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    Powerful Sales Strategies That Bring Them to Yes!
    Shall we spare the formalities and get right to it?I want you to be able to close more sales, build your confidence, learn how to create rapport rapidly and induce reciprocity for increasing the amount of the sale and the number of sales.Get your highlighter out. This is a good one...1) Induce ReciprocityBuilding rapport begins within you. The entire process of building rapport is built upon the foundation of concern, caring, compassion, interest and a desire for the well-being of your client. Pacing and leading is a process that creates comfort for you and the client to know that you are moving along at a pace that is appropriate for the client. The entire process of building rapport, pacing, and leading could be as little as one minute and as much as an hour or more. After rapport has been established you can enter into the body of your presentation.There are many ways to begin the sales presentation, but, my favorite is to give my client something. I regularly give a book that I wrote, ca
    th the new CEO, the changes in our job description, and the dress code that requires everyone to wear prison uniforms on Wednesdays.”

    • Rule #4: It happened today (or at the latest, yesterday.) Use present tense verbs to give your story the feeling of being topical and urgent.

    • Rule #5: The “K” rule. Words with the “k” sound are funnier to most Americans than other words. Next time you tell that story involving the beige Honda, make it a cr?me-colored Cadillac and see what happens.

    4. Try comedy brainstorming. A great way to encourage humor in meetings is to make searching for the funny part of the agenda. A group who can find the humor together will reap all kinds of wonderful benefits – lightening tension, enhancing morale, and increasing blood flow to everyone’s brains so that they can think more clearly and creatively when they return to their

    Fees -- Is It Time to Reconsider Yours?
    I was delighted with my freelance living. My “Portfolio Career” of seven different careers kept me busy and making enough money to cover expenses. I enjoyed everything I did so much that I felt like a success. That was until the woman who prepared my taxes pointed out that on paper, I had not made a profit. With all of the different careers, I spend most of what I earn on business expenses. It was time for me to make a profit -- and not by reducing my expenses, but by increasing my fees. In this article, I address the area of fees for free agents, independent professionals and freelancers.Even if we love what we do, we need to earn a living. To get ahead -- and not to have the IRS think that what I was doing was a “hobby” -- I needed to re-evaluate my fee structure. As Dana Cassell writes in her excellent book, How to Set Your Fees as a Freelancer or Independent Consultant, “One of the most important questions you'll face as a freelancer or consultant is how much to charge for your work. Too high,
    Used effectively and positively, humor can improve the workplace in many ways. Employees who laugh regularly are physically and emotionally healthier, not to mention more productive and creative. And let’s face it – it’s more fun to work with people who bring joy and laughter to work than those who suck the life out of everyone around them.

    As a comedian and corporate stress management expert, I’ve been teaching organizations how to blend humor and business for almost fifteen ten years. During that time, I’ve found that many of the tricks comedians use to find the funny in everyday life can be easily and successfully used in the business world. Here are some strategies for using humor at work:

    1. Accentuate the positive. In order to have a positive influence your humor must not be derogatory or divisive. Prevent negative humor from creeping into the workplace by sticking to (try duct tape or those yellow sticky pads) the following rules:

    • Use your own funny stories. Humor that comes from personal experience will be perceived as less threatening to others. Here’s an example: a company vice president broke her toes by running into a table at home. That wasn't a very exciting explanation, so when co-workers asked how she'd injured herself, she replied instead, "I was trying to climb the corporate ladder and I slipped.!”

    • Focus humor on situations and circumstances not on individuals. Laughing about having to work too much overtime or lack of parking is much less likely to be hurtful than laughing at a specific person.

    • Poke fun up, not down. All humor has an element of “making fun,” and if people in positions of more power make fun of those with less power, feelings will be hurt and detrimental consequences ensue. Managers should never make employees the brunt of jokes.

    2. Honor humor diversity. We all find different things funny; these differences may divide along gender, age, occupation, culture, and even region of the country where an individual was raised. Studies show, for one, that men and women respond best to much different kinds of humor, with men preferring what might be called “action humor” (e.g., “The Three Stooges” or Farrelly Brothers movies), while women usually prefer “relationship humor” (e.g., Meg Ryan romantic comedies.) Encourage and respect everyone’s sense of humor, as well as their sensitivities.

    3. Obey the rules of comedy. There are simple ways anyone can make something funnier, whether they’re retelling something funny that happened to them on the way to work or trying to c

    • Rule #1: Universality. Everyone in the room should be able to understand the situation, the context, and the emotions behind the story. If you are in a meeting full of accountants and you keep using references to quantum physics, you’re violating the rule of universality. No wonder everyone’s eyes are glazed over like so many donuts.

    • Rule #2: Be as specific and visual as possible. The better you can create a picture, the more engaged everyone will be in your presentation. It’s not an office, it’s a 7-foot x 7-foot cubicle wedged between the women’s bathroom and the elevator. It’s not a car, it’s an orange Yugo with no front door and a bumpersticker that says “Honk if you see things falling off.”

    • Rule #3: When dealing with topics that are still painful to the group (e.g., lay-offs at work, new management, budget cuts, etc.), use exaggeration to keep things in perspective. Here’s an example: “Things have been really stressful at work, what with the new CEO, the changes in our job description, and the dress code that requires everyone to wear prison uniforms on Wednesdays.”

    • Rule #4: It happened today (or at the latest, yesterday.) Use present tense verbs to give your story the feeling of being topical and urgent.

    • Rule #5: The “K” rule. Words with the “k” sound are funnier to most Americans than other words. Next time you tell that story involving the beige Honda, make it a cr?me-colored Cadillac and see what happens.

    4. Try comedy brainstorming. A great way to encourage humor in meetings is to make searching for the funny part of the agenda. A group who can find the humor together will reap all kinds of wonderful benefits – lightening tension, enhancing morale, and increasing blood flow to everyone’s brains so that they can think more clearly and creatively when they return to their

    The Art of Reading Your Buyer's Mind
    If you had a crystal ball and could read what was on your prospect’s mind and knew what they were thinking, wouldn’t it be fabulous? When you were making a sales presentation, you would know the reason why they were interested in the product in the first place. You would also know what they thought about your product when compared to others, as well as the questions and objections that were going on in their minds.If you are in a face-to-face sales presentation you can see their body language and when you get certain signals, you can ask for feedback. You don’t have that luxury with direct mail.So, how can you tell what your buyer is thinking? Also, how do you write copy that addresses these questions and turns the objections into buying signals?This is what you can do:Do some research on the product as well as what your competition is offering. Then put yourself in the buyer’s shoes. If you were going to buy that product, what additional information would you need to know and what are some of th
    to (try duct tape or those yellow sticky pads) the following rules:

    • Use your own funny stories. Humor that comes from personal experience will be perceived as less threatening to others. Here’s an example: a company vice president broke her toes by running into a table at home. That wasn't a very exciting explanation, so when co-workers asked how she'd injured herself, she replied instead, "I was trying to climb the corporate ladder and I slipped.!”

    • Focus humor on situations and circumstances not on individuals. Laughing about having to work too much overtime or lack of parking is much less likely to be hurtful than laughing at a specific person.

    • Poke fun up, not down. All humor has an element of “making fun,” and if people in positions of more power make fun of those with less power, feelings will be hurt and detrimental consequences ensue. Managers should never make employees the brunt of jokes.

    2. Honor humor diversity. We all find different things funny; these differences may divide along gender, age, occupation, culture, and even region of the country where an individual was raised. Studies show, for one, that men and women respond best to much different kinds of humor, with men preferring what might be called “action humor” (e.g., “The Three Stooges” or Farrelly Brothers movies), while women usually prefer “relationship humor” (e.g., Meg Ryan romantic comedies.) Encourage and respect everyone’s sense of humor, as well as their sensitivities.

    3. Obey the rules of comedy. There are simple ways anyone can make something funnier, whether they’re retelling something funny that happened to them on the way to work or trying to c

    • Rule #1: Universality. Everyone in the room should be able to understand the situation, the context, and the emotions behind the story. If you are in a meeting full of accountants and you keep using references to quantum physics, you’re violating the rule of universality. No wonder everyone’s eyes are glazed over like so many donuts.

    • Rule #2: Be as specific and visual as possible. The better you can create a picture, the more engaged everyone will be in your presentation. It’s not an office, it’s a 7-foot x 7-foot cubicle wedged between the women’s bathroom and the elevator. It’s not a car, it’s an orange Yugo with no front door and a bumpersticker that says “Honk if you see things falling off.”

    • Rule #3: When dealing with topics that are still painful to the group (e.g., lay-offs at work, new management, budget cuts, etc.), use exaggeration to keep things in perspective. Here’s an example: “Things have been really stressful at work, what with the new CEO, the changes in our job description, and the dress code that requires everyone to wear prison uniforms on Wednesdays.”

    • Rule #4: It happened today (or at the latest, yesterday.) Use present tense verbs to give your story the feeling of being topical and urgent.

    • Rule #5: The “K” rule. Words with the “k” sound are funnier to most Americans than other words. Next time you tell that story involving the beige Honda, make it a cr?me-colored Cadillac and see what happens.

    4. Try comedy brainstorming. A great way to encourage humor in meetings is to make searching for the funny part of the agenda. A group who can find the humor together will reap all kinds of wonderful benefits – lightening tension, enhancing morale, and increasing blood flow to everyone’s brains so that they can think more clearly and creatively when they return to their

    IT Marketing: Using Testimonials
    In IT marketing, testimonials can be a great selling point for your business. In this article, you'll learn how to use testimonials to your fullest advantage.Testimonials Give You CredibilityIf you want to have believable, credible testimonials, they have to be real: fully attributed with first name, last name, job title, company name, and at the absolute minimum, a city and state. It shows your prospective clients that you mean business-you're not messing around and these testimonies are real.People are a lot more apt to believe your other clients than they are to believe the claims that you make. People believe third parties who don't have a vested interest in this much more than they're going to believe your own IT marketing and sales copy.What Testimonials Should IncludeYou want strong benefits-focused testimonials written on your clients' letterhead discussing how your company has helped them over the years. You want specific examples that talk about the return on investment, how relia
    ever make employees the brunt of jokes.

    2. Honor humor diversity. We all find different things funny; these differences may divide along gender, age, occupation, culture, and even region of the country where an individual was raised. Studies show, for one, that men and women respond best to much different kinds of humor, with men preferring what might be called “action humor” (e.g., “The Three Stooges” or Farrelly Brothers movies), while women usually prefer “relationship humor” (e.g., Meg Ryan romantic comedies.) Encourage and respect everyone’s sense of humor, as well as their sensitivities.

    3. Obey the rules of comedy. There are simple ways anyone can make something funnier, whether they’re retelling something funny that happened to them on the way to work or trying to c

    • Rule #1: Universality. Everyone in the room should be able to understand the situation, the context, and the emotions behind the story. If you are in a meeting full of accountants and you keep using references to quantum physics, you’re violating the rule of universality. No wonder everyone’s eyes are glazed over like so many donuts.

    • Rule #2: Be as specific and visual as possible. The better you can create a picture, the more engaged everyone will be in your presentation. It’s not an office, it’s a 7-foot x 7-foot cubicle wedged between the women’s bathroom and the elevator. It’s not a car, it’s an orange Yugo with no front door and a bumpersticker that says “Honk if you see things falling off.”

    • Rule #3: When dealing with topics that are still painful to the group (e.g., lay-offs at work, new management, budget cuts, etc.), use exaggeration to keep things in perspective. Here’s an example: “Things have been really stressful at work, what with the new CEO, the changes in our job description, and the dress code that requires everyone to wear prison uniforms on Wednesdays.”

    • Rule #4: It happened today (or at the latest, yesterday.) Use present tense verbs to give your story the feeling of being topical and urgent.

    • Rule #5: The “K” rule. Words with the “k” sound are funnier to most Americans than other words. Next time you tell that story involving the beige Honda, make it a cr?me-colored Cadillac and see what happens.

    4. Try comedy brainstorming. A great way to encourage humor in meetings is to make searching for the funny part of the agenda. A group who can find the humor together will reap all kinds of wonderful benefits – lightening tension, enhancing morale, and increasing blood flow to everyone’s brains so that they can think more clearly and creatively when they return to their

    Secrets of Top New Business Developers
    Rainmakers, top guns, power prospectors, business builders, call them what you will. If there is one challenge that consumes sales and marketing executives it’s, “How do I turn more of my team into this type of business development professional?” Rainmakers know how to keep the pipeline filled with new customers, which is the lifeblood of any organization. Recruiting experienced top guns from outside the company is enormously expensive and seldom works out in the long term. This raises a number of challenges. How can I create more rainmakers on my team? How can I become one? What exactly do the top rainmakers do that makes them so successful?It is very apparent that first and foremost, marketing has to be a part of your daily routine if you sincerely want to become a rainmaker. It can’t be something you do only when the pipeline of new business dries up. While maintaining enthusiasm for new business development is not always easy, for top rainmakers it’s an activity that never stops.Arthur Blackspure is a great
    he context, and the emotions behind the story. If you are in a meeting full of accountants and you keep using references to quantum physics, you’re violating the rule of universality. No wonder everyone’s eyes are glazed over like so many donuts.

    • Rule #2: Be as specific and visual as possible. The better you can create a picture, the more engaged everyone will be in your presentation. It’s not an office, it’s a 7-foot x 7-foot cubicle wedged between the women’s bathroom and the elevator. It’s not a car, it’s an orange Yugo with no front door and a bumpersticker that says “Honk if you see things falling off.”

    • Rule #3: When dealing with topics that are still painful to the group (e.g., lay-offs at work, new management, budget cuts, etc.), use exaggeration to keep things in perspective. Here’s an example: “Things have been really stressful at work, what with the new CEO, the changes in our job description, and the dress code that requires everyone to wear prison uniforms on Wednesdays.”

    • Rule #4: It happened today (or at the latest, yesterday.) Use present tense verbs to give your story the feeling of being topical and urgent.

    • Rule #5: The “K” rule. Words with the “k” sound are funnier to most Americans than other words. Next time you tell that story involving the beige Honda, make it a cr?me-colored Cadillac and see what happens.

    4. Try comedy brainstorming. A great way to encourage humor in meetings is to make searching for the funny part of the agenda. A group who can find the humor together will reap all kinds of wonderful benefits – lightening tension, enhancing morale, and increasing blood flow to everyone’s brains so that they can think more clearly and creatively when they return to their

    The Bottom Line: Credit Card Processing Capability Depends on Credit
    When you apply for credit card processing capability for your website, there are a multitude of factors that underwriters take into consideration when deciding whether or not to accept your application. These factors include:* The type of business you own * How long you have owned your business * Trends in your business earnings * Trends in your industry * Your collateral: machinery, equipment, property * Your personal credit reportWhen a merchant's credit card processing application is evaluated, their personal credit rating is assessed and significantly affects the outcome of the decision. A poor credit rating may preclude an application from being accepted. But what does your personal history have to do with your business potential?As far as your credit card processing application is concerned, everything. How you run your personal life is indicative of how you will run your business, helping the underwriters of your credit card processing application to determine whether
    th the new CEO, the changes in our job description, and the dress code that requires everyone to wear prison uniforms on Wednesdays.”

    • Rule #4: It happened today (or at the latest, yesterday.) Use present tense verbs to give your story the feeling of being topical and urgent.

    • Rule #5: The “K” rule. Words with the “k” sound are funnier to most Americans than other words. Next time you tell that story involving the beige Honda, make it a cr?me-colored Cadillac and see what happens.

    4. Try comedy brainstorming. A great way to encourage humor in meetings is to make searching for the funny part of the agenda. A group who can find the humor together will reap all kinds of wonderful benefits – lightening tension, enhancing morale, and increasing blood flow to everyone’s brains so that they can think more clearly and creatively when they return to their “real jobs. Possible comedy brainstorming techniques include Top 10 Lists, writing funny songs and skits about specific job issues, and creating company bumper stickers.

    5. Think inside the toy box. When we think of visual aids that are appropriate for meetings, we generally limit our thinking to overheads, Power Point presentations, slides, etc. But there are so many other ways to add power and laughter to staff meetings and trainings. Instead of thinking “Meeting,” think “Show and Tell.” What can you use to make your point in a humorous way? Hats, for example, can be used to distinguish between different jobs. A skeleton is a good way to demonstrate a bare bones budget. Hand puppets are great for simulating a debate. A Crazy 8 Ball is a fun way to pretend to make important decisions.

    6. Play around. Five-year old kids laugh out loud approximately 400 times a day, while adults only laugh 15. Much of kids’ laughter comes out of spontaneously funny situations that arise when they’re at play. Unfortunately we adults don’t play much and, as a result, we miss out on all the great opportunities for finding the funny through play. A great way to integrate play into meetings, staff retreats, etc., is to use tried-and-true improv exercises. These fun activities allow everyone a chance to be funny to use not only their minds, but also their bodies. Some of my favorite improv games to use at work include:

    • Three-Headed Brain – three people stand at the front of the room and answer questions from the group using only one word apiece. Together, they form complete sentences. I once had someone ask “Why can’t we have casual day every day?” and the Three-Headed Brain answered “Because we don’t want to see you in a Speedo when all your shorts are dirty.”

    • Slide Show – this is not only a fun game, but a good way for trainers to improve their ability to think on their feet. Four volunteers are needed. Three serve as the “slides” and one is the presenter. The presenter will begin to talk about something (for example, a recent trip to Ixtapa) and while doing so, the three others will arrange their bodies in a funny way that has nothing to do with what the presenter is talking about. After a few sentences, the presenter turns around and must continue to present, integrating the “slide” into the presentation. He/she then turns to the audience again, and the process is repeated three or four times. Once with a group of accountants (yes, even accountants can be silly!), the presenter said she and her family had learned a new exotic dance. When she turned around, the three performers were all lying down in a heap. She continued, “As you can see by the slide, it was exhausting, but we did get to know the natives much, much better!”

    • Good, Bad, Worst – this improv game needs three volunteers who serve as a panel of experts -- one expert gives good advice, the second gives bad advice, and the third gives the worst advice possible to questions posed by the group. For example, once I had an audience ask, “We’re picking out new carpet for the office, but we can’t agree on a color? What do you suggest?” The good advice was: “Choose a carpet committee and have them narrow the choices down to two. Then put it to an office-wide vote.” The bad advice was: “Let everyone choose the carpet for their own offices. So what if you end up with red and gold cut pile next to purple shag?” The worst advice was: “Forget the carpet and install Astroturf. If it’s good enough for the NFL, it’s good enough for the office.”

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