Forget heights, planes and confined spaces. Snakes, spiders and frogs move over. Most people’s biggest fear is talking in public. Standing up and speaking in front of a group of strangers is downright paralyzing to a great many people. Giving a speech. Teaching a class. Addressing a group at a social gathering. For many, these are all scenarios that cause some people to complete freeze. Perhaps that is why those who are particularly good at it can make a living doing it. Gifted motivational speakers such as Tony Robbins, Les Brown, Zig Ziglar, Dr. Wayne Dyer and Jim Rohn earn seven figure salaries annually and their primary job is to speak in public.
Speaking to dignitaries and groups is an essential skill for certain professions, such as teachers, trial lawyers, news reporters, politicians and PR spokespeople. But speaking to groups is actually an increasingly important skill for people in most any profession. Web conferencing, social media groups and other technologies have made speaking to groups more commonplace and the ability to be able to speak to groups – large and small — more necessary. Yet, the fear of public speaking plagues many today. Even incredibly talented media icons were once intimidated to speak to famous and powerful people as well as to groups. For example, Barbara Walters was once a shy, introverted person. But she overcame her natural shyness and went on to become arguably one of the world greatest media reporters ever, having interviewed hundreds of business tycoons, royalty, political leaders, celebrities and religious leaders around the world. If she can do it, anyone can. Here are some tips. Continue reading
While it might seem impossible to prepare for the “unexpected”, business owners must think about and prepare for crisis situations. Some of those might be man-made, such as a cyber attack by hackers. More commonly, though, those unexpected events are those of nature, such as the massive flooding of the last few weeks experienced in Houston due to Hurricane Harvey and the rampant forest fires that are sweeping through California right now. Blizzards. Tornadoes. Earthquakes. There is no limit to the kinds of crises that businesses can experience, and they can happen anywhere, any time. Whether natural or man-made, these events are a cautionary admonition that the unexpected can and does happen.
It is up to business leaders to prepare for all types of emergencies in order to offset the impact of those situations on the bottom line. So how does a business owner prepare for the unexpected? Regardless of the location or type of business, every company should have an Emergency Preparedness Plan to deal with crisis situations. It is just good sense for every company to have and share its plan of action with staff. And some measures should be thought through and taken long before an emergency occurs. If no plan exists, it’s time to create one. Here are some things to consider in developing a corporate Emergency Preparedness Plan.
Everyone needs a vacation every so often. According to countless studies, people need time to disconnect from work and allow time for “play.” For some, play might mean just relaxing at home, reading a book and doing some gardening. For others, play may constitute high-adrenaline sports such as snowboarding, skydiving or bungee jumping. For the vast majority, play is all about changing scenery and exploring a new place and all that entails. Culture; architecture; cuisine; language; history; the arts. Whether it’s an adventurous vacation or a calm staycation, the one thing all vacations have in common – if done right — is a complete disconnect from daily grind of work. It’s a mental break… as in breaking away from the day-to-day routine. Even people who love what they do for a living and thoroughly enjoy their jobs need an occasional vacation.
But, from a global perspective, Americans are among the worst at taking vacation time. They are notorious for not taking all (or sometimes even any) of their vacation time each year and for often working during vacations. Americans vacation less than workers from most other industrialized nations of the world. Consequently, by the time Americans do take a vacation, it is often desperately needed and long overdue. The tough part is that once a person finally gets relaxed enough to be really enjoying their time off, it’s time to return to work. At that point, it is hard to shift back into high gear after letting go of it all. Some find it hard to bring their A Game after a week or two break. But there are ways to shift back into high gear quickly and easily after returning from holiday. Here are some tips to make the transition smoother. Continue reading
Attention workaholics, movers and shakers, corporate climbers and rising stars! Want to increase your productivity? Have a desire to get your creative juices really flowing? Hustling to shift your career into hyper-drive? If you answered yes to any or all three of these questions, then there is one simple thing you can do that will help with all. Stop working and go on vacation. As counter-intuitive as that may sound, a vacation is the best way to increase output, inspire the imagination into high gear and achieve even greater career success. If this sounds like millennial HR hype, it’s not. Vacations are essential for long-term success.
Yet, even as the summer winds down and kids head back to school, many employees have not yet taken any vacation time this year. And, those who have taken vacation time still have more vacation time available that they haven’t used and won’t use. Some think this is a good thing and even take pride in going years without a real vacation. (Long weekends don’t count.) While many Americans take pride in their workaholic ways, this is not a uniquely American phenomenon. Nor is it a by-product of the Great Recession… the lingering fear that jobs might disappear tomorrow. But regardless of the reason, forgoing vacations is not a good thing. Companies that want to increase their output should track employee vacation time consumption and consider requiring all employees to use ALL of their vacation time annually. And professionals who want to up their game need to seriously invest in “down time”. Here’s why.
Everyone has had a “bad day” at one point or another. Certainly everyone in business – and especially in sales – has had bad days… periods when nothing seems to go right. And every business owner has most likely endured his or her share of bad times. An important piece of equipment breaks. A big account switches to a competitor. The computer network goes down during a peak time. A deal falls apart. It happens. In fact, bad days can even stretch out into weeks or months or longer. 2009 was a downright bad year for builders, investors, bankers, lenders and financiers. Many could not take the stress and left the real estate and financial sectors in search of greener pastures. Those “bad day” blues can be devastating… even killing careers. But they needn’t be so damaging.
Those who have overcome the “bad day” blues have learned a few things. They don’t let a bad day stop them from reaching their goals. They know that there are bad days… and understand that those days can be tough… and even leave scars. But they know not to be ashamed of the battle scars obtained in the scrappy world of business. They understand that those scars means they were stronger than whatever tried to take them down. So how does a person develop the resilience and fortitude to deal with a “bad day?” How do you overcome the “bad day” blues? Continue reading
Most companies are in growth-mode. Successful businesses are always looking for ways to increase sales, revenue and – ultimately — profits. And there are a multitude of ways for a company to grow. A company might be ready to expand its geographic reach and open another location or hire more sales staff. Or it might want to diversify its products or services. Or it might have won a major government contract that necessitates operational expansion. Or it might be looking to franchise its operations. Alternatively, it might want to license its products so it can be sold by other companies. Or it might want to form an alliance with a partnering organization or merge with another business entity. These are all valid approaches to grow a business.
While approaches for growth vary, the elements to grow a business are usually the same for most companies. In fact, the variables for growing a business are somewhat similar to growing a garden or harvesting a field. Just as with a garden, there is an ecosystem or market in which a company will grow. A garden must have the right space and soil to expand and a business needs the right facility, plant, office space or storefront to grow. And a garden must be properly fertilized and watered, while a business needs marketing and advertising to nurture the business. Also while a garden must have the right amount of energy or sunlight to grow, a business needs the right sales and business development support to generate orders. And just as there must be a strategy to keep all manner of bugs and pests from destroying or consuming what is produced in a garden, businesses need to keep competitors and regulations from eating away at profits. Gardeners must have some level of training and experience with agriculture or horticulture, a company’s employees need training and expertise in the business’ niche. And they must not only know what they are doing, but they must be efficient and effective in their work to maximizer the ROI. There must also be a way to harvest the yield in a timely manner. And the quality of what is produced must remain high, and be as good as or better than the competition’s produce or else no one will want it. Just as only the best gardeners are successful expanding a small garden into a thriving, productive farm, only savvy, shrewd business owners can grow a company.
Ask any salesperson and they will tell you that selling is hard work. In fact, anyone who has ever had a job in sales will likely admit that it’s the hardest work they’ve ever done. If a salesperson gets a yes immediately, they haven’t really sold anything as much as taken an order. Selling starts the moment a prospect says no. Selling is what happens when a salesperson turns a No into a Yes. And yet, most salespeople make common mistakes throughout the sales process that keep them from making a sale.
There are a myriad of things that sales people should do… could do… would do… but don’t for a multitude of reasons. Sometimes salespeople are taught wrong. They are told to do things a certain way even though those techniques, approaches and strategies haven’t worked for half a century. Sometimes salespeople are taught the right things to do and they just don’t do them, either because they don’t believe the sales program is effective or they think their way is better. But a lot of the time, salespeople aren’t taught at all how to “sell.” So they emulate the worst examples of salesmanship, which just makes the job of sales even harder than it already is. The following are things a salesperson should do to make the sale.