Why be different when you can be the same as everyone else?
Why stand-out when you can blend in?
Why is blending in so much easier?
Why is standing out from the competitive crowd often viewed
as risky business?
It all starts with your childhood. Now, I'm not a shrink but
I do think it goes all the way back to when we were kids. I
mean most kids - probably not the neighborhood bully. Speaking
of neighborhood bullies, I wonder what they're all doing today?
Never mind that! When I was a kid I wanted to fit in with the
other kids and maybe you did too. I Wanted to belong to a group
of kids. I think that's normal. However, this desire to fit
in and belong, and not make waves doesn't serve us well later
in life - especially when you're selling.
I remember being in junior high school. There was a boy named
Russell. He was tall and lanky. He wore funny glasses. He
didn't seem to be well coordinated. I guess by today's
standards he looked a little nerdy. He was always by himself
because he was different.
Back then, when I was a kid, it was no fun being different
from everyone else.
Fast forward a whole bunch of years. I'll tell you being
different is where the action is especially if you're an
entrepreneur or a professional sales representative.
Unfortunately not everybody understands this - I guess it's
because we've been trying to blend in since we were kids.
Don't focus on the similarities among you and your competitors.
Instead, concentrate on the differences.
It's time for change. Stop blending in and start standing-out.
Being different pays better too. Keep that in mind.
Here are some ideas to get you thinking seriously about the
art of differentiation in your sales territory.
1. Talk different. I'd give anything, almost anything, to
have a genuine/authentic British accent. Nothing makes you
sound more different than a good accent. I was born in
Brooklyn and so I have a slight accent. Okay - it's not slight,
it's Brooklyn. Now get this, for the longest time I tried to
hide my Brooklyn accent. When I moved to Chicago not a single
day went by without someone pointing out the fact that I had
a Brooklyn accent.
So instead of accepting my different accent I try to avoid
it, until one day I realized my accent made me different.
Botta bing, botta boom!
2. Look different. In one of my sales training classes last
week a woman told me her shoes make her different. Apparently
she has quite a collection and her customers recognize this
as a point of difference. It could be a very unique/handmade
briefcase. It could be bow ties for men. It could be a very
unique and eye-catching fountain pen. It could be you always
favor one color. It could be anything you want it to be.
3. Do different. Do things in a different way. You have
developed a signature way to end every sales call. Many years
ago NBC had an evening news program starring Chet Huntley
and David Brinkley. Every night they ended their program
with "Goodnight Chet. Goodnight David. And goodnight for
NBC News." It was their signature.
It worked for them and it can certainly work for you.
4. Prepare different. Being prepared doesn't take the fun
out of being spontaneous. In fact being prepared makes your
spontaneity more appreciated. Prepare written sales call
objectives. Prepare and practice the benefits of your products
and services. Prepare and practice how you will handle the
dreaded price objection. You can also prepare "Knock your
socks off" sales proposals.
5. Ask different questions. Try asking questions that don't
include "Ahs" and "Ums." This is almost impossible to do when
your questions aren't prepared prior to the sales call. When
you ask a question and the customer responds "What do you mean"
that's a clear indication it wasn't a very good question. FYI -
the whole concept of asking fabulous open-ended questions is
the centerpiece for all my sales training programs.
Ask this question and see what kind of response you get. "What
would it take to win your supplier of the year award?" And
remember the better the question, the better the response will
be.
6. A.B.T.D.T. Always be trying different things. Look for the
differences in people and things. Note what works and what
doesn't work. Try taking small chances on a daily basis. Try
doing things a little different on a daily basis.
Just be different . . .
=> Send 3-5 handwritten notes to internal and external customers
every day.
=> Thank everyone personally who helps you make a sale.
=> Use a fountain pen with blue ink to write these notes.
=> Send birthday cards with the sound of music.
=> Do one good deed everyday.
=> Order personalized M&Ms.
=> Say yes I can!
=> Be positive!
If you dare to be different and start selling what's
different, the road to success is right around the corner.
Tuesday, September 30, 2008
The Real True Secret to Closing Sales
by Jim Klein
Having a great closing technique doesn't guarantee you'll close sales. Closing sales begins before you walk in the door.
You can learn every closing technique there is, however, each one will be more effective if you've taken the time to qualify and present properly.
If you get to the end of the sales process and find that closing the sale is difficult, you probably did something wrong earlier in the sales process.
The best sales closing technique I have found is to qualify and present properly. By spending time finding the prospects problem, the one that keeps them awake at night and presenting your product or service as the solution, closing should happen naturally.
Many sales people spend very little time finding the prospects problem and then presenting how their product or service will solve their problem. Then they look for some magical closing technique to make their lack of preparation work in their favor and make the sale.
The top salespeople use proper execution of all parts of the sales process as a sure fire sales closing technique. When you spend time qualifying and presenting many of your prospects will ask "how do we get started" or "what's the next step" before you even have to close.
"A close or a sale is a natural evolution of a proper presentation for a person that genuinely needs your product or service. It's not arm twisting, getting them to do something against their will or uncomfortable. If it's uncomfortable, you need to stop"
If you're still having difficulties closing the sale, what you may find is you don't have a good prospect. Don't waste your time and energy on prospects who don't have a need or who have a need your product or service can't fill.
Learn to accept the fact you can't help everyone and you'll save your self time, energy and the frustration of not closing the sale, you wouldn't have closed no matter how many closing techniques you use.
The use of an assumptive close during the process of gathering information and presenting benefits of your product or service is great closing technique if used properly. Using the word "when" instead of "if" and "your" instead of "my" will help the prospect assume ownership. During the whole sales process you should assume that the prospect will purchase.
If you need a closing technique to complete the process, the best one I have found is the alternate of choice. This sales technique assumes the prospect will purchase and by choosing either option they are choosing to go ahead with the sale. People do want to purchase. Sometimes they just need help in making a decision. Give them options that will provide a win - win situation for every one.
Having a great closing technique doesn't guarantee you'll close sales. Closing sales begins before you walk in the door.
You can learn every closing technique there is, however, each one will be more effective if you've taken the time to qualify and present properly.
If you get to the end of the sales process and find that closing the sale is difficult, you probably did something wrong earlier in the sales process.
The best sales closing technique I have found is to qualify and present properly. By spending time finding the prospects problem, the one that keeps them awake at night and presenting your product or service as the solution, closing should happen naturally.
Many sales people spend very little time finding the prospects problem and then presenting how their product or service will solve their problem. Then they look for some magical closing technique to make their lack of preparation work in their favor and make the sale.
The top salespeople use proper execution of all parts of the sales process as a sure fire sales closing technique. When you spend time qualifying and presenting many of your prospects will ask "how do we get started" or "what's the next step" before you even have to close.
"A close or a sale is a natural evolution of a proper presentation for a person that genuinely needs your product or service. It's not arm twisting, getting them to do something against their will or uncomfortable. If it's uncomfortable, you need to stop"
If you're still having difficulties closing the sale, what you may find is you don't have a good prospect. Don't waste your time and energy on prospects who don't have a need or who have a need your product or service can't fill.
Learn to accept the fact you can't help everyone and you'll save your self time, energy and the frustration of not closing the sale, you wouldn't have closed no matter how many closing techniques you use.
The use of an assumptive close during the process of gathering information and presenting benefits of your product or service is great closing technique if used properly. Using the word "when" instead of "if" and "your" instead of "my" will help the prospect assume ownership. During the whole sales process you should assume that the prospect will purchase.
If you need a closing technique to complete the process, the best one I have found is the alternate of choice. This sales technique assumes the prospect will purchase and by choosing either option they are choosing to go ahead with the sale. People do want to purchase. Sometimes they just need help in making a decision. Give them options that will provide a win - win situation for every one.
Setting Your Goals
By: Brian Tracy
In my conversations with hundreds of top salespeople over the years, I have found that they all have one thing in common. They have taken the time to sit down and create a clear blueprint for themselves and their future lives. Even if they started the process of goal setting and personal strategic planning with a little skepticism, every one of them has become a true believer.
Becoming a True Believer
Every one of them has been amazed at the incredible power of goal setting and strategic planning. Every one of them has accomplished far more than they ever believed possible in selling and they ascribe their success to the deliberate process of thinking through every aspect of their work and their lives, and then developing a detailed, written road map to get them to where they wanted to go.
The Definition of Happiness
Happiness has been defined as, "The progressive achievement of a worthy ideal, or goal." When you are working progressively, step-by-step toward something that is important to you, you generate within yourself a continuous feeling of success and achievement.
You feel more positive and motivated. You feel more in control of your own life. You feel happier and more fulfilled. You feel like a winner, and you soon develop the psychological momentum that enables you to overcome obstacles and plough through adversity as you move toward achieving the goals that are most important to you.
Determine Your Values
Personal strategic planning begins with your determining what it is you believe in and stand for-your values. Your values lie at the very core of everything you are as a human being. Your values are the unifying principles and core beliefs of your personality and your character. The virtues and qualities that you stand for are what constitute the person you have become from the beginning of your life to this moment.
Your values, virtues and inner beliefs are the axle around which the wheel of your life turns. All improvement in your life begins with you clarifying your true values and then committing yourself to live consistent with them.
Fuzzy or Clear?
Successful people are successful because they are very clear about their values. Unsuccessful people are fuzzy or unsure. Complete failures have no real values at all.
Build Self-Confidence and Self-Esteem
Values clarification is the beginning exercise in building self-confidence, self-esteem and personal character. When you take the time to think through your fundamental values, and then commit yourself to living your life consistent with them, you feel a surge of mental strength and well-being. You feel stronger and more capable. You feel more centered in the universe and more competent of accomplishing the goals you set for yourself.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, decide for yourself what makes you truly happy and then organize your life around it. Write down your goals and make plans to achieve them.
Second, begin with your values by deciding what it is you stand for and believe in. Commit yourself to live consistent with your inner most convictions - and you'll never make another mistake.
In my conversations with hundreds of top salespeople over the years, I have found that they all have one thing in common. They have taken the time to sit down and create a clear blueprint for themselves and their future lives. Even if they started the process of goal setting and personal strategic planning with a little skepticism, every one of them has become a true believer.
Becoming a True Believer
Every one of them has been amazed at the incredible power of goal setting and strategic planning. Every one of them has accomplished far more than they ever believed possible in selling and they ascribe their success to the deliberate process of thinking through every aspect of their work and their lives, and then developing a detailed, written road map to get them to where they wanted to go.
The Definition of Happiness
Happiness has been defined as, "The progressive achievement of a worthy ideal, or goal." When you are working progressively, step-by-step toward something that is important to you, you generate within yourself a continuous feeling of success and achievement.
You feel more positive and motivated. You feel more in control of your own life. You feel happier and more fulfilled. You feel like a winner, and you soon develop the psychological momentum that enables you to overcome obstacles and plough through adversity as you move toward achieving the goals that are most important to you.
Determine Your Values
Personal strategic planning begins with your determining what it is you believe in and stand for-your values. Your values lie at the very core of everything you are as a human being. Your values are the unifying principles and core beliefs of your personality and your character. The virtues and qualities that you stand for are what constitute the person you have become from the beginning of your life to this moment.
Your values, virtues and inner beliefs are the axle around which the wheel of your life turns. All improvement in your life begins with you clarifying your true values and then committing yourself to live consistent with them.
Fuzzy or Clear?
Successful people are successful because they are very clear about their values. Unsuccessful people are fuzzy or unsure. Complete failures have no real values at all.
Build Self-Confidence and Self-Esteem
Values clarification is the beginning exercise in building self-confidence, self-esteem and personal character. When you take the time to think through your fundamental values, and then commit yourself to living your life consistent with them, you feel a surge of mental strength and well-being. You feel stronger and more capable. You feel more centered in the universe and more competent of accomplishing the goals you set for yourself.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, decide for yourself what makes you truly happy and then organize your life around it. Write down your goals and make plans to achieve them.
Second, begin with your values by deciding what it is you stand for and believe in. Commit yourself to live consistent with your inner most convictions - and you'll never make another mistake.
Seven Success Keys
By Tom Ziglar
Right now with the economic meltdown going on, or not going on, depending on if it’s Monday or Friday, I think we all want our individual success to depend on us, not on the economy, not our employer, and certainly not the government! So here are a few keys to consider:
“You have to be before you can do, and you have to do before you can have,” Zig Ziglar, www.ziglar.com. Dad lays it out pretty clearly right here. Success starts with being the right kind of person first. Build the proper character foundation in your life, then apply it with great work ethic, and only then can you have the things in life you want.
“You can have everything in life you want, if you will just help enough other people get what they want,” Zig Ziglar. This is the philosophy that guides your be, do, and have mindset.
“All great failures are moral failures,” Fred Smith www.breakfastwithfred.com. Dad’s mentor Fred Smith points out that anytime you see a great failure, it is not because of their intellect, but because of some great moral failure. The current economic crisis is a perfect example of this. Greed and instant gratification are the two primary reasons we have a crisis right now. Isn’t it morally wrong to knowingly encourage someone to take a huge risk? Isn’t it morally wrong to take a huge risk for no other reason than instant gratification?
“The five predictors of success for someone starting and running their own business are passion, talent, determination, self-discipline, and faith,” Dan Miller, No More Mondays, www.48days.com. Do you have what it takes to be your own boss? Dan is the go-to guy for advice on this. How cool would it be to wake up every day doing what you are passionate about? (Trust me, it’s COOL!)
“Debt is dumb, cash is king,” Dave Ramsey, www.daveramsey.com. Imagine having no debt in your life. Would you sleep better? How much freedom would you have? Being debt free is a choice and Dave gives you a specific plan of action on how to become debt free. I must warn you though; the plan is very simple, although not necessarily easy because there are no gimmicks or shortcuts. It only requires common sense and uncommon discipline!
“Eat pure,” Tom Ziglar, The Purity Diet. The most important asset you have is your health. The best thing you can do to benefit your health is to eat right. If you “eat pure” every day you will be amazed at the results.
“I’ve heard it, too: “Motivation is temporary, and I agree. But then, so is bathing and eating, but if you do both of them on a daily basis you will live longer and smell better in the process,” Zig Ziglar. What kind of fuel are you running your brain on? Put the good, the clean, the pure, the powerful and the positive into your brain on a daily basis and the amount of good stuff that comes out will astonish you!
Tom Ziglar is the proud son of Zig Ziglar and CEO of Ziglar. This article was taken from his blog, www.tomziglar.com.
Right now with the economic meltdown going on, or not going on, depending on if it’s Monday or Friday, I think we all want our individual success to depend on us, not on the economy, not our employer, and certainly not the government! So here are a few keys to consider:
“You have to be before you can do, and you have to do before you can have,” Zig Ziglar, www.ziglar.com. Dad lays it out pretty clearly right here. Success starts with being the right kind of person first. Build the proper character foundation in your life, then apply it with great work ethic, and only then can you have the things in life you want.
“You can have everything in life you want, if you will just help enough other people get what they want,” Zig Ziglar. This is the philosophy that guides your be, do, and have mindset.
“All great failures are moral failures,” Fred Smith www.breakfastwithfred.com. Dad’s mentor Fred Smith points out that anytime you see a great failure, it is not because of their intellect, but because of some great moral failure. The current economic crisis is a perfect example of this. Greed and instant gratification are the two primary reasons we have a crisis right now. Isn’t it morally wrong to knowingly encourage someone to take a huge risk? Isn’t it morally wrong to take a huge risk for no other reason than instant gratification?
“The five predictors of success for someone starting and running their own business are passion, talent, determination, self-discipline, and faith,” Dan Miller, No More Mondays, www.48days.com. Do you have what it takes to be your own boss? Dan is the go-to guy for advice on this. How cool would it be to wake up every day doing what you are passionate about? (Trust me, it’s COOL!)
“Debt is dumb, cash is king,” Dave Ramsey, www.daveramsey.com. Imagine having no debt in your life. Would you sleep better? How much freedom would you have? Being debt free is a choice and Dave gives you a specific plan of action on how to become debt free. I must warn you though; the plan is very simple, although not necessarily easy because there are no gimmicks or shortcuts. It only requires common sense and uncommon discipline!
“Eat pure,” Tom Ziglar, The Purity Diet. The most important asset you have is your health. The best thing you can do to benefit your health is to eat right. If you “eat pure” every day you will be amazed at the results.
“I’ve heard it, too: “Motivation is temporary, and I agree. But then, so is bathing and eating, but if you do both of them on a daily basis you will live longer and smell better in the process,” Zig Ziglar. What kind of fuel are you running your brain on? Put the good, the clean, the pure, the powerful and the positive into your brain on a daily basis and the amount of good stuff that comes out will astonish you!
Tom Ziglar is the proud son of Zig Ziglar and CEO of Ziglar. This article was taken from his blog, www.tomziglar.com.
Monday, September 29, 2008
Manage Your Time or Others Will Do It for You by Harvey Mackay
I'll never forget an important time management lesson I learned in a seminar many years ago . . . especially how the instructor illustrated the point.
"Okay, time for a quiz," he said, as he pulled out a one-gallon wide-mouthed mason jar and set it on the desk in front of him. Then he produced about a dozen fist-sized rocks and carefully placed them, one at a time, into the jar.
When the jar was filled to the top and no more rocks would fit inside, he asked, "Is the jar full?"
Everyone in the seminar said, "Yes."
Then he said, "Really?" He reached under the table and pulled out a bucket of gravel. Then he dumped some gravel in and shook the jar. This caused pieces of gravel to work themselves down into the spaces between the big rocks. Then he asked the group again, "Is the jar full?"
By this time the class was onto him. "Probably not," we answered.
"Good!" he replied as he reached under the table and brought out a bucket of sand. He started dumping the sand in and it went into all the spaces left between the rocks and the gravel. Once more he asked the question, "Is this jar full?"
"No!" the class shouted. Once again he said, "Good!" Then he grabbed a pitcher of water and began to pour it in until the jar was filled to the brim. Then he looked up at the class and asked, "What is the point of this illustration?"
One eager beaver raised his hand and said, "The point is, no matter how full your schedule is, if you really try hard, you can always fit some things into it."
"No," the instructor replied. "The point is if you don't put the big rocks in first, you'll never get them in at all."
So, today, tonight, or in the morning when you are reflecting on this story, ask yourself: What are the 'big rocks' in my life or business? Then, be sure to put those in your jar first.
And by the way, you get the same size jar as everyone else. No exceptions.
What changes from person to person is the size of each rock. I've got a couple boulders in my jar: family first, always. Things like friends, my company, my speaking/writing "hobby," maintaining my network, my volunteer commitments, my health, and my religion all take up a lot of space. The gravel is all the stuff that takes up more than a few minutes but doesn't necessarily happen every day, like a committee assignment, a vacation, learning new software... you get the idea.
And now, the sand. You can decide whether to be that 98-pound weakling who gets sand kicked at him, or the creator of a spectacular sand castle. The sand is the yes/no stuff that absolutely has to fit around everything else after it's in the jar. A little piece of sand in your eye is a big pain, and those are the ones that get the no-thank-you right off the bat. A little sand on an icy street is one of life's little pleasures when you live in snow country as I do. You choose the sand. It's your jar.
In other words, it's your time. Change the rocks, gravel and sand into hours, minutes and seconds. Then decide what your priorities are and how much time you'll spend on them. If you don't, someone else will decide for you and you'll end up with a jar full of heavy, jagged, nasty shards that nobody could touch without getting stabbed by another rock. Do you really want to spend your time working on other people's priorities?
As Benjamin Franklin said, "If we take care of the minutes, the years will take care of themselves." Good time management is taking care of the things that matter most to us first and keeping that jar of rocks in sight all the time.
My friend Lou Holtz has a great formula: W.I.N. -- What's Important Now? Use some of your precious time to figure out what's important in your life and you will win.
-- Harvey Mackay
"Okay, time for a quiz," he said, as he pulled out a one-gallon wide-mouthed mason jar and set it on the desk in front of him. Then he produced about a dozen fist-sized rocks and carefully placed them, one at a time, into the jar.
When the jar was filled to the top and no more rocks would fit inside, he asked, "Is the jar full?"
Everyone in the seminar said, "Yes."
Then he said, "Really?" He reached under the table and pulled out a bucket of gravel. Then he dumped some gravel in and shook the jar. This caused pieces of gravel to work themselves down into the spaces between the big rocks. Then he asked the group again, "Is the jar full?"
By this time the class was onto him. "Probably not," we answered.
"Good!" he replied as he reached under the table and brought out a bucket of sand. He started dumping the sand in and it went into all the spaces left between the rocks and the gravel. Once more he asked the question, "Is this jar full?"
"No!" the class shouted. Once again he said, "Good!" Then he grabbed a pitcher of water and began to pour it in until the jar was filled to the brim. Then he looked up at the class and asked, "What is the point of this illustration?"
One eager beaver raised his hand and said, "The point is, no matter how full your schedule is, if you really try hard, you can always fit some things into it."
"No," the instructor replied. "The point is if you don't put the big rocks in first, you'll never get them in at all."
So, today, tonight, or in the morning when you are reflecting on this story, ask yourself: What are the 'big rocks' in my life or business? Then, be sure to put those in your jar first.
And by the way, you get the same size jar as everyone else. No exceptions.
What changes from person to person is the size of each rock. I've got a couple boulders in my jar: family first, always. Things like friends, my company, my speaking/writing "hobby," maintaining my network, my volunteer commitments, my health, and my religion all take up a lot of space. The gravel is all the stuff that takes up more than a few minutes but doesn't necessarily happen every day, like a committee assignment, a vacation, learning new software... you get the idea.
And now, the sand. You can decide whether to be that 98-pound weakling who gets sand kicked at him, or the creator of a spectacular sand castle. The sand is the yes/no stuff that absolutely has to fit around everything else after it's in the jar. A little piece of sand in your eye is a big pain, and those are the ones that get the no-thank-you right off the bat. A little sand on an icy street is one of life's little pleasures when you live in snow country as I do. You choose the sand. It's your jar.
In other words, it's your time. Change the rocks, gravel and sand into hours, minutes and seconds. Then decide what your priorities are and how much time you'll spend on them. If you don't, someone else will decide for you and you'll end up with a jar full of heavy, jagged, nasty shards that nobody could touch without getting stabbed by another rock. Do you really want to spend your time working on other people's priorities?
As Benjamin Franklin said, "If we take care of the minutes, the years will take care of themselves." Good time management is taking care of the things that matter most to us first and keeping that jar of rocks in sight all the time.
My friend Lou Holtz has a great formula: W.I.N. -- What's Important Now? Use some of your precious time to figure out what's important in your life and you will win.
-- Harvey Mackay
Four Steps to Success! by Jim Rohn
Let me pass on to you these four simple steps to success:
Number one is good ideas. Be a collector of good ideas. My mentor taught me to keep a journal when I was twenty five years old. I've been doing it now all these years. They will be passed on to my children and my grandchildren. If you hear a good health idea, capture it, write it down. Don't trust your memory. Then on a cold wintry evening, go back through your journal, the ideas that changed your life, the ideas that saved your marriage, the ideas that bailed you out of bankruptcy, the ideas that helped you become successful, the ideas that made you millions. What a good review. Going back over the collection of ideas that you gathered over the years. So be a collector of good ideas for your business, for your relationships, for your future.
The next step to success is to have good plans. A good plan for the day, a good plan for the future, a good health plan, a good plan for your marriage. Building anything is like building a house, you need to have a plan. Now here is a good time management question: When should you start the day? Answer: As soon as you have it finished. It is like building a house, building a life. What if you just started laying bricks and somebody asks, "What are you building?" And you say, "I have no idea." See they would come and take you away to a safe place. So, don't start the house until you finish it. Now, is it possible to finish the house before you start it? Yes, but it would be foolish to start before you had it finished. Not a bad time management idea. Don't start the day until it is pretty well finished -- at least the outline of the day. Leave some room to improvise. Leave some room for extra strategies, but finish it before you start it.
And here is the next piece that is a little more challenging: Do not start the week until you have it finished. Lay it out, structure it, then put it to work. Then the next one is a little tougher yet; do not start the month until you have it finished.
And finally the big one, don't start the year until it is finished on paper. It's not a bad idea, toward the end of the year, to sit down with your family for the family structure plans, sit down in your business for the business plans, sit down with your financial advisor for your investments and map out the year... properties to buy, properties to sell, places to go with your family, lay out the year. I finally learned to do that. It was also helpful for my family to show them where they appeared on my calendar. You know I used to have my business things on there and I used to have my lectures and my seminars all laid out on my calendar, and guess what the children said, "Where are we on the game plan, please show us our names on the game plan." So you need to do it for your children, for your spouse, for your friends.
Now, here is the third step to success, and it can be really challenging. Learning to handle the passing of time. It takes time to build a career, it takes time to make changes, so give your project time, give your people time. If you're working with people, give them time to learn, grow, change, develop, produce. And here is the big one, give yourself time. It takes time to master something new. It takes time to make altered changes and refinement in philosophy as well as activity. Give yourself time to learn, time to get it, time to start some momentum, time to finally achieve. It is easy to be impatient with yourself. I remember when I first tried to learn to tie my shoes. The shoe strings, it seemed like it would take me forever. Finally I got it and it didn't take forever, but it seemed like for a while I'd never learn, I'd get it backwards; the bow goes up and down instead of across. How do I straighten that out? Finally I got it, it just took time.
Mama taught me a little bit about playing the piano. "Here is the left hand scale", she'd say. I got that, it was easy. Then she said, "Here is the right hand scale." I got that, that was easy. Now she said, "We are going to play both hands at the same time." I said, "Well, how can you do that?" Now one at a time was easy... but at the same time? Looking at this hand and looking at that hand, finally I got it. Finally I got where I could play the scales with both hands. Then I remember the day she said, "Now we are going to read the music and play with both hands." I thought, "You can't do all that." But you know, sure enough I'm looking at the music, looking at each hand, a little confused at first, but finally I mastered it. It took a little time to read the music and play with both hands. Then I remember the day she said, "Now we are going to watch the audience, read the music and play with both hands. I thought, "Now that is going too far!" How could you possibly do that? But see adding them one at a time and giving myself time to master one before we went to the next one; sure enough I got to where I could watch the audience, read the music and play with both hands. So the lesson here is: Give yourself time, you can become a better pro, you can better master the art of parenting, you can better master the art of managing time, conserving resources, working together as a partner. Give yourself time.
And here's the last one; learning to solve problems. Business problems, family problems, financial problems, emotional problems, etc. -- challenges for us all. Here's the best way to treat a problem: As an opportunity to grow. Change if you have to, modify if you must, discard an old philosophy that wasn't working well for a new one. The best phrase my mentor ever gave me was when he said, "Mr. Rohn if you will change, everything will change for you." Wow, I took that to heart, and sure enough the more I changed the more everything changed for me.
So learn to master good ideas, have good plans, handle the passing of time and solve problems, and you will be on your way to more success than you could ever imagine!
To Your Success,
Jim Rohn
Number one is good ideas. Be a collector of good ideas. My mentor taught me to keep a journal when I was twenty five years old. I've been doing it now all these years. They will be passed on to my children and my grandchildren. If you hear a good health idea, capture it, write it down. Don't trust your memory. Then on a cold wintry evening, go back through your journal, the ideas that changed your life, the ideas that saved your marriage, the ideas that bailed you out of bankruptcy, the ideas that helped you become successful, the ideas that made you millions. What a good review. Going back over the collection of ideas that you gathered over the years. So be a collector of good ideas for your business, for your relationships, for your future.
The next step to success is to have good plans. A good plan for the day, a good plan for the future, a good health plan, a good plan for your marriage. Building anything is like building a house, you need to have a plan. Now here is a good time management question: When should you start the day? Answer: As soon as you have it finished. It is like building a house, building a life. What if you just started laying bricks and somebody asks, "What are you building?" And you say, "I have no idea." See they would come and take you away to a safe place. So, don't start the house until you finish it. Now, is it possible to finish the house before you start it? Yes, but it would be foolish to start before you had it finished. Not a bad time management idea. Don't start the day until it is pretty well finished -- at least the outline of the day. Leave some room to improvise. Leave some room for extra strategies, but finish it before you start it.
And here is the next piece that is a little more challenging: Do not start the week until you have it finished. Lay it out, structure it, then put it to work. Then the next one is a little tougher yet; do not start the month until you have it finished.
And finally the big one, don't start the year until it is finished on paper. It's not a bad idea, toward the end of the year, to sit down with your family for the family structure plans, sit down in your business for the business plans, sit down with your financial advisor for your investments and map out the year... properties to buy, properties to sell, places to go with your family, lay out the year. I finally learned to do that. It was also helpful for my family to show them where they appeared on my calendar. You know I used to have my business things on there and I used to have my lectures and my seminars all laid out on my calendar, and guess what the children said, "Where are we on the game plan, please show us our names on the game plan." So you need to do it for your children, for your spouse, for your friends.
Now, here is the third step to success, and it can be really challenging. Learning to handle the passing of time. It takes time to build a career, it takes time to make changes, so give your project time, give your people time. If you're working with people, give them time to learn, grow, change, develop, produce. And here is the big one, give yourself time. It takes time to master something new. It takes time to make altered changes and refinement in philosophy as well as activity. Give yourself time to learn, time to get it, time to start some momentum, time to finally achieve. It is easy to be impatient with yourself. I remember when I first tried to learn to tie my shoes. The shoe strings, it seemed like it would take me forever. Finally I got it and it didn't take forever, but it seemed like for a while I'd never learn, I'd get it backwards; the bow goes up and down instead of across. How do I straighten that out? Finally I got it, it just took time.
Mama taught me a little bit about playing the piano. "Here is the left hand scale", she'd say. I got that, it was easy. Then she said, "Here is the right hand scale." I got that, that was easy. Now she said, "We are going to play both hands at the same time." I said, "Well, how can you do that?" Now one at a time was easy... but at the same time? Looking at this hand and looking at that hand, finally I got it. Finally I got where I could play the scales with both hands. Then I remember the day she said, "Now we are going to read the music and play with both hands." I thought, "You can't do all that." But you know, sure enough I'm looking at the music, looking at each hand, a little confused at first, but finally I mastered it. It took a little time to read the music and play with both hands. Then I remember the day she said, "Now we are going to watch the audience, read the music and play with both hands. I thought, "Now that is going too far!" How could you possibly do that? But see adding them one at a time and giving myself time to master one before we went to the next one; sure enough I got to where I could watch the audience, read the music and play with both hands. So the lesson here is: Give yourself time, you can become a better pro, you can better master the art of parenting, you can better master the art of managing time, conserving resources, working together as a partner. Give yourself time.
And here's the last one; learning to solve problems. Business problems, family problems, financial problems, emotional problems, etc. -- challenges for us all. Here's the best way to treat a problem: As an opportunity to grow. Change if you have to, modify if you must, discard an old philosophy that wasn't working well for a new one. The best phrase my mentor ever gave me was when he said, "Mr. Rohn if you will change, everything will change for you." Wow, I took that to heart, and sure enough the more I changed the more everything changed for me.
So learn to master good ideas, have good plans, handle the passing of time and solve problems, and you will be on your way to more success than you could ever imagine!
To Your Success,
Jim Rohn
Sunday, September 28, 2008
Tips For Effective Writing
By Susan Regier
May 15, 2008
In the competitive world of business today it is imperative that all your written work be accurate and concise. Whether it’s sales letters, brochures, newsletters, or daily correspondence, clients and prospects will measure your company’s professionalism by the quality of your marketing material.
• Keep your writing simple and easy to read.
• Vary sentence length and structure.
• Use active voice whenever possible. A passive voice slows the pace and the reader.
O Active voice: Our company produces ten thousand widgets each month.
O Passive voice: Ten thousand widgets are produced each month by our company.
• Use positive statements.
O Positive: As a leader in total home security, Trusty Alarms can protect your investment.
O Negative: No other security company can protect your investment like Trusty Alarms.
• Keep verb tenses consistent and understandable.
O Common verb tense errors:
I should have went to their office yesterday. [should have gone]
The dog has bit the boy seriously. [has bitten]
• Use strong nouns and verbs to eliminate as many adjectives and adverbs as possible.
• Write to "express," not "impress" the reader. If the right word is long, use it, but if a shorter word will do, use the shorter word.
• Ensure that your words can’t be misinterpreted; e.g., The senior citizens were reluctant to book their holiday to the "hot" destination described by the travel agent.
• Get to the point and finish.
• Never state the obvious as it wastes words; e.g., never begin a sentence with "I am writing you…" of course you are, start right in.
• Avoid wishy-washy openings; e.g., Do you like…
• Avoid cliches. Tired expressions such as "a good time was had by all" are annoying and lack creativity.
• Write the way you talk. Keep the tone conversational, but grammatical.
• Read everything out loud. If you stumble over a word or phrase – revise it.
• Proofread for spelling and grammatical errors.
Author's Bio
Susan Regier is the publisher of www.NetworkingToday.ca, Canada’s fastest growing ezine for business resources, and the head writer of Vantage One Writing, a professional copywriting service for businesses. 519.471.8726 Email: susan@vantageone.ca Web site: www.vantageone.ca
May 15, 2008
In the competitive world of business today it is imperative that all your written work be accurate and concise. Whether it’s sales letters, brochures, newsletters, or daily correspondence, clients and prospects will measure your company’s professionalism by the quality of your marketing material.
• Keep your writing simple and easy to read.
• Vary sentence length and structure.
• Use active voice whenever possible. A passive voice slows the pace and the reader.
O Active voice: Our company produces ten thousand widgets each month.
O Passive voice: Ten thousand widgets are produced each month by our company.
• Use positive statements.
O Positive: As a leader in total home security, Trusty Alarms can protect your investment.
O Negative: No other security company can protect your investment like Trusty Alarms.
• Keep verb tenses consistent and understandable.
O Common verb tense errors:
I should have went to their office yesterday. [should have gone]
The dog has bit the boy seriously. [has bitten]
• Use strong nouns and verbs to eliminate as many adjectives and adverbs as possible.
• Write to "express," not "impress" the reader. If the right word is long, use it, but if a shorter word will do, use the shorter word.
• Ensure that your words can’t be misinterpreted; e.g., The senior citizens were reluctant to book their holiday to the "hot" destination described by the travel agent.
• Get to the point and finish.
• Never state the obvious as it wastes words; e.g., never begin a sentence with "I am writing you…" of course you are, start right in.
• Avoid wishy-washy openings; e.g., Do you like…
• Avoid cliches. Tired expressions such as "a good time was had by all" are annoying and lack creativity.
• Write the way you talk. Keep the tone conversational, but grammatical.
• Read everything out loud. If you stumble over a word or phrase – revise it.
• Proofread for spelling and grammatical errors.
Author's Bio
Susan Regier is the publisher of www.NetworkingToday.ca, Canada’s fastest growing ezine for business resources, and the head writer of Vantage One Writing, a professional copywriting service for businesses. 519.471.8726 Email: susan@vantageone.ca Web site: www.vantageone.ca
Soulful Living By Natasha Dern
As we progress on the spiritual path, periodic withdrawal from the world, in time, becomes a necessity. The occasional retreat from the world will benefit us; we will come out stronger and clearer. If we desire to find the highest within ourselves we must separate ourselves from the clamorous atmosphere of the world, in search of the quieter places within. Most often our inner voice will speak to us in absolute quietness. When we cultivate time for silence we begin to learn the art of being still, the art of being alone, and the art of communion with God. This discipline will help balance us and ground us.
When we are engaged in endless activities, whether work or social, without solitude and inner withdrawal we become unbalanced, tense and disoriented. We need to retreat occasionally to cleanse ourselves inwardly, to conserve our energies, to examine ourselves and to practice the art of deep reflection. It is not suggested that we should neglect our outer life for the inner one, but we must turn our attention inward on a regular basis if we wish to live peacefully.
While we may struggle to attain a healthy balance between the outer and inner life, the more we allow people to crowd our life, the less chance we will have to know ourselves. Mother Teresa tells us: ‘We need to find God, and He cannot be found in noise and restlessness. God is the friend of silence’. It is, therefore, an error to perceive the practice of withdrawal or solitude as a form of loneliness, for to feel lonely means we are cut off from the higher power. The practice of solitude will help to develop us on many levels. It will enlighten us in ways that no book or teacher or philosophy could, for it involves the intuition and not the intellect. We may read countless books on philosophy, mysticism, spirituality, and yet not be familiar with their deeper reality. We must make the time to create the space of revelation, wisdom and understanding. We will learn the greatest truths in moments of solitude and silence. It opens our heart to the universe, and thus enables us to receive pertinent information about our lives. We must value these moments, to honor them and to protect them.
The practice of solitude connects us to the depths of our being. This connection will deepen our character, augment our power, and solidify our substance. These moments have the power to transform our hardness, our rigidity, and our defenses into resiliency, flexibility and fluidity. It is through these sacred moments that we are able to see everything that we are unwilling to let go of, everything that we are unwilling to release and heal. However, with enough courage, these moments will help empty out, cleanse, and restore a new sense of faith and trust in life.
The experience of solitude will reveal our capacity to have, be and become anything we desire. Our imagination stirs to life, our heart begins to sing, our souls begin to navigate our lives. When we really quiet our minds and listen, really listen, we will hear a still small voice reciting a prayer on our behalf. When we hear the prayer, we will weep in joy and melt into an ocean of love.
Our imagination is a gift that God gave us for creating. We are meant to use this gift to envision the best possible life we can, to uplift ourselves and others, to create a life of purpose. The universe doesn’t encourage us to settle for the tried and true, to settle for anything less than the best, to follow the ways of others, but to find a path that will authenticate us. The universe encourages us to be bold, to be wild, to be outrageous. It encourages us to think like a pioneer, a warrior, a goddess, a saint. Why not? We are encouraged to think big, to dream big, and to let our imagination explode with possibilities and ignite our passions. We are encouraged to throw our fears to the wolves and reclaim our power. To live without excuses, to dream without limitations, to achieve without apologies. We are encouraged to strive for the heavens and beyond. We weren’t meant to live a complacent and boring life, but a life filled with the riches of the kingdom.
Socrates, the great Athenian philosopher, said: “The unexamined life is not worth living”. Self- knowledge is the delicious fruit of solitude. When we have insight about ourselves, about our true purpose, we become empowered. Armed with this kind of wisdom we are more productive in the world. We seek to support and encourage people and causes that make a difference for all of humanity. Solitude is a time for examining our lives, our motives, our longings and our aspirations. It serves our evolution from the inside and out.
Listed below are the four steps to soulful living that have proved effective for me personally, and that I feel will work for many people. The four steps are meant to be contemplated individually during moments of solitude.
DESIRE: What are your soul desires? How can you tell the difference between soul desire and ego desire? The process of discriminating between the two begins by listening to your heart. The brilliant Joseph Campbell tells us: “Follow your bliss”. When you follow your bliss, you become authentic, creative and fulfilled.
You are born a creator. Your soul is here to find and create ways to improve the world. Your cooperation in this endeavour is greatly appreciated. When you allow the space and time to commune with your soul, you’ll be amazed at the dormant talents, skills and abilities that come to light. Simply allow ‘your bliss’ to create through you, to bless you, and empower you. Your willingness to do the will of your soul leads you on your path to bliss.
INTENTION: Your intentions create your reality and your present reality is a direct result of your intentions. Intentions are based on two principles: Getting or Giving. If your life at present is unfulfilling then it is wise to investigate which one of the principles you are nourishing with your thoughts, feelings, emotions and choices. The nature of the soul is to GIVE and SHARE, the nature of the ego is to TAKE and HOARD.
When you operate at the ego level, you are bound in a state of trying to find people, things and objects to fulfill you. Because your consciousness is directed outwards in a relentless search to satisfy your ego’s appetite, you remain hungry and thirsty.
When you operate at the soul level, you grow in generosity, kindness and love. These qualities will compel you to find and create ways to give to others, to add meaning in their lives, and to uplift their spirits. The power to touch someone’s life in a positive way is very rewarding; it fulfills the deepest part of your being. It feeds and nourishes your soul.
PURPOSE: The process of eliminating false desires and intentions will free your mind to contemplate the ageless question: “Why am I here?” When you identify your authentic desires and intentions, your soul purpose will be revealed. Dormant qualities will come to light, creativity will flourish, inspiration will illuminate your path, and a deep sense of well being will permeate your life.
Buddha tells us: “Your work is to discover your work, and then, with all your heart, to give yourself to it”. In other words, the work Buddha is referring to is your soul purpose. The discovery of your work is truly of the utmost importance. Everyone, including yourself, contains this work, this innate gift which has the power to heal, transform and enlighten, not just yourself but others. When you utilize your innate gift you become a beacon of light to humanity.
ACTION: When each step is contemplated individually, you gain more insight about yourself and receive guidance about your path. At this stage, deep within your consciousness, your spiritual resources, your soul and God join forces to help you create a new vision for your life. This new vision gives you clarity and you are better able to see, know and plan your course of action. The universe will lead you to the people, places and information that will help expand your vision and bring it to fruition. At this point you have nothing to fear because you know the hand of the Divine is working within your life and affairs. You feel reassured and confident that your destiny is unfolding as it should.
Meanwhile, all you have to do is remain willing and open, flow and adapt, and you will be in awe of what transpires in your life. With each new realization you will be guided to take action and implement your wisdom in the world. The universe illuminates your mind for a reason, it seeks to use you as a channel to enlighten and share your bounty with others. The importance of action brings the previous steps into physical manifestation, whereby you begin to live your best life, your soulful life. If you wish to bring forth the highest within you, then it is best to wait, listen and receive guidance from your soul. This discipline of mind and patience of heart will reward you, in the end, with priceless treasures.
It takes great courage to manifest your spiritual potential. Amelia Earhart tells us: “Courage is the price that life exacts for granting peace”. In other words, to follow the footsteps of your soul requires courage, and courage alone grants you peace.
Author's Bio
Natasha Dern is an entrepreneur, writer, speaker, and radio personality. Her company, Bedhar Investments, Inc., is an integrated content company devoted to awakening and enriching lives with original and valuable information (content) about transformation and human potential.
Through her company (BII), Natasha Dern is committed to teaching, disseminating, providing and inspiring with ideas, content and products through multiple platforms to facilitate transformation and evolution of human consciousness. www.awakeningscanada.com
When we are engaged in endless activities, whether work or social, without solitude and inner withdrawal we become unbalanced, tense and disoriented. We need to retreat occasionally to cleanse ourselves inwardly, to conserve our energies, to examine ourselves and to practice the art of deep reflection. It is not suggested that we should neglect our outer life for the inner one, but we must turn our attention inward on a regular basis if we wish to live peacefully.
While we may struggle to attain a healthy balance between the outer and inner life, the more we allow people to crowd our life, the less chance we will have to know ourselves. Mother Teresa tells us: ‘We need to find God, and He cannot be found in noise and restlessness. God is the friend of silence’. It is, therefore, an error to perceive the practice of withdrawal or solitude as a form of loneliness, for to feel lonely means we are cut off from the higher power. The practice of solitude will help to develop us on many levels. It will enlighten us in ways that no book or teacher or philosophy could, for it involves the intuition and not the intellect. We may read countless books on philosophy, mysticism, spirituality, and yet not be familiar with their deeper reality. We must make the time to create the space of revelation, wisdom and understanding. We will learn the greatest truths in moments of solitude and silence. It opens our heart to the universe, and thus enables us to receive pertinent information about our lives. We must value these moments, to honor them and to protect them.
The practice of solitude connects us to the depths of our being. This connection will deepen our character, augment our power, and solidify our substance. These moments have the power to transform our hardness, our rigidity, and our defenses into resiliency, flexibility and fluidity. It is through these sacred moments that we are able to see everything that we are unwilling to let go of, everything that we are unwilling to release and heal. However, with enough courage, these moments will help empty out, cleanse, and restore a new sense of faith and trust in life.
The experience of solitude will reveal our capacity to have, be and become anything we desire. Our imagination stirs to life, our heart begins to sing, our souls begin to navigate our lives. When we really quiet our minds and listen, really listen, we will hear a still small voice reciting a prayer on our behalf. When we hear the prayer, we will weep in joy and melt into an ocean of love.
Our imagination is a gift that God gave us for creating. We are meant to use this gift to envision the best possible life we can, to uplift ourselves and others, to create a life of purpose. The universe doesn’t encourage us to settle for the tried and true, to settle for anything less than the best, to follow the ways of others, but to find a path that will authenticate us. The universe encourages us to be bold, to be wild, to be outrageous. It encourages us to think like a pioneer, a warrior, a goddess, a saint. Why not? We are encouraged to think big, to dream big, and to let our imagination explode with possibilities and ignite our passions. We are encouraged to throw our fears to the wolves and reclaim our power. To live without excuses, to dream without limitations, to achieve without apologies. We are encouraged to strive for the heavens and beyond. We weren’t meant to live a complacent and boring life, but a life filled with the riches of the kingdom.
Socrates, the great Athenian philosopher, said: “The unexamined life is not worth living”. Self- knowledge is the delicious fruit of solitude. When we have insight about ourselves, about our true purpose, we become empowered. Armed with this kind of wisdom we are more productive in the world. We seek to support and encourage people and causes that make a difference for all of humanity. Solitude is a time for examining our lives, our motives, our longings and our aspirations. It serves our evolution from the inside and out.
Listed below are the four steps to soulful living that have proved effective for me personally, and that I feel will work for many people. The four steps are meant to be contemplated individually during moments of solitude.
DESIRE: What are your soul desires? How can you tell the difference between soul desire and ego desire? The process of discriminating between the two begins by listening to your heart. The brilliant Joseph Campbell tells us: “Follow your bliss”. When you follow your bliss, you become authentic, creative and fulfilled.
You are born a creator. Your soul is here to find and create ways to improve the world. Your cooperation in this endeavour is greatly appreciated. When you allow the space and time to commune with your soul, you’ll be amazed at the dormant talents, skills and abilities that come to light. Simply allow ‘your bliss’ to create through you, to bless you, and empower you. Your willingness to do the will of your soul leads you on your path to bliss.
INTENTION: Your intentions create your reality and your present reality is a direct result of your intentions. Intentions are based on two principles: Getting or Giving. If your life at present is unfulfilling then it is wise to investigate which one of the principles you are nourishing with your thoughts, feelings, emotions and choices. The nature of the soul is to GIVE and SHARE, the nature of the ego is to TAKE and HOARD.
When you operate at the ego level, you are bound in a state of trying to find people, things and objects to fulfill you. Because your consciousness is directed outwards in a relentless search to satisfy your ego’s appetite, you remain hungry and thirsty.
When you operate at the soul level, you grow in generosity, kindness and love. These qualities will compel you to find and create ways to give to others, to add meaning in their lives, and to uplift their spirits. The power to touch someone’s life in a positive way is very rewarding; it fulfills the deepest part of your being. It feeds and nourishes your soul.
PURPOSE: The process of eliminating false desires and intentions will free your mind to contemplate the ageless question: “Why am I here?” When you identify your authentic desires and intentions, your soul purpose will be revealed. Dormant qualities will come to light, creativity will flourish, inspiration will illuminate your path, and a deep sense of well being will permeate your life.
Buddha tells us: “Your work is to discover your work, and then, with all your heart, to give yourself to it”. In other words, the work Buddha is referring to is your soul purpose. The discovery of your work is truly of the utmost importance. Everyone, including yourself, contains this work, this innate gift which has the power to heal, transform and enlighten, not just yourself but others. When you utilize your innate gift you become a beacon of light to humanity.
ACTION: When each step is contemplated individually, you gain more insight about yourself and receive guidance about your path. At this stage, deep within your consciousness, your spiritual resources, your soul and God join forces to help you create a new vision for your life. This new vision gives you clarity and you are better able to see, know and plan your course of action. The universe will lead you to the people, places and information that will help expand your vision and bring it to fruition. At this point you have nothing to fear because you know the hand of the Divine is working within your life and affairs. You feel reassured and confident that your destiny is unfolding as it should.
Meanwhile, all you have to do is remain willing and open, flow and adapt, and you will be in awe of what transpires in your life. With each new realization you will be guided to take action and implement your wisdom in the world. The universe illuminates your mind for a reason, it seeks to use you as a channel to enlighten and share your bounty with others. The importance of action brings the previous steps into physical manifestation, whereby you begin to live your best life, your soulful life. If you wish to bring forth the highest within you, then it is best to wait, listen and receive guidance from your soul. This discipline of mind and patience of heart will reward you, in the end, with priceless treasures.
It takes great courage to manifest your spiritual potential. Amelia Earhart tells us: “Courage is the price that life exacts for granting peace”. In other words, to follow the footsteps of your soul requires courage, and courage alone grants you peace.
Author's Bio
Natasha Dern is an entrepreneur, writer, speaker, and radio personality. Her company, Bedhar Investments, Inc., is an integrated content company devoted to awakening and enriching lives with original and valuable information (content) about transformation and human potential.
Through her company (BII), Natasha Dern is committed to teaching, disseminating, providing and inspiring with ideas, content and products through multiple platforms to facilitate transformation and evolution of human consciousness. www.awakeningscanada.com
Forget Worries Before Sleeping By Jess Ba-ad
Modern day life imposes so much stress on us that the fears, anxieties, worries, and problems occupy our minds til we go to sleep. Millions of sleeping pills are prescribed every year and millions more are added each year. It would be safe to assume that our modern and advancing lifestyles enforce stress in our lives.
Bills to pay, project deadlines, end of a relationship, insecurity, and debts are just a few of the factors that could trigger emotional and psychological stress.
Physical stress also rise in modern day living. Pollution, unhealthy eating habits, and too much activity can also put excessive stress in our bodies. Physical stress coupled with psychological stress can make us weaker and more defenseless when viruses or bacteria attack our bodies.
Sleeping is very important for our health. Not just physically but also emotionally and spiritually. A lot of things happen when we sleep. This is the time that our body can repair and heal itself. If we don’t get enough sleep, we deprive our bodies of performing the healing process efficiently. The same goes true if we carry with us negative thoughts or emotions in our sleep.
Sleeping with positive thoughts and emotions can bring a positive well being the following day. On the other hand if fears, anxiety, worries or other negative thoughts are the dominant contents of your mind before you go to sleep, you may have an experience of similar nature the next day.
If you need to worry or fear of anything, think of it or find a solution for it several hours before going to sleep. An hour before going to sleep should be spent on relaxation and thinking of happy moments of your life. Thinking of the achievements and successes of the day is also a very healthful way of preparing yourself to sleep.
Here are some tips to get you into a positive thinking pattern. Make sure that you provide yourself with the conditions of sleeping comfortably such as good bedroom ventilation and a comfortable mattress bed such as an air mattress.
1. We all have successes each day. No matter how seemingly insignificant they may be, it’s always healthy to recognize them as such. Meditate on that before going to sleep. Let it lull you to sleep.
2. Watch funny TV shows or movies instead of news. News is usually very depressing and it’s not good for our health especially before we go to sleep. Funny TV shows on the other hand can trigger laughter which is a very healthy emotion.
3. Listen to guided meditations designed for sleeping. For this you need a portable mp3 player.
4. Listen to inspirational audio books. Even if you go to sleep before the book ends, the messages you hear will still be interpreted by your subconscious mind. This is a very good way of instilling positive thoughts in your mind. Audio books by Abraham Hicks and Neale Donald Walsch are very good choices.
We all have our worries, fears and anxiety but we have to put some time for and some time to temporarily forget it especially before going to sleep. Positive thoughts equate to healthful sleep and thereby a healthful life.
Author's Bio
Relieve stress and anxiety for a healthier life. For the best sleeping comfort choose a king size air mattress bed. Go for an Air mattress when choosing a sleeping bed for better comfort and rest.
Bills to pay, project deadlines, end of a relationship, insecurity, and debts are just a few of the factors that could trigger emotional and psychological stress.
Physical stress also rise in modern day living. Pollution, unhealthy eating habits, and too much activity can also put excessive stress in our bodies. Physical stress coupled with psychological stress can make us weaker and more defenseless when viruses or bacteria attack our bodies.
Sleeping is very important for our health. Not just physically but also emotionally and spiritually. A lot of things happen when we sleep. This is the time that our body can repair and heal itself. If we don’t get enough sleep, we deprive our bodies of performing the healing process efficiently. The same goes true if we carry with us negative thoughts or emotions in our sleep.
Sleeping with positive thoughts and emotions can bring a positive well being the following day. On the other hand if fears, anxiety, worries or other negative thoughts are the dominant contents of your mind before you go to sleep, you may have an experience of similar nature the next day.
If you need to worry or fear of anything, think of it or find a solution for it several hours before going to sleep. An hour before going to sleep should be spent on relaxation and thinking of happy moments of your life. Thinking of the achievements and successes of the day is also a very healthful way of preparing yourself to sleep.
Here are some tips to get you into a positive thinking pattern. Make sure that you provide yourself with the conditions of sleeping comfortably such as good bedroom ventilation and a comfortable mattress bed such as an air mattress.
1. We all have successes each day. No matter how seemingly insignificant they may be, it’s always healthy to recognize them as such. Meditate on that before going to sleep. Let it lull you to sleep.
2. Watch funny TV shows or movies instead of news. News is usually very depressing and it’s not good for our health especially before we go to sleep. Funny TV shows on the other hand can trigger laughter which is a very healthy emotion.
3. Listen to guided meditations designed for sleeping. For this you need a portable mp3 player.
4. Listen to inspirational audio books. Even if you go to sleep before the book ends, the messages you hear will still be interpreted by your subconscious mind. This is a very good way of instilling positive thoughts in your mind. Audio books by Abraham Hicks and Neale Donald Walsch are very good choices.
We all have our worries, fears and anxiety but we have to put some time for and some time to temporarily forget it especially before going to sleep. Positive thoughts equate to healthful sleep and thereby a healthful life.
Author's Bio
Relieve stress and anxiety for a healthier life. For the best sleeping comfort choose a king size air mattress bed. Go for an Air mattress when choosing a sleeping bed for better comfort and rest.
Saturday, September 27, 2008
女孩子記得多看幾次
這場研習會是由一個叫 Pat Malone的人主持，他是知名人士的保鑣，也為FBI工作，並教授警察及海軍的SEALS 徒手格鬥。
以下建議非常實用，多看幾次，受用無窮！
1. 警方的 提醒 ： 手肘是身體最有力的部位。 距離夠近，就善用手肘！
2. 假如歹徒向你要皮夾或錢包， 不要遞給他 ，而是 將皮夾或錢包往遠處丟去。歹徒很可能 對財物比對你有興趣，他會去拿皮夾或錢包，這是你逃跑的機會。 往反方向拼命跑！！
3. 假如你被丟進車子的後車廂：把車後燈踢破，將你的手從洞中伸出去，用力揮手，駕駛人看不到你，但是其他人看得到。這個方法救過無數人命。
4. 女性常常在購物、吃飯及下班後進入車子，然後就坐在駕駛座上處理事情（如記帳、列清單等）。 千萬不要這麼做！ 歹徒會藉機觀察情勢，闖入車內，拿槍威脅，控制你的行動。 進入車內，立即鎖門，駛離現場。
5. 在平面停車場及立體停車場的幾個注意事項 ：
A. 要警覺 ： 環顧四周；察看車內的乘客座和後座。（接近車子時，留意車底。）
B. 假如你的車子停在箱型車旁，則應該從乘客車門進入你的車子。許多連續殺人犯都是趁著女性要進入車中時，將她們拖進箱型車中加害。
C. 觀察停放在你左右兩邊的車子。如果有男性單獨坐在最近的鄰車內，最好回到購物中心或辦公室，找保全人員或警察陪你回去。 寧願防患未然，也不要終生遺憾。 (大驚小怪總比喪命好。 )
6. 永遠 搭電梯，不要走樓梯。（樓梯間是一個可怕的地方，容易讓人形單影隻，變成最好的犯罪場所。 )
7. 假如歹徒有槍而你並沒有受到他的控制，
一定要跑！ 一百次中，只有四次歹徒會襲擊逃跑的目標；即使他攻擊你，大多不會是致命的部位， 要跑！
8. 身為女性，我們總是發揮同情心： 不要再這樣！ 這樣會增加被強暴或是殺害的機會。一個叫泰得 ‧ 邦迪（ Ted Bundy）的連續殺人犯就是一個相貌堂堂並且受過良好教育的人， 總是 利用女性的同情心。他走路時帶著一根手杖或是跛行，經常要求別人「幫忙」他進入車內或是看一下他的車子，趁機綁架受害者。
最近有人告訴我，他的朋友在晚上聽到門口有嬰兒在哭，不過當時已經很晚了，而且她認為這件事很奇怪，於是她打電話給警察。 警察告訴她： 「無論如何，絕對不要開門。」 這位女士表示那聲音聽起來像是嬰兒爬到窗戶附近哭，她擔心嬰兒會爬到街上，被車子碾過。警察告訴她：我們已經派人前往，無論如何 不能開門 。 警方認為這是一個連續殺人犯，利用嬰兒哭聲的錄音帶，誘使女性以為有人在外面遺棄嬰兒，騙她們出門察看。雖然尚未證實此事，但是警方已經接到許多女性打電話來說，他們晚上獨自在家時，聽到門外有嬰兒的哭聲， 請將這個消息傳給其他人，不要因為聽到嬰兒的哭聲而開門。
請嚴肅看待這封電子郵件 ， 因為上禮拜六「美國頭號通緝犯」（ A me rica's Most Wanted）節目中，報導路易斯安那州的連續殺人犯時， 提到了「哭泣嬰兒」的假設 。
請轉寄這封信給你所有認識的女性朋友， 並一個接一個傳下去 。
我原本只想把這封信轉寄給女性朋友，但是男性朋友，假如你愛你的媽媽、太太、姊妹、女兒等等，你也應該把這個訊息傳給他們
以下建議非常實用，多看幾次，受用無窮！
1. 警方的 提醒 ： 手肘是身體最有力的部位。 距離夠近，就善用手肘！
2. 假如歹徒向你要皮夾或錢包， 不要遞給他 ，而是 將皮夾或錢包往遠處丟去。歹徒很可能 對財物比對你有興趣，他會去拿皮夾或錢包，這是你逃跑的機會。 往反方向拼命跑！！
3. 假如你被丟進車子的後車廂：把車後燈踢破，將你的手從洞中伸出去，用力揮手，駕駛人看不到你，但是其他人看得到。這個方法救過無數人命。
4. 女性常常在購物、吃飯及下班後進入車子，然後就坐在駕駛座上處理事情（如記帳、列清單等）。 千萬不要這麼做！ 歹徒會藉機觀察情勢，闖入車內，拿槍威脅，控制你的行動。 進入車內，立即鎖門，駛離現場。
5. 在平面停車場及立體停車場的幾個注意事項 ：
A. 要警覺 ： 環顧四周；察看車內的乘客座和後座。（接近車子時，留意車底。）
B. 假如你的車子停在箱型車旁，則應該從乘客車門進入你的車子。許多連續殺人犯都是趁著女性要進入車中時，將她們拖進箱型車中加害。
C. 觀察停放在你左右兩邊的車子。如果有男性單獨坐在最近的鄰車內，最好回到購物中心或辦公室，找保全人員或警察陪你回去。 寧願防患未然，也不要終生遺憾。 (大驚小怪總比喪命好。 )
6. 永遠 搭電梯，不要走樓梯。（樓梯間是一個可怕的地方，容易讓人形單影隻，變成最好的犯罪場所。 )
7. 假如歹徒有槍而你並沒有受到他的控制，
一定要跑！ 一百次中，只有四次歹徒會襲擊逃跑的目標；即使他攻擊你，大多不會是致命的部位， 要跑！
8. 身為女性，我們總是發揮同情心： 不要再這樣！ 這樣會增加被強暴或是殺害的機會。一個叫泰得 ‧ 邦迪（ Ted Bundy）的連續殺人犯就是一個相貌堂堂並且受過良好教育的人， 總是 利用女性的同情心。他走路時帶著一根手杖或是跛行，經常要求別人「幫忙」他進入車內或是看一下他的車子，趁機綁架受害者。
最近有人告訴我，他的朋友在晚上聽到門口有嬰兒在哭，不過當時已經很晚了，而且她認為這件事很奇怪，於是她打電話給警察。 警察告訴她： 「無論如何，絕對不要開門。」 這位女士表示那聲音聽起來像是嬰兒爬到窗戶附近哭，她擔心嬰兒會爬到街上，被車子碾過。警察告訴她：我們已經派人前往，無論如何 不能開門 。 警方認為這是一個連續殺人犯，利用嬰兒哭聲的錄音帶，誘使女性以為有人在外面遺棄嬰兒，騙她們出門察看。雖然尚未證實此事，但是警方已經接到許多女性打電話來說，他們晚上獨自在家時，聽到門外有嬰兒的哭聲， 請將這個消息傳給其他人，不要因為聽到嬰兒的哭聲而開門。
請嚴肅看待這封電子郵件 ， 因為上禮拜六「美國頭號通緝犯」（ A me rica's Most Wanted）節目中，報導路易斯安那州的連續殺人犯時， 提到了「哭泣嬰兒」的假設 。
請轉寄這封信給你所有認識的女性朋友， 並一個接一個傳下去 。
我原本只想把這封信轉寄給女性朋友，但是男性朋友，假如你愛你的媽媽、太太、姊妹、女兒等等，你也應該把這個訊息傳給他們
Develop A Clear Vision
By: Brian Tracy
The one quality that all leaders have in common is that they have a clear and exciting vision for the future. This is something that only the leader can do. Only the leader can think about the future and plan for the future each day.
Take the Time to Think
Excellent leaders take the time to think through and develop a clear picture of where they want the organization to be in one, three and five years. Leaders have the ability to communicate this vision in such a way that others "buy in" and eventually see the vision as belonging to them.
Motivate People to Give of Their Best
It is the vision of the future possibilities, of what can be, that arouses emotion and motivates people to give of their best. The most powerful vision is always qualitative, aimed at and described in terms of values and mission rather than quantitative, which is described in terms of money and numbers.
Money is Important
Of course, money is important, but the decision and commitment to "be the best in the business" is far more exciting.
Keep Your Cool
Another key to leadership success is for you to "keep your cool." A study at Stanford Business School examined the qualities that companies look for in promoting young managers toward senior executive positions, especially the position of Chief Executive Officer. The study concluded that the two most important qualities required for great success were, first, the ability to put together and function as part of a team. Since all work is ultimately done by teams, and the managers' output is the output of the team, the ability to select team members, set objectives, delegate responsibility and finally, get the job done, was central to success in management.
Practice is Everything
The second quality required for rapid promotion was found to be the ability to function well under pressure, and especially in a crisis. Keeping your cool in a crisis means to practice patience and self-control under difficult or disappointing circumstances.
People Are Watching
The character and quality of a leader is often demonstrated in these critical moments under fire, when everyone is watching, observing and privately taking notes. As Rudyard Kipling once said, "If you can keep your head when all around you are losing theirs and blaming it on you, then the world is yours and all that's in it".
Your job as a leader is to have a clear vision of where you want to go and then to keep your cool when things go wrong, as they surely will.
Action Exercises
Here are two things you can do immediately to put these ideas into action:
First, project forward 3-5 years and imagine your ideal future vision. What does it look like? What steps can you take immediately to begin turning your future vision into your current reality?
Second, resolve in advance that, no matter what happens, you will remain calm and cool. You will not become upset or angry. You will take a deep breath and focus on the solution rather than on the problem.
The one quality that all leaders have in common is that they have a clear and exciting vision for the future. This is something that only the leader can do. Only the leader can think about the future and plan for the future each day.
Take the Time to Think
Excellent leaders take the time to think through and develop a clear picture of where they want the organization to be in one, three and five years. Leaders have the ability to communicate this vision in such a way that others "buy in" and eventually see the vision as belonging to them.
Motivate People to Give of Their Best
It is the vision of the future possibilities, of what can be, that arouses emotion and motivates people to give of their best. The most powerful vision is always qualitative, aimed at and described in terms of values and mission rather than quantitative, which is described in terms of money and numbers.
Money is Important
Of course, money is important, but the decision and commitment to "be the best in the business" is far more exciting.
Keep Your Cool
Another key to leadership success is for you to "keep your cool." A study at Stanford Business School examined the qualities that companies look for in promoting young managers toward senior executive positions, especially the position of Chief Executive Officer. The study concluded that the two most important qualities required for great success were, first, the ability to put together and function as part of a team. Since all work is ultimately done by teams, and the managers' output is the output of the team, the ability to select team members, set objectives, delegate responsibility and finally, get the job done, was central to success in management.
Practice is Everything
The second quality required for rapid promotion was found to be the ability to function well under pressure, and especially in a crisis. Keeping your cool in a crisis means to practice patience and self-control under difficult or disappointing circumstances.
People Are Watching
The character and quality of a leader is often demonstrated in these critical moments under fire, when everyone is watching, observing and privately taking notes. As Rudyard Kipling once said, "If you can keep your head when all around you are losing theirs and blaming it on you, then the world is yours and all that's in it".
Your job as a leader is to have a clear vision of where you want to go and then to keep your cool when things go wrong, as they surely will.
Action Exercises
Here are two things you can do immediately to put these ideas into action:
First, project forward 3-5 years and imagine your ideal future vision. What does it look like? What steps can you take immediately to begin turning your future vision into your current reality?
Second, resolve in advance that, no matter what happens, you will remain calm and cool. You will not become upset or angry. You will take a deep breath and focus on the solution rather than on the problem.
Thursday, September 25, 2008
追求与众不同，而不是有所不同
直销天王中岛薰说：冒出头的钉子会被敲扁，只要你比周围的人稍微出色，就会遭到攻击，想让你退回到和大家一样的状态。可是冒出太多的钉子敲不扁，干脆豁出去，彻底成功，让别人想攻击都无法攻击。只要你能让别人觉得“不管怎么做，他都不会回头了，不如放过他吧，”那你就赢定了。
中国老话有“人怕出名猪怕壮”啦，“枪打出头鸟”啦，“树大招风”啦，告诫人们别太强，别招惹别人注意。而现在时代绝不同于过去了，你必须追求差异化，必须追求绝对竞争优势，如果怕被别人注意，胆小到这个份上也够可怜的了。
当你比别人强时，也许有人会视你碍眼，也许有人会嫉妒你，请你千万别怪别人，只能怪你自己。
为什么这么说呢？因为被人嫉妒只能证明你做得不够好，只是比别人优秀一点，而不是超乎寻常地优秀。
所谓碍眼的东西，是因为在那人视线之中太显眼，才会变成碍眼之物，既然如此，干脆显眼到跳出那个人的视线范围的地步就可以了。如果你能做到比别人遥遥领先，让别人呼吸不到你扬起的尘土，那别人只有羡慕，只有望尘莫及，而不会嫉妒你。难道不是吗？
我相信你不会嫉妒迈克尔•乔丹，你跟他比赛的时候，他投球比你准，速度比你快，防守比你好，进攻比你猛，在每一个方面、在篮球上所需要的成功关键，他都比别人要好一点，所以他成为有史以来最伟大的篮球明星。大家羡慕他，佩服他，而不会嫉妒他。
我们也许不担心被嫉妒，但我们在激烈竞争中难以做到不担心失败，难以建立百分百的安全感。而最安全的做法，那就是建立百分之百的竞争优势。正如赛跑，你只有遥遥领先，别人才不会威胁你冠军的地位；假如你只是比别人领先一点点，别人就可能随时跑到你前面去。
我们必须在观念上、方法上和行动上最大程度地制造差异。大多数成功的人，都和别人有很多的、很大的不一样。成功者毕竟是少数，要想成为成功者就要和多数人不一样。
不是追求不大一样，要追求大不一样。我们必须领先于大多数，必须与众不同。差异化无时不在，而让差异化产生竞争力，需要独树一帜，需要勇争第一。
如果只是想着和别人有所不同就可以了，甚至照搬别人的模式来用，那是很难逃脱成为多数人的命运的。人与人之间本身就有很多不同，如果想着和别人有所不同就行，那是不需要什么努力的；学别人者生，似别人者死，使用别人的东西连说明书都不看，无疑是很冒险的。
我也常常在培训课中带学员做“花样行走”的游戏，就是要求他们用各不相同的走法从一边走到另一边。创造性在这一刻能得到充分的体现。只有少部分人的走法能让人耳目一新或者让大家一致通过，而几近半数只能勉强说得过去。在这半数中，他们的走法就是与前面的走法相差无几稍有改变的。不能说他们没有创造性，也不能说他们受“前人”影响太大，
更主要的是一种惰性，缺乏“语不惊人死不休”的锐气与勇气。
竞争不能期望险胜，要创建自己的绝对优势，做到比最好的还要更好。
美国亿万富翁裴洛创业之初，有非常多的CASE 都无法成交，因为总有更大的电脑资讯公司抢走他的生意。不过即使他的公司只有15 人，可是每一次在跟竞争对手做比较的时候，他强调，一定要拥有百分之百的绝对优势，一定要与众不同。
也就是假如顾客在决定采购的时候有七样最重要的因素，他希望是以7 比0 获胜，而不是4 比三险胜。因为如果是4 比3 获胜，万一有点疏忽，可能就是3 比4 落败了。
追求与众不同，而不是有所不同，可以帮助商家在众人中脱颖而出，即使你是小公司，即使你是新入市场。
我还清楚记得，当椰树牌椰汁上市之前，市面上的饮料包装都是红黄绿争彩斗艳，而椰树牌椰汁的包装突然出现了黑色，在各种颜色的饮料包装中反而变得格外显眼。因为它与众不同，吸引了更多的注意力，于是市场推广非常成功。
注意力经济已经不是什么时髦的词，问题是凭什么让别人注意你，凭什么在商品极其丰富的市场中，在信息爆炸的社会里斩露头角？一枝独秀，方能让大家对你感兴趣，才能让更多的人关注你乃至喜欢你。
我们不是非要做将军，但我们做士兵也要力争做最好的士兵！我们的产品品质一定要比所有的竞争对手都好，我们的服务一定要比所有的竞争对手都好，我们的态度一定要比所有的竞争对手都好。即使我们还没有做到领先，但我们一定要追求领先，而且要获得百分百的绝对优势。
我们只有做到与众不同，我们的顾客我们的业绩才会与众不同；只要我们建立百分之百的绝对优势，我们就建立了百分之百的选择权和百分之百的信心。
我们对他人的信心，多半来自于我们对自己的信心。
——罗契弗考得
中国老话有“人怕出名猪怕壮”啦，“枪打出头鸟”啦，“树大招风”啦，告诫人们别太强，别招惹别人注意。而现在时代绝不同于过去了，你必须追求差异化，必须追求绝对竞争优势，如果怕被别人注意，胆小到这个份上也够可怜的了。
当你比别人强时，也许有人会视你碍眼，也许有人会嫉妒你，请你千万别怪别人，只能怪你自己。
为什么这么说呢？因为被人嫉妒只能证明你做得不够好，只是比别人优秀一点，而不是超乎寻常地优秀。
所谓碍眼的东西，是因为在那人视线之中太显眼，才会变成碍眼之物，既然如此，干脆显眼到跳出那个人的视线范围的地步就可以了。如果你能做到比别人遥遥领先，让别人呼吸不到你扬起的尘土，那别人只有羡慕，只有望尘莫及，而不会嫉妒你。难道不是吗？
我相信你不会嫉妒迈克尔•乔丹，你跟他比赛的时候，他投球比你准，速度比你快，防守比你好，进攻比你猛，在每一个方面、在篮球上所需要的成功关键，他都比别人要好一点，所以他成为有史以来最伟大的篮球明星。大家羡慕他，佩服他，而不会嫉妒他。
我们也许不担心被嫉妒，但我们在激烈竞争中难以做到不担心失败，难以建立百分百的安全感。而最安全的做法，那就是建立百分之百的竞争优势。正如赛跑，你只有遥遥领先，别人才不会威胁你冠军的地位；假如你只是比别人领先一点点，别人就可能随时跑到你前面去。
我们必须在观念上、方法上和行动上最大程度地制造差异。大多数成功的人，都和别人有很多的、很大的不一样。成功者毕竟是少数，要想成为成功者就要和多数人不一样。
不是追求不大一样，要追求大不一样。我们必须领先于大多数，必须与众不同。差异化无时不在，而让差异化产生竞争力，需要独树一帜，需要勇争第一。
如果只是想着和别人有所不同就可以了，甚至照搬别人的模式来用，那是很难逃脱成为多数人的命运的。人与人之间本身就有很多不同，如果想着和别人有所不同就行，那是不需要什么努力的；学别人者生，似别人者死，使用别人的东西连说明书都不看，无疑是很冒险的。
我也常常在培训课中带学员做“花样行走”的游戏，就是要求他们用各不相同的走法从一边走到另一边。创造性在这一刻能得到充分的体现。只有少部分人的走法能让人耳目一新或者让大家一致通过，而几近半数只能勉强说得过去。在这半数中，他们的走法就是与前面的走法相差无几稍有改变的。不能说他们没有创造性，也不能说他们受“前人”影响太大，
更主要的是一种惰性，缺乏“语不惊人死不休”的锐气与勇气。
竞争不能期望险胜，要创建自己的绝对优势，做到比最好的还要更好。
美国亿万富翁裴洛创业之初，有非常多的CASE 都无法成交，因为总有更大的电脑资讯公司抢走他的生意。不过即使他的公司只有15 人，可是每一次在跟竞争对手做比较的时候，他强调，一定要拥有百分之百的绝对优势，一定要与众不同。
也就是假如顾客在决定采购的时候有七样最重要的因素，他希望是以7 比0 获胜，而不是4 比三险胜。因为如果是4 比3 获胜，万一有点疏忽，可能就是3 比4 落败了。
追求与众不同，而不是有所不同，可以帮助商家在众人中脱颖而出，即使你是小公司，即使你是新入市场。
我还清楚记得，当椰树牌椰汁上市之前，市面上的饮料包装都是红黄绿争彩斗艳，而椰树牌椰汁的包装突然出现了黑色，在各种颜色的饮料包装中反而变得格外显眼。因为它与众不同，吸引了更多的注意力，于是市场推广非常成功。
注意力经济已经不是什么时髦的词，问题是凭什么让别人注意你，凭什么在商品极其丰富的市场中，在信息爆炸的社会里斩露头角？一枝独秀，方能让大家对你感兴趣，才能让更多的人关注你乃至喜欢你。
我们不是非要做将军，但我们做士兵也要力争做最好的士兵！我们的产品品质一定要比所有的竞争对手都好，我们的服务一定要比所有的竞争对手都好，我们的态度一定要比所有的竞争对手都好。即使我们还没有做到领先，但我们一定要追求领先，而且要获得百分百的绝对优势。
我们只有做到与众不同，我们的顾客我们的业绩才会与众不同；只要我们建立百分之百的绝对优势，我们就建立了百分之百的选择权和百分之百的信心。
我们对他人的信心，多半来自于我们对自己的信心。
——罗契弗考得
Success vs Failure - Chris Widener
Most people think that failure is bad and success is good. I want to help you change your thinking about that if you fall into that category. I will give you that failure isn't fun and success is, but I think the following is true: Both failure and success are good... if you know what their specific purpose is.
Of course we know that success is good, but why? Success is good because it confirms things for us.
Success confirms our plans.
Success confirms our decisions.
Success confirms our resources.
Success confirms our strategies.
Success confirms our hunches.
Success confirms our teamwork.
Success confirms our risks.
Success confirms a lot of things!
So when you are successful, ask yourself the following question: What does this success confirm in my mind?
Now, what about failure? What is the role of failure and how in the world can it be GOOD? Failure's role is to teach us. We learn from failure.
Failure teaches us that we need to change our plans.
Failure teaches us that we need to change our decisions.
Failure teaches us that we need to change our resources.
Failure teaches us that we need to change our strategies.
Failure teaches us that we need to change our hunches.
Failure teaches us that we need to change our teamwork.
Failure teaches us that we need to change our risks.
Failure teaches us that we need to change a lot of things!
But at least now we know one more thing that won't work! With every failure, we learn one more way we can abandon and focus in on what may be the correct way in the future! When we look at it that way, we set ourselves up for a powerfully successful future! So when you fail, ask yourself this question: What does this failure teach me? Remember, Success and Failure are both good. They can both be your friend... If you know what role they are to play in your life. Learn From Failure and Confirm with Success. -- CW
Of course we know that success is good, but why? Success is good because it confirms things for us.
Success confirms our plans.
Success confirms our decisions.
Success confirms our resources.
Success confirms our strategies.
Success confirms our hunches.
Success confirms our teamwork.
Success confirms our risks.
Success confirms a lot of things!
So when you are successful, ask yourself the following question: What does this success confirm in my mind?
Now, what about failure? What is the role of failure and how in the world can it be GOOD? Failure's role is to teach us. We learn from failure.
Failure teaches us that we need to change our plans.
Failure teaches us that we need to change our decisions.
Failure teaches us that we need to change our resources.
Failure teaches us that we need to change our strategies.
Failure teaches us that we need to change our hunches.
Failure teaches us that we need to change our teamwork.
Failure teaches us that we need to change our risks.
Failure teaches us that we need to change a lot of things!
But at least now we know one more thing that won't work! With every failure, we learn one more way we can abandon and focus in on what may be the correct way in the future! When we look at it that way, we set ourselves up for a powerfully successful future! So when you fail, ask yourself this question: What does this failure teach me? Remember, Success and Failure are both good. They can both be your friend... If you know what role they are to play in your life. Learn From Failure and Confirm with Success. -- CW
Start with the Basics by Chris Widener
So the other day I was at the club getting ready to go work out, and I was standing in the row of lockers talking to another guy. I heard a couple of kids come in behind me, but didn't turn around. It is obvious from their conversation that they were about five and three years old and they were going to go swimming.
Suddenly the older boy says to the younger one in a scolding voice, "Joey, you have to take your shoes off before you take your pants off." I turned around and there is this three-year old sitting on the ground, trying to take his pants off over these huge waffle-stomper boots!
The guy I was talking to said, "That is good basic life instruction!"
I said, "I'm gonna use that for an article someday."
Indeed: Always take your shoes off before you take your pants off. It made me think about how we often try to get so sophisticated in our quest for success and personal growth but isn't it really true that all success begins with the basics? In fact, perhaps the struggles we have are because we have gotten away from the basics. With that in mind I gave some thought to the basics in a few areas. Here they are.
Business
- Always produce a good product
- Be honest
- Under-promise and over-deliver
- Help people and money will come
- Pay your people well
Family
- Put them first as they will be with you last
- Treat your spouse like they are the most important person in the world - they are!
- Give your kids more time than even you think that you should
- Be sure to discipline your kids - they need boundaries
- Take the time to create family memories
- Travel as far and spend as much money as you need to make it home for special occasions - in the long run you'll be glad you did
Relationships
- Treat people the way you want to be treated
- Don't speak ill of others
- Always help if you can when others are in need
- Find ways to make others feel special
- Always tell others what you like or appreciate about them
Health
- Significantly lower your intake of "junk"
- Exercise more, even if it is just a short daily walk
- Drop the bad habits, like alcohol and cigarettes
- Eat more fruits and vegetables
Finances
- Eliminate debt - be ruthless about this
- Take a look at where you are currently spending
- Tighten up on (or cut out) the loose stuff in your budget
- Save some money each month
-Give some money away to charity each month
Spirituality
- Pray regularly
- Trust God, even when it seems hard
- Live what you say you believe
- Get involved in a community of faith
Emotions
- Take an inventory of your emotional health
- Work to control extremes in any emotion (emotions are good when they help to feel what we are supposed to feel, but destructive when they get to extremes)
- Allow yourself to feel emotions you have suppressed
If this list seems a little overwhelming, pick a few items you feel will make the most difference and focus on those basics!
-- Chris Widener
Suddenly the older boy says to the younger one in a scolding voice, "Joey, you have to take your shoes off before you take your pants off." I turned around and there is this three-year old sitting on the ground, trying to take his pants off over these huge waffle-stomper boots!
The guy I was talking to said, "That is good basic life instruction!"
I said, "I'm gonna use that for an article someday."
Indeed: Always take your shoes off before you take your pants off. It made me think about how we often try to get so sophisticated in our quest for success and personal growth but isn't it really true that all success begins with the basics? In fact, perhaps the struggles we have are because we have gotten away from the basics. With that in mind I gave some thought to the basics in a few areas. Here they are.
Business
- Always produce a good product
- Be honest
- Under-promise and over-deliver
- Help people and money will come
- Pay your people well
Family
- Put them first as they will be with you last
- Treat your spouse like they are the most important person in the world - they are!
- Give your kids more time than even you think that you should
- Be sure to discipline your kids - they need boundaries
- Take the time to create family memories
- Travel as far and spend as much money as you need to make it home for special occasions - in the long run you'll be glad you did
Relationships
- Treat people the way you want to be treated
- Don't speak ill of others
- Always help if you can when others are in need
- Find ways to make others feel special
- Always tell others what you like or appreciate about them
Health
- Significantly lower your intake of "junk"
- Exercise more, even if it is just a short daily walk
- Drop the bad habits, like alcohol and cigarettes
- Eat more fruits and vegetables
Finances
- Eliminate debt - be ruthless about this
- Take a look at where you are currently spending
- Tighten up on (or cut out) the loose stuff in your budget
- Save some money each month
-Give some money away to charity each month
Spirituality
- Pray regularly
- Trust God, even when it seems hard
- Live what you say you believe
- Get involved in a community of faith
Emotions
- Take an inventory of your emotional health
- Work to control extremes in any emotion (emotions are good when they help to feel what we are supposed to feel, but destructive when they get to extremes)
- Allow yourself to feel emotions you have suppressed
If this list seems a little overwhelming, pick a few items you feel will make the most difference and focus on those basics!
-- Chris Widener
The Good News Girl by Mac Anderson
One of the most wonderful things about having a positive attitude is the number of people it touches, many times in ways you'll never know.
Recently, I stopped by a convenience store to get a newspaper and a pack of gum. The young woman at the check-out counter said, "That'll be five dollars please," and as I reached into my wallet, the thought occurred to me that a newspaper and gum didn't quite make it to five dollars.
When I looked up to get a "re-quote," she had a big smile on her face and said, "Gotcha! I got to get my tip in there somehow!" I laughed when I knew I'd been had. She then glanced down at the paper I was buying and said, "I´m sick and tired of all this negative stuff on the front pages. I want to read some good news for a change." She then said, "In fact, I think someone should just publish a Good News newspaper – a paper with wonderful, inspirational stories about people overcoming adversity and doing good things for others. I'd buy one every day!"
She then thanked me for coming in and said, "Maybe we'll get lucky tomorrow; maybe we'll get some good news," and she laughed. She made my day.
The following day after my business appointments, I dropped by the same store again to pick up bottled water, but a different young lady was behind the counter. As I checked out I said, "Good afternoon" and handed her my money for the water. She said nothing – not a word, not a smile… nothing. She just handed me my change and in a negative tone ordered…"Next!"
It hit me right between the eyes: Two people, same age; one made me feel great, and the other, well, made me feel that I had inconvenienced her by showing up.
By the choices we make, by the attitudes we exhibit, we are influencing lives every day in positive or negative ways… our family, our peers, our friends, and even strangers we've never met before and will never meet again.
So when you brush your teeth every morning, look in the mirror and ask yourself this important question, ‘Who do I want to be today? "The Grouch" or "The Good News Girl?"´ Your answer will go a long way toward determining the joy and happiness that you will experience in your life.
This little story was excerpted from The Power of Attitude by Mac Anderson, a powerful little gift book available individually or packaged with 4 other powerful gift books including 212º: The Extra Degree, The Strangest Secret by Earl Nightingale, The Dash by Linda Ellis and Great Quotes from Great Leaders by Peggy Anderson.
Recently, I stopped by a convenience store to get a newspaper and a pack of gum. The young woman at the check-out counter said, "That'll be five dollars please," and as I reached into my wallet, the thought occurred to me that a newspaper and gum didn't quite make it to five dollars.
When I looked up to get a "re-quote," she had a big smile on her face and said, "Gotcha! I got to get my tip in there somehow!" I laughed when I knew I'd been had. She then glanced down at the paper I was buying and said, "I´m sick and tired of all this negative stuff on the front pages. I want to read some good news for a change." She then said, "In fact, I think someone should just publish a Good News newspaper – a paper with wonderful, inspirational stories about people overcoming adversity and doing good things for others. I'd buy one every day!"
She then thanked me for coming in and said, "Maybe we'll get lucky tomorrow; maybe we'll get some good news," and she laughed. She made my day.
The following day after my business appointments, I dropped by the same store again to pick up bottled water, but a different young lady was behind the counter. As I checked out I said, "Good afternoon" and handed her my money for the water. She said nothing – not a word, not a smile… nothing. She just handed me my change and in a negative tone ordered…"Next!"
It hit me right between the eyes: Two people, same age; one made me feel great, and the other, well, made me feel that I had inconvenienced her by showing up.
By the choices we make, by the attitudes we exhibit, we are influencing lives every day in positive or negative ways… our family, our peers, our friends, and even strangers we've never met before and will never meet again.
So when you brush your teeth every morning, look in the mirror and ask yourself this important question, ‘Who do I want to be today? "The Grouch" or "The Good News Girl?"´ Your answer will go a long way toward determining the joy and happiness that you will experience in your life.
This little story was excerpted from The Power of Attitude by Mac Anderson, a powerful little gift book available individually or packaged with 4 other powerful gift books including 212º: The Extra Degree, The Strangest Secret by Earl Nightingale, The Dash by Linda Ellis and Great Quotes from Great Leaders by Peggy Anderson.
Wednesday, September 24, 2008
这样的牛奶你们敢喝吗？
下面的消息是从一个群里转发过来的,看了太让人震惊了!!!
目前闹得沸沸扬扬的三鹿奶粉事件，作为一个可能的知情者和懂点化学的人，我也来谈谈我的观点：
1、媒体也好，厂家也好，国家质量监督也好，还是在忽悠大家，为什么我敢这么说，因为三聚氰氨根本不可能直接加入牛奶中，三聚氰氨的市场售价并不低，奶农不可能不计成本的提高浓度，其次，三聚氰氨水溶性较差，要想完全溶于牛奶比较麻烦；那为什么媒体，厂家，国家质量监督要异口同声的说是不法之徒加入了三聚氰氨，其实就是为为了掩盖一个更可怕的问题，那就是加入的其他毒性更大的东西，说穿了就是尿素，尿素作为一种便宜的农家化肥，真是经济实惠的”好添加剂”。
2、为什么要加尿素，因为各乳品公司收购鲜奶，测试的标准主要是奶的蛋白质含量，说穿了就是氮的含量，尿素作为一种最普遍的氮肥，由于它独特的分子结构，记得好象是两个氮分子配个什么我忘了，氮的含量当然高了，混入奶中，提高氮浓度，价格自然也卖得高了；
3、尿素怎么转化为三聚氰氨的，很简单，奶粉的生产过程就是将鲜奶放在封闭的环境高温环境下，然后采取喷雾的方式直接转化成粉状就成了奶粉，而尿素在高温下会产生变化，生成三聚氰氨，OK，有毒的奶粉就这样生成了。最后，我在谈谈我怎么知道这些内幕的，前几年，是01年还是02年，我记不太清楚了，在办理一件带黑社会性质的案件时，他们主要罪状之一就是把持我市某区的牛奶收购市场，长期以次冲好，我们在办案中就了解到，他们在牛奶中加入尿素、少量食用油，然后加大量水（良心好的加自来水，不好的就直接加池塘或者田里的水），最后用专用的搅拌机进行搅拌，一批蛋白质浓度高的鲜奶诞生了，但最后几个犯罪分子都翻供，说他们这种做法是普遍的，并不是他们发明的，后来我们专门去天友了解，确实如此，他们对牛奶收购中出现的这些问题根本没有比较有效的检测措施或者是因为收购站点太多，没有精力和金钱来负担这么大的检测开销，所以对广大奶农的行为基本采取的是默认的态度，而且据在天友的了解，这种现象在全国的乳制品行业是普遍的，只要存在向奶农收购牛奶，就普遍存在次类现象，所以三鹿事件的发生就是必然的，而且这次三鹿出了事，全国其他所有奶制品企业都保持沉默，没有一家跳出来指责，什么原因大家看了我的帖应该心里有数了吧，最后弱弱的问大家一句，这样的牛奶你们敢喝吗？
目前闹得沸沸扬扬的三鹿奶粉事件，作为一个可能的知情者和懂点化学的人，我也来谈谈我的观点：
1、媒体也好，厂家也好，国家质量监督也好，还是在忽悠大家，为什么我敢这么说，因为三聚氰氨根本不可能直接加入牛奶中，三聚氰氨的市场售价并不低，奶农不可能不计成本的提高浓度，其次，三聚氰氨水溶性较差，要想完全溶于牛奶比较麻烦；那为什么媒体，厂家，国家质量监督要异口同声的说是不法之徒加入了三聚氰氨，其实就是为为了掩盖一个更可怕的问题，那就是加入的其他毒性更大的东西，说穿了就是尿素，尿素作为一种便宜的农家化肥，真是经济实惠的”好添加剂”。
2、为什么要加尿素，因为各乳品公司收购鲜奶，测试的标准主要是奶的蛋白质含量，说穿了就是氮的含量，尿素作为一种最普遍的氮肥，由于它独特的分子结构，记得好象是两个氮分子配个什么我忘了，氮的含量当然高了，混入奶中，提高氮浓度，价格自然也卖得高了；
3、尿素怎么转化为三聚氰氨的，很简单，奶粉的生产过程就是将鲜奶放在封闭的环境高温环境下，然后采取喷雾的方式直接转化成粉状就成了奶粉，而尿素在高温下会产生变化，生成三聚氰氨，OK，有毒的奶粉就这样生成了。最后，我在谈谈我怎么知道这些内幕的，前几年，是01年还是02年，我记不太清楚了，在办理一件带黑社会性质的案件时，他们主要罪状之一就是把持我市某区的牛奶收购市场，长期以次冲好，我们在办案中就了解到，他们在牛奶中加入尿素、少量食用油，然后加大量水（良心好的加自来水，不好的就直接加池塘或者田里的水），最后用专用的搅拌机进行搅拌，一批蛋白质浓度高的鲜奶诞生了，但最后几个犯罪分子都翻供，说他们这种做法是普遍的，并不是他们发明的，后来我们专门去天友了解，确实如此，他们对牛奶收购中出现的这些问题根本没有比较有效的检测措施或者是因为收购站点太多，没有精力和金钱来负担这么大的检测开销，所以对广大奶农的行为基本采取的是默认的态度，而且据在天友的了解，这种现象在全国的乳制品行业是普遍的，只要存在向奶农收购牛奶，就普遍存在次类现象，所以三鹿事件的发生就是必然的，而且这次三鹿出了事，全国其他所有奶制品企业都保持沉默，没有一家跳出来指责，什么原因大家看了我的帖应该心里有数了吧，最后弱弱的问大家一句，这样的牛奶你们敢喝吗？
4 Steps to Feeling Good
By Motivational Speaker and Author, Sharmen Lane
Who hasn't heard of the Law of Attraction right? Most everyone in this day and age has because of the movie The Secret. The Law of Attraction has been around for centuries. I personally have known about and been practicing the Law of Attraction for over ten years.
There are many different ways to think about this universal law. Thoughts become things, what you think about, you bring about, what you send out is what you get back, like attracts like, and many others. There is a fantastic book titled "Excuse Me, Your Life Is Waiting," by Lynn Grabhorn. It really gives an easy and simple approach to understanding and using the Law of Attraction.
In a nutshell, feelings have vibrational frequencies. Good, happy feelings have high vibrations, bad feelings have low vibrations. Have you ever had a day that started off badly and continued to "snowball?" Most of us have. However, the opposite can be true as well. Surely, if you think hard enough you can remember a time that a day started off terrible and quickly shifted to be the most extraordinary day. Likelihood is the day that started off badly, you didn't let it get to you and you maintained a positive disposition, allowing the day to end up great.
So, what can you do to keep the good vibes flowing even when bad things happen? That's a great question. We all have something that makes us happy or feel good. What is it for you? Take a moment to think about all the things that make you happy. Do you have a song that you love, a childhood memory, an adult memory, a picture that just makes you smile when you look at it? All these are things that you can use as tools to pick you up when you are feeling down. That will change the vibrations that you are sending out, thereby allowing good vibrations to come back.
Here is a four step process that will allow you to change your feeling and attract what you want into your life.
1. Observe your current situation and identify how you feel about it.
2. Now think about how you would like it do be different.
3. Next remember your happy thought. (Song, picture, memory, etc)
4. Think about what you want as if you already had it while feeling the good feelings of your happy thought.
This process will remind you to pay attention to how you are feeling and give you a way to focus your attention on what you do want instead of what you don't. The worst case scenario is, you will feel more positive simple because you are thinking of something that makes you happy.
Change your thoughts, change your mind. ~ Wayne Dyer
Visit www.sharspeaks.com for more self-help information and resources to help you EmPOWER yourself for success and to get everything you want in life!
Who hasn't heard of the Law of Attraction right? Most everyone in this day and age has because of the movie The Secret. The Law of Attraction has been around for centuries. I personally have known about and been practicing the Law of Attraction for over ten years.
There are many different ways to think about this universal law. Thoughts become things, what you think about, you bring about, what you send out is what you get back, like attracts like, and many others. There is a fantastic book titled "Excuse Me, Your Life Is Waiting," by Lynn Grabhorn. It really gives an easy and simple approach to understanding and using the Law of Attraction.
In a nutshell, feelings have vibrational frequencies. Good, happy feelings have high vibrations, bad feelings have low vibrations. Have you ever had a day that started off badly and continued to "snowball?" Most of us have. However, the opposite can be true as well. Surely, if you think hard enough you can remember a time that a day started off terrible and quickly shifted to be the most extraordinary day. Likelihood is the day that started off badly, you didn't let it get to you and you maintained a positive disposition, allowing the day to end up great.
So, what can you do to keep the good vibes flowing even when bad things happen? That's a great question. We all have something that makes us happy or feel good. What is it for you? Take a moment to think about all the things that make you happy. Do you have a song that you love, a childhood memory, an adult memory, a picture that just makes you smile when you look at it? All these are things that you can use as tools to pick you up when you are feeling down. That will change the vibrations that you are sending out, thereby allowing good vibrations to come back.
Here is a four step process that will allow you to change your feeling and attract what you want into your life.
1. Observe your current situation and identify how you feel about it.
2. Now think about how you would like it do be different.
3. Next remember your happy thought. (Song, picture, memory, etc)
4. Think about what you want as if you already had it while feeling the good feelings of your happy thought.
This process will remind you to pay attention to how you are feeling and give you a way to focus your attention on what you do want instead of what you don't. The worst case scenario is, you will feel more positive simple because you are thinking of something that makes you happy.
Change your thoughts, change your mind. ~ Wayne Dyer
Visit www.sharspeaks.com for more self-help information and resources to help you EmPOWER yourself for success and to get everything you want in life!
3 Phases of Success: Using Your Head to Leverage Your Business Growth – By Winton Churchill
One of the reasons most frequently cited by entrepreneurs for the demise of their business is “low sales.”
Too often an entrepreneur on the brink of success throws up their hands and says, “I need more sales...and I can’t find them!” Some look at it as a given...like the weather...things just didn’t take off and we can’t do anything about it. Others look at “low sales” as a problem in need of a solution.
Like any problem you face, it is good to break it down into its component parts. When looking at the “low sales” issue too many entrepreneurs look it as one big hairball. We help our clients break the hairball into pieces by looking at these 3 areas of the sales process:
1. Finding Opportunity
2. Moving Deals Forward
3. Closing Deals
Let’s look at each one in more detail...
1. Finding opportunities
If you make a $50,000 product you’re probably not going sell a lot of them especially with a one-shot email (although rarely does a week go by that I don’t see somebody trying to pull this one off).
But with that same effort, using an email crafted to open a sale (rather than close it) you have a realistic possibility of adding legitimate, qualified prospects who need your solution to your list of prospects.
And more important to your bottom line, you can build rapport, educate and engender appreciation systematically before you ever send your sales people out on those $2,000 face-to-face meetings.
Under the old marketing model which companies thrash themselves with daily sales, your team would grab that shy information-seeker by the lapels and shake them until they either bought you out, or died.
They would engage the prospect, qualify them, build rapport, educate them, grow the relationship, assess problems, identify solutions, and finally make the sale.
What most entrepreneurs don’t realize (and this may be the most important concept in this entire article) is that by effectively using email, you can systematize and automate a lot of the pre-close engagement activity.
That frees up you or your sales rep for the very valuable, very expensive face-to-face or voice-to-ear contact at a time when the prospect is most receptive.
2. Moving deals forward
As you move to the next segment of the cycle, it’s very important to stay focused on problems that are most troubling to your prospect.
During this segment you have the opportunity to use the power of automated systems to feed your prospect a customized stream of information that helps them further qualify themselves either in (or out) of your sales prospect category.
During this segment, it’s a mistake to start selling the product too aggressively (entrepreneurs struggle with this concept). You’ll have to fight the temptation to sing your product’s praises, claiming you have the best widget in the tri-state area, or that you guarantee service for eternity.
You want to stay away from any sort of “selling” in this part of your email process.
Your goal is to convince your prospect that you are somebody who can help them solve their problems, instead of someone who gets invited in, shows up and says, “Well, here’s the brochure and here’s the price list and we have 10% off if you order by Friday. Sign here.”
3. Bringing deals home
This is where you or your highly trained, relationship oriented sales people do their best work.
They enter this stage of the process with the email system having sorted the wheat from the chaff and, ever so subtly, philosophically aligned your prospect with your intended solution.
Your specialized skills help your prospect discover how they can get the most value out of your offering. This is in sharp contrast to the endless dialing for dollars.
Conclusion
The value in breaking a vexing problem like “low sales” in to its component parts can help you shape and tune you sales process so you have a reliale and often predictable flow of business.
About the Author:
Sales Lead Generation Expert Winton Churchill improves the efficiency and effectiveness of sales and marketing efforts for thousands of businesses. If your company experiences complex sales cycles and if you want to increase sales with more effective lead generation programs then GET YOUR FREE SNEAK PREVIEW of his new book: “Email Marketing for Complex Sales Cycles.” Get it now at: http://www.churchillmethod.com/chapter
For more information, visit www.churchillmethod.com. Visit www.virtualblogtour.blogspot.com for the most up to date information. His full tour schedule is posted at http://virtualblogtour.blogspot.com/2008/06/winton-churchill-email-marketing-for.html. Winton Churchill is offering a wealth of free gifts for every person that purchases his book Email Marketing. Visit www.churchillmethod.com/bookbonus for full details about how to download all of these free gifts.
Too often an entrepreneur on the brink of success throws up their hands and says, “I need more sales...and I can’t find them!” Some look at it as a given...like the weather...things just didn’t take off and we can’t do anything about it. Others look at “low sales” as a problem in need of a solution.
Like any problem you face, it is good to break it down into its component parts. When looking at the “low sales” issue too many entrepreneurs look it as one big hairball. We help our clients break the hairball into pieces by looking at these 3 areas of the sales process:
1. Finding Opportunity
2. Moving Deals Forward
3. Closing Deals
Let’s look at each one in more detail...
1. Finding opportunities
If you make a $50,000 product you’re probably not going sell a lot of them especially with a one-shot email (although rarely does a week go by that I don’t see somebody trying to pull this one off).
But with that same effort, using an email crafted to open a sale (rather than close it) you have a realistic possibility of adding legitimate, qualified prospects who need your solution to your list of prospects.
And more important to your bottom line, you can build rapport, educate and engender appreciation systematically before you ever send your sales people out on those $2,000 face-to-face meetings.
Under the old marketing model which companies thrash themselves with daily sales, your team would grab that shy information-seeker by the lapels and shake them until they either bought you out, or died.
They would engage the prospect, qualify them, build rapport, educate them, grow the relationship, assess problems, identify solutions, and finally make the sale.
What most entrepreneurs don’t realize (and this may be the most important concept in this entire article) is that by effectively using email, you can systematize and automate a lot of the pre-close engagement activity.
That frees up you or your sales rep for the very valuable, very expensive face-to-face or voice-to-ear contact at a time when the prospect is most receptive.
2. Moving deals forward
As you move to the next segment of the cycle, it’s very important to stay focused on problems that are most troubling to your prospect.
During this segment you have the opportunity to use the power of automated systems to feed your prospect a customized stream of information that helps them further qualify themselves either in (or out) of your sales prospect category.
During this segment, it’s a mistake to start selling the product too aggressively (entrepreneurs struggle with this concept). You’ll have to fight the temptation to sing your product’s praises, claiming you have the best widget in the tri-state area, or that you guarantee service for eternity.
You want to stay away from any sort of “selling” in this part of your email process.
Your goal is to convince your prospect that you are somebody who can help them solve their problems, instead of someone who gets invited in, shows up and says, “Well, here’s the brochure and here’s the price list and we have 10% off if you order by Friday. Sign here.”
3. Bringing deals home
This is where you or your highly trained, relationship oriented sales people do their best work.
They enter this stage of the process with the email system having sorted the wheat from the chaff and, ever so subtly, philosophically aligned your prospect with your intended solution.
Your specialized skills help your prospect discover how they can get the most value out of your offering. This is in sharp contrast to the endless dialing for dollars.
Conclusion
The value in breaking a vexing problem like “low sales” in to its component parts can help you shape and tune you sales process so you have a reliale and often predictable flow of business.
About the Author:
Sales Lead Generation Expert Winton Churchill improves the efficiency and effectiveness of sales and marketing efforts for thousands of businesses. If your company experiences complex sales cycles and if you want to increase sales with more effective lead generation programs then GET YOUR FREE SNEAK PREVIEW of his new book: “Email Marketing for Complex Sales Cycles.” Get it now at: http://www.churchillmethod.com/chapter
For more information, visit www.churchillmethod.com. Visit www.virtualblogtour.blogspot.com for the most up to date information. His full tour schedule is posted at http://virtualblogtour.blogspot.com/2008/06/winton-churchill-email-marketing-for.html. Winton Churchill is offering a wealth of free gifts for every person that purchases his book Email Marketing. Visit www.churchillmethod.com/bookbonus for full details about how to download all of these free gifts.
How to Become a Winning Sales ACE And avoid getting shot down! – By Waldo Waldman
If you want to test the true character of a person, see how they respond to adversity. Watch how they handle the pressure of a lost sale, an angry client, or a difficult boss. What do they say? How do they act? What is their emotional state? Do they freeze up and get angry, or do they buckle down and increase their focus and commitment?
The same holds true for those who would assume the mantle of leadership in business. When adversity hits, how they respond in the market will determine their ability to stay in business and win. Leadership – both on a personal and organizational level – ultimately drives the actions taken amidst crisis and change.
Today's economy is full of adversity. I call them "missiles of business and life." It seems we are being fired at every day. Rising costs of fuel, shrinking budgets, demanding clients, and a lack of qualified (and loyal) employees all create an intense and constantly changing environment. As soon as we think we defeated one missile…BAM! Another one is fired. As soon as profits start coming in…BAM, another competitor enters the fight.
The missiles will come and you will be fired upon. It's not a matter of if, but when and how often. The key is NOT to get shot down!
This week we saw one of the most reputable giants in the financial industry – Lehman Brothers - get shot down. Just a few years ago, who would have thought such a thing could happen? But it did. And it will happen again. It's just the nature of business…and life.
In fighter combat, the best pilots who are able to adapt to adversity and change are called ACES. They prepare relentlessly and are the most focused and committed under pressure. They are the respected and accomplished leaders in their squadrons because they don't run away when fear knocks on their door. They buckle down and ultimately take action.
The right action.
Here are a few WingTips that can turn you into an ACE and help you avoid getting shot down on your next mission:
A: Attitude + Action. Attitude does not determine altitude. Attitude plus Action does. Being positive and enthusiastic is a critical component of success, but your customer ultimately rewards your actions, not your positive attitude! An attitude that breeds confidence is a by-product of disciplined preparation and mission rehearsal. When dealing with a price objection, last minute competitor, or late product shipment, it's the commitment, focus and sense of urgency you have to fix the problem, provide value, and deliver results that counts.
C: Customer: Success in business is not about you, your company, or your product. It's about your customer. Prior to each meeting, gather the latest, up to date intelligence (from multiple sources) and commit yourself to meeting the needs of your customer. Be original. Come prepared with questions. Learn about the person you're meeting. If you're not focused 100% on your customer – your target – you shouldn't strap on your jet to fly. (By the way, it can't hurt to learn about your Competition too …but only after learning about your customer.
E: Environment: Every mission is unique. What works with one client or industry, may not work with another. The environment in which you and your customer operate will ultimately determine your tactics. Was there a recent merger or perhaps some lay-offs at the company you're meeting? How's their stock price? What's the nature of the industry you're operating in? Who are you meeting? Who is the decision maker? What resources (wingmen) do you have that can help you prepare for your meeting? Never sell by the seat of your pants!
Take it from somebody who's been shot at in real combat, the winning ACE's in business and life prepare for the worst, but then expect the best. They acknowledge adversity and develop the confidence to overcome it by hard work and focus. But being an ACE is not easy. You can either "push it up" on your throttle and defeat the missile, or pull it back and risk getting shot down. It's your choice.
About the Author:
Waldo Waldman builds team unity within organizations as a high-energy leadership and inspirational speaker. A former combat-decorated fighter pilot with corporate sales experience, Waldo brings an exciting and valuable message to organizations by using fighter pilot strategies as building blocks for peak performance, teamwork, leadership and trust. His clients include AFLAC, Hewlett-Packard, John Hancock, Nokia, Bank of America, NY Life, and Home Depot. To download Waldo's Top Gun Motivation mission briefing, visit Motivational Speaker (http://www.YourWingman.com) or call 1-866-925-3616.
The same holds true for those who would assume the mantle of leadership in business. When adversity hits, how they respond in the market will determine their ability to stay in business and win. Leadership – both on a personal and organizational level – ultimately drives the actions taken amidst crisis and change.
Today's economy is full of adversity. I call them "missiles of business and life." It seems we are being fired at every day. Rising costs of fuel, shrinking budgets, demanding clients, and a lack of qualified (and loyal) employees all create an intense and constantly changing environment. As soon as we think we defeated one missile…BAM! Another one is fired. As soon as profits start coming in…BAM, another competitor enters the fight.
The missiles will come and you will be fired upon. It's not a matter of if, but when and how often. The key is NOT to get shot down!
This week we saw one of the most reputable giants in the financial industry – Lehman Brothers - get shot down. Just a few years ago, who would have thought such a thing could happen? But it did. And it will happen again. It's just the nature of business…and life.
In fighter combat, the best pilots who are able to adapt to adversity and change are called ACES. They prepare relentlessly and are the most focused and committed under pressure. They are the respected and accomplished leaders in their squadrons because they don't run away when fear knocks on their door. They buckle down and ultimately take action.
The right action.
Here are a few WingTips that can turn you into an ACE and help you avoid getting shot down on your next mission:
A: Attitude + Action. Attitude does not determine altitude. Attitude plus Action does. Being positive and enthusiastic is a critical component of success, but your customer ultimately rewards your actions, not your positive attitude! An attitude that breeds confidence is a by-product of disciplined preparation and mission rehearsal. When dealing with a price objection, last minute competitor, or late product shipment, it's the commitment, focus and sense of urgency you have to fix the problem, provide value, and deliver results that counts.
C: Customer: Success in business is not about you, your company, or your product. It's about your customer. Prior to each meeting, gather the latest, up to date intelligence (from multiple sources) and commit yourself to meeting the needs of your customer. Be original. Come prepared with questions. Learn about the person you're meeting. If you're not focused 100% on your customer – your target – you shouldn't strap on your jet to fly. (By the way, it can't hurt to learn about your Competition too …but only after learning about your customer.
E: Environment: Every mission is unique. What works with one client or industry, may not work with another. The environment in which you and your customer operate will ultimately determine your tactics. Was there a recent merger or perhaps some lay-offs at the company you're meeting? How's their stock price? What's the nature of the industry you're operating in? Who are you meeting? Who is the decision maker? What resources (wingmen) do you have that can help you prepare for your meeting? Never sell by the seat of your pants!
Take it from somebody who's been shot at in real combat, the winning ACE's in business and life prepare for the worst, but then expect the best. They acknowledge adversity and develop the confidence to overcome it by hard work and focus. But being an ACE is not easy. You can either "push it up" on your throttle and defeat the missile, or pull it back and risk getting shot down. It's your choice.
About the Author:
Waldo Waldman builds team unity within organizations as a high-energy leadership and inspirational speaker. A former combat-decorated fighter pilot with corporate sales experience, Waldo brings an exciting and valuable message to organizations by using fighter pilot strategies as building blocks for peak performance, teamwork, leadership and trust. His clients include AFLAC, Hewlett-Packard, John Hancock, Nokia, Bank of America, NY Life, and Home Depot. To download Waldo's Top Gun Motivation mission briefing, visit Motivational Speaker (http://www.YourWingman.com) or call 1-866-925-3616.
Tuesday, September 23, 2008
Becoming A Selling Machine-Jim Meisenheimer
Selling superstars aren't born, they are made. The truth
be told, they are self-made. They are selling machines.
You can become the quintessential salesperson if you stay
focused and work hard.
Here are 10 steps to follow if you want to become a selling
machine.
1. "Yes I can!" Begin everyday thinking and saying aloud
"Yes I can!" The choice is pretty obvious here. You're either
thinking "Yes I can" or "Yes I can't."
You have to believe, truly believe that you can do anything
you set your mind to doing. It's an attitude and attitude
determines your destiny.
2. "I will" versus "I'll try." Trying accomplishes nothing,
nada, zippo. Doing - gets things done. Begin every day
with the intention of doing instead of trying. Once again
this is an example of an appropriate mindset if you want
to become a selling machine.
3. Becoming rich is a state of mind and so is becoming poor.
Which do you prefer? Put a crisp $100 bill in your wallet. Not
many people have crisp $100 bills in their wallets.
The $100 bill won't make you rich but it will make you feel
good just knowing it's there. It's also a great way to rid your
mind of any negative thinking about money.
4. Establish daily written and prioritized goals. Begin each day
with purpose and passion in the pursuit of your daily goals.
Push aside all interruptions and distractions until your written
goals are achieved. Purpose and passion elude most people.
If you doubt me, make note of all the people you see in a
single day that strike you as having purpose and passion.
It might be days before you spot one. With purpose and
passion you'll standout from the competitive crowd - and
that's a good thing.
5. Don't complain and don't explain. Just go about your
business energetically and enthusiastically. Your enthusiasm
will fuel your purpose and passion - so don't leave home
without it.
Complaining and explaining creates negative energy. Just
stay focused on your daily goals and you'll stay on track and
accomplish more than ever.
6. Go buy a composition notebook. Call it your success or
idea journal. This is the place to keep all of your good ideas.
Make your life your laboratory and keep tabs on what works
and what doesn't work.
Write down your thoughts and action steps. Include words
of wisdom. Include everything that inspires you. Include
everything that's noteworthy. This is the place to also keep
your favorite quotations.
7. Take chances and don't fear failure. I didn't always think
this way, but now that I do I realize it's a much better way
to live your life. Our country is what it is today because of
the cumulative risks taken by all the generations who came
before us.
Every once in a while some radical thinking is needed to
shake things up in your life - personally and professionally.
Of course this is easy to say and hard to do.
Just think "Yes I can."
8. Become a student of selling. Read good books. I just
finished reading "The Dip" by Seth Godin. It's an excellent
book. It's short and sweet - only 80 pages. Read articles.
Turn your car into a classroom and listen to CDs everyday.
The quickest way to become a master of selling is to become
a student of selling first.
Establish a written goal to invest $1000 every year for your
personal development. Most people don't recognize and
appreciate that the size of their library influences the degree
of their success.
9. You can become a master of change or a prisoner of change.
Time in your territory doesn't make you an agent of change.
Only the acquisition and implementation of new ideas can. I
know salespeople who have been in sales 20 years. Yup - one
year repeated 20 times. This is no way to live your life.
Once a month ask yourself what can you start doing, stop
doing, or change what you are doing? And ask this question
at the end of every selling day. "How can I do it better?"
10. Have an attitude of gratitude. Be thankful for everything
you have. Say thank you to everyone who buys from you.
Say thank you to everyone who helps you make the sale. And
it wouldn't hurt to say thank you to your Creator.
We live lives of abundance in the United States. It's always the
right time to show your appreciation for what you have.
You'll sidestep all the Willi Lomans "Death Of Salesman" when
you stay focused on becoming a selling machine!
Don't settle for the ordinary when you had the opportunity
to become extraordinary!
be told, they are self-made. They are selling machines.
You can become the quintessential salesperson if you stay
focused and work hard.
Here are 10 steps to follow if you want to become a selling
machine.
1. "Yes I can!" Begin everyday thinking and saying aloud
"Yes I can!" The choice is pretty obvious here. You're either
thinking "Yes I can" or "Yes I can't."
You have to believe, truly believe that you can do anything
you set your mind to doing. It's an attitude and attitude
determines your destiny.
2. "I will" versus "I'll try." Trying accomplishes nothing,
nada, zippo. Doing - gets things done. Begin every day
with the intention of doing instead of trying. Once again
this is an example of an appropriate mindset if you want
to become a selling machine.
3. Becoming rich is a state of mind and so is becoming poor.
Which do you prefer? Put a crisp $100 bill in your wallet. Not
many people have crisp $100 bills in their wallets.
The $100 bill won't make you rich but it will make you feel
good just knowing it's there. It's also a great way to rid your
mind of any negative thinking about money.
4. Establish daily written and prioritized goals. Begin each day
with purpose and passion in the pursuit of your daily goals.
Push aside all interruptions and distractions until your written
goals are achieved. Purpose and passion elude most people.
If you doubt me, make note of all the people you see in a
single day that strike you as having purpose and passion.
It might be days before you spot one. With purpose and
passion you'll standout from the competitive crowd - and
that's a good thing.
5. Don't complain and don't explain. Just go about your
business energetically and enthusiastically. Your enthusiasm
will fuel your purpose and passion - so don't leave home
without it.
Complaining and explaining creates negative energy. Just
stay focused on your daily goals and you'll stay on track and
accomplish more than ever.
6. Go buy a composition notebook. Call it your success or
idea journal. This is the place to keep all of your good ideas.
Make your life your laboratory and keep tabs on what works
and what doesn't work.
Write down your thoughts and action steps. Include words
of wisdom. Include everything that inspires you. Include
everything that's noteworthy. This is the place to also keep
your favorite quotations.
7. Take chances and don't fear failure. I didn't always think
this way, but now that I do I realize it's a much better way
to live your life. Our country is what it is today because of
the cumulative risks taken by all the generations who came
before us.
Every once in a while some radical thinking is needed to
shake things up in your life - personally and professionally.
Of course this is easy to say and hard to do.
Just think "Yes I can."
8. Become a student of selling. Read good books. I just
finished reading "The Dip" by Seth Godin. It's an excellent
book. It's short and sweet - only 80 pages. Read articles.
Turn your car into a classroom and listen to CDs everyday.
The quickest way to become a master of selling is to become
a student of selling first.
Establish a written goal to invest $1000 every year for your
personal development. Most people don't recognize and
appreciate that the size of their library influences the degree
of their success.
9. You can become a master of change or a prisoner of change.
Time in your territory doesn't make you an agent of change.
Only the acquisition and implementation of new ideas can. I
know salespeople who have been in sales 20 years. Yup - one
year repeated 20 times. This is no way to live your life.
Once a month ask yourself what can you start doing, stop
doing, or change what you are doing? And ask this question
at the end of every selling day. "How can I do it better?"
10. Have an attitude of gratitude. Be thankful for everything
you have. Say thank you to everyone who buys from you.
Say thank you to everyone who helps you make the sale. And
it wouldn't hurt to say thank you to your Creator.
We live lives of abundance in the United States. It's always the
right time to show your appreciation for what you have.
You'll sidestep all the Willi Lomans "Death Of Salesman" when
you stay focused on becoming a selling machine!
Don't settle for the ordinary when you had the opportunity
to become extraordinary!
那最初的心還在嗎?
有個老魔鬼看到人間的生活過得太幸福了，他說：「我們要去擾亂一下，要不然魔鬼就不存在了。」
他先派了一個小魔鬼去擾亂一個農夫。因為他看到那農夫每天辛勤地工作，可是所得卻少得可憐，但他還是那麼快樂，非常知足。
小魔鬼就開始想，要怎樣才能把農夫變壞呢？他就把農夫的田地變得很硬，讓農夫知難而退。
那農夫敲半天，做得好辛苦，但他只是休息一下，還是繼續敲，沒有一點抱怨。小魔鬼看到計策失敗，只好摸摸鼻子回去了。
老魔鬼又派了第二個去。第二個小魔鬼想，既然讓他更加辛苦也沒有用，那就拿走他所擁有的東西吧！
那小魔鬼就把他午餐的麵包跟水偷走，他想，農夫做得那麼辛苦，又累又餓，卻連麵包跟水都不見了，這下子他一定會暴跳如雷！
農夫又渴又餓地到樹下休息，想不到麵包跟水都不見了! "不曉得是哪個可憐的人比我更需要那塊麵包跟水？
如果這些東西就能讓他得溫飽的話，那就好了."
又失敗了，小魔鬼又棄甲而逃。
老魔鬼覺得奇怪，難道沒有任何辦法能使這農夫變壞？就在這時第三個小魔鬼出來了。
他對老魔鬼講：「我有辦法，一定能把他變壞。」
小魔鬼先去跟農夫做朋友，農夫很高興地和他作了朋友。因為魔鬼有預知的能力，他就告訴農夫，明年會有乾旱，教農夫把稻種在濕地上，農夫便照做。結果第二年別人沒有收成，只有農夫的收成滿坑滿谷，他就因此而富裕起來了。
小魔鬼又每年都對農夫說當年適合種什麼，三年下來，這農夫就變得非常富有。
他又教農夫把米拿去釀酒販賣，賺取更多的錢。慢慢地，農夫開始不工作了，靠著經濟販賣的方式，就能獲得大量金錢。
有一天，老魔鬼來了，小魔鬼就告訴老魔鬼說：「您看！我現在要展現我的成果。這農夫現在已經有豬的血液了。」只見農夫辦了個晚宴，所有富有的人都來參加；喝最好的酒，吃最精美的餐點，還有好多的僕人侍候。他們非常浪費地吃喝，衣裳零亂，醉得不省人事，開始變得像豬一樣癡肥愚蠢。
"您還會看到他身上有著狼的血液. " 小魔鬼又說。這時，一個僕人端著葡萄酒出來，不小心跌了一跤。
農夫就開始罵他："你做事這麼不小心！"
"唉！主人，我們到現在都沒有吃飯，餓得渾身無力."
"事情沒有做完，你們怎麼可以吃飯！"
老魔鬼見了，高興地對小魔鬼說："唉！你太了不起！你是怎麼辦到的？"
小魔鬼說："我只不過是讓他擁有比他需要的更多而已，這樣就可以引發他人性中的貪婪。"
心若改變，你的態度跟著改變；
態度改變，你的習慣跟著改變；
習慣改變，你的性格跟著改變；
性格改變，你的人生跟著改變。
*** 這篇文章分享給每一個在為夢想努力奮鬥的你，提醒我們在努力追求夢想的同時，
千萬不要忘了最初的本心。
他先派了一個小魔鬼去擾亂一個農夫。因為他看到那農夫每天辛勤地工作，可是所得卻少得可憐，但他還是那麼快樂，非常知足。
小魔鬼就開始想，要怎樣才能把農夫變壞呢？他就把農夫的田地變得很硬，讓農夫知難而退。
那農夫敲半天，做得好辛苦，但他只是休息一下，還是繼續敲，沒有一點抱怨。小魔鬼看到計策失敗，只好摸摸鼻子回去了。
老魔鬼又派了第二個去。第二個小魔鬼想，既然讓他更加辛苦也沒有用，那就拿走他所擁有的東西吧！
那小魔鬼就把他午餐的麵包跟水偷走，他想，農夫做得那麼辛苦，又累又餓，卻連麵包跟水都不見了，這下子他一定會暴跳如雷！
農夫又渴又餓地到樹下休息，想不到麵包跟水都不見了! "不曉得是哪個可憐的人比我更需要那塊麵包跟水？
如果這些東西就能讓他得溫飽的話，那就好了."
又失敗了，小魔鬼又棄甲而逃。
老魔鬼覺得奇怪，難道沒有任何辦法能使這農夫變壞？就在這時第三個小魔鬼出來了。
他對老魔鬼講：「我有辦法，一定能把他變壞。」
小魔鬼先去跟農夫做朋友，農夫很高興地和他作了朋友。因為魔鬼有預知的能力，他就告訴農夫，明年會有乾旱，教農夫把稻種在濕地上，農夫便照做。結果第二年別人沒有收成，只有農夫的收成滿坑滿谷，他就因此而富裕起來了。
小魔鬼又每年都對農夫說當年適合種什麼，三年下來，這農夫就變得非常富有。
他又教農夫把米拿去釀酒販賣，賺取更多的錢。慢慢地，農夫開始不工作了，靠著經濟販賣的方式，就能獲得大量金錢。
有一天，老魔鬼來了，小魔鬼就告訴老魔鬼說：「您看！我現在要展現我的成果。這農夫現在已經有豬的血液了。」只見農夫辦了個晚宴，所有富有的人都來參加；喝最好的酒，吃最精美的餐點，還有好多的僕人侍候。他們非常浪費地吃喝，衣裳零亂，醉得不省人事，開始變得像豬一樣癡肥愚蠢。
"您還會看到他身上有著狼的血液. " 小魔鬼又說。這時，一個僕人端著葡萄酒出來，不小心跌了一跤。
農夫就開始罵他："你做事這麼不小心！"
"唉！主人，我們到現在都沒有吃飯，餓得渾身無力."
"事情沒有做完，你們怎麼可以吃飯！"
老魔鬼見了，高興地對小魔鬼說："唉！你太了不起！你是怎麼辦到的？"
小魔鬼說："我只不過是讓他擁有比他需要的更多而已，這樣就可以引發他人性中的貪婪。"
心若改變，你的態度跟著改變；
態度改變，你的習慣跟著改變；
習慣改變，你的性格跟著改變；
性格改變，你的人生跟著改變。
*** 這篇文章分享給每一個在為夢想努力奮鬥的你，提醒我們在努力追求夢想的同時，
千萬不要忘了最初的本心。
Monday, September 22, 2008
Defining Qualities of a 360º Leader by Dr. John Maxwell
Adaptability – Quickly adjusts to change.
Leaders in the middle may not be the first to know, but they are often the ones in charge of implementation. Adaptable managers in the middle are willing to embrace a change operationally even if they are not yet ready to do so emotionally.
Discernment – Understands the real issues.
Good leaders cut through the clutter to see the real issues. A smart person believes only half of what he hears, but a truly smart person knows which half to believe.
Security – Finds identity in self, not position.
Effective 360º leaders are secure enough in who they are to not worry about where they are. Instead of focusing on reaching a position, they focus on reaching their potential.
Service – Gains fulfillment in serving everyone.
A servant leader serves the mission and leads by serving those on mission with him or her. The true measure of leaders is not the number of people who serve them but the number of people they serve.
Resourcefulness – Finds creative ways to make things happen.
Creativity is the joy of not knowing it all. We seldom, if ever, have all the answers, but we always have the imagination to create solutions to our problems.
Maturity – Puts the team before self. Nobody who possesses an unrelenting me-first attitude is able to develop much influence with others. A mature leader sees beyond his or her personal vantage point and has the courage to make sacrifices which advance the team.
Communication – Links to all levels of the organization. We often think of communication in organizations as being primarily top-down. Leaders at the top cast vision, set direction, reward progress, etc. However, good communication is a 360-degree proposition. In fact, oftentimes the most critical communication comes from leaders identifying problems or solutions at the ground level and sending them up the chain of command.
-- John C. Maxwell
Leaders in the middle may not be the first to know, but they are often the ones in charge of implementation. Adaptable managers in the middle are willing to embrace a change operationally even if they are not yet ready to do so emotionally.
Discernment – Understands the real issues.
Good leaders cut through the clutter to see the real issues. A smart person believes only half of what he hears, but a truly smart person knows which half to believe.
Security – Finds identity in self, not position.
Effective 360º leaders are secure enough in who they are to not worry about where they are. Instead of focusing on reaching a position, they focus on reaching their potential.
Service – Gains fulfillment in serving everyone.
A servant leader serves the mission and leads by serving those on mission with him or her. The true measure of leaders is not the number of people who serve them but the number of people they serve.
Resourcefulness – Finds creative ways to make things happen.
Creativity is the joy of not knowing it all. We seldom, if ever, have all the answers, but we always have the imagination to create solutions to our problems.
Maturity – Puts the team before self. Nobody who possesses an unrelenting me-first attitude is able to develop much influence with others. A mature leader sees beyond his or her personal vantage point and has the courage to make sacrifices which advance the team.
Communication – Links to all levels of the organization. We often think of communication in organizations as being primarily top-down. Leaders at the top cast vision, set direction, reward progress, etc. However, good communication is a 360-degree proposition. In fact, oftentimes the most critical communication comes from leaders identifying problems or solutions at the ground level and sending them up the chain of command.
-- John C. Maxwell
The Law of Sowing and Reaping by Jim Rohn
Now, here's the second law that changed my life forever in network marketing. I learned the law of sowing and reaping. And in the law of sowing and reaping is also the story of the law of averages.
Jot this down…the story of the sower. It comes from the Bible. I am an amateur on the Bible, but this is such a useful story. Here's what the story says, and take notes, because the drama's in the details.
The sower was ambitious. Evidently, he was ambitious. When you read the whole story you'll conclude yes, this was an ambitious sower.
Here was number two. He had excellent seed. The sower who sowed the seed had excellent seed. And the excellent seed could be an excellent opportunity, an excellent product, an excellent story.
So we've got an ambitious sower with excellent seed. But now here are the rest of the details of the story. For your information, for the drama of your life, so you can understand things better, learning some of this is how I got rich by age 31.
The sower goes out to sow the seed, but the first part of the seed falls by the wayside and the birds get it.
So jot this down. The birds are going to get some of the seed. The birds are going to get some of the seed.
Now you say, "Mr. Rohn, what does that mean?"
Well, I invited John to come to a meeting. He said he'd be there Tuesday night. Tuesday night I show up. John isn't there. I say, "I wonder why John didn't make it."
Now I know the answer. The birds! The birds! John had this great idea of coming to the meeting to look at an opportunity, and somebody stole it and said, "You're not going to go see network marketing." And he says, "Well, maybe not."
So have you jotted that down now? The birds are going to get some.
Now when the birds get some, you've got two options. Number one is to chase birds. You say, "Well, let me get hold of the person who talked him out of coming to the meeting. I'll tear him a new page." I wouldn't do this.
Here's what happens if you go chasing birds. You leave the field. If you go chasing birds now, you leave the field. Which is going to distract from your future, not add? So you can't chase birds and try to straighten this stuff out.
Here's what it is. It's just one of those things, and here's the best comment when things are a little disappointing. "Isn't that interesting?"
You just have to say, "I thought sure he would be there. He promised me. He promised me! But I know it was the birds." And you just have to say, "Isn't that interesting?"
Now here's the rest of the story.
The sower kept on sowing. See, that was the secret to his success. He kept on sowing. And if you keep sowing, you can sow more than the birds can get because there aren't enough birds. If you keep sowing, there are some birds but there's not enough, because the Law of Averages will work for you.
My mentor taught me, "You know, Mr. Rohn, there are only nine or ten real nasty, miserable people in the whole world. Now you know they move around a lot and you're liable to bump into one once in awhile, but when you bump into one you say' 'There's only 9 more like you--I can handle that--in the whole world?'"
Now here's what else it says. The sower now keeps sowing the seed. Now the seed falls, the story says, on rocky ground where the soil is shallow. And the rocky ground where the soil is shallow is not of your making, because you had excellent seed and you were an ambitious sower.
So the rocky ground where the soil is shallow is not of your making. But here what it says happened. This time, the little seed that falls in the ground starts to grow and the little plant starts to grow. But the first hot day, it withers and dies. Not an easy thing to watch.
I finally get John started. Sure enough, three or four days later somebody says "Boo!" and he's gone--doesn't show up at the second meeting. And I say, "I thought sure John would last a week."
What happened? Jot this down. The hot weather is going to get some. And this is not of your making. Here´s what you must say when that happens. "Isn't that interesting?" What can you do? The answer is nothing.
You say, "Well, I'm going to try to change this!" I wouldn't take that class. You know, the sun comes up in the east and somebody says, "Why is that?" I wouldn't spend much time on that. Just let that happen.
Don't go for this why, why, why stuff. I'm giving you the answers here. The answer is in the structure and in the consequences and is in the deal. The answer is in the deal. Anything beyond that is not worth studying.
You say, "Well, how come some just last a little while?" I wouldn't sign up for that class. Here's the answer: Some don't stay. You just have to jot that down. And when some leave you say, "That's one of those that don't stay."
Now, you know what category to put them in, and you can't solve this now. It's like rearranging the seasons. You can't fool with that. All you can do is cooperate with the way things are set up. I didn't set it up.
You say, "Well, it shouldn't be this way." Well, when you get your own planet you can rearrange this whole deal, but on this planet you´re a guest. You've got to take it as it comes.
Now, here is the secret to the ambitious sower with good seed. It said he kept on sowing.
Now, here's what he had to do to keep on sowing. He had to discipline his disappointment. This is a key phrase now to use for the rest of your life. You must learn to discipline your disappointment. Because you didn't set up the set up, and some are not going to stay, and that is not of your making.
Now, if you made gross errors and you ran them off, see that'd be different. Now you're responsible for that. But if it's in the normal course of things, this is the way things are.
Now, here's what it says. The sower keeps on sowing. Now it says the seed falls on thorny ground. And somebody says, "Well, how much of this do you have to go through?"
Well, hang on. It's not the end of the story now. Now the little seed falls on thorny ground and now the little plant starts to grow again but as the little plant starts to grow, the thorns choke it to death and it dies.
So jot this down. The thorns are going to get some. And that's not of your making.
And what are these thorns? The story even called these little thorns little cares, little distractions, little something's. Who knows what all they are.
I said, "John, we had a meeting last night. You weren't here." And John says, "Well, I can't make every meeting."
I say, "Why not? You're part-time."
He said, "Well, the screen door came off the hinges and you can't just let your house fall apart. You've got to take some time and fix things up."
And I can hear the thorns growing. He said, "Some extra trash had piled up in the garage. You can't let mountains of trash take over. You've got to keep your trash hauled out."
People who let little things cheat them out of big opportunities. People who let little things cheat them out of big opportunities, and you feel almost helpless. What could I do about that? And that's nothing. And you say, "Well, why is this?"
I'm asking you not to sign up for that class. Don't sign up for these, "Why is this?" classes. It's just the way it is--like winter following fall and spring following winter.
So have you got that? The thorns are going to get some.
But now here's the good news. Let's read the rest of the story now quickly. The sower now keeps on sowing the seed. Keeps on sharing the story. Keeps on giving an invitation. Yes the invitation can be more powerful for me as it was one year later than it was the first month, because now I'm saying I'm making twice as much money part time as I'm making on my full-time job.
Yes, the story can be more powerful, but the Law of Averages is still going to work. But now here´s what the story says. Finally the seed falls on good ground. Now put this in parentheses. It always will, if you keep sowing. If you share a good idea long enough, it will fall on good people.
But now here's the rest of that story. Some of the good ground did 30%. And some of the good ground did 60%. And some of the good ground did 100%.
You say, "Well, why the difference in numbers?" I wouldn't sign up for that class! Have I said that often enough now? Don't register for that class. It's just the way it is.
Now I tried to get the 30´s to do 60. Found out it was more than I could handle. I used to say, "I'll make them successful if it kills me." I almost died. No, you can't do that.
Here's what you do. Let the 30's do 30 to the best of their ability and keep doing 30, because that's how they build their lifestyle and get what they want out of life. And let the 60's do 60. And let the 100's do 100.
Now how can you get some to do a 100%? You've got to go through all these experiences and you've got to talk to all these people.
To Your Success,
Jim Rohn
Jot this down…the story of the sower. It comes from the Bible. I am an amateur on the Bible, but this is such a useful story. Here's what the story says, and take notes, because the drama's in the details.
The sower was ambitious. Evidently, he was ambitious. When you read the whole story you'll conclude yes, this was an ambitious sower.
Here was number two. He had excellent seed. The sower who sowed the seed had excellent seed. And the excellent seed could be an excellent opportunity, an excellent product, an excellent story.
So we've got an ambitious sower with excellent seed. But now here are the rest of the details of the story. For your information, for the drama of your life, so you can understand things better, learning some of this is how I got rich by age 31.
The sower goes out to sow the seed, but the first part of the seed falls by the wayside and the birds get it.
So jot this down. The birds are going to get some of the seed. The birds are going to get some of the seed.
Now you say, "Mr. Rohn, what does that mean?"
Well, I invited John to come to a meeting. He said he'd be there Tuesday night. Tuesday night I show up. John isn't there. I say, "I wonder why John didn't make it."
Now I know the answer. The birds! The birds! John had this great idea of coming to the meeting to look at an opportunity, and somebody stole it and said, "You're not going to go see network marketing." And he says, "Well, maybe not."
So have you jotted that down now? The birds are going to get some.
Now when the birds get some, you've got two options. Number one is to chase birds. You say, "Well, let me get hold of the person who talked him out of coming to the meeting. I'll tear him a new page." I wouldn't do this.
Here's what happens if you go chasing birds. You leave the field. If you go chasing birds now, you leave the field. Which is going to distract from your future, not add? So you can't chase birds and try to straighten this stuff out.
Here's what it is. It's just one of those things, and here's the best comment when things are a little disappointing. "Isn't that interesting?"
You just have to say, "I thought sure he would be there. He promised me. He promised me! But I know it was the birds." And you just have to say, "Isn't that interesting?"
Now here's the rest of the story.
The sower kept on sowing. See, that was the secret to his success. He kept on sowing. And if you keep sowing, you can sow more than the birds can get because there aren't enough birds. If you keep sowing, there are some birds but there's not enough, because the Law of Averages will work for you.
My mentor taught me, "You know, Mr. Rohn, there are only nine or ten real nasty, miserable people in the whole world. Now you know they move around a lot and you're liable to bump into one once in awhile, but when you bump into one you say' 'There's only 9 more like you--I can handle that--in the whole world?'"
Now here's what else it says. The sower now keeps sowing the seed. Now the seed falls, the story says, on rocky ground where the soil is shallow. And the rocky ground where the soil is shallow is not of your making, because you had excellent seed and you were an ambitious sower.
So the rocky ground where the soil is shallow is not of your making. But here what it says happened. This time, the little seed that falls in the ground starts to grow and the little plant starts to grow. But the first hot day, it withers and dies. Not an easy thing to watch.
I finally get John started. Sure enough, three or four days later somebody says "Boo!" and he's gone--doesn't show up at the second meeting. And I say, "I thought sure John would last a week."
What happened? Jot this down. The hot weather is going to get some. And this is not of your making. Here´s what you must say when that happens. "Isn't that interesting?" What can you do? The answer is nothing.
You say, "Well, I'm going to try to change this!" I wouldn't take that class. You know, the sun comes up in the east and somebody says, "Why is that?" I wouldn't spend much time on that. Just let that happen.
Don't go for this why, why, why stuff. I'm giving you the answers here. The answer is in the structure and in the consequences and is in the deal. The answer is in the deal. Anything beyond that is not worth studying.
You say, "Well, how come some just last a little while?" I wouldn't sign up for that class. Here's the answer: Some don't stay. You just have to jot that down. And when some leave you say, "That's one of those that don't stay."
Now, you know what category to put them in, and you can't solve this now. It's like rearranging the seasons. You can't fool with that. All you can do is cooperate with the way things are set up. I didn't set it up.
You say, "Well, it shouldn't be this way." Well, when you get your own planet you can rearrange this whole deal, but on this planet you´re a guest. You've got to take it as it comes.
Now, here is the secret to the ambitious sower with good seed. It said he kept on sowing.
Now, here's what he had to do to keep on sowing. He had to discipline his disappointment. This is a key phrase now to use for the rest of your life. You must learn to discipline your disappointment. Because you didn't set up the set up, and some are not going to stay, and that is not of your making.
Now, if you made gross errors and you ran them off, see that'd be different. Now you're responsible for that. But if it's in the normal course of things, this is the way things are.
Now, here's what it says. The sower keeps on sowing. Now it says the seed falls on thorny ground. And somebody says, "Well, how much of this do you have to go through?"
Well, hang on. It's not the end of the story now. Now the little seed falls on thorny ground and now the little plant starts to grow again but as the little plant starts to grow, the thorns choke it to death and it dies.
So jot this down. The thorns are going to get some. And that's not of your making.
And what are these thorns? The story even called these little thorns little cares, little distractions, little something's. Who knows what all they are.
I said, "John, we had a meeting last night. You weren't here." And John says, "Well, I can't make every meeting."
I say, "Why not? You're part-time."
He said, "Well, the screen door came off the hinges and you can't just let your house fall apart. You've got to take some time and fix things up."
And I can hear the thorns growing. He said, "Some extra trash had piled up in the garage. You can't let mountains of trash take over. You've got to keep your trash hauled out."
People who let little things cheat them out of big opportunities. People who let little things cheat them out of big opportunities, and you feel almost helpless. What could I do about that? And that's nothing. And you say, "Well, why is this?"
I'm asking you not to sign up for that class. Don't sign up for these, "Why is this?" classes. It's just the way it is--like winter following fall and spring following winter.
So have you got that? The thorns are going to get some.
But now here's the good news. Let's read the rest of the story now quickly. The sower now keeps on sowing the seed. Keeps on sharing the story. Keeps on giving an invitation. Yes the invitation can be more powerful for me as it was one year later than it was the first month, because now I'm saying I'm making twice as much money part time as I'm making on my full-time job.
Yes, the story can be more powerful, but the Law of Averages is still going to work. But now here´s what the story says. Finally the seed falls on good ground. Now put this in parentheses. It always will, if you keep sowing. If you share a good idea long enough, it will fall on good people.
But now here's the rest of that story. Some of the good ground did 30%. And some of the good ground did 60%. And some of the good ground did 100%.
You say, "Well, why the difference in numbers?" I wouldn't sign up for that class! Have I said that often enough now? Don't register for that class. It's just the way it is.
Now I tried to get the 30´s to do 60. Found out it was more than I could handle. I used to say, "I'll make them successful if it kills me." I almost died. No, you can't do that.
Here's what you do. Let the 30's do 30 to the best of their ability and keep doing 30, because that's how they build their lifestyle and get what they want out of life. And let the 60's do 60. And let the 100's do 100.
Now how can you get some to do a 100%? You've got to go through all these experiences and you've got to talk to all these people.
To Your Success,
Jim Rohn
The Law of Clarity
By: Brian Tracy
Clarity accounts for probably 80% of success and happiness. Lack of clarity is probably more responsible for frustration and underachievement than any other single factor. That's why we say that "Success is goals, and all else is commentary." People with clear, written goals, accomplish far more in a shorter period of time than people without them could ever imagine. This is true everywhere and under all circumstances.
The Three Keys to High Achievement
You could even say that the three keys to high achievement are, "Clarity, Clarity, Clarity," with regard to your goals. Your success in life will be largely determined by how clear you are about what it is you really, really want.
Write and Rewrite Your Goals
The more you write and rewrite your goals and the more you think about them, the clearer you will become about them. The clearer you are about what you want, the more likely you are to do more and more of the things that are consistent with achieving them. Meanwhile, you will do fewer and fewer of the things that don't help to get the things you really want.
The Seven Step Process for Achieving Goals
Here, once more, is the simple, seven-step process that you can use to achieve your goals faster and easier than ever before.
First, decide exactly what you want in each area of your life. Be specific!
Second, write it down, clearly and in detail;
Third, set a specific deadline. If it is a large goal, break it down into sub-deadlines and write them down in order;
Fourth, make a list of everything you can think of that you are going to have to do to achieve your goal. As you think of new items, add them to your list;
Fifth, organize the items on your list into a plan by placing them in the proper sequence and priority;
Sixth, take action immediately on the most important thing you can do on your plan. This is very important!
Seventh, do something every day that moves you toward the attainment of one or more of your important goals. Maintain the momentum!
Join the Top 3%
Fewer than three percent of adults have written goals and plans that they work on every single day. When you sit down and write out your goals, you move yourself into the top 3% of people in our society. And you will soon start to get the same results that they do.
Review Your Goals Daily
Study and review your goals every day to be sure they are still your most important goals. You will find yourself adding goals to your list as time passes. You will also find yourself deleting goals that are no longer as important as you once thought. Whatever your goals are, plan them out thoroughly, on paper, and work on them every single day. This is the key to peak performance and maximum achievement.
Action Exercises
Here is how you can apply this law immediately:
First, make a list of ten goals that you would like to achieve in the coming year. Write them down in the present tense, as though a year has passed and you have already accomplished them.
Second, from your list of ten goals, ask yourself, "What one goal, if I were to accomplish it, would have the greatest positive impact on my life?" Whatever it is, put a circle around this goal and move it to a separate sheet of paper.
Third, practice the seven-step method described above on this goal. Set a deadline, make a plan, and put it into action and work on it every day. Make this goal your major definite purpose for the weeks and months ahead.
Get ready for some amazing changes in your life.
Clarity accounts for probably 80% of success and happiness. Lack of clarity is probably more responsible for frustration and underachievement than any other single factor. That's why we say that "Success is goals, and all else is commentary." People with clear, written goals, accomplish far more in a shorter period of time than people without them could ever imagine. This is true everywhere and under all circumstances.
The Three Keys to High Achievement
You could even say that the three keys to high achievement are, "Clarity, Clarity, Clarity," with regard to your goals. Your success in life will be largely determined by how clear you are about what it is you really, really want.
Write and Rewrite Your Goals
The more you write and rewrite your goals and the more you think about them, the clearer you will become about them. The clearer you are about what you want, the more likely you are to do more and more of the things that are consistent with achieving them. Meanwhile, you will do fewer and fewer of the things that don't help to get the things you really want.
The Seven Step Process for Achieving Goals
Here, once more, is the simple, seven-step process that you can use to achieve your goals faster and easier than ever before.
First, decide exactly what you want in each area of your life. Be specific!
Second, write it down, clearly and in detail;
Third, set a specific deadline. If it is a large goal, break it down into sub-deadlines and write them down in order;
Fourth, make a list of everything you can think of that you are going to have to do to achieve your goal. As you think of new items, add them to your list;
Fifth, organize the items on your list into a plan by placing them in the proper sequence and priority;
Sixth, take action immediately on the most important thing you can do on your plan. This is very important!
Seventh, do something every day that moves you toward the attainment of one or more of your important goals. Maintain the momentum!
Join the Top 3%
Fewer than three percent of adults have written goals and plans that they work on every single day. When you sit down and write out your goals, you move yourself into the top 3% of people in our society. And you will soon start to get the same results that they do.
Review Your Goals Daily
Study and review your goals every day to be sure they are still your most important goals. You will find yourself adding goals to your list as time passes. You will also find yourself deleting goals that are no longer as important as you once thought. Whatever your goals are, plan them out thoroughly, on paper, and work on them every single day. This is the key to peak performance and maximum achievement.
Action Exercises
Here is how you can apply this law immediately:
First, make a list of ten goals that you would like to achieve in the coming year. Write them down in the present tense, as though a year has passed and you have already accomplished them.
Second, from your list of ten goals, ask yourself, "What one goal, if I were to accomplish it, would have the greatest positive impact on my life?" Whatever it is, put a circle around this goal and move it to a separate sheet of paper.
Third, practice the seven-step method described above on this goal. Set a deadline, make a plan, and put it into action and work on it every day. Make this goal your major definite purpose for the weeks and months ahead.
Get ready for some amazing changes in your life.
Sell Yourself First! - By Shannon Smith
Did you know that humans think visually?! The saying "I hear what I see" is true.
A UCLA study proves that 85 percent of all decisions are made with our eyes. The three areas of personal presence are the verbal, vocal, and visual ones. The one with the most impact is the visual presentation.
Whether you like it or not, the image you project affects others' decisions as to your intelligence, character, and ability. It further determines whether or not others want to do business with you. People notice...AND they immediately place you somewhere on a scale. You rank only as others perceive you.
The way you dress and act has a remarkable impact on the people you meet professionally and socially. This greatly affects how they treat you. Clients have told me that they have lost promotions, deals have fallen through, memberships were denied, and friends have disappeared because they paid so little attention to personal branding.
If your personal brand (image) is not professional and congruent, attractive and attracting, you will be passed over -- guaranteed. Therefore, to be competitive, to have a greater influence on others, attract more business, and be more successful, it's critical that you pay greater attention to personal branding. As an image coach I know that before you sell anything -- your product, company, or service -- you sell yourself first.
Large, successful companies understand the power of branding a product. They spend a lot of time, money, and energy to create a brand that is eye-catching and appealing enough to sell their product through to market.
Have you ever thought of yourself as A COMPANY OF ONE? How much time, money, and energy have you spent in developing a personal brand that is unique enough to sell through to your market? Chances are you haven't even given it a thought, right?! Perhaps, like many of my clients, you too will dismiss personal branding as frivolous, unimportant, and superficial until you, like them, hit a brick wall, lose business, that big contract, or the next promotion.
Perception is reality. Unfortunately, we all make snap judgments about others in the first 10 seconds. As an image consultant, the first step in assisting a client create a dynamic personal brand is to start on a fact-finding mission with a personal brand assessment. Then, following the initial session, we step into the bigger picture and move forward developing an action plan and determine scheduling.
Here are a few questions in one of the assessment tools I use with my personal clients to determine their attitudes, knowledge, goals, and the level of their etiquette IQ.
BE HONEST!
1. Has your business changed? Has your position or responsibilities changed?
2. Has your personal life had a recent significant change? Is your personal brand in line with your present lifestyle? Business goals?
3. When was the last time you took stock - seriously? Does your wardrobe and how you use it reflect trust, congruency, and responsibility?
4. How would your clients describe you?
5. When was the last time you changed your personal style -- your hair style, your habits -- or treated yourself?
6. What about deportment? Does the way you behave and conduct yourself reflect the importance of your profession and company or who you are now?
7. You may dress the part, but do you act the part? Do you fidget? Do you have any nervous habits you are unaware of?
8. Do your manners need a tune up? Do you know how to do business with the right fork? How to pay the bill graciously or the correct protocol in dealing with the opposite sex in business? Have you had etiquette training?
MORE IMPORTANTLY - WOULD YOU DO BUSINESS WITH YOU?
How did you do? Do you really know what your first 10 seconds are saying about YOU? Are you paying attention? Where do you really rate on a scale of one to ten?
We know that in the current economy, competitiveness has increased dramatically. Business has become more serious and conservative - not only in attitude and business attire but in etiquette and manner as well. Companies are hiring me as an etiquette consultant to train their employees in the fine art of manners, business etiquette, dining, and appropriate dress.
Even though intelligence, experience, and education count, companies tell us they are simply not hiring those who do not possess these all-important communication skills. It is the whole package that counts.
The hallmarks of successful individuals in a fast-paced global marketplace are their confidence, manners, and poise. Mediocre is dead ---and it's about time. It's not acceptable to dress inappropriately or do business with the wrong fork. There is a return to formality, elegance, manners, and sophistication. People are getting dressed up again, dining in fine restaurants, are entertaining clients, and being entertained as well.
It's been my experience that when an individual understands the power of perception, that individual will make the changes necessary to ensure that he or she communicates more effectively through the power of his/her personal brand.
You either create a brand that is distinct... or you become extinct. - Tom Peters, "In Search of Excellence"
About the Author:
Shannon Smith is a leading image strategist and founder of Premiere Image International. She is also an etiquette consultant, writer, TV personality, and featured in national publications. Shannon assists individuals transform from unnoticed to unforgettable and provides one-on-one training and programs for companies across North America in personal branding. Simply put -- a contemporary finishing school for adults. Customized programs include image mastery, executive dress and grooming, presentation skills, manners, business etiquette, executive dining, to international protocol.
A UCLA study proves that 85 percent of all decisions are made with our eyes. The three areas of personal presence are the verbal, vocal, and visual ones. The one with the most impact is the visual presentation.
Whether you like it or not, the image you project affects others' decisions as to your intelligence, character, and ability. It further determines whether or not others want to do business with you. People notice...AND they immediately place you somewhere on a scale. You rank only as others perceive you.
The way you dress and act has a remarkable impact on the people you meet professionally and socially. This greatly affects how they treat you. Clients have told me that they have lost promotions, deals have fallen through, memberships were denied, and friends have disappeared because they paid so little attention to personal branding.
If your personal brand (image) is not professional and congruent, attractive and attracting, you will be passed over -- guaranteed. Therefore, to be competitive, to have a greater influence on others, attract more business, and be more successful, it's critical that you pay greater attention to personal branding. As an image coach I know that before you sell anything -- your product, company, or service -- you sell yourself first.
Large, successful companies understand the power of branding a product. They spend a lot of time, money, and energy to create a brand that is eye-catching and appealing enough to sell their product through to market.
Have you ever thought of yourself as A COMPANY OF ONE? How much time, money, and energy have you spent in developing a personal brand that is unique enough to sell through to your market? Chances are you haven't even given it a thought, right?! Perhaps, like many of my clients, you too will dismiss personal branding as frivolous, unimportant, and superficial until you, like them, hit a brick wall, lose business, that big contract, or the next promotion.
Perception is reality. Unfortunately, we all make snap judgments about others in the first 10 seconds. As an image consultant, the first step in assisting a client create a dynamic personal brand is to start on a fact-finding mission with a personal brand assessment. Then, following the initial session, we step into the bigger picture and move forward developing an action plan and determine scheduling.
Here are a few questions in one of the assessment tools I use with my personal clients to determine their attitudes, knowledge, goals, and the level of their etiquette IQ.
BE HONEST!
1. Has your business changed? Has your position or responsibilities changed?
2. Has your personal life had a recent significant change? Is your personal brand in line with your present lifestyle? Business goals?
3. When was the last time you took stock - seriously? Does your wardrobe and how you use it reflect trust, congruency, and responsibility?
4. How would your clients describe you?
5. When was the last time you changed your personal style -- your hair style, your habits -- or treated yourself?
6. What about deportment? Does the way you behave and conduct yourself reflect the importance of your profession and company or who you are now?
7. You may dress the part, but do you act the part? Do you fidget? Do you have any nervous habits you are unaware of?
8. Do your manners need a tune up? Do you know how to do business with the right fork? How to pay the bill graciously or the correct protocol in dealing with the opposite sex in business? Have you had etiquette training?
MORE IMPORTANTLY - WOULD YOU DO BUSINESS WITH YOU?
How did you do? Do you really know what your first 10 seconds are saying about YOU? Are you paying attention? Where do you really rate on a scale of one to ten?
We know that in the current economy, competitiveness has increased dramatically. Business has become more serious and conservative - not only in attitude and business attire but in etiquette and manner as well. Companies are hiring me as an etiquette consultant to train their employees in the fine art of manners, business etiquette, dining, and appropriate dress.
Even though intelligence, experience, and education count, companies tell us they are simply not hiring those who do not possess these all-important communication skills. It is the whole package that counts.
The hallmarks of successful individuals in a fast-paced global marketplace are their confidence, manners, and poise. Mediocre is dead ---and it's about time. It's not acceptable to dress inappropriately or do business with the wrong fork. There is a return to formality, elegance, manners, and sophistication. People are getting dressed up again, dining in fine restaurants, are entertaining clients, and being entertained as well.
It's been my experience that when an individual understands the power of perception, that individual will make the changes necessary to ensure that he or she communicates more effectively through the power of his/her personal brand.
You either create a brand that is distinct... or you become extinct. - Tom Peters, "In Search of Excellence"
About the Author:
Shannon Smith is a leading image strategist and founder of Premiere Image International. She is also an etiquette consultant, writer, TV personality, and featured in national publications. Shannon assists individuals transform from unnoticed to unforgettable and provides one-on-one training and programs for companies across North America in personal branding. Simply put -- a contemporary finishing school for adults. Customized programs include image mastery, executive dress and grooming, presentation skills, manners, business etiquette, executive dining, to international protocol.
The Law of the Garbage Truck - By Larry Crane
"One day I hopped in a taxi and we took off for the airport.
We were driving in the right lane when suddenly a black car backed out of a parking space right in front of us. My taxi driver slammed on his brakes, skidded, and missed the other car by just inches! The driver of the other car whipped his head around and started yelling at us.
My taxi driver just smiled and waved at the guy.
He was really friendly. So I asked, 'Why did you just do that? This guy almost ruined your car and sent us to the hospital.' This is when my taxi driver taught me what I now call 'The Law of the Garbage Truck.'
He explained that many people are like garbage trucks. They run around full of garbage, full of frustration, full of anger, and full of disappointment. As their garbage piles up, they need a place to dump it and sometimes they'll dump it on you. Don't take it personally. Just smile, wave, wish them well, and move on.
Don't take their garbage and spread it to other people at work, at home, or on the streets.
The bottom line is that successful people do not let garbage trucks take over their day. Life's too short to wake up in the morning with regrets. So... Love the people who treat you right. And love the ones who don't.
Life is ten percent what you make it and ninety percent how you take it!
Have a blessed, garbage-free day."
-- Dan Westfall
Thanks to Dan for sharing this story with us. Thanks, too, to the taxi driver who is a unique person.
The taxi driver knows that any event, any situation, any person you come across is neutral, that is, neither good nor bad until you place the label. Shakespeare said, "Nothing is good or bad, but thinking makes it so." Calling something bad, labeling it bad, is making the thing or event negative for you. You go negative on the negative thing and you are joining up with negative. Put it this way. Going negative is getting negative.
Your mind doesn't like that. It's saying, "What am I supposed to do? You want me to like it when something comes along that's negative?" Yes, you're supposed to like it. Better yet, love it. It's only negative because you think it is.
The taxi driver knew that. Were a garbage truck running him, he would have lashed out against the other driver. He would have gone negative and gotten negative. He would have ruined his day. He would have put himself in a negative frame of mind, a bad mood. Garbage would have won out. Garbage would have had a victory. Negative, non-love would have gotten stronger.
The taxi driver applied love. In so doing, love got stronger in him and increased his storehouse of positive energy. He remained happy and untouched by the event. It was a victory for freedom, freedom from non-love feelings, freedom from negativity and misery.
Most of the world is applying negativity, non-love feelings, thoughts, actions, and reactions. Look around. That's why most of the people in the world are sick, miserable, and very depressed.
Life is a decision. Your attitude, your outlook is a decision moment to moment. I'm going to be positive; I'm going to be negative. I'm going to express negative non-love into the world. I'm going to dump my garbage into the world. Or, I'm going to be positive. I'm going to express positive in the world. I'm going to apply love.
Lester Levenson said that in any situation, if you would love more, the situation would resolve in a positive way. The taxi driver knew that.
The taxi driver could have met garbage with garbage. It would have made his day negative. It would have presented Dan with a negative situation. Garbage would have won the day. Look what a difference the taxi driver made by remaining positive and loving in spite of the negative garbage being thrown his way.
Practice love. Practice being positive and loving in spite of garbage pails or garbage trucks. Being positive and loving in spite of what is happening is a victory for freedom, freedom from the garbage truck with all its negativity, stress, frustration, and suffering. Being positive and loving in spite of whoever or whatever is expanding your capacity to love and increasing your happiness.
The story says it right. Being positive is being loving. Being loving is being successful. Positive is the same energy as love, as success, happiness, and abundance. It's your decision. In spite of any circumstance you have a decision to make. Be positive and loving, or spread the garbage. Which one feels better? Which one provides the best outcome? Which one is better for you, for those around you, for the planet?
Next time something comes your way that you could throw garbage at, remember the taxi driver. Be positive and loving. Stay in the high energy of love and conquer any and all situations. Love is the answer.
Make it a victory for freedom over the garbage. Apply love. Love wins, you win.
Remember, life is ninety percent what you make it. Make it positive and loving.
Copyright 2008 by Lawrence Crane Enterprises. All rights reserved. Photocopying or other reproduction welcome if in its entirety.
*****
The Release Technique shows you how to be positive by letting go of the negative. Check it out at http://www.releasetechnique.com. The Release Technique Abundance Course consists of 20 lessons on 10 CDs. It has a 30-day money-back guarantee. What do you have to lose besides unhappiness and negativity?
About the Author:
Larry Crane has been teaching The Release Technique to executives of Fortune 500 companies for years. He has personally trained businessmen, psychiatrists, psychologists, sports and entertainment celebrities, salespeople, managers, and housewives in the art of letting go of problems, emotions, stress, and subconscious blocks that are holding people back from having total abundance and joy in their lives. The Release Technique has been taught to over 100,000 graduates worldwide. The Abundance Course IS the Release Technique, the original Release Technique Method as taught by Lester Levenson.
Check out the Experts page for Larry Crane, the Official SelfGrowth.com Guide to Abundance and to Overcoming Fear.
We were driving in the right lane when suddenly a black car backed out of a parking space right in front of us. My taxi driver slammed on his brakes, skidded, and missed the other car by just inches! The driver of the other car whipped his head around and started yelling at us.
My taxi driver just smiled and waved at the guy.
He was really friendly. So I asked, 'Why did you just do that? This guy almost ruined your car and sent us to the hospital.' This is when my taxi driver taught me what I now call 'The Law of the Garbage Truck.'
He explained that many people are like garbage trucks. They run around full of garbage, full of frustration, full of anger, and full of disappointment. As their garbage piles up, they need a place to dump it and sometimes they'll dump it on you. Don't take it personally. Just smile, wave, wish them well, and move on.
Don't take their garbage and spread it to other people at work, at home, or on the streets.
The bottom line is that successful people do not let garbage trucks take over their day. Life's too short to wake up in the morning with regrets. So... Love the people who treat you right. And love the ones who don't.
Life is ten percent what you make it and ninety percent how you take it!
Have a blessed, garbage-free day."
-- Dan Westfall
Thanks to Dan for sharing this story with us. Thanks, too, to the taxi driver who is a unique person.
The taxi driver knows that any event, any situation, any person you come across is neutral, that is, neither good nor bad until you place the label. Shakespeare said, "Nothing is good or bad, but thinking makes it so." Calling something bad, labeling it bad, is making the thing or event negative for you. You go negative on the negative thing and you are joining up with negative. Put it this way. Going negative is getting negative.
Your mind doesn't like that. It's saying, "What am I supposed to do? You want me to like it when something comes along that's negative?" Yes, you're supposed to like it. Better yet, love it. It's only negative because you think it is.
The taxi driver knew that. Were a garbage truck running him, he would have lashed out against the other driver. He would have gone negative and gotten negative. He would have ruined his day. He would have put himself in a negative frame of mind, a bad mood. Garbage would have won out. Garbage would have had a victory. Negative, non-love would have gotten stronger.
The taxi driver applied love. In so doing, love got stronger in him and increased his storehouse of positive energy. He remained happy and untouched by the event. It was a victory for freedom, freedom from non-love feelings, freedom from negativity and misery.
Most of the world is applying negativity, non-love feelings, thoughts, actions, and reactions. Look around. That's why most of the people in the world are sick, miserable, and very depressed.
Life is a decision. Your attitude, your outlook is a decision moment to moment. I'm going to be positive; I'm going to be negative. I'm going to express negative non-love into the world. I'm going to dump my garbage into the world. Or, I'm going to be positive. I'm going to express positive in the world. I'm going to apply love.
Lester Levenson said that in any situation, if you would love more, the situation would resolve in a positive way. The taxi driver knew that.
The taxi driver could have met garbage with garbage. It would have made his day negative. It would have presented Dan with a negative situation. Garbage would have won the day. Look what a difference the taxi driver made by remaining positive and loving in spite of the negative garbage being thrown his way.
Practice love. Practice being positive and loving in spite of garbage pails or garbage trucks. Being positive and loving in spite of what is happening is a victory for freedom, freedom from the garbage truck with all its negativity, stress, frustration, and suffering. Being positive and loving in spite of whoever or whatever is expanding your capacity to love and increasing your happiness.
The story says it right. Being positive is being loving. Being loving is being successful. Positive is the same energy as love, as success, happiness, and abundance. It's your decision. In spite of any circumstance you have a decision to make. Be positive and loving, or spread the garbage. Which one feels better? Which one provides the best outcome? Which one is better for you, for those around you, for the planet?
Next time something comes your way that you could throw garbage at, remember the taxi driver. Be positive and loving. Stay in the high energy of love and conquer any and all situations. Love is the answer.
Make it a victory for freedom over the garbage. Apply love. Love wins, you win.
Remember, life is ninety percent what you make it. Make it positive and loving.
Copyright 2008 by Lawrence Crane Enterprises. All rights reserved. Photocopying or other reproduction welcome if in its entirety.
*****
The Release Technique shows you how to be positive by letting go of the negative. Check it out at http://www.releasetechnique.com. The Release Technique Abundance Course consists of 20 lessons on 10 CDs. It has a 30-day money-back guarantee. What do you have to lose besides unhappiness and negativity?
About the Author:
Larry Crane has been teaching The Release Technique to executives of Fortune 500 companies for years. He has personally trained businessmen, psychiatrists, psychologists, sports and entertainment celebrities, salespeople, managers, and housewives in the art of letting go of problems, emotions, stress, and subconscious blocks that are holding people back from having total abundance and joy in their lives. The Release Technique has been taught to over 100,000 graduates worldwide. The Abundance Course IS the Release Technique, the original Release Technique Method as taught by Lester Levenson.
Check out the Experts page for Larry Crane, the Official SelfGrowth.com Guide to Abundance and to Overcoming Fear.
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