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Act In Spite of Fear
The formula for manifestation in our physical universe is known to be "thoughts lead to feelings, which lead to actions, which lead to results." Most people have plenty of thoughts and feelings, but the breakdown for many seems to be ability to take "action". The culprit, of course, is fear. That is why to succeed in life you must cultivate the trait of courage.

Salespeople Become More Effective But Can They Get Worse?
In most cases, especially when effective training and coaching has taken place, significant to dramatic improvement occurs. Occassionally though, a salesperson will appear to be worse - weaker - than the first time. How could this be? I'll explain some of the scenarios where this should not be alarming, as well as some where it should.

How to Close the Deal Your Salespeople Can't Close

Sometimes, when your salespeople are trying to close a sale, the deal stalls, gets put-off, or simply doesn't close. This is followed by, well, follow up, leading to more put-offs. There are many reasons why this happens but for the purpose of this article, let's simply assume that the prospect has every reason to buy and the salesperson did not do anything glaringly wrong along the way. Simply a closable opportunity that hasn't closed yet. In situations like this, there are usually two things going on:

Game 7 - There is No Tomorrow with This Sales Opportunity
Don't turn opportunities where there IS a tomorrow into a desperate, "How much of a price concession do we have to make?", last ditch effort to close it today scenario, but do turn a customer/prospect-initiated deadline into a Game 7 scenario where you do whatever it takes to earn that business!

Which Salespeople Use Bad Judgement and Burn Bridges?

You want your salespeople to get decisions instead of taking stalls, put-offs and objections. Some of your salespeople are better at this than others. I've written extensively about the difference between the required skills versus the strengths that support closing, as well as recognizing and dealing with put-offs. Today, I will discuss the difference between not getting the desired reaction or behavior, not getting a decision and burning a bridge.

Game 7 - There is No Tomorrow with These Sales Opportunities
don't turn opportunities where there IS a tomorrow into a desperate, "How much of a price concession do we have to make?", last ditch effort to close it today scenario, but do turn a customer/prospect-initiated deadline into a Game 7 scenario where you do whatever it takes to earn that business!

Xobni as Sales Assistant, Pivots Help Close Sales
How to use Pivots to change the direction of a sales call or business strategy.

Lousy Salespeople and Great Salespeople - Line Item or Investment?
Lousy salespeople are a line item but great salespeople are an investment. It's actually much worse than that. The line item on your lousy salespeople is only a fraction of what they really cost. Don't believe me? Then answer these three questions:

Great Sales Opportunities That Don't Close
If getting opportunities into the pipeline is the most universal sales challenge, then getting opportunities closed comes in a close second. I'm talking about prospects who aren't ready to say, "yes" but are still "very interested". These calls pose problems for salespeople for several reasons:

Don't Buy Medical Insurance Unless You Understand These Five Things
You should be sure that your medical care insurance company is in point of fact a health-care insurance company and meets the minimum standards for your state.

Running an Electronic Medical Records Simulation Day
Before going live with the new EMR system, conduct a simulation day. This simulation should include everyone at the practice, and go through a day's operations in the new system.

Do We All Need Work Schedules for Productivity?
Are you someone who makes to-do lists and your lists are still undone at the end of the day, week, or even month? Welcome to the “I can’t stay scheduled crowd.” You are in good company. Your mind is not like everyone else’s; so don’t try to be like everyone else. Maybe you do not need that schedule you are told you do need.

Could you website end up costing you money?

here is certainly money to be made on the internet and every business with a website hopes that their website will increase sales. However, the last thing anyone thinks is that their website could cost them money. It is easy to put a lot of time into web design and functionality, but sometimes the detail can get overlooked. Here is a checklist which you should consider before embarking upon a website build.

Top 10 Reasons Why You Need A Killer Elevator Speech
It is my firm belief that virtually every person in business for her- or himself needs a killer elevator speech. Yes, that means you, too. Wondering why a killer elevator speech is so important for you? See if you recognize yourself in any of these scenarios:

Franchising And the Art of Selling Change

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

‘Great’ at sales but they don’t ‘fit’ the culture

Sound familiar? A ‘good', maybe even ‘great', salesperson is recruited and hits the ground running, kicking sales goals in the new role, however within a short space of time they have alienated their team, decided that the role is not for them, and left the organisation. As we know the cost of this selection is huge and begs the question, why did this ‘great' salesperson not work out? While there are many possible scenarios and reasons, we often find that a major contributor is the cultural ‘fit' between the individual and the organisation.

Having a Business Plan for Your Online Business
Do you need to write a business plan? The thought of preparing a business plan tends to fill most online business owners with dread; it can be a difficult, stressful, and time consuming process. For this reason alone you may want to think about seeking the help of a professional business plan writer.

Going For The Big Finish
A quick story... on a green and blue planet called Earth, there once was a human who really, really, really wanted to get something amazing in life. There was lots of excitement in the dreaming, and then in the planning and preparing, and then the launch of the whole thing...

Ask These Questions Before Becoming A Franchisee

Recently I took a short business trip which required some air travel. My traveling companion on the way back, not getting my subtle hint of isolation that my Ipod Touch and headphones projected asked me about my trip and then my profession. What followed was a series of questions that started out in very familiar terms: "You know, I have always wondered about getting into business for myself but I'm not sure I'm qualified or that it's right for me. " What followed was most of the following questions that are commonplace and typical. So, in only a mild order of importance or, more to the point the way they seem to flow, are my twelve or so typical questions people have burning in their bosoms about franchise business ownership. Check them Out...

Great hires / bad hires: how to tell the difference BEFORE you make the offer
You hire someone. They don't work out. They leave. What is it that you remember and say about them in the past tense? It's rarely the fact that they didn't know how to work the numbers, or that they couldn't put the pieces of a widget together. No, it's almost always their soft skills that generate conversation-their personality, character and values.

Competency Based Interviewing
An article that explains the benefits of Competency Based Interviewing

What Would Make Your Life Easier More Time Or More Money? Why Not Both
Find out to how to maximize your time and money in order to allow you to do all things you have dreamed of.

The Top 10 Common Pricing Mistakes Most Companies Make

Price strategy is emerging as the most important resource for companies to increase their competitive advantage. The vast majority of companies have spent years achieving gains through cost cutting, outsourcing, process re-engineering and the adoption of innovative technologies. However, the incremental benefits from these important activities are diminishing, and companies need to look at other areas to improve their business results. Savvy companies are implementing price optimization schemes and focusing on building their organization to serve their most profitable customers.

Give the customer more than what is asked
This article delves into the foresight and initiative shown in giving the customer more than what is asked. The customer loves it when something was provided without having to ask for it. A short small-group exercise is included.

How to Choose a Value Proposition

What sets your product, service and company apart from your competitors? What value do you provide and how is it different than the alternatives? Your value proposition is the foundation of your entire business and the offers you take to market. When your market clearly recognizes (and appreciates!) the value you provide, it’s easier to generate new prospects and guide them to buy. Now … what if you don't have a clear value proposition? Well, it takes more time and money to show prospects why they should choose you. And as a result, you often end up competing on price – a tough position to sustain over the long term.

Rebalancing: How do I do it?
In one of my previous articles “The Art of Rebalancing”, I wrote all about the reasons why you should be rebalancing your portfolio on a regular basis. The “how” is a little bit of a more complicated process to explain, but once you get the hang of it, it is an easy process

Trademark a Name and Logo: Together or Separate?

Trademarks can be names of products or services, logos, slogans, packaging and even sounds and smells. In essence, a trademark can be almost anything that is used to identify a particular product or service. Registering a trademark grants the owner exclusive rights to the mark within the specified industry. Now when it comes to filing, a big question is should the name and logo be filed together or separately?

Thinking about Selling Your Business? - Some Quick Tips
Follow these tips for a successful business sale or merger and you'll be rewarded with a higher business valuation, a better buyer, tax savings and a more successful deal outcome.

Why is Selling So Difficult?

Wouldn't it be nice if selling was as easy as most salespeople treat it? You would just come right out and say what you're selling, tell prospects why it's important, explain the features and benefits, tell them what it costs, and make the sale. After all, that's how we did it in the 60's and 70's. It's so easy. It's so logical, it's so ineffective. Why is selling so difficult? I have a number of answers....

My Sales Force Needs a Make Over

One reader emailed that he just inherited a radio station in Honduras, has never sold before, and he and his salespeople aren't able to book appointments. Another reader is the Sales Director for several well-known magazines and said that her top producing team is down 50% from last year. Yet another reader wrote and wanted to know how to chop her 2-3 year sales cycle down to 2-3 months. And one President fired all of his salespeople, is back on the road selling and wonders what he can do to thrive. What do all four of these scenarios have in common?

Maintaining Yesterday vs Creating Tomorrow
John F. Kennedy once said that the best time to repair the roof is when the sun is still shining. That is a luxury we do not have right now. Instead we must proactively confront our fear of change. Embrace it. Learn to be comfortable with it.

Emotional Maturity
What I find with many people is that they are living unconsciously - automatically reacting to incidences rather than responding to them. Do you find yourself saying that you feel helpless and are often controlled by your emotions? Relax, you’re not alone!

CREATIVE TIPS TO PROMOTE YOUR BLOG IN THE MARKET

With many online merchants, all using blogs to sell their products, the battle for attention is immense. Today online customers are more discerning and they can be put away from your blog by very small things. First majority of the customers search specific keywords to get the list of blogs and websites that offer those products. I don't want to talk about how to get to the top of search engine pages, many people have written about search engine optimization and I don't think that I can add much.

Confusing Who You are with What You Have Been Through: Learning Self-Command
Untangling your past so that you can move forward and experience new success in your life is an important part of having success. Self-command teaches you how to take action and become your dreams and fulfill your life with more joy, success and happiness. Learn how you can take life to a whole new level. Go on, take command of your dreams.

Measuring Marketing Results in 2009
Marketing of any kind requires that we measure results. That’s nothing new. In current times measuring the results of marketing activities is not an option. If it can’t be measured, don’t do it is what many CEOs mandate, and well they should.

Why Small Businesses Don't Survive

There are more than 30 million small businesses nationwide. Approximately 65 percent of small businesses are grass-root small businesses, and unfortunately don’t survive because they are not fully equipped or prepared to do business and compete in the marketplace efficiently. They have great intentions, a vision, and a big dream. Many start their business with true purpose-to help others through the use of their products or services. However, most often a new business owner believe they can run a business without a plan or strategy, not considering the unforeseen and possibilities which could influence the outcome of the business.

Business Plans Don’t Last Forever

Business plans... you either love them or hate them. They are a beautiful thing when they create a unified focus and alignment across your company... And empower your team to go out and do what they must do to produce results. But fast-growing companies outgrow their business plans. Often, it is just a matter of time, because business plans don’t last forever! It’s highly likely you have outgrown your business plan when:

What a Leader needs to understand on Trust
In this financial and economic crisis, people has lost trust in their leaders. Why and how do they get it back?

All Websites Are International
Tip O'Neill, the late Speaker of The House of Representatives is often quoted as saying "All politics is local," meaning a politician that helps a constituent with a problem is likely to win that vote based on the personal assistance provided, irrespective of that politician's stance on the larger, more weighty, geo-political issues. What then of business, is all business local or international?

Abide by the Rules of Engagement

We are in a war. Not the war in the Middle East, but the war we are all experiencing for sales. The battle is almost like hand-to-hand combat because it will be won by selling one customer at a time. To survive in these turbulent economic times, we must win the war for customers; we must be more effective at closing the fewer customers who are looking for our product or service. The game has changed, but the rules of engagement haven’t.

Forming a Successful Sales Team

Perhaps the greatest change in organizations today is the shift from independence to interdependence, from individual efforts to teaming. Teamwork is having a profound impact on selling. Many companies today leverage the synergy of teams by sending two or three team members to sell an account. This is especially true when accounts represent significant revenue or when the team will be cross-selling various products. If you're thinking about bringing in a selling partner, or if a sales team is about to be formed, consider these ideas when setting up the team:

Why Charging a Flat Fee Can FlatLine Your Home Staging Business
Many home stagers make the costly mistake of charging a flat rate rather than an hourly fee. Structuring the pricing for a home staging business this way can quickly lead to bankruptcy.

Entrepreneurs -Meetings – Make Them Effective And Profitable
Meetings – in business they are very important, but you can have too much of a good thing. Meetings are also time consuming and expensive and often take you and your staff away from more profitable activities. So how do you make meetings effective and profitable?

Why Outsourcing Your Accounts Department Is A Really Good Idea!

Having an independent bookkeeper for any/all businesses has many advantages, not least the fact that the Tax Office approve wholeheartedly with the idea. Why is that??……. Well, the fact that a business owner is not doing his/her own books removes a lot of doubts about the reliability of the records. There have been many proven cases where manipulation of the records can, and has been, done by the owner. Having a different person involved doesn’t remove the general thought that things might not be as they seem, but it certainly helps a great deal.

Why Use A Certified Bookkeeper Instead Of Doing Your Own Bookkeeping?
As a member of the Institute of Certified Bookkeepers I am often asked why a small business owner needs to use an outside bookkeeping expert, rather than doing the bookkeeping themselves to save money. This is an easy question to answer because it is a “no-brainer”. There are times in your life when only a qualified expert will do. For example, if you are about to undergo brain surgery...

Sales Statistics That Reveal Sales Effectiveness

You have salespeople like this! They have plenty of opportunities in the pipeline but very few of them get closed. Some of these salespeople are actually thought to be good closers because they close more new business than anyone else on your team. But are they closing more new business because they're effective closers, effective salespeople or because they simply have more opportunities than anyone else?

Personal Selling - It's Time For A Tune-up
Personal selling success depends on an equal balance of selling skills and sales planning. Discover the six critical questions to ask if you want to go to the next level of success.

Coaching the Entrepreneur
Entrepreneurs are some of the most challenging yet rewarding clients a professional coach may attract. They possess unique traits and if understood and appreciated can make for the most rewarding coach/client relationship. Many coaches fail to appreciate the unique qualities of an entrepreneur and how to approach the client relationship.

Just Say "No!"
Did you know that saying "No" can actually be doing a favor for the person you are talking to? Really -- it can!! It is also something that is really hard for overachievers to do. And that is what we are right? As entrepreneurs we take on all kinds of things, but sometimes they are not the right things for the time.

Why You Need Extra Insurance For A Home Based Business
If you are going to run a home based business, you need extra insurance-that is, you'll need insurance that most other people don't need. It's more than worth the premiums.

How to Build Your Own EBusiness at the Touch of an Autoreponder Button
You have been told time and again that one of the most difficult hurdles to building an online business is building a list.... The truth of the matter is--that it is only difficult if you do not know what you are doing. The fact of the matter is--with the right, readily available, tools and tips it is downright easy to do.

Highly Successful Salespeople Can't Remember What They Say
We were in an internal meeting last week and Frank Belzer said something really profound. Chris Mott asked him to repeat it and he said, "I have no idea what I just said." Light Bulb.

Signs That The Economy Will Soon Improve
We saw it again. It happened this summer, the tell tale tip off that things are turning around, that CEO's are feeling confident enough to...

Answering Tough Questions That Can Save Your New Business
New businesses start up every day, both online and offline. Unfortunately, statistics show that the majority of them will fail. Asking a few tough questions, and knowing the answers can prevent your dream of owning your own business from becoming just another sad statistic. Isn't that worth a bit of your time?

Regain Control of the Sale

Do you ever feel like you’re losing control of the conversation with a potential customer that keeps going off on tangents? You quickly realize that you better regain control of the conversation quickly… or you are going to lose the sale! You might find yourself in this situation when you have a potential customer that bombards you with questions, stories, and off the wall scenarios. At first, you think "Wow" this person is extremely interested! Thirty minutes later you realize… wait a minute… we are nowhere close to getting this deal. Here is a technique that you can master and never face the above scenario again!

Become a Master in Listening

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

The End Starts at the Beginning
Every entrepreneur must begin planning their exit strategy at the beginning. The months spent on writing a business plan must include a plan for the end of the business as well as the start.

The Missing Piece That Can Hold You Back
If you want to create a result and you’re being held back in some way, a revealing question to ask is, “What’s the payoff I’m getting from staying where I am NOW?” This article is about how understanding the answer can set you free.

Does your game face need a face lift
Is there a game that’s frustrating you now? It may be an industry slump, a challenging new employee, lack of clarity on another direction. You can’t change the fact that you’re where you are. At the same time, the past doesn’t have to predict the future. This article is about what new game can you create now, that will give your game face a lift?

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.

Aikido and The Art of Selling
Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who’ve had too much to drink.

Active Listening: A Critical Success Factor

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

The Stupid Business: Fifteen Guaranteed Signs that Your Business Will Fail
There are smart businesses and stupid businesses. Smart businesses grow profitably, generate cash flow, increase in value over time, and operate without significant input from the founders. Stupid businesses aren’t set up to do any of these things, and are destined to eventually fail. This article provides fifteen signs that you might have a stupid business.

A Four-Part Framework for Reaching Out to New Markets
Many businesses enjoy the glamour of trying to penetrate new markets. However, as the framework in this article shows, the lowest-risk and highest-return strategy is to continue to serve your current, receptive markets.

Will You Choose to "Wake Up!" to Your Life?
Choices...we all have them in life. Though sometimes our choices are really difficult to see and can be even harder to make, still, we do have them. The problem is we don't always remember this important fact. And who can blame us, really?

Stressed Out or Stressed In?
Start focusing on being stressed in and you can make some positive choices.

Business Management

It’s sometimes funny to me how many people actually go about their day performing a wide range of business management tasks, yet they still know little about what that actually means. What is business management? What does it entail? How do you do it well? Those questions continue to boggle the minds of even the highest up CEOs. If you too are in a management position and are plagued by what your job entails, then keep on reading.

Is procrastination holding you back?

As a coach there are two issues above all others that I am asked by people to help deal with more than any others – the first is work-life balance (or life-work balance as I prefer to call it) and the second big issue is procrastination. Perhaps you are not surprised? Perhaps you are a procrastinator yourself? Don’t worry you are in good company and the habit of putting things off until another day is something we all do at some time or another. Why not read on NOW to find out more.

Why Business Cards are Old Hat
Remember someone telling you that your business card was your “24-hour sales person”? Well they had no clue what they were talking about, because now there's a simple alternative that actually works!

6 Steps to Successful Competency Based Interviews
Here are 6 steps to help you make the best impression - and get the job! Now that more and more organisations are using a competency based framework for interviewing. Any help you can get is worth it!

Hypotheticals, Scenarios and Foresight
Strategic foresight is about creating new perspectives on key issues concerning an organization today through an integrated approach to strategy which results in discovery and articulation of a preferred direction for the organization (Marsh, et al., 2002, p 2 – 4).

Part 7: Funding Request
In this section, you will request the amount of funding you will need to start or expand your business. If necessary, you can include different funding scenarios, such as a best and worst case scenarios, but remember that later, in the financial section, you must be able to back up these requests and scenarios with corresponding financial statements.

Top Ten Signs You Need a Coach
Do we really know whether we are "in pain" regarding failed results and eluded goals around happiness and achievement? Sometimes we miss even the cues to tell us we should be getting help. Here is a Top Ten List for describing the scenarios most fitting for a personal/professional coach

Getting Rich with Third Party Affiliate Programs
For most business scenarios, dealing with a third party should be kept to a limit as you want to have as much control over your operation as possible, except when it comes to the business of affiliate marketing and the concept of getting rich with these programs.

When is Business or Executive Coaching NOT appropriate?
You are passionate to develop your staff and want to Coach them to success. However there are three key situations where Coaching may not be the most appropriate tool to use. Keep these three scenarios top of mind before jumping into a Coaching session with your staff.

Quit Your Job - Don't "What If" Yourself to Death
There are SO many people who are doing work they hate. They are "stuck" in careers that they simply don't enjoy. Why? Because they imagine the worst case scenarios that might happen if they resign their position to pursue their dreams.

Helping Customers Move Forward
Let’s focus on how you can accelerate closing by being “helpful” to your customers. What would you do in the following two scenarios to be “helpful?”

Your parachute is your segue between passion and profit
How is being your own boss the same as parachuting? What business success lessons can be gleaned from parachuting? Through three common business scenarios, you will learn how your parachute is your metaphorical segue between passion and profit.

Which Of The 3 Equipment Lease Rates Would You Choose ? Canadian Capital & Operating Lease Payments Explained!
Information on equipment lease rates in Canada . How are lease payments calculated on both capital and operating lease scenarios . Which type of transaction has the best payment structure for your firm?

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