Thursday, September 24, 2015
Friday, August 8, 2014
14 Habits Of Exceptionally Likable People
Napoleon Hill, author of "Think and Grow Rich" — one of the top-selling books of all time — wrote about the habits of the most likable people in his essay "Develop A Pleasing Personality," published in the forthcoming collection "The Science of Success."
He introduced his steps to having a "million-dollar personality" by explaining it was steel magnate Charles M. Schwab's charming demeanor that in the late 19th century elevated him from day laborer to an executive with a $75,000 salary and a frequent million-dollar bonus (astronomical numbers for the time).
Schwab's boss, the legendary industrialist Andrew Carnegie said "the yearly salary was for the work Schwab performed, but the bonus was for what Schwab, with his pleasing personality, could get others to do," Hill writes.
Here are Hill's 14 habits of people who are so likable that others go out of their way to help them:
1. They develop a positive mental attitude and let it be seen and felt by others.
It's often easier to give into cynicism, but those who choose to be positive set themselves up for success and have better reputations.
2. They always speak in a carefully disciplined, friendly tone.
The best communicators speak deliberately and confidently, which gives their voice a pleasing sound.
3. They pay close attention to someone speaking to them.
Using a conversation as an opportunity to lecture someone "may feed the ego, but it never attracts people or makes friends," Hill says.
4. They are able to maintain their composure in all circumstances.
An overreaction to something either positive or negative can give people a poor impression. In the latter case, says Hill, "Remember that silence may be much more effective than your angry words."
5. They are patient.
"Remember that proper timing of your words and acts may give you a big advantage over impatient people," Hill writes.
6. They keep an open mind.
Those who close themselves off from certain ideas and associate only with like-minded people are missing out on not only personal growth but also opportunities for advancing their careers.
7. They smile when speaking with others.
Hill says that president Franklin D. Roosevelt's greatest asset was his "million-dollar smile," which allowed people to lower their guards during conversation.
8. They know that not all their thoughts need to be expressed.
The most likable people know that it's not worth offending people by expressing all their thoughts, even if they happen to be true.
9. They don't procrastinate.
Procrastination communicates to people that you're afraid of taking action, Hill says, and are therefore ineffective.
10. They engage in at least one good deed a day.
The best networkers help other people out without expecting anything in return.
11. They find a lesson in failure rather than brood over it.
People admire those who grow from failure rather than wallow in it. "Express your gratitude for having gained a measure of wisdom, which would not have come without defeat," Hill says.
12. They act as if the person they are speaking to is the most important person in the world.
The most likable people use conversations as an opportunity to learn about another person and give them time to talk.
13. They praise others in a genuine way without being excessive.
"Praise the good traits of others, but don't rub it on where it is not deserved or spread it too thickly," Hill says.
14. They have someone they trust point out their flaws.
Successful people don't pretend to be likable; they are likable because they care about their conduct and reputation. Having a confidant who can be completely honest with them allows them to continue growing.
Read more: http://www.businessinsider.com/habits-of-exceptionally-likable-people-2014-5#ixzz39onOC6m0
Selling: It’s More Than Showing Up!
By Barb Pellow
Published: October 3, 2013
Woody Allen said, “80 per cent of success is just showing up.” With tools like the Internet, search engines such as Google, and social media networks like LinkedIn and Facebook, prospects expect sales people to show up PREPARED! In Jeffrey Gitomer’s “Little Red Book of Sales Answers” he says, “Everything you need to know about a customer has been written by them or about them. And it lives on the Internet. All you have to do is uncover it and use it.”
While it sounds easy, there are practical steps that every sales rep should be taking to do what I categorize as “pre-engaging” the customer. It means that you have to personally take the time to understand a prospect’s business before you try to meet with them. The insight you gather will help you understand how to connect with them efficiently and effectively. Assuming that you have identified a prospect, there are five fundamental steps every sales person needs to take by using the resources available in the “Internet Information Age”.
1. It starts with business acumen. Business acumen means that you have taken the time to understand the customer’s business, their challenges, and how their company makes money. It includes a thorough understanding of what drives a prospect’s profitability and an overall big picture understanding of their business, market, and key interrelationships. You need to take the time to “research” the industry. If you are calling on an educational institute start with Google and search for “Education industry trends 2013”. It will point you to critical trends as well as familiarize you with vocabulary, case studies, and subject matter experts. Sales people can also leverage active LinkedIn discussion groups to understand the issues confronting the market segment. As an example, there are active groups in the education market ranging from Higher Education Management to Technology in Education (Figure1).
Figure 1: Example of LinkedIn Search for Groups Focused on Education
2. Visit the prospective customer’s website. Review the “About” section of a prospective customer’s website to learn what the company or institution says about itself. Take the time to review the site for management biographies (this insures you are calling on the right decision maker), press releases, products and services, and sales distribution models. A thorough review of a prospect’s website should provide you with information about what they sell, who they sell to, how they sell, their value proposition, target markets, and how they communicate to their prospects.
3. Understand the company’s financials. Before making a sales call on a firm, you want to understand the prospect’s financial health. There are a number of resources available including Dun and Bradstreet Reports, Hoovers (www.hoovers.com), government financial filings (www.sec.gov), and Yahoo Finance (finance.yahoo.com). Understanding their financial health may point you to areas where you can help them. Your research will uncover if:
- Sales are up, flat, or down
- Sales are good, but not increasing
- There are sales lost to lower priced competitors
- Profit margins are down while revenues are up
4. Research the target executive. There has never been a better tool to understand your prospect base than LinkedIn. With more than 200 million members, there will be someone in your prospect account on LinkedIn. Reviewing a prospect’s LinkedIn profile will identify work history and experience, potential events that the executive participates in, business affiliations, and personal interests. You also have the ability to explore the prospect’s connections and see if there is a mutual colleague that could make an introduction. You should also “Google” the name of the person you are meeting with. Scan search results for articles that highlight areas of expertise, key programs, charities, and causes.
5. Prepare, prioritize, and plan. Armed with a thorough understanding of a prospective customer’s business, you should be able to align your solutions and services with the prospect’s pain points. Prepared sellers have a better chance of getting the information and commitments they need to create, qualify, and advance opportunities. Lay out clear objectives for the initial contact so that you can move the sales process forward.
The Bottom Line
That first sales call is a make-or-break moment that only happens once, so you need to give it your best. Showing up isn’t enough. If you take the “showing up” approach without preparation in most business development situations, you'll lose more than your share of sales that you should have won. Sales success today requires diving more deeply into company history and industry trends, so you can carry on a conversation that builds trust — and ultimately, new business.