Tuesday, November 10, 2009

5 tips From Dale Carnegie on Boosting Courage

Would you like to have more courage? Here are five short rules, which, if you will follow them, I guarantee will increase your store of fortitude.

  1. Act as if you were courageous. This makes you a bit braver as if one side of yourself had been challenges and wished to show it was not wholly afraid.

  2. Pause to reflect that others have had to face great discouragements and great obstacles and have overcome them. And what others have done, surely you can do.

  3. Remember that your life forces move in a sort of rhythm and that if you feel depressed and without the power to face life you may be at the bottom of the trough; if you will keep up your courage, you will probably swing out of it by the very forces which at the moment are sucking you down.

  4. Remember you feel more defeated and downcast at night than during the daylight hours. Courage comes with the sun.

  5. Courage is the measure of a big soul. Try to measure up.

from the writings of Dale Carnegie in Dale Carnegie’s Scrapbook

Wednesday, October 14, 2009

What Is The Secret To Selling In A Tight Economy?

OK gang. Keep your voices down 'cause I'm going rogue.

We know that the economy has been very tight - tight as in a very difficult and troubling time, not tight as in "That Silver Mustang I checked out yesterday is Tight!"

When the economy is tight, your clients and prospects get tight-fisted. They hold onto every penny and review all expenditures. Sales people all over are finding this very challenging time, in part because of this corporate tight-fistedness. But they are also having a difficult time selling because they are still using methods they learned when the economy was Tight in a good way.

Now when you have an economy that is Tight and everything is working really well, business owners are less tight-fisted. They are governed by a possibility mindset, and you use a certain set of sales skills and tactics to close business.

Selling to them in this environment is just a whole lot easier overall.

However, when the economy is tight, like it is now, your prospects are governed by a different mindset. They don't have a possibilities mindset; they are looking for ways to survive.

As a result, sales people are hit with a Perfect Storm of bad economic luck. Owners of businesses are tight fisted and sales people are selling with the methods that they developed when the economy was working well. All of this is a recipe for slow sales, frustrated sales people and disappointed sales managers who are not making their revenue projections.

If you are a sales person, what do you do to effectively navigate this Perfect Economic Storm that we are currently facing?

You go find yourself some Tight coaching from a professional sales coach.

You find someone who has sold through tough economic times as well as when the economy was humming right along. You find someone who can provide you with some fresh ideas on how to get through to decision-makers that are saving themselves time by using technology to block out poorly trained sales people. You talk to a sales coach to discover ways to move more prospects through the sales pipeline and turn them into paying clients using both traditional and cutting edge sales tools. You find someone who can provide you with an unvarnished look at yourself and at what you are currently doing so that you can get to the next level in the sales game.

And while finding and leveraging such a coach will involve a serious investment in time and money, you can get a jumpstart on the process in as little as 16 hours over a 2-day span at a very, very Tight price.

Imagine, having access to your own coach who can provide you with ideas on what is currently happening in the world of sales today, right now. Imagine working in a sales lab where you get to experiment and test some of the latest innovations in sales technology in addition getting comfortable with the basic principles of communication and human interaction.

In this two day, sixteen hour sales lab, you will:

  1. Learn what it really takes to build rapport with your prospect.

  2. Identify the hurdles of modern day cold calling and leverage them to your advantage.

  3. Identify 4 classes of questions that will channel your prospect's attention where you want it.

  4. Identify, expand and bridge the needs gap that will have your prospect begging you to solve their problem.

  5. Leverage nine principles to help you get past the "gatekeeper" and turn them into an ally and a valuable source of information.

  6. Discover 5 levels of listening and why you don't want to be at level one, two or three.

  7. Learn a 6 step strategy for quickly determining the nature of an objection and if you should address it at all.

  8. A three-point method of creating a solution that will have your prospect demanding you for more.

Here at Dale Carnegie Training, we are no stranger to tight economies or prosperous ones. Dale Carnegie Training has been around for almost 100 years and we've seen some pretty hard times as well as some pretty highflying times. The methodology that we have pioneered has flourished because it adapts to and leverages the conditions of the times while maintaining its foundation on human principles of communication and interaction. We never stop growing.

And neither should you.

Now, here's the rogue part.

Connect with me on Twitter by logging in and either running a search on larryprevost or go up to the "Find People" tab and searching for larryprevost.

When you find me, hit the follow button to follow me. Then, in the "What are you doing?" box, type in "@larryprevost That Mustang is Tight!"

I'll get the message, connect with you and direct message you a code that you can use to register for the lab class. But you have to follow me. Otherwise I won't be able to send you a direct message.

We can't give you a Mustang, but we can give you a discount and this code will let you call in and register at a hefty discount off the regular price.

But connect up before 4:00 today (Oct 14, 2009).

Because you know we can't do this all day!

Program Number: CS164

Program Date: Oct 15 and Oct 16 (Thursday and Friday)

Program Time: 8:30 AM to 5:00 PM

Program Location: Corporate College - Cleveland Western Campus

Wednesday, October 7, 2009

Dale Carnegie Conducts World Class Customer Service for Defense Commissary


The Defense Commissary Agency Looks to Dale Carnegie Training
To Bring Customer Service to the Next Level

HAPPAUGE, NY (September 30, 2009) - Dale Carnegie Training®, an international leader in performance-based workforce training and solutions, has been selected by the Defense Commissary Agency to put its 18,000 employees, assigned throughout the world, through World Class Customer Service training.

Working under a contract awarded June 26, Dale Carnegie Training made history as the first organization to facilitate 648 training workshops in two months time. Dale Carnegie Training’s customized approach is expected to advance DeCA’s level of service to its customers from “excellent” to “world class.” Workshops, conducted almost simultaneously across the globe to ensure all participating associates are effectively trained within two months, began Aug. 15 in three stateside locations and Aug. 17 overseas.

“With today’s economy, it is paramount that our customers experience the same level of customer service at all of our locations in the U.S. and overseas,” said DeCA Director and CEO Philip E. Sakowitz Jr. “Our customers, the men and women of the armed services and their families, deserve the very best we can offer in the way of products and services,” he continued, “so the first step in our self-improvement is to provide customer service training to all our employees – from those at headquarters and region offices to every store associate in every commissary, worldwide.

“The workshops Dale Carnegie will be providing under our contract will help us take our already excellent customer service to the next level,” Sakowitz added.

One employee who has been with DeCA for only a few years, Christopher Hawthorne, store associate at Fort Lee, said he welcomes the opportunity to improve customer satisfaction through the World Class Customer Service training.

“I really love working at this store,” he admitted. “There’s great chemistry with everyone who works here, and the customers are really nice. But there are times when a customer will come in – someone who might not be having a good day – and I won’t know what to do to make it better for them. So, maybe with this training, I’ll learn how to handle customers like that – rather than having to go to get the manager or director.

Dale Carnegie’s World Class Customer Service training takes DeCA employees through a four-phase training improvement cycle, which includes reinforcing a positive attitude, building a knowledge base, applying knowledge to work situations and developing skills. Workshops consist of 30 people in each of the 648 eight-hour sessions. The two-month training cycle ends Oct. 16 with a workshop at Fort Lee, Va.

# # #

About Dale Carnegie Training®

Dale Carnegie Training® partners with middle market and large corporations as well as organizations to produce measurable business results by improving the performance of employees with emphasis on leadership, sales, team building and interpersonal relations, customer service, public speaking and presentations and other essential management skills. The courses are available in 27 languages throughout the world; they cover the entire United States and reach over 80 countries. Dale Carnegie Training® includes as its clients 400 of the Fortune 500 companies. Approximately eight million people have experienced Dale Carnegie Training®.

Dale Carnegie’s corporate specialists work with individuals, groups and organizations to design solutions that unleash your employees’ potential, enabling your organization to reach the next level of performance. Dale Carnegie Training® offers public courses, seminars and workshops, as well as in-house customized training, corporate assessments, online reinforcement and one-on-one coaching.

Media Contact:
Brooke Mahaffey, ( 216) 393-4617, brooke_mahaffey at dalecarnegie dot com
Lance Tyson, (216) 663-2500, lance_tyson at dalecarnegie dot com

Defense Commissary Agency

The Defense Commissary Agency operates a worldwide chain of commissaries providing groceries to military personnel, retirees and their families in a safe and secure shopping environment. Authorized patrons purchase items at cost, plus a 5-percent surcharge, which covers the costs of building new commissaries and modernizing existing ones. Shoppers save an average of more than 30 percent on their purchases compared to commercial prices – savings worth about $3,400 annually for a family of four. A core military family support element, and a valued part of military pay and benefits, commissaries contribute to family readiness, enhance the quality of life for America’s military and their families, and help recruit and retain the best and brightest men and women to serve their country.

Thursday, September 24, 2009

Dale Carnegie Employee Engagement Day

Dale Carnegie Training Focuses on Employee Engagement with Global Re-Engagement Day

Well my friends, it’s been a rough few years. In 2008 we saw gas prices skyrocket to over $4 a gallon and we had an election that was on par with a WWE Smackdown. We learned that we were in a recession that was actually backdated to December of 2007. And we still suffer through a weak job market that continues to shift leaving hundreds of thousands of job casualties every week and even more employees less engaged and demotivated.

However, relief is in sight as experts tell us that the economy is beginning to pull up out of it’s 2 year long nosedive. The question is how quickly can businesses reposition themselves in this emerging new economy and how long will it be before employees become engaged again doing the work that they love?

A more important question is will your employees be engaged in your business or will they look elsewhere to do what Top Peters describes as “work worth paying for”?

The war for talent is not over. In fact, it never really ended, even when the Great Recession was in full bloom. In our work with Profiles International, a skills assessment company, we saw that companies were always hunting for good talent and they were willing to spend money to turn good talent into great talent. As the Great Recession recedes into the past and effective businesses begin to ramp up their production, some companies will begin to experience a critical talent drain. Employees that were only working because they needed a job will start looking at other job opportunities for challenging projects and doing “work worth paying for”. They will quickly jump to these new opportunities unless you, the business owner, can get your employees engaged and keep them engaged.

This is one of the reasons why Dale Carnegie Training has created the Global Re-Engagement Day Initiative. With this initiative, Dale Carnegie Training gives small and medium businesses a forum for trading ideas and sharing leadership strategies to get employees engaged and keep the talent that they have.

While there are several events planned nationally, the event for the Midwest Region will be held on October 6 at The Nationwide Arena in Columbus, OH. Yes, that is the home of the world famous Columbus BlueJackets.

You will find the Global Re-Engagement Day Initiative press release here and you can sign in here to register for this event.

Now If you have a current situation that involves employee engagement and it's keeing you up at night, type it up and email it to larry_prevost at dcarnegietraining dot com (using the appropriate symbols for the "at" and the "dot"). I’ll get it to the facilitator and they will address it during the workshop.

If there is not enough time to get to all of the situations, then I’ll put together a brief interview with Ed Eppley, Laura Nortz, or one of our other Leadership Training for Managers instructors. I’ll post the interview as a podcast that you can download from this location at a future date.

Good Selling.

Thursday, August 27, 2009

Corporate College Now Offers Dale Carnegie Training

Corporate College Taps Dale Carnegie Training To Enhance Their Course Offering

To spur economic growth in North East Ohio, Corporate College has partnered with Dale Carnegie Training of Ohio and Indiana. The greater Cleveland area student body now has yet another way to enhance their skills set and leverage their technical knowledge to their advantage.

It's one thing to come out of school knowing the principle fundamentals of mathematical systems. It's quite a different ballgame to make these mathematical systems work for you as an engineer.

But to come out of school not only with fundamental knowledge of mathematics coupled with the practicality of engineering principles, but to be able to combine that knowledge with the wisdom of controlled risk assessments, knowledge of the principles behind human interaction and an enhanced ability to communicate effectively at any level... well, let's just say that this kind of person has an extreme advantage.

As this latest Great Recession finally starts to recede, people are wondering what kind of economy is going to arise from the ashes and, more importantly, what role will they be able to play in this different economy. They are asking questions like, "what kind of opportunities will be available?" and "how will my skills fit in this new economy?" or "what kind of skills will be necessary to thrive as the old economy leaves and the new economy begins to take root?"

The team over at Corporate College has recognized this trend and that's why starting this September, you'll be able to enroll in a Dale Carnegie Course, a Sales Advantage program or anyone one of our seven programs that that Dale Carnegie Training of Ohio and Indiana will be offering in conjunction with Corporate College.

You can read the press release on our partnership with Corporate College on our site here.

Good Selling!

Tuesday, August 25, 2009

Cleveland Linkedin Networking Tonight

Cleveland Linkedin Networking Event Looks To Be A Blowout!

OK gang. The Cleveland Linkedin Networking Event looks to be a big one this evening.

I mean really big!


700+ people Huge!

If I didn't know better, I would say that Lewis is trying to grab every person in the city of Cleveland.

This networking event has done nothing but grow since its inception near the beginning of the year. And in this particular event, Lewis Howes, master LinkedIn consultant, will hold a speed networking event for the first 50 people through the door.

So pick up your business cards, polish your shoes and get ready to do some serious networking as we try to max out the Rock Bottom Cafe.

You can find directions and registrations information for Cleveland's Premier LinkedIn event on my latest post on salesittech.blogspot.com.

Good Selling.

Friday, July 24, 2009

Pay Attention to These 5 Verbal Clues to Outsell the Competition

One of the skills that you can actively develop when cold calling is your ability to listen to your prospects--being able to gather information, understand that information and apply it to turn your prospects into customers and turn your customers into happy clients.

Here are five things to pay attention to when you are going through your sales process. They are absolutely essential when conducting your sales activities over the phone:

1. Listen to the speed and cadence of your prospect's speech patterns.
You communicate most effectively with your clients when you talk like them. When you speak, match their speed and cadence.
If you want to achieve rapport and communicate as effectively as possible, then exercise your flexibility and talk like your prospect.

2. Listen to their intonation.
Emphasis on one particular word should give you clues on the types of the questions that you'll need to move the process forward.

3. Listen for repeat phrases.
If your client repeatedly asks about something, regardless if they preface it with statements like, "It's not a big thing..." or "I was just curious..." or "It's not important..." you better believe that it is important in their mind. That's an indication that it's time to start drilling down with questions to discover the driving force behind the thing that they claim is not important.

4. Listen to the types of words that they use.
You want to convey a sensory-rich description of your solution to your prospect, employing a variety of sensory descriptions, but first you need to gain rapport and that will entail meeting your prospect where they currently are and talking with them in their terms.

5. Listen for phrases that seem out of place.
The key here is not to listen for the covert messages or hidden meaning in your client's communication. The key here is to be cognizant of the patterns that they use to communicate their challenges to you. If you know how they prefer to communicate, then you can communicate like them on their terms. And if you can communicate like them, then you will establish rapport quicker and maintain it longer. And if you can maintain rapport, then you work your sales process from trust and you'll find yourself closing more deals.

Source: Manta.com

For more tips on selling, check out our Sales Advantage program!


Thursday, July 9, 2009

10 Traits of the Top Sales Performers

Ever wondered, what it took to become a top performer?

1. They come out of their comfort zone i.e. they are wiling to try things which most people are not until it becomes comfortable, like talking to strangers, making cold calls and going to networking events alone to meet new prospects.

2. They are committed to results. Commitment is doing the things you know you should do long after the mood you said it in has left you.

3. Motivated; they set large specific goals like I am going to earn $15,000 by 31st September.

4. Begin with the end in mind. They ask themselves the regular question; what would the more refined successful, accomplished version of me say to a prospect?

5. They delay gratification. They discipline themselves by doing actions what successful people do so that they can they have what successful people have.

6. Expect a positive result. They always expect the sale and focus on solutions to every situation.

7. They are team players. They understand that they need to have great relationships with all resources and people, i.e. people in the back office, customer services and other areas because you never know when you need a favour to get a sale through.

8. Enthusiasm; if you catch on fire with enthusiasm people will come from miles to watch you burn.

9. Work harder. They start cold calls early when most people are having breakfast or coffee.

10. Single-day action. They take action toward their goals every day whether they feel like it or not because they know it creates a habit of action which translates into results.

Source: Andrew Obrien Cameron, Manta.com

Check out our Sales Advantage program!

Thursday, July 2, 2009

How to Get Cooperation....

'Don't you have much more faith in ideas that you discover for yourself than in dieas that are handed to you on a silver platter? If so, isn't it bad judment to try and ram your opinions down the throats of other people? Isn't it wiser to make suggestions-and let the other person think out the conclusion?

Adolph Seltz of Philadelphia, sales manager in an automobile showroom and a student in one of my courses, suddenly found himself confronted with the necessity of injecting enthusiasm into a discouraged and disorganized group of automobile salespeople. Calling a sales meeting, he urged his people to tell him exactly what they expected from him. As they talked, he wrote their ideas on the blackboard. He then said: "I'll give you all these qualities you expect from me. Now I want you to tell me what I have a right to expect from you." The replies came quick and fast: loyalty, honesty, initiative, optimism, teamwork, eight hours a day of enthusiastic work. The meeting ended with a new courage, a new inspiration-one salesperson volunteered to work fourteen hours a day-and Mr. Seltz reported to me that the increase of sales was phenomenal.

"The people had made a sort of moral bargain with me," said Mr. Seltz, "and as long as I lived up to my part in it, they were determined to live up to theirs. Consulting them about their wishes and desires was just the shot in the arm they needed."

No one likes to feel that he or she is being sold something or told to do a thing. We much prefer to feel that we are buying of our own accord or acting on our own ideas. We like to be consulted about our wishes, our wants, our thoughts.'

Source: How To Win Friends & Influence People by Dale Carnegie

Friday, June 26, 2009

Quote of the Week

"Instead of worrying about what people say of you, why not spend your time trying to accomplish something they will admire."

Dale Carnegie

Tuesday, June 9, 2009

Quote of the Week...

"We can all endure disaster and tragedy, and triumph over them- if we have to. We may not think we can, but we have surprisingly strong inner resources that will see us through if we will only make use of them. We are stronger than we think."

-Dale Carnegie

Tuesday, June 2, 2009

'Dale Carnegie's Wild Influence'

Source: Investor's Business Daily, Inc
Nancy Gondo
Wednesday May 27, 2009

It was 1909, and Dale Carnegie was depressed.

He despised his job.

He ate cheap, vile food.

And he lived in a cockroach-infested room in New York City.

Should he quit his sales job without having another at the ready?

It may have seemed risky, but in his heart he knew the answer.

"So I made my decision -- and that decision completely altered my future," he wrote in his 1948 best-seller, "How to Stop Worrying and Start Living," which has sold millions of copies. "It has made the rest of my life happy and rewarding beyond my most utopian aspirations."

Carnegie quit his job. He would teach adult classes at night, leaving his days free so he could prepare lectures and have time to write short stories and novels.

But what subject should he teach? He'd found success in college debates and public speaking, so he thought that could be his ticket.

Public speaking "had wiped out my timidity and lack of self-confidence and given me the courage and assurance to deal with people," he explained. "It had also made clear that leadership usually gravitates to the man who can get up and say what he thinks."

He applied to teach night-school courses at Columbia University and New York University, but got turned down by both. Not one to give up, he talked the Young Men's Christian Association into giving him a shot at teaching a class.

Cashing In
The YMCA refused to pay him a salary -- instead giving him a profit percentage -- so he'd have to prove his worth. And he did. Within three seasons, he was making $30 a night, worth $685 today.

"I had to motivate my students," Carnegie wrote. "I had to help them solve their problems. I had to make each session so inspiring that they wanted to continue coming."

He watched them flourish as they developed self-confidence and knew he'd found his calling.
What started as a night-school class in 1912 has blossomed into a training program that's available in 25 languages across 75 countries.

"What has changed since 1912 isn't so much Dale Carnegie Training's popularity but rather its sphere of influence," Peter Handal, CEO of Dale Carnegie Training, told IBD via e-mail.

How did the program become so popular?

Carnegie knew what people wanted: to learn how to understand -- and get along well with others. So he studied newspaper columns, magazine articles and philosophers' and psychologists' writings. He read biographies of leaders and interviewed top people in all fields.

Carnegie put his findings in a speech called "How to Win Friends and Influence People," which started as a short talk and morphed into an hour-and-a-half lecture.

In 1936, he published a book with that title to be used in his course. It became an instant hit.
When he died in 1955, 5 million copies of "How to Win Friends" had sold in 31 languages. Today, 50 million copies of his books have been printed in 38 languages.

And 7 million people have taken the Carnegie course, Handal estimates.
"Rather than base our courses upon transient business fads or trends, Dale Carnegie Training's lessons are based on inherent tenets of human nature," he said. "Therefore, the courses have universal appeal and continue to succeed in different cultures and across continents."

Gil Kemp, a Carnegie grad who in 1989 co-wrote "Dale Carnegie: The Man Who Influenced Millions," recalls the self-help guru as a perfectionist who was always trying to improve the course.

"I particularly admire Carnegie's trial-and-error approach," Kemp told IBD. "He was inventive and always experimenting. Rather than having a preconceived notion of how he should teach, he tried different approaches and built on the ones that delivered results."
Giving up wasn't in his nature.

Born in 1888 in rural Missouri, Dale Carnagey (later changed to Carnegie) grew up poor and shy. He got up at the crack of dawn to do farming chores before school. In class, he was self-conscious about his clothes and prominent ears.

When he reached high school, he witnessed the power of speech. He was amazed at how a speaker from the Chautauqua adult-education movement gripped the audience.
Intrigued, Carnegie practiced public speaking by talking to animals at his family's barn. He gave a few speeches at Sunday school and had a role in a high school play. Then he pursued public speaking in earnest at what is now the University of Central Missouri, in Warrensburg, Mo.
Carnegie saw that students who won debates were considered intellectual leaders. He wanted that status, but he had to join a society and win all the contests in that group in order to enter an intersociety event.

He lost the first dozen contests he entered.

Still, he pressed on and began winning. He found that the best way to beat fear was to confront it.

"Besides being disciplined, Carnegie's friends and classmates knew him to be an engaging conversationalist gifted with this astute ability to win people's enthusiasm and cooperation and never at the expense of his or others' integrity," Handal said. "He was a natural salesman, which is why no one was surprised when he decided to make a career out of it."

After college, Carnegie sold home-study courses door-to-door but found demand was lacking. What was he doing wrong, he wondered? A salesman he knew was making a decent living selling these classes.

So he thought he'd sell a more in-demand product. He got a job as a salesman for Armour & Co., a meatpacker. After all, his hands-on experience from his father's farm could help him make his sales pitch.

His hard work and persistence paid off. He became the No. 1 salesman in Omaha, Neb., and was offered a management position, but he politely turned it down.

He wanted to go East. That led to his dead-end sales job in New York before he made the life-altering shift to teach public speaking.

The Boost

To inspire the class, he'd ask students to talk about childhood experiences. To this day, they're greeted with applause before and after speaking, which helps improve confidence and self-esteem.

"In a Carnegie training room, your credentials and resume don't matter," Kemp said. "It's what you do in the moment you're in front of the group that counts."

Kemp, who wrote the Carnegie bio after taking the course, is president and founder of Home Decorators Collection, a mail-order business he started two decades ago. Three years ago, he and his partner sold the business to Home Depot (NYSE:HD - News).

Carnegie's students often went on to earn promotions and higher wages after taking his class. Considering he lifted himself from poverty to a best-selling author with a now-worldwide training program in place, that's no big surprise.

"To those who knew (Carnegie), he was living proof of the fact that if you can somehow make yourself more likeable, doing so is not only good for business but is good for winning friends and influencing people," Handal said.

Thursday, May 28, 2009

Begin With Praise and Honest Appreciation

'Dorothy Wrublewski, a branch manager of the Fort Monmouth, New Jersey, Federal Credit Union, reported to one of our classes how she was able to help one of her employees be more productive.

"We recently hired a young lady as a teller trainee. Her contact with our customers was very good. She was accurate and efficient in handling individual transactions. The problem developed at the end of the day when it was time to balance out.

"The head teller came to me and strongly suggested that I fire this woman. 'She is holding up everyone else because she is so slow in balancing out. I've shown her over and over, but she can't get it. She's got to go.'

"The next day I observed her working quickly and accurately when handling the normal everyday transactions, and she was very pleasant with our customers.

"It didn't take long to discover why she had trouble balancing out. After the office closed, I went to talk with her. She was obviously nervous and upset. I praised her for being so friendly and outgoing with the customers and complimented her for the accuracy and speed used in that work. Then I suggested we review the procedure we use in balancing the cash drawer. Once she realized I had confidence in her, she easily followed my suggestions and soon mastered this function. We have had no problems with her since."

Beginning with praise is like the dentist who beings his work with Novocain. The patient still gets a drilling, but the Novocain is pain-killing.'

*Source: How To Win Friends and Influence People by Dale Carnegie

Wednesday, May 20, 2009

Would You Take A Million Dollars for What You Have?

'I have know Harold Abbott for years. He lived in Webb City, Missouri. He used to be my lecture manager. One day, he and I met in Kansas City, and he drove me down to my farm at Belton, Missouri. During that drive, I asked him how he kept from worrying; and he told me an inspiring story that I shall never forget.

"I used to worry a lot," he said, "but one spring day in 1934, I was walking down West Dougherty Street in Webb City when I saw a sight that banished all my worries. It all happened in ten seconds, but during those ten seconds I learned more about how to live than I had learned in the previous ten years. For two years I had been running a grocery store in Webb City," Harold Abbott said, as he told me the story. "I had not only lost all my savings, but I had incurred debts that took me seven years to pay back. My grocery store had been closed the previous Saturday; and now I was going to the Merchants and Miners Bank to borrow money so I could go to Kansas city and look for a job. I walked like a beaten man. I had lost all my fight and faith. All of the suddenly I saw coming down the street with a block of wood in each hand. I met him just after he had crossed the street and was starting to lift himself up a few inches over the curb to the sidewalk. As he tilted his little wooden platform to an angle, his eyes met mine.

He greeted me with a grand smile. 'Good morning, sir. It is a fine morning, isn't it?' he said with spirit. As I stood looking at him, I realized how rich I was. I had two legs. I could walk. I felt ashamed of my self-pity. I said to myself if he can be happy, cheerful, and confident without legs, I certainly can with legs. I could already feel my chest lifting. I had intended to ask the Merchants and Miners Bank for only one hundred dollars. But now I had the courage to ask for two hundred. I had intended to say that I wanted to go to Kansas City to try and get a job. But now I announced confidently that I wanted to go to Kansas City to get a job. I got the loan; and I got the job.

"I now have a the following words pasted on my bathroom mirror, and I read them every morning as I shave:

I had the blues because I had no shoes,
Until upon the street, I met a man who had no feet."
Why don't you stop and ask yourself: "What the heck am I worrying about?" You will probably find that it is comparatively unimportant and insignificant. '
*Source: How To Stop Worrying and Start Livng by Dale Carnegie

Wednesday, May 13, 2009

"How To Eliminate Fifty Percent of Your Business Worries"

'My friend Frank Bettger, one of the top insurance men in America, told me he not only reduced his business worries, but nearly doubled his income by using this method.

"Years ago," said Frank Bettger, "when I first started to sell insurance, I was filled with a boundless enthusiasm and love for my work. Then something happened. I became so discouraged that I despised my work and thought of giving it up. I think I would have quit-if I hadn't got the idea, one Saturday morning, of sitting down and trying to get at the root of my worries.

"1. I asked myself first, 'Just what is the problem?' The problem was: I was not getting high enough returns for the staggering amount of calls I was making. I seemed to do pretty well at selling a prospect until the moment came for closing a sale. Then the customers would say, 'Well, I'll think it over, Mr. Bettger. Come and see me again.' It was the time I wasted on these follow-up calls that was causing my depression.

"2. I asked myself, 'What are the possible solutions?' But to get the answer to that one, I had to study the facts. I got out my record book for the last twelve months and studied the figures.

"I made an astounding discovery! Right there in black and white, I discovered that seventy percent of my sales had been closed on the very first interview! Twenty-three percent of my sales had been closed on the second interview! And only seven percent of my sales had been closed had been closed on those third, fourth, fifth, etc., interviews, which were running me ragged and taking up time. In other words, I was wasting fully one half of my working day on a part of my business which was responsible for only seven percent of my sales!

"3.'What is the answer?' The answer was obvious. I immediately cut out all visits beyond the second interview, and spent the extra time building up new prospects. The results were unbelievable. In a very short time, I had doubled the cash value of every visit I made."

As I said, Frank Bettger became one of the best-known life-insurance salesmen in the country. But he was on the point of giving up. He was on the point of admitting failure-until analyzing the problem gave him the boost on the road to success.

Can you apply these questions to your business problems? To repeat my challenge-they can reduce your worries by fifty percent. Here they are again:

1. What is the problem?
2. What is the CAUSE of the problem?
3. What are all the possible solutions to the problem?
4. What solution do you suggest?'
*Source: How To Stop Worrying & Start Living by Dale Carnegie

Thursday, May 7, 2009

Gen Next Empowers Young Entrepreneurs

I typically spend my nights cleaning up email and wading through my Twitter account, following up on people that follow me, checking them out and making sure that they are real.

There are a lot of Tweeps out there that have a lot to say about… how to use twitter to market their latest Internet marketing machines. Just follow the trail of money to the millionaires.

But you know, I can appreciate having more than one stream of income and I applaud these individuals for at least having the courage to try something new and different.

That’s why I immediately sat up and took notice of one of the Tweeps that had decided to follow me, @9miles or, 9miles Media.

9Miles Media is a small graphic and web design group existing entirely on the web and is composed of 8 individuals in a variety of diverse locations: places like North Carolina, Pennsylvania, Florida, Georgia, the UK, and Australia. That’s like… almost 24 time zones and can truly be called a group with a worldwide reach. I thought only companies like Intel and Microsoft enjoyed that kind of presence.

Well, if you aren’t feeling small and ineffective yet, you will in a moment. This group of 8 intrepid entrepreneurs…

…is composed entirely of teenagers!

That’s right. Between the ages of 13 and 16, this group is doing something that some individuals can’t seem to do with their team packed completely in their back yard.

So how are you using your technology to keep your team together? How do you leverage all of this “cool tech stuff” to keep your members motivated, directed and on track with all of the projects that are going on?

When it comes to leveraging technology and breaking geographic boundaries, I think these young entrepreneurs have the “traditional boomers” beat hands down and we can learn a few things from them.

That’s why I really like the Gen Next program that we conduct every summer here in Cleveland and in Columbus this year. It gives the up-and-coming generation an opportunity to question the old ideas that bind our generation, like “working hard”, “obeying the chain of command”, and “corporate loyalty”, and gives them an opportunity to try something new, different, and unrestrained in this bold new era.

While I don’t think that we should completely toss out all of the old ideas in favor of the new, I do believe that some of these old ideas need to be reviewed and checked with greater regularity to see if they need either tweaking or tossing. Our generation did it and the generation before ours did the same thing.

One of the great management sayings in the early 90’s was, “Sacred Cows make the best burgers”.

Still true today, even if the “Sacred Cows” happen to be the ideas of our generation.

Holy Cow! It’s time to move over and let the next generation have their shot. Let’s make sure that they have the basic communication and leadership principles to get the job done by getting them involved in the Gen Next program.

Then, be prepared to be wowed!


Monday, May 4, 2009


COLUMBUS, Ohio (April 20, 2009) -- Sequent, a consulting and outsourcingfirm, together with Dale Carnegie Training, an internationally recognized leaderin human resources and employee management, Humor Consultants, a firmspecializing in individual and professional growth, and Mindful Life/MindfulWork, an experiential coaching/training consulting firm, have formed a strategicpartnership to provide Outplacement Services for companies facing downsizing.

"The goal of this partnership is to establish outplacement programs through anetwork of consulting and outplacement firms that are collaborating to assistcompanies and their employees as they face downsizing,"said Tim Reed,managing director of Employment Services at Sequent. "By partnering with DaleCarnegie Training, Humor Consultants and Mindful Life/Mindful Work, webelieve we have created unique and innovative outplacement programs that arerich in both content and experience."

The outplacement programs that Sequent and its partners have developed help toretrain and refocus employees. The programs include personal assessments,practical skills training needed for career transition, as well as the personalcoaching out-of-work employees need to reinvent themselves and meet thechallenges of the changing business climate. The objective is to help companiesby providing their downsized employees with the skills and training they need toget back to work quickly, even as they face the tightest job market in decades.

Sequent and its partners have already started marketing their practical programs tolocal companies. "Our hope is that many companies will not only want to helptheir own downsized employees, but will also want to give back to theircommunity in these challenging economic times,"said Reed. "We are excited tobe apart of such an important initiative to help get people back to work."

About Sequent
Sequent is a consulting and outsourcing firm that helps clients improve corporateperformance through the integration of people strategies, process management andtechnology. The firm is one of the top 100 privately held businesses in CentralOhio with offices in Columbus, Ohio; Birmingham, Alabama; Nashville,Tennessee, and Springfield, Ohio. Sequent's offerings include Human CapitalManagement, Technology Solutions, Thought Leadership, Employee BenefitPrograms and Risk Management. For more information, visit http://www.sequent.biz/.

About Dale Carnegie Training
Dale Carnegie Training, the internationally recognized leader in human behavioraldevelopment and employee management, has evolved from one man's belief inthe power of self-improvement to a performance-based learning and developmentcompany. They focus on coaching business people to sharpen theircommunication, presentation, and leadership skills, improving their overallprofessional performance. Lance Tyson, CEO of Tyson Eppley Management, islicensed to provide Dale Carnegie Training in Ohio, Indiana and NorthernKentucky. Through a process of individual consulting and group dynamics, theyoffer practical principles and processes that give people the knowledge, skills andpractices they need to enhance their job search. http://www.dcarnegietraining.com/

About Humor Consultants
Phil Sorentino, co-founder of Humor Consultants specializes in individual andprofessional growth. His goal is to assist people in four critical areas: WorkingSmart, Having Fun, Making Money, Developing an Action Plan. Though a"Conoaching"session, which is part consulting and part coaching, and throughon-going support, he works with individuals to help them achieve their uniquegoals in three areas: growth, enjoyment and profit. Conoaching is a process, notan event, that is meant to guide individuals to uncover answers for themselves.The process provides job seekers with materials and assignments that assist intheir job search and motivates them to have fun at the same time. http://www.humorconsultants.com

About Mindful Life/MindfulWork
Patricia Bright founder of Mindful Life/Mindful Work offers experientialcoaching and training services to individuals to foster personal insight in careertransitioning. She helps individuals re-orient habits or conditioned patterns ofthinking and doing in order to maximize perspective and potential. She helpsindividuals create resumes that stand out by focusing on promoting the skills andabilities of the individual. In addition to the class time she provides in theoutplacement programs, she also spends time one-on-one with individuals whoneed help overcoming challenges and struggles so that they can reach their highestpotential. http://www.patriciabright.wordpress.com/


Monday, April 20, 2009

Break Down The Doors And Get The Job Interview Using Linkedin

In this economy, many of us are struggling with questions like, “How do I find a job?” or “What do I have to do to get an interview?”

Here is a quick story about a college senior who took a sales approach.

After making several attempts to breach the corporate walls of his target company and failing to accomplish his task, he decided to leverage the power of his network. He did a search in Linkedin for the company, discovered someone in the target organization that shared a connection with him, and asked his connection for an introduction. One week later, he’s in a NYC Starbucks for a job interview.

In sales parlance, he got a referral. And that referral allowed him to get in the door, something that he had failed to do on his own.

If you are out there pounding the pavement, wondering how to get into companies that you know could use your stuff, or if you are looking for a way to get a job interview with a company, make Linkedin your first stop. It’s so much easier to be walked in the front door by a trusted referral than by attempting to scale the walls on your own.

Landing A Job Interview, Thanks To Linkedin.

Wednesday, March 25, 2009

Linkedin Networking Event Makes Columbus News on NBC

The Linkedin Success Week Event put on by Lewis Howes and Frank Agin a few weeks ago was a big hit in Cleveland and Columbus. In case you were hiding in your home and avoiding the cold weather, the Linkedin event attracted upwards of 400 people in the Columbus area, all looking to connect and exchange contact information.

The event also attracted the attention of the more traditional media outlets. See the Columbus NBC Channel 8 interview with Lewis and Frank on the LinkedWorking site here.

Bet you won’t miss the next one.

Wednesday, March 18, 2009

Get More Face Time With Your Prospects By Using The Dale Carnegie Principles To Open Your Sales Calls

Last night I sitting in the latest Dale Carnegie Course facilitated by Laura Nortz. We were in session 4, reviewing success stories with the first set of Dale Carnegie Principles.

During the second half of the session, I heard one of our account managers deliver a remarkable demonstration of exceptional sales acumen, even though she has been on the job for just over two months.

The Secret of My Success.  Kim Hartzler holds one of the texts used to develop sales acumen in the Dale Carnegie Course.

"The Secret Of My Success". See Kim's Linkedin profile here: View Kimberly Hartzler's profile on LinkedIn

Kim Hartzler, new account manager, had been trying to get some talk time with an HR person regarding one of the new assessment services that we offer. Kim was constantly getting the brush off. If you are in sales, I know that you’ve heard some of these before:

  • I’m busy right now.
  • I don’t have time.
  • We aren’t buying anything right now.
  • I’m on my way out the door.
  • Now is not a good time.

On this particular instance, Kim had caught her prospect on their way out the door and she got the standard litany of replies.

On this particular occasion, Kim thought about the Dale Carnegie Principles and thought about some of the challenges that they faced. Then she said, “Let me ask you just one question. I know that you spend a lot of time scouring through resumes trying to find the right person to fill a position. What would it be worth to you if you could eliminate the amount of time you spend searching through resumes, yet increase your certainty of getting the right person in the right place the first time?”

Apparently, Kim hit a very raw nerve because her contact paused and then said, “We need to talk”.

Since the start of this ugly recession (or at least since the financial wizards admitted that we were in an ugly recession a year after the fact), we have been bombarded with questions from sales reps looking for the“unfair advantage” that will give them an edge. Questions like:

  • “How do you open a sales call?”
  • “How do you keep your contact on the phone when making a cold call?”
  • “How do you respond when your contact says that they aren’t buying anything in this economy?”

In every case, my response is the same. Stop talking about you, your company or your product. Talk about something that your prospect is interested in.

In the good old days of selling when times were good and the money was flowing freely, you could get away with talking about the marlin on your prospect’s wall, the latest super hot car, or the fantastic restaurant down the street.

What are your prospects interested in today? Try these:

  • How to save time.
  • How to hold on to their jobs.
  • How to increase cash flow using their current resources.
  • How to leverage their technology to decrease their financial costs.

Your prospects today want to talk to someone that can help them solve their challenges and issues more than ever before. They don’t have time to waste talking about pseudo hobbies.

Come to think of it, they didn’t have time to waste before. But now the tolerance threshold has dropped into the basement. So if you can’t talk about something that they are extremely interested in, be prepared to get booted out the door, while watching someone else who has that capability, like Kim Hartzler, swoop in and walk away with your business.

Be a winner, not a whiner.  Develop your communication skills with the Dale Carnegie Principles and supercharge your sales.

For Hartzler, exceptional presentation and communications skills is a no brainer

Do you want an unfair advantage? Follow Kim’s lead and take the time to discover the challenges that your prospects face daily. Then talk about how you can help them resolve those challenges.

I’ll leave you with these words of wisdom regarding the "unfair advantage" I picked up from Aptela when I worked in the telecomm industry:

“The advantage is unfair only if you ain't got it.”

Go get ‘em.

Sunday, March 15, 2009

Virus Scanner For Sales Reps

Here is a quick post for all of you sales reps out there.

If you suspect that you have some type of malware o your system, like a virus or a trojan looking for passwords, here is something for you to use.

On the Tech blog for Sales Reps, you'll find a couple of online malware scanners to help clean up your machine. You'll find them here at Koobface Worm Is On The Move Again Attacking Facebook Users.

Lock your machine down.

Good Selling.

Tuesday, March 10, 2009

Business First Is Another Member Of The McGohan Brabender Dale Carnegie Of Ohio Tag Team In This Recession Smackdown

It has come to my attention that there is another unsung hero helping the good people in the Ohio Valley during these tough times.

You may know that Dale Carnegie Training of Ohio and Indiana has a long standing relationship with McGohan Brabender in helping companies in OH, KY and IN get the best for their people..

What you may not know is the relationship that Dale Carnegie Training of Ohio and Indiana has with Business First, the producers of the Business Journals that you see in various cities including the Cincinnati Business Courier and the Business First of Columbus.

Business First is a partner sponsor for the seminar series currently being run in Columbus, Cincinnati and Dayton in conjunction with McGohan Brabender and Dale Carnegie Training of Ohio and Indiana.

Within the last month, several of these 3-hour programs have been conducted in southern Ohio ranging from Effective Onboarding Strategies to Effective Sales Tactics. In this economy, hundreds of individuals have attended these programs to discover new ideas in improve their performance, regardless if they were working for a large corporation or a small consultancy. We all need to share ideas in order to be better at what we do. And this is an excellent way to get together with like-minded people and share information..

The rest of these programs are listed below. If you need more information on any of these programs or are interested in attending one, register at the McGohan Brabender Learning Center or leave a message with us at mbdct@dcarnegietraining.com regarding your interest and we’ll get in contact with you and get you set up.

Again, if you are outside of the Ohio Valley area but you are still interested in the ideas that we’ll discuss at these workshops, email us at mbcdt@dcarnegietraining.com with the following information::

  • Your name

  • Your company name

  • An email address where you can be reached

  • A brief description of two challenges that you are facing

We'll get you the information as well as some possible solutions to help you in addressing your challenges.

Good Selling!

McGohan Brabender Dale Carnegie Programs in Columbus

McGohan Brabender Dale Carnegie Programs in Dayton

  • Recruiting Salespeople with Traci Tigue, 03/19/2009

  • How Is All The Work Going To Get Done? with Ed Eppley, 05/21/2009

  • Five Dysfunctions Of A Team with Ed Eppley, 10/01/2009

McGohan Brabender Dale Carnegie Programs in Cincinnati

Wednesday, March 4, 2009

Use This Direct Marketing Technique To Drive Sales In Your Email Campaigns

About 3 weeks ago, I received a letter in the mail. Yeah, snail mail. Typically, when I get something from the US Postal Office, it’s either:

  • A bill
  • Junk Mail
  • One of the last hardcopy magazines that I simply refuse to give up.

At this point, everyone I know either sends me email, gives me a tweet on twitter, texts me on my cell, chats with me on Google, writes on my Facebook wall, links to me on Linkedin or calls me on my cell. I’m sorry to say that the snail mail only brings me uninteresting news at best and bad news at the worst.

So when this bright yellow 4x6 envelope arrived in the mail, addressing me by name, a real name in the return address and a stamp in the upper right hand corner, it caught my attention.

Direct marketing strategy for getting our sales letter opened. It needs to get noticed.

It even looked like the address and return address had been hand written, as if someone had taken the time to add their personal touch to the correspondence. For a savvy direct marketer, this is easy enough to do with a printer and some clever fonts. Still, it looked extremely personal and inviting.

The thing had me curious. When I first saw it, I thought to myself, “Mike G??? I don’ t know a Mike G. Who is this guy?”

Guess which piece of mail got opened first that day?

When I opened it, I found this card on the inside.

Direct marketing sales strategy. Send a message of interest.

Well, at this point, I’ve got the envelope opened, I’m looking at a dog chewing on a shoe and I needed to know who Mike G was. So I opened the card and found this.

Direct marketing and sales letters. Get your old clients back by making them an offer.


RoadRunner Sports, where I bought my shoes to run the Akron Marathon back when the weather was a lot warmer, was reaching out to me again 6 months later.

Not a bad strategy, actually.

There are two things to consider here. First the friendly, personal appearance of the letter stood out from the everyday, humdrum, here-comes-another-bill look. It invited me to open it first over everything else.

You can do this same type of personalized, stand-out-from-the-crowd implementation in email as well. In fact, in a previous post entitle Email Marketing Ideas Using The Dale Carnegie Principles, we discussed how using the Carnegie Principles in an email direct marketing campaign can boost your open rate.

Then there is the strategy of reaching out to me after no activity on my part for almost 6 months. I’m willing to bet that there’s a sizeable chunk of customers in their database that hasn’t made a single purchase over the past couple of months. It just makes plain old common sense to give those people a little nudge, to remind them that RoadRunner Sports is still alive and thinking about them.

There are customers in your database that are like that. You know the ones I’m talking about. The ones that you let languish in a corner, ignored, neglected and have collected enough cobwebs to qualify for their own horror movie. They purchased something from you in the past because you had something that they wanted at one time, and have long since fallen into oblivion.

Create a direct marketing campaign that reaches out to them again and brings them back into the fold. It’s a lot cheaper than going out scouring the fields to find new customers. And in this economic environment, you would have to be crazy to sacrifice the people that have patronized you in the past to go hunting for new clients to nurture. Don’t get me wrong. I’m all for going out and beating the bushes to find new clients. But not at the expense of past patrons who have already bought something from you.

As I said, I get most of my correspondences electronically as I’m sure most of the new sales force out there does. I get a lot of email from sales reps telling me about their latest offerings or the specials that are coming up.

I can’t remember the last time a sales rep emailed me saying:

“Hey Larry, I know that you were looking at storage systems for your company. Here’s an interesting article that talks about some interesting data preservation techniques.”


“Hey Larry, the last time we spoke you were looking at bringing your team up to speed on using social media in sales. Here’s an interesting blog that discusses using Linkedin to generate leads.”

But I do get 7 or more emails a day from potential suitors saying, “Look at my latest video on killer sales techniques. It’s hot! People are snapping it up. Check it out here.” When I get to their site, the video is a long infomercial on how great their product is. Definitely not personal, and definitely no relationship built.

There’s nothing wrong with self-promotion, but I do believe that it goes a lot further if your audience believes that you have their best interest in mind. The best way to build that credibility and trust is to think of them and send them something of interest when you don’t need anything.

Before this whole credit crisis erupted, the experts recommended that you establish a reputation with your banker by asking for a loan when you didn’t need one. That way you could establish your credentials and earn their trust when the pressure was off. Then, when you did need that loan for starting your business or buying your home, your banker was in your corner because you had already earned their trust.

When was the last time that you emailed your client or prospect something that they were interested in, just to build that relationship? What are you doing to nurture your relationship with your current clients and to re-engage your past clients? Most blogs, videos and articles now have some way of emailing the file out to other parties. Are you making use of that ability to create value for your potential prospects and clients?

I would encourage you right now, to touch base with nine clients that have fallen off of your wagon for whatever reason, and begin bringing them back on board with a quick email that includes something that is of interest to them.

In today’s economic environment, lots of sales people are out there looking for the killer strategy or that one secret that will give them an edge.

Become genuinely interested in your prospects and do something that demonstrates that interest. Show them that you care by sending them something that they can use.

When it comes time to make the sale, they will take care of you.

Monday, March 2, 2009

Get Linkedin At The Cleveland And Akron LinkedWorking Events

A quick update for those in the Cleveland, Akron and the Northern Ohio area.

If you are looking for new ideas and tactics to leverage in your job search, then you do not want to miss the LinkedWorking Linkedin event. Social Networking mogul and Linkedin expert Lewis Howes is hosting this one at the Rock Bottom Bar and Brewery.

If you are in the Columbus area, your day to get Linkedin is March 5th and in Cincinnati, the event is happening on March 3rd.

But if you live and work in Northern Ohio, including Akron, Canton and Cleveland, then this Wednesday you need to March 4th to the Rock Bottom Bar and start getting Linkedin to a better job, more sales, and a better future.

Find more information on the LinkedWorking Linkedin event at Lewis Howes website here.

Good Hunting!

P.S. This event looks way big: Over 300 people. Get in now before it's too late!

McGohan Brabender and Dale Carnegie of Ohio and Indiana Double-Team the Recession

If you are like most people in this current economic climate, then you are probably looking for some way to leverage your skills and knowledge to get ahead.

This is not the time to sit by idly, waiting for someone to ride in and save the day. Nor is it the time to ignore the current economic environment with the belief that there is no recession. We're in it up to our collective waists. The question to ask is, what are we going to do about it.

This is the time for directed, determined and deliberate action. We need to have our targets mapped out in front of us and to understand and visualize the goals that we are trying to achieve. We need to architect a plan to help us get where we want to go, the boldness to act on the plan and the tenacity to see it through to the end.

To assists entrepreneurs, professionals and small business owners in enhancing their strategic planning and leveraging their resources, Dale Carnegie Training of Ohio and Indiana has partnered with McGohan Brabender to bring the local community a series of dynamic business building programs.

Leveraging the human resource expertise of McGohan Brabender and the Communication and Leadership power of the Dale Carnegie methodologies, these programs are designed to give you a heads up and a running start in creating powerfully loyal customers, developing dynamic teams, create effective selling strategies, and devising effective methods for managing and developing your talent. Programs are currently underway in the Columbus, Dayton and Cincinnati metropolitan area.

If you want to get into the driver's seat and take command of your economic vehicle, then these half-day programs will definitely get you started in the right direction. Register at the McGohan Brabender site or email us at mbdct@dcarnegietraining.com about your interest and someone will contact you directly.

If you are outside of the Ohio Valley area or you have a scheduling conflict, but you are still interested in the ideas that we'll discuss in these programs, email us at mbcdt@dcarnegietraining.com with the following information:

  • Your name

  • Your company name

  • An email address where you can be reached

  • A brief description of two challenges that you are facing

We'll get you the information as well as some possible solutions to help you in addressing your challenges.

Good Selling!

McGohan Brabender Dale Carnegie Programs in Columbus

McGohan Brabender Dale Carnegie Programs in Dayton

  • Recruiting Salespeople with Traci Tigue, 03/19/2009

  • How Is All The Work Going To Get Done? with Ed Eppley, 05/21/2009

  • Five Dysfunctions Of A Team with Ed Eppley, 10/01/2009

McGohan Brabender Dale Carnegie Programs in Cincinnati

  • Building Rapport and Developing Interest with Lance Tyson, 02/04/2009

  • Communicate, Motivate and Get Results with Ed Eppley, 03/04/2009

  • Onboarding Engagement with Traci Tigue, 04/01/2009

  • Talent Management with Ed Eppley, 05/06/2009

  • Team Member Engagement with Kevin Watts, 06/03/2009

  • Create Loyal Customers with Laura Nortz, 07/01/2009

  • Five Dysfunctions of a Team with Ed Eppley, 08/05/2009

  • Cross and Up Selling with Lance Tyson, 09/02/2009

  • Business Professionalism 101 with Kevin Watts, 10/07/2009

3 Tips To Supercharge Your Cold Calling Response From Internet Generated Leads

I posted this on the Sales IT Tech blog a few days ago. It just seemed to fit nicely with some of the other discussions that will take place over there. After all, over there we’ll be looking at Internet lead generation techniques as well as how to implement some of the technology required to make those techniques work.

This particular technique, however, seemed more sales strategic. It would probably be very useful to the any sales rep looking for ways to improve their lead follow-up procedure, especially in these turbulent times.

So here is the follow up technique that involves saying something different from the ever prevalent, “We saw that you downloaded one of our whitepapers. I’m just calling to make sure that you found everything you needed.”

Good hunting!

Three Cold Calling Tips For Augementing Your Lead Generation Strategy

Thursday, February 26, 2009

Training Recommendations From President Obama

The full text of President Obama's address can be found here at CNN.
The other night I was watching President Obama’s address, the “non-state of the union” State Of The Union and found myself once again enraptured by the same masterful rhetoric that caught my attention during this past election cycle.

There was something in President Obama’s presentation that caught my ear… well, there were actually a lot of things that caught my ear. But my mind kept coming back to this one point much like your tongue is drawn to the raw edge of a jagged tooth.

It just wouldn’t go away.

In the latter half of the speech, President Obama said:

“…It is our responsibility as lawmakers and educators to make this system work. But it is the responsibility of every citizen to participate in it. And so tonight, I ask every American to commit to at least one year or more of higher education or career training. This can be community college or a four-year school, vocational training or an apprenticeship. But whatever the training may be, every American will need to get more than a high school diploma…”

For the full text of President Obama's address, click on the picture above.

Over the past couple of years, I’ve read a number of books that encourage individuals to invest in their own education. At the very end of his book, The Accidental Salesperson, Chris Lyttle states that taking responsibility for your own education is the best investment you will ever make. And in a book entitled Self Made in America, the author, John McCormack, goes on extensively about the education system in America. He takes the position that in order to compete effectively on a global scale, we need to invest in our people and ourselves.

John McCormack wrote his book back in 1992, so this is not a new concept. At some level, every small businessperson realized that in order for their company to be a player in the growing global economy, they would need smart, quick, agile people who could turn on a mental dime. And in order to keep them smart, quick and agile, they would need to make a professional development investment in those people as well as themselves. However, I think this is the first time in my lifetime that I’ve heard the President of the United States strongly encourage people to invest in their own education and training.

Here is an interesting phenomenon.

I have seen a lot of discussion about the “War For Talent”. Yet, over the past year, I have also seen a lot of email comes across the wire from people who were trainers and educators looking for work. They said that their entire department had either been reduced in size or entirely slashed and they were looking for employment alternatives.

What!!?? I’m in a war for acquiring talent and my budget for holding onto that talent and keeping sharp and o them is zero dollars?

Cutting the entire training group during hard economic times may have made sense for companies in the “agricultural age” and maybe some sense in the “industrial age”, but to cut training in the “information age”? Where your people are considered “knowledge workers” and our commerce depends on how effective we can sell and move information? That makes about as much sense as an Olympic wrestler going to his coach and saying, “Coach! I need to loose 5 pounds to make my weight classification. Here, cut off my foot! I’ll worry about getting it back after the match.”

I’ve been through my share of layoffs, downsizes, right-sizes, outsourcing programs and corporate realignments. In all cases, I’ve never seen a company that “cuts off its foot to make weight” become a dominant player. The good people typically find other gigs.

And the rest?

Well, they simply hang on while the company slowly sails off into the sunset of obscurity.

Is it possible to come back after such extreme measures? I guess. Anything is possible. It’s just that I’ve never seen it happen.

The lesson here, however, is for the individual.

As a former manager told me on several occasions, there is life after [put your company name here]. Companies come and go, and there will always be corporate layoffs. You, however, can’t afford to cut your training and development budget. If you want to be a player in this new global economy, then you need to heed President Obama’s words and take ownership of your own training and development program as well as your personal branding and promotion program. This includes increasing your personal knowledge, like learning the new communication technologies, as well as developing new skills sets, including communication, presentation, leadership and most importantly, sales skills.

My personal preference is for communication and sales training. Some may think that I’m being biased here, but I’m not.

Imagine applying for a sales position and hearing “I think you are a great closer, but I can get my website to close the sale 24 hours a day 7 days a week. What I need is someone who understands the consultative sale and can partner with our important clients.”

Or imagine yourself thinking that you’ve got all of the qualifications to excel at the job you are applying for only to be beaten by the guy who was not as good as you but able to better articulate and sell their skills and abilities.

As we move forward in a questionable economy, we need to be somewhat selfish and think about our own future. Ask yourself these questions:

  1. What kinds of knowledge and skills are going to make me more marketable in the future?

  2. What kinds of skills will I need to adequately present my abilities to possible clients or employers?

  3. What types of companies will be looking for the types of skills that I have or I am developing and how many of them will be out there when I am ready to move forward?

  4. How should I present my skills and abilities to my prospective buyer (the company you are interviewing with or the client you are wooing) so that I look better than my competitors (the other guy interviewing for the same job or the overseas outsourcing company selling their service)?”

  5. How and where can I develop these skills?

A company is only as good as the people that it employs. And with every company talking about the “War for Talent” realize that they are talking about YOU. You, the individual, are the “Talent” that they are fighting over. But in order to get as many players fighting over you and your skill set, you will need to make a substantial investment in developing your own talents, skills and abilities.

If you want companies to clamor over you, either to hire you as an employee or to take you on as a consultant, invest in developing your skills and abilities.

Don't wait for the Corporate Suits to provide your training. Create your own education and training program and start moving forward today.