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Lesson #4: Turn a Learning Disability into a Learning Opportunity

For the 30 years that Orfalea served as CEO of Kinko’s, his office would have been unrecognizable as such. He had no stacks of reports piling up in his desks. He had filing cabinets, but a quick peek inside would reveal no files. He had no computer and often times, not even a pen. Why? Because Orfalea suffered from both dyslexia and ADHD. He ran his company differently from most CEOs because he had no other choice.

Communicating Effectively
My friend, author-speaker Nido Qubein, in his Executive Briefing newsletter, gives some advice on communicating with people from other cultures. "We must remember that people from different backgrounds send and receive messages through cultural filters. Words, expressions and gestures that mean one thing in one culture may mean something entirely different in another culture.

Steam is coming out my ears, and it will be coming out of yours too!
I just began to read another book just sent to me by a young man by the name of Corey Kossack.

Your Vulnerability Is Your Strength!
At conferences and trainings, we're always trying to get people to have deeper, more meaningful conversations, to let their guard down and share their vulnerabilities and passions -- the stuff that makes us all human! I've heard so many touching stories recently from people who had the courage to try it. Two examples:

“I haven’t a dream, wouldn’t know where to get one, and my mind is as vacant as an empty cupboard!”
Just finished my 15th Dreaming Room, and if I must say so (and I must), I was faced with the most difficult group of people I have ever faced.

Life time value, now there’s a number I love
I’m a marketing guy, so, like many marketing guys, I’m not so much a numbers person. I know I should be, but, there you have it.

Top Ten Listening Techniques
Listening seems like a simple process and yet so many of us are more eager to talk than to listen. Someone once said we were given two ears and one mouth for a reason. What better gift could you give to your family, friends, peers and bosses than to listen to them so that they feel really heard? Here are some tips to enhance your communication skills.

When Agreement is Really Disagreement - Happy Ears for Salespeople
Happy Ears or Effective Salespeople? It all comes down to training, coaching, observation skills, commitment and practice. When put that way, there is as much burdon on you as there is on your salespeople. Are you up for this challenge?

Real Live Coaching Call - Coaching Salespeople
Clients who receive sales management coaching, training and development come to know what an effective sales coaching conversation sounds like. You may not be privy to that so you might find last week's episode of Meet the Sales Experts helpful.

Real Live Coaching Call - Coaching a Salesperson
Chris Mott was my guest and he coached a live caller for about 30 minutes. Listen to the show for a better sense of what every coaching conversation should sound like. The following email was received from the live caller the day after the scheduled sales call:

5 Quick Tips to Conquer that Fear of Public Speaking
Are you afraid to speak in public? Here are 5 quick tips that can help anyone get the courage and raise their professionalism by speaking confidently in groups of 5 to 50,000! These tips come from a proven and top rated professional speaker so she knows her stuff!

The Phone Tools & Tips Used by the Top Income Earners

Everyone uses the phone, but few use it effectively or even think it's important to learn. The first few seconds of any phone call are crucial. The moment you say "Hello," the listener on the other end of the phone forms a subconscious opinion. When you talk with your prospect face-to-face, he base's his opinion about you on such factors as facial expression, body language, hand motions and voice. On the phone, he can only rely on his ears.

2nd of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
What exactly is a case of Happy Ears? A salesperson has Happy Ears when she hears what she wants to hear. Example: Your salesperson asks her prospect about the budget and the prospect says, "we'll try to find the money". Your salesperson hears, "We have the money, and we will spend the money, and there isn't a limit."

10 Kurlan Sales Competencies That are Key to Building a Sales Culture
These aren't the 10 sales competencies you read about and listen to all the time. No way! These 10 are hardly ever discussed, seldom, if ever written about, and the most difficult to learn. Ready?

Franchising And the Art of Selling Change

I recently got onto a plane, settled in with my computer case at hand, my ipod Touch at the ready - my Bose headset set up and my computer in my pre-planned position to swipe it out of said aforementioned case. Then came the flight attendant. He looked at me, grinned and asked if I would "be so kind" to switch seats with a husband who was needed by his wife so the two of them could keep their baby from exploding onto the passengers in and around where she was currently seated. Now, here I am. I am comfortable. I have perfected my environment. And this clown disrupts my mental zen. Further it will require some deliberate focus and nurturing to get me back on track once I have settled into my new digs.

Happy Ears or an Empty Pipeline?
Very often, when an opportunity dies, salespeople will ask their managers or me for help. After debriefing, when it's clear that the opportunity is hopeless, and the salesperson continues to ask for help, still wants to schedule another meeting, and still wants to reach out and get it moving again, there are usually three factors at play. The salesperson either...

5 Steps to Coaching Your Salespeople Beyond Happy Ears
Following are my thoughts about how you, the leader of your salespeople, can help them overcome Happy Ears. Slip into these five roles to help them be more realistic about and more comprehensive with their opportunities.

Coaching through the Recession
Tips to get businesses through the recession.

The Power of “Liz”
The power of our primitive Lizard Brain is unbelievable. This has more control over us and others than one thinks. Understand how you can turn this reality into a viable tool that works.

Be Present and Listen
Listening is an art and successful people listen and learn from others by mastering this skill.

Body Language, How is Yours
Communication is key, with some 70-80% of communication being body language, how is yours? The real kicker is some 60% of body language is misunderstood or misread. Discover how and why body language occurs and what you can do with it.

RADAR: THE CONSULTATIVE SELLING TOOL TO UTILIZE YOUR NATURAL STRENGTHS
Uncover the prospect's need while establishing trust and credibility.

Increase Sales By Remembering It is All About the Little Things & Not the Big Things
Are you so focused on the big things with your sales that you are forgetting the little things are what count?

Lessons From My Puppy
I got a puppy for my 50th birthday. Read about some valuable life lessons she has reminded taught me.

Are You Telling Another Story?
An interesting look at how a good story can greatly enhance your marketing message.

Buzz Marketing
Buzz Marketing. Why does it work, but more importantly, how can I get it to work for me?

Keep Listening After "No!"
How Rick Schilling found his successful, new business after a potential client has just rejected his sales pitch. This article is about the art of keep listening after someone has said "No!" to us.

BUSINESS / SOCIAL INTERACTIONS (LISTENING

Hearing is a passive and subconscious use of our senses. Hearing simply means that your ears are picking noises. The Oxford dictionary describes hearing as ‘the faculty of perceiving sounds, There is no doubt that some sounds or noises will instinctively turn your hearing in to listening- a gun shot at night or a shuffling noise in the trees etc. To listen, one makes an effort to hear something, i.e. important news on the radio for instance. To listen is much more than hearing, it involves hearing a person attentively.

Two Amazingly Simple Actions to Increase Sales
Probably, the least used action within the sales skills of most sales people are these two. Even with all the articles, the books on improving sales expertise, far too many sales professional fail to master these two critical sales skills. Interested, read on.

Strategic Selling

All of us preach the basics of selling and encourage all sales people to go “Back to the Basics” of building value in yourself and your product. That’s a given particularly in today’s competitive environment. Much time and effort is invested in training your sales force on product knowledge, features, benefits, and closing tools. Little time is invested in training on the “Strategy of Selling”. This is what I am referring to.

How to have your mind serve you
Change your thoughs and patterns and you can change your life

It's Not the Economy - It's Your Attitude!
Some would say that we are in a "down economy" and while that may certainly be true for some industries, I believe the real truth is that it is NOT the economy. It's our attitude!

Don't Accept The Big Bad Economy
If you keep reading about the bad economy and you keep telling everyone how bad it is, you’re allowing yourself to have a bad economy and to perpetuate that it is okay to struggle. The media will do enough of that — don’t help them.

What to keep in your brain.
This article goes back to that first best personal information manager - our brain - and how that should fit in with your personal information management strategy. There are some tasks at which no gadget or app will ever outperform it - so don't waste time trying. And then what to do with the info the brain is not so good at? We suggest some solutions.

Simple Pictures Are Best
The "simple pictures" rule tells us that if you have a business or practice and are looking to market it, the simplest marketing picture is probably the best.

The Art of E-Mail Marketing: Take Your Emails From Blah to Bodacious

Business owners are continuing to fail to create e-mail campaigns that effectively converts prospect to clients. Too many business owners are not taking the time to build an online relationship with potential customers. If you are not taking the to create quality communications, you may be destroying your reputation. Are you a victim of a blah email marketing campaign? Do you share meaningless information? Do you realize how many clients you may be missing out on by not creating a relationship with your subscribers?

Empowerment, Autonomy & Discretion – Oh My!
Granting autonomy and loosening the apron strings can be scary. After all, this is your company we’re talking about. However, a company where employees have a reason to feel that what they are doing is important is a company on its way to greatness.

Telling Aint Selling
Telling ain’t selling. If you goal is to increase sales, then maybe you need to redirect your senses.

Listening Beyond Words
Active listening is a powerful way of listening and responding to customers that improves mutual understanding. It is the foundation of effective communication and demonstrates real respect.

The Threat of Abundance
The midlife transition creates the greatest drain on your personal energies that you'll experience. There's only one way I know to re-energize yourself: spiritually.

Selfish Much?
My definition of selfishness is ... Loving myself enough to create time for daily activities that honor who I am. Practicing this sort of extreme self care allows me to be a better wife, mother, life coach, mentor, and friend.

Tips for Plotting Your Novel – Part 2: Ferment the Plot
What do you think of when you see the word FERMENT? Picture a vat filled with young wine; it needs time to soak in all the subtle flavors that will make it distinct and delicious. A novel needs time―and more importantly, deep thought―to gather in all the richness that will make it a novel worth reading.

Sales Planning Basics
Sales planning should be your number 1 priority if you want to succeed in sales. Success is no accident, you have to plan for it. Learn how now!

Doing Multiple Tasks Isn't Multitasking

Multitasking...people say they do it with pride. They say their kids multitask because they're wired differently. Problem is psychologists, sociologists, people who study people say it simply isn't true. We have tons of things on our plate now -- more things than time - but it turns out we're doing multiple tasks but we can only focus on one at a time. So what we're really doing is moving from task to task in nanoseconds so it feels like all the jobs are getting done in parallel. Maybe that's why our wife says we can mess up more things in less time than anyone she knows.

Ya But will make you a lot of money

Every sales person hears it all the time.  Your price is higher than (so and so’s)  I did not think it would cost that much.  I like it but I do not think it is worth that much. And when sales people hear anything negative about their price they either lower the price (which of course is the worst thing in the world they can do) or they lose the sale. You do not have to. All you need to do is use the "Ya But" close.

Become a Master in Listening

Did you know that the Chinese symbol for listening consists of 10 distinct elements? They combine meanings like “king, ear, eye, heart, sense and respect” into one symbol. What does that tell you? Obviously the entire culture of the Far East perceives listening as extremely valuable and is trained to get a lot of information beyond the spoken word: Context, emotion, cultural background or intentions. As a sharp contrast, our Western culture emphasizes verbal and written expression, powerful speaking, articles and books as part of individual development. This cultural underpinning is subconscious and might impact our readiness to listen effectively.

Tips for Better Communication
Communication skills can improve your customer serrvice, sales, and ability to manage most effectively. Come ead this article and become exposed to some important business skills that will make a huge difference to your "bottom-line."

Wisdom vs. Knowledge
How many people have you met who have an immense amount of knowledge, are like walking encyclopedias but aren’t very wise? And how many people are very simple and don’t have a wealth of knowledge or information but are very, very wise? How wise are you and those you hang out with?

Why create time to be alone

But what is the value of spending this alone? Neither the Dalai Lama nor the massage therapist let me know their thoughts, so I did a bit of research. One of the articles that I discovered was by Keith Renninson. He is a Vietnam vet turned motivational speaker and author. He talked about using the time alone to develop a personal life philosophy and then to check in with ourselves on a regular basis to confirm what is working and what isn’t working.

Are You Listening?

The act of listening is probably the most powerful tool you have as a leader. The act of listening is carefully paying attention to sounds, not just to words. It doesn’t take much to practice this. If you start now, in a few weeks you will be a more skilled listener than the majority of people on the planet. Keep practicing and people will notice. Soon you will be a more effective leader. Are you listening?

Idea Blob: An Infectious Way to Fund Your Green Business

If you’re like many ecopreneurists out there, you have a great idea or three cooking on the back burner right now, that could be a full fledged company, or perhaps a powerfully beneficial invention. And you think, with a little financial push and a lot of advice, it could really do something, becoming more then doodles on a napkin. Or perhaps you’re already up and running (like crazy) and some extra eyes, ears to help finesse what you’ve got going would be helpful. And $10,000 in extra money towards it would be a nice bonus. Where can you find this? One example out there right now is Idea Blob.

Active Listening: A Critical Success Factor

In management and sales, active listening is a critical success factor. A focus on listening can lead to more effective teamwork, higher productivity, fewer conflicts and errors, enhanced innovation and problem-solving, improved recruiting and retention, superior customer relations and more. As authors on leadership development have noted through the years, listening is not just a nice thing to do, it’s essential!

Top Ten Tips About Communicating with Your Employees Effectively
Employees need to have the most effective communication directed at them to ensure they deliver. Yet managers in business and organisations so often fail to grasp the basics. These Ten Tips will help you to get the message across the most effectively...

5 Winning Ways to Confident Body Language
Five easy steps to improve your body language and appear confident.

Lessons from The Wizard of Oz

Dear Jane, I just bought a nice new car, which I’d been saving up for. I felt excited when I got into it, smelled that new-car smell, and heard the engine purr. That was a week ago. Now, even though I’m still proud of myself for attaining this goal, I don’t feel jazzed about the car itself anymore. Why is the thrill gone so quickly? How come I don’t stay happy for very long? Given the amount of debt we Americans are currently up to our ears in, you’d think that money must buy happiness. But just a few years ago, a landmark Harvard study demonstrated that, although many people believe that a nice piece of jewelry, a larger home, a new car, or more money will make them happy, this satisfaction doesn’t last long. The researchers found that what makes us happiest for the greatest duration is something money can’t buy:

Communication Strategies To Fast Track Your Career
This article presents valuable tips and tricks to help you powerfully and effectively communicate in the workplace.

Cold Stone Creamery serves up a Triple Scoop of making Sales Effortless
Cold Stone Creamery serves up a Triple Scoop of making Sales Effortless The professional staff of teenagers who help make this national chain of Ice Cream Parlors selling system work expertly reminded this old pro of lessons too often and too easily forgotten by most selling professionals Learn these three valuable lessons to make sales close easily and the average sale amount will skyrocket!

Its Easy To Double Or Triple Your Sales if you know this
There's an old adage that humans have two ears and one mouth and should use them in that order. I think that should apply universally to salespeople. Let me explain ...

Build Your Confidence-Make More Sales
There is a golf story that says: "The most difficult golf course is the one between your ears." The same can be said about making sales. There are more obstacles in your head than any prospective client will throw at you. Get over it!

Owning a franchise is a great way to become your own boss.
Franchising can be a very effective way for you to get into business, just keep your eyes and ears wide open and ask lots of questions, the more you know about owning a franchise the better your decision will be.

Sales Training London: Playing the WAITing Game
2 ears, 1 mouth is a sales cliche but here's a powerful lesson on how and why to apply it for profit.

How to Sell Green & Increase Sales
Are you looking at the world around you and discovering ways to increase your sales? If not, why not? You are surrounded by opportunities all day everyday if you’ll just open your eyes and ears and put them to work for you.

Salesmanship 101
One of the keys to achieving selling success is to employ your ears before you engage your mouth. Learn how to ask great questions.

STFU! Then Make Money...
The day i was asked the question, 'Ewan, why dya think you have 2 ears and one mouth' was the day that changed a whole lotta stuff for me

Little packets of creation - floating in cyberspace?
What happens is we lack the ability to focus our thought – harness that powerful engine we have in between our ears. Instead we let our thoughts take us on a ride – instead of managing the energy for our own best good.

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