Corporate Tips

Want sales success? Know what you are “putting out there”.

Archives,Corporate Tips,Personal Tips,Workforce Evolution No Comments

Stuck on a problem, check experiencing writers block or suffering through constant distraction? You are not alone. Procrastination plagues students and businessmen and women alike. The resulting feelings of being overwhelmed only make the problem worse. Here are three quick tips to start off your study/work session on the right foot.

1. Mind your space. A cluttered space is distracting and does not feel comfortable. Find a box and clear it all off everything (computers/screens included) except what you specifically need . Don’t worry about organizing it first (this is a distraction technique and promotes procrastination). Just make a clear and comfortable space. Your surroundings are important too. Start with a quiet space with no distraction and limit the noise.

2. Get a timer and set it for 30-45 minutes. Part of the challenge with procrastination is the urge to take “study breaks”. People who exercise talk about the point in the work out where they want to quit, but at that point, they need to push through. This is the same with studying/working. At times when our brains are challenged, we look for ways to relieve the pressure. If you have a timer, you can just tell yourself to keep going for a few minutes more. Once the time goes off, give yourself a 15-20 minute break. Do something fun like taking a walk, petting the dog or some other physical activity (not online social media or games). Keep with the program until the day’s goals are done. After you are finished, give yourself the freedom to reward yourself with activities that before, were distracting (social media, games, television).

3. One subject/one project at a time. Setting out the daily/hourly goals of the project is really important. For those that suffer from procrastination, the point at which the work is being addressed is usually under pressure and stress. Feelings of being overwhelmed by the volume of what needs to be accomplish feels terrible and leads to poor work performance. The old adage is the best way to eat an elephant is one bite at a time applies. Break out the homework, project into your 30-45 minute goals. Do this quickly based on how you feel it might logically happen. Your intuition and left brain analytical side works much better this way. Only focus on what needs to happy right now. When overwhelming feelings creep in, just go back to your plan for right now. As you get better at this, you will find yourself naturally setting and achieving smaller goals to accomplish projects before they are due – it happens naturally!

BONUS TIP: I use magazine holders (the cheap cardboard ones you can get at IKEA or Target) for each topic. All the materials such as: books, folders, binders, etc.. go into each box. As materials come in that I need to complete the task, I put them into the appropriate box. When I am ready to do my work, I grab that box and work from it. When I am done, everything goes back into the box and onto my shelf and I grab the next subject. This tip makes it so much easier to keep organized and ready for the next study session or work project.

Bonus Tip: Use magazine holders to separate subjects/projects.

Have fun and realize study skills are a process in finding what works for you. Learn from mistakes and celebrate the successes!!

Why do people buy and how does the sales rep emotionally influence purchasing decisions?

This can be arguably the most important question executives, order
sales and marketing people can ask.  However, pharmacy
many don’t, viagra 40mg
because this requires introspection and vulnerability.  What is not talked about enough in business circles is the psychology of emotion.  This explains how someone makes a decision and why they buy.  Many buying decisions are highly emotional.  By the time a sales rep talks to the facts of the product or service, the customer has already made up his or her mind about how she feels about the rep.  Remember the old adage, “we buy from who we trust”?  Trust is about emotional comfort – not who knows the most facts.

So what can a sales representative do to close more business?  Here are three tips to get you thinking about how the psychology of the sale works to your advantage:

1. Know Thyself:  You live in your head 24 hours a day, seven days a week.  You know everything about yourself, except how others really see you.  For most of us, this “blind side” is uncomfortable to address.  However it is key to personal business success.   How you are perceived has little to do with your intellectual intent and everything to do with how you handle stress, ambiguity and pressure from other people.  Take a class on the subject (see Psychology of the Sale), or work with a business coach that will spend the time with you to explore the strengths and weaknesses of your personality.

2. Know your triggers:  Do you know when a sales call doesn’t “feel right”?  Do you know what you do when that happens?   Having a plan when you start to feel flush, or your stomach tightens, or you become anxious is really important to interrupt this pattern.  The good news is these triggers can be cues to the client’s emotion.  Learn to read it correctly and you can turn around the conversation and develop trust quickly.  You need to develop ability to analyze and change your behavior on the fly and in reaction to your clients’ emotional needs.

3.  What emotional trigger does your product/service illicit in your prospective customer?:  Are you selling based on fear (i.e. if you don’t have insurance, you could be exposed) or based on possibility (i.e. drink our cola and you will be irresistible to others)?    Consciously know what your product/service emotionally solves.  Remember, we as sales reps feel comfortable knowing the facts and figures about the problems our product/services solve – but few know the emotional problems they solve.  This is a key differentiator for you and your business.

Want to learn more?  Check out “Psychology of the Sale” at www.workforceevolution.com/psychologyofthesale.  W.E. offers comprehensive workshops that help you discover your emotional advantages and give you tools to apply them for success!  Next class is October 30th!

Get Un-stuck Lesson #1: Mind Your Space

Archives,Corporate Tips,Personal Tips,Uncategorized,Workforce Evolution No Comments

Stuck on a problem, diagnosis experiencing writers block or suffering through constant distraction? You are not alone. Procrastination plagues students and businessmen and women alike. The resulting feelings of being overwhelmed only make the problem worse. Here are three quick tips to start off your study/work session on the right foot.

1. Mind your space. A cluttered space is distracting and does not feel comfortable. Find a box and clear it all off everything (computers/screens included) except what you specifically need . Don’t worry about organizing it first (this is a distraction technique and promotes procrastination). Just make a clear and comfortable space. Your surroundings are important too. Start with a quiet space with no distraction and limit the noise.

2. Get a timer and set it for 30-45 minutes. Part of the challenge with procrastination is the urge to take “study breaks”. People who exercise talk about the point in the work out where they want to quit, viagra approved but at that point, hospital they need to push through. This is the same with studying/working. At times when our brains are challenged, we look for ways to relieve the pressure. If you have a timer, you can just tell yourself to keep going for a few minutes more. Once the time goes off, give yourself a 15-20 minute break. Do something fun like taking a walk, petting the dog or some other physical activity (not online social media or games). Keep with the program until the day’s goals are done. After you are finished, give yourself the freedom to reward yourself with activities that before, were distracting (social media, games, television).

3. One subject/one project at a time. Setting out the daily/hourly goals of the project is really important. For those that suffer from procrastination, the point at which the work is being addressed is usually under pressure and stress. Feelings of being overwhelmed by the volume of what needs to be accomplish feels terrible and leads to poor work performance. The old adage about the best way to eat an elephant, “is one bite at a time”, applies. Break out the homework/project into your 30-45 minute goals. Do this quickly based on how you feel it might logically happen. Your intuition and left brain analytical side works much better this way. Only focus on what needs to happy right now. When overwhelming feelings creep in, just go back to your plan for right now. As you get better at this, you will find yourself naturally setting and achieving smaller goals to accomplish projects before they are due – it happens naturally!

BONUS TIP: I use magazine holders (the cheap cardboard ones you can get at IKEA or Target) for each topic. All the materials such as: books, folders, binders, etc.. go into each box. As materials come in that I need to complete the task, I put them into the appropriate box. When I am ready to do my work, I grab that box and work from it. When I am done, everything goes back into the box and onto my shelf and I grab the next subject. This tip makes it so much easier to keep organized and ready for the next study session or work project.

Bonus Tip: Use magazine holders to separate subjects/projects.

Have fun and realize study skills are a process in finding what works for you. Learn from mistakes and celebrate the successes!!

Kim Arellano Interview with Galaxy of the Stars

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This is Kim Arellano’s interview with Galaxy of the Stars on her calling to do the Walk the Talk with Kim Show!

CLICK ON THE PLAYER

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Are you Planning to Plan?

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Are you Planning to Plan?

Are you a list writer on paper or in your head? How many weight charts have you started in your lifetime, pharmacy so that you’ll be the “ideal weight” by that party? On the way home from work, drug do you find yourself getting anxious with all of the “to dos” that you need to do when you get home? You are not alone. Most of us are in a constant state of being overwhelmed and bombarded by life. 120 years ago, viagra 60mg we worried about food, shelter and our close family. Today, we worry about things we will never feel, touch or smell. Writing lists and planning is a way for us to take control, even if it is only a fantasy. Unfortunately, we often fail to complete the list, which makes the list grow, or worse, we tie our self esteem to that list and sink into more anxiety and depression. Common wisdom tells us to pull ourselves up by our bootstraps and keep moving, keep positive and keep smiling. We do this, even in the face of more bombardment. You are smart enough to know what you need to do. We plan in an effort to control our lives. Self help and business books tell us the first step is to plan. We put up a wall in front of us that says, “do not proceed until you have thoroughly and thoughtfully planned for your outcome and success”. Unfortunately, the more we control our lives, the more out of control our live become. The more out of control our lives become, the more we try to control our lives. Sound familiar?

Einstein said that the same thinking that got us into this, will not get us out. Here is the honest truth, you know how to solve your problems. The trick is resisting the urge to solve all the problems in a list, without actions taking place. Very often, our plans or lists do not allow for deviation, or for creativity. When was the last time you put, “think about what my accomplishments have meant in my life” after “unload the dishwasher”? We are contemplating and planning the little things, thinking that by controlling them, we will care for the big things. This is simply not true. I realized that I have probably read most of the diet strategies out there, and have planned how to integrate all of them into my life. I have structure and action items, with rewards and goals ready to go. Day 1 is great, Day 2 is REALLY hard, Day 3, I flub, Day 4, it’s over and I feel like a failure. It was a great plan! I just am not good following it. I figured out that what I’m really good at is Planning. I love Planning to Plan! Writing plans to solve our problems, is the same thinking that got us into the situation and it will not get us out. I’m addicted to finding the next best plan and planning it into my life. With all the best intentions, I fail because I thought that just by planning, the rest would magically take care of itself.

So what do you do? Just asking that question begs another 5 step plan, tip or list of things to do. My thought is that plans are GREAT, when it is time for them. They should not be the first step, because life changes and opportunities come that don’t fit into the plan. Which is better, having anxiety over all of the things that need to be done when you get home, or thinking about how mentors in your life have shaped you, or your potential as a leader, or how much you love and cherish your kids? When you get home, what is your attitude? Are you making a bee line to your desk to write your list down, or start on it, or are you hugging your kids and giving them all of your attention. Be present in the moment and do things for right now. If you are driving, enjoy the feel of the car, the beautiful day, the growth of the trees on your street, or how the neighbor kids have grown and blossomed. Think of the things in life that bring you a smile and joy. In this, you will find the inspiration for a great idea. Go with that, savor that and enjoy the moment of piece and no anxiety. You will be amazed that you can move through life and accomplish things without having to write them down. Once you get the idea out of your head that you have to plan everything, or even schedule time to plan, you will be free to “just do”. I guarantee you the amazing things that you find yourself doing, are things you could have never in a million years planned for….

object>Dan Pink and RSA

DAN PINK and MOTIVATIONAnimae

Motivation is an elusive and multi-dimensional concept.  We often have our motivation dictated to us, which leaves us, well, unmotivated.  Case in point, the following awesome video by Dan Pink and geniouses at RSA Animae.org demonstrate that corporate is mistaken in the way the assume employees are motivated.  It’s not about the money, honey.  It’s about the freedom to explore one’s own intrinsic motivation.  This is a short (10 min) and entertaining visual that drives it home!  

Right Place, Right Time, Right Attitude

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I learned a lesson a very long time ago that one cannot “be” in the right place, pill unless they expose themselves, “find” the right time, unless they are maximizing it or “have” the right attitude, unless they are living it. I was very fortunate in my life to find some great mentors that saw what I was capable of, when I wasn’t looking. Opportunities are everywhere, and they can be often missed.

Todd and I had a very early morning meeting at a Chamber event way down south in Puyallup. I had childcare challenges and Todd had to get up very early in the morning to be there. Both of us had perfectly legitimateexcuses why we should turn down the event. We both pressed on and made it work. The result? Todd had a FANTASTIC meeting with a group of very intelligent business people. I saw him connecting and the audience was engaged on what it meant to be present and how this worked in a business environment. Afterwards, Todd was interviewed for 5 minutes as part of the Puyallup Chamber of Commerce Series. The group is very progressive and professional. I was very impressed. Had we not gone down there, we may have missed what might be a great opportunity to meet some wonderful people!

At times when I feel that I don’t want to go or do something, is the time when I most need to do it. The best things come from where we weren’t looking for them!!

Check out Todd’s interview!!!
http://www.youtube.com/watch?v=2zfD-5nt2mg

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