Proficiat Rossi, El Campione...

Valentino Rossi, salah satu fenomena dunia pada arena balap motor bergengsi MotoGP, hari minggu kemarin telah mengamankan posisinya sebagai Juara Dunia yang ke 8 kali. Baru ada 3 manusia hebat yang berhasil mencapai prestasi seperti itu yakni Agostini, Doohan dan terakhir Rossi, pemuda kelahiran Italia 29 tahun yang lalu.

Saya tidak mau bicara biografi Rossi. Yang mau saya bahas adalah kebangkitan Rossi dari keterpurukan dalam dua tahun belakangan. Mahkota juara dunia dipegang berturut-turut oleh Nicky Hayden tahun 2006 dan Casey Stoner tahun 2007. Berbagai masalah menimpa motor yang dipakai Rossi oleh membuat dia banyak sekali kesempatan untuk mendapatkan point, akibat motornya yang rusak sehingga tidak bisa mencapai finish.

Keputusan Rossi memilih bergabung dengan Yamaha, yang pada saat Rossi bergabung adalah tim yang sedang terpuruk, merupakan keputusan yang banyak dipertanyakan oleh banyak fans. Dengan gelar juara dunia, team work yang harmonis dengan Honda, motor yang prima, Rossi malah memilih pindah ke team yang tidak lebih baik. Tetapi memang faktor manusia lebih berperan dari buatan tangannya sendiri, Rossi mempertahankan title juaranya dengan motor dan tim yang pada waktu itu tidak lebih baik dari Honda.

Sebetulnya kesempatan untuk berpindah ke team yang lebih baik dengan kompensasi yang lebih tinggi terbuka lebar untuk Rossi pada saat kegagalan mempertahankan trophy juaranya selama dua tahun berturut-turut yang lalu. Komitmen yang luar biasa dengan integritas yang tinggi ditambah talenta menantang Rossi untuk bertahan dan mengatasi semua masalah dan hambatan dibandingkan dengan menyalahkan, menuding dan mengatasi masalah dengan pindah ke team lain. Rossi mengatasi masalah dalam team Yamaha ditengah cercaan dan ledekan bahwa era Rossi sudah tamat. Kekuatan mental juara serta fokus pada tujuan atau wellform outcome-nya membuat Rossi kembali menjadi Juara walaupun rival-rivalnya tetap memiliki motor dan dukungan yang lebih baik darinya.

Rossi, El Campione, PROFICIAT !!!

Salam Damai Sejahtera,

Anton Karya
SalesForce Motivator
Founder of THE WARRIOR WAYS Training Series
http://www.antonkarya.co.cc
0818922388 / 02132122188

Sent from my BlackBerry® wireless device from XL GPRS network

Pornografi

Kalau saja semua laki-laki diajarkan sedari kecil untuk menghormati dan menghargai ibunya, hal ini pasti akan berkurang dengan sendirinya. Caranya gampang, seberapa penghargaan yang diberikan para suami kepada istri, yang nota bene adalah ibu dari anak2nya, apakah kita benar2 menghargai pengorbanan yang telah diberikan oleh mereka dalam melayani kita dan mengurus anak-anak dan rumah tangga ? Apakah kita sudah melakukan kalibrasi yang tepat dengan istri ?

Kalau saja semua orang diingatkan kembali bahwa tubuh adalah pinjaman sang Pencipta yang harus dipelihara dan dilindungi. Bahwa semua manusia itu setara, laki-laki dan perempuan. Bahwa laki-laki, diberi OTORITAS untuk MELINDUNGI perempuan, bukan untuk MENGUASAI. Laki-laki adalah imam untuk keluarganya, bukan RAJA yang OTORITER. Hidup untuk menyenangkan Tuhan, bukan diri sendiri, bukan untuk pamer. Apa yang mau dipamer, wong semuanya pinjaman yang suatu saat akan diminta pertanggungjawaban. Punya tubuh indah dan sehat adalah ibadah, dirawat dengan hidup teratur dan mendekat minta petunjuk sama YANG PUNYA. Pasti beres.

Salam Damai Sejahtera,

Anton Karya
SalesForce Motivator
Founder of THE WARRIOR WAYS Training Series
http://www.antonkarya.co.cc
0818922388 / 02132122188

Sent from my BlackBerry® wireless device from XL GPRS network

Salesmanship Corner by Jeff Gitomer - Mirror, mirror on the wall, who's the most influential of them all? part two of two

Based on an inane statement about how to become a power influencer, purported by an "expert," I decided to clarify the process in detail, so that you could have a shot at becoming one.

Last week's elements of a power influencer included: smart, shrewd, knowledgeable, successful, a winner, full of answers, someone with ideas that work, creative, a thinker, someone with a great reputation, someone with great timing, and someone with a great attitude.

There's a lot to becoming a person of influence. But the rewards will last a lifetime.

Here's the rest of the list.

A power influencer is...

Well read. Influence comes from a combination of thinking and reasoning that's not just based on experience. Reading will help you better understand and clarify your own thinking, even refine your own thinking, and it gives you an additional resource to draw from as you're building your influential base.

Published. For the past 15 years, I have published a weekly article -- more than 800 individual writings that have helped and influenced others in their thinking and in the actions that they take. If you seek to influence, you must do it in a multitude of formats. I promise that if others are influenced by your writing, they will also be influenced by the words you speak.

An author. Write a book that has both influence and prestige. Articles become books. Books become read. And the people who read them will be influenced by the person who wrote them.

Service driven, not sales driven. Salespeople are only able to influence temporarily. Power influencers lead with service and their service leads to sales.

Friendly - well liked. All things being equal, people want to be influenced by their friends. All things being not quite so equal, people still want to be influenced by their friends. While friendly is not always the best case for influence, I believe it is the best case.

Someone who has gained the customer's (other people's) confidence. The more you perform, the more successes you have, and the more wisdom you convey over time, the more confidence others will have in you. Confidence only comes as a result of performance over time.

Tells the truth all the time. You can influence temporarily with a lie. But once the lie is uncovered, you can never influence again.

Gets the job done no matter what. People of influence are also performers. They DO, not just say. They walk their talk. They don't make excuses because they don't have to. They're the one person who is counted on in a time of need. They are reliable and relentless. They don't leave the job until the job is done.

Trusted. All of the already mentioned elements combine to form trust. One of them can break trust. If you lie, trust is gone. If you quit a job in the middle, trust is gone. No one element builds trust. But the lack of one element can destroy it.

Long-term oriented. Influence is determined by relationship and long-term thinking precedes relationship. It's not about your quota. It's not about the end of the month. It's about doing what is best for others over an extended period of time regardless of your self-imposed deadlines.

Not greedy. If there are givers and takers in the world, people of influence are seen as givers. People who are always thinking about or talking about money are not as influential as people who are always talking about ideas and serving others.

"A fit." One of the most powerful but least talked about elements of relationship, trust, and influence is how comfortable people feel with each other, how easy it is to do business with each other, and how natural the relationship is formed. You don't have to force it because it's a fit.

This list contains elements of the IDEAL influencer. All people of influence do not have to have all these qualities, but the more they possess, the greater their power to influence.

NOTE WELL: This list does not contain the words "has money." Having money and being influential are mutually exclusive. Maybe money gives you a slight advantage, but all the other elements outweigh it. By a ton.

While this list only took a few days to compile, it will take you years to master each element of influence. That's the good news for you, if you are dedicated to become a power influencer. Most other people will quit after reading this list. "Too much work," they'll say. "Not worth the effort," they'll whine.

GREAT! More room for you at the top.

Salesmanship Corner By Zig Ziglar - Moving Up In Life

It has been accurately stated that when you hire somebody smarter than yourself, you prove you are smarter than they are. We can apply that to all areas of ability. The sales manager should strive diligently to hire sales people who are better at selling than he or she is. That way they can share information and they will both be even more effective. Also, by continuing to learn from each sales person, the manager will stay one step ahead of all of them. Exactly the same thing applies in coaching. A good head coach seeks assistant coaches who know more about their specialty than he does and he learns from them. Ditto for managers in manufacturing, engineering, architecture, etc.

Many years ago Lawrence Welk hired an accordionist named Myron Floren. He was considered the best in his profession. When Mr. Welk told his business manager, he became furious. He felt one accordion in the orchestra was enough. Mr. Welk just smiled and said the hiring was firm. The first night the business manager heard Myron play in the orchestra with Lawrence Welk, he told Mr. Welk that the new accordion player was better than he was. Lawrence Welk smiled and confided, "That's the only kind of musician I hire." That's the best way to get to the top. That also helps explain one of the reasons Mr. Welk and his "Champagne Music" spanned four generations of music lovers. Excellence and the commitment to bring your "customers" the best possible "product" are the predictors of long-term success.

The message is clear: All of us can learn and benefit from the knowledge and talent of others. Don't be "intimidated" by someone with a more successful resume' and don't feel superior to someone who's enjoyed less success than you have. Learn from both of them and I'll See You At The Top.

Zig Ziglar is a motivator and teacher. He is the author of 26 books and loved by millions of people world wide for his practical wisdom and his gift of hope.

Salesmanship Corner by Jeff Gitomer - People of influence are successful. Are you one of them? part one of two

Some idiot (er, I mean expert) wrote: Patience is the key to becoming a Power Influencer. Skilled influencers are patient; they pace their arguments, and 'exhaust' them one at a time. It's far better to secure agreement incrementally, step by step, reason by reason, than to unleash a torrent of reasons in one fell swoop. Stacking your reasons inevitably means that some will get neglected, and it gives the other person the opportunity to choose to focus on the weakest reason and ignore the stronger ones. One reason at a time ensures that each one gets its fair share of attention.

Huh?

If you are looking to become a person of influence to your customer, patience may be the only element NOT on the list. Which got me thinking (whenever I read, see, or hear something dumb, or even inadequate, I always think, "How can I make this better." Or in this case, what IS on the list of becoming a 'power influencer?'

Are you seeking more influence with your customers? With your boss? With your prospects? With your connections? With your associates and co-workers?

Have you ever thought about what elements go into being an influential person?

Here is the list, BUT don't just read it - compare yourself and your skill levels to it, so that you can develop your understanding AND your status at the same time.

A power influencer is:

Smart. A person who can reason, and be reasonable. A person who can think in terms of answers, rather than fret over circumstances. Someone who sees the big picture, rather than the immediate urgency.

Shrewd. Beyond smart, a shrewd person sees an answer and a game plan to implement it. And the implementation is seen in favor of the other, rather than in favor of themselves. It doesn't mean that you give up your winnings (earning, commission, money), it does mean that everyone wins, not just you.

Knowledgeable. Beyond smart, a knowledgeable person knows what's going on in detail. Product knowledge, service knowledge, and experience. Not just how to work it - but how to use it to profit and produce.

Successful. A person who has completed tasks successfully, and had successful outcomes. a person who let's their record speak for them.

A Winner. A person whose history shows they know how to win, and they've won more often than they've lost.

Full of Answers. Influencers do not always push. Often they are called upon because an answer is needed, and the caller has confidence or faith that the influencer knows the right answer, and knows the best answer.

Someone with ideas that work. Ideas based on past experience, ideas based on best possible answer, and ideas based on a firm understanding of the circumstance, will create influence enough to be accepted and implemented.

Creative. Creativity is the mother of ideas. A creative person has studied creativity and combined it with the brainpower to never be at a loss of thought in any situation.

A thinker. Most people never spend time thinking. That's why most people are not power influencers. Thinkers are also observers. They don't just talk -- they look, they think, they reason, and then they respond.

Someone with a GREAT reputation. If you seek to become a person of influence, other people will have to corroborate your credentials and your credibility. You may think you're a person of influence but in the end it's not what you think, it's what others think and what others say about you.

Someone with great timing. Knows when to hold 'em. Knows when to fold 'em.

Someone with a great attitude. I don't think you can influence at the same time you're whining and complaining. And maybe you should substitute the words power influence with the words positive influence.

Well, that's the end of part ONE. Yes, there are several more elements to being a "power influencer," and I will reveal them all next week.

How are you doing so far? More complicated than you thought? Relax - you're not alone. Rereading and rating yourself on each element will give you a realistic picture of your present power to influence.

PLEASE NOTE WELL. There is nothing on this list about using sales tactics or closing techniques. No need to. Power influencers do not close sales; they create the desire for the customer to BUY.

Salesmanship Corner By Zig Ziglar - Champions Produce Champions

Every football fan in America knows the name and many accomplishments of Lou Holtz, former Head Football Coach at Notre Dame University. Lou was at Notre Dame for ten years. He produced one national championship team and came within a whisper of repeating on several other occasions. During his tenure, at least eight of his assistant coaches went on to head coaching jobs at other universities. Many people probably think that Lou had "given up his best and brightest" coaches. They must wonder how he continued to turn out such marvelous teams, despite losing his best coaches.

The answer is that he continued to produce great teams because he had given up his best coaches. Lou unhesitatingly encouraged his assistants to live their dreams and accept head coaching positions when offered. As a result, many of the brightest and best young assistant coaches all over America wanted to go to Notre Dame and coach under Lou Holtz. They recognized him as a great football coach and people person. They also appreciated the fact that he had a tremendous ability to recognize coaching and athletic talent. These talented, young assistant coaches knew that Lou would teach them a great deal. They also knew that he would help them turn their head coaching dreams into reality.

Lou Holtz proves that you can have everything in life you want if you will just help enough other people get what they want. Lou knew that with each splendid, new assistant coach he brought in he laid the foundation for success. He also knew that new coaches have leads in high schools near their former colleges. This was often a tremendous recruiting tool.

Yes, it really does work. The go-givers frequently get more than the go-getters - or is it simply that go-givers have the best approach to getting? Think about it, and I'll SEE YOU AT THE TOP!

Zig Ziglar is a motivator and teacher. He is the author of 27 books and loved by millions of people world wide for his practical wisdom and his gift of hope.

Salesmanship Corner by Dave Kahle - How do I get the prospect to give me an answer when I provide a quote?

Q. Giving quotes. Client (prospect) seems interested but never gets back to you.

A. I'm assuming that the question here is, "How do I get the prospect to give me an answer when I provide a quote?" This is one of the most common frustrations for salespeople.

Before I get into it, let's examine our expectations. Let's say that now, out of every 10 quotes that you deliver, three people get back to you, and two buy. You are very frustrated with the other seven, because you can't seem to get a response.

Realize that without a radical change in the way you do business, you are always going to have some people fall into the category of "not responding" to your follow ups. So, if you can change your results to something like five out of the ten people getting back to you, and three actually buying, you will have made a significant impact on your results. You're still going to be frustrated with the five that don't respond, but you will have dramatically improved your performance.

In order to do that, let's consider why a prospect would seem interested, but would not get back to you following your delivery of a quote. Here are a few possibilities.

1. He was never interested in the first place, and asked for a price as a way of getting rid of you.

2. He was mildly interested in checking on the price he is currently paying from his preferred vendor. He never had any interest in buying it from you, he was just collecting information.

3. At the time you were there, he was mildly interested. But now, too many other more important things have occupied his time.

4. Your price wasn't very appealing, and you didn't give him any other reason to buy it from you.

5. He just doesn't have the time to fool with you.

6. Because you are the unknown vendor, doing business with you is just too high a risk.

I could go on and on with these scenarios, but you get the idea. There are a virtually unlimited number of reasons why he isn't getting back with you – many of which don't have anything to do with you.

The solution to this problem and the answer to your question is, unfortunately, much larger and more complex than I have space to write the answer.

Everyone wants the simple, easy answer. "Give me the five words that I can say, Dave, that will get people to return my calls." Frankly, very little of the salesperson's job can be reduced to simple, easy solutions.

Ultimately, the answer is to do a better job at every aspect of selling: identifying high–potential suspects, qualifying prospects and opportunities, understanding them better, more effectively presenting your solutions, adequately addressing their concerns, etc. In our Kahle Way® B2B Selling System, it's about 32 hours of training spread over a year.

But, we don't have that much time in this article. So, here are a couple of ideas that you may want to implement, in no particular sequence.

1. Don't provide a quote unless the prospect agrees to talk with you about it, either at the time that you deliver it, or shortly thereafter. So, if he says, for example, "Can you quote me X?" You say, "Sure. I can have the quote to you by the 15th. When should we get together to discuss it?"

If he won't make a commitment to talk with you, even if it is just over the phone, then he's not serious enough about the quote to warrant you investing time in it. Tell him you'll pass on this one, and will look forward to an opportunity that is important to both of you.

2. Don't allow the prospect to make the conversation solely about price. I'm not sure I'd quote a price in the first or second meeting with a prospect. If I do, then he is judging me and my offering solely on the price. I'd like for him to understand the strengths and advantages of my product/service, and what we can do for him and his company. I'd like to uncover some area of pain, and show him how my product/service/company can make that pain go away.

All of that takes a pretty in–depth interaction with your prospect, and dramatically increases the likelihood that he'll seriously consider your offer.

When you deliver a price in the first meeting, you are, in effect, saying to the customer that there is no other reason to do business with you other than price. That puts you into the class of "peddlers" whose only contribution to their customers is to advocate for lower prices from their companies.

If you see ten prospects, and leave ten prices, you have interacted with the prospect at the most superficial level, demonstrating to him that you are not important enough for him to seriously consider your offer.

3. Do a better job of qualifying the prospect.

If he doesn't have any real burning issue that your offer can address, he's probably not going to spend any time seriously considering your deal. You must therefore, make sure that the prospect has a significant reason for considering your offer.

That means that you must do a better job of qualifying the prospect and uncovering the depth of the opportunity before you leave a quote. Read my new book, Question Your Way to Sales Success, to gain some ideas of how to do this more effectively.

Good luck.

Relationship Corner by Dr. Gary Chapman - Understanding Personality Differences

We often hear of personality clashes. If we are going to understand each other, we must identify our personality differences.

The Peacemaker
Let's take a look at the peacemaker. This is the calm, slow, easy-going, well-balanced personality. This person is typically pleasant, doesn’t like conflicts, seldom seems ruffled, and rarely expresses anger. The peacemaker has emotions, but does not easily reveal them. In a marriage the peacemaker wants calm, tends to ignore conflicts, and avoids arguments at all costs.

The down side of this personality is that conflicts are often left unresolved. If they do get into an argument, the peacemaker will try to calm the other person by giving in even if he does not agree. They are kindhearted, sympathetic and want everybody just to enjoy life.

The Controller
What about someone who has a controlling personality? The controller is the quick, active, practical, strong-willed person. They tend to be self-sufficient, independent, decisive, and opinionated. Finding it easy to make decisions for their self, they often make decisions for other people as well.

Problems are seen as challenges to the controller. They have dogged determination and do not sympathize easily with others. The controller does not easily express compassion or warm emotions. While controllers typically accomplish much in life, they often run over others who stand in their way. If one has a strong controlling personality, he or she will likely need help in understanding how their actions affect others.

The Party Maker
Next, let's look at the party maker. This is the warm, lively, excited personality. For this person, all of life is a party. The party maker enjoys people, does not like solitude, and is at their best when surrounded by friends.

The downside of this personality is that others often see them as undependable and undisciplined. They are so much into the moment that they often forget previous commitments. If you are married to a party maker – enjoy the ride – and, ask your spouse how you might help them keep life on track.

The Journey Toward Harmony
The reason it is so important to understand personality types is that we tend to seek to meet our psychological and spiritual needs in keeping with our personality. If we understand the role that personality plays in motivating our behavior, we will understand each other better. Understanding leads to greater harmony in relationships.

There are five love languages. What's yours? Take the 30-second quiz.

Excerpt taken from Desperate Marriages by Dr. Gary Chapman. To find out more about Gary Chapman's resources, visit www.fivelovelanguages.com.

Relationship Corner with Dr. Gary Chapman - When Your Adult Child Is Not Succeeding

The poor decisions of your adult children can often bring great stress into your life. One of the first questions parents often ask is, “What did we do wrong?” That is not a bad question, because if you did wrong, it’s time to confess and ask forgiveness of your adult child. Honest confession may open the door to a renewed relationship.

On the other hand, you are not responsible for the decisions of your adult child. You may not have been a perfect parent, but now that they are adults, they must accept responsibility for their own actions. You can help them. You can encourage them. But you cannot take responsibility for their decisions. They must suffer the consequences of their behavior if they are to change.

Get on Track
Often parents feel guilty for past failures and allow an adult child to manipulate them and give in to unreasonable demands. But the fact is that you may be hurting more than helping. The more dependent your child becomes, the worse they will feel about themselves.

When you withhold funds, they may find the motivation they need to look for work. When they work, they begin to feel better about themselves. If you and your spouse cannot agree on a strategy for helping your child, then perhaps you need to talk to a pastor or counselor who can help you be objective. It’s worth the time and effort to get on a positive track. They need to see that you have their best interests in mind.

Should We Agree?
One of the first steps is seeking to understand the young person’s point of view. This requires a willingness to ask questions, and then to listen with a view to understanding what is going on in the mind of the child. This is a bridge that many parents find difficult to cross. Remember that we don’t have to agree with our children in order to affirm their ideas. It is such affirming realism that helps young adults mature.

Uniting with Your Spouse
If you are struggling with the behavior of your adult child, it is essential that you and your spouse talk with each other. When the two of you have agreed on a strategy, then stand by each other as you talk with your adult child. It is a united front, shared with love and firmness that convinces the young adult that he is at a crossroads in life. Your togetherness helps both of you to handle your frustration, and your marriage has a chance to grow stronger.

There are five love languages. What's yours? Take the 30-second quiz.

Excerpt taken from Parenting Your Adult Child by Dr. Gary Chapman and Ross Campbell. To find out more about Gary Chapman's resources, visit www.fivelovelanguages.com.

Relationship Corner by Dr. Gary Chapman - Service in Your Family

In Bill Bennett’s bestselling The Book of Virtues, he lists work as one of the top ten virtues. Most historians agree that Western culture was built on the work ethic. In the family, much work needs to be done. Clothes must be washed, beds need to be made, food has to be prepared, trash must be stashed. Animals must be fed, cars must be washed, and grass must be mowed.

Who does all of this work in your family? Ideally it is shared by the husband, wife, and children. But the more important question is “With what attitude do you work?” If the road to greatness is serving others, then such work gives me a chance to aspire to greatness.

The Desire to Serve
In a healthy family, members have the sense that as they do something for the benefit of other family members, they are doing something genuinely good - almost noble. Individuals have an internal desire to serve, and an emotional sense of satisfaction with a job done for others. In a highly functional family, there develops the sense that service to others is one of life’s highest callings.

I believe that such an attitude of service must begin with the parents. If Dad is doing things to make Mom’s life easier, and Mom is serving Dad, it won’t be long until the kids want to get in on the fun. For those who don’t know where to start, let me suggest the following question: “What could I do for you this evening?”

The Hallmark of Greatness
In every vocation, those who truly excel are those who have a genuine desire to serve others. The most notable physicians view their vocation as a calling to serve the sick and diseased. Truly great politicians see themselves as “public servants." The greatest of all educators seeks to help the student reach his or her potential.

It is no different in the family. It is in giving our lives to each other that we all become winners. The scriptures say, “Give and it shall be given unto you.” They never say, “Demand and people will do what you demand.” The fact is, most people do not respond well to demands. But few people will reject loving service.

The hallmark of greatness is not the accumulation of wealth, nor the gaining of powerful positions. The hallmark of greatness is service to others.

There are five love languages. What's yours? Take the 30-second quiz.

Excerpt taken from The Family You've Always Wanted: Five Ways You Can Make it Happen by Dr. Gary Chapman. To find out more about Gary Chapman's resources, visit www.fivelovelanguages.com.

Salesmanship Corner by Dave Kahle - Seven Ways to Build Rapport with Anyone

Building rapport with customers is like squirting oil into gears. Imagine some gears grinding together. When you squirt lubricating oil into the gears, you reduce the friction and make everything work smoother.

So it is when two people interact with each other. Rapport, like lubricating oil, reduces the friction and makes the interaction work smoother. For a salesperson, creating rapport with any human being is an essential step that enables the customer to feel comfortable and leads to a much more effective sales interaction. The best salespeople create rapport with everyone.

Here's the dictionary definition:

Rapport : An emotional bond or friendly relationship between people based on mutual liking, trust and a sense that they understand and share each other's concerns.

Fortunately, creating that sense of understanding and mutual trust is a skill which has been studied through the ages. Here are seven proven ways to build rapport with anyone.

1. Pay attention to your appearance.

People will form an impression of you, based on how you look, before they even say hello to you. Your appearance, then, should be designed to help you look confident and competent – whatever that means in your market. At a minimum, that means clothes clean and pressed, shoes shined and hair cut.

Your attire should help you connect with the customer – not separate you from him. For example, if you are calling on production supervisors, you ought not to wear a suit and tie, as that will separate you from them, and generate a bit of discomfort in them.

The best rule I've seen is this: Dress like your customer, only a little better. On several occasions, I have worked with sales forces who sold to farmers. Blue jeans and flannel shirts are OK, as long as they are clean and pressed blue jeans, and a better quality flannel shirt.

But what if you call on several different types of customers in the same day? One salesperson shared his approach to this problem. He wore grey slacks, a blue button-down collar shirt, and a navy blazer. When he called on managers and executives, he dressed it up by putting on a tie. And, when he called on people who weren't in the executive suite, he dressed it down by removing the blazer and the tie.

2. Try an occasional bit of disarming honesty

In routine interchanges, say something that the customer is not expecting. For example, when he says, "How are you?" instead of the perfunctory "Fine," try something like this: "Honestly, my day didn't get off to a good start. One of the kids was sick this morning, and I was a half hour late getting out of the house. How are you?"

It's disarming because it was unexpected. And, it's honest, reveals something about you, and describes a situation with which almost everyone can relate. A good way to build rapport.

3. Humor

If you are one of those people who can make most people laugh most of the time, then you are equipped with a powerful rapport–building asset. There is something about laughing together that breaks down some of the barriers between people and removes some of the tension. It's a great way to build rapport.

If you are not one of those people so gifted, then it's better to stay away from this. Telling a joke that nobody gets, or having a glib comment being seen as sarcastic or caustic is NOT a good way to build rapport.

4. Use a sincere complement

Everyone likes to be complemented. When you sincerely complement a customer (or his company), you communicate that you are interested in him/her, that you have noticed something they do that stands out, and that you aren't afraid to say something complementary. Those are all good things.

Not so long ago, I entered a prospect's office building for the first time. The lobby was quite dramatic, with a two story atrium, and a soaring piece of sculpture. When he came down to meet me, I immediately told him that the lobby was very impressive, and that I felt very comfortable and a bit inspired because of it. We chatted for a few minutes about it and I then followed him to his office, having achieved some rapport.

5. Ask a perceptive question

A perceptive question, asked with sincerity, does everything that a complement does and then some. When the complement doesn't call for any response from the customer, a question does. If done correctly, it can initiate the conversation and help the customer feel like you are interested and care about him.

In the previous situation, for example, I could have said, "Was it designed to create that kind of feel? "

6. Indicate a personal connection

If you have something in common with the customer, mention it. You don't have to beat it to death, just mention it. When the customer discovers that you both know the same person, went to the same school, vacationed in the same place, or belong to the same organization, he realizes that you are alike in some ways. It's easier to do business with someone who is like you.

7. Tell a short personal story

It doesn't have to be a major digression, but a short story about something personal is a great rapport builder. Something like this:

"Boy, I had a hard time getting here on time. I must have run over some glass or something sharp, because about half way here, my right front tire went flat. Took me a while to change it. Glad I made it on time."

That's short, it's personal, and it's a bit transparent because it reveals something about you, as a human being. And, it's something to which everyone can relate.

Building rapport is a science with proven practices and tactics. Use any of these techniques and watch your ability to create rapport improve, and thereby smooth out the way to more sales.

Relationship Corner by Dr. Gary Chapman - Physical Intimacy in Marriage Part 2 of 2

Men and women are similar, yet vastly different. That was God’s design. In the sexual area of life, God also made us different.

The Desire For Intimacy
Men are stimulated by sight. The female is far more stimulated by tender touch, affirming words, and acts of thoughtfulness. That is why many wives have said, “Sex doesn’t begin in the bedroom. It begins in the kitchen. It doesn’t start at night. It starts in the morning.” The way she is treated and spoken to throughout the day will have a profound effect upon her desire for sexual intimacy.

I’m convinced that if husbands would follow the Biblical admonition to “dwell with their wives according to knowledge” (I Peter 3:7), they would discover the sexual intimacy which God designed marriage to provide.

The Effect On Family
Intimacy between the husband and wife spills over into the rest of family life. If intimacy is missing in the marital relationship, it will likely be distorted in parent-child relationships and in sibling relationships. In healthy families, husbands and wives make their marriage top priority. Intimacy between a husband and wife not only serves their own needs, but provides the highest level of emotional security for children.

It is my own commitment to this principle that has led me to invest the bulk of my time and energy in the field of marriage enrichment. Both my writing and my seminars focus on the marital relationship.

I am fully convinced that my greatest contribution to the children of this generation lies in helping their mothers and fathers build intimate marriages. It was God who said the two are to become “one flesh." In this reality, marriage finds its highest purpose.

There are five love languages. What's yours? Take the 30-second quiz.

Excerpt taken from The Family You've Always Wanted: Five Ways You Can Make it Happen by Dr. Gary Chapman. To find out more about Gary Chapman's resources, visit www.fivelovelanguages.com.

Salesmanship Corner by Zig Ziglar - Harvard Business School - The Class Of 1949

On August 28, 1994, "Pinnacle," a feature of CNN Business News, ran a fascinating story about the Harvard Business School Class of 1949. The Class of 1949 is widely recognized as the most outstanding business school class in the history of Harvard University. The "Pinnacle" staff was present at the 45th reunion of the class. Here is their profile:

Most of them came from very modest circumstances. Nearly half of the class became CEO's and Chairmen or Chief Operating Officers of their companies. Eighty-six percent of these men served in World War II and two-thirds of them worked their whole business career in one company. Most of them were married for over forty years to their only wife and they had a sense of self that was clear and down-to-earth. Their "rootedness" was impressive and they were hard workers. They acknowledged that a degree of luck was involved, but I believe it's safe to say that the harder they worked, the luckier they got. As a group they were risk-takers, not gamblers. In a risk-averse world they were willing to assume intelligent risks.

'49er Marvin Traub, former Chairman of Bloomingdale's, said he made important decisions based on the question, "How would I feel if it was on the front page of The New York Times?" The consensus was strong that none of them would have been successful if they had not been ethical. They believed that if people didn't trust them, there would have been no way for them to advance. They trained themselves to be knowledgeable, dedicated and patient. They practiced good values, securing success and happiness in life. Correspondent Beverly Schuch said, "One is struck with the utter ordinariness of this extraordinary group. They are more thoughtful than boastful and wear their success like an old pair of shoes." Sounds like a good blueprint for success to me. I encourage you to buy their approach to life and I'll SEE YOU AT THE TOP!

Zig Ziglar is a motivator and teacher. He is the author of 26 books and loved by millions of people world wide for his practical wisdom and his gift of hope.

Salesmanship Corner by Jeffrey Gitomer - The Impact of Reading.From your eye, to your mind, to your wallet.

“See Spot Run.”

That sentence was from one of your first reading lessons.

“Look. Look. Look.”

That sentence was from one of your first reading lessons.

More than 100 years ago, The Scott, Foresman Publishing company created the immortal reader Fun with Dick and Jane. Millions of kids learned to read from those books -- me included.

You learned to read at a very young age. It was fun.

Then came television, it was more fun, and your reading was cut in half – maybe more.

Then came beer, and less reading.

Then came job, and even less reading.

Then came marriage and family, and reading books converted to reading bank statements and insurance policies, and helping your kids learn to read from the very same books you learned from.

You get the idea. Many people, maybe even you, have substituted reading for other activities, pleasures, or necessities in life.

I believe it’s time to reverse that trend.

You have all heard the phrase, “Read to succeed.” I believe the phrase should be, “The more you read, the more you will succeed.”

• How much do you read?
• How much should you be reading?
• What do you read?
• What should you be reading?

Those are four compelling success questions.

Only you know the answers.

Here are a few more reading thoughts…
On book reports. Teachers asked you to do book reports for a reason. Book reports helped you talk about and think about what you read. Book reports helped you understand the impact of the book and generated thoughts and ideas about your new knowledge.
On tests. Tests, especially essay questions, forced you to clarify and elaborate on what you read. Almost forced understanding, especially if you were like me – cramming the night before.
On volume of volumes. It’s likely you read more books by the age of 12 than you read in your adult life. Why? Probably TV.
On speed reading. I am against it. You can’t read Atlas Shrugged (Ayn Rand) in a minute. You have to read every word. You read a book to gain knowledge and wisdom from the lessons and the ideas. You read for the experience and the pleasure. It’s not a race; it’s a journey. If you want to win, think tortoise, not hare.
On fiction or non-fiction. Novels are not as thought provoking or idea laden as non-fiction. I am prejudiced toward non-fiction because it’s more “how to” and because I write it. I recommend that you treat yourself to a novel or two a year. But if you read a book a month, the ratio should be ten non-fiction and two fiction a year.

The benefits of reading are short term and long term:
Read to enjoy.
Read to understand.
Read to get answers.
Read to strategize.
Read to clarify.
Read to see what others are thinking.
Read to learn.
Read to expand your knowledge.
Read to refine your thinking.
Read to impact your thinking.
Read to create an atmosphere of focused thought.
Read to change your thinking.
Read to create new thoughts.
Read to generate new ideas.
Read to achieve.
Read to win.
Read to earn.

Here are some of my personal reading tips from things I do as I am reading, and after I put the book down:
• I highlight as I read, but I don’t just underline what the author said, I take my own notes as I read.
• I write in the margins and enter my margin notes in an action file. I put thoughts and ideas in writing as soon as they occur.
• I can identify with characters, and characteristics. Most notably Holden Caulfield, he was the first. Then came Sherlock Holmes, Howard Roark, and John Galt. There are many others including, but not limited to. Bugs Bunny, Alfred E Newman, The Cat in the Hat, and Don Juan.
• I discuss to clarify. I talk about what I learned from reading to clarify and affirm my own thinking.
• I take action on things I want to try, or things I’m trying to accomplish.
• I gain insight. Especially when I read about creativity and thinking.
• I am inspired by those in the arts whose paintings, woodcuts, and photographs I admire.
• I adjust philosophies and thoughts when more credible ones emerge. When I read, I’m open to learn, and open to new ideas.

How does reading impact you?

Many people go to the library to read. Libraries are a great place to read and determine if the book is valuable enough to own. Bookstores are where you can purchase books to build your own library. Books are not just for reading; they’re also for reference.

The action plan is simple: Read ten pages a day. At the end of a year you will have read 3,650 pages. My bet is that those pages will teach you more, inspire you more, and earn you more, than the TV re-runs you’re currently watching.

Yes, there are books I recommend to build your library. Go to www.gitomer.com, register if you’re a first-time visitor, and enter the word LIBRARY in the GitBit box.

Jeffrey Gitomer is the author of The Little Red Book of Selling and eight other business books on sales, customer loyalty, and personal development. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on sales, customer loyalty, and personal development at www.trainone.com. Jeffrey conducts more than 100 personalized, customized seminars and keynotes a year. To find out more, visit www.gitomer.com. Jeffrey can be reached at 704.333.1112 or by e-mail at salesman@gitomer.com

Relationship Corner by Dr. Gary Chapman - Physical Intimacy in Marriage Part 1 of 2

Last week we discussed four types of maritial intimacy. The fifth is physical intimacy, which will be covered this week and next week.

The book of Genesis says that when a husband and wife have sexual intercourse, they become “one flesh." It is the consummating act of marriage, the physical expression of the inward union of two lives.

Sex is not simply a matter of joining two bodies that were uniquely made for each other. It speaks of intellectual, emotional, social, and spiritual bonding as well. Sex was God’s idea, and marriage is the context in which it finds ultimate meaning.

Celebrate the Differences
Sexual intimacy is certainly near the top on the list of intimacies commonly desired in marriage. Because men and women are sexually different (long live the difference!), we often approach sexual intimacy in different ways. The husband’s emphasis is most often on the physical aspects--seeing, touching, and feeling. On the other hand, the wife emphasizes the emotional aspects--to feel loved, cared for, and treated tenderly. For her, these pave the road to sexual intimacy.

Mutual Satisfaction
Understanding male-female differences is necessary if we are going to discover God’s ideal of sexual intimacy. The husband must learn to focus on his wife’s emotional need for love. The wife must understand the physical aspect of her husband’s sexual desires. As in all other areas of marriage, this requires learning. If the couple focuses on making the sexual experience an act of love, each seeking to pleasure the other, they will find sexual intimacy.

It should be obvious that we cannot separate sexual intimacy from emotional, intellectual, social, and spiritual intimacy. You can study these separately, but in the context of human relationships, they can never be compartmentalized.

The sense of closeness, of being one, of finding mutual satisfaction is reserved for the couple who is willing to do the hard work of learning. Love can be learned, and sexual intimacy is one of the results.

There are five love languages. What's yours? Take the 30-second quiz.

Excerpt taken from The Family You've Always Wanted: Five Ways You Can Make it Happen by Dr. Gary Chapman. To find out more about Gary Chapman's resources, visit www.fivelovelanguages.com.

Salesmanship Corner by Jeffrey Gitomer - You don’t “get” respect, you “earn” it!

In 1978, Rodney Dangerfield burst onto the comedy scene claiming he “got no respect.” That theme earned him millions of laughs, and millions of dollars. The reason is the theme resonated with his audience, many of whom also got no respect. No respect from their employer, family members, or customers. Rodney was their champion, their anti-hero.

How respected are you?
How respectful are you?
How well do you believe you command the respect of others?

Respect is not defined in a dictionary. It’s intangible. It’s a feeling. And it’s an earned position. Contrary to popular belief, bosses do not command respect; they earn respect. And bosses who do not earn the respect of their people, have a high employee turnover rate and wonder why.

Respect is earned by words, and by actions. Things like keeping your promises or proactively providing service. Things like becoming more personally involved with the success of your customer, or taking responsibility when responsibility is not really yours.

It’s the extra effort. It’s the extra mile. It’s the extra measure of sincere effort that you put into your dialogue or your process. Others can sense that you care about them, and will respect that effort. Very few people will actually say, “I respect you.” Rather, they will do things that prove their respect without ever having to say the word. Things like placing an order, placing a second order, or giving you a referral. Even things like taking your phone call, or returning your phone call, show respect.

One of the keys to respect is the word personal. How personal are you in your actions? How personal are you in your communication? The more personal you are with others, the more respect you will earn.

But there is a secret to respect. If you master this secret you will be able to create respectful atmospheres in any environment you encounter. The secret is: In order to earn the respect of others, you must first respect yourself.

This means you have to have confidence in yourself. You have to like what you do. You have to be willing to serve. You have to like yourself. And you have to love yourself. Like and love are two separate issues. You may like yourself for how you look, or how you sell, or how you communicate, but you love yourself for who you are, what you believe in, and what or who you seek to become.

Loving yourself gives you the ultimate opportunity to respect yourself. I’m not saying that you have to be a goody two-shoes, I’m certainly not, and I have a TON of respect for myself. What it means is doing the right things for yourself, taking the right actions for yourself, and loving yourself enough that its evident when you enter a room, evident that your expressions come as much from your heart as they do from your mind, and the same with your actions.

I challenge you to spend one day in retrospect. Take a flip chart and begin to document all the good things that you’ve done for yourself, and all the good things that you’ve done for others. Be real enough with yourself to admit what you like about yourself, and what you love about yourself.

Then document what you need to change about yourself that will make you better and stronger. Maybe your self-respect suffers from the way you see yourself in the mirror, or some of the personal choices that you make. Maybe it’s your environment. But whatever it is, if you don’t acknowledge it, you will never be able to change it or enhance it. You’ll never be able to grow in earning respect from others until you grow in respecting yourself.

One of the most interesting parts of respect is there’s no measuring tool, there’s no “How much do you respect me?” Respect begins with an opportunity, and ends with reality. You can only get it by earning it, and it can only grow slowly over time.

The secret is easy. Do the right thing all the time and respect will be yours. Say the right words, take the right actions, and believe in your heart that you’re doing the best you can do -- for yourself first, and for others second.

For a bit more on the secret elements of self-respect, go to www.gitomer.com and enter the word RESPECT in the GitBit box.

Jeffrey Gitomer is the author of The Little Red Book of Selling and eight other business books on sales, customer loyalty, and personal development. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on sales, customer loyalty, and personal development at www.trainone.com. Jeffrey conducts more than 100 personalized, customized seminars and keynotes a year. To find out more, visit www.gitomer.com. Jeffrey can be reached at 704.333.1112 or by e-mail at salesman@gitomer.com

Salesmanship Corner by Laura Laaman - 7 Ways to Recession Proof Your Sales

I am not usually one who thinks, let alone says the "R" word. (OK, I'll say it once so we're all on the same page -- recession.) Even if you believe we are only in the midst of a challenged economy, you have two choices: stick your head in the sand or figure out a way to turn it into opportunity.

Here are seven powerful strategies to make you more money in this and any economy:

1. Make your vision clearer. Take the time to figure out what you want to end up with this year. How much money will you earn? How much will you save? Where will you vacation? This may seem crazy, especially if you are resigning yourself to earning less this year. Heck, maybe you're just hoping you won't be laid off. But by not taking the time to go through this mental exercise -- imprinting your mind with positive visions -- you are more susceptible to buy into the negative news and start making excuses. Before you know it, your fears become reality. Remember, top salespeople are almost never laid off, and if they are, they're scooped up quickly.

2. Develop an arsenal of recession-proof knowledge, techniques and strategies. Your mind is your most powerful asset. Now is the perfect time to put your brain into revenue boot camp! Commit to reading at least one article a day, a business book a week and attend one seminar per month. This may seem daunting, but business books are generally easy to read. Good seminars are filled with ideas and techniques and they're motivating. Increased motivation will make it easier to do the necessary steps to propel your success.

3. Make your body stronger. If you want to make millions (or billions), start treating your body like the multimillion dollar machine that it is. If you don't exercise, start. This will not only make you more fit physically, you'll look better, feel better and reduce stress. Already working out? Add something new. How about kick-boxing, or weight training? Making your body stronger will start the blood and endorphins flowing, allowing you to mentally perform better than ever.

4. Reduce stress. No one is immune from stress -- especially in this economy. But smart people implement a few powerful stress-busters. Yoga can lead to reduced stress, sounder sleep, lower blood pressure, and more. Be brave enough to attend a class and consider including your family. If I can't convince you about yoga, a few other suggestion: take a relaxing walk; give out 10 complements a day; make a point to laugh with (not at) your family and friends.

5. Prospect more. Now is the time to turn up the heat on prospecting. Sure, it makes sense that you're going to hear more rejection with a struggling economy, but there are lots of reasons to plow ahead. Foolish salespeople are going to cut back on prospecting and leaving a window open for disciplined people like you. The No. 1 reason that salespeople don't prospect is that they are afraid to hear "no." By working on your skills, you won't be hearing as many no's.

6. Diversify your prospects. If you're depending on one industry that's being hit hard by the slowdown, you're in big trouble. Diversification is smart financial advice and equally smart prospecting advice. If you think you're limited to one industry, look for other sales avenues within it. I worked with a concrete-mixer manufacturer during a challenged economy. Even though it seemed in direct conflict to our business, we got into the used-mixer business. Thank goodness we did. I ended up closing a deal that netted the company more than $500,000 and kept it financially viable during a time when other manufacturers were going out of business.

7. Make your product as financially appealing as possible. It's easier than ever for customers to say, "I'll have to think about it. I'm not sure we can afford it." Rather than start price-slashing, sharpen your sales skills to overcome predictable objections, such as cutbacks in budgets. Offering extended payment terms, discounts for larger purchases and even gifts with purchase are all proven strategies to boost business.

Countless people will create great wealth during this economy. Implementing these tips will help ensure that you're one of them.

Sincerely,

Laura Laaman

Salesmanship by Zig Ziglar - Moving Up (Part One of a Two-Part Series)

Where You Start Is Not Important - It's Where You Go That Counts

Dave Longaberger graduated from high school at age 20. He repeated first grade and three-peated fifth grade. He read at the eighth grade level, stuttered, and had epilepsy. Dave died in 1999, but the company he founded, Longaberger Baskets, is still growing strong and is a multi-million dollar business. How did it happen?

Dave had a lot of positives going for him. He was possessed of an entrepreneurial spirit. As a child he worked so many jobs his family called him the "twenty-five-cent millionaire." He learned many important lessons from his jobs. As a seven-year-old in a grocery store he learned that the way to please the boss was to figure out what the boss wanted and get it done.

Next, he studied people and learned about them from every job. Examples: Work could be fun and he did a better job when he enjoyed his work. The more the people he dealt with liked him, the more likely they were to continue doing business with him. In the Army he learned about uniformity, control, consistency, and Central Headquarters.

He also learned how to become a risk-taker and not a gambler. For example, he opened a tiny restaurant on a shoestring. On opening day he had $135 which he used to buy the first day's breakfast fixings. After breakfast, he had enough money to buy supplies for lunch, and then he used the money he made from lunch to buy dinner preparations. That's starting a business on bare bones!

Later, Dave bought a grocery store and ran it very successfully. All the time he was preparing for bigger and better things. That's the subject of next week’s column. In the meantime, learn the lessons that Dave learned on the way up and I'll SEE YOU AT THE TOP!


Zig Ziglar is a motivator and teacher. He is the author of 26 books and loved by millions of people world wide for his practical wisdom and his gift of hope.