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Actual for You - More on Difficult Discussions at Work: Planning Your Approach
Networking for Success
Networking is an art form practiced by many, mastered by few. Like anything, practice makes perfect. Owning my own company, I get to practice a lot.My favorite networking example is from the movie, For Love of Money. There is a classic scene where Michael J. Fox, who plays a hotel concierge, ducks into a helicopter owned by a man named Chuck. The helicopter pilot says to Fox, "How do you know Chuck?" Fox says, "I don't know Chuck. But I know Eddie Shackner. Eddie knows Jerry Levine. Jerry knows George Spitzer. George knows Chuck." The pilot replies, "Small world." Really!In its simplest form, networking is about building a strong web of relationships. Below are some essential tips for successful networking whether your goal is to build your business or simply to establish new professional relationships or friendships.DO:• Bring business cards wherever you go. They are the "currency of networking."• Have a 30 second elevator speech and practice it. Does it soun
o help you get to a place where you can compassionately express your concern and remain open to the other person's side of it.Networking is an art form practiced by many, mastered by few. Like anything, practice makes perfect. Owning my own company, I get to practice a lot.My favorite networking example is from the movie, For Love of Money. There is a classic scene where Michael J. Fox, who plays a hotel concierge, ducks into a helicopter owned by a man named Chuck. The helicopter pilot says to Fox, "How do you know Chuck?" Fox says, "I don't know Chuck. But I know Eddie Shackner. Eddie knows Jerry Levine. Jerry knows George Spitzer. George knows Chuck." The pilot replies, "Small world." Really!In its simplest form, networking is about building a strong web of relationships. Below are some essential tips for successful networking whether your goal is to build your business or simply to establish new professional relationships or friendships.DO:• Bring business cards wherever you go. They are the "currency of networking."• Have a 30 second elevator speech and practice it. Does it soun
Dealing with Bankers and lenders
This information, excerpted from the book, "Understanding Small Business", to be published in the fall 2005, is used by SCORE in business counseling. For details contact your own banker.At some point every business must borrow money. Prepare yourself before you meet with prospective lenders and understand what lenders are looking for.The size of the investment. One major question is "How much"? Bankers consider some industries riskier than others and require more equity or collateral. The borrowers credit strength, quality of the business plan and a demonstrated ability to service debt from cash are important. Expect to provide equity of 25% to 33%Collateral on a liquidated basis often more than the face amount of the loan may be required. Borrowers may need to pledge personal assets, and provide personal guarantees. Certain assets such as homesteads, and retirement accounts may not be pledged. Owner's Credit history and credit score and explanations of any negative items
There's a lot to think about when you need to initiate a difficult interaction -- the kind of discussion that is required when a colleague is taking credit for your ideas, is not delivering on their part or is just plain making you look bad.This information, excerpted from the book, "Understanding Small Business", to be published in the fall 2005, is used by SCORE in business counseling. For details contact your own banker.At some point every business must borrow money. Prepare yourself before you meet with prospective lenders and understand what lenders are looking for.The size of the investment. One major question is "How much"? Bankers consider some industries riskier than others and require more equity or collateral. The borrowers credit strength, quality of the business plan and a demonstrated ability to service debt from cash are important. Expect to provide equity of 25% to 33%Collateral on a liquidated basis often more than the face amount of the loan may be required. Borrowers may need to pledge personal assets, and provide personal guarantees. Certain assets such as homesteads, and retirement accounts may not be pledged. Owner's Credit history and credit score and explanations of any negative items
Before proceeding you might want to check out my article on helping to "get your head in the right place," which is a process to help you get to a place where you can compassionately express your concern and remain open to the other person's side of it.
< High Probability Sales Training and Fifty Additional Sales Training Articles
As business owners we know that sales are the key to our continued success. Of course the type of business and industry we're in has a lot to do with what we call sales. For retailers the potential buyers are in the store, so selling may simply mean closing or does it?In other industries the sales person must sort out the potential buyers from the universe of suspects around them. Then, once they've been qualified the selling process can begin. The price points of your products and whether they are essentials or luxuries also matters when considering the sales and sales training process.It was for that reason we located fifty articles for you.In my opinion the primary reasons to invest in sales training are to make your sales force more effective - what is sold stays sold and increase customer satisfaction - satisfied customers refer their friends, with the results of greater profitability for your customer, your sales person, and your company.Many organizations inve
required when a colleague is taking credit for your ideas, is not delivering on their part or is just plain making you look bad.As business owners we know that sales are the key to our continued success. Of course the type of business and industry we're in has a lot to do with what we call sales. For retailers the potential buyers are in the store, so selling may simply mean closing or does it?In other industries the sales person must sort out the potential buyers from the universe of suspects around them. Then, once they've been qualified the selling process can begin. The price points of your products and whether they are essentials or luxuries also matters when considering the sales and sales training process.It was for that reason we located fifty articles for you.In my opinion the primary reasons to invest in sales training are to make your sales force more effective - what is sold stays sold and increase customer satisfaction - satisfied customers refer their friends, with the results of greater profitability for your customer, your sales person, and your company.Many organizations inve
Before proceeding you might want to check out my article on helping to "get your head in the right place," which is a process to help you get to a place where you can compassionately express your concern and remain open to the other person's side of it.
Avoid the Flu and Bronchitis at Work
Bronchitis is identified as being either chronic or acute. Acute bronchitis usually is limited into ration to anywhere from a few days to a week or two. It's often accompanied by flu like symptoms. Once ill, you can expect to have several days, with limited or no productivity, and even more time not performing at your best. While chronic bronchitis tends to last months or even years, the symptoms are much less pronounced and debilitating.Of these two basic bronchitis categories, acute bronchitis is typically associated with colds and flu like symptoms. The symptoms of acute bronchitis include:1. A Feeling of Tightness or Constriction in Your Chest2. Usually a Sore Throat3. Congestion4. Wheezing and Difficulty Breathing5. A Low to Mid Grade FeverIn a business situation, you often see many people coming to work ill claiming it's all for the good of the company. While I'm certain they have the best of intentions, viral influenza (flu) can
n making you look bad.Bronchitis is identified as being either chronic or acute. Acute bronchitis usually is limited into ration to anywhere from a few days to a week or two. It's often accompanied by flu like symptoms. Once ill, you can expect to have several days, with limited or no productivity, and even more time not performing at your best. While chronic bronchitis tends to last months or even years, the symptoms are much less pronounced and debilitating.Of these two basic bronchitis categories, acute bronchitis is typically associated with colds and flu like symptoms. The symptoms of acute bronchitis include:1. A Feeling of Tightness or Constriction in Your Chest2. Usually a Sore Throat3. Congestion4. Wheezing and Difficulty Breathing5. A Low to Mid Grade FeverIn a business situation, you often see many people coming to work ill claiming it's all for the good of the company. While I'm certain they have the best of intentions, viral influenza (flu) can
Before proceeding you might want to check out my article on helping to "get your head in the right place," which is a process to help you get to a place where you can compassionately express your concern and remain open to the other person's side of it.
Avoiding The Year End Sales Push Is The Best Sales Strategy
Every year thousands of salespeople spend the end of the year in a frantic push to reach their quota and or satisfy the demands of management to hit a specific number. I am not suggesting that this is necessarily a bad approach to increasing sales, but there may be a less stressful and more successful way to approach this challenge that I would recommend you consider in future years, if it is too late for this year.Granted, many prospects and clients wait until the end of the year to see if they have available budget to purchase or commit to purchasing your products or services. I understand this philosophy. Others many just procrastinate, waiting for lightning to strike before they can make the decision to proceed with an order. There are hundreds of reasons for waiting and only one reason for doing anything now. It makes sense because there is a need, a desire or a sense of urgency to get a problem solved or the ability to take advantage of a business opportunity that may slip by
="http://artemispath.typepad.com/eborders/2004/09/psyching_yourse.html">get your head in the right place," which is a process to help you get to a place where you can compassionately express your concern and remain open to the other person's side of it.Every year thousands of salespeople spend the end of the year in a frantic push to reach their quota and or satisfy the demands of management to hit a specific number. I am not suggesting that this is necessarily a bad approach to increasing sales, but there may be a less stressful and more successful way to approach this challenge that I would recommend you consider in future years, if it is too late for this year.Granted, many prospects and clients wait until the end of the year to see if they have available budget to purchase or commit to purchasing your products or services. I understand this philosophy. Others many just procrastinate, waiting for lightning to strike before they can make the decision to proceed with an order. There are hundreds of reasons for waiting and only one reason for doing anything now. It makes sense because there is a need, a desire or a sense of urgency to get a problem solved or the ability to take advantage of a business opportunity that may slip by
Franchisors; How to Determine a Franchise Profile
Many franchisors in the marketplace believe that there is a certain type of person that they are targeting in order to sell them a franchise. This is a mistake in modern-day franchising and let me tell you why.I am the founder of a franchising company and became a franchisor in my 30s. I originally had considered that there was a certain type of person I was looking for to buy my franchisees and I was thinking it would be someone just like me. Boy was I wrong.You see, our top franchisees were not people like me. The franchisees that were the most like me actually were the biggest pains in the butt. They did not seem to want to follow the franchise system rules that we had set up and they were busy being entrepreneurs rather than following the system. A system, which I had designed over a 25-year period and it was perfect in every single way. If you change something it simply would not work as well, of course how would they know that?Sure they can read the manual the
o help you get to a place where you can compassionately express your concern and remain open to the other person's side of it.Many franchisors in the marketplace believe that there is a certain type of person that they are targeting in order to sell them a franchise. This is a mistake in modern-day franchising and let me tell you why.I am the founder of a franchising company and became a franchisor in my 30s. I originally had considered that there was a certain type of person I was looking for to buy my franchisees and I was thinking it would be someone just like me. Boy was I wrong.You see, our top franchisees were not people like me. The franchisees that were the most like me actually were the biggest pains in the butt. They did not seem to want to follow the franchise system rules that we had set up and they were busy being entrepreneurs rather than following the system. A system, which I had designed over a 25-year period and it was perfect in every single way. If you change something it simply would not work as well, of course how would they know that?Sure they can read the manual the
Once you've gotten yourself in the right frame of mind, it's time to plan the actual discussion. For the purposes of this exercise, we'll call the colleague that we'll be interacting with, Jackie. Keep in mind that the goals for this process include: a) learning more about Jackie's perspective (even if you don't like it), b) approaching her in a way that is respectful of you both, and c) for the troubling behavior to stop.
1. Request time and attention.
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