Digg it UP - Business

Managers Need To Keep It Real
I spent last Thursday hosting several staff training sessions at the Hyatt Regency McCormick Place. It was incredible! From the housekeepers to the bellman to the sales force, all employees at the property made it obvious why they're one of the most profitable Hyatts in the country.About halfway through one of the afternoon sessions, I noticed a man sitting in the front row. Literally, he was sitting IN the front row. The 6 foot 5, suit clad man casually kicked up his legs across a few chairs, smiled, nodded and kept an int

you take a message?”
“Could you ask him if I may meet with him?”

The instant you utter such words the “Bull Dog”, executive assistant’s ears perk up as she recognizes you do not belong at the executive level. Reeling from how quickly the executive assistant refers the stunned sales professional to a lower level decision maker ... the sales pro wonders, “What just happened?”

And thinks, “I worked up the nerve to call on the executive suites. I was well prepared when I placed the call. Then, I was transferred to the voice mail of a person way down in the organization. Calling executives is a good idea, b

Internet Direct Mail Is Different: 14 Things To Remember
Internet Direct Mail (IDM) and Traditional Direct Mail (TDM) both have the same goals in mind. They are to generate leads or orders.However, marketers need to respect that online media and print media present different hurdles in achieving this goal. Some of these hurdles will require that copy be written differently for each media. And some not.Here is a list of 14 things you should remember when writing copy for Internet Direct Mail. And how each one relates to Traditional Direct Mail.1. FROM and SUBJECT are very impor

One of the scary things about calling on executives is that well, they are executives. They are THE decision makers, the Big Kahunas, The Top Dogs!

Executives are the leaders of the pack. Much like in the animal kingdom, they are the “Alpha dogs.” Others pups fall into line when Alpha’s growl and bare their teeth.

Respect for that Alpha’s authority automatically kicks in for many sales professionals who cold call executives. As they try to please, to be seen as worthy, and to be granted an appointment with the top decision maker.

Getting a “Top Dog” appointment is an admirable goal. A goal that quickly turns to disappointment for young pups who are rebuffed and sent down to frolic with the rest of the pack, by the “Bull Dog” (executive assistants) who guards the gate.

When the assistant says, “The executive won’t be interested in this sort of thing.” Young pups turn, put their tail between their legs and whimper as they return to whence they came.

Can young pups, newbie sales professionals avoid this kind of disappointment? You bet they can when, they learn the Top Dog Rules.

Alpha dogs are well matched when sniffing around other Alpha dogs. They know the rules, respect the boundaries, and if/when an alliance is mutually beneficial they will make that alliance.

Alpha dogs and followers are mismatched. As the Alpha dog expects the follower to follow. And the follower expects to behave as a follower.

What the heck does this have to do with sales professionals who call on executives? Plenty!

Successful sales professionals know they must speak in “Top Dog” terms to gain their respect, be seen as a leader, and be seen as another Alpha dog. This posturing is done as the sales pro talks in Alpha dog terms. They know and use the right words, the right language to gain admittance to the executives’ suites. These words earn them the privilege of romping with the Top Dogs.

These same successful sales pros never, ever use the words followers are used to using. You know, those are “permission-based” words that followers habitually use with leaders.

These savvy sales pros use the words Alpha leaders use when communicating ideas and evaluating possibilities.

Phrases such as “May I,” “Can I,” “Would you,” and “Could you” … are the beginnings of permission based, “low-level” conversations. For example:

“May I schedule on his calendar?”
“Can you tell me when to catch him in person?”
“Would you take a message?”
“Could you ask him if I may meet with him?”

How to Overcome Network Marketing Paralysis
Will Rogers said, "Even if you're on the right track, you'll get run over if you just sit there."This is true for all aspects of your life, but especially in your online business. The problem is that there are so many things to learn, so many things to do to get the ball rolling, that it is easy to become overwhelmed. People get so paralyzed by confusion about what they should and in what order that they end up doing nothing at all.There is a popular mantra used by Network Marketers: "It's simple, but it's not easy." This may s

y turns to disappointment for young pups who are rebuffed and sent down to frolic with the rest of the pack, by the “Bull Dog” (executive assistants) who guards the gate.