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‘Words of Wisdom’ Articles
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Words of Wisdom
The primary characteristic of fastrackers--Part 1 of 3
A 20-year study at Stanford University examined the career paths of thousands of executives to determine what qualities enabled them to move ahead the most rapidly. Researchers concluded that there were two primary qualities that, more than any others, were indispensable.
The first quality was the ability to function well in a crisis. It was the ability of the executive to keep his or her cool [...]
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Words of Wisdom
Practice daily—even amidst adversity.
The ultimate aim of human life and activity is development of character, according to Aristotle. The most important goal you could hope to accomplish in the course of your life is to become an excellent person, in every respect. Your purpose should be to develop the kind of personality and character that earns you the respect, esteem, and affection of the important people in your [...]
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Words of Wisdom
Everything in life and business revolves around relationships. Everything you accomplish or fail to accomplish will be bound up with other people in some way. Your ability to form the right relationships with the right people at every stage of your life and career will be the critical determinant of your success and will impact how quickly you achieve your goals.
No One Does It Alone
A [...]
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Words of Wisdom
Become the pilot of your destiny.
On a flight, when your plane takes off, the pilot tells all the passengers to stay in their seats with their seatbelts buckled. In many cases, the pilot will say, “We expect a certain amount of turbulence for the first part of the flight, so please stay buckled up.” When you start any new business or job, you will experience turbulence as well.
Control Your Responses [...]
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Words of Wisdom
Developing core competencies for the future.
Leaders are committed to excellent performance and continuous improvement. A leader chooses the area of excellence for his or her team. A leader knows that excellence is a journey, not a destination. A leader is committed to being the best in everything they do. They constantly strive to be better in their key result areas. They compare themselves with people, organizations, and products or services [...]
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Words of Wisdom
Assessing the right activities to focus on
Professional selling has three stages, which have been the same throughout history: prospect, present, and follow up. These constitute the “sales funnel.” If your sales and income are down, it is because you are not prospecting enough, presenting enough, or following up and closing enough. The way to increase your sales is usually to increase the quality or quantity of your activities in one or [...]
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Words of Wisdom
Why sales depends on gap analysis.
All top executives are excellent salespeople. All effective employees use sales techniques to get their coworkers and bosses to cooperate with them in getting the job done. Everyone who is effective in virtually any area of life that involves other people is an excellent salesperson of some kind.
The basis for all successful sales efforts is a discipline called gap analysis. Gap analysis is clearly defining [...]
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Words of Wisdom
Psychologists tell us that the core of personality is self-esteem. This has best been defined as "how much you like yourself." Your self-esteem is the sum total of how important and valuable you feel you are at any moment.
The deepest craving of human nature is the need to feel valued and valuable. The secret of charm is therefore simple: make others feel important.
Five Ways [...]
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Words of Wisdom
How to build high-quality business relationships.
One of the best ways to influence someone is to do something nice for him.
I know many successful salespeople who make a habit of taking their prospects out to breakfast or lunch. During the breakfast or lunch, they do not talk about their products or services unless the client brings it up. They merely make small talk, ask questions, and listen. They work on building [...]
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Words of Wisdom
Branding in a cluttered marketplace.
Your ability to create a brand and maintain it in a competitive marketplace can make or break your business. Customers are assailed 3000 times or more each day by advertising messages, all shouting out for attention and calling, "Buy me! Buy me! Buy me!"
The value of a brand is that it can help a customer choose the best product from multiple offerings. A brand suggests [...]
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Networking Like a Pro
Networking Like a Pro, the new book by Dr. Misner and David Alexander, was released in February.
Networking Like A Pro is already a #1 Bestseller on Amazon.com!
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Copies of Networking Like A Pro can be purchased online at the BNI Store and on Amazon.com.
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