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Failing Forward Successfully
You have permission to publish this article electronically or in print, free of charge, as long as the bylines are included. A courtesy copy of your publication would be appreciated - send to: info@DebbieAllen.com Failing Forward Successfully ...
HOW TO SUCCESSFULLY LAUNCH A NEW BUSINESS
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HYPNOTIC ARGUMENTS THAT EASILY SEDUCE
Copywriting is, simply put, the study of the human ego. And, believe it or not, there's more to writing a sales letter than word choice, readability, grammar, spelling, sentence structure, guarantees, and even those overly exaggerated...
Starting A Successful Direct Sales Business
An article in my local newspaper states that home based businesses are the fastest growing segment of the U.S. economy. A direct sales business is a great way of achieving a home-based business because the schedule is flexible, the startup costs are...
VC Secrets: What the Business Plan Books Don't Tell You
VC Secrets: What the Business Plan Books Don't Tell You By William F.(Bill) McCready, www.VenturePlan.com Most business plan books and software do a thorough job of teaching you to describe your business from an entrepreneur's perspective,...
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Increase Your Influence, Increase Your Sales
Selling is everyone's lifeblood whether they realize it or not.
We all sell in the sense that we attempt to convince and
influence others. We want and need to convince our children, our
coworkers, bosses, spouses, clients or customers. How effective
are you? There is a style of convincing others, influencing or
"selling" for everyone. Understand we are using the term
"selling" here very loosely. I bet many of you are saying, "I
don't sell people. I hate that!" Although this may sound like
it's about sales, it really isn't. You'll understand shortly but
indulge me for a minute. There are several types of popular
styles of selling: relationship selling, non-manipulative
selling, pressure selling, what's-important-about-that-to-you
selling. Whatever approach and philosophy that works for you is
fine. Actually, we're not trying to change your personal style
of selling. But if we can give you additional insight to
influencing others regardless of who they are, would that be
helpful? "Yes." Let me ask you, when you really connect with
someone, isn't that a wonderful experience? When this happens,
you connect with them and feel closer in a shorter period of
time then with someone else you may have known for years. What
happens here? You click, connect, have great rapport, and there
may even be chemistry between you. You know you are being heard
and listened too. Wow, isn't that wonderful when it happens!
Wouldn't it be great if we could increase our opportunities to
connect with each other in general? It can be done. There is a
universal unspoken language based on observable behavior. What
that means is, we can see the behavior just by watching others.
We look for tone of voice, pace, body language and words used.
These are the clues that help us to identify how to communicate
better with that person. Research has shown that behavioral
characteristics can be grouped together into four quadrants or
styles. People with similar styles tend to exhibit specific
types of behavior common to that style. A person's behavior is a
reflection of who they are naturally. According to William A.
Marston, "All people exhibit all four behavioral factors in
varying degrees of intensity." This model categorizes how we
act. Nothing more. It is simply used as a tool for more
effective communications between people. Sound good? You bet. In
all the cultures studied, the model has been found to be valid.
All cultures have people who are outgoing, expressive and
animated. All cultures have people who are more cool, aloof,
introverted and analytical. Ask yourself, is this person
people-oriented or task-oriented? Are they an introvert or an
extrovert? Because you can learn to see the answers, it is
observable. It is a universal language because it has no
cultural boundaries. Are you intrigued? You're probably saying,
that's all great but how does this apply to me getting my way?
Oh, we are so self-centered at times. When you are getting your
way, I trust it is for the benefit of all who are affected by
the decision. Because what we are talking about is not for
self-centeredness, manipulation or control. Any time we have
greater understanding of ourselves, it provides us opportunities
to make the best of an interpersonal communication process. That
insight provides a solid foundation from which to move forward.
If we know we have a particular habit that may interfere with
the communication process; we can work on improving how we
communicate. For example, if we know we are not the best
listeners in the world, we can work to improve our listening
skills. If we tend to come on too strong for some people, we may
choose to tame it down in those situations. When you know
yourself, you have the choice to modify your own behavior so the
other person can be ready to hear what you are saying. Let me
repeat that, this is a very important point, "When you know
yourself, you have the choice to modify your own behavior so the
other person can be ready to hear what you are saying." Again
this is not about manipulation or controlling others; it is
taking control of ourselves! It is about you having a true
desire to be the best communicator you can possibly be. The goal
is to communicate on a level so the family member, coworker or
customer can relate to what you say. When we communicate in a
manner that is appealing and open, the person is more likely to
feel connected to us and understand and be open to what is being
said by you. The results are better communications for
everyone's benefit. Not only will it improve sales; the
benefits
will spill over into all areas of communications in our personal
and professional lives. Many of us need improved relationships
with our family, friends, and customers, do you? Just simply
having greater understanding of the communication styles is a
big step. We know we really can't change others, only ourselves.
Some of the benefits of learning this universal language are
gaining commitment and cooperation, building more effective
sales teams, resolving and preventing conflicts, gaining
endorsement, increasing sales, better time management and having
better family interaction. W.W. Tornow & M. London says, "Self
assessment can motivate change. Fear of self-knowledge can
prevent it. However, feedback results that are verifiable,
predictable, and controllable are difficult to deny. It is
important that the recipient be ready for feedback--that is, be
able and willing to accept it and to do something with it that
will result in change." Now that you understand what we're
talking about, let's look at the four styles we have been
referring to: DISC, D = Dominate, I = Influencer, S =
Steadiness, C = Compliance. In simpler terms, it addresses how
we handle problem solving, how we influence people, the pace in
which we do things and our willingness or possibly unwillingness
to follow rules and procedures. A person whose strongest style
is a "D" is ambitious, forceful, decisive, direct, independent
and challenging. A strong "I" style is expressive, enthusiastic,
friendly, demonstrative, talkative and stimulating. A strong "S"
tends to be methodical, systematic, reliable, steady, relaxed
and modest. The strong "C" is analytical, contemplative,
conservative, exacting, careful and deliberative. We all exhibit
some of each of these four styles. Most of us have one or two of
these styles that are more prominent then the others. When a
person is identified as a Dominate, one who likes to solve
problems, you can direct the sale in a way to help the customer
solve their problem of making a decision or a purchase. Ask
questions to provide insights and answers as to what they want
to accomplish with this purchase. The high D is a greater risk
taker. Show them something new and different. When communicating
with them be clear, concise and direct. When someone is an
Influencer, a people person, you'll want to allow time to build
rapport with him or her. Don't be afraid to chitchat. Talk about
things other then business to break the ice. Too much detail and
technical information will overwhelm this person. Give details
when they ask for it. Show them unique, unusual and designer
options. Be creative. Help them to visualize and image how their
friends will react when they see it. A Steadiness person is not
one to make quick-on-the-spot decisions. That is unless they
have done considerable research and shopping already and know
exactly what they want. They hate to be pressured and will not
be pressured. They love stability and harmony. They tend to be
very loyal. They appreciate strong relationships and relatively
low risk situations. Assure them of your guarantees and that
it's risk free. Inform them of your return policies. When you
have provided them with the knowledge they want; they will want
to go home and think it over. They will come back. Know that 40%
of the population falls into this category. The Compliance
person is one who likes rules and regulations and likes lots of
information. They like details and more technical types of
presentations. Show them supportive materials that provide back
up and validation to what you're saying. Pull out the
professional industry association brochures to show them
supporting statistics. Give them a brochure or a business card
with your name and phone number for them to refer to later.
These are just a few of the ideas that can be used when you
understand the four basic behavior styles. It is worth an
investment of time and resources to learn this easy universal
language. When you use it, it will increase your bottom line! A
simple questionnaire, and subsequent report will provide the
necessary insights to your behavior styles. With a little
training and practice you can learn to observe these styles in
others with 85% or more accuracy! The beauty is that it is
simple, easy and observable. And best of all, it is fun, will
increase your personal effectiveness and your "sales." "Seeing
is believing" is true here.
----------------------------------- By: Hamoon Arbabi Source:
http://homebusiness.nexuswebs.net
About the author:
None
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