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============= 1. DISC - A Universal Behavioral Language for Life 2. Attitudes and Values - the Key (missing) Component 3. Just a thought... 4. Soft Skill Competencies - "DNA of Superior Performance" 5. 5 Habits of Highly Successful Salespeople 6. "Small Business/Tough Questions" 7. WE PAY YOU TO SEND US SUBSCRIBERS ============================== 1) Have you ever been mismanaged or misunderstood? As an owner or manager, have you ever wondered why some of your people just don't seem to understand you? Here's the follow-up question I ask. The last time that you were mismanaged or just not understood, did you take the time to discuss it with the other person? I have asked this question countless times in seminars, training, and on appointments and over 95% of the time the answer is a resounding NO. I did not take the time to discuss it. 2) Have you ever left a store or any place where you thought you wanted to make a purchase, and maybe you did, but you vowed to NEVER return. I have - numerous times. Follow-up question. Was it because of the way you were treated? Again, 95% of my clients and prospects vow to NEVER return because of the way they were treated. 3) Have you ever met a salesperson you did not like? Stop laughing; it's a legitimate question. Follow-up question: Did you wind-up buying from that salesperson anyway? Most people say they don't buy from people they don't like unless... they can't find the product elsewhere or the price is just unbeatable. What were your answers? Do you agree with my clients and seminar participants? Well, based on years of experience training, coaching, mentoring and hiring in the corporate world, I have found the following to be true. - Good sales people don't sell products - they understand the need and influence the decision. - All things being equal - people buy from people they like. - If your employees and managers don't like you - they will not work smart for you. - As you meet and interact with people on a daily basis, every interaction will either increase or decrease your credibility with that person. - The way others respond to you is a direct reflection of how they perceive you are treating them. If your desire is to get the maximum effectiveness out of your relationships and interactions with other people, then you must stay tuned into this eZine and learn everything you can about what I call the universal language, DISC. On the first and third Thursday of every month I will provide you with the most comprehensive and complete information on DISC, "the Universal Language", that you will find anywhere. This week: What DISC is NOT DISC is NOT a measurement of intelligence! In fact DISC is none of the above, but as you will find out, DISC has an inescapable bearing on all of the above. And an awareness and proper application will effect all of the above: intelligence, values, skills and experience, education and training. So, what is DISC, "this Universal Language", and why is it so important to understand? Find out more September 18th. ====================================== Everyday, organizational decision makers struggle to find ways to affect the "bottom line." Having a desire to find better ways of selecting employees is one of the struggles. And according to recent research, the cost of hiring the wrong person could be as high as ten times their salary. Look, today's labor costs constitute the largest cost category for almost any business, and these personnel costs are rising at a record rate, with fringe benefits making up a larger and larger share of an individual's compensation. Fringe benefits now account for more than 30% of payroll costs in some organizations. And, this type of benefit compensation is generally unrelated in any way to a person's productivity or ability to do the job well. The vast majority of people today are paid a base rate or salary by the hour, week, month or year. They are paid, in short, to show up and follow orders. Given this form of compensation, employers need to give careful consideration to employee motivation, dependability and the selection of superior performers, NOW MORE THAN EVER BEFORE. While many decision makers are concerned about getting the "right" people into the job or their organization, they are also concerned with promoting the kind of people who will be beneficial to the organization for the long haul. From a business owner or organization's viewpoint, effective management promotions are central to the efficient utilization of its human resources and are very likely to affect future strategic decisions. You want to know you have the people onboard that are motivated and have the attitudes and values that your company or organization is going to need for months and years to come. That's where understanding ones beliefs, values, attitudes and what really motivates you or someone else into action will play a huge role in yours or their success. Every day we are faced with real situations that call for thought, decision, opinion and action. Consciously or subconsciously, every decision, reaction and course of action comes from our beliefs, that which we value (values) and attitudes. It has been said that we are the sum total of all of our experiences up to that very moment. Multiple experiences lead to beliefs. The intensity of each experience results in beliefs of different and varying strengths. The repetition of the same experiences strengthens our beliefs. Values are more accurately defined as "that which we value." Our experiences lead to our beliefs, which cluster together to form our values (that which we value). On the other hand, our beliefs will also cluster together into that which we do not value. Our values in life, over time, shape our overall worldview or attitude. Eduard Spranger, a German psychologist, teacher and philosopher wrote a book back in 1928 titled "Types of Men." Spranger observed six attitudes through which we value the world. These attitudes define the "WHY" of actions. WHY we do the things we do. WHY we are motivated to act on or move into action on some things more than others. You will move into action based on what you value; you pursue what you value. You will tend to be either negative or indifferent toward experiences and people whose "valuing" is opposite of yours. Look at it like this: Experiences ->Beliefs ->Values (that which we value) ->Attitudes *** In the next issue we will start taking an in-depth look at each of the six values and their roles. ==================== "Every memorable act in the history of the world is a triumph of enthusiasm. Nothing great was ever achieved without it because it gives any challenge or any occupation, no matter how frightening or difficult, a new meaning. Without enthusiasm you are doomed to a life of mediocrity but with it you can accomplish miracles." Og Mandino =========================================== The top, the crème-de-la-crème of the corporate world are preparing for unprecedented change brought about by globalization, competition and technology in the new millennium. Competition for top talent has never been greater. The organizations that will endure in the next millennium will have learned that managing performance is the equivalent of managing the bottom line. The performance bar has been moved, and must continually be raised. Compounding this issue is a dramatic shift from quantitative to qualitative performance measures. It wasn't all that long ago when performance measures could easily be seen and measured. Not today. It's difficult to know what has been accomplished at the end of any given day. The shift from mass production to communications and service has changed the landscape substantially from being tangible and task oriented to intangible and knowledge oriented. Until recently, there really wasn't enough research to indicate the importance of understanding soft skills and the role they play in developing superior performance. However, studies such as those by Daniel Goldman, published in his book "Emotional Intelligence", and others have confirmed the importance of soft skills in producing tangible results. The real irony of the matter is that the more technology impacts how jobs are performed, the more important soft skills become. Soft Skills are, in fact, becoming the new career currency. They are the golden thread that must be woven through any organization that wants to produce superior results and compete in today and tomorrow's economy. Soft Skills are the DNA of superior performance. **** More in the next issue **** ==============================
========================= Recently I was asked by a regional newspaper to respond to a reader's question for the featured section, "Small Business/Tough Questions." (view article) The column appears each Monday in the Business section. I was limited to 350 +/- words, so I really couldn't go into to much depth. I thought that you might be interested in this as well. Q: "I own a home-based business. One of my biggest challenges is generating repeat business from customers. What are some cost-effective ways to follow up with customers so they keep coming back to do business with me?" A: Think like an "AMAZON." First thing, get a good contact management program or worst-case scenario use a database program. Ask your clients for every conceivable away you can possibly think of to reach them. Ask for their mailing address, email address, phone number and fax number. Your clients will be apt to give you anything you ask for when you tell them you're building a list of VIP clients for special, private and limited offers. Now, go online to http://www.usps.com/netpost/ and set-up an account, there is no charge for setting up an account. Through this online account you can send postcards, letters, promos, newsletters and just about anything else you could think of right from the seat of your chair. No printing, no folding, no stamps, no mess. It's the easiest, least expense way I have found to send professional looking direct mail. And here's the really neat part, you can send every piece out personalized. Every piece can read; Hi John, Dear Jane or whatever your client's name is. With a little thought and planning, you can even use your client's name in the sales copy and really make it personalized just for them. With the next two ideas, make sure you ask for their permission. Most clients will not have a problem as long as it's not abused. Here they are - send them fax and email special VIP offers, these offers are only valid to those who give you their permission. I mentioned earlier about having a good contact management program, well you also want a good fax software program too. By good, I mean you want to make sure you can merge fields between the programs easily, so you can always send personalized messages. This is key. I personally use Goldmine as my contact manager and FaxRush as my fax software. There are 100's of programs on the market, I think these two are the best combination, and I'm cheap. With just these two programs I can send hundreds of personalized emails, faxes and postcards to my prospects and clients every day in a matter of minutes, cheap. And Goldmine logs everything I do, every postcard, fax, email (in and out) and every phone conversation for every prospect or client. With more space, I could go on and on when it comes to marketing strategies. ************** WHAT DID YOU THINK ************** I thought it would be fun to start answering a few of your questions, if you have specific questions in these areas: How to identify, prioritize and benchmark superior performance in your management team, sales team or any other part of your organization... How to build, hire, motivate and train a superior management team, sales team or labor force... Or, how to build and market a $5 million consulting business w/ less than 7 employees on a shoestring budget... Send an email to: edge_question@cuttsgroup.com And I'll do my best to answer them here, space permitting. ==================================== That's right. We pay $200 per 1,000 subscribers. Better yet, you do NOT need to recruit 1,000 subscribers before being paid. You'll earn a commission for each individual subscriber recruited. Commissions totaling less than $30 will be rolled-over to the following month. To sign-up, click the link below. ------------> You can earn a 10 - 25 percent commission for referring Allyn for speaking engagements and bulk product sales. Commissions normally start between $850.00 and $1700 depending on your level of involvement. For complete details send an email to: acutts@cuttsgroup.com The Cutts Group partners with clients who are committed to continuous growth. We provide the organizational development, team building, employee selection, executive coaching, and sales training resources our clients demand for measurable results and return on investment. Satisfaction and investment are always guaranteed, always. Competitive Edge, (c)January 2002. Cutts Group, llc. A free bi-monthly eZine with a circulation of 19,586.
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