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This book just went out the door to a fine new home in Canada.
Selling To The Affluent by Dr. Thomas J. Stanley, paper, 1991. ISBN: 0070610495
Check out more here Dr. Thomas J. Stanley
or
Selling To High Net Worth Individuals
This is a book that has been positively reviewed by most ambititious sales professsionals. What can you learn? In general what you'll get is best summed up by this quote from a Paine Webber Senior Exec. on the flap, "Dr. Stanley's strategies consider the reall needs of the high income professionals-needs tath go beyonnd any product or service. These needs are psychological and revolve arund the recognition of the individual's extraordinary level of achievements. He provides some terrific insights as to how to solicit and maintain business by unconventional, but highly effective means."
What did I learn from this book?
1. The most successful sales professionals are those that are taking a longer term perspective and build relationships with the affluent by supporting their causes, becoming allies, recognizing the work and achievements of the affluent, and generally finding ways to become indispensible. Emphasis here is on longer term and taking a professional approach and acting in such ways. Stanley calls it being an "apostle for the affluent" not an antagonist.
2. Where to find affluent indivuals? Some are obvious, others less so. In the book, Stanley discusses targetting the following: busienss owners, other affluent sales professionals (how you want to sold?), women, new citizens with wealth particularly Asians, successful authors, people on the move (relocation) who need services and goods, and those who influence the affluent
3. The book is full of case studies and examples that any salesperson can use. How to use the media to influence and reach the affluent, for example. How to set up a "killer" system of referring names of top professionals, service and product providers to the affluent on the move into your area. How to capitalize on recent recognition the affuent have received within their industry or community. These are just a few.
This book is certainly worth reading by every leader and coach of sales professionals and all those sales pro who want to really earn the tiltle of "professional". In many ways Stanley is telling us in the sales and relationship businesses to focus on what the affluent want and need and why they are unique and why they are affluent and others are not as affluent. This psycholgoical "stroking" and transforming yourself into someone who can add real value to decisions they make and lifestyle needs and wants they have. The same could be said about how the organization that supports the sales professional that is targetting the affluent must transform itself too.
Read if as well as others, before you prepare your business and activity plan.
Click on the links above to see other related and recommended books in the same category. More reviews of other useful music memorabilia books, vinyl, cd's and movies coming over the next months. Suggest your favorites in the Comments or email to me. Here's hoping the Stanley book will have a big impact at its new home, a budding stockbroker. Reuse, renew, recycle,... redeux! Giving preowned books-movies-tapes and more new homes.
]]>This book just went out the door to a fine home to a business person in Ontario.
The Structure of Magic: A Book About Language and Therapy . by Richard Bandler, Science and Behavior Books, 1975. ISBN: 0831400447
Forerunner to person to person communication methods books on Neuro linguistic programming (NLP) Purchased it during my early days working towards my Master of Communications at the University of Calgary.
Click on the book link above to see other related and recommended books in the same category
More reviews of other useful doing better in Business books, software and tapes coming over the next. Suggest your favorite books in the Comments or email to me.
Here's hoping the book will have a big impact at its new home. It did on me.
This book just went out the door to a fine home at a business library in Quebec..
Masters of Networking, ed. by Ivan R. Misner and Don Morgan, Bard Press, 2000. ISBN: 1885167482 The authors are part of BNI, Business Networks International.
Some of the contributors included in the book were: Harvey Mackay, Deepak Chopra, Mark Victor Hansen, Paul & Sarah Edwards, Fran Tarkenton, Susan RoAne, Bill Gates, John Naisbitt, Jay Conrad Levinson, John Milton Fogg and numerous others.
There are many practical tips in the book, too many to attempt to summarize.
Here's just one set of tips, from the 9 Keys to Mastery article by Lance Mead:
-accept the "givers gain philosophy,
-work in a disciplined structure
-attend networking events
-plan your networking
-accept the teachings of a mentor
-become a great storyteller
-have a database of resources to help other people
-keep an open mind
-make relationships a part of your life
Other articles such as Learn Your Networking Style in the Self Assessment section and the Top 10 Does and Dont's for Referrals by Humbert are very useful for those oriented practically. Humbert's key advice in my opinion is that good relationships take time; don't rush, have a plan and be methodical.
Other books worth looking at in a similar vein are:
Masters of Success
Business by Referral
7 Second Marketing
The Wor'd's Best Known Marketing Secret 2nd Ed.
Here's My Card
More reviews of other useful doing better in Business books, software and tapes coming over the next. Suggest your favorite books in the Comments or email to me.
Here's hoping the book will have a big impact at its new home.
The Tour doesn't appear to want to sit still, which I applaud. Golfers will be debating the new mega-championship proposal commissioner Tim Finchem announced yesterday.
Many golfers, no matter what ability level, will be thinking next year, next season. for changes they want to make in their game. This program from one of our blog sponsors Is worth looking at.
Sponsored Message-Click the graphic for more info
The Winnipeg Free Press - otherDowns hopes new rules attract fresh bettors Wed Oct 26 2005 By Paul Wiecek]]>
MANAGEMENT at Assiniboia Downs yesterday unveiled an ambitious new project to turn some Manitobans into millionaires.
And they plan to do it with New Yorkers' money.
Downs operations director Darren Dunn told a news conference at the Portage Avenue thoroughbred track that a change in the way Canadians bet on horse racing in the U.S. has the potential to generate huge -- possibly unprecedented -- payoffs for Manitoba horseplayers. And Dunn said management at the non-profit track is determined to teach its customers how to go get all that new money with a series of betting seminars with top local horse players, an online seminar that is coming soon to the Downs website and an aggressive recruitment drive aimed at teaching new horse players how to get in on the action.
"We're on a mission," Dunn said. "We're going to make Manitobans the highest rated, best handicappers in the world."
And the mission starts immediately, with Saturday's Breeders' Cup -- the world championships of horse racing -- providing the first big opportunity for Manitobans to cash in on a rule change that, beginning today, will allow bettors here to wager directly into the pools at New York tracks, including Belmont Park, host of this year's Breeders Cup.
The Winnipeg Free Press - Local NewsApplications out for Millennium scholarships Sat Oct 15 2005 By Nick Martin]]>
GRADE 12 students should hustle to their guidance counsellors' offices -- applications for Canada Millennium Scholarships of up to $20,000 each are up for grabs. "January 20 is the deadline -- students should be going to their guidance counsellors in the next week and saying, 'Do you have the stuff in?'" Andrew Woodall, director of the Millennium Excellence Award program from the Canada Millennium Scholarship Foundation, said.
Applications are being distributed to high schools across Canada this week for the 2006 awards, he said. Manitoba is eligible for 38 Millennium scholarships for students now in Grade 12 -- three for $5,000 a year renewable for a total of four years, nine at $4,000 a year renewable for a total of up to four years, and 26 worth $4,000 for one year. Woodall was in the city to attend a reception at the University of Manitoba for 22 first-year students who received entrance awards, and an additional eight students in at least their second year of university, who received Millennium Scholarships in a separate awards category for university students. "We're looking at academic performance -- they have to have high marks," Woodall said. But marks aren't enough for high school students, he said. The CMSF is looking for students with a strong record of community involvement, volunteerism and leadership.
Having a sense of innovation in volunteer or non-profit activities is very important, Woodall said.
As for school athletics, "Being on the team isn't enough. You have to have led the team," he said.
Recipients will learn in May if they have received a Millennium Scholarship for university next fall, he said.
More information is available at www.millenniumscholarships.ca.
nick.martin@freepress.mb.ca
Last week, I gave blood, took part in the Terry Fox Run raising money for cancer research, and also the Rock for Relief fundraiser by the Canadian Red Cross/92 Citi Fm and Two Small Guys with Big Hearts Trucking raising money for Hurricane Katrina relief. A couple of quarters for a panhandler, a few more bucks here and there for other causes that approached, and lot of thinking about making a difference. Who is this masked man, others asked? The World's Rearranger (thank you Robert Plant)
A funeral for a fine young man, Dustin Hickie, 16, a close friend of my daughter, touched me deeply. Why is the answer to cancer's ravages still so elusive? There is so much more I can do in my life on earth to help others, even a bit, and I knew my effort had been weak at best so far.
So I gave myself a kick in the pants with the help of Dustin and my friend Del and my father and others who have gone before. But it still begs the questions, why does it often take someone leaving this world to get us to act? Why are we so insulated? How can we, as individuals, act against the pain and suffering, hunger and illness without turning ourselves inside out again and again with feelings of hopelessness and helplessness? How can we stop the tears for a while and see the lights of hope again?
The opportunities to to make a difference will appear, if we keep our eyes and ears open and we find out what touches us personally. What brings tears to our eyes and sobs to our chest? Or just get involved. What is the first thing we think of in the morning...the last thing at night. Your passion for these things will keep you coming back.
It took the death of a young man I didn't know well, but I liked, far too early in life, to give me better focus. Other events had hurt but did not have that effect. In this way he lives on with me and my daughter. You will find inspiration in your life to make a difference if you look.
I can do more! I hope you can to.
]]>(Source Credit: Melanie Joy Douglas, Monster.ca)
Readers surmise personalities of writers from their writing style. A bland, boring writing style suggests a bland, boring person - right or wrong. If you would like to create the impression that you are energetic and assertive, you should develop a writing style suggesting just that. In any business, you will make more of an impact, if you write with impact.
Here are some tips for being concise and assertive.
Being Concise:
1. Cut out Clutter
Think about your half-dead plant at home. Removing the half-dead leaves fortifies the living ones. Just the same, a sentence full of useless or meaningless words or expressions is invigorated when you prune away the dead syntax. Simply put, wordiness weakens.
Consider these cluttering phrases and their concise alternatives:
at this point in time-now
due to the fact that-because
when all is said and done-[omit]
with regard to-about
it is possible that-maybe
it is probable that-probably
in all likelihood-likely
as a matter of fact- actually
for the purpose of- for
in the near future-soon
in the eventuality that-if
in view of the fact that-since, because
be of the opinion that-think, believe
2. Avoid Which, Who, That Clauses
Instead of cluttering a sentence with many clauses, simplify the clause into a single word.
Before: The cars that are damaged will be repaired by two mechanics who are umemployed.
After: The damaged cars will be repaired by two unemployed mechanics.
3. Kick the Noun Habit
Are you addicted to nouns? Do you endlessly transform verbs into nouns? This bad habit increases sentence length, drains verb strength, slows the reader, and muddies the thought.
Consider these wordy noun phrases and their concise verb counterparts:
conduct a discussion of discuss
create a reduction in reduce
engage in the preparation of prepare
give consideration to consider
make a discovery of discover
make an assumption of assume
perform an analysis of analyze
reach a conclusion about conclude
take action on act
Being Assertive
1. Use Active Verbs
Verbs are, by definition, action. Therefore, using strong, specific verbs will increase your assertive style. However, as you might recall from grammar class, verbs may be used actively or passively. An active verb in a sentence means that the subject does the action, while a passive verb means that the subject receives the action - it is acted upon.
Compare:
Active: I ran the employment booth at the job fair.
Passive: The employment booth at the job fair was run by me.
While the passive voice is useful in certain situations, as a general rule, use the active voice in business writing.
2. Eliminate Expletives
Business writers try to be objective in their writing, and sometimes begin sentences with impersonal expressions such as "it is," or "there is." While sometimes these phrases (called expletives) can be useful, more often than not, they add dead weight to the sentence.
Before: It was discovered that staggered hours were unacceptable to our supervisory staff.
After: We discovered that our supervisors did not want staggered hours.
3. Eliminate Cliches
Cliches, or overused and overworn expressions, should be avoided in business writing at all costs:
* Rear its ugly head
* It goes without saying
* Tighten its belt
* Easier said than done
* It stands to reason
* Nip in the bud
* With all due respect
* Increase by leaps and bounds
* There is no time like the present
* Strike while the iron is hot
4. Make Important Ideas Stand Out.
* Place keywords in strategic positions. (The most emphatic parts of a sentence are the beginning and end.)
Before: The Monster contract will be a money-maker, despite our early concerns. After: The Monster contract, despite our early concerns, will be a money maker.
* Apply graphic highlighting. Underlining, italicizing, or boldfacing, used sparingly, can be very effective ways of stressing or drawing attention to information. Moreover, you can organize a long list of thoughts using headings and bullets, numerals (1), or letters (a).
* Use repetition. Repeating a key word or phrase can build the drama and interest of a sentence. It should be used very sparingly. For example:
Babyboomers believe. They believe in teamwork and that it is critical to success. They believe in relationship-building. They believe that their work ethic is measured in hours worked. They believe that technology brings with it as many problems as it provides solutions. They believe rules should be obeyed unless they are contrary to what they want -- then they are to be broken.
* Use contrast. Highlight your point through contrast. It adds style and personality.
Before: I won this freelance contract through hard work.
After: I won this freelance contract, not through luck, but through hard work.
* Vary sentence length. Long sentences are more reflective, as they wind their way toward the conclusion. Short sentences, by contrast, are emphatic.
Beware Spell Check!
The problem with spell checkers is that they don't find all the problems, because spell checkers cannot understand words in context.
In their book, Business Communication: Process and Product, Guffey, Rhodes, and Rogin suggest typing this poem in your Word program, and see what your spell checker detects:
I have a spell checker
That came with my PC.
It plainly marks four my review
Mistakes I cannot sea.
I've run this poem threw it,
I'm sure your pleased too no.
Its letter perfect in it's weigh
My checker tolled me sew.
Some users attest that their spell check shows errors with the words "your" and "it's," while others indicate that none of the words appeared with the red swiggly underline, indicating spell check registered a spelling error.
]]>1. LISTEN TO THE ENTIRE QUESTION BEFORE YOU RESPOND. Not waiting to hear the entire question can cause you to provide a response that has nothing to do with the question. Force yourself to LISTEN to the entire question and make sure you understand it before you begin to speak.
2. REPEAT THE QUESTION OUT LOUD SO THE ENTIRE AUDIENCE CAN HEAR IT. This does three things: (1) It helps you make sure you understood the question, (2) it gives you a chance to value the question and think of an answer, and (3) it assures the other people in the audience can hear the question. (editors note: repeating the question is especially important if your presentation is being taped as the audience may not be micd and people listening to the tape may miss the question altogether)
3. CREDIT THE QUESTIONER. Say something like "That was a great question" or, "Glad you asked that one" or even "I get asked that question by many people". One word of caution, if you credit one questioner, be sure to credit EVERYONE. You want every audience member to feel equally important.
4. RESPOND TO THE QUESTION HONESTLY. If you do not know the answer do not try to fake it. Be honest. Say you do not know, but DO promise to research the answer and make sure you get back to them. For proper follow-up have a pencil and paper ready to write down the questions you can't answer on the spot along with the name & contact information of the person who asked.
5. BRIDGE TO THE NEXT QUESTION BY ASKING A QUESTION. "Does that answer your question?" "Is that the kind of information you were looking for?" This is critical. Once they respond with "YES" you now have permission to move on.
ADDITIONAL TIPS FOR HANDLING QUESTIONS
A. ASK PEOPLE TO STAND UP WHEN THEY ASK A QUESTION. This does two things: It shows you who is speaking, and it makes it easier for the audience to hear the question.
B. HAVE SMALL SHEETS OF PAPER AVAILABLE FOR PEOPLE TO WRITE DOWN THEIR QUESTIONS DURING YOUR PRESENTATION. This helps them remember their questions later.
C. ALLOW PEOPLE TO PASS THE QUESTIONS TO YOU IN WRITING IF THEY FEEL UNCOMFORTABLE STANDING UP AND ASKING THE QUESTION OUT LOUD.
When speaking to a difficult crowd accepting 'written questions only' allows you to remain in control. Remember, if you are speaking to a really difficult crowd, there is no law that says you MUST answer questions. Feel free to tell the audience you are out of time. Thank them and then exit gracefully. Politicians do this all the time at difficult press conferences).
For more information on Lenny Laskowski visit http://www.ljlseminars.com or call 800-606-4855.
For more information on the Media Relations and Public Presentation services offered by the Rempel Group-21 Communications, please contact us at 1-800-665-5604 or email "infoatrempelgroup.com"
]]>Others coming soon will focus on subjects such as communications for non profits, designing websites for teenages and the importance of communications plans and communications audits.
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