idealist
Using the ideals of your more youthful staff can be a great strategy for creating buy-in and ownership at the staff level

Business Working with Paranoid People by Valerie Orsoni

If I say: * Work place paranoia * Control freakiness * Aggressiveness * Lack of trust * Refusal to change * Distorted perspective * Intellectual rigidity ...does it ring a bell? These are but a few symptoms of what I call “workplace paranoia”. As we grow in our working environment we are “doomed” to one day be confronted by such paranoid people. Whether it is your boss, your partner, your employee or your assistant, their problematic behavior will inevitably impact yours.

Fine Tune Those Ethics
Is there something you are doing in your business endeavors that causes you to pause and wonder, "Should I be doing this?" or "Is this right to do?" If so, then you are more than likely engaged in behavior that is a bit questionable and need to listen carefully to your inner voice.

What have I learned in 6 months of management? Part 1
I asked one of the managers I was coaching what he learned in six months of re-focusing on management skills. Each response deserves its own soundbite, because they all incorporate skills managers should use to avoid traps and pitfalls.

What have I learned in 6 months of management? Part 2
I asked one of the managers I was coaching what he learned in six months of re-focusing on management skills. Each response deserves its own soundbite, because they all incorporate skills managers should use to avoid traps and pitfalls.

What have I learned in 6 months of management? Part 3
I asked one of the managers I was coaching what he learned in six months of re-focusing on management skills. Each response deserves its own soundbite, because they all incorporate skills managers should use to avoid traps and pitfalls.

What have I learned in 6 months of management? Part 4
I asked one of the managers I was coaching what he learned in six months of re-focusing on management skills. Each response deserves its own soundbite, because they all incorporate skills managers should use to avoid traps and pitfalls.

The loud woman at Starbucks
Do you find any of your employees irritating?

Managing techies
Do you need to come from a technical background to manage technical people?

Motivation with consequences
How do you motivate someone to do something they don’t want to do?

Jumping to Conclusions
As managers and leaders, how do we put aside our beliefs and experiences when we’re listening?

7 Things I’ve Learned About Fear
Learn 7 things that will help you to think about and look at fear.

Prescription For Responding To Media Inquiries From “The PR Doctor

If someone from the media called you or showed up today and started asking you questions related to your business, would you know how to respond? Unfortunately the response to this question is often a resounding No! And being unprepared or ill-prepared to media inquiries can have serious consequences to your organization and its reputation. “The PR Doctor” strongly believes that all organizations with more than one employee should have a well-written media policy that clearly defines who within the organization may respond to media inquiries, what kinds of information can or should be released to the media, and what information must be kept confidential. “The PR Doctor” offers the following prescription for a media policy to respond to media inquiries.

Clear Goals Need Clear Roles
Job descriptions evolve over time. But all employees, new or old, need to have a clear understanding of their role in a company and what is expected of them. New hires need a starting point for their position. Long-term employees may need guidance about what their continuing role in a company ought to be. In this article, we discuss the importance of defining job role.

Change Results In Stress

The stress faced by workers is substantial. For many workers, it is intrinsic to the job itself, where competing demands and pressures cannot be escaped. The sheer volume of work can also be overwhelming at times, whether one is a social worker, teacher, doctor, sales person, factory worker, supervisor or manager. Anyone in this kind of job knows, either from their own direct experience or from observing colleagues, that stress can have very serious consequences.

Theres a Fortune in Failure

In his new article, “There’s a Fortune in Failure,” leadership expert Dr. Gary Bradt shows your readers that failure can be a fast track to success if they embrace the lessons of failing and implement them in future endeavors. Dr. Bradt highlights five key ideas for conquering failure, which include: · Defining failure as “learning” · Managing expectations · Stop trying to be perfect · Managing fear · Staying in the moment

Achieving Work Life Balance Doesnt Have to be Hard
Although you want more balance in your life, does the thought of trying to achieve it fill you with dread? Does it feel a daunting task, just another thing on your to-do list? Even though you want to make some improvements to your work life balance, its easy to get overwhelmed by the thought of what needs to be done. This can lead to losing your motivation and you end up not doing anything.

Give up excuses!
So, we all have excuses in life that we fall back on time and time again. Maybe because of difficult upbringings, or hardships, certain beliefs have laid their imprint on you. Excuses keep you from venturing forward, in that they keep you safe from possible heartbreak. Having an excuse excuses you from facing the truth, while keeping you in your comfort zone.

Action without Planning is Fatal

When I started my online business I did not give much thought to my target market. I grabbed on to a bunch of marketing strategies and just let it rip; without giving any thought as to what might be the consequences. And surely, the results were abysmal. Not because the traffic to my website was not high, but because the visits were not converting into leads. That clearly indicated that I am not attracting targeted leads – a clear evidence of action without planning.

When Fear Holds You Back

Dear Jane, I’m re-taking a short seminar and then starting my own business. But something is holding me back. I know it's fear, but so what! Good for you for recognizing that it’s fear and for not making excuses, which means you are ready to say “boo” back to fear. Here are a few suggestions you’ll find in my book, Enough is Enough!, in the chapter “Break the Spell of Fear: Make Fear Your Ally”:

It’s The Little Things That You Do……..
For many of us, life is experienced in our heads, rather than fully felt in our bodies. Our brains are bombarded with so much information from every corner, and in consequence, so much is missed. Especially the little things.

What's Your Motivation?
It's become a joke to wonder "what's my motivation?" like an actor, when we have something in front of us to do and just can't seem to get it done. We may complain that we just can't get motivated to do something.

Benefits of Regional Economic Integration
Regional economic communities are formed because of the expected benefits from them. An important feature of the higher levels of integration is free trade among members.

Five Levels of Decision Making
Clear, helpful advice on how to approach making good decisions as a leader.

Empower yourself by the choices you make

Every single day we are bombarded by choices we need to make. Ultimately, our lives are defined by these choices. What should you eat? Should you go to the gym? Should you ask for that promotion? This process can be empowering, or on the flip side it can be stress inducing. You may feel empowered because you took control of your choices and their potential outcomes. On the flip side you may feel anxiety because you don't want to take responsibility for the potential results of your decisions. As a result of your anxiety you allow others to make these decisions for you.

If I procrastinated less I would ……….?
Procrastination is the scourge of getting things done and lacks courage because it’s often a way of avoiding things.

Time Management

It seems to me that entrepreneurs often have a harder time than others with their time management skills. After all, they’re a creative class who like to concern themselves with great ideas and new innovations. They’re rarely ones for nitpicky details about scheduling, especially when it comes to giving them enough time for themselves. They like to work to all hours of the night getting their baby off the ground and running, and rarely think about the consequences. But as an entrepreneur, if you’re going to succeed, you need to learn how to organize your time effectively. This article will show you how.

What Does An Androgynous Cow, The Life Lessons of a Father, & Closing More Sales Have To Do With Each Other?

What Does An Androgynous Cow, The Life Lessons of a Father, & Closing More Sales Have To Do With Each Other? Only Learning To Ask One of The Most Powerful Qualifying AND Closing Questions You Can Ever Ask a Prospect! This weekend, as most, Netflix delivered right to my mailbox another movie for the kids. My six and seven year old boys, like most I’d imagine, love animated movies. Barnyard The Movie, who stars somewhat androgynous animated cows, is certainly not the best movie my family has ever watched. But here’s the thing;

On-line Reputation Management For Your Small Business
Harmful anonymous on-line comments can influence customers to stay away from your small business based on nothing but hearsay. Once the damage is done, it is extremely hard to reverse. On-line reputation management has become the most important aspect of on-line marketing.

Small Business Consulting
a discussion of the problems facing small business owners with regard to the difficulty they face in realizing the need for professional management consulting assistance.

Want More Balance?
Despite efforts on the Wii Fitness balance game, Wii persists in rating me as "unbalanced." And while it's true I'm feeling a bit stressed with a new book coming out in May, and more commitments than common sense dictates, being balanced is a challenge.

An Octopus On Roller Skates
Learn how self-discipline can keep you from flailing.

Your Reputation Is Priceless, The Time To Defend It Is Before It Is Damaged....
You must communicate your side of the story to the news media during a legal action or face the consequences.

How to Prevent Accusations of Spam
Accusations of spam can have serious consequences for your small business, and it is crucial to keep your web address free from suspicion of bad activity.

The Young Adult and the Ostrich
There are two strikes against young men approaching midlife: denial and arrogance. Both can lead to unfortunate consequences. Neither is necessary.

SMEs - the impact of corruption has deep roots
What are some of the unforeseen consequences of corruption

Small Business Internet Marketing: The Entrepreneurial Dichotomy
There are certain common characteristics shared by many entrepreneurs that are effective in helping them achieve their goal of success. However, sometimes these same traits also have negative consequences.

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