Archive for March, 2010

Austco Environmental

Posted in From the Crow's Nest on March 31st, 2010 by admin – Be the first to comment

Cole Harvey and Robert Hillgrove have announced the launch of a new company, Austco Environmental, to meet the growing demand from the Environmental sector.  Robert and Cole have high expectations for their new decision which includes amongst its assets the recently commissioned inland waterway dredger.  They have been quick to add – possibly too quick – that their new sector could be described as Non People Smuggling Stevedoring.  This could limit their potential in the future.

Always Save Time To Exercise

Posted in High performance on March 31st, 2010 by admin – Be the first to comment

In a series published in business and entrepreneurial magazine, Inc., 15 CEOs share their secret for being more productive:

“With the exception of one or two days a year, I work out every single day. Fitting a workout into the work day reduces stress, keeps you healthy, and is great for getting “alone time” to work out business and personal problems. When someone asks for a non work-related meeting, see if they are up for doing the meeting while running or biking together. Work out at lunchtime and then eat at your desk.”

Mike Cassidy is the CEO of travel and tour site Ruba. He has also been the co-founder and CEO of Xfire (a company that helps gamers play online with their friends), Direct Hit (an internet search engine), and Sylus Innovation (which produced a computer telephony software).

The Power of Pausing

Posted in Business Development/Sales Management & Sales on March 29th, 2010 by admin – Be the first to comment

Brian Tracy

Master Sales Trainer & Personal Development Guru, Brian Tracy

One of the most important skills of listening is simply to pause before replying.

All the top salespeople ask good questions and listen carefully to the answers. One of the most important skills of listening is simply to pause before replying. When the prospect finishes talking, rather than jumping in with the first thing that you can think of, take three to five seconds to pause quietly and wait.

Becoming a Master of the Pause
All excellent listeners are masters of the pause. They are comfortable with silences. When the other person finishes speaking, they take a breath, relax and smile before saying anything. They know that the pause is a key part of good communications.

Three Benefits of Pausing
Pausing before you speak has three specific benefits. The first is that you avoid the risk of interrupting the prospect if he or she has just stopped to gather his or her thoughts. Remember, your primary job in the sales conversation is to build and maintain a high level of trust, and listening builds trust. When you pause for a few seconds, you often find the prospect will continue speaking. He will give you more information and further opportunity to listen, enabling you to gather more of the information you need to make the sale.

Carefully Consider What You Just Heard
The second benefit of pausing is that your silence tells the prospect that you are giving careful consideration to what he or she has just said. By carefully considering the other person’s words, you are paying him or her a compliment. You are implicitly saying that you consider what he or she has said to be important and worthy of quiet reflection. You make the prospect feel more valuable with your silence. You raise his self-esteem and make him feel better about himself.

Understanding With Greater Efficiency
The third benefit of pausing before replying is that you will actually hear and understand the prospect better if you give his or her words a few seconds to soak into your mind. The more time you take to reflect upon what has just been said, the more conscious you will be of the real meaning. You will be more alert to how his words can connect with other things you know about the prospect in relation to your product or service.

The Message You Send
When you pause, not only do you become a more thoughtful person, but you convey this to the customer. By extension, you become a more valuable person to do business with. And you achieve this by simply pausing for a few seconds before you reply after your prospect or customer has spoken.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, take time to carefully consider what the customer just said and what he might mean by it. Pausing allows you to read between the lines.

Second, show the customer that you really value what he has said by reflecting for a few moments before you reply.

When I want your opinion I’ll ask for it

Posted in Marketing on March 29th, 2010 by admin – Be the first to comment

By Seth Godin, author of “Purple Cow” and “Linchpin” and one of the foremost marketing gurus of our time.  (More at Seth Godin blog).

Too many people, when asked for their opinion, dissemble.  Instead of giving an opinion, they push back.  They ask,

  • What do you think?
  • Did you do any research?
  • Can we do a focus group?
  • What did Will say?
  • There’s a typo on page three
  • How long do we have to study this?
  • Can we form a committee?

This is the work of the resistance.  This is your lizard brain, hiding.  It feels safe.  It’s not.

You’re an expert.  If nothing else, you’re an expert on life, on your opinion, on being a consumer.

When I ask you for your opinion I’m not asking you for the right answer.  I’m asking for your opinion.

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