Customer Service: The Key Component of Marketing and Sales

Many businesses find themselves facing the choice of taking alternative approaches or following certain approaches to marketing and/ or selling their products and/ or services. While it is often possible to make a particular one - time sale based on offering a low - ball price, this approach rarely creates any long - term allegiance. When one observes a variety of business models, there are numerous examples of different levels of customer service or support, as well as different levels of training that businesses offer to their customer service representatives. What those who fail to prioritize or pay sufficient attention to this process may still enjoy some degree of success, invariably it is the quality and consistently of their customer service representatives that dictates their longer term sustainability and acceptance. This applies to all size businesses, including huge corporations, as well as independent contractors and professionals, such as: Real Estate Agents; Physicians; Dentists; Financial Professionals; Attorneys; Accountants; as well as any corporation, whether it sells products, or services. Remember: We all sell every day: Either a product, service, ourselves, or some combination!
 
1. It is certainly true that a business can make a sale by offering a lower price, that behavior rarely develops a committed customer, and certainly never leads to the very desirable client relationship. However, we often observe companies that initially react to down periods by diminishing and reducing customer service and the related expenses. Nothing could be more counter - productive, because in the bigger picture, customers remember how they were treated far beyond the period that they recall the price they paid. Consider how you personally feel when you go into any store, or make a call to a company, and how the initial treatment irreversibly impacts your perception and opinion of that business. Effective service means a real and concerted effort to make the buying experience a far more positive one for customers and clients, and differentiating yourself from the competition. Isn't it funny that so many businesses spend so much money and time doing post - process interviews, while often ignoring or certainly not paying enough attention to how they treat their customers or potential customers, in the first place?

2. There are many essential components to assure that a quality procedure is consistently followed. It begins, as so many things in business, management and leadership do, with a prioritized commitment to everything that makes the buying and/ or shopping experience a better one! It must begin with not simply acting like you care, but actually doing something. When businesses spend more effort on serving their customers than simply thinking about selling, their sales are enhanced rather than diminished. Successful organizations always understand that exceptional service creates a positive word of mouth, which is the most powerful and meaningful form of marketing.

After 4 decades of extensive consulting to hundreds of businesses and organizations, and thousands of individuals, it has become obvious that the most sustainable behavior is professional, quality and consistent service. Businesses must come to understand that it is not the sales you make today that count the most, but rather how you are perceived and appreciated by future potential customers and clients.

What It Means, To Be, A CLOSER, And Why?

Each of us are involved in sales. We either sell a product, service or ourselves, on a nearly daily basis! Much has been written and discussed about sales techniques, selling necessities, and the related impacts, but the significance and importance of the actual closing aspects and techniques, have too often been underestimated. While we often review those essential steps to be successful in selling, unless and until we focus on and actually close, it will often go for naught. Although most people recognize that the close is the essential final step in consummating a sale, it is often the most avoided, and also the most poorly handled of all the components involved in transforming a presentation to an actual sale. It is important to remember that the greatest technique and presentation generally will go unrewarded unless one dedicates himself to becoming a professional CLOSER.

1. Begin this process by actually caring, considering and cooperating! Effective selling will only occur when we care about the needs and concerns of others, considering their feelings, etc., and stressing cooperation rather than being adversarial.

2. Greatness will only occur if we stress learning and listening. How can one possibly relate to someone else, and thus find their "hot button," unless they try to learn as much as possible about others, and listen with an open mind, so that they can better relate and understand what is most meaningful to someone else. It is about others, and not yourself!

3. Explore options and opportunities, rather than merely formulating a closed-minded perception, which excludes potential alternatives. Avoid letting your pre-formulated opinion overly direct your actions.

4. Truly effective selling must be proactive, getting the other party involved and caring. If you want to maintain the best opportunity to eventually close a sale, then you must dedicate yourself to the search and solve mindset and agenda.

5. Emphasize what the other party cares most deeply about. Empathize with the concerns and worries that you discover. Then, be certain that you respond in a meaningful enough manner where you are able to elicit a response/ reaction, that promotes others to want to care more and become more involved with you, because they can see and feel how much you care!

6. Request the reasoned response. When this is done properly and in accordance with these basic steps listed, it should promote what should be, at this stage, a yes!

There is a significant difference between sales and selling. While sales is an apt description for an occupation, selling is the proactive state which creates a transaction. Unless one dedicates himself to becoming a proficient closer, he will never master selling. Most importantly, it is almost impossible to close the transaction without the willingness to ask for the sale (this ask is the true close!).

Why You Should Pay Attention To, And Develop Your Elevator Speech?

It is generally believed that the most meaningful single component that determines the potential strength of the American economy is related to the health of small business and small business people. This includes consultants, real estate professionals, accountants and CPA's, physicians and dentists, small law practices, salespersons, commissioned individuals such as stock brokers and insurance agents, etc. These are often highly competitive industries, where there is a need for an individual or small business person to differentiate himself, develop a personal niche, and maintain and develop the ability to effectively and seamlessly communicate why others should utilize his services. In other words, he develops an elevator speech, which in thirty seconds or less, whets the appetite of those around him, motivating them to ask more, and creating a mystique or aura where he sticks out in a positive and productive manner.

1. How do you interest others without appearing to simply trying to sell something? How do you make your message both compelling and interesting, showing a positive message where others not only listen and hear, but pay close attention and retain what the messenger is trying to convey? How is it possible for anyone to have an effective elevator speech unless he maintains a positive mental attitude combined with actual self - confidence? What do you say that differentiates you from the rest of the pack? Do you believe your own words? Are you capable of seamlessly promoting yourself in an impactful and meaningful manner?

2. Why is an elevator speech so important for someone to develop? This thirty second opportunity comes about often, not solely in an elevator, but in brief meetings in the supermarket, at cocktail parties, and in any social or business gathering? What is your brand, and why is your brand one that others should care about? How do you differentiate yourself? One example could relate to, for example, a real estate agent, who might be asked some version of the question relating to why one should use him rather than others. The individual who does not hem or haw, wax philosophical, get hung up on cliches or empty rhetoric, and simply claims he'll do the best job for them, will rarely attract much positive attention. However, on the other hand, the individual who clearly and without hesitation states emphatically that while there are many real estate agents available, and even confidently states that many of them do a decent job, avows confidently that they lack one key ingredient that he possesses. Therefore, each individual must ponder what makes him different, unique and someone others need!

Think about the impact of your elevator speech! Does it motivate others to care more, think more, and understand why you are someone they should seek out and do business with?

Price May Make A Sale, But Service Creates Customers/ Clients!

Having done an extensive amount of sales training, both with sales representatives, as well as sales managers, for 4 decades, I have invariably been asked about the delicate balance between price and sales, especially as it relates to profitability and customer creation. One of the biggest errors I have witnessed is when sales people believe they can buy a customer's loyalty, by immediately offering the lowest possible pricing. However, the reality is that while one may make a sale by low-balling a price, it is rarely in the long term interest of the company to make that the stand operating procedure. This concept applies to retail, mail order selling, or person - to - person, or business - to business. It also applies to self employed professionals, such as physicians, dentists, lawyers, and real estate professionals! 
 
1. The most important need for effective sales and marketing is effective listening. Obviously, everyone wants to get value, especially in these economic times. However, the danger in concentrating most of one's marketing efforts on price, is that any other competitor can always match or beat your price, and you have done nothing to gain that individual's loyalty. For example, there are hundreds of places that wireless phones are sold near where I live, as I am sure is true nearly everywhere. Some of these places are exclusively devoted to wireless service, while others sell this alongside other products and services. Curiously, I have observed that many of these stores open, and within a short period of time, close up. I've noticed that the ones that close, for the most part, are those that attempt to entice customers by price and empty promises. On the other hand, in my neighborhood, one of the most successful of these stores, while always remaining competitive price- wise, excels in its customer service. They pay particular attention to helping even after the sale, helping with any setup that may be needed, and with any warranty or replacement phone issues. They do not nickel and dime their customers with excessive extra charges for items such as chargers, ear pieces, cases, etc. They bend over backward, not only to get the customer once, but to keep customers for the long haul.

2. Many local businesses have had to face the reality that the large "big box" stores are often difficult to compete with simply on price. Small businesses also, obviously, have nowhere near the same marketing/ advertising budgets as these large chains. This has created a situation where some local merchants have had to close, because of loss of revenue/ business. On the other and, other local merchants have flourished. What have these merchants that have been successful done that the others did not? In many cases, it was listening to what their customers were saying and what they wanted, as well as providing personalized service. In other words, the successful stores did not rely on price as their major weapon, but rather sought ways to create a niche for themselves that made them invaluable to their customers/ clients.

3. Commissioned - based individuals, such as real estate professionals must value themselves enough to justify their commission rate, rather than simply automatically lowering it, to attract a particular customer. If a real estate agent cannot justify his commission, how can he effectively negotiate the best deal, for his client/ customer.
 
Effective sales and marketing technique requires the ability to think outside the box, and be a solution based, personalized enterprise. This is more true today than ever.

How Well Do You Manage TIME?

When one examines what often differentiates the most successful individuals from most of the others, we often observe that one of the key factors is how well they manage their TIME. Even the most intelligent, most experienced individuals with the greatest expertise, often fail to achieve to their potential when they don't manage this essential component to its maximum degree. Lee Iacocca stated, "The ability to concentrate and to use your time well is everything." While it may not truly be everything (because that assumes it is the only factor), it is certainly no doubt something that makes a key and major ingredient. Examining this from a mnemonic perspective perhaps helps us to best focus on what is needed.

1. Time management begins with a willingness and ability to train yourself. This is a far different scenario than merely taking training programs, classes, seminars, or even actual learning. It is, rather, the combination of gathering the needed facts, data, and information, and then synergistically using this information in a manner that best suits your personality, learning type and habits, desires, motivations, visions, goals, etc. This training is the ultimate form of personal development and self - discipline, because it is what will direct one to achieve to his maximum potential.

2. Far too often, individuals examine situations, and observe numerous areas that they realize need to be addressed, or need to be improved upon. However, those that merely follow a multi - faceted approach, rather than creating priorities, often get bogged down in minutia. Therefore, it is important for each of us to install personal controls, that help us to focus, prioritize, and organize as well as we can do.

3. A large percentage of individuals never even begin, but many others also merely begin but never proceed to a course of action that is essential. In order to best address how we might utilize our time, we each must maintain the course, so your plan has the opportunity to succeed. This does not mean merely never giving up, but rather developing a way to evaluate your progress, what needs tweaking, and the most efficient and effective way to proceed.

4. Perhaps the most overlooked aspect of this necessary task is how we actually examine and proceed with our goals, etc. Therefore, how we establish our short - term, intermediate and longer term plans and goals, will often determine our ability to succeed. Doing this creates a mindset for being organized, and unless one becomes efficient, focused and creative, how can he possibly best manage his time?

One can never consider how he handles his TIME, without examining priorities, goals, and especially personal discipline. Those who create a form of personal daily agenda, and utilize timelines and other measures/ metrics, are best able to use their time effectively, Remember the adage that both the most successful and the least successful individual both have the same 24 hours in their day, but the more successful use that time more effectively and, with the greatest impact!

Basics of Meaningful Budgeting

Nearly every organization, whether it be public, non - profit, or related to a for - profit group or scenario, has some sort of budget process. Unfortunately, far too often, the attitude towards the significance and relevance of the budget process is often a diminishing of the need for this process. Meaningful budgeting must always begin with an attitude of understanding and appreciating the reasons and needs for the process. When done correctly, it enhances one's ability to do a thorough and relevant analysis of needs and priorities, as well as direct a process in the right direction. This should assist in the prioritization process, and make this a step towards functionality, rather than merely an exercise. Once this is understood, many believe that only by using a zero - based budget process, does the document serve the maximum purpose.

1. The vast majority of individuals tend to feel that creating a budget is merely a guide, rather than a directive. Because of this, once they get the budget approved, they often ignore the document, and merely resort to shorter term or crisis management form of leadership. On the other hand, when budgets are used properly, they set the tone, create priorities and direction, and do so in a responsible and effective manner.

2. Effective budgets begin with a commitment to thorough analysis. This permits groups to set goals, create meaningful prioritizes (based both on needs as well as goals and visions), and to effectively plan for the upcoming period. When use properly, budgets are an essential first step in realistic strategic planning.

3. Does your group have needs and priorities, and do they plan to address these in a manner that includes budgeting for them, or do they simply take haphazard steps in a less than meaningful manner?

4. Budgets must be used as a guide to which actions to take, and how to get the maximum bang for the buck. When this is done, organizations have the ability to prioritize providing value to their constituents and other stakeholders.

5. For four decades, I have prepared and assisted in preparing numerous budgets, and have become an advocate for the need for using zero - based process. Zero - based means avoiding the tendency of merely extending meaningless budgets year after year. When groups merely look at what they are doing, and just either maintain a line item expenditure or increase things by a specific percentage, groups lose an opportunity to improve and become more efficient and effective. Zero - based means one must justify each non contractural item on a needs, priorities, best ways, and relevant manner. Only when this is done can most organizations plan effectively in a non - crisis manner, and evolve before they must.

Don't consider budgeting to be merely a process or exercise! When that is the approach and attitude, opportunities are squandered, monies and time wasted, and true leadership diminished. Commit to use your budget as your ally.

Did You Fail to Succeed, or To PLAN?

How often do you personally do this, or observe others following this type of behavior?: Something goes in a less than optimal manner, and you focus on your bad luck, lack of success, or complain about how unfair it is since you worked, and/ or tried so hard. While from a self - protective perspective that may make us temporarily feel somewhat better or relieve some of that notorious steam, the reality is invariably that when we either resort to blaming others or situations, we are nearly always doing ourselves an injustice by sucumbing to weakness. The only true way to maximize one's chances to be a success in anything is committing to, and mastering the art and science of developing and using a PLAN!

1. Before beginning, one must consider, understand, and perceive of the true purpose that one wishes to achieve. When was the last time you took the time and made the effort to understand and create priorities, and then go forward in a directed manner towards developing well - thought out programs. This effort is rarely always easy, but is essential for success, and thus must be done with a continuous persistence and the mindset to persevere.

2. No one ever gets his desired results every time! However, the most successful individuals always learn lessons from their experiences. The adage that one must make mistakes to accomplish is only true if one truly learns from these mistakes, and does not repeat them. Successful performance and achievement nearly always accompanies the desire to lead by example (practice what one preaches).

3. When a positive and helpful attitude is combined with, and used in unison with constantly seeking the optimal aptitude, he will approach things with the mindset and willingness to proceed with timely action. Only when these are done synergistically, will one have the best opportunity to succeed to the highest degree.

4. Do you take the time to know needs (both yours as well as others that you interact with), and have you developed the inner strength and fortitude that is needed? When one commits to the never give up perspective, he will persist while others surrender. Many great achievements and accomplishes have occurred predominantly because someone continued to seek answers and solutions, while lesser individuals surrendered. This often requires a truly nuanced approach, where the understanding and approach is not the one - size - fits - all type, but rather that each circumstance has its individual circumstances, etc.

You can either blame others or circumstances because you failed to accomplish what you believed you should have, or you can commit to consistently plan. When this planning includes contingency plans, one potentiates his possibilities! These principles apply to your personal life, occupation, or any endeavor!

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Business Ethics: Has That Become An Oxymoron?

We often read and hear references to business ethics. Undergraduate and post graduate courses dedicate large amounts of time and resources to the topic. However, if one were to ask the average consumer if he believed that most businesses were conducted in an ethical manner, we would predominately receive negative responses. Simply stated, ethics can be defined as doing the right thing, the moral thing, and treating others with honor and respect. Related to business, this concept would include several items, and when we evaluate how most businesses conducted business, we would often avoid referring to these practices as moral. Most professional organizations have a Code of Ethics, yet, why do we witness so many violations and/ or irregularities?

1. One of the necessities of being ethical is telling the truth. However, when we look at how businesses, services and products are often promoted, the truth is stretched rather thin. One example, of course is the mobile communications or cell phone industry. Each carrier runs ads trying to convince us how superior they are. However, since there are no legal requirements even for using terminology such as "4G," and each carrier handles their lines differently, there is often quite a bit of variation. For example, going strictly by its ads, one would believe that Verizon cellular service is nearly perfect. Its advertisements makes claims about the clarity of its calls, how few calls are dropped, its speed, etc. While that is the case in some areas, several of my friends on Verizon service experience dropped calls, etc., in various areas, while having excellent service in others. ATT Mobility claims its system is fastest, and in some areas it is. I use the system and have had wonderful experience, yet, I know others who have been extremely disappointed. Sprint customers have similar experiences, and I have had wonderful experience with Sprint's Air Card, which works well nearly everywhere I've used it. However, as good as it is, it is certainly not as quick as wired or WI-FI service. Every other service has its proponents, as well as its attackers. The issue is not which service is the best, but rather how the services promote themselves. While effective advertising is self promotional by definition, misleading ads are certainly not terribly ethical.

2. Have you ever gone into a store and purchased something, and the store quickly asks you if you'd like to purchase an Extended Warranty. While there is nothing wrong with offering this, nor with the stores making additional revenues doing so, have you ever been given a clear cut explanation of what is and is not covered, and the limitations. Remember, we are discussing ethics here!

3. Investment Advisers are another area of ethical concern. Is the individual an unbiased adviser, or is he simply a salesman disguising himself as an adviser? Both duties and functions are acceptable, but which is ethical?

4. In Real Estate, does the average buyer truly understand the difference between being represented by a Buyers Agent, a Brokers Agent, and a Sellers Agent? In New York State, for example, by law, prospective buyers must be given an Agency Agreement that explains each of these. Yet, if the average buyer truly understood the differences, one would think the vast majority would prefer using a Buyers Agent, whose loyalty is directly to the buyer. Is this an ethical dilemma?

There are so many situations in business where there is the opportunity for a business, product, or representative to opt to either prioritize ethical behavior, or to merely do what might be expedient and in the store (or business, product, or reps) best interest, rather than the customer (or buyer). Therefore, one must wonder if business ethics is another one of those oxymorons, such as military intelligence, moral politician, etc

How To Master Giving Any Presentation?

How often have you been called upon to give, or been in a situation where there has been the need for you to get up in front of a group of people, and give some sort of presentation? Whether the group is a large or small one, or even an individual presentation, there are some basic concepts/ ideas, which will make you better, and feeling more comfortable! Studies show that a large percentage of individuals become nervous, queezy and uneasy when this occurs, often feeling considerably out of their comfort zone. Unfortunately, this form of oral communications has often been largely either ignored or paid little attention to, and because of that, many presentations and presenters present an atmosphere of discomfort, boredom, and somewhat of a feeling of "why did I bother attending this," among attendees. Like most acquired skills, learning to, and actually giving a quality presentation requires dedication, commitment and an understanding of the process and the requirements/ needs.

1. You'll rarely give a consistently quality presentation until, and unless, you thoroughly are prepared. This presentation means determining the goal of the presentation (i.e. what you want the attendees to walk away with), whether or not there is a need for accompanying visuals, doing your research and homework, understanding the group and its dynamics, etc.

2. Once you've formulated your information and materials, practice your presentation, and rehearse. This rehearsal should enhance your comfort zone, and anticipate questions and concerns that might be asked by the attendees.

3. Just like actors rehearsing for a new show, an effective rehearsal is never a one - shot event. The procedure must be repeated until your level of comfort with, and knowledge of, the materials, is nearly second - nature, and automatic.

4. Review your content in detail. Are you providing too little, too much, or just the right amount of information? Is the group that is attending prepared for the information you are giving? Will they welcome, or close their minds to new information, ideas and alternatives?

5. Are you comfortable going in front of a group? Are you so uncomfortable that your nervousness will create an impediment to a quality presentation? Rehearse in front of a mirror, look at your body language, continuously change the inflection and tone quality of your voice, and remember to speak more slowly than you feel you need to (because invariably nervous speakers rush). One's confidence is an essential of a quality performance!

6. Finally, consider your delivery, your performance, and whether or not you are engaging the group in an interactive manner. When one gets the audience more involved, it enhances the bond and thus the attention that the crowd will give you.

There is no one - step, easy procedure for enhancing your presentation skills. However, paying attention and being consistent, and thus using these basic six steps, helps to put you in the best scenario.

Are You, In Sales, or Do You SELL?

In my over three decades of training literally thousands of individuals to become better, more proficient and more effective salespersons, I have come to realize that one of the greatest challenges is often that the person himself merely sees himself as being in sales, rather than someone who is selling. Isn't that somewhat strange since each of us sells regardless of what our field of endeavor or occupation may be? We either SELL a product, a service or ourselves. The key differential in how we perceive this is that being in sales acknowledges that something might be sold but tries to separate ourselves from what we perceive as a somewhat perhaps savory endeavor, which far too many people consider selling. However, the reality has little to do with one's negative perception but rather relates to how professionally we perform our duties and whether our attitude is one of being value oriented, or rather is merely self serving.

1. Are you expressed attitude in sync with your actual behavior? Is your focus about service to your customers and clients, or is all about you and what's in your personal self interest? Do your actions and whatever you sell geared to best satisfy what is best helps others?

2. How empathetic, energetic and enriching are both your proposals and intents? Do you truly believe in whatever you are selling, be it either a product or a service, and do you honestly believe what you are telling others is what you really believe? Are you committed to earning the trust of others over and over again, and will you proactively be involved in enhancing some aspect of other people's lives?

3. Do you just hear, or do you effectively listen to what others are telling you, both with words as well as in non verbal manners? It is far easier to feel good about being in a selling frame of mind when you do all you can to fit their needs to whatever you sell.

4. Learn all you can about all relevant aspects. That includes the product or service you provide, as well as what others want and need. It is somewhat a simple and common sense concept, yet nevertheless an essential and true one, that when you better understand what's going on, you become far more capable of finding the hot button that creates that crucial common ground that is often the inevitable deciding factor.

Those who feel good about selling, for whatever reasons, invariably become the most successful doing it. It is nearly always a red flag warning when someone creates a personal mindset of referring to themselves as being in sales rather than selling!

What To Do, When You Hear, "I Want to Think About It"?

Many of us have been in a scenario similar to this one. You have just given what you feel is a great presentation, and given numerous compelling reasons why someone should avail themselves of a particular service or product, and the person you are speaking to says to you, "I want to think about it."

One of the biggest errors that most presenters do at that point is "let the person off the hook," by responding that you'd like them to think about it, and you'll get back to them, or they should get back to you. In most sales- type situations, your greatest chance to "close the sale or deal" is when you are giving the presentation, because at that moment, you possess more control over the situation than at nearly any other point. How you react to their "I want to think about it" often makes all the difference.

A time-proven and effective technique is to calmly respond, "I can perfectly understand that, but what exactly is it that concerns you that you need to consider?" The next step, however, is the most crucial. Instead of anxiously continuously and trying to immediately respond, force yourself to "zip the lip" (Z.T.L.) The Z.T.L. method states that the next person to speak is in the weaker situation, and the one that keeps his lips zipped, generally ends up victorious.

Often, after a delay, the other person will respond something indistinct like, "I'm just not sure." If that, in fact, is the response, then your response should be a calm, "What may I clarify for you? What questions do you need answered?" Of course, it is then imperative to resume your Z.T.L. strategy.
Human nature, being what it is, makes this a far more difficult thing to do than it sounds like. We are all tempted to over-explain, and interrupt. Many of us fear questions, because we often lack confidence in our ability to explain an issue in detail.

Regardless of what the objection might be, one should always follow some variation of the following five steps:

(1) Repeat the objection to be sure you understand it. Say something like, "In other words, you're concerned about... "

(2) Then it is essential to empathize. Empathy is putting yourself in the other person's "shoes," as compared to sympathy which is feeling sorry. Never sympathize at this stage, but empathy is essential. The easiest way to do that is by stating, "I can perfectly understand the way you feel. I felt like that and most people I know felt the same way, until they realized a few things."

(3) Many people tend to try to skip this next step. You now must have listened effectively to the other person's concerns, so that you can now able to give the most compelling reasons why it should be the other person's priority.

(4) Once you've given your reasons, you must recreate the need, by stating, "In light of the reasons we've just discussed (and list them),"

(5) Finally, you must re-close the deal, by saying, "Doesn't it make sense to...?"

If all else fails, and you have done all the above steps, there is one additional thing to attempt. Calmly ask, "May I make a suggestion?" Again, Z.T.L., and Make a compelling, yet brief restatement of your case.

These are easy techniques to follow, but like all other things, requires practice and confidence, and then, finally, doing it.

Why Great Negotiators Are Superb Listeners?

We often perceive that one is great negotiator because of his personal strength, commitment, ability and perseverance or persistence. While all of these factors are needed and involved, one that is too often overlooked is the need to be a superb, effective listener. When someone listens carefully, he is able to understand more clearly the needs of his negotiating adversary, and can better proceed to achieve a meeting of the minds that nearly always determines the success of that negotiation.

It is important to realize how essential negotiating is, in nearly every aspect of our lives! Spouses constantly negotiate with each other, and their children. Employers negotiate with their employees and vice versa! Real estate professionals negotiate with their customers, clients, other agents, etc. Physicians, dentists and attorneys often must negotiate. We negotiate when we put on/ host any event, whether it is a party in our home, an office party, conference/ convention planning, planning a wedding or family function, etc. Effective negotiating necessitates having the ability to:

1. clearly communicate the needs of both parties;

2. relate to not only the position you represent but also the opposing one;

3. have a willingness to thoroughly discuss needs and priorities;

4. sufficient communication needs and patience to explain your position; and, finally and perhaps most essentially,

5. listen to concerns in an empathetic manner.

A. What does communication mean as it relates to negotiations? Unless both parties clearly communicate their positions, it becomes nearly impossible to develop the needed atmosphere and forum to achieve needed objectives.

B. Can you relate to the other person or party's positions, needs and points of view? Unless someone is willing to dedicate himself to relate to and empathize with his adversary, how can they develop the path towards win - win negotiations?

C. Don't ever assume that the other party knows what you need, or that you know what they need! Rather, take the time to ask clarifying and informative questions, and get to know each other before you begin the nitty gritty of actual negotiating.

D. Once you've followed the first three steps in a thorough manner, take the time and effort to explain in detail what you're looking for, why it is so essential and important, and ask for feedback and give and take. The better both parties commit to the explanation process, the better the possibility of an impactful and meaningful agreement.

E. The previous steps all depend on this one. The basis of negotiations must be to listen to concerns, needs, and objections voiced. One reason that many negotiations break down is that the two sides interrupt each other, speak at instead of to each other (or even better, with each other!), and overlook needs, concerns, etc. In order for any negotiation to be successful, especially in the longer term, it must be approached from the point of view of win - win, rather than merely being oppositional or greedy. The better the two sides get to know each other, invariably, the better the results.

If you want to negotiate effectively, begin with being an effective listener! How can you possibly come to a meeting of the minds if you don't understand both sides of the position?

The 5 Steps to Answer Any Objection, Question and/ or Concern

In nearly every situation, when people get into a discussion, there are bound to be certain questions, concerns or objections. How one handles the situation, and responds to objections, often determines whether one accomplishes his desired results. It is important to understand that all objections fall into two categories, either (1) technical; or (2) emotional. If the initial presentation has been properly presented, the vast majority of objections are emotional. The main technical objection is usually financial, while it takes a finer "ear" to properly understand what each emotional objection might be.
The same five steps are used in all situations. The finesse comes with being comfortable with the concept, listening, and believing in these steps. All major sales and marketing organization teaches this to some degree.

 The five steps are:

(1) Restate the objection--- This is essential so that you are answering the true objection, and not opening up a Pandora's Box by addressing something that is not the objector's concern. An easy way to do this is to say something like, "So you're concerned about... " (Understand the concern may be about a guarantee, reliability, time commitment, ability, etc., but it is essential that you ask, and get a response and acknowledgment from the objector). Also remember the very important "ZTL" rule - - - "zip the lip." Do not speak until the other person answers your question, and if you are not sure of the meaning of the answer, ask again until you are! The ZTL rule says that the first person to answer "loses."

(2) Empathize (Don't sympathize). This can be simply done by saying something similar to, "I can perfectly understand how you feel, in fact I felt the same way, until i realized and understood a few things..."

(3) Answer the objection-- Calmly, conversationally, fully answer the objection, to their satisfaction.

(4) Restate the proposal - - - "So in light of this information, and in light of the fact that you've told me that you... "

(5) Re-close - - - "Doesn't it make sense to...?" Then ZTL! I repeat, under no circumstances speak. You must let the other person, agree, say maybe, or give another objection. If they now give another objection, repeat the 5 steps! Keep doing this!

Then, if you believe you have done this long enough--- and after a minimum of 3 times using the 5 steps, there is one more "fall-back" position - - - Say, "May I make a suggestion?" Then, again, zip the lip. Wait-- force yourself --- it almost never occurs that someone will say NO to making a suggestion while they may say "No," eventually to the suggestion, however. It is very important that you get the other person into that "nodding--yessing" mode, because this can be a great lead in (or "trial close") to eventually overcoming the objection, and acquiring a commitment.

I want to stress that this works. I have used it hundreds and hundreds of times in numerous industries, organizations, charities, and personal situations. I have taught thousands how to effectively use these techniques. It initially takes some coaching, and then some practice, but once someone has perfected this technique, their "closing ratio" improves incredibly!

Happy People Gain Strength!

When someone is happy, he generates a feeling of joy and cooperation among those he comes into contact with. Contrast that with the impact made by someone who is joyless and negative, who seems to constantly sap the energy from everyone and everything he comes into contact with. The founder of the influential civic and philanthropic New York City organization, the Grand Street Boys, the late Judge Jonah Goldstein was fond of reminding others, "Happiness is the one thing in life that multiplies by division. The more you give to others, the more you have for yourself." However, happiness does far more than just that. It actually makes someone stronger and better. Francesca Reigler stated, "Happiness is an attitude. We either make ourselves miserable, or happy and strong. The amount of work is the same."

1. Why is it that some people seem to generally be in a good mood, joyful, positive and giving, while others seem to be constant sour pusses? It all relates to one's attitude. When someone approaches life with a positive attitude, he sees ways to get more things done, and achieved. Positive people tend to live longer, happier, more stress- free lives, and seem to have almost endless energy. On the other hand, when one decides, either consciously or sub- consciously to be joyless, they spend their time worrying about what might happen, or commiserating about what might have been. Rather than be grateful for what they have, they often exhibit pettiness, anger and jealousy. Often, these negative people seem to almost never even smile, and when they do, it appears to be more of a smirk or chuckle. than to give them any real joy. Joyless people spend more time being miserable, and thus often seem far more tired and irritable than happier individuals.

2. There is a scientific fact that it takes far more muscles and energy to frown than to smile. Even though nothing productive is ever produced by frowning, why is it that it seems that there are more frowners than smilers? The happier someone truly is (and that is far different than those that either pretend to be, or feign happiness), the more productive he invariably ends up being. In addition, who would you rather spend time with, someone that emits joy and happiness, or someone that emits a negative aura, that ends up bringing others around him down to his joyless level?

There have been many songs, courses, poems, etc. that warn us that it is better to be happy, yet so many continue to not heed the advice, and the obvious. The first, and perhaps most essential ingredient in success is to put yourself in a position to be successful, and that begins by being joyful and positive.

Is It Anti - Social, Or Social Media?

There can be no denying that social media has exploded upon the horizon, and that nearly everyone has at least some passing understanding or knowledge about some aspect of this arena. Business media discusses the financial aspects, and conversations have gotten to the point of not merely looking at it as a fad, but rather how the model might be better monetized, adapted for mobile sites, and used more extensively in fields as diverse as politics, news, business reporting, and in a variety of cross promotions. How often have you observed either a television program, a news report, or a multitude of other things discuss either their Twitter hashtags or asking you to Follow them on Facebook? While Social media, if used proficiently, can be both effective and engaging, in many other cases it appears to be nearly antisocial in nature, because it often appears that someone is hiding behind social media, insisting on using it as their nearly exclusive method of communicating. While social media is an important part of an overall campaign, it loses much of its power when it stands alone. We need to examine this area by asking some basic questions: How is it used?; What is the user's attitude?; Is it used synergistically or attempting to be used alone; and, What other ways/ methods do you use to communicate?

1. Before embarking on a social media campaign, an individual, group, business or organization, must first decide and determine what their goals and what they wish to achieve are? Do they expect this campaign to make up for weak efforts in other areas, and to miraculously be the panacea that creates a turnaround? Or, do they approach it as another weapon in their armamentaria for enhancing their communicating, or getting their message (or a part of it) out to a certain potential segment of their audience, or as a link to their website, promote special offers, etc.?

2. What is their attitude? Do they believe in the social aspect of social media, or are they solely trying to sell something non - stop? Are they willing to truly interact with others, and utilize it properly as a potential important networking tool?

3. Social media works exponentially better when it is used synergistically as part of an overall media, marketing and communications forum. Those that flock to this arena because they see it as an inexpensive methodology, or. even worse, as an excuse to personally interact less, often end up disappointed in what they perceive as their results and the potential.

4. Finally, social media should be examined as a component of an overall program or plan. Examine and improve your efforts and other ways that you communicate your message.

Social media works best when it is, indeed, social and interactive. Far too often, the desired results are not approached because of either the way it's used, the attitude of the user, the overall plan and approach/ message, and the appeal of the message.

Why Would Anyone Decide To Do Business With You?

Regardless of your occupation, business, field of endeavor, vocation, etc., you will often need to be able to give a concise, convincing, compelling explanation and answer to the question, "Why should I do business with you?" Can you explain how you are different from the pack, and how those differences are meaningful to others? In doing this, there is a need to avoid the generalities, banalities, and cliches that we so often observe individuals relying on, and falling back on. Have you ever considered the essential question, "Can I sell myself in a meaningful and effective manner?" In my four decades of training thousands in multiple modalities, I have discovered that few people seem capable of seamlessly focusing on how and why they are the best choice or option for others to choose!

1. What is your specialty or niche? Do you believe strongly enough in your strengths and abilities to differentiate yourself? Have you ever been willing and able to be both objective and introspective enough to develop a sufficient amount of inner strength and fortitude to express why you are a better choice or option? In most businesses or fields of endeavor, we each have a large degree of competition, yet rarely is there any emphasis in training these individuals to develop the abilities to answer the basic question being explored in this article. For example, there are many stockbrokers and real estate agents, yet few of them can give you a compelling reason to select them! We witness repetition of the same platitudes and cliches, which end up creating the impression that there is little difference. For example, cliches such as: "I care," "I'll market for you," "I've done a lot of business in that market," or falls back on discussing services offered rather than what it means to someone else, are, in no way, compelling arguments!

2. How are you different? What do you do that will motivate others to select you, rather than the competition? Are you willing to truly listen to needs, relate effectively, and believe enough in yourself to state that one of the compelling reasons to select you, is, indeed, you? What do you bring to the table, and how are you better able to use the systems, techniques, etc., that others also have access to? Why is your way better? Can you answer without hesitation, in a confident manner that motivates others to be attracted to you? Have you perfected the skills necessary, especially as they relate to negotiating, sales skills, and addressing concerns or objection?

Do you believe, in your heart of hearts, that "I'm me, and they're them, and that's why I'm better"? Why is that a truism and not another cliche?

Conceive, Then Perceive, So You Might Achieve!

How can anyone achieve anything of a meaningful nature unless he first has the ability to set and create essential goals, based on a vibrant vision of how he believes things should be? Those that wish to accomplish must have the ability to first conceive of what he'd like to be (also often known as one's vision). However, conceiving goes beyond merely a vision in that it also sees how one would approach getting it done, at least in an overall way. We also need to truly believe that what we conceive of can become a reality, and should become one. Our perceptions are how we look at a set of scenarios or conditions, and often create either a positive or negative mindset and attitude. The objective, obviously, is to achieve our goals in a positive and meaningful manner.

1. Conception is the state or condition when we formulate the initial germ of an idea, and think about the methodologies, approaches, and reasons that these goals are so important. When we conceive of something that will truly positively impact something, it motivates us to persist and persevere despite any possible short - term or temporary roadblocks or obstacles. Every opportunity for personal greatness begins with conceiving of an idea and visualizing how, and why, it is so important and meaningful to do something in a particular manner.

2. If what we conceive of is really meaningful to us (as opposed to merely a passing fancy or mere dream), we will then begin to perceive of ways to shape our own destiny, by the actions and steps that we take. Our perceptions must lead us to a belief that it will become a reality, and that it should. It also must drive our self - belief and drive us to create and implement a fully developed and considered action plan. Dreams without focus and a drive to implement in a meaningful manner, never have a proactive and longer lasting impetus that drives and motivates, while perceptions motivate and create a perseverance that is so essential to accomplishment.

3. Conceiving is nice, perceiving is even better, but neither delivers the needed results unless it creates a level of achievement. These achievements may be immediate (or short - term), but are nearly always more important when they create a longer term addressing of some need, etc. We must always realize that every action we take, as well as every one we avoid, inevitably results is some sort of ramifications.

The most personally fulfilled people are generally those that strive towards achievements, and do so by driving themselves and others forward towards some idea or perception. If you wish to achieve your goals, then it is important to comprehend the meaning and necessities of achievements.

How Well Do You Manage and Budget Your TIME?

When one examines what often differentiates the most successful individuals from most of the others, we often observe that one of the key factors is how well they manage their TIME. Even the most intelligent, most experienced individuals with the greatest expertise, often fail to achieve to their potential when they don't manage this essential component to its maximum degree. Lee Iacocca stated, "The ability to concentrate and to use your time well is everything." While it may not truly be everything (because that assumes it is the only factor), it is certainly no doubt something that makes a key and major ingredient. Examining this from a mnemonic perspective perhaps helps us to best focus on what is needed.

1. Time management begins with a willingness and ability to train yourself. This is a far different scenario than merely taking training programs, classes, seminars, or even actual learning. It is, rather, the combination of gathering the needed facts, data, and information, and then synergistically using this information in a manner that best suits your personality, learning type and habits, desires, motivations, visions, goals, etc. This training is the ultimate form of personal development and self - discipline, because it is what will direct one to achieve to his maximum potential.

2. Far too often, individuals examine situations, and observe numerous areas that they realize need to be addressed, or need to be improved upon. However, those that merely follow a multi - faceted approach, rather than creating priorities, often get bogged down in minutia. Therefore, it is important for each of us to install personal controls, that help us to focus, prioritize, and organize as well as we can do.

3. A large percentage of individuals never even begin, but many others also merely begin but never proceed to a course of action that is essential. In order to best address how we might utilize our time, we each must maintain the course, so your plan has the opportunity to succeed. This does not mean merely never giving up, but rather developing a way to evaluate your progress, what needs tweaking, and the most efficient and effective way to proceed.

4. Perhaps the most overlooked aspect of this necessary task is how we actually examine and proceed with our goals, etc. Therefore, how we establish our short - term, intermediate and longer term plans and goals, will often determine our ability to succeed. Doing this creates a mindset for being organized, and unless one becomes efficient, focused and creative, how can he possibly best manage his time?

Time management and budgeting your time, will have serious implications, on your readiness, success, comfort levels, and open - mindedness, in your personal life, as a boss or employer, an employee, and independent business person, such as a Realtor, or a professional (physician, dentist, lawyer, veterinarian, etc). One can never consider how he handles his time, without examining priorities, goals, and especially personal discipline. Those who create a form of personal daily agenda, and utilize timelines and other measures/ metrics, are best able to use their time effectively, Remember the adage that both the most successful and the least successful individual both have the same 24 hours in their day, but the more successful use that time more effectively and impactively!

Profitability Trumps Revenues! (NOTE: This has nothing to do with any politician)

Nearly every day, financial gurus analyze and often over - analyze the performance of a wide variety of business organizations. We often hear these individuals discuss an organization's performance in relationship to what are generally referred to as expectations. However, since businesses almost always either under or over perform in relationship to these expectations, an objective observer should realize and understand that there is a significant difference between expectations and facts. In addition, in many cases, there is far too much attention paid to gross revenues, when a company's bottom line is more dependent on profitability, which is the difference between revenues and expenses. If you are in business for yourself, such as Real Estate Professionals, medical/ dental professionals, etc, this especially goes for you! 
 
1. When company's prioritize revenues, they often do so at the expense of their bottom line. They do so because if these revenues come about because of ever - increasing costs such as materials, marketing and labor, the organization often does not benefit. The reality is often that, especially in more trying economic times, being overly sales oriented without paying sufficient attention to costs, diminishes and adversely impacts the bottom line.Carefully consider marketing and advertising expenses, overhead items, etc, in terms of their cost/ benefit basis!

2. Often, it may be easier to address controlling costs than increasing revenues. This can be achieved by a combination of factors, including spending more efficiently, being more effective, wasting far less time, and creating a strategy that objectively looks at the relationship between costs and revenues. No one can accurately see into the future, and thus, addressing expenses is often far more reliable than forecasting increased receipts. However, management must take care not to overreact and take draconian measures when more moderate, fiscally responsible approaches are called for.

3. The key to a business' success is their bottom line, not simply in the short term but into the foreseeable future. This means addressing all expenses and examining if one gains the most bang for the buck. Management must be careful that they do not cut the wrong expenses, but merely reduce the bloat, inefficiencies, and seek better and more efficient alternatives. Smart executives generally begin by utilizing a carefully prepared, organized and realistic zero - based budget, that is used as a true planning tool. Sometimes, draconian cuts will address the short term fiscal picture, but if done without planning and foresight, will often adversely impact the long term picture and performance.

Success is not based merely on how much revenue might be brought in, but rather the amount, degree and consistency of the profits. Smart business managers and leaders are far more concerned about profits and sustainability than they are solely about revenues alone.

How To Master Your Presentation?

How often have you been called upon to give, or been in a situation where there has been the need for you to get up in front of a group of people, or even, needed to sit down with a couple of people, and give some sort of presentation? Studies show that a large percentage of individuals become nervous, queezy and uneasy when this occurs, often feeling considerably out of their comfort zone.

Unfortunately, this form of oral communications has often been largely either ignored or paid little attention to, and because of that, many presentations and presenters present an atmosphere of discomfort, boredom, and somewhat of a feeling of "why did I bother attending this," amongst attendees. Like most acquired skills, learning to, and actually giving a quality presentation requires dedication, commitment and an understanding of the process and the requirements/ needs.

1. You'll rarely give a consistently quality presentation until, and unless, you thoroughly are prepared. This presentation means determining the goal of the presentation (i.e. what you want the attendees to walk away with), whether or not there is a need for accompanying visuals, doing your research and homework, understanding the group and its dynamics, etc.

2. Once you've formulated your information and materials, practice your presentation, and rehearse. This rehearsal should enhance your comfort zone, and anticipate questions and concerns that might be asked by the attendees.

3. Just like actors rehearsing for a new show, an effective rehearsal is never a one - shot event. The procedure must be repeated until your level of comfort with, and knowledge of, the materials, is nearly second - nature, and automatic.

4. Review your content in detail. Are you providing too little, too much, or just the right amount of information? Is the group that is attending prepared for the information you are giving? Will they welcome, or close their minds to new information, ideas and alternatives?

5. Are you comfortable going in front of a group? Are you so uncomfortable that your nervousness will create an impediment to a quality presentation? Rehearse in front of a mirror, look at your body language, continuously change the inflection and tone quality of your voice, and remember to speak more slowly than you feel you need to (because invariably nervous speakers rush). One's confidence is an essential of a quality performance!

6. Finally, consider your delivery, your performance, and whether or not you are engaging the group in an interactive manner. When one gets the audience more involved, it enhances the bond and thus the attention that the crowd will give you.

There is no one - step, easy procedure for enhancing your presentation skills. However, paying attention and being consistent, and thus using these basic six steps, helps to put you in the best scenario.

How To Develop Better Judgment?

How do you define judgment, and what factors do you consider most indicative and telling? What have you done to develop your wisdom, ability to analyze and interpret, judge situations, individuals, procedures, techniques and ideas? Do you enjoy being the decision maker, or would you prefer to defer that to others, and simply be a follower? Do you prefer to be a leader, trusting that you are more capable of making the best decisions, or do you doubt your own abilities and judgment? Do you judge situations and understand the possible ramifications and alternatives? Do you prefer to be proactive, or are you merely reactive? Do you plan sufficiently so that you can make decisions based on facts and reasoning, or do you wait, often procrastinating, and putting off making a judgment until you have to?

1. Judgment can either be good, bad, or somewhere in between. However, when someone simply waits and procrastinates, that is almost always an indication of far less than stellar judgment. Procrastination is generally an indication of either insecurity or fear. It takes courage, self confidence, and personal motivation to make a decision, but it also requires a commitment to training, learning,
self improvement, and the desire to be the best that you can be, to actually show judgment.

2. Judgment does not mean that you must be the most intellectually gifted, although no doubt a certain level of intellect generally enhances one's judgment. However, often those with the highest IQ, and the most schooling and education, do not exhibit the greatest judgment. Great judgment also requires certain tangible, as well as certain intangible qualities. The tangible assets include learning, experience, focus, desire and motivation, as well as commitment. The intangible characteristics come from one's viable vision, and how that translates to actual goals, as well as the motivation to persist and persevere, and the courage to make well thought out decisions, when others often defer. Judgment is a combination of numerous characteristics, disciplines, beliefs, ideals, etc. However, for a judgment to be pure and positive, it also requires absolute integrity.

There has never been a truly productive individual who did not develop a methodology to enhance his abilities and judgment. It all begins with both knowing, as well as liking ones self. Judgment comes from someone being comfortable with his abilities, confident in his beliefs, and willing to openly examine any and all alternatives that might make him better.

The Basics of Effective Telemarketing

Why are some telemarketers so much more effective than others? What do they do differently, and how do they do it? Some people who telemarket are extensively trained, while others receive very little training. Even those who are trained may or may not be effective, depending on how well trained they are, and whether they follow some basic telemarketing techniques. Certain individuals also possess a more "telemarketing friendly" personality. Factors such as friendliness, tone of voice, clarity, listening skills, patience, and the ability to persevere are essential skills for the effective telemarketer. Effectiveness requires the "never give up" mindset, and an understanding that every "no" brings you closer to a "yes." Telemarketing is truly a numbers game, and each caller develops a closing ratio, which is how many calls he needs to make to close a sale.

Have you ever gotten a telemarketing call when you thought that telemarketer was good, professional and skilled, while the usual telemarketer shows little or none of that skill and ability? Having developed telemarketing programs for several companies and several products and/ or services, I have developed a keen sense of what is and what is not effective. The following are some of the basics of telemarketing that should be followed if one wants to optimize results:

(1) Extensively train telemarketers. Provide the telemarketer with all tools necessary to do his job! Telemarketers need to be constantly encouraged.

(2) Provide telemarketers with well designed, well worded, well thought out scripts.

(3) Prepare a telemarketer to answer any and all objections.

(4) Teach/ learn the telemarketer how to effectively use the "Five Steps" approach to answering objections that I have written about in a previous article, and extensively give seminars about.

(5) Anticipate the objections and questions most likely to get. Provide scripts for each objection.

(6) Teach/ learn a telemarketer how to use "May I make a suggestion?"

(7) Play act and role play prior to the first call being made. Repeat this role playing on a regular basis. Don't let any calls be made until a telemarketing professional listens to the new telemarketer, and is satisfied.

(8) Provide a mirror to put in front of each phone station, to demonstrate the importance of smiling.

(9) Make sure the telemarketer knows whatever technical knowledge is necessary to be familiar and comfortable explain the product/ service.

(10) Teach/ learn how to close a sale.

(11) Teach/ learn the concept of "ztl" (zip the lip).

Telemarketing does not have to be difficult or unpleasant if a telemarketer is properly prepared and trained. A skilled telemarketer often finds telemarketing fun and exciting. Since telemarketers are generally paid based on their results, it is in their best interest to be the best they can be. For a company using telemarketing, there is little point if the telemarketers do not optimize results. Therefore, it is a "win-win" situation for telemarketers to be as skilled and professional as possible. Following these simple guidelines is an effective and productive first step.

What Is Your MARKETING Plan?

One of the underlying self - truths is that regardless of what one does or what his occupation/ goals might be, each of us must be both able and willing to sell each and everyday. Although many seem to shy away (or even fear or resent) from the idea of selling/ sales, everything we do involves some degree of selling. We either sell a product, service or ourselves, and therefore our personal success and achieving our goals, is directly related to how well we do this activity. Truly successful selling must depend on a quality, efficient and effective plan, and thus, it is incumbent on each of us, to examine, consider, enhance and develop the right MARKETING plan to best serve our needs and objectives.

1. Begin by considering how to best manage your personal program! Do you have needs to meet, or objectives to aim for? How do you develop, examine and set the metrics that are most essential to you? Do you check to see if you meet them? Do you over - rely on one type of marketing, or do you balance your plan to use the best proportion of each media that might best serve your needs? How do you identify and measure success?

2. Can you adequately articulate your aims? Being your most effective means you must assign some degree of personal achievement.

3. Forget relying on too much rhetoric or empty platitudes. Success will only be approachable when your personal perspective prioritizes results, and the best way to achieve them.

4. Never underestimate the need to develop quality knowledge. How will you ever be able to convincingly and effectively sell yourself or anything you care about, until and unless, you know what you're doing?

5. Effective marketing does not mean simply spending on everything or aimlessly, Rather it us important to have and maintain an economic perspective, so you spend within your means, neither over - spending monies you can't afford or being falsely prudent by under - funding this promotion.

6. Tell your story in a manner that intrigues, involves and entices others. Never do anything in a haphazard or unplanned manner, but demand of yourself that you always utilize the best, highest quality techniques that are possible.

7. Instill confidence in both yourself as well as others you want to influence, by fully explaining your ideas, while consistently and entirely committing to absolute and unwavering integrity.

8. Effectiveness means addressing and fullfilling needs. Don't try to be all things to all people, but rather know your personal priorities and niche.

9. Generate leads on an ongoing, regular and consistent basis! Greatness is contingent upon your continuous striving to maximize good will. This can only be done when you keep an open mind and gather valuable information.

Your personal success and satisfaction depends on developing a MARKETING plan that best works for you! Don't deny that you sell, but rather do so more impactfully!

9 Basic Steps to More Effective Selling

Everything we do in life involves a large degree of sales, selling, or at the very least, understanding the process and techniques. We all either sell a service, a product, or ourselves nearly each and every day, so wouldn't it make sense to use techniques that gave us our best chance to succeed. Selling, like nearly every other activity, involves a process that includes a step - by - step, organized system of learning, understanding and using the techniques that will provide the results most of us seem to desire. Using these 9 basic steps provide the needed basis and structure to move you along your desired path to your personal goals.

1. It all begins with speaking less, and learning more. We need to understand that we achieve far more when we listen to needs, goals, and desires of others. Successful selling nearly always requires an interchange with a large degree of back and forth communication.

2. Don't respond too quickly, or over - respond. It is generally wise to resist the natural urge to interrupt another, or correct him, or immediately respond. One recommended exercise is rather than immediately respond, sit back, relax, and carefully consider your words. Understand that it often makes sense to clarify what is meant and to begin by saying, "I can perfectly understand how you feel, but," rather than behaving in an adversarial manner.

3. One's mindset must include the realization that objections and/ or concerns are to be considered positive and helpful signs, rather than a cause for concern or trepidations. Clarify precisely what the concerns are before responding to them!

4. Be prepared! Selling is a process and a technique, and it must be practiced, rehearsed and perfected. Your response must not appear to be tentative or by rote, but rather must seem seamless, calm, and informative. Don't dodge an issue - address it to the satisfaction of another!

5. Steps five through nine are what I refer to as the five steps to answering any objection. This begins with patience and a commitment to the process every time! Don't rush, but proceed forward. The first of these five steps is to restate what you believe to be the concern, but doing so in the form of a question, in order to be certain that you are addressing the actual concern. After asking the question, wait for a response that answers your question. Next, it is essential to empathize (put yourself in another's place) rather than merely being sympathetic (feeling sorry). People usually appreciate someone who is willing to see things through their eyes. This must be clarified by responding directly and in sufficient detail to fully address whatever the concern might be. Unless this is then followed by then recreating the need and then finally, by actually closing by saying something such as, "Doesn't that make sense?," little of consequence is ever achieved or accomplished.

However, unless you have the patience and self - confidence to wait until the other party answers, you have not properly utilized this essential technique. On the other hand, when it is used properly and seamlessly, it generally makes all the difference in achieving your desired results. It's always up to you!

A

Understanding SUCCESS: By The Letters

Although we often hear so much discussion about what it means to be successful, or defining what makes something a success, it remains an area that perhaps will always remain difficult to define, because success means different things to different people! Although we each strive for different things, hold different things near and dear, and are often less than clear, even in our own perspectives, about what this term or concept even means to each of us personally, looking at this word from a mnemonic perspective gives us a clearer idea of essential components that are needed to be considered as a success. Therefore, SUCCESS might be best understood as requiring these components: Seek being of/ or providing true value while maintaining a commitment to highest personal values; Understand what your goals are, and how they align with the needs of others and society, in a truly useful manner; Maintaining a caring attitude and be led by considering the needs and desires of others, as well as knowing what you want; Having a conscience that leads you to consistently prioritize doing the right thing; Being effective, while at the same time proceeding with empathy towards others; Approaching every action and activity with absolute integrity and sincerity; and, Prioritizing service.

1. Do you seek providing value to others, as a component of achieving your success? Then, you must first listen effectively and always consider how your actions might impact the rest of society.

2. Are you willing to take the time and effort necessary to really understand the nuances of your actions and activities? Is your personal plan of action something which will prioritize being useful in that it contributes to a better scenario than before you began?

3. Is your attitude one of a caring individual, or do you only think about yourself? One can win a specific battle and even achieve a modicum of success in certain aspects, but unless he does so in a fair manner, he rarely will truly achieve personal success. What do you really care about?

4. What does your conscience tell you about your behaviors, attitudes and actions? If you examined your actions from an objective perspective, are they something to be pleased and proud of?

5. How effective are you? Are you actions goal - oriented, or is your time management so in need of assistance, that you are often spending more time running in circles than achieving necessary goals and objectives?

6. Are you words and actions in sync, so that you approach life with sincerity and absolute integrity? How much do you really care about your stated objectives?

7. Is everything you do service orientated? When you think about what success means to you, what are your major determinants?

There will never be an easy definition of success. However, we each need to realize that simply doing well financially or merely advancing one's career do not indicate personal success, but merely accomplishment in specific areas. Invariably those that can balance personal and career accomplishments with the aspects listed above, are on the needed course for success!

Whose Drum Do You MARCH To?

How often have you heard the expression that one must march to his own drummer? However, in the final and true analysis, very few of us actually do so. Most people opt for being popular or fitting in with the crowd, rather than following their own dreams, heart, feelings, beliefs, and/ or aspirations. In order to perform to the best of our potential, each of us must consistently focus and understand himself (in depth), which includes knowing ourselves well enough to be the best that we can be. Rather than merely proceeding in a haphazard, unplanned way, doesn't it make sense that the best way to do your personal best, is to be absolutely true to your beliefs (the only way to assure that you remain unconflicted). Whose Drum Do You MARCH To?

1. Begin with a high degree of focus on making yourself far mightier, by doing what makes you feel self - satisfied. Goals should concentrate on doing whatever makes you better, and consistently meets (and exceeds) you all - important personal expectations.

2. What do you pay the most attention to? Do you prioritize fitting in with the group (being popular), or is your attitude that you must please yourself before you can do anything truly productive and/ or constructive? Have you taken the time, and made a genuine effort, to enhance your aptitude to highest level of your abilities?

3. Is your eye on what happened in the past, or on maintaining the highest degree of personal relevance and reliability? Do you understand fully, and absolutely believe in your rationale, and does that make you stronger and better? Is your approach merely pie - in - the - sky, or do you make sure that what you claim you want to achieve (and believe in) is both rational and reasonable?

4. How cooperative is your actual behavior to accomplishing your stated goals and aspirations? Focus on being and creating a better, more compelling you! Are you actually the individual you claim to be?

5. Far too often, we either over - rely on either our emotional component, or on the other hand, on our rational one! Only when we proceed consistently with a concentrated, focused head/ heart balance, will we consistently know we've done (or truly attempted to) our personal best. How do you regularly proceed? Do you try to cover up the real you (hiding) or do you accept who you are, and take absolute possession of being true to yourself (and feeling comfortable doing so)?

No one can walk in someone else's shoes and merely focus on being a copycat, rather than being true to your personal priorities, and remain satisfied for any extended period. Whose Drum Do You MARCH To?