Archive Monthly Archives: March 2009

More Self Improvement for Salespeople

How do you know if a person is willing to attain self improvement? This is a question with no definite answer. It will all depend on the individual.

Many people have goals, dreams or ambitions but do not know how to go about achieving them. They may have thought about what would make up self improvement and their ideal life, but have no idea how to even begin to make the plans and take the actions required to make them a reality.

Some people have a vague idea on how to go about self improvement. These are the ones that believe that if only they had a better job, or had been given better opportunities, or met the love of their life, or whatever else, everything would be fine and they would be happy.

They feel that their happiness or lack of happiness is decided by external factors and their thoughts and actions are of little consequence.

Some believe that if only they had more money they could have whatever they want and be on their way to self improvement.

They may have spent little time thinking about what they actually want from life, and do not really believe there is anything they can do to create their fuzzy version of utopia anyway, apart from buying more lottery tickets.

Other people do not even know what they actually want from their lives and may even have little idea what would really makes them happy. They seem to just drift from day to day, week to week, month to month, and year to year, and do little more than just about get by.

They may have seemingly secure jobs and be earning enough to live relatively comfortable lives. They seem happy enough and have no great ambition to achieve anything more from their lives than they currently have.

Is self improvement important?

The reality is that throughout our lives we are all constantly growing and developing. Circumstances make us grow and develop, even if we do not make the conscious decision to do so.

Up to a certain age, we learn through formal education and we continue to learn through our experiences for the rest of our lives. We have to learn and grow to deal with everything that life throws at us. We all have to go through self improvement.

Modern life moves at a dramatically faster pace than at anytime in history. For anyone living in modern society there are more opportunities to do anything that you want to do with your life than ever before.

But there is also more competition than ever before, and ever changing technology means that there really are few, if any ‘jobs for life’ anymore. It is now normal not only to change jobs quite often throughout our working lives, but even to completely change careers and industries.

Because the workplace is so competitive, people who are ambitious and hungry for success know they need to learn new skills and knowledge to keep ahead of the pack. To attain this, self improvement is needed.

These are the people that will be most likely to keep their jobs, or progress within their chosen field, or that will be readily employable in different organizations or industries.

A commitment to self improvement and personal growth may well be the deciding factor in how anyone’s future will turn out.

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For Sales Manager and Sales Person

The Powers of a Positive Attitude

I am going to ask you to something very weird right now. First of all, I want you to listen to your thoughts. Now tell me, what thoughts fill your head? Would you label them as positive, or negative?

Now let’s say you are walking down the street with these thoughts. Do you think anyone who would meet you would be able to tell you what’s on your mind?

The answer to number one is up to you. But, the answer number two can be pretty generic. Although people will not be able to tell you exactly what you think, they will more or less have an idea of how you are feeling.

Here’s another question. When you enter a party filled with friends, do they all fall silent as if something terrible had happened? Or does everybody there perk up as if waiting for something exciting to happen?

You know what? The answer to all these depends on your frame of mind.

Thoughts are very powerful. They affect your general attitude. The attitude you carry reflects on your appearance, too – unless, of course, you are a great actor.

And it doesn’t end there. Your attitude can also affect people around you.

The type of attitude you carry depends on you. It can be either positive or negative.

Positive thoughts have a filling effect. They are admittedly invigorating. Plus, the people around the person carrying positive thoughts are usually energized by this type of attitude.

Negative thoughts on the other hand have a sapping effect on other people. Aside from making you look gloomy and sad, negative thoughts can turn a festive gathering into a funeral wake.

A positive attitude attracts people, while a negative attitude repels them. People tend to shy away from those who carry a negative attitude.

We can also define attitude as the way of looking at the world. If you choose to focus on the negative things in the world, more or less you have a negative attitude brewing up. However, if you choose to focus on the positive things, you are more likely carry a positive attitude.

You have much to gain from a very positive attitude. For one, studies have shown that a positive attitude promotes better health. Those with this kind of attitude also have more friends. projecting a positive attitude also helps one to handle stress and problems better than those who have a negative attitude.

A positive attitude begins with a healthy self-image. If you will love the way you are and are satisfied, confident, and self-assured, you also make others are around feel the same way.

A negative attitude, on the other hand, has, of course, an opposite effect. So, carrying a negative attitude has a twofold drawback. You feel bad about yourself, and you make others feel the same way.

If you want to have a positive attitude, you have to feature healthy thoughts. This is probably very hard to do nowadays since, all around us, the media feeds us nothing but negative thoughts. A study shows that for every 14 things a parent says to his or her child, only one is positive. This is truly a saddening thought.

If you want a healthier outlook in life, you need to think happy thoughts, and you have to hear positive things as well. So, what can you do? Well, for starters, you could see a funny movie, you could play with children, spend some time telling jokes with friends. All these activities fill you with positive stimuli, which in turn promotes positive attitude.

Although it is impossible to keep ourselves from the negative things around us, you can still carry a positive attitude by focusing on the good things, the positive things in life.

And this positive attitude you now carry can be of benefit to other people. Sometimes when other people feel down, the thing people mostly do is try to give them advice. But sometimes, all they need is somebody to sit by them, and listen to them. If you have a positive attitude you may be able to cheer them up without even having to say anything.

If positive attitude is really great, why do people choose to adopt a negative attitude instead? One who carries a negative attitude may be actually sending a signal for attention. Before you get me wrong, feeling sad, angry, or gloomy is not wrong itself. But dwelling on these thoughts for far too long is not healthy either. There is a time to mourn.

As always, if you are beset by troubles, even in your darkest hour, focus on the good things in life, you will always have hope. Problems become something you can overcome.

You do not have much to lose by adopting a healthy, positive attitude. Studies show that such an attitude actually retards aging, makes you healthier, helps you develop a better stress coping mechanism, and has a very positive effect on all the people you meet every day. So, what’s not to like about a positive attitude? Adopt one today.

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Sales Managers and Sales Staff Motivation

These Motivation hints are for Sales Managers and Sales Staff. Read carefully and take it in. I can guarantee your performance will improve if you can master these suggestions:

Just as willpower is an essential factor in achieving success, at some point in time, discouragement and lack of motivation may hinder you from reaching your objective. And it is up to you, and you alone to devise techniques that will help you keep that drive within afire.

It is helpful to have visual goals. whatsoever that is you are working towards, make it visual. It maybe something material like a car, or a vacation you have been looking forward to for the longest time.

Take or cut out a picture of it and post it at a conspicuous place at work or at home where you can see it often. So that when you feel discouraged, this will remind you of your goal and will help you keep your spotlight.

Make a contract with oneself. According to motivational researches, people who write down to-do-lists are far more triumphant in achieving their intended goals than those people who just keep mental lists instead.

Putting something in writing somehow makes it more powerful psychologically speaking. This may also be the basis why most cultures have such a high regard in honoring contracts. In the contract, you may also include a certain reward that you will give yourself once you have accomplished the task.

After all, everyone likes to be rewarded for completing a good job. Even a simple pat on the back, or a thank you may do the trick to give the person the additional push to carry on, but unfortunately, these may not always be readily available. Considering that these are also essential in keeping oneself motivated, you must learn to find a way to get that encouragement on your own through pleasing yourself.

Abusive people lower your self-esteem and bring you down. Get these negative people out of your life. Surround yourself with positive people. Imitate their example. Smile amply and think happy thoughts.

These will give you a brighter outlook and lets you see a clearer picture of what you really want and a fresh mind to know what steps to take to get there. Rather than wait for things to happen, try to be proactive and MAKE THINGS HAPPEN. Inactivity idles the brain and stagnates your potential to reach your goals.

Read inspirational books and literature. These will help you improve your attitude and heal your mind. A book of success stories also proves to be encouraging. You will not only learn from others’ experiences and derive confidence boosting insights from them but the story will be instrumental in motivating you to go for your goal and move ahead with your plans. If this still seems to falter, get training or education.

Oftentimes, not knowing how or where to start is frustrating. Knowledge is power. Having a clear understanding of how and where to start is empowering and it will provide the extra drive needed to hit the mark you are aiming at and follow it through.

Having enumerated all these tips and tricks to attain self-motivation, but still you seem to feel lacking that much needed drive, there is one last thing that you must try.

Whatever it is that you have been meaning to do, or wanting to achieve, JUST DO IT! Keep on aiming high and go for it! Actually getting your hands dirty best solves the problem of motivation. By forcing yourself to just do it, your momentum will pick up gradually as you go along and before you know it you have finished the task or have finally achieved your goal. Divide and conquer is the key.

Break down the apparently unattainable activity to small doable steps. Not only does it become less overwhelming, but seeing the “in the meantime” results will further your confidence that it can indeed be done.

Lack of motivation happens to us all, but if you do not encourage yourself to accept opportunities and be challenged, no one else will. It is most important to keep your eye on the goal, find ways to keep going, and in no time, you shall reap its benefits.

And if at the beginning you were just doing it for the material reward, you will also learn to realize that the fulfillment, satisfaction and self-achievement you derive from reaching your goal is a much enjoyable high that will keep the drive within constantly burning.

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Motivation

Five Easy Steps to Staying Motivated

Motivating yourself to excel at your job or to be an example to your employees, should not be something you do only when the spirit moves you. It’s an ongoing process that should include every facet of your business life. This means your mental attitude, physical well-being and appearance, work atmosphere, your interaction with others (clients and employees alike), and your off-the-job environment.

Motivational experts get paid big bucks to tell professionals, striving for success, that they must constantly examine these factors. How do you do that? Follow the 5 tips that follow, and watch the changes.

1. Maintain a Positive Attitude – Let’s realize that life is only 10% of what happens to us and 90% how we react to it. We’re responsible for our own actions and attitudes, and changing them when appropriate. When you’re around people/things that are uplifting and positive, you feel that way. You have more confidence in yourself, and know you can change whatever needs changing. If you can make your workplace such a place you’ll find happier workers and higher production. You might even find your employees look forward to coming to work!

2. Leave Personal Troubles Home – Everyone has problems, but they don’t belong at work. Turn your attention and energy entirely to your on-the-job tasks. This will actually be good for you because you’ll get a mental break from your troubles.
3. Create Positive Affirmations – The reason for writing goals for your business is the same as creating positive affirmations on paper. What your eyes see and ears hear, your mind will believe. Try it! After you’ve written them down, read them aloud to yourself – and do it every morning when you get into work. You’ll be amazed at what happens. Come up with a set of new ones every month. Statements such as, “I’m an important and valuable person,” or “I know I’ll make good use of my time today.” Repeating them out loud everyday at a set time will help reinforce positive actions.

4. Make Sure Break Times Are Really Break Times – This is an area where most bosses/entrepreneurs fall down. You become so intense about the project or situation you’re working on that you don’t ease up. Thinking that it’ll be solved in the next few seconds, and then you’ll get a cup of coffee can lead you right up to quitting time. Regularly adhering to a specified break schedule, even if you’re the boss, releases the tension. If you work on a computer this is even a greater problem because before you realize it – you’ve been working in that same position for hours. The best answer to this is to set yourself a reminder on your appointment calendar for every 2 hours, and let the computer reminder chime send you the alert to move around.

5. Exercise, Exercise, Exercise – I know that lately it seems that “exercise” is the cure-all to every physical ailment or your love life, but despite that there is some truth to that ugly word. By “exercise” I don’t mean that you should go out and join a gym and spend your lunch-time, 3-days-a-week there working out. What is really beneficial and workable is that at those chiming alerts from your computer, get up and walk around your desk or room. Maybe go outside and get the mail and enjoy the sunlight (if you’re an entrepreneur that has a home office), or just get up and do a few stretches. Concentrated, tense thinking – typing – plotting plans – or whatever your work, makes all those muscles tighten up and knot up. Then when we move we “ooh” and “ouch” because we’ve knotted up into a ball of tension. Periodic stretching, even at our desk, or just getting up and walking over to the window and getting a different view can help. One of the greatest disservice modern business décor has done to us, is making our offices pristine, sleek, unencumbered spaces. There is nothing more relaxing than getting up from your desk and walking over to a peaceful, serene, seascape or pastoral painting and just drinking it in visually. Momentarily transporting your mind out of work and into that place does wonders. A few good paintings and less shiny chrome in offices would benefit us all.

It only takes a little concentrated effort on our part to keep motivated and productive, which leads to success. I know you’re going to hate hearing this, but it’s true anyway – and that is, “WHEN LIFE GIVES YOUR LEMONS – MAKE LEMONADE!”

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A Few Interview Tips

When you are at an interview, you may not be aware of this but your interviewer is observing your body language, very carefully. Your body language says a lot about yourself, so you need to control negative body movements and encourage positive body movements and habits. Humans naturally send and receive nonverbal communication; they have been doing so since the beginning of time. When your girlfriend folds her arms but has a smile on her face, are you not wondering what she upset is about or clammed up for. At an interview, you never want your body language to contradict your words, this makes you appear like a liar. The first impression, or the first few minutes of your interview are the most lasting.

The Handshake: your hands should be clean and well manicured, and free of perspiration. You want to allow the interviewer to initiate the handshake, which should match the interviewer in firmness, do not give a firmer handshake than them. Smile at the interviewer and look them in the eyes. It should last between two to five seconds. When departing the interview, the handshake may last longer, smile and lean forward as you shake.

Here are a few things you will want to avoid at an interview:

Clasping your hands behind your head
Adjusting your tie constantly
Slouching in your chair
Pulling your collar away
Picking at your face or outfit
Tight smiles or tension in face
Little eye contact
Wrinkling your eyebrows
Rapidly nodding your head
Any nervous tics
Crossing your ankles – means withholding information
Crossing your legs away from the interviewer- toward is ok
Crossing one ankle over the other knee
Crossing your interviewers personal space
Avoid grinning idiotically
Gnawing on one’s lips absentmindedly
“Faking” a cough during a tough question
Folding or crossing your arms
Avoid compulsive jabbing the floor or desk with your foot
Loud, obnoxious laughter

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EFCA: High-Pressure Spin Selling and Creative Organizing for Labor …

Under EFCA, union organizers will be free to use aggressive and emotionally manipulative sales techniques to pressure or mislead employees into joining a union.

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Sales Manager and Being a Leader

Who are leaders? What are the requirements to become a leader? Are the leadership qualities inherent? How a leader does differ from a normal man? What are the actual leadership qualities?

The answers to these questions in a layman language can be given as a leader is one who can lead others, who can control the behavior of others and who can manage others to perform in the desired way. Leadership is not limited to position, experience, training, title or authority. After studying the biography of hundreds of historical and contemporary leaders it can be concluded that up to some extent leadership qualities are inherent but good leaders are created or made and they are not born because these inherent qualities need to be polished and mold through experiences and are made feel within an individual by giving him some authority. But this also does not mean that if a person does not possess those inherent qualities he can not become a leader. The fact is that a person can become leader if he has strong will to become a successful leader and on his way he constantly develops himself through a process of self analysis, training and then experience.

Now how does a person can become a successful and an effective leader?
It is a simple five step process. This simple five step process can make you a successful leader. These are as:

A magnificent vision: A leader can not exist without a vision. The vision is always in the mind of a leader. The vision only can take a leader to perform great action. He should have a clear view of his aim of life that he wanted to achieve in his life.

Leader should know his strengths and weaknesses: A wise and right leader is one who has a clear knowledge of his strengths and weaknesses. Without self analysis he will not be able to take right actions in the situations. Like for a leader it is required that he take advantage of his strengths and give a proper defeat to his opponents and he should also avoid the areas of his weaknesses and prefers to hire others for those kinds of jobs.

High targets: A good leader is one who has high targets and makes consistent efforts to achieve those targets. With body he gets tired but by mind he is never tired and his mind is always striving to achieve better. Growth is his very first objective.

Right choice for selection of right man for right work: A good man is one who has capabilities enough to select the right person for the right job. He should be able to differentiate between the groups of candidates for allotment of work. A leader can only get required support from his group of members only when he has made right decision to select his group members.

Commitment Bounded: A good leader is one who is commitment bounded. He always fulfills his promises. He never let his goodwill go down and always work to strive for perfection and to achieve goals for the satisfaction of others and also takes care for the rights and interests of his group members.

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How to Stop Cold Calls from Feeling Intrusive

4 key ways to be seen as helpful while cold calling

Most people sense that cold calls are self-serving to the person calling. You can almost hear the unspoken thought, “You want something, right? Otherwise why would you be calling?” This triggers almost immediate resistance.

For cold calling to be done in a non-intrusive way, we must shift the perception away from “you want something,” into “you are being helpful.” When our cold calls do not feel intrusive, people naturally are more open to talking with us.

Shifting this perception in others is all about shifting a perspective within ourselves.

Focusing on being helpful takes us away from the traditional sales mindset. In the old mindset, we talk about ourselves and our product or service. In this new approach, weíre focusing on potential clients and what may be helpful to them.

To be perceived as helpful, we must actually be helpful. If we try to use “being seen as helpful” as just another sales technique, people will sense our hidden agenda and react with suspicion. Be sincere in your approach and desire to help the other person.

Here’s how to stop being intrusive and start being helpful:

1.

Make It About Them, Not About You

We have all learned that when we begin a conversation with a potential client, we should talk about ourselves, our product, and our solution.

But this self-focus almost always feels intrusive to the other person and shuts down the possibility of a genuine conversation.

Instead, step directly into their world. Open the conversation with a question rather than a sales pitch. For example, “Iím just giving you a call to see if your company is grappling with unpaid invoices issues?”

Never let the person feel that your focused on your own needs, goals, or agenda. Communicate that weíre calling with 100 percent of your thoughts and energy focused on their needs.

2.

Avoid the Artificial Salesperson Enthusiasm

People feel pushed along by artificial enthusiasm. This triggers rejection because it feels very intrusive to be pushed by someone they donít know.

Artificial enthusiasm includes some expectation that our product or service is a great fit for them. Yet, weíve never spoken with them before, much less had a full conversation with them. We canít possibly know much about them or their needs.

And so to them, we are simply someone who wants to sell them something

It is better to modestly assume you know very little about them. Invite them to share with you some of their concerns and difficulties. And allow them to guide the conversation, even when it means getting “off track” a bit.

3.

Focus on One Compelling Problem to Solve

Don’t go into a pitch the way you would if you were operating out of the traditional sales mindset. Make what you say about them, not about you. Try to keep in mind that who you are and what you have to offer are irrelevant at this moment.

The key is to identify a problem that you believe the other person might have. Depending on your business or industry, here are some examples of what you might say:

I am just calling if you would be open to looking at any possible hidden gaps in your business that might be causing sales losses?

I am just calling to see if you’re grappling with problems of employee performance related to a lack of training support?

I am just calling to see if youíre open to looking at whether any department in your company might be losing revenue due to vendor overcharges?

Address one specific, concrete problem that you know most businesses experience. Don’t make any mention of you or any solutions you have to offer. Remember, it’s always about them, not about you.

4.

Consider “Where Should We Go From Here?”

Let’s say the initial call turns into a positive and friendly conversation. The other person feels you’re offering something valuable, and wants to know more. Both of you feel there may be a match.

Rather than focusing on making a sale at this point, you can simply say, “Well, where do you think we should go from here?”

This question reassures potential clients that you’re not using the conversation to fulfill your own hidden agenda.

Rather, your giving them space and time to come to their own conclusions. You’re helping them create their own path, and you will follow.

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Big Sales Require Big Questions

If you are expecting to make big sales remember you must ask big questions. The single and most powerful question surely is “How does this problem affect you or your business?”
What does the problem mean?
Many sales people forget this part of the sale. They just jump in with a proposed solution the minute a problem is raised by the customer.

Great sales people always explore the problem, find out what the implication is and how it affects the customer. This is the single biggest issue about making major sales. Sales Manager’s must understand this.

If you are a Sales Manager and control a sales team PLEASE make sure you understand this important skill. Make certain you can demonstrate how powerful these questions can be. Rather than have your sales people rushing out and giving away information about your products or services make certain they are equipped with the skills of asking the vital and correct questions.

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