Leadership, like class, is hard to define, but easy to spot.

Someone once defined management as “the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization.” Managers get results by establishing goals and working with and through people to achieve those goals.

As a manager, your success depends on your ability to:

• Find and attract career-oriented men and women who have the knowledge, skills and attitudes to do the job, who are motivated to work, and who will cooperate with you and each other, and;

• Develop and manage these people to meet specific performance standards.

Management is a process because it involves a series of skills. But management is as much attitude as it is skills. Managers should be helpful supporters, working to build trust and confidence, and seeking to improve performance by recognizing that individuals have different needs, motivations and aspirations.

That means, the more of a leader you are, the better manager you will be.

Happily, most leaders are made, not born. They are cultivated, shaped and strengthened by education, training and real-world experience. Understanding leadership AND management is a good way of becoming more proficient at both.

What is leadership? What does it take to be a leader? Here’s a short course:

• Leadership means having a mission and inspiring others to be committed to it. The mission is everything; leaders approach it with enthusiasm.

• Leaders are agents of change; they make decisions based on a vision of the future, not just on established directions.• Leaders take risks to make things happen that would not otherwise happen.

• Leaders need a combination of competence, integrity, credibility and authority. They’re seen as being involved in a lot of things and able to answer a lot of questions.

Leadership is a collaborative, not individual, process. It’s the ability to get people to do what you want them to because they want to do it!

• Leaders help people do their best.

• Leaders depend on themselves and act on their own authority, but they recognize the importance of others.

• Leaders ask questions and know how to listen.

• Leaders let others talk; they don’t talk about themselves.

Leadership begins when people disagree.

• Leaders recognize that performance and progress are forged on the anvil of constructive conflict.

• Leaders are willing to be unloved! In the words of Admiral John S. McCain (the late father of the

Senator): “People may not love you for being strong when you have to be, but they will respect you for it and learn to behave themselves when you do.” Try it; it works!

Qualities of an Effective Leader

• Leaders are purposeful; they have a clear view of their objectives and avoid digressions into irrelevancy.

• Leaders know their stuff; they have a thorough grasp of their subjects, when possible, backed up with hands-on experience.

• Leaders are prepared. No matter how well you know what you’re talking about, choose appropriate ways of getting your message across. Avoid shortcuts.

• Leaders are enthusiastic, but season their enthusiasm with intelligence and appropriate humor.

• Leaders understand the use of drama. Dull is boring, so cultivate a sense of staging, especially when addressing a group.

• Leaders are confident and easy-going. Regardless of their management style, they speak clearly, projecting their voices and looking people in the eye. Distinct speech is a sign of distinct ideas; self-assurance catches on.

• Leaders maintain a positive attitude. They never speak ill of their organizations or of individuals under their management. The glass is always half full, never half empty.

• Leaders demonstrate the contagion of example. It’s not enough to talk the talk; leaders must walk the walk.

• Leaders support their subordinates, giving them the widest possible authority and discretion, while keeping responsibility centralized with themselves.

• Leaders live the U.S. Army’s motto: Adapt, Improvise and Overcome.

Leadership Makes Businesses Work

If management ability keeps systems operating efficiently, leadership identifies management needs and seeks systems to address them. If management skills are required to administer existing programs and systems, it takes leadership to create a vision of success, and get people excited about attaining it.

In short, leadership—provided by agency heads, sales managers and other members of the management team—makes businesses work. It enables them develop to the limits of their potential, then helps them break those limits.

Wnat More? Send comments and questions to w.willard3@knology.net

Sources:

Management Online – A “Do-While-Learning”™ Program, The Diversified Group

The Marine Officer’s Guide, Naval Institute Press

Bill Willard has been writing high-impact marketing and sales training primarily for the financial services industry for 30 years. Through interactive, Web-based “Do-While-Learning™” programs, enewsletters and straight-talking articles, Bill helps SBOs and independent professionals get the job done: profitably improving performance, helping grow your business, skipping expensive mistakes, making the journey to small-business success faster, smoother, easier. And fun!

It’s been said before that one unsatisfied customer will go out and tell 10-20 of their friends and family about their unsatisfactory experience, but the opposite doesn’t seem to occur. Your customers, vendors, suppliers and associates might think you walk on water, but they won’t seem to tell everyone else how great you are unless you show them how and give them an actual reason to do it.

There are many ways to get testimonials from your customers. You can actually hold contests for best testimonials. Request letters of endorsements from your customers, vendors, suppliers, and any associates you have. Use those to promote your products and services. When you use testimonials to add credibility to what you do, you’re letting your customers do the marketing for your business.

Testimonials from your customers are one of the strongestmarketing tools available.

What is a testimonial? It’s a statement, usually written by your customer, saying nice things about some aspect of your business, you, your employees or your products and services. If you want to use the testimonials in marketing efforts, you need to get a written release from your customers who wrote the testimonials giving your business the right to use the testimonial in marketing.

The best time to obtain the release is at the time the customer delivers the testimonial to you.. You might tell them you want to share their insights with your other customers or some other complimentary statement.

When you use these testimonials, you want to weave them into your marketing story. Use them to embellish and support your claims and promises. For every benefit or objective you need to overcome in your products or services, it is the best scenario to have testimonials establishing

or referencing each of those benefits orobjections.

You can take the next logical step and establish that your business delivers what it promises. This becomes a very powerful statement.

You don’t need to use all of what it says in each testimonial letter. Here are some choices or ways you can use testimonials.

¤ You can print the entire letter.

¤ You can print one sentence.

¤ You can print one word.

¤ Print with a picture of the person whose testimonial it is.

¤ Print the person’s initials only.

¤ Print the entire name of the person providing the testimonial.

¤ You can actually do video or audio recordings of a person’s testimonial.

Ideally, you want to use all of these techniques. Thebenefit of using testimonials on your web site canhelp link popularity in search engine results as well.Whether you use this marketing tool for both inboundor outbound reasons, you will have an advantage overyour competition. Check them out next time you visittheir office or web site and see for what people aresaying about their business practices. You’ll be amazed!

You may publish this article in your ezine, newsletter on your web site as long as the byline is included and the article is included in it’s entirety. I also ask that you activate any html links found in the article and in the byline. Please send a courtesy link or email where you publish to: support@multiplestreammktg.com

Copyright © 2005

Abe Cherian is the founder of Multiple Stream Media,a leading performance-based Internet advertising company dedicated in helping small businesses createonline presence, brand recognition and online automation.Main company web site: http://www.multiplestreammktg.com

Abe Cherian’s online automation system has helpedthousands of marketers online build, manage and growtheir business. Learn how it can benefit you too.

Over the last 50 years I must have seen thousands of ads, mostly 2 line classified ads in opportunity magazines, trying to sell the latest in a long line of “How to Make a Fortune in Mail Order” books or systems. Most have these have been the same ol’, same ol’, regurgitated 4 page claptrap priced from $5 to $20. Occasionally there has been a full blown course or manual for $97 to $197. Since the advent of the internet, these kind of publications have been transitioned to “How to Make a Fortune on the Internet”, but still the same ol’ regurgitated claptrap.

Are any worth buying? Perhaps a few, but the $19.95 type will only make money for the shysters selling them, not the suckers buying. There are one or two about that do teach the science (or art) of Direct Mail and perhaps one or two more that effectively teach how to make money on the Internet. But these systems are usually priced well above $100.00.

Some contain a few nuggets of gold, others, the more expensive ones, teach the technical aspects and some techniques, but I haven’t seen any yet that are complete. Let’s face it, Direct Marketing (by Direct Mail and Mail Order) is a complex business requiring many skills and to teach it properly would require a full-time University course or a set of manuals the size of the Encyclopaedia Britannica. In practise, it is largely learned by experience and listening to others in the business.

Incidentally, what is the difference between Direct Mail and Mail Order? Very little. They both come under the umbrella of Direct Response Marketing. Direct Mail marketing is commonly initiated by sending out a mailing piece to thousands of people; they respond by mail, phone, internet, or in person. Mail Order can be advertised in the press or other media, including mail, but the response is usually by mail (hence mail order). So today, with all the media available, including the internet, the more descriptive term is Direct Response Marketing (DRM).

DRM is a business whereby the marketing message is delivered by advertising through one or more of the media, including mail, and orders or responses are sought by telephone, mail, email, internet or personal visit. Delivery is effected by post, courier, download (in the case of electronic products) and any other available means.

The overriding intention of DRM is to attract positive attention to the ad or mailing piece, cultivate a positive interest in the offer, provide information on how to order and pay for the product, and make an urgent call to take action. In other words, to promote a direct response.

One of the most common traps for young players in Direct Marketing is to produce or secure a product, then look for someone to sell it to.

Hey! I made that mistake too. I wrote this super book on the value of vegetable and fruit juices in health, with lots of recipes to treat many common ailments. It was a great book and

I printed up a lot ready to sell. It would be a best seller, I was sure.

Not so! People ought to be vitally interested in their health, and should be willing to pay a measly 20 bucks for a book that would help them get healthy, right?

Wrong! People, lots of people that is, don’t buy that sort of book. I still have few copies at home, but most made it to the garbage disposal on my last move.

So, how can you tell what people will buy?

The answer is simple! Check out what people are buying now. To be reasonably sure you won’t be left with a garage full of widgets, you must identify what people want, and are currently buying. And sell more of the same or similar.

If 5,000 people a day are buying dog collars, chance are you can sell dog collars; or name tags to attach to dog collars. Chances are that people will buy other dog related products too.

If 50,000 people a month are buying books on how to succeed in an internet business, chances are they’ll buy a similar product from you.

The answer in short to the question what will people buy in DRM (including the internet) is this: “What they are already buying.”

If you go into the supermarket and walk down the aisles you’ll likely see a whole aisle devoted to dog food and dog products. Another whole aisle will be devoted to cat food and cat products. People love their pets. So you know that products related to pets are usually good sellers.

Keep going and you’ll come to another aisle devoted to babies. Yes people have babies every day, some say there are 120,000 babies born in America every month. So baby related products will be a sure winner.

Every month a similar number of people die, get married, get divorced. Can you see a market there?

Do you want to make it easy on yourself and find an almost endless source of markets for all kinds of products?

Then get yourself a copy of the SRDS, the world’s largest list of lists of people in all kinds of categories buying all kinds of things.

© 2005, Leslie H Sprankling. All Rights Reserved. Leslie H Sprankling is a Business and Marketing Consultant with 30+ years in business and the author of several books. Leslie is the author of “The Amazing Roadmap to Success in Direct Marketing” which is available now at his website http://www.better-n-chocolate.com/drm.htm. There you will find many other business and personal software programs & business publications to help you develop and grow your business that are not available anywhere else on the internet. Also, you can get many free business articles like this one, for your own use or for publication and distribution.

NOTE: This article may be freely used, published or distributed in ezines, newsletters or websites providing the articles remain unchanged in any way and this resource box is included intact. For more information or inquiries please contact Leslie at mityoaks@bigpond.com.

Fear and Greed. The stock-in-trade of sales. Appeal to them, and your success is assured. But isn’t there more to life than those two emotions?

Yes, there is. And your marketing would do well to expand its emotional horizons! Let’s take a look at a few of the other response-generating feelings:

Curiosity: “What never… ever to eat on an airplane!” That headline is from the super-successful sales letter for Bottom Line newsletter subscriptions. You read the message to find the answer to the question – which, by the way, is only answered if you subscribe.

Vanity: Everyone wants to look good. Can your product or service make them more beautiful? But don’t stop there – vanity can sell more than just diet and beauty products. Verbal Advantage uses vanity (people will think you’re more intelligent) to sell vocabulary tapes. Will your product or service make your prospect look more successful? (Sometimes a higher cost can be a benefit.) How about the appeal of being “cool”

or “hip”?

Insecurity: The flip side of vanity. Insecurity is so powerful, so prevalent, that it can be traced to the root of almost all other emotional sales pitches. In fact, it’s so powerful, it only needs to be hinted at to be effective: “Quite frankly, the American Express Card is not for everyone. And not everyone who applies for Cardmembership will be approved. However, we believe you will…” You almost have to apply to prove that you’re good enough!

Step out of the Fear-and-Greed box in your next marketing communication. You may be amazed at the difference – not just in your ad, but in your response as well.

Lisa Packer, author of “How To Dramatically Increase Your Business… Without A Blockbuster Budget” and “7 Ways To Get A Pay Raise From Your Web Site” is an independant Copywriter and Marketing Consultant. For more helpful articles like this one, visit her at: http://www.dramatic-copy.com/. Dramatic Copy: Copywriting That Dramatically Increases Your Business.

We’ve all seen a few people that have made it really big in sales. The problem is that is the extreme minority. In any sales, commision only, position 95% of the sales force is at or close to the poverty line. Yes, there are some positions that start people off at $40, 50, even $60 thousand per year – but they are not strictly commission and are usually reserved for highly degreed and uniquely qualified people. What we are going to address here is how to turn an average sales job, making average earnings into a super satisfying, highly respectable, and top earning profession.

Did you know that the top 5% of the sales force earns 75% of the income? I would rather be in that group. They don’t ever have to worry about being laid off – something that the degreed non-full commission people do.

Rule one. Mornings are for prospecting. I know, everyone is afraid to call or thinks the customer might think you are harrassing them – basically, get over it. If you don’t call your people then someone else will (previous customers, new customers, friends, business associates – anyone you do business with – hey it should be reciprocal – if I get my hair cut by the same barber I expect him to tell all his clients that I sell XYZ when appropriate, etc…). Morning hours should be reserved for making appointments. Did you know that a fresh customer that you have just met has a very low initial closing ratio – around 1%. Referrals and appointments are around 50%. Which would you rather spend your time with. Also, referrals and appointments, on average pay much more, are easier to close, and they leave great feedback scores – almost every sales profession is starting to grade people on these all important customer feedbacks.

Rule 2. Don’t waste time. Ever see a group of sales people circling the water cooler or coffee area? Do not join them. They are usually commiserating on negative excuses for why they aren’t making enough money – the economy is bad, its been slow, the product is too hard to sell, etc… Negativity will rub off on you and it will kill your sales and you are then guaranteed to be apart of the average 95% earning average or less income. Get busy. Buy a day planner, take the time to learn to use it properly, and plan your time to succeed. Make goals – use baby steps – easily attainable goals – you will not fail this way (the number one reason for failure with goals is making them too big too fast – they are unattainable and we get quickly depressed). But also don’t get burned out. Prioritize your time. Go to work to work, and then know when and how to take time off. You will always do 10X better when you are fresh then when you are tired and worn out. When I came back from even a small 2 day weekend to the beach I would be so refreshed and ready that I would easily sell more in the next week than I did the previous month – always. Take little breaks once a month. Don’t forget your family and God should be number 1 in your life!

Rule 3. Be interesting and educate yourself. If you live in a rural town where everyone knows everyone this is not as important. But in big cities and suburbs you need to keep abreast of the news. If you have the opportunity go to college. Take a adult learning course. Read Business Week, Newsweek, etc… They will keep you up to date on what is going on in the world and give you subjects to talk about – common ground you can more easily establish with your customers. The more you know and the more common ground you have the easier it will be to handle objections and other difficult moments. It will be easier for the customer to see you

as being on their side. It will be easier to convert them to your friend(s) – this is very important as friends will buy from you 90% of the time and be your biggest source of referrals! It’s simple. The bigger your network of friends, the more successful you will be. Follow this and you will become an order taker, not a hardworking, underearning average salesperson. This idea has propelled people to #1 in the country for everything from Car sales to Avon, to pharmaceuticals and furniture.

Be genuinely interested in your customer and learn to listen – God gave us two ears and one mouth for a reason. So we would hear twice as often as we speak. Let the customer speak and tell you what their needs are.

Complement them on something – this increases your odds of making the sale 40%! Find some common ground – do they fish? are they into dancing? Do they like the recent movies, etc… Even if you don’t make the sale write this one little tidbit on top of their file. Then when you follow up with them you will have common ground. When you see an article on something similar clip it out and attach it to their file. Then next time you follow up with them you will blow them away with the fact that you remembered their interests and whats important to them – now, they will come back and be less interested in bottem dollar and, instead in buying from a friend who cares!

Surround yourself with positive successful people. In every business you have circles of influence – be in the winners circle. Even if you do have a bad day, which will happen, then this new circle will help pick you up. Do not hang around at the water cooler! If you aren’t in sales, then its time for a job chaange – you will never make more money, have more career stability, and have more fun then in a successful sales position. If you are in an ineffective sales organization then move on and find a more succesful one – life is short don’t waste it. Remember your family and God are #1. Take time off – small breaks are more conducive to success (long breaks can create stagnation and lethargy. Use the afore mentioned rules and you too can be in the top 5% of your profession earning 75%+ of the income! Then you will learn that the 1% of those 5% go on to super stardom as they establish their own businesses (this is how I started my various businesses – headlight cleaning and restoration, TCA peels, skin peels, various patents, etc… – we are the number 1 supplier in the world of all our products)- do not do this until you have been in the top 5% for a while and have a lot of success under your belt. When you become succesful – remember to give back or pay it forward. Give to help those in less desirable circumstance. Help those in need. It will make you feel good and help the world be a better place. Be nice, and learn to forgive and forget. Life is too short to hold grudges. Learn to enjoy life and those around you – your life will be more satisfying and have more meaning!

Good luck and I look forward to meeting you as a super successful salesperson and entrepeneur in the near future!

David Maillie is a chemist with over 12 years experience in biochemical research and clynical analysis. He is also a very highly regarded sales professional that set numerous records in multiple product lines. He is an alumni of Cornell University and owns his own chemical company which specializes in biochemical synthesis for public, private, and governmental interests. He holds numerous patents including his recently awarded patent for headlight cleaner and restorer. He is also well known for his charitable interests and desire to help others to succeed. He can be reached at M.D. Wholesale: http://www.mdwholesale.com or by visiting http://www.bestskinpeel.com

During the introduction of the “Stop Selling!” philosophy, we typically use the example of buying shoes to make the participants aware of the infinite number of ways buyers decide on purchasing simple items.

While using this example makes it easy to get a deeper understanding of buying behavior, it often creates doubts as to whether the “Stop Selling!” approach is equally applicable to selling high-value solutions in business-to-business (B2B) settings. As a matter of fact, this approach is practical for these situations as well.

During my corporate career, I was involved in mostly technical solution sales with order values typically ranging from 20,000 to 4,000,000 USD. Now that I’m working with the “Stop Selling!” approach, I realize that this method would’ve been extremely useful at that time!

Let’s have a look at the key benefits of this unique approach and how they are achieved:

1) Creation of deeply trusted relationships for long-term recurring business

2) Acceleration of the buying decision, leading to more time available for more sales

3) Improved margins by becoming a truly trusted partner

1) Recurring sales through deeply trusted relationships

The “Stop Selling!” approach is much more than a method. It is based on a mindset that differs quite considerably from the typical sales mindset.

Most salespeople believe that once they discover a customer need that could be satisfied with their product (products can be goods, services, solutions, etc.), they have something to sell. As a consequence, perhaps after some further needs analysis, they start pitching their product, hoping that it will lead them to a sale.

However, even though a buyer may have a need that perhaps could be met by the seller’s product (or the product of the competition, for that matter), it doesn’t necessarily prompt him to act upon that need. There can be numerous reasons for this behavior, including poor prioritization, lack of budget, complicated approval processes, and so on.

It is therefore important for a salesperson to acknowledge that identifying a need that could be satisfied is pretty meaningless unless the buyer realizes that this need is important enough for him to act on it.

If the salesperson is willing to accept the possibility that there might be nothing to sell at this point even though he sees a potential need, only then will he be able to interact with the buyer without creating any pressure.

The “Stop Selling!” approach promotes the concept of NATOO – “Not being Attached To our Own Outcome”. If a salesperson is able to shift his focus completely to the best possible outcome for the buyer independent from the seller’s own outcome, he will be able to display true care, resulting in relationships based on deep trust.

Using this approach could mean that for the buyer, the best outcome might be not to buy, or to buy from another supplier.

During our “Stop Selling!” seminars we help the participants adopt this new mindset through a change in their belief system. This is achieved through “real plays”, i.e., role plays that reflect their own situation. Through this exercise, they experience the role of their buyers and become aware of their own selling patterns and how they can change them.

Needless to say, a deep level of trust becomes more important when more is at stake in making a buying decision.

2) More sales through acceleration of the buying decision

While the “Stop Selling!” approach seems to be a soft approach towards sales, it is by no means a slow or passive one.

One of the key targets of our approach is to shorten the length of the buying cycle without creating uncomfortable pressure for the buyer.

In the true sense of coaching – that is, to help the coachee speed up his development – the seller assists the buyer in making his buying decision faster than he would without the seller’s

intervention.

Making a buying decision is like solving a jigsaw puzzle: the seller has an idea of what the final picture could look like and the buyer needs to assemble majority of the pieces to see the picture.

The puzzle pieces represent the criteria and factors the buyer needs to consider and align before he can make a decision. The seller, having an outsider’s view of the entire picture, is in a position to coach the buyer through his decision by asking whether certain key pieces are already in place. In order to do so, the seller needs to learn how to ask the right questions without creating pressure and without disrupting the buyer’s own efforts to move forward with his own process. We have observed that the coaching approach is an effective way to do this.

Obviously, for high-value buying decisions, the puzzle is more difficult to assemble. This also means a salesperson acting as a highly qualified buying coach can add tremendous additional value to the buyer.

3) Improved margins by becoming a truly trusted partner

It is far from easy for a salesperson to adopt this new mindset and truly coach the buyer, especially when the seller is used to being a consultant who believes he has all the answers. Habits are hard to change so this process requires a strong follow- through for new behaviors to be wholly adopted. This is why we emphasize the importance of effective follow-up procedures after our seminars.

Let’s be realistic: even if we are fully aware of the benefits of the “Stop Selling!” approach and even if we can grasp what the new mindset and resulting behaviors should be like, we are still likely to make mistakes and may occasionally fall back into our old patterns. This, in itself, is not a problem – as long as we are aware when it does happen. We need to become sensitive and create a higher level of self-awareness, so that we can take corrective actions when necessary.

However, once we manage to fully apply this new approach, the quality of our relationships with our (potential) buyers shifts. We become truly trusted partners instead of people who want to sell something. When we achieve this state, the selling price becomes secondary because both parties look for true win-win outcomes, which include a comprehensive margin for the seller also. This is equally true for selling shoes … and for selling high-value solutions.

Conclusion: The “Stop Selling!” approach is not just a technique for selling certain products. It involves a new mindset for a different approach towards (potential) buyers. In effect, the buyer recognizes the seller as a truly trusted partner who adds new value to the relationship by being an effective coach for the buyer. The benefits for the seller are shorter buying cycles, recurring business and improved margins. Clearly, the impact on selling high-value solutions tends to be even more significant.

About Charlie Lang

Charlie works with senior executives who are already successful and want to stay at the leading edge. They are often challenged by issues like:

- How to improve staff retention, especially how to keep top performers
- How to achieve a corporate success culture that guarantees longterm success

- How to create new levels of excellence through high employee engagement
- How to transform the business results through a different approach towards sales

Charlie, an executive coach & trainer who is known for his innovative approaches towards leadership, change processes and sales, assists his clients in mastering these challenges. They achieve outstanding results through Charlie’s unique application of latest findings in research combined with his own experience in intern. management and leadership.

Charlie is the author of numerous articles and of the book The Groupness Factor. He delivers speeches and keynotes on sales, leadership and coaching.

When attending a Chamber of Commerce breakfast networking get-together, I’m always perplexed by the lack of thought and preparation many business owners display when giving a 60-secondoverview of their business. These people have spent enormous amounts of time, money, and energy on their businesses. Yet, when asked to give a quick synopsis, they fumble for the right words, they ramble, they go off on a tangent, the informationis disjointed, or the words are boring and seemingly unimportant.

Their performance creates a very poor representation of what is otherwise a very good business. Listeners have forgotten the pitch before it’s even over!

Some people have a natural gift for speaking well extemporaneously, and they manage the process with great self-control. But, for the other 80% to 90%, it’s a different story. They muff important opportunities over and over in many daily situations. They frequently miss the chance to make valuable business connections or to develop brand new prospects and customers.

Very few business people make the effort to script out a compelling 60-Second Elevator Script (60 seconds is the time youhave to meet someone new in an elevator!) that’s committed to memory and is able to be delivered at a moment’s notice. However, it’s so simple to do, and it’s one of the most effective marketing tactics you can employ.

Everyone knows the importance of first impressions during the first few seconds of meeting someone new – - – whether it’s how you dress, the sound of your voice, or the words you use. A concise, well-stated business pitch costs you absolutely nothingto develop, except for a little time, some thought, and, of course, memorization.

I use a simple four-step process when scripting these pitches for clients:

1. Interrupt

4. Offer.

Begin with a sentence or two that achieves the same result as a headline in a good ad. It attracts attention because it Interrupts the

listener with information that has emotional meaning, usually something that deals with problems, frustrations, and annoyances of your target market.

Follow on with another sentence that Engages the listener by offering a promise of upcoming information that is important and relevant.

Next, give a quick overview that Educates your listener about exactly what you do that’s unique compared to industry competitors. You could even include a brief example. Keynote the things that differentiate your business.

Finally, conclude with a sentence or two that Offers the listener the chance to obtain more information. The offer should be risk-free and uncomplicated.

Craft and refine your 60-second elevator pitch (realistically 1 to 2 minutes). Get everyone in your company to memorize it asa condition of employment. (You can even provide small incentives to pass the test.) You and your staff will then be able to give the prefect presentation of your business whenever the time is right: at a business meeting, in front of prospects,on an airplane, at a trade show, as an on-hold phone message, ata party. It’s a great conversation starter. When it becomes your universally used marketing tool, you’ll have a coordinatedstaff that’s totally at ease with the topic, and the perceptionof your business by everyone outside your company will soar tonew heights!

Good luck with your marketing efforts.

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If you would like a FREE 60 Second Script Template that you canbegin using immediately for your company, simply email yourrequest to: 60SecScript.

About The Author:

Marc Gamble, the author, teaches business owners, entrepreneurs, and professionals how to acheive bigger, bottom line results from their advertising & marketing efforts without spending more time, effort, or money. Learn marketing strategies and tactics to separate yourself from your competition and become the obvious choice to do business with. To learn more about how to improve your own Marketing Efforts and Achieve Better Results, visit: http://www.MYMOnDemand.com/vpc1_mgnm

Email: mgamble@mymondemand.com

I’m about to challenge your belief system, or at least I’m going to try.

I’m going to tell you exactly why you make a sale, and why you do not.

By doing this, I’m going to give you access to some extraordinary principles that seem to fly in the face of logic, but nonetheless are at work in your life every moment of every day.

There is a Law put in place that permeates the entire Universe. It is called the Law of Attraction. While this idea is generally associated with the new age and metaphysical communities, it is in fact, a Law. This means that there is not one entity in the Universe that is “immune” to it.

To understand the Law of Attraction on a practical level, you need to have a basic understanding of the building blocks of our Universe. Specifically, you need to know that at our most basic physical level, we are 99% empty space. We are in fact, pure Energy. And this Energy has a specific characteristic that if we understand it fully, we can use this characteristic to create a life beyond our wildest dreams. And that includes making more sales, with more commission, and more effortlessly than you would have thought possible.

The Law of Attraction is all about this characteristic that I mentioned. That is that Energy attracts like Energy. I understand that we’re talking about non-tangible things here, and that some of this is beyond the scope of what you’ve thought about before, thus this all might seem very far out. However, I urge you to continue reading so that you can see that regardless of what you think about it, it IS at work in your life, and thus you have the power to redirect anything and everything in your experience.

All Energy vibrates. Everything has a specific and unique frequency. You need to understand that EVERYTHING is Energy, including your thoughts, dreams, and passions. When two vibrations are in resonance, they attract each other.

This manifests in subtle ways in our lives every day. We’ll be thinking about someone and they will call. You’ll think about something you want, and suddenly you obtain it through completely unexpected means. How does this happen?

Every thought and feeling you have has a vibration. It’s resonating out into the Universe at a specific frequency, basically seeking a matching vibration. If you’re thinking about talking to a person, and really feeling what that would be like, you are literally attracting the circumstances for that feeling to manifest physically. You are attracting a situation that is in perfect resonance with what you’re vibrating. When you do that, the Universe WILL respond appropriately every time.

Given this, imagine the possibilities as it applies to sales!

First, you have to understand that this is not about making other people do what you want them to do “against their will”. To the contrary, it is about learning to literally ATTRACT the appropriate people who WANT to buy from you. Most people work far too hard trying to FIND the appropriate buyer, expending time and Energy on people who are not a vibrational match for them.

Think about that. Wouldn’t it be nice to NOT have to cold call all the time? Wouldn’t it be nice to know that nearly everyone you deal with is going to make a purchase, or even be a lifetime customer? Of course it would.

It’s actually quite a simple process, however not always so easy for everyone. Many people have all kinds of “stuff” (limiting beliefs) about what is possible or necessary with regards to succeeding in sales. They’ve learned that nothing short of hard work will result in success, and they have had many models in their lives that have demonstrated this to be “true”. However, there is NO Truth to it. It’s simply a belief. And if that belief runs through you, it affects your energetic vibration – your frequency – and limits what you can attract into your experience b>no matter how much you consciously want something different.

To attract something into your experience, such as a multitude of sales, you have to go from “wanting” it, to feeling that you already have it. There is a very specific vibration to “wanting”. It implies you don’t have it. The feeling that you don’t have it causes your vibration to attract only more of “you don’t have it”. It’s simply responding appropriately as

it always will.

Instead you have to take the idea of “visualizing the sale” to a whole new level – because simple visualization without emotion does not serve to attract anything. The attraction starts at the level of your emotion. Changing your emotion is what changes your frequency, much like a radio, and thus changes what you will attract.

You will need to be clear exactly how you want to feel as a result of making a sale. Are you? Don’t make this about the money. Money carries a lot of “stuff” for many people. Besides, money is not the end goal here. What will you do with the money? How will spending that money make you FEEL? To the extent that you can conjure up that feeling, you then change your “attraction frequency”, thus you begin to attract to you the circumstances necessary to perpetuate or match that feeling that you have.

You’re going to makes sales from time to time whether or not you are intentionally trying to use the Law of Attraction. But it’s still going to be determined by what you’re vibrating. Depending on where you have your attention during the course of the week, and how you’re feeling, you will attract all sorts of people. Some will be a match and others won’t. However, you can be more intentional about whom you attract by putting yourself in the feeling of what it will be like to work with enthusiastic people who just can’t WAIT to buy from you!

What counts is how you feel.

Sometimes you’ll be confronted with issues of “deserving”. You’ll realize that somewhere within you, you have a belief that extraordinary success is beyond you, or that you aren’t worthy of it somehow. This is another limiting emotion and belief that CAN be eliminated with a little training.

Hopefully, you’re selling because you love selling. You’re selling because it’s who you are. Many people “sell” because they feel it’s a good way to make money, but it’s far from what they believe their purpose to be. This will always hold them back to some extent from the success they desire. Their vibrational frequency is all over the map as they go through various “roles” during their day. This is the recipe for mediocrity.

But if you believe you are here to sell I invite you to begin to intentionally envision unreasonable success for yourself. But know what success means to you. What do you truly want as a result of a successful sales career? Is it time? Freedom? Peace? For the most part, these are the types of things people are really seeking from financial success.

Again, I realize that this process sounds very bizarre to many. It doesn’t seem, on the surface, to make sense. But we are not talking at the level of “surface”. We’re looking much deeper level of what we’re truly made up of beyond the skin and bones we consider ourselves to be. When you can open your mind, you will begin to tap into an incredible power that has ALWAYS been at work in your life, and has always been at your disposal.

Unfortunately most people are never taught these things, because not that many people know anything about them. This doesn’t make them any less true. Further, there are many who DO intentionally use these principles every day and know unreasonable success in ALL areas of their lives.

And now, you know the “secret” as well. You can scoff at it, and go right back to doing things how you’ve always done them. Win some, lose some. Or you can just give it a try for a while and see what happens. It costs you nothing, and can gain you everything.

To summarize:

Feel the sale. Visualize EXACTLY how you’d like your sale to transpire, but pay total attention to how you FEEL about experiencing that sale in the “now” moment of visualizing it. Make the feelings as intense and realistic as possible. Imagine the transaction on every sensory level – any sights, sounds, smell, feelings, etc. that you can generate will help you “fine tune” the vibration so that you attract exactly what you want.

Bob Doyle is the CEO and founder of Boundless Living and the developer of the “Wealth Beyond Reason” program, which provides a continuing education of the physics of wealth, abundance, and joyous living through the Law of Attraction. http://wealthbeyondreason.net

A brochure can be a great promotional tool, whether it is for is a real estate listing, a trade show handout, a data sheet, or some other application, but sometimes it’s hard to know where to start. Brochure printing companies can provide their expertise as well as a wide range of printing and marketing services.

Most brochure printing companies do other types of printing as well. The range of services available within a company that prints brochures is quite broad. The process of finding the right company that meets the requirements of your job is an easy step-by-step process.

First, carefully consider your budget. Then assess the job you have in mind, whether you prefer full color or a single color, whether you prefer offset printing or digital printing, print run, type of fold, paper and shipping. Following these basic guidelines should help make finding the right brochure printing company a simple and painless task.

Before you enlist the aid of a customer service representative at a printing company, you can look at online templates or fill out a questionnaire that will help assess the cost of a job and the services that brochure printing company provide. This makes it easier to shop

around and get the best deal without feeling obligated to go with a particular company.

Most brochure printing companies will provide an experienced estimator who will help you to determine the proper paper, inks, coatings, bindery and distribution for your brochure project. It is worth it to check to see if this service is offered, as it will save you time and trouble. It also usually produces an accurate quote, thereby insuring the best quality at the best possible price.

The services offered at brochure printing companies will usually exceed your brochure printing needs; most brochure printing companies will also offer other printing, bindery and mailing services. Beyond that, there are brochure printing companies that will also assist you in your brochure design, recommend marketing strategies, write brochure content for you, and offer other marketing tools. Finding and learning about brochure printing companies and their services is an educational endeavor no matter how small or complicated the brochure, and the rewards can be substantial.

Brochure Printing Info provides detailed information about cheap, color, and full color brochure printing services, and advice on finding a brochure printing company and quote. Brochure Printing Info is the sister site of Laser Toner Web.

What if there were no sales people? What if no one ever tried to sell you anything? Would you have a better life? Would it be better for our country? What about the economy? What about jobs? How about; the service, retail and manufacturing industry, would they do better or would all these things do worse? It has been said that nothing happens until someone sells something. For instance if someone sells a tractor to a farmer then the tractors must be built. That means people have to make it; manufacturing. People have to ship it by train or truck or even barge; thus pilot ship operators, train conductors and truck drivers. Ah, but someone has to make those transportation items right? And they are made of rubber, steal and plastic and what about those industries, which include manufacturing, mining and petroleum? What if no body ever sold a tractor?

Well, what if no one

ever sold a bushel of wheat? Then the farmer would not need the tractor right? What if the car salesmen did not sell a pick-up to the salesmen to go to visit the farmer to go sell him the tractor? Well then the Auto Dealership would not have needed a building or any cars. So we do not need any construction workers to build the dealership or anyone working in the Automaker business to build the car right? Well what if the hardware store never sold the hammer to build the building so the car salesman could sell the pick up to the salesmen to sell the tractor to the farmer so he could produce the bushel of wheat that the food salesperson sold? Huh? Think on it.

“Lance Winslow” – Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs/