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logic Tagged Articles
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E-Mail Tip #34 - Use Neuro-Linguistic Programming
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| The study of how people take in information is fascinating. This article highlights how some people communicate on predictable channels. It really can help improve the accuracy of communication online. |
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Management Courses Morph into Leadership Development
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| Bosses who receive rave reviews search for the transformational aspects of working with direct reports rather than just the transactional “telling them what to do” side. They become a blend of the best of all worlds; leading from the heart and intuition coupled with logic and decisions of the mind. |
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Successfully Kicking Unhealthy Habits
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| If you have had trouble following through with your New Years Resolutions or stopping some unhealthy habits chances are that you have been trying to convince yourself to change through logic. The key to successful change in your life requires you to get emotional. |
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Effective Listening: Part 2
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| In part one we discussed the role of emotion in decision making and made the case that effective leaders listen to HOW people say things rather than WHAT they say. This certainly compounds the challenge of being an effective listener given that the words and logic seem to play only a minor role.
So what you need is a tool you can use to identify a person’s level of involvement in the decision making process. So let me start with the least involved and work our way up to the most involved.
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Managing Resistance
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| How do I overcome objections?
How do I handle “NO”?
How do I deal with difficult people?
At the beginning of our leadership development workshops, when we ask the participants what they would like to accomplish, these are by far the most popular responses. Many people seem programmed to think if they can overcome, handle or minimize negative points of view, then others will drop their resistance and the goals will be achieved. In other words the belief seems to be “If I prove my point, you will you drop yours.”
Dean Rusk, the Secretary of State under President Kennedy exposed the futility of that logic when he said, “To me, the silliest argument in the world is, ‘If you knew what I know, you would agree with me.’”
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Lesson #5: Go With Your Gut
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| “Experience taught me a few things,” says Trump. “One is to listen to your gut, no matter how good something sounds on paper.” |
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Lesson #1: Be Honest With Yourself
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| “I was wired at birth to allocate capital and lucky enough to have people around me early on – my parents and teachers and Susie [his late wife] – who helped me make the most of it,” said Buffett. |
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Lesson #2: Get Back To Basics
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| “It all comes back to the basics,” said Thomas. “Serve customers the best-tasting food at a good value in a clean, comfortable restaurant, and they'll keep coming back.” |
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Lesson #1: Go Above and Beyond
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| “If all you do is work faithfully and conscientiously, the verdict in such cases generally is that you perform your present duties so well that you had better continue to perform them,” said Carnegie. |
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Eleven Sales Success Secrets
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| Use these ideas to increase your sales productivity: |
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The two things that kill marketing creativity
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| The first is fear.
The fear that you'll have to implement whatever you dream up.
The fear that you will fail.
The fear that you will do something stupid and be ridiculed by your peers for decades.
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How to be a millionaire
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| First step, make a million dollars. |
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Caution to the winds?
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| Yes, let’s throw caution to the winds and throw out our old habits with it. I just listened for the first time to my introduction to the Vancouver Dreaming Room recently past, and was I surprised! |
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Why Do People Refer?
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| I get asked the question above plenty. The answer is really easy: People refer people, products, services and companies because they like to, it makes them feel good, it's just human nature.
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Staying Up, Up, Up in a Down, Down World (Part II of II)
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| Cheerful, Upbeat People Reproduce Cheerful, Upbeat People
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Solving the "Blues" Problem
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| First, let me define the "blues." I am not referring to clinical depression, which is a medical condition and requires the help of a skilled physician. I use the term "blues" to describe the type of depression most of us experience at one time or another. It simply starts with a mild case of "stinking thinking" and accelerates into a severe case of "stinking thinking." |
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Looking for Mr. Goodtweet: How to Pick Up Followers on Twitter
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| At 10:15 pm I discovered that I had not brought a Macbook power supply on the trip. I was in a hotel on Coronado Island, and early the next morning I was flying to an aircraft carrier off San Diego for an overnight visit. I doubted that the carrier had Macbook power supplies laying around, so I was in trouble. I posted a message to Twitter that I was in this predicament, and within ten minutes, five people offered to bring me a power supply. I took one of them up on the offer, and he delivered it to me within an hour. |
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The Confidence to Let Go
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| It’s a challenge to really let go of our own private agendas. In working with clients, I often explore each opposite: “I want it my way” and “I let go”. These two points of view can fight it out within all of us and show up in our relationships with others. |
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The Seventh Commandment of Leadership-Self Management and Relationship Power
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| The most difficult person that you will manage in your leadership career is you.
That is a very hard statement to get your hands around and grasp but managing yourself is a very challenging task. Without good self-management, the delicate balance between leader and follower is jeopardized. You can loose credibility. You can damage relationships. You can completely become irrelevant.
First, a little background on self management. Self management is half of the science of emotional intelligence. Emotional intelligence tells us that eighty percent of our reactions, responses and projections are driven by emotion and not by logic or processed thought. |
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Thinking of promoting your best sales performer to sales manager? Think again!
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| 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.
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Finding The Profitable Niche For Your Internet Marketing
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| Having your own niche that sells is truly rewarding. The chances of having good returns on your investment are high. With the birth of internet and marketing, the opportunities are wide, and the selections are many. |
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Only Losers Cut Their Prices
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| Discounting is for losers...In order to achieve the highest potential possible a salesperson needs to believe in their pricing as much as they believe in their selling skills.
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The Two Key Components to Living with Tenacity
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| Tenacity is a key component to success. We must have it to reach our goals. It’s the fuel that keeps us moving through the inevitable challenges. But how often do we take the time to stop and think about what tenacity really is? Let’s spend a minute to figure out what tenacity looks like and how we can create it to use to our advantage.
When I’m working with clients I often use the analogy of getting your screaming baby strapped into a car seat to illustrate tenacity. Because, if you have kids, you have experienced tenacity! When you are putting your child in their car seat your purpose is to make your baby safe. Your baby hates to feel confined and wants nothing to do with it. You can not reason with a baby or explain your logic so you must just make it happen. |
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Special Alert! Announcing Special New Sales Closing Incentive To Make Black Friday Sales, Every Day Sales
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| After reading this short article, you will feel confident that you are armed with two of the most powerful closing tools in the business world today. |
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"Slay Your Nasty Jobs"
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| Procrastination is on the rise. More and more of us are putting off our nasty jobs in the hope that they will go away or will miraculously do themselves. But procrastination can be the bane of your lives. Find out how to put it behind you and slay your nasty jobs in this article. |
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How to Win in the Recession
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| Tips for winning in retail during the downturn |
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Find out the 7 Top Copyrighting Tips
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| Most government or legal writing is passive, such as “enclosed in this envelope is a contract.” Something more active would be: “you’ll find in this envelope a contract I’ve included.” Passive writing is usually without a person doing something in the sentence. Active writing is when you have somebody doing something in the sentence. “The door was open” is passive. “Joe opened the door” is active. “Joe kicked open the door,” is even more active. |
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3 Fact Finding Questions to Convert Your Sales Prospects into Customers
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| How successful are you in converting your sales prospects into customers? These 3 quick fact finding questions may help you increase sales. |
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Home Based Business Opportunity- How to Guard against the Economic Downturn
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| The current economic recession which started in mid-2008 has made it difficult for many people to sustain their businesses. This is especially true of small businesses that have fewer resources when compared to larger organizations. If your home based business opportunity is one of those which is affected, this article should act as a good starting point for you to explore the options in order to guard it against a financial downfall. |
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Navigating the World of Differing Opinions For Real-World Success
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| What you perceive is what you experience as real. Differing perceptions are at the bottom of so many unending arguments about who is right and who is wrong, serving no purpose other than to create conflict and push people apart. Real success in life comes from the ability to understand differing perceptions.
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'Why it pays to reward your customers'
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| Over the last 10 years, I have learned many lessons managing my own companies and consulting to my clients and by far the single most vital lesson is ensuring that customers stay happy. In this article I share my thoughts about this essential topic.
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Computing Without the Hardware…Software…Support…Fun
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| Today's Web 2.0 social media environment offers a tremendous opportunities for companies to closely engage with customers, prospects and market segments in a positive, mutually beneficial manner. The problem arises when marketing and communications people view these new 1:1 outlets as a great marketing/sales and PR pitching opportunities. They forget that the individuals if not treated properly and with professional respect can turn and instead of being the ones who are being hunted can become the hunters. People -- regular folks -- can be mean and brutal if they are abused. Marketeers need to know the pros/cons, challenges/opportunities. Consumers need to know that they have a powerful platform to strike back and cause real damage.
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The Power of “Liz”
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| 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. |
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Avoid Mistakes, Take Action, Overcome Resistance
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| Works great in sales too. Your salespeople would have more success changing the minds of their prospects if they weren't so busy denying them of their opinions, trying to push facts and features, benefits and value propositions, and proof and examples down their throats. |
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Take a SWOT at all your key customers
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| There is a reason some concepts stand the test of time. They work! The notion of analyzing customer strengths, weaknesses, opportunities and threats is one of those concepts you can't afford to ignore. |
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Are You Frozen?
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| In an economic downturn, we are all like deer on a dark and windy road. Some of us see approaching headlights and instinctively know to leap into the woods. Unfortunately, others of us freeze. Unable to go left or right; we think that wherever we leap to will be worse than our current position. I certainly don’t need to elaborate on what happens to the deer on the road that freezes.
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Overcoming Risk Aversion in Selling
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| The reality is all people have some aversion to risk in making decisions, how do we overcome this as quickly as possible in our sales and persuasion efforts? Here are key points. |
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How To Separate Yourself From The Masses By Perfecting This Million Dollar Skill
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| Why did you click on this article? The easy answer is because you wanted to know what it was about, which of course is true. However, the deeper reason why you clicked on this article speaks to the very content that I'm going to talk about today. Words in print have tremendous power and if you can learn this one powerful skill, you can literally make money anywhere and at anytime. That skill is copywriting. |
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How To Recapture The Optimism Of Youth
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| 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! |
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10 Lessons from the Sales Candidate Who Smelled Like He Peed on Himself
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| It was quite the claim. I remember telling my client that the next candidate we were to interview was the best sounding candidate I had ever spoken with on the phone. Robert, the sales manager, went to the lobby to get the candidate and returned, an ashen look on his face. Ray, the candidate, followed Robert into the conference room and suddenly, I had the same ashen look on my face. It seemed that the best candidate I had ever spoken with by phone was, well, a bum! |
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Where does the passion go?
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| Many busy people in life lose the passion and joy they once had at work. In this insightful article Davdi Oliver explains one reason why, and, importantly, what to do about it. READ MORE... |
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Making emotive connections
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| Many believe humans beings are rationally motivated creatures, and by virtue of the decisions we make, we are more often that not, logical and considered by nature. |
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Fail Your Way to Success
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| The selling profession is not generally considered a high-risk profession, yet salespeople face big risks every time they speak to customers and prospects. What do they risk? They risk uncovering the truth. They risk finding out their best customer has just changed the rules of doing business. They risk discovering the prospect with whom they have invested so much time doesn't really qualify as a prospect at all. |
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2 + 2 = 3
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| Quantitative evidence can be a great boon to companies. They prove the points we want to make. But they can also shoot our credibility in the foot - or even worse. I want to emphasize is the importance of understanding your numbers - and of spinning them to support your points in a reasonable and logical fashion. |
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Sales Process Should Fit Buying Stage
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| Sales Process Should Fit Buying Stage |
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The Power of Persistence
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| If you've set goals at the start of the New year, you should have your resources in place and a plan of action underway by the second quarter of the year. By this time, you should have gained some momentum on the tasks and projects necessary to achieve your goals. It's fitting at this point to recognize the importance and power of persistence. Read on. |
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Why is Selling So Difficult?
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| Wouldn't it be nice if selling was as easy as most salespeople treat it? You would just come right out and say what you're selling, tell prospects why it's important, explain the features and benefits, tell them what it costs, and make the sale. After all, that's how we did it in the 60's and 70's. It's so easy. It's so logical, it's so ineffective. Why is selling so difficult? I have a number of answers.... |
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HOW YOU CAN FORGE YOUR NEW LIFE OUT OF THE FINANCIAL MELTDOWN
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| You can let the financial meltdown run your life, or you can run your own life. The shortage of money – actual or feared – is causing people to look for a new direction in life. You have some powerful natural weapons at your disposal to help you forge the direction you always wanted to go. Your authentic inner self knows what I am talking about. |
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Winning The Search Engine Game
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| Many search engine submission services want to make you believe that they have the only answer to search engine optimization. The search engine game, like any other game, is easy to play and win once you know the rules of the game. |
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Why Do You Want More Money?
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| Really, why do you?
And how much?
A great majority of people don’t seem to have the answers to these questions. And if you can’t answer these questions, then don’t expect to earn more money. Why? Because your “why” and your “what” will always drive the how.
I think a lot of people get consumed with how their going to earn more money; and since they don’t see a way - they never bother to go out and do it; or what’s worse is that they know exactly how to earn more money, but they don’t take action due to a lack of inspiration or emotional power.
Now here’s the kicker: the how is always the last part to show up.
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Six unique yet practical sales tips
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| Practical sales tips such as the six classic closing skills are essential for any business, but there are also mental sales tips which set the real top sellers apart and which very few salespeople use.
Here are six incredibly powerful 'Neurobic" exercises to keep your mind agile and open to every new sales opportunity. |
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Why hire a Sales Coach when I already have a Sales Manager?
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| Most companies already have a sales manager or person in charge of sales in some capacity, so why hire a sales coach? Many sales mangers are not trained in the subtleties of effective sales coaching nor have they developed the necessary skills and tools to be effective sales leaders. The most common way to hire a sales manager is to simply promote your best sales person. This logic suggests this person is the most qualified to lead the sales team based on their past sales achievements. This type of ‘promotion by necessity’ is common, but not commonly successful. In the process you may even lose your top sales performer when their leadership abilities fail to match their sales ability. |
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Recruiting Top Sales Pros is now HARDER, not easier
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| Businesses need to take a step back and consider all the factors before embarking on a course of action. What might seem obvious at first rarely is. Top 5% sales performers can deliver huge ROI. A little investment in one now could be one of the very best ways of combating the downturn |
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The Power of an Emotionally Intelligent Leader
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| Understand and utilize the interconnectedness between emotions, muscles, movement, motivation and performance to your advantage as a Leader. |
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Why Feature-Selling Fails
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| When customers buy your product or service, what exactly are they buying? Are they buying the features that you offer, or are they buying something else, something you may never have mentioned in any of your marketing and advertising material? |
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Why an Outstanding Resume is Not Enough to Get an Interview: Reason 6
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| Many people think that a powerful, well written résumé is sufficient to give them the edge needed to secure a job interview. While an outstanding résumé is absolutely necessary, it may not always be sufficient. This is the sixth in a series of short articles which outlines the factors, other than your resume, which could determine whether you will be amongst the chosen few from the multitude. |
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Why an Outstanding Resume is Not Enough to Get an Interview: Reason 3
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| Many people think that a powerful, well written résumé is sufficient to give them the edge needed to secure a job interview. While an outstanding résumé is absolutely necessary, it may not always be sufficient. This is the third in a series of short articles which outlines the factors, other than your resume, which could determine whether you will be amongst the chosen few from the multitude. |
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Work at Home as a Custom Rug-Maker
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| As a Custom Rug-Maker, I have operated out of my garage as well as a light industrial workshop. Let's take a closer inside look at working from home as a custom rug fabricator.
Ok, first things first: it's time to clear out that garage and have a garage sale. The hour has come to rid yourself of all those dusty treasures that you've been stashing away for years.
Here's the logic: Why not generate some income with this space? |
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Book Review: Triggers: 30 Sales Tools You Can Use To Control The Mind…
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| One of the things I admire about Joseph Sugarman’s work is his studied focus on the effect of his marketing efforts, and continually improving his marketing message until it maximizes his results. This book is about psychological triggers that influence someone to make a buying decision for your product. He illustrates each one of his points with a fun story. |
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Why You Need To Trust Your Gut (But Don’t Take My Word For It)
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| In the twenty first century, facts are the guiding principles of the decisions and choices that most people make. We follow trends and research studies in determining what we eat wear and other major decisions. In constantly relying on facts, we have lost touch with our inner guiding system. We all have a source of inner guidance that goes beyond specific facts – the intuition. Through a series of steps, we can learn to cultivate and listen to our intuition. |
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The ADVANTAGE Of Object Oriented Software
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| We've probably heard of object-oriented software and the advantages it provides over other methods of software development. However unless we've done some computer programming we're probably none the wiser about its advantages or even what it is. And if we've done some programming we may still wonder whether object-orientation provides any advantages at all or simply makes things more complex. |
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How to Write for the Web – A Step by Step Blueprint for Writing Killer Copy (Part 3/3)
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| This is the last part of the series and I want to share with you some amazing tips to convert website visitors into customers and customers into long-term clients.
Why Should I Believe You?
Your visitors don’t know you. Give them a good reason to believe you. The most common way of doing this is with testimonials. They are great because your customers’ word, unlike yours, is unbiased. If you can, get video testimonials. Audio testimonials work great too. If you have written testimonials at least include a photo of your customer and the city they live in, website, and any other relevant information. Testimonials signed by “John M.” are not very credible. |
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Selling In A Recession
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| The Tampa Bay Devil Rays are going to the World Series this year. How in the world did that happen and what can salespeople learn from it.
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Understanding the Bottom Line
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| What’s there to understand? The bottom line is the last line on the Profit & Loss (P&L) statement and it is either a profit or a loss. That’s all you need to know, isn’t it? Yes, it is important to know whether you are making a profit or losing money, but understanding how financial statements work is knowing the nature of each account and how it fits into the scheme of things. This article provides a broader understanding of the bottom line.
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How to Get to the Heart of Sales Success
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| 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. |
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Were All Entrepreneurs On The Inside
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| This article highlights the core capabilities and features that are indicative of successful entrepreneurs. Knowledgeable, friendly, professional and supportive of customer needs are just some of the features of entrepreneurship that this article explores. |
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Dealing with Sales Objections: General
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| Today I’m going to start a new series of blog posts about handling and overcoming common sales objections. The title for each post will be “Dealing with Sales Objections” followed by the particular objection that will be tackled as part of that post.
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Conducting Job Interviews Made Easy
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| When you are hiring a new employee you naturally want the best person for the role. In a candidate poor job market you need to realize that while you are conducting job interviews with the candidate, they are also interviewing you to see if they really want to work for you. You need to be on your game – to make sure you leave candidates with a great impression of your company.
So, let’s start with the basics. Interviews are not an exact science. They are not meant to be. The best you can do is to try and remove as much of the emotion of the process as possible and balance it with logic.
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How to Hire Your First Employee
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Many small businesses grow rapidly, to the point where they need to hire their first employee either on a part-time or full time basis. It is an exciting time for your business and sometimes the pressure of extra work can make you leap in before you have everything organized for success.
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Sales Resistance and the Recession - 7 Steps to Turn Prospects Around
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| You learned the three R's when you were in grade school but selling in today's economy is about two R's - resistance and recession - and they are related. While resistance is always lurking in the background, the recession brings it to the forefront and your salespeople must be able to sell - despite it. Learn how your salespeople can get it turned around in this article. |
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Nervous Knots
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| What do you do when you don’t know whether a customer is going to buy? You take action. Here are the action steps to take. |
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Cloud Computing -- Computing Without the Hardware…Software…Support…Fun
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| The concept is great everything is handled for you in the cloud...you can focus on work and not updating, rebooting your system (yeah like Macs don't
have that problem too). You can grab/store anything/everything and never have to worry about buying a new HD or losing your storage. It's all done
in the cloud.
Problems are though:
- governments have just relaxed the laws on tapping into your (or someone else's system because...well they can
- sounds like Startrek..."To bravely go where no man has gone before..." Nope think we'll be #2
- don't clouds often hang around mountains and if your work is flying through one of them...WHAP!
- of course you know who's in charge of the cloud and maintaining "your" computing, "your" data/content
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3 Surprising Mathematical Principles That Every Persuasive Marketer Must Know
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| Having a perception is different from understanding a perception.
Imagine you are standing in front of a box of sand. If you start pouring water into that sand, it will form a particular pattern and start flowing along those particular lines. Even if you pour in more water, it will essentially continue to flow along only in that pattern.
In the same way, the brain is a self-organizing system. When information goes in, it flows only in a particular pattern.
When you face the kind of problem that you cannot even begin to explain how to explain it, it means that it is not a problem of logic. It is a problem of perception.
You have to go back and look into your perceptions, not logic, because, as Gödel’s theorem has shown us, logic has flaws. |
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7 Reasons Why Your Sales Results Suck
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| First of all, let's face it, I use that word to get your attention and now that I have it let me explain. When any frontline sales professional in your company does not produce the results needed to pay for all the overhead, benefits, pay, education and everything else needed to pay for there fair share of these expenses, then they are "sucking" these valuable resources at the expense of other employees who ARE pulling their weight. |
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Method Mapping. The secret revealed.
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| It doesn’t matter what business you are in, you have your own way of doing things, your own methodology, your own unique process. |
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5 Lies You Learned at School That Are Holding You Back in Your Business
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| In the 25 years since graduating from high school, I’ve come to the conclusion that many of the lessons I was taught in school haven’t helped me succeed in my life and business. And I’m not alone. These damaging lies cost people friendships and fulfilling relationships, rob them of joy, and hold them back from having the success in business they deserve. But once you can identify the lessons, you can let go of the old baggage and take off the brakes that have been holding you back. |
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Critical Skills Needed To Be A Strategic Thinker, According To Your Strategic Thinking Business Coach
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| Strategic thinking is a process that defines the manner in which people think about, assess, view, and create the future for themselves and others. Strategic thinking is an extremely effective and valuable tool. One can apply strategic thinking to arrive at decisions that can be related to your work or personal life. Strategic thinking involves developing an entire set of critical skills. What are those critical skills? Your Strategic Thinking Business Coach offers the following list of critical skills that the best strategic thinkers possess and use every day.
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The Powerful Sales Person
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| Customers don’t buy vehicles, and sales people don’t sell vehicles. Customers buy solutions to problems they can feel emotionally. Sales people are the conduit that helps customers discover those emotional solutions. |
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Eight Tips in Dealing with Performance Problems
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| Eight bullet-proof tips are provided for dealing with an individuals performance problems. |
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So Whats Your Strategy
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| When a serious attempt is made to transform any organization, the return on investment in the building and linking of strategies to accomplish the mission and vision of the organization will be substantial. Strategic thinking and planning will allow the organization to both sustain itself and grow. Strategy is where the rubber meets the road. Great strategies begin with solid leadership! |
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Desperate Home Sellers Turn to Home Staging for a Competitive Edge
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| Uncertainty rules in real estate and will most likely continue throughout 2008. Homeowners who are desperate to sell are looking to gain a competitive edge in the market. A professionally staged home makes a great first impression and can help the home sell fast. |
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You Are Either Influencing or Being Influenced
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| In business (and really in life in general), you are either influencing others or being influenced by others. |
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SEO Training Fundamentals to Keep In Mind When Designing a Website
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| If you want a search engine to index your website in a quick as well as efficient and accurate manner and also get higher rankings you need to know all about search engine optimization (SEO) fundamentals and design your website accordingly. |
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Is Your Site Optimized Enough For Top Ranks?
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| Entrepreneurs, organizations, and professionals these days know, that having a significant online presence is of immense value.
Having a functional and relevant website not only helps a business or organization prosper, it also allows them to thrive in a competitive global marketplace. The strategic importance of a website can be seen from the fact that at present, there are around two billion or more websites on the Internet, and this number keeps on growing literally every minute. |
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“Buy on Emotion” now supported by brain scans.
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| There's a tendency for Salespeople to concentrate on logic because they feel that emotions are too flaky to have any real importance on a buying decision. But Economists have recently embraced the idea that irrational psychology, rather than cool calculation, plays a significant role in buying decisions. |
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How Leaders Get People to Do What They are Supposed to Do
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| Here is the question most often asked by leaders: “How do I get my people to do what they are supposed to do?” In other words, most leaders are interested in how they can move people. Leaders are constantly seeking ways to motivate their employees to do take the right actions, for the right reasons, at the right time. |
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Improve Your Web Copy
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| Hot tips to instantly improve your web copy. |
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Handling Change in the Workplace: Logical versus Emotional Reactions
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| People need time and support to adjust both logically and emotionally to change. This article explains how change can impact on staff and provides keys to help them adapt and settle into the new environment. Change can be positive if handled well or a recipe for disaster if handled poorly. Through the use of a case study, the pitfalls and negative impacts are discussed; then follows some pointers for managing change in the workplace and a practical method for accepting change on a more personal level. |
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