Have you ever been to a complimentary webinar that delivers meaningful value?  We are offering multiple webinars on productivity, sales and communications December 8^th, 9^th and 10^th.  Click the link to learn more and register.

End the Chaos – How to Become A Personal Productivity Champion in 2010  Tuesday 12/8 1pm EST

We will share proven strategies that will help “End the Chaos” and improve your time management during 2010.

Achieve Improved Results In 2010 – Communication Strategies That Fully Engage Your Team Wednesday 12/9 1pm EST

We will share effective and proven communication strategies to engage your team to deliver improved results.

How to Sell More in a Down Market  Thursday 12/10 1pm EST

We will share the actions you can take now to aggressively defend and grow your 2010 market share – regardless of market conditions or industry.

More information and webinar registration:  http://bit.ly/4IzTTC

Here are just a few testimonials from past attendees:

“Randy was very organized, articulate, and respectful of the audience and of the topic at hand. I learned helpful tips that I can use immediately in my business.”   -Evangeline C.  CFCR Steel Detailing Co.

“The format of the presentation modeled the theme/goal of eliminating wasted time and focusing on what matters most. Excellent presentation!!”   -Rose H.  Chief Operating Officer, Alliance Urgent Care

“I think all too often we forget the basic fundamentals. In the current environment those committed to executing their strategies are successful. This seminar is a refresher that we have to develop & execute our strategies if we want to stay on top. Thanks for that Randy!”   -Chris B.  Yellow Pages

“Randy reminded me of the importance of Role Plays in sales training. We have gotten away from this valuable tool and I intend to add role plays to our analytical sales training course that I organize and present. Thank you.”

-Jim F.  CENTRIA

To your success,

Randy

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Achieve Improved Results in 2010;
Communication Strategies
That Fully Engage Your Team

Your team comes to work – they do their work – they go home … and you don’t understand why they don’t do more. You are missing opportunities because your team isn’t fully engaged … and it’s your responsibility.

Many leaders underestimate the power of fully engaging their teams to achieve optimal results. Teams that are fully engaged simply do more and deliver better results.

This complimentary Webinar will share effective and proven communication strategies to engage your team to deliver improved results. As a result you will learn;

 1. The power of the stump speech and how to create one

2. The essentials for delegation and empowerment

3. Best communication practices and techniques of other companies

 You will leave this one hour Webinar with ready to implement communication strategies that will help you and your team excel in 2010.

Register Today

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End the Chaos;
Become a Personal Productivity Champion

When your day is over, do you wonder where the time as gone and your work to do is still piled high?

Do you constantly wish you had more time to get things done?

Do you dramatically want to improve your time management in 2010?

If you answered yes to anyone of these questions, then this complimentary one hour Webinar is for you.

We will share proven strategies that will help “End the Chaos” and improve your time management during 2010.

 We will teach how to become a personal productivity champion. 

 As a personal productivity champion, you will elevate your performance by;

 1. Accomplishing more in a day

2. Experiencing less stress

3. Delivering improved results

 Register Today

 “It’s about time” … you deserve to “End the Chaos”

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You may have exceptional sales skills and flawless selling processes to close sales – but are you doing what you need to do to achieve optimal success in this challenging economy?

With the market, product sales, company profitability and morale at all time lows, what you need NOW is some practical advice that will begin to work immediately.

We will share the actions you can take now to aggressively defend and grow your 2010 market share – regardless of market conditions or industry.

You will learn the six easy to implement elements that will give you improved results today and position you for greater success in the future.

Do you want to take your game to the next level and have 2010 be the best year you ever had?  

Was this a good year for you?

Are you happy with the results given the economy?

How do you really know how you or your leadership teams are doing ?

It’s important to find out because if you have a toxic work environment – or a toxic leader on your leadership team - you need to know. When the economy comes back and there are more jobs available for your employees, they will be jumping ship so fast your head will spin.

It’s time for a good old fashion 360° feedback survey for you and your leadership team.  A 360° feedback survey;

•  Measures leadership behaviors and competencies

•  Provides feedback on how others perceive an employee

•  Addresses relevant leadership skills such as communication, planning, and accountability

•  Brings focus on subjective areas such as teamwork, character, and leadership effectiveness 

Do yourself a huge favor … evaluate your leadership skills and leadership behaviors from your employees perspective.

As a leadership development coach and advisor – let me get you started by sending you a free copy of a typical feedback report – just send me an email requesting it – randy@LeadersEdge360.com

You want to strengthen your leadership team don’t you?

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Whether we are in a challenging economy or not, leaders must possess stellar communication skills. To avoid confusion, chaos and the rumor mill, mastering the art of the stump speech is essential for every leader.

At recent leadership speaking events, I asked the audience about their use of stump speeches in their communication with their employees … too many blank stares – Yikes !!

I explain what a stump speech is — a consistent presentation of the facts with solicitation of support.

Then I explain how powerful stump speeches are as a communication tool — minimized rumors, everyone heard the same thing, everyone knows what’s going on and what’s coming up. It’s beautiful !!

We then all read from my power point slide together … aloud. 

• This is the situation ….
• This is what we are doing ….
• This is what you can expect …
• We all need to stay focused on …
• Can I count on your commitment to  …
• Thank you
• This is what you can expect next …

 See, simple but powerful …

Then I explain what it all means …

• This is the situation …. whatever you want to tell your team – the economy / layoffs / new business
• This is what we are doing …. about whatever you told your team
• This is what you can expect … you or others are doing about whatever you told your team
• We all need to stay focused on … productivity, safety, customer service or whatever is important to your business
• Can I count on your commitment to  … work productive, safe or whatever you asked them to do
• Thank you
• This is what you can expect next … tell them again what to expect

 Simple, but powerful …. try it and let me know the results of the improved communication in your organization.

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I recently worked with a client who wanted to take their already high level of Customer Service to a higher level. In preparation for the customized workshop, I re-read this great little book – Customer Love by Mac Anderson.

It is slammed full of 24 – great customer service stories that make you smile and appreciate there are other companies out there who are really committed to providing customer satisfaction … and there are so many great ideas and techniques to enhance your customer service and help you understand what it takes to establish a customer service culture.

Excerpt from Customer Love – By Mac Anderson

 The 10 phrases from my friends at Walk the Talk are an illuminating reminder of how uncomplicated it is to make customers feel loved. People don’t care how much you know, (or what you sell, or what type of service you provide) until they know how much you care!

 The 10 most important words:                                                                                            

“I apologize for our mistake. Let me make it right.”
When something goes wrong, most people merely want to be heard and acknowledged. So listen, apologize, then ask what you can do to make it right.                                                                                                                        

 The 9 most important words:

“Thank you for your business. Please come back again.”
Repeat customers cost less than new customers and are often more loyal.

 The 8 most important words:

“I’m not sure, but I will find out.”
It’s ok if you don’t know the answer; it’s not ok to make the customer keep searching for it. That’s your job.

 The 7 most important words:

“What else can I do for you?”
Be prepared to go the extra mile, there is less competition there.

 The 6 most important words:

“What is most convenient for you?”
Your customers will be pleasantly surprised when you ask what’s convenient for them.

 The 5 most important words:

“How may I serve you?”
This question reinforces your role in the relationship. Play that role the best you can.

 The 4 most important words:

“How did we do?”
Feedback is critical! Your customers have a unique perspective and they appreciate being asked.

 The 3 most important words:

“Glad you’re here!”
Customers who feel welcome spend more time, more money and are more likely to return.

 The 2 most important words:

“Thank you.”
Basic manners… but how often do you get thanked when you’re the customer?

 The MOST important word:

“Yes.”
Become a yes person.

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As business owners, leaders and managers we wake up every morning asking ourselves, “Is this the day we begin to see the signs of an economic recovery?”

When really we should be asking ourselves two questions:

1. How do we sell more today?
2. Are we positioned for the recovery should it happen tomorrow?

Waiting to see if the recovery from our recession is just around the corner is not a healthy place to be. If you are waiting, you may be waiting a long time while missing out on great opportunities today to survive this economic downturn.

If you can’t wait for things to get back to normal, like they were prior to the recession, don’t hold your breath because that may never happen.

What we all need to do is a better job of adjusting to this economic reality beyond simply slashing staff and costs.

Sure the markets are smaller and you should make appropriate changes to your cost structure to reflect the new realities. But are you doing the other right things to aggressively defend and grow market share today and in the future?

Or are you working on improving the business you run today so it emerges as where your customers (old and new) prefer to do business?

Tough times will go away, but you need to survive them first and be ready when they do.

I’ve done a number of leadership presentations on this subject lately and am amazed how the leaders in the audience ”wake up” and relize they are not doing the things they need to do to position themselves and the company for the economic recovery.

In the leadership presentation I share 12 things leaders must do now to position for the recovery – check it out here.

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On March 18th 1837, Grover Cleveland was born – he was the 22nd and 24th President of the United States.  Given that he passed away in 1908, he and I never met … but if we did, I’m sure I would have liked him as a leader.

I say that based on reading a little about him … and I like many of his famous quotes. Here is a sample;

“Sometimes I wake at night in the White House and rub my eyes and wonder if it is not all a dream.”

My guess is if he is watching what’s going on in the White House now … he wouldn’t likely get any sleep.

“The lesson should be constantly enforced that though the people support the Government, Government should not support the people.”

I couldn’t agree more … I wish he was around to do something about it.

“In the scheme of our national government, the presidency is preeminently the people’s office.”

Wow – times sure have changed. The concept is still there but I don’t think the execution is.

“Officeholders are the agents of the people, not their masters.”

I hope what is going on at the White House and on Wall Street doesn’t dampen Mr. Clevelands birthday celebration … as a great American leader he deserves better.

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Part 6 of 6

After launching my eBook – How to Sell More in a Down Market – The Leadership Secrets to Dynamite Sales Results, and doing a number of related workshops, I’ve realized how difficult it is for many sales professionals to change to the changing environment.

Hopefully these brief excerpts will help inspire and motivate you to want to change because to maximize what opportunity  exists for your products, services and systems … you must embrace change.

Additionally, accepting the basic premise of How to Sell More in a Down Market is vital for success in selling more in a down market. The premise is for you to “take a leadership approach to your sales responsibilities”.

This leadership approach is straightforward and practical. It has six elements.

1. Accept full accountability for your results
2. Adopt leadership attributes for success
3. Become inspired and motivated
4. Become a personal productivity champion
5. Learn to plan like a leader
6. Take responsibility in further developing your leadership and sales professional skills

Although a number of leadership elements comprise an exceptional leader, How to Sell More in a Down Market focuses on each of the elements of leadership mentioned above to help you improve your sales results.

Successful implementation of the six elements of leadership should help you sell more in a down market , and when the markets return – and they will albeit at a level less than the recent glory years – you will have developed some new habits to contribute to your continued success.

You will also experience leadership thinking, behaving and performing, which will elevate your career if you desire a management or leadership position in your organization.

Good Luck and let me know if I can help you achieve your dreams.

To learn more about How to Sell more in a Down Market, or to read a section – Click Here

To learn more about our Sell More in a Down Market Workshop – contact me directly – randy@randallwade.com

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]]> http://randygoruk.wordpress.com/2009/02/23/how-to-sell-more-in-a-down-market-leadership-secrets-to-dynamite-sales-results-by-randy-goruk-6/feed/ 2 randygoruk How to Sell More - eBook