Advice from the Speakers Mouth

Each day we read about bailouts for the banking and automotive industry. However, there are other industries that need help. The speaking industry is down and it's affecting thousands of professionals.

We've asked some of the top speakers in the U.S. to share their thoughts.

Proving the Power of Positive Thoughts and Positive Action

Real estate professionals can easily become absorbed in today´s negative news stories about a failing global economy, when they should instead be focused on the positive news about the real estate market.

"What positive news?" you may ask.

Let´s start with this: while the experts continue to discuss the ups and downs of the market, life goes on. That´s right. People get married, people get divorced, people change jobs, babies are born, kids go to college and people die. And, because of all this, people buy and sell houses.

Here´s another positive thought: in the United States, 30 percent of people own their homes without a mortgage. Another 30 percent purchased their homes more than five years ago. This means that all these people (60 percent of homeowners) have equity in their homes.

More positive thinking: instead of focusing on the fact that six percent of the population is unemployed, think about the 94 percent of people who are working.

Mark Leader www.leaderschoice.com

Here are my top three tips: (these come from my experience in selling to business-to–business companies and helping organizations grow their B2B sales for over 30 years.)

Above all else, focus on the customer. To be successful you need to know all there is to know about each customer. What business are they in? How do they meet their customers´ needs? What products or services can you provide to help them achieve their goals?

Sell the benefit. Anyone can win business on price. If you just keep lowering it, you will soon be perceived equal to your competition, and you will have created a commodity. Remember customers want value. And value is directly proportional to the perceived benefit and inversely proportional to price. Become knowledgeable in the product or service you sell and how your products or services affect the markets you serve. If you focus on how your product or service will make your clients more successful, then price becomes a secondary concern. You will not only win business at a higher price, but you will leave all those "commodity competitors" behind.

Be disciplined: Becoming successful in selling is a simple three-step process. Now simple doesn´t mean easy. But once you grasp the concept and apply it vigorously, successful selling will follow. Discipline involves the following three steps:

1. Decide what it is you want to achieve.

2. Determine what it will take to reach that goal.

3. Dedicate yourself without distraction to accomplish it.

Most of us will take the first step. Some of us will be dedicated enough to figure out what it takes to attain the goal. But sadly only a few will truly dedicate themselves to do whatever it takes to reach the finish line in full stride.

Do your customers count on you to focus on their needs and present your products benefits to them? Are you disciplined enough to succeed?

Donald S. Crawford

1. Innovation must be pervasive throughout your entire process. Innovate in every phase of the product delivery process, not just the front end.

2. Its all about attitude. Using a can-d attitude of resourcefulness and creativity to break through paradigms, processes and procedures that hinder success

3. Process innovation is the hidden secret behind every major blockbuster business in history...think like Henry Ford, Act like Walmart!

John Cogliandro www.intelligentinnovation.com

Here are three tips:

1. Displaying open, responsive, warm eye contact, leaning towards client, and getting close without violating personal space convey sincerity, concern, trustworthiness.

2. Using hands is impacting. Reaching out to others communicates caring. Gesturing deliberately and naturally with hands at about waist height conveys energetic desire to connect with others.

3. Using body language that is confident generates in others the desire to participate. Using open gestures is inviting to others.

Diane Howard, Ph.D. www.dianehoward.com

If you really want to keep your staff happy and productive, here are 5 easy ways to get them back on the right track, and keep them there:

1. The person in charge of handling your staff – even if it´s yourself – should genuinely like dealing with people. Just like dogs, folks can tell whether you like them or not, and even worse can tell if you´re not sincere in your efforts to relate to them. I used to believe that the most technically skilled staff members should be managers; now I believe that the best managers should possess incredible people skills.

2. Always ask for – and genuinely appreciate – input from your staff. Most people like to make a difference, and will cease to care about you, your company, and your mission statement once you´ve dismissed their new idea. Even if it´s a bad one, always thank your staff for caring enough to want to improve things.

3. At least once a day, take a moment to say hello – by name – to each member of your staff, or have someone do it who has some authority. This doesn´t have to be an in-depth therapy session; just say the magic words, "Hello, Jerry…how are you today?"

4. Find out who your "achievers" are. These are the people who are eager to advance, and will run out of steam quickly if you´re not challenging them – and rewarding them – to do better. Besides increases in pay and/or benefits, think about sending them for more advanced training courses and increasing their responsibilities.

5. Finally, avoid the "cardinal sin" of management: Never – ever – use sarcasm or insults to make your point, even if you think it´s in good nature. I can tell you from experience that even the slightest "wise crack" can set relations with your staff back for weeks at a time. The bottom line is this: you don´t know what some people´s "buttons" are, and you could accidentally push a big one.

In conclusion, dealing with and motivating people is 80% art, and 20% technique. In the end, a manager or owner who can deal with people authentically, genuinely, and effectively can work miracles for any company or organization´s bottom line.

Phil Kerner www.impactsbs.com