Archive for January, 2010

In this humorous video, actor Robert De Niro reminds of the common mistakes that can be made in the sales process. While it’s exciting to make a sale, land a new customer and “do the transaction”, our impatience can be counterproductive to our desired goal.

Watch this short and entertaining video and see if you can identify the common mistakes made in selling. Here’s a few that I noticed:

• using inappropriate humor
• using foul language or talking like a “sailor” (or gangster, in this example)
• insulting the customer’s buying strategy
• pushing too hard – forcing the close
• not reading the customer’s body language
• not controlling your own body language
• raising the volume of your voice
• grabbing things you shouldn’t

I believe that inspiration can be found anywhere, anytime and from anybody. This one was worth sharing with all of you, because I think it contains a bit of creative genius. While attending a Boy Scout court of honor ceremony (where one of my twin boys was being promoted to Tenderfoot class), the Scout Master, Mr. Nick Civitillo (Mr. C to all of his friends), read aloud the following Top 10 List at the end of the ceremony. With his permission, I share it with all of you.

Thank you Nick for the inspiration and for all that you do to help boys grow and become strong leaders and citizens of the world!

Much About Life Can Be Learned from Noah’s Ark

Top 10 Lessons

1. Don’t miss the boat.
2. Remember, we are all in the same boat.
3. Plan ahead. It wasn’t raining when Noah built the Ark,
4. Stay fit. When you’re 600 years old, someone may ask you to do something really big.
5. Don’t listen to critics. Just get on with the job at hand.
6. Build your future on high ground.
7. Use the buddy system.
8. Speed isn’t always an advantage. The snails were on board with the cheetahs.
9. When you’re stressed out, float for a while.
10. Remember, the Ark was built by amateurs; the Titanic by professionals.

Please share this inspiration with someone you care about.

The power of non-verbal body language is huge and most of us are unaware of what we “do” when we are face to face with other people.

Becoming more aware of and learning to control your body language will help you to be more successful in securing second interviews, team meetings, peer encounters, selling, networking and more.

Research studies* show that 55% of the meaning of your communication is derived not from what you are saying, but from what you are doing with your body and movements. (source: Professor Albert Mehrabian, UCLA, 1970 study known as The 7%-38%-55% Rule)

“The fact is that body language is more honest than words.” Allan Pease, author of The Definitive Book of Body Language.

A tilt of your head, crossing your arms, pointing your index finger at someone when you are speaking to them, rolling your eyes: these and other physical motions communicate volumes without even opening your mouth. So the question is, are you signaling what you want? Is your non-verbal body language congruent (or aligned with) your spoken message? Is there a conflict with what you say and what you do and if so, which message will be believed?

“When a person’s words and body language are in conflict, women ignore what is said.” Allan Pease, The Definitive Book of Body Language

Click through to watch a TV interview with Kathy McAfee and PBS TV host, Steve Adubato on the importance of vocal power and body language intelligence for professionals.

Does it really make that much difference?

I first become fascinated with non-verbal communication when I Read the rest of this entry »

How many of us …

• have written new year’s resolutions fully knowing that we will soon abandon them?
• have our resolutions in our heads, but have not yet put them to paper?
• have not shared our resolutions with someone who will help hold us accountable?
• have the same lofty resolutions year after year after year…but fail to accomplish them?

When in doubt, turn to the Webster Dictionary for insight:

• Resolve (vb): to deal with successfully. To reach a firm decision about.

• Resolution (n): the act or progress of reducing into a simpler form. The act of determining.

• Goal (n): the end towards which effort is directed. An aim or end of action.

The Thesaurus says: Determination. Will. Decision. Strength of Mind. Steadfastness. Firmness. Energy. Perseverance. Tenacity. Devotion. Courage. Desire. Aim. Ambition.

5 Tips for Creating New Year’s Goals that You Can Achieve:

1. Focus on what you want, not what you don’t want.  For example, instead of writing Stop Smoking, how about stating it as “Increase Health and Energy by Eliminating Smoking from My Life Forever, starting TODAY.”
2. Less is More. Don’t set yourself for failure by making a huge list of goals. Focus on the most important 5-7 things and put your energy and resources towards them.
3. Clear the Fear…Fast! It takes courage to get out of your comfort zone and to move into the Stretch Zone. Need help? Call the expert – Mark Shepard, The Rapid Change Specialist. Mark’s Clear the Fear Fast program is amazing. He helped me overcome my fear of cold calling and selling. (Tell him that The Marketing Motivator sent you).
4. Invest in Yourself. If losing weight has been a forever-goal, then consider hiring a health coach.  If you need to acquire new skills or knowledge, then attend workshops, start networking, carve out time for reading, become a learning sponge.
5. Get Support. Stay Motivated. Even the most motivated person needs help to stay on track. Engage the services of an executive coach, business coach or accountability partner so that you can continue moving forward.

Watch this video “The Motivation Song” by Mark Shepard and remember, wherever you desire to take your life, career, business and community in 2010, start visualizing it now. Set your goals. Get help. Get it DONE!