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Leadership Assessment #22 – Leaders are Enablers

There are hundreds of assessments for leaders. The content and quality of these assessments vary greatly. You can spend a lot of time and money taking surveys to tell you the quality of your leadership. There are a few leading indicators that can be used to give a pretty good picture of the overall quality of your leadership. These are not good for diagnosing problems or specifying corrective action, but they can tell you where you stand quickly. Here is one of my favorite measures. It is the ability to be perceived as an enabler rather than a barrier.

The Paradigm Within You
By simply changing the way you think, can put you on the path of change in your life which can allow you to reach your goals. You will always have challenges in your career, your family life, and your personal life, but successful minded people will change their paradigm and turn these challenges into new opportunities.

Ready Or Not - Time Will Tell?
Network marketing is all about building relationships of trust followed by timing. People will follow someone they trust when they are ready to be led. Timing is the key.

Management Win-Wins - Challenging Personal Perceptions
One of the biggest challenges for managers, is how they are able to shift their very personal view of their people. Once that's in hand, they then need to sway and influence the way their people see the world differently too, without intimidating or imposing on them...

Survive or Thrive: It’s Your Choice

The U.S. economy is experiencing a rough patch right now, and organizations in all sectors are faced with the challenges. While the media focus on stories about how people & organizations are suffering financially & otherwise, everything is not doom and gloom. There are businesses that are doing just fine, and opportunities abound for those who seek them. Whichever scenario fits your situation, my contention is that you have the ability to optimize your quality of life, and that of your organization, by choosing how you view your circumstances. Though there are things we are unable to control, we can control how we perceive our respective situations. How we view ourselves and the world around us leads us to take actions that shape the quality of our lives. That perception is a choice each of us is free to make at any time.

Unique Needs to Motivate and Inspire Differing Members of a Sales Team
Cheryl Discusses the four types of employees that most sales teams are made of, what their unique needs are and the types of incentives that will often appeal to them. A licensed perception type evaluator, she shares the insights gained with 100's of group and team profiles.

Selling Value Vs. Being a Commodity
Buyers and sales reps are in a constant battle. The buyer is trying to strip away the perception of value to drive down prices while the sales rep is left to defend why the buyer should be willing to pay more. The sad truth is that sales people are often lacking in the skills required to sell value. These tips will help you defend your profit margins from erosion.

Perception
We get what we focus on in life.

I’m Right, You’re Wrong: Behavioral Science Explains Away This Universal Belief
Each person is limited by their perception to access only a portion of reality, and they build their beliefs, values, and conclusions about the world based on the portion of reality they perceive. From this perspective people who perceive the world differently from you are not wrong, they are just seeing a different slice of reality than you are.

Lesson #4: Play On Perception
“If you want to sell a car and you spend five dollars to wash and polish it and then apply a little extra elbow grease, suddenly you find you can charge an extra four hundred dollars,” says Trump, “and get it.”

Breaking New Ground: Trump’s Success Factors
“What separates the winners from the losers is how a person reacts to each new twist of fate,” says Trump. He has reacted to the twists and turns in his life with optimism, becoming CEO of the largest privately held company in New York, with over 22,000 employees and estimated revenues in excess of $10 billion. What did he use to get ahead?

Lesson #4: Quality Questions Create a Quality Life
“Questions provide the key to unlocking our unlimited potential,” says Robbins. “Quality questions create a quality life. Successful people ask better questions, and as a result, they get better answers.”

Finding Success in the Great Outdoors: How Bean Lived his Dream

When Bean died in 1967, the executives at the company he had founded were not sure if they should publicize his death. Bean’s attachment to the company was such that most customers believed he himself still personally tested each product and tended to each of their orders. His successors feared that if people knew he was gone, that perception would be eroded and the company would lose ground. They considered keeping his death a secret, until a television news show got wind and broke the story. That was the importance that Bean, at 94, still had on his company. But just how did this outdoorsman create one of the most successful and innovative mail-order catalogue companies of his time?

Lesson #1: Tease Your Customers into Wanting More
Warner did not spend any money on advertising for any of his product lines, not even the ever popular Beanie Babies. He did not have to. Instead, he pursued a novel and cost-effective strategy of teasing and taunting his customers into wanting more.

Business Identity Secrets

A few years ago I owned a toy company. At the time, I heard an interesting philosophy on packaging: that you should design your toy’s package so artfully that when children opened it and touched your product, they were just a little disappointed. Maybe this sold more toys in the short run, but I can guarantee it didn’t in the long run. Because when perception trumps reality, your brand is the loser.

Overcoming Fear
Fear has been correctly identified with the acrostic False Evidence Appearing Real. The truth is that if we think something is to be feared, that perception becomes the cruelest form of reality.

\"No\" to average
Say no to being average.

Payroll - Bi-weekly vs. Semi-monthly
I was on a board call for a company today that pays their employees bi-weekly (every two weeks). At some point in time there was a rationale for this since this company has a lot of hourly employees and there was a perception that folks would want to be paid every two weeks. So - presumably this was a logical decision at the time.

What is Your Company?
You know exactly what your company is, what it stands for, what it offers to its target audience and what it hopes to accomplish. But is that really your company?

CEOs That Are Introverts
Often there’s a perception that to be a successful CEO, you need to be an extrovert. Media and pop culture reinforces this – we regularly see people that are comfortable in the spotlight and equate them with the model of success.

Imagine a Bigger Market and You'll See a Bigger Market
Scientists in two studies at the University of Virginia discovered that softball players and golfers who had good days perceived balls and golf holes as larger than the players who had bad days. The question is, Did this difference in perception cause the player to have better days or did the day's performance cause the players to perceive the ball and holes as bigger?

You don't have the power
A friend is building a skating rink. Unfortunately, he started with uneven ground and the water keeps ending up on one side of the rink. Water's like that, and you need a lot of time and power and money if you want to change it. One person, working as hard as he can, has little chance of persuading water to change.

Thoughts Become Things
The importance of positive thinking - as we change our thoughts and perceptions, we change our feelings, which changes our behavior, which changes our results

Is perception a device you can readily use?
Perception is a tool we all require if we want our business to be successful. It’s not only so we can assess how our employees are doing, but also we need to know how our company is perceived by our clients.

Make Sure the Shoe Fits....
There are a multitude of options available both online and offline to use as part of your marketing strategy, but if you, as a small business owner, can't put yourself in the shoes of your potential target, your marketing message will fall on deaf ears.

Maximize Focus - Reduce Distractions

We are certain to get distracted from time to time, but it is how we deal with those distractions that impacts our ability to remain focused on activities that accelerate our success. Some of those nasty little distractions are the urgencies that come our way, and the fact that we allow ourselves the false belief that just because it is something that has to be done today, it becomes an important priority. However, this perception does not have to become our reality. We still get to “choose” priorities worthy of our focus.

A U-TURN in Perception
How to step out of the box by stepping out of time. Gaining new perceptions by adjusting your ways of doing.

Creating a Culture

Every company no matter what size develops some type of culture. The culture can be a productive one or, the culture can be a negative one. Whether you set out to create one or not your company develops a culture. That culture is the perception of employees who see and hear how things are done. Your culture is the summary of your environment, morale and management style. This article discusses what you can do to create the kind of culture which will move your company forward.

Becoming a Rainmaker
The most effective approach to improving marketing skills is one that results in a fundamental shift in a person's perception of himself, others and the whole marketing process. Marketing is not simply a "numbers game." A person in any field of endeavor can learn to view marketing as an opportunity to do something positive for others, for their company and ultimately for themselves.

Self-Growth Equals Striving to Reach your Potential
Growth is all about moving to reach our potential as fully-functioning fully-alive human beings. The major keys in this article, i.e. why we should never compare ourselves to others, shows us how to do this. It also gives tools to broaden our perspective of ourselves and thereby stop being self-limiting.

Why to forgive yourself and others?
Forgiveness can make you feel so much better. Holding a grudge or holding on to something that happened in the past can make you sick mentally, physically and emotionally.

When Everyone Is Right, Who's Wrong? Uncovering the Mystery of Perceptual Styles
Each of us perceives the world differently, not only because of differing perceptual styles, but also because of the various circumstances, goals, aspirations, ages and lifestyles we have. These individual experiences create different realities, each of which represents only part of the whole picture.

Giving Employees a Test Run Before Hiring

Be gone with staid interviewing questions, behavioral “what ifs” and real-life simulations. Just put the candidate to work and see for yourself firsthand whether he/she is actually what he/she claims to be. Not that all other techniques should be done away with entirely, but at least with a pre-hire trial approach, decisions don’t need to be solely dependent on a set of variables that are tenuous at best.

Dealing With Different Personality Types: What M&Ms Teach You About Life
At any given moment, our brains are being exposed to millions of bits of sensory information. What makes this interesting is that each of us filters out different sensors, so we each are experiencing a different “reality,” often without realizing that this reality is unique to us.

What were my concerns with Internet Marketing as my profession?
When starting out on this journey of entrepreneurship, I had heard so much about internet marketing. There is so much information about people making hundreds of thousands of dollars with minimal work hours, that it is easy to succeed in this business, that there is money flowing on the internet. Some of the rumors were true and some were false, as with all things in life.

What Is Happening On Your Outside Is An Indication Of What Is Happening For You Inside.

What happens in your life is never about another person, place thing or event. It is always about you. Look at what is happening around you and in your life. Your life is a reflection or your mirror of what is going on inside you. It is up to you to see and feel these events as gifts that you can use to improve a part of your life that is lacking, no matter how bad you think these events are. Have you noticed that some people seem to not let events bother them and the same situations worry you endlessly?

The Art of Virtual Leadership - 4 Keys to Leading Remote Workers and Managing Virtual Teams
There are 4 main keys to leading remote employees. These tips for distance management will help you work more successfully with your mobile workers and virtual teams.

Smart Women and The Way Things Are
This article is about how having a positive perception on life can truly make the difference between success and survival. Your life unfolds according to how you feel about the future. It offers 3 easy to follow tips that you can use right away to change or enhance your views.

Why is Internet Marketing such a hard business?
Why is Internet marketing such a hard business? It should be easy right? The Internet is everywhere and people want to buy things, so what makes it so difficult?

Self Coaching, A Guide to Self Directed Living
This is part of the first chapter of my book: Deep Coaching, A Guide to Self Directed Living. For those of us who are able to motivate ourselves, Deep Coaching provides a great methodology to keep you on track to attaining your goals, whether or not you hire a coach to help you. If you like what you see, you can pick up the first three chapters of my book absolutely free from my website.

The Thin Line Between Persuasion and Manipulation
We practice the art of persuasion every day in our businesses. We bend our audiences' beliefs through the stories and information we share, through the brand or image we create, through the sales discussions we guide so carefully. So where's the line between sales and marketing persuasion - and manipulation?

Cold Calling Techniques - I wonder if you can help me?
Busy executives are sick of being approached and sold to in the same 'old skool' ways by pushy sales people. My recent experience hiiting the phones to sell advertising on behalf of one of my clients proves my ideas that there are a ways prospecting on the phone can be done.

The Upside to the Downside
I’m not denying the economic hard times, but I am saying that not only are we finally beginning to see positive news filter through, but that there have also been upsides to this financial upheaval we’ve been going through. Lessons can be learned and fortunes made during tough economic times. It was during the Great Depression that the billion dollar cosmetics industry was launched.

Make No Mistake, We Should Make More
Mistakes are anathema in our business culture, and actually our culture-at-large. Unfortunately, they are also a critical element of most successes, especially entrepreneurial ones. This article examines why and how we should embrace mistakes. Make no mistake, we should make more.

The Future of Business Intelligence: Did Gartner Get It Right?
On Friday's segment "Beyond Business Intelligence Technology: The Importance of Domain Expertise" I will be welcoming Oco's CEO William (Bill) Copacino who has authored 3 books and more than 150 articles on supply chain management, to discuss the transformational changes that are redefining our understanding of Business Intelligence.

Common Sales Mistakes Part 2
As markets tighten I thought we could reflect on some lessons learnt in the past by highly experienced, successful sales people. The following lessons are from some of the participants of my ‘Sell like a woman' research project and make for interesting reading in ‘what not to do' in sales. Here is the 2nd part of a 3 part series on common sales mistakes.

Professional Home Stagers Don’t Work For Free
The Staging Diva® shares her opinion about home stagers offering their services for free.

How to Work as Hard and Fast as you Choose without Burning Out
In this article I'm going to reveal five steps to help you bring a sense of balance to all areas of your life. They are the bottom line starting point for what to do from my successful 7 Steps to Sanity book and programs.

Your Life - Slip-Sliding Away?
Change yourself, and everything in your life will change. It seems so simple, but so few people are willing or able to actually do it. You have the choice; you have the chance. It's your life; you can make of it what you want.

Memories for Midlife and Always

Today, as you stand at the crossroads of your own midlife transition, may that gift of God teach you, too, to remember who you really are in the larger scheme of things and, as the invulnerable spirit that you yourself are, to remember that nothing and nobody can really hurt you (without your permission). The spirit of the bold midlife transition is a spirit of acceptance, a spirit of humility, and a spirit of forgiveness. Embrace it: it's your birthright!

Losing The Deal - Yeah, It Does Happen To All Sales Professionals too!
Chris Randolph, author of "The Sales Edge" and several other books on professional selling, marketing, internet marketing, personal development and motivation shares a couple ideas on shifting the perception that a Professional Salesperson should close 100% of the time.

Does Your Title Box You In?
Too many people, when introducing themselves to new contacts, are allowing potential prospects to box them into a preconceived belief about what they do based on their title. Learn how to use a vague title to solicit deeper interest and a highjacking of your brand.

No One Needs to Know You’re a Part-Time Home Stager
Expert home stager, The Staging Diva®, offers advice to part-time home stagers concerned about being perceived as unprofessional.

Communication, Respect and Trust

As a sales and marketing professional I suppose I am more sensitive than others to the at times generalised perception/portrayal of sales and marketing professionals as bounders and vagabonds. I know our society has changed but there is still this awful underlying sense that only certain professions and activities have any value. This was brought to a head recently on a message board where a contributor made the following statement Fundamentally a damn good marketing consultant is a first class highly convincing liar.

Changing sales perceptions

Stop for a minute and reflect: What is your view of selling? Has your perception of sales changed over the years? Your answer is most likely ‘yes' if you are a customer or salesperson in business to business (B2B) sales. But not if you are a customer of retail. More about that another time. Today's changing B2B and high-end B2C sale practice styles are an adaptation to the environmental forces. The change towards people-centricity is evident in a number of organisational functions, in particular the sales function where there has been a significant shift from product-focused selling to relationship selling.

Psychological Aspects of Closing the Sale
Do you or your staff have issues when it comes to closing sales and asking for commitment? This article will explain some of the primary reasons why this happens enabling you to develop a strategy to overcome this challenge!

HOLDING ONTO YOUR IDENTITY IN FINANCIAL CRISIS
In my speaking engagements lately, I’ve been talking to people about how to separate emotion from their finances entirely, and especially how to let go of the negative emotions - shame, fear, anxiety, blame and stress - that often come with debt.

Tha Damage Of Goals
Yet again Oliver takes an alternative view to perceived wisdom. Most business seminars nwill exhort you to set goals. David Oliver in this outsnding piece of thinking shows just how damaging goals can be.

10 Cheap Ways to Create a Professional Impression with Your Small Business Marketing
These days, the Internet has created tons more competition in any field than there was just 5 years ago. So you’ve got to have your marketing ducks in a row before you try to sell a thing. Otherwise someone out there is sure to be making a better impression than you. Thankfully, creating a top-notch impression with your marketing doesn’t have to cost an arm and a leg.

What are you doing...outside of the office?
This article challenges one to be cognizant of conduct immaterial of our whereabouts. This is designed for a facilitator to use in a staff meeting.

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.

Fear can be fun.
Allow yourself to feel the fear and do what you want anyway – breathe through your fear to the excitement on the other side! Learn to identify how you react when fearful and stressed and how to reverse that fear and make it fun.

The Nasty Six – 6 Internet Marketing Mistakes That Are Restricting Your Success
It is estimated that only very few people actually make huge profits online. The majority are making losses, just breaking even or making very small profits. What is the secret to being the ‘selected few’ who actually make money online? The failure by the majority of internet marketers is due to several factors.

Starting an Internet Home Business? 5 Basic Ways To Create Your Online Presence
Some people who are starting their internet home business do not know where to start. You have heard about starting an internet home business and making money online. Maybe you have decided what you want to do, maybe sell products or affiliate marketing. But how do you actually start the networking activities and creating your presence on the internet?

What culture do you develop?

As a leader have you considered the culture you want in your organization? A culture of an organization is determined by the behaviors and perceptions of your people. Consider, how your people treat your customers, how they treat each other, what their perception of your suppliers is, or more importantly, what do they think of the leaders and managers? You have heard the phrase 'walk-the-talk', people are watching you and based on your behavior they develop perceptions and will act accordingly. As an observer of an organization, it is very easy to identify the culture, one visit to a store, one interaction with the sales team, or customer service department will provide you with an indication of what is happening in that organization.

Your Brand of Leadership

What does a ‘brand’ mean? In simple and historic terms it is asserting one’s right to ownership. Think about cattle being branded on the plains of the ‘Old West’. What the owner is saying is, this mark is my mark and anything or any animal that wears it is owned by me or originated from my ranch. Do you know what your leadership brand is? To develop your leadership brand requires you to know what you stand for.

Perspective is Everything

Reality can be best defined as one's perception based upon their own perspective. Recently, I was enjoying an old, rather antiquated spy novel in which four opposing secret agents are sitting around a table, engaged in a card game. One of the agents was to receive a secret coded symbol that he was to write on the tablecloth. The secret coded symbol was to be picked up by a hidden camera in the ceiling of the card room. The other three secret agents were to observe the secret symbol as soon as it was written on the tablecloth and then report back to their respective spymasters.

How to Use Social Media for Business

But it is more than a mere perception of being out of touch. There is constant buzz in your marketplace no matter what industry you’re involved in. A great deal of that buzz is generated, and repeated, via social media platforms. If you are not participating in generating, monitoring and influencing that buzz, you are not only missing out on a great opportunity, you risk being buried by your competitors who know how to finesse the social media system. Social Media for Business is the hottest topic as a means of advertising right now. Top 10 Ways to Use Social Media in Your Organization...

Conspiracy or coincidence?
I guess it comes from too many years of watching The X-Files, but it’s almost enough to make you believe there’s a conspiracy afoot.

How the Law of Supply and Demand Affects Home Stagers – Part 2
The Staging Diva®, outlines the basic economic law of supply and demand how it affects home stagers in a buyer’s market.

Preempting Perception
Most marketing folks believe that perception is the Holy Grail when it comes to marketing our brands or products. We strive to create the perception of a winner - that product or services that buyers can't live without - or so they believe. But what happens when perception trumps reality?

Perception remains that Jobs IS Apple
Whatever you want to say about Apple, it’s a brand that is considered one of the best. In the latest brandchannel’s brandjunkies 2009 report, Apple won accolades in several areas. However, it’s also a company that is viewed as having its future tied to CEO Steve Jobs—and that’s an image that needs to be changed.

Celebrate Your Friends
What is your perception of your friendships? Who do you call when you break up with a boy/girlfriend, get a new job, announce an impending birth, or just need to vent?

Is an Excellent and Engaging MC Essential for your Event's Success?
You have an impressive line up of speakers, and you have managed to fill all the seats at your event, so how can you ensure that your event is an outstanding success?

What Impact Are You Having On Others?
An article of 1432 words explaining how to make the impact you want in the lives of those you meet along your journey through life.

The Power of Social Networking Groups
Paraphrasing the old saying, "if your audience won't come to the mountain (i.e. your web site, webinars etc.), then bring the mountain to the audience." What we are really talking about is meeting your audience where they are, at their computer at work and/or at home.

Creating the right ‘Value Perception’ for your Customers
Value Perception (VP) is the opinion your potential and current customers have of your product or service. This perception determines the value it adds to them in line with the problems it needs to solve or aspirations they want it to fulfill. Also evaluated is your offering’s relevance and importance, over and above that of your competitors.

WHY ARE EMOTIONS IMPORTANT WHEN SELLING ANY PRODUCT OR SERVICE?
Did you know that emotions not logic control many of our selection choices? Even the most important decision we make has nothing to do with logic—I am talking about the act of falling in love.

How to Keep Sales Up In A Down Economy
If you are a small business owner the best way to sustain and increase your revenues during these difficult times is to avoid marketing pitfalls and think proactively. This article outlines steps to help you create an environment where your customers will promote your business for you. – Read the article.

Becoming a Rainmaker
The most effective approach to improving marketing skills is one that results in a fundamental shift in a person's perception of himself, others and the whole marketing process. Marketing is not simply a "numbers game." A person in any field of endeavor can learn to view marketing as an opportunity to do something positive for others, for their company and ultimately for themselves.

Time Management: How to Become a To-Do List Conqueror
Do you always perform at your peak? Do you always provide ample support and attention to the projects and people in your life? Do you always finish your work and leave your job at the end of the day with a clean desk and an agenda for the next day? If you have answered “yes” to all these questions, congratulate yourself and move on to another article.

Do You Believe What You Perceive?
If you want to change your feelings and your experience of life, then change your state of mind.

Seven Steps to Positive Power

As part of your spiritual refinement, you might seek to eliminate the character flaws that affect your life most negatively and to add as many good traits as possible, since all good traits affect your life positively. Only a clear perception of the exquisite worth of your spiritual traits will cause you to rid yourself of your negative habits and cultivate positive ones. The more negative habits you can weed out, the better your life will become. Some habits may disappear as easily as pressing the delete button on your computer keyboard; others may take years to overcome.

How to Give and Receive Excellent Feedback
Giving and receiving excellent feedback is a key skill for any leader or manager. But it is so often done badly. Get some handy tips to help you become more effective at using feedback to help others to excel at work and play.

Who’s Your Competition?

Competition is the reason your salespeople and many of your company’s other employees have work to do. If it weren’t for competition, businesses would lack the strongest incentives for change – new products, new processes, new markets, new strategies, new organizations, etc. Competition also encourages companies to introduce innovations that benefit their customers. And changes often mean new work and new opportunities for employees.

Who Is Your Customer?
Getting Preferential Treatment and standing out in your customer's mind today is much more complex than it was just ten years ago. Learn how to position yourself so you are the one they want to do business with because they "trust" you at all levels of an organizations.

What's changed with you?
So many subtle changes happen in our life that we fail to notice because we are just too close. Buts its the progress that we have made that can give us inspiration and opportunity to do more.

Internet Marketing Business Success – The 5 P’s and 5 C’s That Are Key To Your Success
Everyone wants to make a success of their internet business. But there are millions of web site businesses and very few of them make a healthy profit. Let’s look at the structure of a successful internet business and see how we can use it to make our own business successful.

Ten Reasons Businesses Fail to Make Business Networking Work for Them
With the New Year fast approaching, I thought it would be a good time to reflect on what you might be doing to stop yourself making the most of your business networking. Have a look through this list and ask yourself where you are falling down. Perhaps that will give you some food for thought as you consider your new year's resolutions on January 1st.

How to Write for the Web A Step by Step Blueprint for Writing Killer Copy Part 23

This is the second part of the series “How to Write for the Web”, the step-by-step blueprint for writing killer copy. Spend Most of Your Time on the Headline About 5% of the people will read your copy but 85% will read the headline. Spend as much time as you can coming up with a good headline. Many copywriters recommend writing at least 50 headlines before choosing one. Anticipate Objections Prospects often make the same objections. You know your market better than anybody so come up with some common objections that prospects will make and answer them. Every product has flaws. Some companies write their copy hoping that the readers don’t find any objections. Big mistake, they will. So you better include all the objections in your copy and resolve them.

Strategic Thinking for Restaurant Business Operators
What is necessary now in operating a food service business today is the need to think, plan and act more strategically than you ever have before. To ask more complex questions and find deeper, more long term answers than you have probably ever done or felt the need to do.

It Coulda Been Me

In today’s society, so much is based on scales, decided by tests, and judged by comparison. It’s no wonder that society, as a whole, has issues about achievement and the quest for success. Success, like most other things is viewed as a goal that has levels, and all too many people believe that they are incapable of achieving true success. Why is this? The universal Law of Equality states that the dreams and desires of each person are just as important as the next, as is their fulfillment.

Where Do You Look For YOUR Value?
An article of 1429 words explaining how to stop looking for value in all the wrong places and start embracing your innate, natural value.

Perception
Our Perception Is Our Reality!

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.

Natural Motivation (Surround yourself with the right people)

The decisions we make will be a result of the information that we have and our perception of the world. Both this information and this perception will be due to the people that have been a part of our lives. However, a lot of us like to consider ourselves as independent beings that make our own decisions. I do not see these two trains of thoughts as being mutually exclusive. By that I mean we do have the power to make independent decisions but that decision will be the outcome of the impact that other people have had on our life. The overall message is to surround yourself with people who will help provide you with the inform

How to Sell Your Services When the Economy is in Crisis
One thing you can say about an economic crisis. It sure puts everything in perspective. Unless you’re selling food, water, air, shelter, or utilities all of a sudden you’re a luxury. Guess what gets cut first when the chips are tough, luxuries.

Commitment
All or nothing!

Habits
All habits, good and bad inhibit intuitiveness.

Could You Increase Sales During this Economic Crisis?
It’s scary right now. Some of our oldest and most trusted financial institutions have collapsed. Big businesses, the ones who are suppose to be bullet proof are closing, or getting gobbled up by competitors.

Balancing Basics for Busy Women
As women, we often attempt to do everything on our own. It seems quicker and less hassle to just do it ourselves. In this way, we are sometimes our own worst enemy. We need help. We need support. It is OK to give up control and ask for it. Balance is basic when we know where to start.

One Bad Apple
Have you ever heard the expression that one bad apple can spoil the barrel? Unfortunately not only do many people believe this, but they actually live their lives by it.

How to Increase Your Sales by Keeping Your Visitors Coming Back to Your Site

When visitors go to your site, you must retain their full attention. Very few Internet users will put your site on their list of "favorite". So what are the conditions that must be fulfilled so that you keep your visitors coming back to your site and then become customers in the future? There are four strategies used on the biggest merchant Web sites. These methods will increase your customer loyalty and your income at the same time.

SHYNESS
To overcome shyness you have to challenge that label right at the start and speak to people who can help you. And there are people who both can and want to help you – they would be happy for you to ask.

YOUR EMPLOYEES ARE REALLY VOLUNTEERS
At a recent leadership breakfast held through Lehigh University's Iacocca Institute, the speaker made mention that employees are really just volunteers. And it made me think…..if employees are volunteers at our organization, meaning they volunteer to accept employment with us…that means they can volunteer to work and they can volunteer to leave.

How to Make Getting Sales Success Easier
Man, sometimes it feels like everything depends on you. If you let up for one second you’re falling behind. Can you keep up the pace?

Recession Power: How Great Companies Rise to the Top, Even in Down Times

Are you tired of hearing all the "doom and gloom" forecasts regarding our current economy? Do you find yourself obsessing with worry and fear about the potential impact on your business? Are you ready to shift from victim mentality and knee-jerk reactions to opportunistic thinking and proactive strategies to profit even in recessionary times? Even during the great depression, huge fortunes were made by many. The Kennedy, Rothschild and Rockefeller families all dramatically increased their fortunes throughout the depression. In every recession since then, many companies have not only survived but risen to the top despite the economic times. Read this article and learn what separated these companies and what you need to do to thrive in this uncertain economy.

How to Use Inspiration or Desperation to Sell More
While inspiration is a whole lot more fun than desperation they share something in common. Inspiration and desperation are both forms of motivation. Inspiration is positive motivation and desperation is negative motivation.

Trading Concessions
A Win-Win negotiation can only be achieved if both parties are prepared to concede some of their ‘would like to have's’ in favour of preserving their ‘must have's’. The way concessions are handled is a vitally important negotiating skill and can have a huge impact on the final result. Below are 10 Top Tactics to help you:

Understanding Social Styles

Every individual is totally unique and the best sales people are able to adapt their approach to enhance their communication and consequently their leverage based on the prospect or the customer they are interacting with. Sometimes, it can take several visits to really appreciate and recognise what makes a person ‘tick’ yet there is a Behavioural Styles Model that can circumnavigate this lengthy process making it easy to identify the ideal behaviours to adopt in the face of a variety of different people.

Time Management

The most valuable resource we have, is time and sales people more than anyone know how challenging it can be to cram everything that needs to be done into their available time. According to Stephen R. Covey, author of ‘First Things First’ we should focus on our high priority tasks, those that provide the biggest levers towards achieving our goals. That’s why, being clear on what you want to accomplish in every facet of your life will determine the importance and therefore the priority of everything you need to do.

The Karma of Connections

The ability to build rapport with customers and prospects is vitally important. Why? Because, if you have rapport with your customers, they are more likely to trust you, listen to you and communicate openly with you. This in turn enables you to interact more comfortably and work more effectively together. Rapport dramatically increases your chances of winning a sale. Additionally, Having rapport means that when there are tough issues to discuss, for example price increases, you can more easily find agreement and solutions and move on.

Earn Your Doctor of Selling Degree
To Become a Sales Superstar, Diagnose Before You Prescribe!

Internet Marketing Affiliate Program – What Do You Need To Succeed?
If you have selected a suitable affiliate program to join, and you are keen to start earning some affiliate commissions, you will need to know about the key factors to help you succeed.

How to deal with Overwhelm
Changing sense of perception to effectively deal with overwhelm. Using Pride and Courage to face and manage emergency situations.

Value Over Price Preserves Profitability
One way to add value inside of this business equation is to buy a customer's business by offering the lowest Price. You already know that may get you a short-term sell at the expense of short-term and long-term profitability. But, there are more profitable ways to create Perceived Buyer Value, beyond under-cutting your competitor's price.

Top 10 Ways to Maximize Your Marketing Dollars
Top 10 Ways to Maximize Your Marketing Dollars

12 Steps to a Successful Proof of Concept - Part 2
This three part series outlines twelve steps to installing a hardware or software proof of concept within your customer's IT environment.

Manage for Improvement - Part Three 'Involvement'
"Manage for Improvement" is Part Three 'Involvement' in an integrated approach to human resources management. Knowing where to manage and how to influence and measure your success are strategies to improve efficiency. Part Four 'Development'. Part Five 'Compensation'.

Running that Extra Mile for Your Clients

Also known as the ‘wow’ factor and ‘under promising and over delivering’ on your customer service. Ok, so think back to a time when you purchased a product and... ...This is known as perceived indifference, and it may have been down to just a few words or actions that have changed your complete perception of the business you were dealing with... ...Clients Killers: 1) Not ringing back when you promised 2) Promising something will be ready in five days when...

Basic Sales Techniques
Learn these no-brainer basic sales techniques and watch your sales take off. And always remember, selling is easy when you work hard at it.

Kill The Wolf
What's the common image of a salesperson? The big bad wolf. The big bad wolf seeks and destroys.

STRESS-- A NATURAL RESPONSE?
In modern life, quite often people cannot escape a stressful situation, they have to endure it or make the best of it.

Start "Branding" You
It's not simply about showing how you're different from your competitors. It's about having your prospects conclude that you’re the only solution for their problem.

HOW TO CREATE A BRAND ONE PROSPECT AT A TIME

By Robert Croston Having spent longer than I care to admit pursuing traditional brand development through advertising, I recently became fascinated with the prospect of building brands using direct response marketing and lead generation activities. (I wonder what my colleagues at the ad firm would think if they knew!) Traditional wisdom has always told us marketing types that our marketing communications are either 1) emotionally oriented and image based OR 2) direct oriented and response based activities. You simply can't do both at the same time. Or can you?

The State Of Happiness
Happiness is often thought of as a state of mind. This assumption is both right and wrong. It is right because when you are happy, you usually have happy thoughts in your mind. You have a positive outlook and your mood is generally elevated. Your outlook on life is one of hope and abundance.

Inquiries That Lead to Solution
Have you ever wanted a cheat sheet that lists the steps you should take to get you to solution regarding any issue? Below I have provided some questions to ask yourself that will help you take the steps to support your desired outcome.

The Sales Manager's Coaching Model at Work
Follow these four steps to help your sales people and colleagues increase their performance.

Why this Common Sales Mistake is Costing You More Sales than You Realize
The exact language you’re taught to use puts pressure on your prospect. This pressure increases your prospect’s anxiety, and reduces their ability to make a decision.

Make BIG profits using little words

Little words can help you increase your sales and profits. Because of increasing marketing and selling costs you must find ways to maximize the impact of each and every contact you and your marketing materials have with your prospects. You must make sure you have a very high impact that creates the perception of value to the customer. You must: •Attract the prospect's attention •Get the customer to purchase your products / services •Get the customer to use more of your products / services

10 Top Business Assumptions that cause you to lose money
Stop maiking Bad Business Assumptions and your sales & profits will grow

When will the customer buy?
Your customers will buy from you when they perceive:  Your price is fair  The risk of purchasing is low  Their gain is high Your JOB… Giving the customer the proper perception

Increased Aggressive Selling = Increased sales
Aggressive Selling IS the key to selling success in your fierce competitive market

Branding What Is It
This article is the first in a series on brand management.

The $100,000 Question
"So, what do you think my web-based business worth?", someone recently asked me. I questioned them about previous year’s income, expenses, traffic, page rank, and the amount of effort they put into the business.

Using Primal Triggers to Increase Sales, Part 1.
Very few behaviors are consciously motivated. New research in anthropology and biology shows how our primordial conditioning drives our decisions and our buying behavior.

Perceiving Victory
"Perceiving a victory when it is perceived by all is not the highest excellence." Sun Tzu Anyone can see victory when it’s obvious. In business, it’s not always obvious! When you can see victory where everyone else sees defeat, that’s a big win!

I’m Not a Salesman
Yes you are...

Get The Facts

It was his perception that caused the outburst. "Why aren't there any managers at these sessions? Why aren't they required to attend, too?" he challenged. Hired to provide workshops on building trust in a workplace lacking it, I answered his question to the extent I could during that first session, "It's my understanding that everyone is attending," I offered. "But let me find out for sure and get back to you."

OUT OF WORK AND LOVING IT!
An article of 794 words focusing on how to deal with the fear of not working and that by controlling your mind and your beliefs you can take meet this challenge with positive results.

Who Are Your Customers
Unless you can answer these questions, the best products and services in the world will not be enough to make your business successful. Focus on the customer!

The Importance of A Good Design
If your website is put together shabbily and looks like a 5 minute "quick fix", you are literally shouting to your visitors that you are not professional and you do not care for quality.

NOW
The only usable time!

3 Surprising Mathematical Principles That Every Persuasive Marketer Must Know

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.

High Price Raises Perception of Quality
In an article in the January 2008 Economist magazine, a study was cited that was done by Dr. Antonio Rangel of the California Institute of Technology. Rangel found that if people are told a wine that they are tasting is expensive, the perception in their brain evolves to increase the quality of the wine they had consumed based on nothing other than higher price meaning a higher quality.

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?

Monkey Business: Fairness in the Workplace
Fairness is often a question of perception, so while we may do our best to practice fairness, others may not always view us as fair. Of all the leadership qualities, this is perhaps one of the hardest to practice on a consistent basis. This article provides seven practical tips to help you be fair in the workplace.

Id Buy That
Feel that? The crisp tingle in the air? It’s fall. Fall ushers in the promise of eating, seeing, and getting. It’s my favorite time of year. By now, kids are settled into school, sweaters set free from mothballs, and it’s an amazing time to… BUY.

How to Cure Your Marketing Headache
Many times business owners get stuck when it comes to marketing because they feel uncomfortable doing it. They are afraid of being seen as pushy, intrusive, or fake. What if you could change the way you think about marketing by connecting to your true intention for doing it in the first place?

How to trust yourself

“Trust yourself. Create the kind of self that you will be happy to live with all your life. Make the most of yourself by fanning the tiny, inner sparks of possibility into flames of achievement.” – Golda Meir Is there a “right” way to live and how do we know when we are successful? Is it based on our personal definition of success or our perception of our local society’s definition? In society there is a definition of success that, in the past, I have grasped to supplement my own limited ideas about what I wanted to do.

Is Ford's auto-xchange the "Real Deal?" (Survey Response 6)

In a recent video that was released by The Ford Motor Company, Ford's Vice President and Chief Information Officer, Jim Yost indicated that the company has to "share information in real-time" and therefore can no longer use "the sequential processes” in which there were many “handoffs" and "transfers of information." Yost also emphasized the fact that Ford needs to "integrate much more closely with their customers, supply base and even internally," as well as stressing the importance of making information available to multiple levels of their supply base "simultaneously," thereby eschewing the current "cascade processes that might take days, weeks and even months" to disseminate. To enable you to respond to this question, you can access both the video as well as the corresponding article by contacting the author.

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

No - Your Number 1 Tool to Succeed

Did you know that the word NO is the most important word in the English language for people who are determined to succeed? We did several workshops on living your natural genius for larger corporations over the past few years. Every participant was asked for his or her opinion of the words YES and NO. The results weren’t very surprising. Most people have positive associations with the word YES and negative associations with the word NO. This is a very common perception, but does it really represent the truth? If you ask me, NO it does not. The ability to say NO to discouragement, distraction and other negative influences is essential for being successful, especially for smart people.

Ten Tips for Ezine Success
Publishing an ezine is an instant credibility builder! It's easier than you think to create an ezine that is a terrific tool for finding your ideal client.

Strong Business Boundaries Set You Up for Success
Are you a coach or a care-taker? Do you find yourself making concessions for your clients that leave you frustrated and frazzled? Then it is time to set strong boundaries. You can do this with the Five Sacred Coaching Boundaries.

Do you practice "Business @ The Speed of Thought?"

Member Question: Almost 10 years ago, Bill Gates of Microsoft wrote a book titled "Business @ The Speed of Thought" where he laid out his vision for how organizations should utilize technology to become more responsive, adaptive, agile, etc. Specifically he drew an analogy between an organization's IT infrastructure and living beings Autonomic Nervous System. Now, reading this book over again, I'm struck by a perception that even now most organizations still do not have the level of IT integration that Gates speaks of. So my question(s) to you is this: Does your enterprise / organization have real-time reporting and notification of all important data?

Social Media Marketing is Branding

Think of all the ways that companies use branding to build awareness of themselves or to promote their social awareness and customer service values. A few things come to mind such as greeters at the entrance of my favorite store, go-green awareness issues, charity drives that "give back" to the community for every purchase made, TV screens playing music videos or news as you wait in line, and the list goes on. None of these things lead directly to conversions but they do lead to higher company awareness and the good old fashioned fuzzy-feelings we get when we know that that we are valued as a customer. Most times we are probably not even be aware of these things on a conscious level. But the effect shows as we have a tendency to patron these companies more frequently than the other alternatives.

How to Manage Perceptions so They Work For You not Against You
60 seconds is not a long time. Yet that is all it takes for a customer to gain a quick perception of your store and of you. This perception then becomes a reality to the customer. All in 60 seconds. It doesn't seem like much of a chance. Yet, if we know it only takes that amount of time, why don't we manage that time better?

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?

You Can Make Things Happen
Thoreau once said, "Things don¹t change, people do." If things are to happen, you must make them happen. Good people and businesses always make things happen. Let¹s look at the essential rules of making things happen.

The Powerful Sales Person
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.

Complete Sales Freedom in Two Years or Less
Many sales people tend to always be chasing the next customer and worrying about the next paycheck. The good news is that this is unnecessary and can be fixed forever in two years or less. Sales people can eliminate future sales and income anxiety once and for all.

Managing Marginality The Internal Consultants Dilemma

Internal and external consultants use many of the same techniques and tools, do similar work, but face very different challenges. Internal consultants work in a unique position. Their job role is to consult to the organization for which they work. It is not easy to be, at the same time, a part of an organization and function as detached and independent. Each position on the consulting continuum places different pressures on the internal than the external, making them either more or less a part of the organization. Couple with those pressures that the internal has a boss whose role is even more clearly linked to the organizational structure, politics, and rewards structure, and you have a set of forces effectively pulling the internal in different directions. Managing this position becomes paramount to success for the internal.

How to Stop Cold Calls from Feeling Intrusive
4 key ways to be seen as helpful while cold calling

Can't We All Just Get Along?

Do you ever find yourself saying these words above? If you’re frustrated by foremen, supervisors or crew members who just can’t get along then it’s time to resolve these workplace conflicts now! After all, have you ever stopped to consider what it’s costing you to let these problems linger? Consider this fact. A survey of 150 senior managers at America’s largest 1,000 companies found that today’s managers spend almost one full day each week resolving staff personality conflicts! How much does that cost your bottom-line? Plenty! Read on for our 7 steps to improving staff personality conflicts.

The New Face of Business Is An Old One The REAL Secret to Excelling In Business Today

Have you ever walked into a bank and felt like a faceless “next” in line? Even if you’ve banked there for years?! Have you found yourself trying to connect with your dry cleaner, sometimes through a language barrier, just to experience something beyond your clothes? Have you found yourself on the Internet plodding through an endless maze of “opportunity” after “opportunity” only to find yourself confused or disillusioned? You are not alone! Instances like these and thousands like them have left business owners, large and small, feeling disengaged and scrambling to find the next “new” way to do business— hungering for more but not really knowing what “more” looks like. I’ve got a secret for you… that “new” way to do business is an old one and you don’t have to travel beyond your front door.

Seeing Perfection without Judgment

Happiness does not depend on outward things, but on the way we see them. Leo Tolstoy Do we hold a vision of perfection in our life? Taking in an exquisite sunset, gazing at the ocean waves, smelling pine trees in a forest, gives us a feeling or sense of perfection and beauty. We can experience perfection when we watch a child laugh and play, or as we complete an exciting project we worked on. Yet there are many times when perfection seems like a far off dream; something we can't quite grasp. We become caught up in the struggle of a situation, or frustrated because someone else doesn't seem to live up to our expectations. We may criticize our self because we are not attractive enough, funny enough, bright enough, or as resourceful as we think we should be.

Customer Service, Customer Satisfaction
Customer attraction, satisfaction and retention, to knowledge, products and services (both internal and external) are driven by the customer’s perception of the value of the offerings relative to the competition. They are also driven by the connection the customer makes to the “real” or practiced organizational culture. Do they like doing business with the organization?

You Can't Hear Opportunity Knock On a Padded Door
You won’t find opportunity knocking on your door if it doesn’t know how to find you and even if does, will you hear it? Learn how to attract it and prepare yourself so when it arrives, you’ll hear its knock loud and clear.

Weve Merged or Reorganized Now What Successfully Lead Through Major Organizational Change

In his new article, “Successful Leadership After Reorganization,” leadership expert Dr. Gary Bradt shows readers that change leadership is more than just aligning balance sheets and databases. Without proper understanding of the psychological aspects of reorganization, readers will find themselves with unhappy employees and less productivity. Dr. Bradt offers tips and ideas for making the transition as smooth as possible, including: · Understanding that employees see the outcome differently than executives do · Making the extra effort to get to know new people · Actively involving as many people as possible in the change process · Being honest with employees Being patient and understanding the process of change

Converting Challenge and Adversity to Your Advantage

Want a shortcut to success? Model yourself in the image of those who have proved to themselves repeatedly to surpass and exemplify success. I learned that the successful are just ordinary people like you and I, although there is there are a few things that make them different - 1) their mindset; and 2) their knowledge. From this power platform they make non emotional and extraordinary decisions in their lives.

Needs vs. Wants : A Business Owner's Biggest Struggle
As a business owner you have so many roles to play and so many things to do. Sometimes it is difficult to find the energy to do everything you need to do. You start to wonder if it's worth it and that mistake will ruin your business.

Is This Four Letter Word Hurting Your Business?
What’s stopping you from doing the things you know you want to do in your business? Not enough time and a lack of focus can be obstacles to taking action. But take a closer look and see if these are the real issues.

Comprehending Our Frames of Perception

Most of the time, I think that I'm seeing the 'big picture' when I'm trying to make sense out of what I perceive. Yet, that's never the case. I'm always seeing things from just one limited viewpoint. That's my 'frame' from which I gather my knowledge and experience and on which I impose my interpretation. It's only when I realize how narrow that frame is that I can become ready to let in other perspectives and consider other alternatives.

Swim With A Dolphin
One idea to improve sales that most people don’t want to talk about is the ability to recharge your batteries. Salespeople who run on low batteries don’t perform as well as when they are charged up.

Turn Overwhelm Around With These 10 Tips

Overwhelm is one of the biggest challenges that entrepreneurs experience on a daily basis. The definition of overwhelm, according to The Brainy Dictionary is, "To cover over completely, as by a great wave; to overflow and bury beneath; to engulf; hence, figuratively, to immerse and bear down; to overpower; to crush; to bury; to oppress, etc., overpoweringly." Whew...sound familiar? I’ve been there, too, so I understand -it's not a fun place to be.

Change Habits to Change Life- How to Shift Habits and Attain New Results
It is mind boggling that no one has ever told us to check in on our habits to see how they are serving us when ultimately they create the results we are getting day after day. Learn how to shift habits to attain new results.

Branding & Marketing Defined, and how to fuse them together for maximum results
Simply put, your “brand” or corporate image is the impression formed at every point of contact with your prospects and clients.

Develop Your Interpersonal Communication Skills for Success at Work and at Home
Do you know the top six ways to improve your communication skills? Interpersonal communication skills are a big part of your success and fulfillment with your work. Read on to learn how to develop your interpersonal communication skills using a variety of sources.

Release & Resolve Stress and Anxiety

In the process of recognizing a sense of stress or discomfort, we may observe that many times our reactive state sits in judgment of the experience; right or wrong and/or good and bad. In order to release this deep anxiety, we want to invite in the possibility of sitting with the inner body sensation of the experience vs. the built-in stories and thoughts that arise around the emotional or physical block or discomfort.

Perception Is Projection
Are you a glass half full or glass half empty person? Learn how values, beliefs, attitudes, past experiences, memories and how we process information impacts the way we see the world. Learn to focus your attention more positively.

The Cost of Loss
When your life is led by the fear of loss your capacity for experiencing all the joy, happiness and success that is yours by right is severely limited.

Perception & Reality
One of the early casualties of the war with Iraq was the idea that perception is reality, or that perception shapes reality. This idea has been popular in a variety of circles.

Problem-Solving Skills: A Key to Customer Service
"Many failures in customer service initially seem like a success to us! We get our perception of the facts, and we come up with a solution that makes sense to us. The problem is we didn't get the customer's perception of the facts, so our solution may not be sensible to them."

NIQCL is more than 5 cents.
"Many failures in sales initially seem like a success to the rep! They get their perception of the facts, and propose a solution that makes sense to them. The problem is they didn't get the customer's perception of the facts, so their solution may not be sensible to the customer."

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