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As Jason and I close out our Letter of Intent series, we thought we’d cover one last item that has screwed many a seller – the case where a public company acquires a private company for unregistered stock. Some buyers will try to ignore this – a good seller should work hard up front to get agreement on what type of stock and what kind of registration rights they will be receiving. Expectation setting is key in this situation.

Successful?
Are you successful? Is your brand or your organization? How do you know?

Where Are Your Habits Leading You?
You are an accumulation of your habits. From how you get out of bed, how you shower, how you dress, how you walk, sit, and talk, how you respond to the world, how you act in front of others, and how you think; you're living out your habits.

Four words
Make big promises; overdeliver.

You’re on show - ethics in sales

Today people are looking for honesty and authenticity and do not have time to be misled. They want to work with people who are what they say they are. They are assessing your every word and action. They are looking beneath the surface and are wanting to see the real you. Many people are now more wary about companies and sales people making big claims and promises with lots of ‘sizzle'. They are wary of the ‘charmers' and the sales people after the ‘big kill'. What they are now looking for is the steak and all that comes with it: i.e. what kind of steak is it? How it was it grown, prepared and cooked? Where did it come from? Is it grown in an environmentally friendly, humane manner? etc. They no longer want to confuse packaging with substance. They look for evidence at every turn and how you align with the promises you make.

How to Generate More Sales with Headlines
Here are 4 easy ways to craft compelling headlines for more customers and more sales.

Won't get fooled again
I know you say your media returns results better than anyone else's. I've heard that before.

Your Sales and Sales Management Questions Answered - Part 2
In an article last week, I provided the post to a sales competency contest. The final question in that survey asked the participants for any sales issues they needed help with. Today I'll answer the first four of those questions below:

Ten things to consider when developing your sales strategy
One of the hardest tasks for most small businesses and entrepreneurs is developing a robust and profitable sales strategy. After all, selling requires a certain degree of skill combined with natural ability. Irrespective of the sales ability of the people in question, it is important to have a sales strategy to help guide yourself and the people selling your products or services.

4 Steps To Hypnotize Your Business Prospects

As business owners, our fantasy is to be able to cause our prospective customers to do exactly what we tell them, when we tell them: buy our products, refer more business to us, increase the frequency of orders, blog about their experience with our company, etc. Many people are constantly searching for the magic system that will easily bring piles of riches to your door easily, regularly, and automatically. We love hearing about the latest get-rich-quick guru success stories and dream that maybe this guru has our missing piece of knowledge. We are ready, willing, and able to be hypnotized by their promises. Why not use this same skill to improve your own business?

How To Avoid Being Scammed From Bad Business Opportunities
The internet is a huge gateway to the thousands of online opportunities that are more than willing to accept anybody who is seeking to make extra income online in the long run. Because the Internet is so accessible these days all over the world, many businesses started to form online in hopes of recruiting them for better productivity.

Mine's BiggerThan Yours
Is anyone else sick of all the hype?

Light Employees’ Passion for Jobs
The door to positive and permanent change opens from the inside rather than being absorbed from the outside. Each of us has a purpose and a challenge, but we must uncover it to bring passion to the surface. Managers who ask workers what they “want” to do instead of what they “can” do are better equipped to put people in the right positions.

Anatomy of a Financial Fraud - Part II
The author,John Franczyk, discusses general principles which businesses can follow to avoid becoming victims of fraud.

Licensing v. Franchising

This article discusses the elements of a trademark license and of a franchise and the "Twilight Zone" between the two with respect to the degree of assistance the licensor provides and the degree of control the licensor exerts over the licensee method of operation. The danger is having a license agreement ruled to be a franchise and the licensor to be in violation of the FTC Franchise Rule and state unfair and deceptive trade practice laws for failure to comply with the pre-sale disclosure requirements of the FTC Franchise Rule.

How To Earn Extra Income Online
Learning how to earn extra income online can save you a lot of time and energy. Of course, you need to know how to look for legitimate ways to earn cash first.

How To Optimise Your Time
The best way to utilise your time effectively is to identify the goals you first need to achieve. We usually feel that we have far too many things to accomplish and need to deliver on too many promises. This makes us feel overwhelmed which leads us to give up and choose to do nothing instead.

Leadership & the TRUST Factor
Trust is a gift you give, and a reward you earn. Trust is powerful as it implies a commitment by and to you. But it is also fragile. What does a leader and manager do to secure trust?

Broken Promises & Bagging the Competition

Nothing irks customers more than sales people overstating their capabilities and making claims and promises they cannot keep or live up to. It's the fastest way to break trust and leave customers doubting you and your business. Making grand claims with little or no substance is foolish at best. In today's networked world, many people have access to information and can check pretty quickly whether what you claim is true or not. So can you do what you claim you do?

Costing cutting at the expense of sales? Bad move
I don't know about you, but when markets start to tighten or when things feel a bit uncertain, instead of cost cutting and bunkering down, I have found that you need to do precisely the opposite. You need to invest in your sales efforts with good strategy, sales training, good sales management and good sales coaching.

Honoring your promises are highly profitable
This article provides a demonstration of the impact of honoring one's spoken commitment. It is designed for a facilitator to use in a staff meeting.

5 Juicy Tips to Quickly Create Headlines that Draw Your Readers in & Move them Towards the Sale (hint: this means more money for you).
These are simply basic suggestions and serve as a guide for juicer headlines.

Reference Requests for Salespeople

For the first time in months, I was recently asked for references. No problem! But it got me thinking about who asks for references, why they ask for references and when they ask for references...and what salespeople do when they're asked for references, and whether those references lead to closed business. As I thought this through, quite surprisingly, my three largest personal clients - all multi-billion dollar corporations, never asked. Three medium sized companies - over $100 million - never asked. I am personally working with only a handful of smaller companies and only one of them asked. Those insights tie directly to why people ask for references:

You Get More Flies with Sugar
Let's be serious. If you're having problems, anyone asking you about them already knows what's up. So cowboy-up and face the music. Be open and honest. You don't have to share the dirty laundry and all the details. But you can be honest, open and paint a picture that is true. People respect other people that open the kimono and tell the truth. And guess what, customers are people!

What Are You Really Buying?

I read with great interest the article “Burt’s Bees, Tom’s of Maine, Naked Juice: Your Favorite Brands? Take Another Look — They May Not Be What They Seem“. Andrea Whitfil does a great job unearthing how many natural and organic brands that we perceive as being produced by small companies are in reality now owned by large multinational corporations. And she’s very bothered by the deception.

Home Based Business Opportunity On A Budget

Home based business opportunity on a budget is possible when you take your business online. There will be costs involved however they will be substantially lower than most traditional business that you would start offline. The information age has created a marketplace that is ready and able to purchase and deliver online products and services. Business opportunity online is real and it can be very lucrative if you treat your business with respect. Make a commitment to work your business and put in the necessary time and effort required to make your business a success. If you think that you can create a substantial income in just a few weeks or months you really need to give your head a shake. If you are serious you need a 3 - 5 year commitment. This is the perfect era for home based business opportunity on a budget.

How to Thrive in Times Like These
The “R” word is coming up a lot, of course. How bad will it be? What should we do? How worried are you? Maybe surprisingly, in those coffee shop gabfests, we’ve heard some fabulous ideas and success stories along with the questions and worried looks. So this article is about how we can all cope, maybe even prosper, in Times Like These.

Time’s a Wasting! What are you doing with it?
You can't "manage" time. So, how can you be more effective with it if you aren't managing it> Have you ever looked at your “to do” list and felt that aching drop in the pit of your stomach? And it’s usually accompanied by thoughts like, “Right, like I’ll ever get to the bottom of the list,” or, “Wow, it’s overwhelming and I have no time for anything that matters to ME.”

Are You as ‘Good as Your Word’?
Giving our word and standing by it and being steadfast and reliable in our affairs are measures by which we judge commitment and integrity. For this reason, agreements—both spoken and implied—should be given thoughtful and careful attention.

Mine’s Bigger than Yours!
Is anyone else tired of all the hype marketing? I don’t mean all marketing. I’m talking about the hand-waving promises that are so unrealistic as to be laughable. Perfect teeth in 4 days, hair re-growth in a few applications or a perfect body in only 2 weeks thanks to some revolutionary rubber band. Stretch it 3 times a day and look like a fashion model in no time. Wow.

Leadership Strategy - Lead The Way With Your Talents

Today, change is showing up globally like a volcano that has been merely spewing smoke and now has erupted. The signs were there. The “too good to be true” mortgages with little or no down payment; credit card accessibility used with promises that the user would pay them off in the future, yet the debt just kept mounting to outlandish proportions; trying to have it all by working harder and longer with little time left over to develop relationships and self care. With all the stress internally and externally it was inevitable for the bubble to burst.

SEO Certification - Has your SEO Team been properly trained?
Here is a scary question that may cause some upset, but it is still an important question that you should ask before hiring anyone who offers big promises about getting your Web site ranked for high visibility in the search engines. How can you know for sure that the SEO you hire, has actually completed a course of study and has been properly examined and found competent in their skills?

How To Commit Career Suicide
Picture this…you are having an amazing career. You are working on some of the most exciting work ever. You just love your job. You are well rewarded because you work hard, you are reliable and trustworthy and most of all you take a few risks, keep your promises and deliver more than what is expected.

Online business: Build a reputation

When someone is making a decision to do business with you, they want to know about your reputation. A well built reputation will inspire confidence in you. Your service or your product is part of your reputation. Standing behind your product or service helps build a reputation for your online business. Since many online businesses depend entirely on the internet for marketing purposes, your reputation matters.

Conversations for Effective Action

In your work, and in your life away from work, you participate in conversations. People speak, and people listen. And more is happening - promises are made, requests are made, invitations are issued, proposals for new projects are presented. Things happen in conversations. In fact, it is in conversations that people make things happen. Only four things can happen in a conversation. We call these Basic Linguistic Commitments. The four linguistic commitments for action are requests, promises, assertions and declarations, and they happen in conversation, and this is all that’s happening.

how To Create A Reputation for Honesty as a Leader-Part 3
Modeling a few simple behaviors can help you create and keep a deserved reputation for honesty-the most important reputation a leader can have.

How To Create A Reputation for Honesty as a Leader-Part 2
It is possible to have a well deserved reputation for honesty-the most important reputation a leader can have, simply by modeling a few behaviors.

How to Be Different in a Homogeneous Business World

It's hard, isn't it? Making your service business stand out from the rest is a challenging task. When it comes down to it, every realtor helps people buy or sell property. That's it. Every consultant offers advice that will either help people avoid pain or increase pleasure. Every doctor diagnoses illness and prescribes a remedy. Every salesperson offers a product that is strikingly similar to the competition's offering. What do you need to do to stand out?

Today is the Day

How many days do we wake up and say “today is the day I am going to …..start a diet, stop drinking, stop smoking,” getting out of bed with the best resolve, we start on a mission, but by 11am the cravings, or the little voice in the head is saying just one cigarette or a biscuit won’t hurt. But with great willpower some of us get over this hurdle and get to lunchtime, meeting friends it is hard not to indulge in a glass or two of vino, so our resolve weakens and we say to ourselves, never mind I will start tomorrow!! Then when tomorrow comes we go through the same or similar routine; until our promises to ourselves don’t come to mean much to us, they don’t have much value and we don’t mind breaking them.

Entrepreneurs – How Do You Ride The Turnover Cycle?
You have a great month and make more than you thought possible, but the next month your sales are much lower and by the third month they are almost non existent. What happened and how on earth do you survive this situation?

Say Goodbye to Procrastination……Today

"I'll get it to you later this afternoon" can send a sigh of relief through your body or a shudder of gloom. It all depends on who is making that statement. If you work with a procrastinator life can be full of stress and deep-seated anger. So, what can you do? First thought is to fire the slug! Slow is okay, tardy is often acceptable. However, promises that are made and never kept, well, that is another story.

Protecting Your Employees and Company in the Face of Big Labor's Ambitious Legislative Agenda
Changes in labor laws are only a few months away. With the incoming Democratic administration and Congress, these laws that were once on the back burner are now at the forefront. Be ready for these changes, and this article will help you prepare so none of the impending changes will affect your organization.

Marketing Mythology Putting Lipstick on a Pig
So stop listening to those who offer well-meaning advice that doesn't feel like you. Don't change your website colors just because some study shows purple isn't seen as a power color.

Keeping Promises Builds Your Reputation
How many times have businesses promised to get back to you about your inquiry, quote, order (or anything else) and actually done it?

How to Build Trust & Develop Relationships with Clients and Employees That Last a Lifetime
When it comes to customer loyalty, nothing is more important than the trust. Touch on the four ways of building trust, gaining loyalty and retaining employees.

A Good Host is Hard to Find - Things You Need to Know
All hosts are not created equal. Of course, this goes without saying. But how are they different? This article reviews a few of the big points people should consider when sourcing a hosting company for their business site.

Thrashing: The Productivity and Company Killer
Every company struggles balancing long term strategy with achieving short term goals. But many companies easily fall into the trap of taking on too many short term projects. Taken too far, it can paralyze a company and keep you from achieving your goals. Learn to recognize signs of thrashing and how to keep it from draining the life out of your company.

Follow up and Get More Business
How many people promise to get back to you with that quote, order, report or anything else for that matter and actually do it? I'd say that most people do not deliver on their promises! Therefore they do not realise that the 'trust' element and their credibility goes down the drain.

How to Avoid a Franchise Scam
If you are thinking about buying a franchise, there are many opportunities in a variety of industries that you may find suitable. However, there are so many franchise opportunities now that many franchise opportunity scams are surfacing as well. You will have to be wary of these scams while searching for your perfect franchise opportunity, and take precautions so as not to fall prey to them.

Sales a Strategic Boardroom Issue

Long the corporate stepchild, sales has largely been ignored by academics and many executives. However in increasingly competitive markets and increasingly sophisticated buyers a top notch sales force is no longer a nice to have but a must have. Farsighted executives are taking an increasingly critical look at their sales forces and asking searching questions about the ROI they are receiving from this significant investment.

The Other New Years Resolution
"This year I will start my own business!" I call it "The American Dream Resolution," and like most New Year's resolutions it is a proclamation of intent that is often made, but seldom carried out (at least in an effective manner).

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

FIND OUT WHAT 95% OF SALESPEOPLE ARE DOING AND DO THE OPPOSITE
Here are some strategies on how to get ahead of you competitors by becoming a contrarian thinking salesperson.

Lying on a Nail
Once there was a young woman who didn't like her job. Everyday when she came home from work, she told her husband how terrible her day had been, how tiring the work and how unreasonable her boss. "Leave that job," her husband told her.

Finding Balance in a Lopsided World
Many of us find it a constant challenge to juggle the demands at work and home and still "have a life." The stress mounts. At the end of the day we often feel like, in an effort to get it all done, we didn't do anything as well as we would have liked. The report was a day late and you still missed most of your child's recital.

How to Get Paid to Work at Home Typing Online?
If you have good typing skills and are interested in working at home, then you might want to look into a work at home typing online job. There are a range of companies on the internet which will employ you to do various typing duties for them. However, before you drop everything and dive straight in, there are a few things you need to consider:

Where there is vision
Do you have a vision for your business? Do you know why you are in business? Where you plan to take it? How long you want to be in business for?

Time, Money and Life Balance, Part 1
Highly successful people seem to be less busy than most every one else because they arrange it that way. They join fewer clubs, make fewer promises, run fewer errands and waste less of life's most precious commodity.

Warning Signs When Buying a Franchise
Because investing in a franchise is a life-changing event, every prospective franchisee should thoroughly investigate a franchise opportunity before signing any sort of franchise agreement.

One Last Rule Never Put Everything in Your Advertisement
This is one last bonus 22nd rule in a series of articles on "21 ways to Increase the Power and Profit of Your Advertising Without Spending an Extra Cent," by Brad Sugars.

Computer Business Opportunities: Knowing How to Spot the Cons
You can find a computer business opportunity that is legitimate and that can make you money. They key to success is knowing how to spot the so called bad apples.

Building Trust for Explosive Business Success
Want to build strong business relationships that lead to explosive success? Focus significant time and energy on building trust with your colleagues, clients and business partners.

Maintain a good working relationship with your franchisor
A stable relationship is a very important factor in the proper working of a franchise system. Both the franchisor and the franchisee are required to work hard to maintain it.

Business Success Tip: Integrity & Reputation
People talk. A negative comment to one person can snowball into multiple conversations. A message can be sent over the internet in a split second. How do you want to be known?

Aided Accountability
Successful entrepreneurs create and invent - and then they fulfill. They fulfill by saying what they are going to do, and then doing it! Making promises to others or yourself, and then keeping them, is what this article is about. Sounds simple. You and I know it isn't!

Why you need a unique selling point (USP)
Having a business without a Unique Selling Point (USP) is like running for office without a defining slogan. The result can be similarly devastating: you’ll lose.

How well do you treat your customers
Think about the last time you had a negative buying experience. Did it take forever for your call to be answered? Did an e-commerce site fail to respond to your email query? Were you left with a good first impression?

Promoting Entrepreneurial Creativity in Third World Markets

Promoting the entrepreneurial creative spirit in third world markets is a fundamental key to promoting our mental development to higher height of possibilities. Promoting entrepreneurial creativity involves the process of combining new ideas with elements currently in the markets. However, being able to devise new combinations depend on one’s ability to discern relationships between seemingly disparate items. Creativity then is the juxtaposition of ideas which were previously thought to be unrelated. It is the ability to combine ideas in a unique way or to make useful associations among ideas.

Why you need a unique selling point

Being Generic Hurts Your Business Having a business without a Unique Selling Point or USP is like running for office without a defining slogan. The result can be similarly devastating: you'll lose. Your business needs a USP. It’s your business’ unique promise to customers. It cuts through miles of marketing red tape and categorically tells your customers that "this is who we are and this is what we can do for you that any other company cannot".

Are You In Or Out Of Integrity?
Learn the value and conditions of living in or out of integrity.

What Can Managers Do To Instill Excellence
Excellence everywhere does not just happen simply because an organization has a good product or offers a needed service. The underlying purpose of all organizational actions must have excellence built into them. It must become “how we collectively do things.”

The Importance of Internal Branding to Support Exceptional Customer Service
Derek Stockley identifies the growing importance of internal branding. The brand informs prospective customers and customers of your value proposition and distinguishes you from your competitors. The brand should be consistent with what is delivered. It should be unique, memorable and distinctive.

Organizational Excellence
Excellence everywhere does not just happen simply because an organization has a good product or offers a needed service. The underlying purpose of all organizational actions must have excellence built into them. It must become “how we collectively do things.”

Joint Venture Jitters
Some common questions that come up for people who are unaccustomed to the Joint Venture mindset can deprive them of the wonderful benefits of this powerful business tool. Here’s some thoughts to get you past these initial Joint Venture jitters.

Building Trust in Your Business Relationships - 10 Steps
Trust is formative in how you do your business. Your people will reflect your behaviours with them and at the end of the day, your customers and clients will be on the receiving end of the values of your business or organisation. But, where to start. Here are some ideas...

Relationship Building - 5 Tips and 5 Questions
By building great relationships in your organisation, you will shift the baseline way up. So that when you need to manage, it will be much easier. Think how climbing a mountain from sea level is so much harder than from a camp half-way up.

Why I always Keep my Promises
It's a small thing, but it is important. In your business, forgetting little things promised causes erosion of trust and belief in you. And ultimately, those little things add up to a lot for your people. And that affects you and ultimately, your business success.

12 Tips of Christmas
Christmas is fast approaching so in preparation, Helen Dowling from Exceptional Thinking has put together her 12 tips of Christmas.

A FiveStep Plan to Overcome Procrastination

Dear Jane, Why can't I ever finish anything? Why do I procrastinate so much? Most of us think we are simply lazy when we procrastinate. But the truth is that the cause of most procrastination isn’t laziness; it’s fear. We may be afraid that the task at hand is overwhelming or we may be afraid of failing at it. These are the two biggest fears that tend to keep us in approach/avoidance mode. Here are five key ways to get past your resistance and get “it” done, whatever the “it” is:

Planning the End at the Beginning
Every business needs an exit strategy. Every business person must think exit strategy every day.

10 Ways to Get Back into the Confidence Club
The word for confidence in Gaelic is muinín (pronounced muneen), and it is also the word for trust. The English dictionary definition of confidence is "firm trust," "a feeling of reliance or certainty." So, self-confidence is really about trusting yourself. The question then is how you can learn to trust yourself.

In the Workplace, Trust is Fragile

Trust in the workplace is fragile. Companies and their leaders have added to the inherent suspicion people carry for their bosses by using the terms trust, teamwork, and transparency as buzz words. They hire consultants, hold special meetings, or do team-building and trust-building exercises. Then everyone goes right back to what they were doing before the feel-good exercise, nothing changes, and skepticism and distrust prevail. What is missing in these often empty exercises is that trust is personal. It is emotional. It is earned. It is a foundation that is built-one brick at a time.

Inundated in Intention
It is easy to find yourself drowning in intentions but time does not have to be your enemy. Fulfilling your commitments is not rocket science. Follow these simple steps and you will find that it will be a lot less daunting to fulfill all of your intentions.

Sales Values

I just finished reading an excellent book about the history of Harley-Davidson motorcycles. Interestingly enough, it’s simply called “Harley-Davidson.” This is an unusual read for me since I am not a Harley owner nor do I own or even ride motorcycles. But I am interested in learning about how successful companies got their start and grew over the years, and this book was very interesting and educational, and loaded with the most beautiful pictures of motorcycles that one could imagine. At one point there was a picture of the company’s value statements.

Improve Your Web Copy
Hot tips to instantly improve your web copy.

Who is your 'brochure' written for?
We are sick of apologising for our businesses not being able to live up to false expecations and promises too frequently splashed about with gay abandon in the marketing materials, annual report, PR hype et al that we are required to use.

The One Response Your Prospect Wants To Hear...
Today’s marketplace is an endless sea of meaningless marketing messages and hollow promises. So, when it’s your turn to pitch your product or service... will you be able to deliver the one response that your prospect absolutely wants to hear?

Where Did The Trust Go?
Have you lost clients because of bad customer service or because you broke promises to them? Are you trying to reinvent yourself as a business who offers excellence?

Why Keep Promises to Yourself and to Others
Many of us consistently fail to keep our promises to ourselves and to others for a myriad of different reasons. We tend to rationalize and minimize this negative behavior, and totally dismiss our accountability for such actions.

The Grass is Always Greener
Greener pastures are like the sirens of the sea - they lure you in with promises of ease and opportunity - and then leave you wondering what happened as you find youself starting over in a strange land.

Attract Success with Integrity
“Your true character is revealed by the clarity of your convictions, the choices you make, and the promises you keep. Hold strongly to your principles and refuse to follow the currents of convenience.” -Taken from a "Successories" print.

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