Success Stems from Doing RIGHT!

One of the most cliched, misunderstood and unaccomplished things in most individuals lives is understanding and pursuing what they deem to be success. Far too often, people appear to equate success to financial gains, sales volumes, revenues, income and/ or other material things, rather than delving somewhat more deeply and realizing that more must be involved, since so many financially successful individuals are still some of the unhappiest and least satisfied. Truly successful people are generally those who have developed and created a genuine and meaningful balance in their lives, and whose main motivations and motivators are directly related to a desire to focus primarily on doing the RIGHT thing.

1. True success doesn't merely appear or come to someone without taking some sort of action or following certain behaviors. It requires a proactive mindset, where one first reaches out, in an attempt to be realistic, rational, relevant, and best relate to the reality of the situation and the specific culture.

2. Nothing becomes meaningful unless we pursue every action and every component by commencing with a commitment to absolute integrity. When this is the actual focus and mindset, one becomes better capable of developing and continuing with an emphasis on an impactful ideology which begins with a focus on important ideas.

3. How can anyone consider himself successful if he doesn't either get others involved and to care more, or addresses factors bigger than oneself? Therefore, one needs to garner and gain support, and to generate greater support and supporters. Those who become great are those who refuse to settle for less than what can be done best and better, and thus seek personal and relevant greatness.

4. Never put an artificial cap on your capabilities! Strive for, and reach higher heights. Never underestimate the importance of proceeding with a synergy of head and heart, and the desire to seek to heal and help!

5. One can ever believe he has done all he can, or proceed with the philosophy that it is important to consistently try harder. Never believe it is okay to play fast and easy with the facts, but commit to always tell the truth. One can only become better informed if he begins with focusing on effective listening before he opens his mouth and begins to talk. Follow the adage that we were given two ears but only one mouth for an important reason.

Most of us claim that we strive for success, without ever introspectively analyzing what that means to us personally! Regardless of your personal definition, understand that it always stems from doing what is RIGHT!

Why Is Selling, Both, An Art and a Science?

When I first started in the investment and financial services field, more than four decades ago, the most productive representative in the company had a poster displayed prominently on the wall to his office that read, "Selling is like shaving. If you don't do it everyday, you're a bum!" The essence of that poster has remained "engraved" in my mind ever since, and that is, that yesterday's conquests are simply old news, and one must successfully do the same thing repeatedly in order to truly be a professional and an expert.

As I have trained many others in a variety of fields, including selling and marketing, training, management, leadership, negotiations, and many other areas since then, I have always incorporated the themes of everything in life being some sort of sales, and that effective selling is both an art and a science.

Whether you are a salesperson, yourself, or in a business which either markets a product, service, or their brand, etc, the principles of selling are important to understand. How few individuals actually take full advantage of these proven rules of selling, either because they weren't trained thoroughly, haven't committed to true learning, or believe they are "in sales" but not selling, it is essential for each of us, to realize these nuances!
 
Why do I call selling both an art and a science? A science is something rather precise, and proper sales technique is extremely regimented. The best salespeople use the same proven technique each and every time they give a presentation. Of course, after a while, it seems like it is second nature to them, but it is still a very exact, precise, thought-out and proven methodology.

On the other hand, two individuals can follow the same basic "scientific" technique, and achieve vastly different results. That is why I am stating that selling is also an art. The most effective salespeople relate well to others, and understand human nature. Many of the top salesmen of all time have stated that selling is only a small percentage technical, while being predominantly understanding human nature.

The most effective salespeople are friendly, without being phony, and professional without being starchy and stuffy. Effective selling requires a sales person to do his homework to understand the needs of the individual he is selling to, and tailoring his presentation to address the other party's "hot button." The "hot button" is that set of circumstances, wording, and motivation that gets the other individual's attention, and motivates them to action.

Few people are actually born salespeople. While some people are more extroverted than others, and some feel more comfortable in a sales situation, these behaviors can be trained and made part of anyone desiring to become a more effective salesperson.

Motivated individuals learn the techniques, practice them, and make them part of their own persona. I have trained individuals who began as the shyest, least articulate and outgoing individuals, and developed them into professional, talented and successful sales professionals.

Once someone learns all the techniques, and then combines those "sciences" with the "art" of understanding human nature, he can and will be an elite sales professional. That is, as long as he does it every day!

Why 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." Whether you simply want to be the happiest, you can be, or seek to improve your attitude, in order to be more successful in any business endeavor, think about how and why, it makes sense to be as happy as possible!

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.

How Is Your 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.

Focus First on Value, & Sucess Will Follow!

How many times have you, or someone you known, insisted they their goal was to become truly successful, while often never really describing what success meant to them? Success is not something to be focused upon, but rather will come as a result of our attitudes, actions, how meaningful our visions and goals might be, our personal values, and especially, whether we prioritize providing value to others on a consistent basis. When we focus solely on our personal benefit, as well as the what's in it for me prioritization, we may observe short term or even intermediate term basis, but will almost never become truly successful. Success, in the longer term, is almost invariably based on the value that we provide to others as a result of our attitudes, efforts, and actions taken.

1. Step number one must always be to do the right thing! Unfortunately, however, far too few individuals permit themselves to objectively view their personal attitudes, and without knowing and understanding oneself, it is nearly impossible to become value - oriented. By providing value, you are able to motivate others to care more, do more, and become far more loyal and involved!

2. The next component of achieving true success is refocusing one's mindset from focusing on how much money or credit you'll receive on a particular deal or action, but rather seeking to provide real value. Doing this will indicate to others how much you care, as well as the fact that you are a quality individual of absolute integrity. The side effect of doing so is invariably that this value will make it far easier to develop referrals, repeat customers, loyal clients, motivated followers, etc. Providing value helps to create a stronger bond which attracts quality individuals to care more about what you say and do!

3. What value do you add, and how? Do you ever actually think about that, and if so, do you so as a primary action, or merely tangentially? What do you mean by this term? What steps do you take on a regular basis? Do you possess an attitude of constructively moving forward, or are you often doubtful? Do you see challenges, or is everything a problem to you? What actually motivates you, and why?

While most people might claim that they hope to either be a success or have success, few ever take the time and effort to consider what that means to them. Unless success becomes a byproduct of your actions and efforts, and unless value and values are your primary motivations, any success realized will be more fleeting than enduring.

6 Reasons Why We Interrupt Others

Although nearly everyone realizes that it is rude, impolite, inconsiderate, and generally counter - productive to interrupt someone else, most of us find it extremely challenging and difficult to avoid this urge or tendency. When we fail to let someone else complete his thought, idea, concept, or perspective, our actions are generally interpreted by that individual as being thoughtless, uncaring and insulting, even if that is not out intent. Think about it - how does it make you feel when you are the one that is being interrupted? The concept of this article has applicability to a number of circumstances, including: 1) Our personal lives/ interactions; 2) How we relate/ interact with co - workers, employers, etc; 3) How we relate to those we seek to lead; 4) How we interact/ relate, to clients, patients, etc. Regardless of your personal priorities, or area, addressing these principles, should be of assistance!  Each of us should strive to attempt to avoid this tendency, and perhaps by considering these six reasons that we behave and proceed in this manner, might assist us in overcoming that temptation or behavior.

1. Narcissistic/ self - absorbed: Have you also observed that we appear to be living in an increasingly narcissistic society? While the mindset of it's all about me, might, at times, serve ones personal interests and focus, it often creates a scenario where we become unwilling to pay attention to the needs and perspectives of others. This factor aligns with the tendency of many to adopt as their favorite sound both their own voice/ opinion, as well as hearing their name.

2. Bored/ disinterested: The reality is often that we just don't really care what is being said or talked about, and we are hoping to end that discussion or change its direction. One can't impactfully fake that he cares when he is bored, so perhaps there is a need to address becoming somewhat more calm and patient.

3. Lack effective listening skills: Learning more about what others think and becoming more open to viewpoints and opinions (other than your own) takes a degree of discipline, training and learning. Each of us need to discover why we possess two ears and only one mouth.

4. Rude: Either we don't realize, or we just don't care, that when we interrupt someone else, we are treating that individual rudely and being inconsiderate. Perhaps the best way to overcome this is to adopt the essential philosophy that I refer to as ZTL (zip the lip).

5. Don't realize we're doing it/ habit: Perhaps because we have behaved in a certain manner (interrupting) for so long, it becomes simply a bad habit!

6. Lack of training/ learning/ understanding: Nearly anything worthwhile that we do requires learning and discipline. Since the tendency to interrupt others might often be the easy way, then unless we focus upon the reasons why we should approach things in a different manner, we end of falling into worse habits.

While these six are merely some of the reasons, they indicate why we should try to avoid the tendency to interrupt. Are you ready, able and willing to do so?

Why True Success Only Stems From Doing RIGHT?

One of the most cliched, misunderstood and unaccomplished things in most individuals lives is understanding and pursuing what they deem to be success. Far too often, people appear to equate success to financial gains, sales volumes, revenues, income and/ or other material things, rather than delving somewhat more deeply and realizing that more must be involved, since so many financially successful individuals are still some of the unhappiest and least satisfied. Truly successful people are generally those who have developed and created a genuine and meaningful balance in their lives, and whose main motivations and motivators are directly related to a desire to focus primarily on doing the RIGHT thing. Whether you are in the not - for - profit, or corporate worlds, whether you are a manager, leader, independent contractor, or employee, the basic concepts regarding true success, apply!
 
1. True success doesn't merely appear or come to someone without taking some sort of action or following certain behaviors. It requires a proactive mindset, where one first reaches out, in an attempt to be realistic, rational, relevant, and best relate to the reality of the situation and the specific culture.

2. Nothing becomes meaningful unless we pursue every action and every component by commencing with a commitment to absolute integrity. When this is the actual focus and mindset, one becomes better capable of developing and continuing with an emphasis on an impactful ideology which begins with a focus on important ideas.

3. How can anyone consider himself successful if he doesn't either get others involved and to care more, or addresses factors bigger than oneself? Therefore, one needs to garner and gain support, and to generate greater support and supporters. Those who become great are those who refuse to settle for less than what can be done best and better, and thus seek personal and relevant greatness.

4. Never put an artificial cap on your capabilities! Strive for, and reach higher heights. Never underestimate the importance of proceeding with a synergy of head and heart, and the desire to seek to heal and help!

5. One can ever believe he has done all he can, or proceed with the philosophy that it is important to consistently try harder. Never believe it is okay to play fast and easy with the facts, but commit to always tell the truth. One can only become better informed if he begins with focusing on effective listening before he opens his mouth and begins to talk. Follow the adage that we were given two ears but only one mouth for an important reason.

Most of us claim that we strive for success, without ever introspectively analyzing what that means to us personally! Regardless of your personal definition, understand that it always stems from doing what is RIGHT!

Are You Overwhelmed, or, In Contol?

Nearly every individual faces challenges and obstacles on a regular basis. We generally must determine whether we decide to opt to reduce our stress, and thus control our own destiny, or to let circumstances control and dictate to us, and thus become a reactor rather than an actor, letting circumstances overwhelm us by succumbing to these stresses. The reality is that there is no such thing as a stress - free existence, because without stress we cannot truly exist. Rather, it is important to understand what the late Nobel Prize Winner Dr. Hans Selye emphasized regarding there being two manners of stress: 1. Positive stress, or eustress, which we learn from and gain important knowledge, experiences and expertise; and 2. Negative or destructive stress, which we occurs because we handle circumstances ineffectively and permit to control us, rather than vice versa.

This relates to your personal existence, as well as you public and/ or business life! Whether you work for someone else, are in some sort of management or leadership position, or are self - employed (in an Independent Contractor status, such as a Real Estate professional, Investment adviser or reprentative, physician, dentist or attorney, e.g.), maintaining control, rather than being controlled by circumstances, conditions, or other people, invariably, is the healthiest, most productive existence!

1. Why does it appear that so many individuals seem so overwhelmed by everyday circumstances, events, and conditions? What does it say about the individual that becomes controlled by these conditions or scenarios, and spend his efforts and time reacting and going into crisis management (or control), rather than adapting to whatever life brings forth? Since nearly everyone has heard the adage about it being wise to convert life's lemons to lemonade, yet so many continuously avoid becoming proactive, how can these individuals even think they will maintain the ability to control their own destinies?

2. How often do you say, or have you heard others proclaim that they were overwhelmed by what happened? The most productive way to handle one's life more effectively is to reduce stress (or even the consideration of stress) by using individual challenges or obstacles to make oneself stronger, better and more productively. In order to do this, it is important to work on our personal attitudes, perspectives, self - talk, conscious and subconscious chatter (no more negative words, for example), and to demand that we are proactive and control, rather than resorting to the generally non - productive alternative of procrastination, self pity, self doubt, playing the blame game, or attempting to avoid personal responsibility.

It is important to realize that those who let circumstances overwhelm them, will generally roll down that slippery slope of ever - decrrasing self confidence and self pity. The "poor me" perspective, or blaming circumstances that we let ourselves perceive as being beyond our control, increase our negative stresses, and deteriorate both our skills and potential.

7 Key METRICS For Evaluating SUCCESS

Although there seems to be a somewhat inordinate amount of time, concentration and effort spent reviewing the many aspects impacting success, this concept is invariably one of the most difficult and challenging to fully understand because of the many challenges and interpretations of what goes into becoming a success. Since I have spent 4 decades identifying, training, qualifying and consulting to over a thousand individuals in positions of leadership, as well as conducting many seminars and individual training programs in the areas of personal development, I have thus created a mnemonic way to use 7 METRICS for Success.

It is important to note, regardless of your occupation, avocation, interests, etc, you can better understand what success might mean and represent to you, by paying attention too these metrics. It's up to you!

1. The process begins with identifying and considering those measurable markers that directly relate to purposeful goals and priorities. How can anyone consider anything to be in any way truly successful unless they are really meaningful because their implementation significantly matters in a way that determines whether you get it done. 

2. Those who want to become real and respected leaders must consistently proceed with a large degree of genuine empathy. Ask yourself whether your actions and plans pursue enhancing the situation, by consistently enriching the experience of those that your actions impact.

3. Everything you observe or do must be viewed and used as a teachable moment! When you predict and address trends in a timely manner, and focus directly on the proverbial taking care of business, you enhance your probability of becoming successful in your pursuits.

4. Taking care of business means very little unless it is relevant in terms of
needs and priorities. Only when one simultaneously is rational in his approach, while also being reasonable (both in actuality as well as the way he is perceived by others), he risks appearing as if he is behaving in a less than responsible manner. How can you be a success if what you do is not either actually or perceived as being responsive to what others, as well as a group you serve, truly need?

5. Make sure that your ideas always align with meaningful and significant ideologies, and that you pursue them with absolute integrity.

6. In order to achieve what you aim for, you must be able to connect with stakeholders,in a genuine manner. That requires you to be able, willing and ready to make needed choices, and to create something better than presently exists.

7. This process only comes to fruition when one creates and develops a sustainable system that strengthens the group, thus propelling it forward in a positive manner.

Many claim they seek success, yet few actually achieve what they aim for. Using these 7 METRICS for Success potentiates ones possibilities.

6 Considerations for Making Yourself Stand Out

I am sure that you have heard how important to differentiate yourself from the crowd, which generally means showing how you or what you do/ represent is in some way interesting and unique. However, unless you are prepared, ready, willing and able to take an objectively introspective look within, this process may become both challenging, as well as burdensome. Beware that it is only beneficial to stand out if it is in a positive, inspiring way, and that others, as well as you, perceive it to indeed be that way. It generally takes a combination of a positive attitude and self - image to pursue this important challenge in a productive manner, and to be willing to understand and evaluate both your personal strengths as well as weaknesses or flaws. It might be helpful to you if you did this by following and understanding these six considerations. Whether you are seeking new employment, seeking some leadership position, or in a highly competitive industry/ field, such as Real Estate, dentistry, medicine, law, etc, it will help you, to better differentiate yourself, hopefully, in a positive way!

1) How are you different or unique? Do these merely make you somewhat odd, or do they rather make you stronger, more effective and relative? Are you willing and able to take personal ownership of these qualities and/ or assets?

2) What do you or can you offer that others (also known as the competition) either do not, cannot, or won't? How do you use, communicate and articulate these differences in the best, most beneficial and impactful manner?

3) What does your personal appearance, manner and mannerisms, and body language say about you? Are you willing to rehearse in a mirror in order to witness how you come off to others? Are you going to ask someone you trust, and believe in, for his unbiased feedback and evaluation? Do you look others directly in the eye, stand erect without crossing your arms, and take the time and a make a true effort to listen, without interrupting? Have you ever been objective enough to ask yourself if you would want to do business with you.

4) How do you address/ respond to concerns, questions or objections? Are you calm and patient, welcoming questions as a positive indication of interest, or do you become defensive, somewhat belligerent, and go on the offensive in a rather strong - armed manner?

5) Do you listen first, intently and effectively, before you respond, and to a far greater extent than you speak or interrupt? For most of us, this is indeed challenging!

6) Do you close the deal? Remember you must usually sell yourself before you can be convincing to others! Even if you wonderfully and perfectly perform the first five steps, you achieve little of a relevant or sustainable manner, without closing.

It is far better to be an original you, than any carbon copy of another, because it is how you are unique in a positive way, that attracts others to pay attention. Use these 6 Considerations for Making Yourself Stand Out.

Are You Overwhelmed, or In Control?

Nearly every individual faces challenges and obstacles on a regular basis. We generally must determine whether we decide to opt to reduce our stress, and thus control our own destiny, or to let circumstances control and dictate to us, and thus become a reactor rather than an actor, letting circumstances overwhelm us by succumbing to these stresses. The reality is that there is no such thing as a stress - free existence, because without stress we cannot truly exist. Rather, it is important to understand what the late Nobel Prize Winner Dr. Hans Selye emphasized regarding there being two manners of stress: 1. Positive stress, or eustress, which we learn from and gain important knowledge, experiences and expertise; and 2. Negative or destructive stress, which we occurs because we handle circumstances ineffectively and permit to control us, rather than vice versa.

Regardless of whether you are a manager, leader, employee, or self - employed (such as physician, dentist, attorney, Realtor, etc), how you handle adversity, will generally have a major impact, on your effectiveness, etc.
 
1. Why does it appear that so many individuals seem so overwhelmed by everyday circumstances, events, and conditions? What does it say about the individual that becomes controlled by these conditions or scenarios, and spend his efforts and time reacting and going into crisis management (or control), rather than adapting to whatever life brings forth? Since nearly everyone has heard the adage about it being wise to convert life's lemons to lemonade, yet so many continuously avoid becoming proactive, how can these individuals even think they will maintain the ability to control their own destinies?

2. How often do you say, or have you heard others proclaim that they were overwhelmed by what happened? The most productive way to handle one's life more effectively is to reduce stress (or even the consideration of stress) by using individual challenges or obstacles to make oneself stronger, better and more productively. In order to do this, it is important to work on our personal attitudes, perspectives, self - talk, conscious and subconscious chatter (no more negative words, for example), and to demand that we are proactive and control, rather than resorting to the generally non - productive alternative of procrastination, self pity, self doubt, playing the blame game, or attempting to avoid personal responsibility.

It is important to realize that those who let circumstances overwhelm them will generally roll down that slippery slope of ever - decreasing self confidence and self pity. The "poor me" perspective, or blaming circumstances that we let ourselves perceive as being beyond our control, increase our negative stresses, and deteriorate both our skills and potential.

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. Regardless of the industry, the basics listed below, remain consistent! Whether selling a product, service, or oneself, use the same principles! Whether one is telemarketing to sell a product, political telemarketing, or being used as a marketing/ networking aid, to make an introduction, and seek an appointment (such as in Real Estate), the principles of telemarketing remain the same!  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

(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, and/ or make an appointment, or whatever the objective may be!

(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.

Everything is NOT A FACT!

One of the greatest obstacles to achieving whatever we consider to be personal and meaningful success is often our inability, refusal or failure to properly differentiate between empty rhetoric (or exaggeration or manipulation) and actual FACT. While being successful must and should be personal in nature, so as to actually motivate others to drive ourselves further, we must develop the willingness and ability to differentiate the facts from not only fiction, but also merely what others might state to be so! When we drive ourselves to focus in this manner, and develop the skills, abilities and willingness to enhance our potential to understand this concept, we can be better assured that what we are doing directly relates to reality and needs.

1. Begin with an emphasis on consistently being fair! This is a combination of factors, including our inherent fairness to others and their points of view (even when they may disagree with our own), treating others the way we would want them to treat other (also known as The Golden Rule), and being open - minded enough to listen to and explore alternatives. When we proceed in this manner, we are more capable of being focused on what needs to be done (and why). After all, isn't the common thread to everyone's concept of success, to become more functional and worthwhile?

2. How can you know if something is factual if you do not take the time, expend the energy and seek to better understand what it means? This requires a consistent commitment to thorough analyses, combined with a comprehensive assessment of needs and possibilities. We should strive to maintain our positive attitude in a manner where we explore the alternatives in a realistic, but open manner!

3. Our approach must be to convert the rhetoric and statements of others in such a manner that the crux of the issue becomes clear - cut and better understood. We need to thoroughly evaluate and consider things fairly and thoroughly, but must do so that our focus is on the entire concept, and all the potential ramifications.

4. Perhaps the simplest and most direct approach might be to simply ask ourselves, "Is it true?" Being true does not mean simply being in alignment with our personal priorities, self interests and our own truths, but rather evaluating things objectively in terms of reliability, consistency and whether it aligns with those things that are self - evident because they are time - tested.

Truth (or real facts) and what someone says is a fact are often vastly different! We will enhance ourselves when we commit to only truly factual items, rather than permitting ourselves to be less than objective by blindly accepting what others merely claim! Regardless of what some say, and might (bit I doubt it( believe, there is no such thing, as Alternative Truths and/ or Facts.
 

5 Components of Better Marketing Yourself

Most would agree that marketing is perhaps the most, if not one of the most essential ingredients for success in nearly every field of endeavor. Why do you think that the largest and most successful corporations spend so much time, effort and resources on marketing themselves, and attempting to create a specific and unique brand, that creates an attractive niche and compelling story? Since all of us, regardless of what we do, are involved in some sort of selling, it is important to understand what is needed to successfully market ourselves. Whether someone is a doctor, lawyer, salesperson, Realtor, teacher, or stay - at - home mom, success requires selling every day. We either sell a product, a service, or ourselves, but we do sell! Since the advent and increased popularity of the Internet, however, many people have abandoned the previous fundamentals of marketing, and begun to rely exclusively on the Web. However, success means using a broad - based, multi - media campaign, where we maintain a common focus throughout, in order to distinguish ourselves, thus creating a niche that develops our personal, quality, respected brand. While there are many possible components, those who seek to effectively market themselves should both understand and utilize these five components listed below.

1. Don't abandon direct mail and snail mail. There are still many individuals who prefer being contacted that way, and effective mailing pieces that enhance our brand, are key. However, cost containment requires doing this wisely, so make sure that you study the best and most effective way to use this, including your mailing list, types of piece, etc.

2. Use email and texts judicially and wisely. Under - utilization will have no impact, and overuse will strike many as a form of spam. Make sure that you use these forms when appropriate, but don't become overly reliant on them.

3. While a strong Social Media presence is wise and needed, don't fall into the trap of assuming that because you posted something here, there is widespread communication going on. The most effective usage is generally having links to compelling information, so that others will be interested. Don't either over or underpost, and remember that you must use these in coordination with the overall brand you wish to create and develop.

4. What is the feeling someone gets when they look at your Website? How easy is it to locate, and what does it say about you? Does it enhance your brand? Does the message being sent say what you are trying to communicate? Have you looked into SEO (Search Engine Optimization)?

5. Far too many individuals today build artificial walls by relying too heavily on these methods, while ignoring or nearly ignoring the all - essential methods of professionally using the telephone, and getting out and being face - to - face, with your potential constituents, stakeholders or desired audience. Therefore, it is very important to become professional in these methodologies.

Don't use one of these components, while overlooking others. Those that want to market themselves to their fullest potential, and thus get the best results, need to use the discipline to use all of these.

The Dilemma of Committees

Every organization or business that I have ever been involved with, either in a managerial, executive or consulting capacity, has tended to be heavily meetings - oriented. While one might easily be able to discuss the virtues of meetings, unfortunately, the reality is that most meetings are far more wasteful, in terms of time and other resources, than achievement based. Because so few individuals in leadership positions are well versed in organizing, coordinating and running meetings, they rarely have a relevant, clear - cut, priority based agenda. This usually creates a too long, quite uninteresting, and often deflating and demotivating situation. Lester J. Pourciau put in concisely, "There is no monument dedicated to the memory of a committee."

1. Why do we have committees? In most cases, committees and their subsequent meetings exist because an organization creates them as part of their bylaws, and fails to update or evaluate their value. It has been my experience that any committee of more than five is unproductive, and over three barely productive. The dynamics of most committees is that either the committee is duplicative (or irrelevant), or very few of the committee members ever follow through on what is discussed. In my 4 decades of involvement in management and leadership involvement, as both a party to the insanity and as a consultant, I have often reviewed minutes from committee meetings. My discovery, which brings me to my premise that there are far too many committees, is that little gets accomplished, and the same topics are hashed over and reviewed, year after year. Having chaired many committees, I realize that most members are uninvolved or only marginally truly interested, and the only time anything gets done is when either the chairperson, or someone else, takes the project under his wing, and just does it himself.

2. The main arguments I have heard for the need for committees are: 1. to spread the work out; 2. get more people involved; and, 3. delegate responsibility. It has often been said that leaders must delegate responsibility, and while, ideally, that is true, unless individuals are thoroughly trained, experienced, knowledgeable and motivated, delegation often translates out to the job or project either not being done, or not being done properly. The catchword of management consulting is the advice to avoid micromanagement, but that assumes that systems and individuals are in place, where capable people can do what is needed. The reality is that when things are delegated, in more circumstances than not, it does not save the leader any time, because things that should have been done properly and thoroughly in the first place were not, and that creates having to create a contingency plan (which is often complicated because of the time delay risk associated with procrastination). Unfortunately, unless committees are set up properly, and create priorities and goals, while engaging and motivating committee members, they are often counter - productive.

Obviously, there will always be the need for certain committees and certain meetings. However, a vital organization and its leader always understand that its all about planning, training and priorities.

BUDGET CREATION: The Revenue vs Expense Debate

One of the most widely, and often hotly discussed issues debated in almost every organization, is whether budget gaps/ deficits should be closed predominantly by addressing revenues/ income received/ generated, or by reducing expenses. In nearly every case, the discussion deteriorates to the level of vitriol, with both sides of the debate seemingly unwilling to listen to the other. However, the reality is, that in most cases, balancing a budget responsibly can only be done through a balanced approach. When there is too much cost cutting, particularly when it is simply done either randomly or across the board, the result in the long term is often far more detrimental than the starting point. When the concentration centers almost entirely on raising revenues, especially when that revenue will mostly be gained by raising either dues or fees, there is often a resultant attrition of membership and/ or supporters. No organization ever grows or benefits (especially in the long run) as a result of either reducing what it offers or provides, or when it prices itself out of relevance. While this discussion relates to organizations, the same rules/ concepts make sense for businesses, and independent contractors.

1. Are most organizations' budgets bloated and/ or out of whack in certain areas? Absolutely, and that is precisely why there must be attention to detail and ramifications used when preparing these budgets. It must also be remembered, however, that even the best thought out and developed budget loses its impact when the organization simply adds expenses to it throughout the fiscal year. The best way to create a budget continues to be by using zero - based budgeting, and evaluating each expense on its own merits. Expenses must be looked at in terms of how much is being spent in relation to its priority for the group, as well as whether the organization is getting the most bang for its buck. Is the group getting its maximum benefit, or can the desired result be achieved using an alternative, often less costly approach. Should the expense area be kept the same (meaning it is optimum under the fiscal conditions), reduced or increased. It should be reduced if either it is not being done effectively, or if the level of priority has been reduced from what it was. It should be increased if at that spending level the organization needs to spend more to achieve a priority that has an essential impact. I refer to that process as ramification expense priorities.

2. Should, and must dues, fees, and other member - directed revenues be adjusted upwardly? Groups need to look at their fees in relation to what other similar groups charge, as well as by the economic realities of the day. Has the organization created a strong enough feeling by distinguishing itself by the value and services it provides? How loyal are its members, supporters, donors and sponsors? What has been done in terms of motivating positive feelings and support? The reality is that revenues often need to be adjusted, but must be done in a way that the overwhelming number of supporters question the value of remaining involved. That can only be done when a rational, balanced approach is utilized. The most sustainable organizations have come to realize that small inflation - indexed dues increases rarely create negative feelings or ramifications, and thus they use a cost of living adjustment method of annually increasing revenues. Those groups that try to maintain their dues, etc., at present levels, and then find itself needing to make a substantial increase at a particular time, are usually the ones that create resentment and resistance.

Every action an organization does has ramifications. Failure to act can threaten its very existence and financial stability, but acting without analysis and balance can have an even more deleterious impact.

Price May Make A Sale, But Only Service, Creates Loyal, Repeat, Satisfied Clients/ Customers!

Having done an extensive amount of sales training, both with sales representatives, as well as sales managers, over the past 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 is true, whether it is in retail, a service industry or profession (such as Real Estate, medicine. dentistry, etc.). In real estate, some immediately offer to cut their commissions, but, while that might buy them a listing, isn't it an indication of weakness, poor negotiating, or lack of self - confidence/ self - worth?
 
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. Realtors must show why they are worth their commission, rather than show they are not. What services, expertise, etc, will you provide?

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.

Using A Mirror To Improve Your Phone/ Telemarketing Skills & Results

For 4 decades, I have both personally transacted business on the telephone and trained telemarketers, customer service people, and both inbound and outbound phone sale people, as well as organizational leaders, on how to obtain optimal results using a telephone. I have discovered many interesting things about phone selling, not the least of which is that one can be great on the phone and awful face to face, and vice versa. Selling and transmitting business on the telephone takes specific skills and actions, and is something that nearly anyone willing to be trained, can be taught to do.

I am a major proponents of using two small tricks to help with phone success. The first is to employ the phone's mute function, and to only disengage the mute when you are prepared to speak. That keeps you from blurting out something without due consideration, or interrupting the other person. However, while many people use the mute function, the employment of a small table mirror is even more helpful.

Studies show that many people can sense the mood or attitude of the person on the other end of the phone, either by their voice, their attitude, their tone of voice, or factors such as politeness and patience. Since we often do not hear ourselves as others do, I suggest that someone place a small table mirror directly in front of them while they are on the phone. Look in the mirror at yourself as you are communicating on the telephone. What is your facial expression? Are you smiling, "smerking," or moping? Do you look like you are enjoying yourself? Do you appear as if you are getting angry (turning red or changing facial expression) based on what is happening on the call? Do you look like someone who doesn't want to be there? Do you have the same expression on your face as you would if you knew the other person could see you, as in the face to face scenario? How about your posture? Are you sitting up rigidly, or sitting comfortable? Are you sitting erect or slouching into your chair? Are you focused on what is being said to you?

Only by knowing what you have been doing, mostly subconsciously, will you be able to address it! Using a mirror is an easy aid, and a helpful one. I have seen telemarketers increase their closing ratios on the telephone exponentially just by paying attention to these details. Similarly, I've observed businesses Customer Service satisfaction rate rise dramatically when these unconscious negative acts stop bringing down the perceived sincerity level. In many cases, when I have done Leadership Training for leaders of organizations, I have gotten the feedback that they were far more able to motivate their members when they addressed their own personal telephone body language.

Even in today's digital and electronic age, there is an important need to be professional and caring on the telephone. Simply by thinking about how we look in the mirror and addressing those things, we can enhance our performance significantly.