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Wednesday
10Mar2010

Test This with Your Co-Workers

DateWednesday, March 10, 2010 at 6:00AM

Rose Rosetree (The Power of Face Reading) says that you can tell by looking at someone’s eyebrows how to sell to them. Observe your co-workers and see if it’s true. This applies to men and women.

  1. Can A or B process more information?
  2. What is A’s challenge when starting new projects?
  3. How good at multi-tasking is B?

_____________________________________

Answers

  1. People (A) with thicker eyebrows are good at handling and processing lots of information. Talk details.
  2. She has “starter” eyebrows: thicker towards the nose and thinning as they move outwards. She has great enthusiasm and talent for starting new projects. The challenge is completing them. Ask for her ideas.
  3. People with thin eyebrows have mental intensity and are best sticking to one task at a time. Set priorities.



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Wednesday
10Mar2010

Ads Do More Than Promote

DateWednesday, March 10, 2010 at 6:00AM
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Say what you want about those local yokel car dealerships, but they know how to make money. Cut to the commercial.

“Hi, this is Wayne ‘Wacky’ Dent and do we have a deal for you! We’ve got an overstock of cars and we need to get rid of them today. We won’t turn a deal down. Just ask my partner Raving Maniac.”

“That’s right Wacky. Bring or tow your trade-in down and we’ll beat any deal!” And on it goes.

Wacky knows exactly the types of customers he’s looking for. Those who fall for his spiel. Customers rushing to Wacky’s lot expect to see lunatics sporting green wigs and orange suits practicing questionable sales tactics. And if they’re crazy enough to fall for the ad, they’re crazy enough to fall to Wacky’s bags of tricks.

Advertising does more than find new customers. Advertising also sets expectations. Expect better.

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Wednesday
10Mar2010

How to Talk to a Man – La La La La La La La

DateWednesday, March 10, 2010 at 6:00AM
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Barbara and Allan Pease (Why Men Don’t Listen and Women Can’t Read Maps) found that if women want to talk to men, they must understand the men’s M.O. Men are competitive and aggressive in their conversations. Every word counts. Men are conversational bottom liners. Leave out the fluff, get to the point. Women can multi-task conversations. Men are single-task talkers.

And men hate to be interrupted. They found that when two men are talking with each other, rarely will they interrupt one another. (Chris Matthews is the #1 exception.) However, when men are talking with women (sorry ladies – this is not fair but true), they’ll interrupt the women 76% of the time. “Hurry up!” their mind is yelling.

The lesson for women in business? Don’t interrupt the man, be precise with your words, and get to the point with as few words as possible.

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Wednesday
10Mar2010

Tweak Your Questions So the Hard Ones are Last

DateWednesday, March 10, 2010 at 6:00AM
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Research was done with some brokers in Los Angeles to determine if the sequence of asking questions was important.

The brokers were to make their cold calls with lists given to them by their sales manager. The second question, the test question, was, “Do you have $10,000 you’d like to invest?” The brokers made several hundred calls and got no appointments, and of course, no sales. Typical responses: “It’s none of your business.” “Invest? I never invest.” “10,000? Are you nuts?”

The sales manager drove his brokers through the areas they were calling. Beverly Hills and Bel Air. These people don’t have $10,000? They don’t invest? That was too tough a question to ask that early in the call. Right question, wrong sequence.

They re-positioned the $10,000 question as question number six the next day and made their calls. They got appointments leading to sales.

Asking questions. Timing is everything.

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Tuesday
09Mar2010

What’s Your Cause?

DateTuesday, March 9, 2010 at 6:00AM
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Your relatives, friends, and neighbors want to know, “What do you do?”

But I don’t care what you do. I want to know, “What’s your cause?” What you do is a job. Your cause is a passion. Passions move mountains.

Causes change lives. Space exploration. Olympians. Philanthropists. Religion. Politics. Technology. And causes don’t have to be just on a grand scale. Chefs have a cause to make the best. Teachers with a cause change lives. A writer or a poet may save a life. A volunteer makes lives bearable. A doctor removes the pain. An entrepreneur who risks it all on a dream and a prayer changes the world. A boss or a coach can motivate others to excel beyond their wildest expectations.

Discover your cause. It may already be in what you’re selling. If so, make selling more than a job. Make it a cause. Change people’s lives.

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