Will You Add? - Business

Six Tips for Developing Employees
According to a recent poll of HR professionals, only ten percent of managers are fully prepared for the next level. Given this information, is it really a surprise that approximately fifty percent of promotions fail (source: Corporate Leadership Council) when the selection decision is based on current performance level?One of the most important qualities of a good leader is the ability and desire to develop their employees. Taking an active role in the development of your team demonstrates confidence and concern for the future of the organization. Although talent development should be part of a company-wide initiative, most of the responsibility falls on the shoulders of the supervisors. Unfortunately, development coaching doesn’t come naturally to many leaders. By following these tips, you can prepare your employees for success at the next level.1. Encourage professional development. High-potential employees are not satisfied with the status quo. You WANT these employees your team. They are typically ambitious, high performing, and dynamic. They will be the future leaders of your organization if they are given proper guidance in their development. If not, be prepared to lose them to the competition.2. Create a plan. Planning is crucial to advancing your career. Help your employees establish goals that are aligned with their strengths, interest and experience and then create a plan to get there. A development plan serves as the roadmap that will take you to your goal. It can be simple or complex but it must include action steps, resources, and deadlines. Not sure where to focus your attention? Try the step-by-step promotion planning eClass. You will focus only on building necessary skills and overcoming obstacles to get you to your targeted position. about sales proposals I strongly suggest you do a search on Google.com and Amazon.com using the keywords "sales proposals." This is too important to be flying by the seat-of-your-ants!

5. Making sales calls like a tourist. Anytime you show up on a prospect's/customer's doorstep without written sales call objectives you are nothing more than a well paid tourist. I think you'll agree most people most of the time are too busy to waste their valuable time. When you show up planning to touch base, catch up, check up, and see what's going on - that's called "Wasting time." To get you started in the right direction, here's an example of a written sales call objective for an account you're calling on for the very first time. Simply stated your sales call objective could be written as follows:

"My objective for this sales call is to establish rapport, build some credibility, ask 3-5 open-ended questions, attempt to identify one common interest we have, and if the person is qualified to secure a confirmed follow-up appointment. Note how numbers make

PR Where it Matters Most
What’s more crucial to the success of a business, non-profit or association than its most important outside audiences and stakeholders?Nothing.Those stakeholder behaviors directly impact virtually every management and operating activity of the organization. From retail patronage, recruiting, civic activity, contributions, and strategic alliances to membership, program participation, plain old sales, and just about everything else.Which means, if you are such a manager, you may have a real opportunity to do something positive about the behaviors of those important outside audiences of yours that most affect YOUR operation.In other words, you can create the kind of external stakeholder behavior changes that lead directly to achieving your own managerial objectives.You can do so by persuading those key outside folks to your way of thinking, then help move them to take actions that allow your department, division or subsidiary to succeed.When you decide to move your managerial public relations to a whole new level, here’s some real help for you.It’s called the fundamental premise of public relations and it goes like this: people act on their own perception of the facts before them, which leads to predictable behaviors about which something can be done. When we create, change or reinforce that opinion by reaching, persuading and moving-to-desired- action the very people whose behaviors affect the organization the most, the public relations mission is accomplished.But it won’t be of much use unless the PR team members assigned to your unit understand that blueprint and commit themselves to its implementation, starting with key audience perception monitoring. Truth is, your PR people are already in the perception and behavior business, so they w

We all make mistakes and some salespeople seem to make a lot of them. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. Now in my book - that's just plain STUPID!

Maybe this list will serve as a helpful reminder. Maybe it won't. But at least you're curious to learn what these blunders are or why would you keep reading this?

In any case here's my list of the 12 Dumbest Things Salespeople Do:

1. Relying on one relationship to protect your account. Why in theworld would you put all your eggs in one basket? Excuse me - with one person. It doesn't make any sense and the bigger the account is the more vulnerable you become. There are five reasons why you should develop more than one relationship in all your accounts, especially the major ones:

First retirement - people do retire. Second is death - yep some people actually die at their desk. Sure it's not common, but it does happen. Third is resignation - people do leave for better opportunities and that happens more than you might imagine. Fourth is termination - some people actually get fired. Finally - and sure this is a long shot -some people win the Lottery.

Action-step. Build and cultivate a network within every major account you have. The biggest Rolodex usually WINS! This is a rock-solid sales tip.

2. Putting your fate with mid-level managers instead of starting with the top gun. The worst thing you can do is to follow your instincts on this one. Your instincts tell you to start at the easiest point of entry in any organization. Why - because it's easy! Once you gain access at this point your instincts continue to give you bad advice. Soon you'll be thinking you can't go over the head of the person you currently have the relationship with.

Here's my advice and it works. Your first call should be to the CEO or president of the organization. Simply ask them, or their assistants, for their help in directing you to the right person. If you're doing this over the phone you should also ask them to transfer you to this key decision maker.

Action-step. Make your first call to the CEO. It's easier to let him you down the organizational chart then to have some mid-level manager try to take you up the same organizational chart. This is more than a sales technique - it's an idea that really works.

3. Telling prospects/customers that you’re NEW. I know this is a big one because I hear it all the time. Sad to say many years ago I even used this same mindless introduction. Imagine walking into an account and telling your prospect/customer that you are the new sales REP for your company. For a moment let's switch gears.

Imagine boarding an airplane scheduled to fly from Chicago to San Francisco. Imagine also hearing the pilot welcome everybody on board and announcing that he is new at flying the 757 you are seated on. Also imagine your dentist refers you to a specialist for your very first root canal. And imagine that the specialist lets you know he's a recent Dental School graduate and you're his first patient. Now, how does that make you feel? That's how everyone feels when they're working with somebody who announces they are "NEW."

Action-step. If you're new to sales or are an experienced sales REP just getting started with a NEW company give some thought how you will introduce yourself. Just don't say that you're "NEW."

4. Doing price-driven quotes instead of value-structured proposals. If you're in sales you're likely to get requests on a daily basis for product quotes. Somebody wants you to quote on a particular product or a particular service. So, like someone following the Pied Piper you do exactly what they ask, namely you send them a quotation. Then you go ballistic when you lose the deal because you did not have the lowest price.

Look Bubba - when you send somebody your quote all you are really doing is sending them a price to look at. If you don't like that approach get out of the quotation business. Do sales proposals. Load them with value. Make your sales proposal scream value and always include a benefits page. Your benefits page should be positioned ahead of your pricing page.

Action-step. If you don't know anything about sales proposals I strongly suggest you do a search on Google.com and Amazon.com using the keywords "sales proposals." This is too important to be flying by the seat-of-your-ants!

Just Say No to PowerPoint: Enough is Enough!
Have you ever been slideswiped? You walk into a meeting and once everyone has arrived, the lights are often dimmed and the show begins. The presenter clicks the mouse again and again, showing you slide after slide until you can take no more. Exasperated, you shut your eyes and doze off. You have just been slideswiped! Or, have the training classes and presentations at your company become stale and commonplace? Do they tend to look and feel exactly the same regardless of the topic? The only difference is the words have been changed—Few presentations stand out and you begin to wonder if anyone in your company is capable of a creative thought. Maybe most of the presentations you see have started with one of the templates found in PowerPoint®. Do you need to communicate bad news? Click on the template “Communicating Bad News.” Do you need to report progress or status? Click on the template “Reporting Progress or Status.” Do you need to create an employee orientation training program? Click on the template “Employee Orientation.” Do you need to create a company handbook? Click on the template “Company Handbook.” Now, your company looks and sounds like all the others. If you think these scenarios can’t happen, think again. They already are happening in companies across the globe. PowerPoint® has become so popular it is now a synonym for a presentation. Instead of asking for a copy of the salient points in a training program or company presentation, people are now saying, “Please send me the PowerPoint® from Wednesday’s class.” Scott Adams is cartooning about it, too. In the first frame Dilbert is using a pointer and says, “As you can clearly see in slide 397…” In the next frame the audience is tearing their hair out and one of the employees falls over on the floor. In the f

ht imagine. Fourth is termination - some people actually get fired. Finally - and sure this is a long shot -some people win the Lottery.

Action-step. Build and cultivate a network within every major account you have. The biggest Rolodex usually WINS! This is a rock-solid sales tip.

Action-step. If you're new to sales or are an experienced sales REP just getting started with a NEW company give some thought how you will introduce yourself. Just don't say that you're "NEW."

Boost Your Business With Testimonials
When used correctly, testimonials can boost your response dramatically. They help build the prospect's perception of believability, stability, honesty, and value in your product or service. When prospects see all those testimonials, especially from people to whom they can relate, they gain confdence in you. They become less worrried about making an error in buying what you sell.Before you can effectively use testimonials, you first have to understand the three different types.The first, is the unsolicited type. This is the type of testimonial you receive without asking. It is important with this type of testimonial that you immediately get permission from the customer who sent it, to use it in upcoming promotions. You should develop a standardized system for following up on the receipt of customer comments. First, you should thank them, and then ask for permission to use their positive comments with their name and address in your future marketing.As second type of testimonial is the solicited type. This is the type you receive by asking through a personal conversation or by letter. When you ask your customer for a testimonial, be tactful. Don't say, "Please send me a testimonial." Instead, ask for comments, both pro and con. Many times negative comments can be as helpful and revealing as the positive ones.When you are soliciting testimonials it is important to make sure they are specific and targeted. The more specific the testimonial is, the stronger it is. Most testimonials are very general, saying for example, "It's great" or "It's wonderful." While these comments may make you feel good, they are not as powerful as specific, targeted testimonials. Ask your customer to write about the specific result he or she received from using your product or service. You want

e your first call to the CEO. It's easier to let him you down the organizational chart then to have some mid-level manager try to take you up the same organizational chart. This is more than a sales technique - it's an idea that really works.

Action-step. If you're new to sales or are an experienced sales REP just getting started with a NEW company give some thought how you will introduce yourself. Just don't say that you're "NEW."

Marketing is Not Like Exercise; Get Results Now, Not Next Year
Some marketing consultants who write books, make tapes, do seminars, get interviewed on the radio and tell other companies how to do it better, tell us that marketing is like exercise and you need to have a long-term plan and be patient. Well interesting advice indeed, but businesses do not have all day and Corporations want results now for their shareholders and bottom line.They do not have all year, a quarter or even a month or two to increase profits. They want it now, just like a small businessperson wants results for cash flow, salary and to pay for employees, inventory and rent for God’s Sake.Many marketing self-proclaimed gurus think you need to be patient; “Let time work” or “Nothing Good Happens Overnight!” I say to these marketing professionals, why not take off your silly Mickey Mouse tie, spray paint your baldhead blue and become a Smurf for while? The marketing “Papa Smurf is Hear do Not Fear!” campaign?Yah right, listen folks if you have a marketing plan you should be getting instant results and you should attack it like the United States Military. Do not sit around and wait for results, go out and get them now. Right now, not next year.Patience maybe a virtue, but we were told the Catholic Priests were virtuous too and we come to find out they were bending over little kids left and right? Sorry, when it comes to virtue you can take that “Patience in Marketing Advice” and stick it where the Sun won’t shine.Here is the deal, your marketing should be getting the message out and the methods, media and mediums you use should be pulling for you every G-darn Day, day in and day out and if not modify your marketing plan. You must win the game and that means increases in sales and new business and more purchases from previous and regular customers.<

y who announces they are "NEW."

Action-step. If you're new to sales or are an experienced sales REP just getting started with a NEW company give some thought how you will introduce yourself. Just don't say that you're "NEW."

Can Your PR Do This?
Can your PR do something positive about the behaviors of those outside audiences that most affect your business, non-profit or association?Can your PR deliver external stakeholder behavior change -- the kind that leads directly to achieving your managerial objectives?Can your PR persuade those important outside folks to your way of thinking, then move them to take actions that help your department, division or subsidiary succeed?Or does the money you spend on public relations pretty much buy personnel mentions in the newspaper and product plugs on radio talk shows?If you want the real thing - the public relations performance described above - start with this reality: people act on their own perception of the facts before them, which leads to predictable behaviors about which something can be done. When we create, change or reinforce that opinion by reaching, persuading and moving-to-desired-action the very people whose behaviors affect the organization the most, the public relations mission is accomplished.First, look at the results that could come your way. Capital givers or specifying sources beginning to look your way; fresh proposals for strategic alliances and joint ventures; prospects interested in doing business with you; membership applications on the rise; customers starting to make repeat purchases; politicians and legislators starting to view you as a key member of the business, non-profit or association communities; welcome bounces in show room visits; higher employee retention rates, and even community leaders beginning to seek you out.If you're a business, non-profit or association manager, and you're serious about wringing every last benefit out of your public relations budget, here, for

about sales proposals I strongly suggest you do a search on Google.com and Amazon.com using the keywords "sales proposals." This is too important to be flying by the seat-of-your-ants!

Action-step. Never leave home without written sales call objectives. The key word is "Never!"

6. Getting mugged by your own mouth. This is a very easy trap for a salesperson to collapse into especially if you're extroverted and talkative. If you're not careful with the language you use, you run the risk of sounding like the "Mediocre majority." For example, you should avoid using these phrases: I think, can I be honest, can I ask you a question, I know you're busy so I won't take up much of your time, how soon do you need it, I agree with you - But, what do I have to do to earn your business today, so - what do you think, I was wondering etc. I hope you get the picture and recognize that these phrases aren't inherently sinister. They are however over-used by the salespeople who are in the "Mediocre majority" category. Avoid them like the Plague!

Action-step. The more you prepare what you'll say and how you'll say it during a sales call the less likely you'll end up getting mugged by your own mouth.

7. Making the sales call a virtual "Improvisation." The way my twisted mind works is there are only two types of sales calls. One is prepared and the other is a total improvisation. Let me concede right out of the chute, it's inconceivable to totally prepare for a sales call - the way I define the word prepare. It should also be inconceivable to you from this point on, that your sales calls should be a 100% improvisation. In this example, when I use the word prepare, I mean in writing.

Here's a short list of what I recommend you thoroughly prepare -in writing: Prepare how you call for appointments. Prepare your elevator speech. Prepare at least 12 open-ended questions. Prepare how you will segue into your presentation. Prepare how you will deal with the price objection. Also prepare how you will ask for the customer's commitment to order your product/service.

Action-step. Prepare in writing the words you will use in each of these key steps in your selling process. Preparation always sounds better than improvisation. Always!

8. Forgetting to develop the "Brand Called You." One of the cardinal sins I observe salespeople making is your complete reliance on the branding of your products and your company. Please remember this. Most people don't buy the product. Most people don't buy the company. Most people buy - because they buy the relationship with the sales professional working with them.

I just ordered the autobiography written by PT Barnum. I can't wait to get my hands on this book. If you want to be remembered you have to be memorable and PT Barnum wrote the book on this topic. Marketing will win more sales than selling ever can. To be a success today, and in almost any business, you have to be an extraordinary marketer! You might want to buy Peter Montoya's book, "The Brand Called You."

Action-step. I believe everybody is unique. Discover your uniqueness parade it around your sales territory. Forget about being boring, bland, and benign. Blending in is out! Standing out is in! Do everything you can to be different in a memorable way!

9. Playing the win-lose instead of the win-win game. This point is easy to say and hard to do because it involves a dramatic change in your thinking. In some cases, it may involve a lobotomy! Never offer a price concession without getting a concession from your prospect/customer. To do so means he wins and you lose. Whatever happened to the good old-fashioned game of win-win?

What happened to it is quite simple and very easy to fix. When ever someone asks you for a better price - ask them for a better deal - which could mean a larger quantity, something else added to the order, an extended contract etc.

Action-step. This one takes courage. Do you have what it takes to do what it takes to make your selling game a win-win game?

10. Putting your families on the veritable back-burner. Most people don't think bad things can happen to them. I think it's called the theory of self-exception. Maybe it's because you're so optimistic. You think you'll live for ever. You think your families will live for ever. Take it from me it doesn't always work out that way. Now rest assured, I

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Cover Letters

I will routinely advise new writers to make sure their cover letters are professional in tone. All additional correspondence with an editor should be similarly professional. There are a few other details regarding a cover letter that may be of interest. For instance, if you can't say what needs to be said in one page, you need to say it again.

Office Furniture & Office Stationery Supplies Are In Demand

Ordering online is the easiest and most hassle free way to buy office stationery in UK. From brochures and business cards to copier and labels, and from postcards and specialty papers to presentation items and CDs, everything is now easily accessible, and is within your reach, as well as your pocket!

The Monster Garage of eLearning

What does the Monster Garage and training development have in common? We can learn a lot about project planning, process and products when we examine how Jesse James works his magic in the Monster Garage.

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