Archive for February, 2017

Secret to Stopping Procrastination

It may seem obvious, but the best antidote for procrastination is taking action, any action. Jump in. Start at the front, the back, or in the middle, but do something. Once you’re into the project, your paralysis may fall away, and a course of action will become more clear to you.

Is procrastination just laziness? Not really. Psychologists say procrastination is not just an issue of time management. It’s about feeling paralyzed and guilty as you ignore a deadline. It also involves false beliefs.

You might think you work better under pressure, or you feel better about tackling the work later. The project is put off to the point where it can’t be done well before the deadline.

* Fear of failure is the main reason people procrastinate says Neil Fiore, Ph.D., author of The Now Habit. Procrastinators would rather be seen as lacking in effort than lacking in ability.

* Perfectionism is a factor. Those who feel they must be perfect in order to please others often put things off.

* Impulsiveness leads to fractured work time. Rather than staying focused, the procrastinator will allow himself to be distracted by another task and go on to that instead of proceeding with what should be done.

* Depression can lead to procrastination and procrastination can lead to depression.

The Art of Negotiation

Being unskilled in negotiations can cost you in many ways. The natural inclination to compromise may not always be the best tactic in negotiations. Whether you’re negotiating a big sale or trying to get a repair person to your office more quickly, excellent negotiating skills will serve your business well.

Experts suggest the following:

Practice negotiating in all types of interactions. Test different techniques and see how your results differ.

Know your negotiating style and try to learn skills that will compensate for current weaknesses.

Even when you’re negotiating with a large organization, take the time to learn the name of the person you’re dealing with and enlist that person as an ally to help get what you want.

Take the time to find out the needs of the other party, and work to negotiate a settlement that helps both sides fulfill their needs.

When making concessions during a negotiation, be sure that you are conceding in increments similar to the other side.

Be certain you are negotiating with the right person. You are just wasting time trying to negotiate with someone who does not have the authority to give you what you want.

Make that first impression with a prospect a successful one

Even though we’re taught not to judge a book by its cover, first impressions are critical to how we are received after the first few moments of an introduction. Prospects and clients are no different, so it’s important that you take your first moments with a new potential client very seriously. Your first impression sets the tone for how receptive your prospect will be to your sales message.

So how are we being assessed during those first few moments? Surprisingly, what you are actually saying is near the bottom of the list. Visual cues, like appearance and body language are what take hold first. The tone of your voice is also important.

Here’s some ways to make sure the first impression you make is a good one:

Use the other person’s name right away. When you use the client’s name within the first few seconds of conversation, you are sending a message that you value that person and are focused on him. Nothing gets other people’s attention as effectively as calling them by name.

Give good handshake. It should be firm, but not too strong—and never limp.

Pay attention to your body language. Make eye contact and don’t forget to smile. This will make your prospect feel comfortable and convey that you are interested in them.

Choose your first words carefully. Although they’re near the bottom of the list in terms of importance to your first impression, there’s no reason to leave them to chance. Lydia Ramsey, author of Manners That Sell, suggests expressing some form of thank you when you meet the client, such as, “Thank you for taking your time to see me today.” Clients will appreciate you when you appreciate them.

Don’t forget good grooming. An unprofessional appearance is difficult to make up for. If your prospect’s office follows professional dress, you should too. Hair and hands, for both men and women, should be well groomed.

I hope this helps.

Influencing The People Who Influence.

Marketers/advertisers usually focus their efforts on the people responsible for making the purchase. In many cases, this is an effective approach but in other cases it can make for a totally useless marketing campaign.

Virgin Mobile took a more effective approach in marketing their cell phone service by focusing not on the people that would be making the actual purchase, but instead focusing on the influencers of the people making the purchase. To make this campaign work, Virgin developed a viral website called  which offers many tips (often fairy funny ones) to convince their parents to purchase a Virgin Mobile phone for them. By enlisting the teenagers Virgin has multiplied the effectiveness of their marketing campaign for 3 reasons:

1. The teenagers will continually mention the phone/service to their parents until they get it – Virgin’s campaign will continue to work long after the teenager has left the computer.

2. This approach is exactly the type of thing that spreads virally. As teenagers tell their friends about it, it will increase exponentially in it’s effectiveness.

3. They have targeted the most likely decision maker rather than the person responsible for the purchase.

Companies in other industries have take the same approach and achieved amazing results. For example, Pfizer targeted men with erectile disfunction (a more PC term for impotence) rather than the doctors who would actually prescribe the drug (Viagra) to treat it. You can take the same approach to market your product/service and reap tremendous rewards.

Wise Words of Failure

Some of the greatest thinkers of all time can teach us the most important lessons.

“Anyone who has never made a mistake has never tried anything new.”
Albert Einstein

To be successful we need to begin, without taking the first steps there can be no success. Many people do not begin because they fear mistakes. Welcome mistakes, learn from them and then you will ensure you do not make the same mistake again.

“Remove failure as an option.”
Joan Lunden

Did you set your goal so that you would fail? NO. Success was the only option then, and is the only option now.

“Success is the proper utilization of failure.”

Every failure is a learning experience. A successful person will analyze their failures with smart questions such as:

How can I do it better?
What mistakes did I make?
What did I learn from this?
What can I do differently to ensure success?

By identifying the causes of failure, you can start again with more confidence and knowledge. Every failure will bring you closer to success.

“A man is not finished when he is defeated. He is finished when he quits.”
Richard Nixon

The difference between successful people and unsuccessful people is failure. You can only fail if you stop trying. You must continue trying in order to succeed.

“Success is going from failure to failure without a loss of enthusiasm.”
Sir Winston Churchill

Failure is only an obstacle. If we visualizWisee failure as a brick wall, we can see that there is a way over it. There may be a dozen brick walls in our way, if we climb each one with the same enthusiasm with our goals in sight we will never fail.

“Many of life’s failures are men who did not realize how close they were to success when they gave up.”
Thomas Edison

When you have put effort into achieving your dreams you must keep going. There is no crystal ball, success could be right around the corner. You owe it to yourself to keep trying. The worst punishment in life is to look back and wonder “what if….”