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Tooting
Your Own Horn
C.J. Hayden, MCC
Every day in your business, something happens
that others should know about. You give exceptional service to
a client; you reach out to a new type of customer; you demonstrate
your expertise on an important topic. Yet most of the time, the
only people aware of these significant events are the individual
you are speaking with and you.
 15
Powerful Ways to Grow Your Business This Year
by Jim Cathcart, CSP, CPAE
Give more than you have to. Practice up-serving not just "up-selling,"
(exceed your customer's expectations). Grow your impact on customers.
The quickest way to get a raise is to give your customers and
your company a raise through your performance.
Should
You Write a Book?
by Steven Van Yoder
One morning, you open your inbox and find several e-mails
that will boost your business. There is an invitation to speak
at a local group comprised of your best prospects. Several emails
have arrived from people who've "heard of you" and inquire
about your services.
 How
To Turn Ordinary Employees Into Extraordinary Employees
by Nido R. Qubein
An extraordinary person doesn't have to be extraordinarily
gifted. Many people with great knowledge and skills are barely
getting by in their professions, while others with much less ability
are doing extremely well.
Command
Excellent Fees With Confidence
(9 Deliverables)
by Bill Bachrach, CSP
Disclosing their fees to potential clients embarrasses some financial
advisors-and in some cases, it should. If they are promising one
thing and delivering another, there's probably no respectable
amount. Other advisors get sheepish when it's time to tell people
their rates simply because they are not clear about their own
value. I'm not saying they have low self-esteem-this problem isn't
necessarily about self-worth. It's about the worth of the
services provided and a clear sense of exactly what those services
are.
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Organizations
As Ecosystems
Laura Stack
Fundamentally, why does your organization care about employee
productivity? In order to be successful, your organization must
both make money and save money. To make money, it must find and
keep customers. To save money, it could reduce benefits, staff
or salaries; it could reduce the quality of its products; it could
cost costs and expenses. Or it could improve employee productivity.
So improving productivity looks like a pretty good option.
Disarming
a Critical Aggressor:
Part II Awareness, Assertion and Affirmation Techniques and Strategies
by Mark Gorkin,
LICSW
Using a workshop exercise involving harsh
performance criticism as a starting point, Part I examined common
reactions (as opposed to affirming responses) to a hostile attack.
Let's continue with the final four disarming methods:
 How
to Create a Bond With Your Decision-Makers
by Burt Dubin
According to the Merriam-Webster, it's the
state or character of being related. The Random House calls it
an emotional or other connection between people. The Oxford says
it's the state of being related. I say it's all that goes on between
people, once they've connected.
What
is an Investor Ready Business Plan
Howard Schwartz
A Business Plan, as all good entrepreneurs starting out in life
should know is the foundation, or rather a springboard, towards
the establishment and growth of a new business. A business plan
is an essential tool for companies raising capital - and your
business plan needs to be Investor Ready.
 The
Emotions of Buying
by Bill Brooks
A major objective for any salesperson is
to enable prospects to discover, and in turn verbalize, their
deepest needs or desires as they relate to your product or service.
During talks with thousands of salespeople at seminars, we have
discovered that most of them simply do not know how to help their
prospects clarify their feelings and desires.
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