Add You - Business

Cutting Through Stalls and Objections
It's the prospect. If stalls and objections frequently come up in your sales calls, it's a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen:* It helps your credibility when the prospect sees that you're not afraid to bring up stalls and objections, even before you're asked. This promotes a feeling of trust.* You remain in control, not the prospect.* You can save time and get down to business faster and easier.Here's how you can handle stalls and objections up-front:"Art, sometimes when I talk to people about what we do--and it may not be the case here--sometimes they tell me one of the following: They see all vendors as being the same; they hate the idea of going through the process of whom to select to provide this product (or service); they had a bad experience the last time they tried someone new; or they're not sure which direction or application will be best for them. Which of these, if any, Art, is a concern to you?"The idea is to take three or four of the most common objections--those that you hear most often--and phrase them in a multiple-choice question that prompts the prospect to select one or more. This technique smokes out an objection that might get in the way of your progress later in the presentation.When your prospect selects one of the objections, you then reverse by saying:"Really? I'm surprised by your answer. Why did you pick that one?"Probe a couple more times to find out the real objection. Then, decide if the prospect's obj

ion in trade groups and volunteer organizations today are dwindling. This is surprising since such groups provide a convenient vehicle to meet and exchange ideas with your peers. Such forums are useful:

To exercise our basic social skills.
To stay abreast of current developments in our field of interest.
To establish relationships with people who possess different skills and knowledge that can help us.

Instead of resisting networking with others, the younger generation should embrace it. I heartily recommend joining trade groups and volunteer/charity/fraternal organizations. Regardless of the group dynamics involved, such forums help to improve ourselves personally and professionally.

6. TURN OPPONENTS INTO PROPONENTS

Sales Success Secrets for the 4th Quarter
This is the beginning of the fourth and final quarter of the year. Today is the day to make your move forward. The time for excuses, the time for waiting is over. It's now or never. If not today, then when?"People are always blaming their circumstances for what they are. I do not believe in circumstances. The people who get on in this world are the people who get up and look for the circumstances they want, and if they cannot find them, make them." ---George Bernard ShawHas this year been all that it could have been? Have you left some on the table because you lacked certain skills or the energy, courage and persistence you needed to practice those skills?Are you getting the results that you really believe that you are capable of? Have you done all the things you need to do to reach the level of success that you dream of?There are valuable lessons to be learned with each and every setback or temporary challenge we encounter. Are you getting all you can from these challenges? Are you learning and taking steps to benefit from those learnings? Are you taking action?Success comes to those that are ready. They have learned all the valuable lessons. But, there will be resistance all along the way. Resistance from others who will belittle your ideas and resistance from within yourself.. Hopefully, we have all learned to ignore those who love to critique while taking no action themselves. The most dangerous of these two forms of resistance is without a doubt the resistance that comes from within. "I need to wait until I am ready." "I

"Social intercourse is a two way street. Make sure you are driving on the right side."
- Bryce's Law

INTRODUCTION

In past articles I have described the problems our younger workers are having with interpersonal relations/comunications. Many find it easier to plug into an iPod as opposed to working with others. This is resulting in a socially dysfunctional workplace where people work at odds with each other. To overcome this problem, I offer the following suggestions for improving a person's social intercourse. There is nothing magical here, just ten commonsense tips to help you develop better relationships with your coworkers, your vendors, and your customers.

1. GREET SOMEONE

Nobody wants to feel unwelcome or unappreciated. If they do, they will feel like outcasts and less likely to help you with something. The objective is to make people feel at home. This can be accomplished with a simple greeting or a firm handshake while looking at the person directly in the eyes.

It is easy to detect when a greeting is sincere or routine. Your goal is to appear genuinely concerned about the person. This can be achieved by:

- Complimenting on some personal attribute of the person (e.g., clothes,

hair, car).
- Inquiring about a person's family (e.g., birthday observed, anniversary,

graduation, pets, health, etc.)
- Asking about an event the person recently experienced (e.g., attendance

at an event, participation in a volunteer organization/charity, a new job

or project assignment, etc.),
- Commenting on something newsworthy - community, sports, weather ("What did you think about...?")

Such greetings are an expression of your interest in the person. Too often greetings become routine and, as such, less credible. Try to break it up.

A good, basic greeting can work wonders in building cooperation between people.

2. ENGAGE IN A CONVERSATION

People have a natural curiosity as to what you are all about. The best way to communicate this is to engage in simple conversation. Some people are naturally shy and tend to withdraw from such discourse. If one person is not willing to start a conversation, another should take the initiative simply by asking the other, "How are you?" or "What do you think?"

A good icebreaker is to tell a joke. But in this day and age of "political correctness," exercise good judgment and taste in your humor. Avoid slang and offensive remarks unless the occasion calls for it. Goodhearted kidding and teasing is fine, as long as it doesn't turn malicious.

Some people do not have the gift of gab for telling jokes. As such, tell a story about some recent event that happened to you. But don't ramble. Stay focused and be sure your story has a point to it.

A conversation is a two-way street, regardless if it is humorous or serious in tone. Look interested, stay focused, and ask questions. Also be careful not to dominate a conversation unless that is your intention. If you have a tendency to monopolize a conversation, people will be less likely to engage in conversation with you.

For additional information on discourse, see:

No. 60 - "The Art of Persuasion" - Feb 20, 2006
http://www.phmainstreet.com/mba/ss060220.pdf

3. VOLUNTEER

Many people prefer to sit back and watch as others perform the work. Volunteering your time or skills may add an additional burden but it tells others you believe in them and are willing to help out. Such an expression also makes it easy for you to solicit support when you are in need of help.

4. ASK FOR ADVICE

Too often people are too proud (or too stubborn) to ask for directions in our journey through life. But asking for advice from a colleague accomplishes two things: first, you might get the answer you seek, and; second, it says to the person you trust and respect their opinion. By confiding in an individual, the advisor becomes concerned with your best interests. This leads to mutual trust and respect between people.

When you are asked to offer advice to another, be as articulate and rational as possible. If you do not know the correct answer, do not fabricate advice or mislead the person. This will only shatter the person's trust in you. Instead, point him in another direction where he might find the answer he is seeking.

5. NETWORK

It seems participation in trade groups and volunteer organizations today are dwindling. This is surprising since such groups provide a convenient vehicle to meet and exchange ideas with your peers. Such forums are useful:

To exercise our basic social skills.
To stay abreast of current developments in our field of interest.
To establish relationships with people who possess different skills and knowledge that can help us.

6. TURN OPPONENTS INTO PROPONENTS

Keys to Entrepreneurial Success
Over the past several years, Growthink has had the opportunity to assess the successes and failures of numerous entrepreneurs. In doing so, several lessons have become apparent that can often make the difference between success and failure in entrepreneurial ventures. Here is a review of the top four lessons.Focus, focus, focus, focus, focus. The word “focus” simply cannot be said enough. When launching and growing a venture, tons of opportunities and obstacles arise. Entrepreneurs that succeed are typically the ones that see the forest from the trees. They remain focused on the prize. They consider new opportunities, but also note that pursuing them often takes them away from accomplishing what they set out to do.Hire smart. Companies succeed based on the people that comprise them. Virtually all people in a small, growing entrepreneurial company make key decisions and take actions that can significantly impact the success of the venture. As such, the people that are hired must be hired with care. They must be intelligent, responsible, and equally importantly, have the enthusiasm to succeed and the ability to work in a fast-paced, rapidly changing entrepreneurial environment.Communicate. So, you’ve followed the first two lessons. You have set company goals and remain focused on achieving them. You have hired great people. Now, it is important to effectively communicate. The laser-sharp focus and goals must be communicated to the great team. Management must share information, instill company values and vision, discuss each employee’s performance with them, and m

enuinely concerned about the person. This can be achieved by:

- Complimenting on some personal attribute of the person (e.g., clothes,

hair, car).
- Inquiring about a person's family (e.g., birthday observed, anniversary,

graduation, pets, health, etc.)
- Asking about an event the person recently experienced (e.g., attendance

at an event, participation in a volunteer organization/charity, a new job

or project assignment, etc.),
- Commenting on something newsworthy - community, sports, weather ("What did you think about...?")

Such greetings are an expression of your interest in the person. Too often greetings become routine and, as such, less credible. Try to break it up.

A good, basic greeting can work wonders in building cooperation between people.

2. ENGAGE IN A CONVERSATION

Some people do not have the gift of gab for telling jokes. As such, tell a story about some recent event that happened to you. But don't ramble. Stay focused and be sure your story has a point to it.

For additional information on discourse, see:

No. 60 - "The Art of Persuasion" - Feb 20, 2006
http://www.phmainstreet.com/mba/ss060220.pdf

3. VOLUNTEER

4. ASK FOR ADVICE

5. NETWORK

To exercise our basic social skills.
To stay abreast of current developments in our field of interest.
To establish relationships with people who possess different skills and knowledge that can help us.

6. TURN OPPONENTS INTO PROPONENTS

Feedback For Learning Can Turn Your Team Into Winners
Feedback:Most experts agree both types; constructive and positive feedback are beneficial and important to performance improvement. However, the way the feedback and timing of it are crucially factors.Method:Feedback will be effective only if it is specific. General statements like “ You really did a good job.” Or “ You didn’t do that so well.” Will do little to improve skills or serve as confidence builders. When providing constructive feedback, don’t focus on what was done incorrectly. Here’s an example of a not so effective feedback: “ Your answer of the phone was too short and incomplete” This feedback identifies the problem but does not state how to correct the problem. Here is a more effective way to provide feedback: "This time try to be sure to state your company name and identify yourself to your caller. Let me give you an example…”Timing:The intent for feedback is to give confidence and skill improvement. For feedback to be beneficial it must come immediately after the task is performed. To be effective, it must be given prior to the next time the individual performs the task.Finally, when giving feedback, focus on a maximum of two things. It isn’t realistic to think a person can focus on more than two areas to be improved. Try to select the most critical or important area to be improved. Be sure to relay how to improve rather than what the person did wrong.© Bower Income and Profit Systems MMIII All Rights Reserved.

ould take the initiative simply by asking the other, "How are you?" or "What do you think?"

Some people do not have the gift of gab for telling jokes. As such, tell a story about some recent event that happened to you. But don't ramble. Stay focused and be sure your story has a point to it.

For additional information on discourse, see:

No. 60 - "The Art of Persuasion" - Feb 20, 2006
http://www.phmainstreet.com/mba/ss060220.pdf

3. VOLUNTEER

4. ASK FOR ADVICE

5. NETWORK

To exercise our basic social skills.
To stay abreast of current developments in our field of interest.
To establish relationships with people who possess different skills and knowledge that can help us.

6. TURN OPPONENTS INTO PROPONENTS

Waiter Training - Casting for Restaurant Show Business
Quality 'Casting' or recruitment, is critical to everything in hospitality show business.Think of a typical theatre performance- the audience files in, the curtain goes up, the actors make their entrances and speak their lines. If each and every cast member, not to mention the writer, director, stagehands, customers, makeup artists, and lighting technicians, have prepared themselves and the theatre well, the audience enjoys the show and tells others about it.However, despite the proven talents of individual members of the cast or the presence of an award-winning director or the skills of the backstage crew, the whole thing can be a magnificent flop if just one person fails to do a job on which everyone else depends.Filling out your service cast with people who can star in their roles is the key to success. But casting for a restaurant show is far more involved and difficult than hiring just anybody to answer a phone, or take orders and deliver food.To get the right kind of people for your own service repertoire, you have to know:-The characteristics you are looking for -How to attract and identify individuals that have the right characteristicsAttributes of a great cast memberPeople orientated, enthusiastic, outgoing and confident are all words we can use to describe a potentially good performer.People Orientated individuals enjoy entertaining guests and orchestrating everything, from a simple meal among friends, to an extravagant celebration. On the restaurant stage the applause might not just come from the tip, but the appr

>Many people prefer to sit back and watch as others perform the work. Volunteering your time or skills may add an additional burden but it tells others you believe in them and are willing to help out. Such an expression also makes it easy for you to solicit support when you are in need of help.

4. ASK FOR ADVICE

5. NETWORK

To exercise our basic social skills.
To stay abreast of current developments in our field of interest.
To establish relationships with people who possess different skills and knowledge that can help us.

6. TURN OPPONENTS INTO PROPONENTS

Negative Feedback
In the business world sometimes you would need to provide negative feedback. It is not very pleasant. In this article I will discuss negative feedbacks in more details.Communication skillsMr. To demonstrated good communication skills while performing his duties within the marketing division. His ability to listen to the bank’s new clients (small and medium enterprises- SMEs) and convey to his colleagues clients’ needs for financial funding was demonstrated in the successful implementation of Vietcombank’s micro-credit program supporting SMEs, particularly in private sector.Mr. To effectively interacted with the project finance division and clearly explained SMEs’ concerns on mandatory collaterals in applying for banking financing. Thanks to his efforts in passing feedback from SMEs, the rigid financing procedure in which financing decisions had been based on the collaterals rather than on the feasibility of business plans was removed. Mr. To exhibited ability to smoothly communicate across the bank’s channels while maintaining good relationships with SMEs, which became the key client segment of Vietcombank in the reform to diversify investment portfolios and reduce credit risk.Job understandingThough sometimes digressing from his core duties, Mr. To was quite knowledgeable of the scope of work activities expected of him. Within the realm of client segmentation, he properly analyzed characteristics of the two key client segments and researched their needs of financial support from Vietcombank. For example, based on researches, Mr.

To exercise our basic social skills.
To stay abreast of current developments in our field of interest.
To establish relationships with people who possess different skills and knowledge that can help us.

6. TURN OPPONENTS INTO PROPONENTS

Today we live in a competitive society (some prefer the expression "a dog-eat-dog world"). I guess this is somewhat natural. There is nothing wrong with some friendly competition; it is when it turns vicious, thereby turning competitors into enemies, that you have to be careful. To overcome this problem, be gracious in defeat and magnanimous in victory. This was the secret to Abraham Lincoln's success. After losing earlier political campaigns, Lincoln would stun his opponents by appearing at their victory celebrations and offering a sincere hand of congratulations and support. Because of this, his early opponents became his proponents later on. After winning the presidential campaign of 1860 he again stunned his opponents by offering them seats in his cabinet. These former opponents became his closest confidants during the dark days of the American Civil War.

It is one thing to go into a contest confidently; it is quite another to go in with a chip on your shoulder, thereby inviting trouble. Take disagreements in stride and pick your fights carefully. Ask yourself if it is really necessary to create an enemy at this point in your career.

7. BE COURTEOUS

Your manners and how you interact with others says a lot about a person's character. Basic courtesy means you are socially well adjusted. No, I am not suggesting everyone turns into a "Miss Manners," but attention to basic courtesy can improve your image with others. Small details can have a dramatic effect. For example:

A simple Thank You note will be remembered for a service rendered. I have been a program chairman for various organizations over the years. After a speaker conducted a presentation for me, I would be sure to send a thank you note to him/her for their presentation (regardless if there was an honorarium or not). This is a nice personal touch that is remembered. Consequently, I never have a problem securing a speaker.
Invite others to participate in events. Again, a personal note can work wonders and makes people feel wanted. If you stumble over an omission on your invitation list (which inevitably happens), move swiftly to correct the omission. Include people, don't exclude them, let them know their presence has meaning to you.

Above all else, watch your temper. As the old adage admonishes us, "You catch more flies with honey than you do with vinegar." A little courtesy can go a long way towards building fruitful relationships.

8. BE POSITIVE

People naturally gravitate to others with a positive or upbeat personality. This doesn't mean we always have to wear a smiling face, but we should concede that people like optimists as opposed to pessimists. As such, we should always be looking for reasons why something should be done, as opposed to reasons why it shouldn't.

This leads us into the area of effective criticism. Avoid the temptation to maliciously criticize someone or something. First, it makes the person look like a whining and jealous naysayer; second, it tends to be more destructive as opposed to constructive. It is simply good practice, when identifying problems, to suggest alternatives as opposed to simply criticism. As Winston Churchill astutely observed, "Any idiot can see what is wrong with something. But can you see what is right?"

So, is the glass half empty or half full? Your answer says a lot about how people perceive you.

9. BE OBSERVANT

As I have frequently written in the past, if there is anything constant in life, it is change. Change is always around us, but it takes a perceptive person to be able to spot the smallest of changes, whether it be a new hair style, someone losing weight, a small job well done, or whatever. When a change is observed, ask yourself why it has happened. Be inquisitive and understand the rationale for the change. This will help you adapt to the change as well as improve your interpersonal relations. For example, people are easily flattered when someone compliments them on a change. It means you are perceptive and interested in the person, both of which puts you in good standing with the other person.

Included in this area is the observance of the names of people. It is embarrassing to both parties when a name is forgotten. In particular, it sends a signal to the other person that he/she is irrelevant in your eyes. This certainly does not help build relationships. Asking for business cards is one thing, remembering names is something else. This may require a little effort but it is time well spent.

It is these little observations that go a long way. As an example, perhaps the best secretary I ever saw was a lady named Myrna who worked for an MIS Director in Chicago. The first time I visited the office, Myrna warm

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There are lots of differences between being an individual contributor and being a boss. But there's one important difference that no one talks about. That's why it often causes new managers to fail.

A recent survey of 429 certified public managers showed that when doing their jobs, self-punishment techniques are used more often than self-set rewards. When asked questions pertaining to self-punishment, managers thought the strategies were mostly or completely accurate. Yet, management responses to self-reward questions were just the opposite. The inappropriate use of self-punishment strategies coupled with an inefficient dosage of self-set reward could have an adverse affect on a manager's ability to perform. Researchers have pointed out that too much self-criticism and guilt can be a detriment to performance.

If you're a real estate agent, client follow-up should be a major part of your real estate marketing program. Whether it's a postcard mailing program through a direct mail vendor, or just a series of well-timed thank you cards after the transaction, you need some form of follow-up.

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