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  • New Book Removes Fear From Sales With Practical, Easy-To-Implement Techniques

    New Book Removes Fear From Sales With Practical, Easy-To-Implement Techniques

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    As a small business owner, I found Greg Andersen's Small Business Sales, WTF (Without the Fear) full of practical advice, new ideas, and down-to-earth common sense to help me rethink my sales approaches. Andersen has been in sales for many years in the printing business, but the advice he offers is applicable to anyone in sales, especially small business owners who may be wearing all the hats themselves or unable to focus on sales because they're too busy looking after everything else.

    Small Business Sales, WTF is divided into two sections: Pre-Sales Planning, in which Andersen discusses products, going to market with products, creating a sales environment, and then The Sales Process, in which he explores how to find customers, make contact , get the opportunity to sell to the customer, execute the sale, and then follow up with and retain the customer long-term. Andersen walks readers through each step of the sales process, providing practical and personal examples of what has worked for him that readers can easily model or put their own spins on.

    Andersen writes in a humorous but tell-it-like-it-is style to dismiss myths about the sales process and cut through sales jargon to get to what the reader really needs to know. For example, early in the book, he has a list of "Words / Phrases you will not hear in my book." Among the phrases included is "Belly-to-Belly" to which he responds, "Gross. How about face-to-face." Another phrase is "Low Hanging Fruit," which he says does not really exist, and still another is "Hook," which he finds insulting because it assumes customers are suckers or fish. Instead, Andersen prefers to treat his customers like human beings and rather than "close the sale" come to an "agreement" between two parties who trust and respect each other.

    For most people, sales can have a bad name. No one likes being sold to, and people who reluctantly take on a sales role are aware of that and often fearful of selling. Andersen teaches readers how to remove the fear of sales by rethinking what sales really is. Most people dread the "cold call," so Andersen talks about instead viewing sales as "demand generation." It's about looking for where there is a demand for your services and then providing the product or service to fulfill that demand. It's also about listening to customers.

    Andersen states: "When all is said and done, only a few methods of outreach will really get you in contact with a prospective new customer-the phone, letter writing, a trade show, and email. What really counts is the technique you employ . " He then provides creative examples of how to handle sales through each of these approaches, as well as discussing social media as a sales strategy. His examples are drawn from personal experiences, from his days as a shoe salesman at Nordstrom to his current sales role in the printing industry. Best of all, he even includes copies of letters he has sent to clients. His techniques are simple and straightforward, so anyone, no matter how scared of sales, can implement them.

    Of course, there will be difficult clients or people who don't want to hear how you can help them. Andersen provides strategies for getting past the gatekeepers to the decision makers. He reveals his research techniques, which are quite clever and even include looking at prospective customers' job postings to determine who in a company is or will be in a buyer position for his product.

    When facing resistance from a potential client, Andersen realizes it's not always about him, his approach, or his product. I loved the following invaluable point he made: "Another way I like to approach these challenging situations is to remind myself that all these excuses mean the customer is probably protecting his current vendor. If he is being loyal to his current vendor, some day he will be loyal to me. Stay positive. " Personally, I know this is true as a business owner. If I have a vendor providing me with a good service at a good price, I feel loyal to that vendor and am not willing to change. Such clients may be resistant to change, but they are the ones you want because they are loyal. Andersen shows how persistence pays off in these situations. Sometimes he makes contact with customers who are not in need of his services right then, but years later, he secures business with them, and even if at first he doesn't get the level of business he wants, they often will give him some business as a trial and then he can work his way in to larger sales with them.

    Perhaps what I liked most about Andersen's approaches is that he truly believes in being responsive to clients. I cannot stress enough how frustrated I feel when I send an email to someone who does not reply to me for several days. I am personally always very responsive to my clients and usually reply within hours if not minutes. Andersen points out that even if you don't have an answer to a client's problem or you can't take the time to respond to a question at that moment, a simple response like, "I'm on it," lets clients know you will get back to them and then they can quit worrying about their problem and go on to the next item on their to-do list until you do get back to them. In other words, Andersen is always in favor of reassuring the client that you will do what you say and provide reliable and quality service.

    Altogether, Small Business Sales, WTF does take a lot of the fear and stress out of sales. I believe most readers will be pleasantly surprised by this book; they'll read Andersen's stories and examples and say to themselves, "I can do that," and even find ideas of their own popping into their heads as they build off of Andersen's advice. Whether you are a small business owner with absolutely no sales experience, are just starting out in sales, or have been in sales for years, there are plenty of nuggets of advice here that can make your sales process easier, more lucrative, and all around more enjoyable.

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    Source by Tyler Tichelaar

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  • NOW Is the Right Time to Step Out of Your Procrastination Habit

    NOW Is the Right Time to Step Out of Your Procrastination Habit

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    The right time is something that lots of people waste many precious moments waiting for.

    “When there is a hill to climb, don’t think that waiting will make it smaller.” ~ Author Unknown

    But if you think about it, what does ‘the right time’ actually mean? Well, here’s something you can try when you find yourself waiting for it, rather than:

    • Starting a project or task, or
    • Stopping a habit that you want to break, or
    • Embarking on an exercise regimen.

    As soon as you notice that you’re waiting, ask yourself, “What am I waiting for?”

    What are the circumstances that will make another moment the right time but disqualify this one? What do you think needs to happen to make your next step doable, if it isn’t doable now?

    “The habit of always putting off an experience until you can afford it, or until the time is right, or until you know how to do it is one of the greatest burglars of joy. Be deliberate, but once you’ve made up your mind -jump in.” ~ Charles R. Swindoll

    Not the Right Time? Maybe You Just Need Right-Sized Steps!

    And yes, first steps are often the most difficult. That’s why I encourage you to ‘chunk’ your tasks into the smallest steps possible. It is much better to have 10 small steps that 3 big ones.

    Why?

    Well, for starters, the smaller the step the more likely you are to… start! When your first step is doable, any time is the ‘right time.’

    Another way that chunking things down into small steps helps you get more done is this: You can use smaller time increments to do what you need to do. That means that you are often able to use the small ‘scraps’ of time between larger tasks to tick items off your to-do list.

    The smaller the step, the more likely you are to take it – it’s as simple as that. So if your Inner Procrastinator is telling you that the time isn’t ‘right’ you can always counter that voice by creating some smaller, more doable steps for yourself.

    So, if procrastination is something that frequently holds you back, you’re certainly not alone. Millions of people struggle with this energy draining time thief. Procrastination’s costs include lost productivity, lost income, lost opportunities, frazzled nerves and damaged relationships. Try some right-sized steps to get yourself moving again, today!

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    Source by Paula Eder

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  • Climate Change: Its Ill-Effects on Health

    Climate Change: Its Ill-Effects on Health

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    The temperature increase in the atmosphere is more specifically referred to as global warming. But the climate change is the term currently favored by scientists, as it explicitly includes not only Earth’s increasing global average temperature, but also the climate effects caused by this increase.

    Any gas, which has the property of absorbing infrared radiation emitted from Earth’s surface and reradiating it back to Earth’s surface, is called greenhouse gas. Carbon dioxide, methane, and water vapor are the most important greenhouse gases. Other greenhouse gases include, but are not limited to, surface-level ozone, nitrous oxide, sulfur hexafluoride, hydro fluorocarbons, per fluorocarbons and chlorofluorocarbons.

    Though a naturally occurring phenomenon, the greenhouse effect results in a warming of Earth’s surface and troposphere – the lowest layer of the atmosphere. Of the greenhouse gases, water vapor has the largest effect.

    Some important causes of greenhouse effect include burning of fossil fuels such as coal, oil and natural gas, deforestation, increase in population, farming, and industrial wastes and landfills.

    Greenhouse gases trap heat in the atmosphere. With higher than normal concentrations, they lead to unnatural warming. The main cause of the current global warming trend is human expansion of the greenhouse effect, a warming that results when the atmosphere traps heat radiating from Earth toward space.

    Even a small global temperature increase could lead to troubling consequences like rising sea levels, population displacement, disruption to the food supply, flooding, and ill-effects on health. As a matter of fact, human health bears the greatest brunt of the consequences of the climate change.

    Ill-effects of climate change on health –

    Climate change can affect human health mainly in two ways: first, by changing the severity or frequency of health problems that are already affected by climate factors and second, by creating health problems in places where they have not previously occurred.

    Effects of temperature increase –

    Increasing concentrations of greenhouse gases lead to an increase of both average and extreme temperatures. This can compromise the body’s ability to regulate its temperature. Loss of internal temperature regulation can result in a cascade of illnesses, including heat cramps, heat exhaustion, heatstroke and hyperthermia in the presence of extreme heat, and hypothermia and frostbite in the presence of extreme cold. Temperature extremes can also worsen chronic conditions such as cardiovascular disease, respiratory disease, cerebro-vascular disease, and diabetes-related conditions.

    People working outdoors, socially isolated, economically disadvantaged and those with chronic illnesses are more vulnerable to the impact of temperature increase.

    Effects of air quality –

    Climate change has modified weather patterns, which in turn have influenced the levels and location of outdoor air pollutants such as ground-level ozone (O3) and fine particulate matter. Increasing carbon dioxide (CO2) levels also promote the growth of plants that release airborne allergens. Higher pollen concentrations and longer pollen seasons can increase allergic sensitization and asthma episodes, thereby limiting productivity at work and school. Poor air quality, whether outdoors or indoors, can negatively affect the human respiratory and cardiovascular systems.

    Effects of extreme events –

    Climate change causes an increase in the occurrence and severity of some extreme events, which can have health impacts such as death or injury during an event, for example, drowning during floods. Health impacts can also occur before and after an extreme event, as individuals involved in activities such as disaster preparation and post-event cleanup put their health at risk. The severity and extent of health effects associated with extreme events depend on the physical impacts of the extreme events themselves.

    Vector borne diseases –

    Vector-borne diseases are transmitted by vectors, which include mosquitoes, ticks, and fleas. These vectors can carry infective pathogens such as viruses, bacteria, and protozoa, which can be transferred from one host (carrier) to another. The seasonality, distribution, and prevalence of vector-borne diseases are influenced significantly by climate. Climate change is likely to have both short- and long-term effects on vector-borne disease transmission and infection patterns, affecting both seasonal risk and disease occurrence over decades.

    Water related diseases –

    Climate change is expected to affect fresh and marine water resources in ways that will increase people’s exposure to water-related contaminants which cause illness. Water-related illnesses include waterborne diseases caused by pathogens such as bacteria, viruses, and protozoa. Water-related illnesses are also caused by toxins produced by certain harmful algae and by chemicals introduced into water sources by human activities. Exposure occurs through ingestion, direct contact with contaminated drinking or recreational water and through consumption of contaminated fish and sea food.

    Effects on mental health –

    Mental health consequences of climate change range from minimal stress and distress symptoms to clinical disorders such as anxiety, depression, post-traumatic stress, and suicidal tendencies. The children, elderly, women (especially pregnant and post-partum women), people with preexisting mental illness, economically disadvantaged, and homeless are more exposed to its mental health consequences.

    Effects on food safety and quality –

    Climate change is very likely to affect global, regional, and local food safety by disrupting food availability, decreasing access to food and making utilization more difficult. Higher concentrations of CO2 can lower the levels of protein and essential minerals in a number of widely consumed crops, including wheat, rice, and potatoes, with potentially negative implications for human nutrition. Poor nutritional quality of food is more likely to affect adversely the vulnerable sections of the population.

    The bottom line –

    Over the last 50 years, human activities have released sufficient quantities of carbon dioxide and other greenhouse gases to trap additional heat in the lower atmosphere and affect the global climate. According to WHO (World Health Organization):

    • Climate change affects the social and environmental determinants of health – clean air, safe drinking water, sufficient food and secure shelter.
    • Between 2030 and 2050, climate change is expected to cause approximately 250000 additional deaths per year, from malnutrition, malaria, diarrhea and heat stress.

    So, in view of the serious repercussions of climate change on human health, we all have to make concerted efforts to reduce emissions of greenhouse gases through better transport, food and energy use choices so as to improve our health particularly through reduced air pollution.

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    Source by Dr. Pran Rangan

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  • Spiritual and Emotional Healing for Common Chronic Illnesses

    Spiritual and Emotional Healing for Common Chronic Illnesses

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    Chronic illness can be used as a tool of enlightenment to discover the lessons of soul journeys.

    Often times, our physical bodies reflect the spiritual, psychological and biological imprints of our experiences.

    When we engage a process of healing, often practitioners address the physical or biological aspects of health challenges, yet the psychological and emotional aspects are often neglected.

    Thus, it is important to look at our emotional and spiritual patterns to discover the lessons in specific health conditions.

    In the Chinese system of medicine, there is a mapping of personality archetypes that correlate with specific internal organ imbalances. These correlations can give insight to emotional and spiritual aspects of health challenges.

    For example, someone with a kidney imbalance or adrenal fatigue or urinary bladder issues might lean toward excessive fears such that energy becomes stagnant to create kidney stones. We would call this personality type a “water” type. They might tend to be very introspective and inward, suppressing feelings as opposed to expressing them. Also, water personalities may be challenged with exhibiting discipline.

    On a spiritual level, water aspects are about spiritual essence, so lessons that have to do with our jing-our spiritual DNA or heritage, cyclic patterns of energy that are associated with our spiritual ancestors and our spiritual blueprint.

    So, when we have issues involving a kidney pattern, either in the form of weak kidneys (sluggish energy), kidney stones, weak bones, or cancer, we need to ask ourselves, “On a spiritual level, what energies am I holding around heritage and ancestors that may be depleting my kidney energy? What fears am I holding?”

    On the other hand, a person with high blood pressure, dizziness, and tendency towards insomnia or anger might have more of a wood personality, manifesting imbalances with the liver. The partner of the liver is the gallbladder, another wood element organ. A personality archetype of a person with imbalances of the gallbladder would be one who has difficulty making decisions and defining themselves and their path in the world. There is often a sense of angst or wavering about what to do or who to be in the world.

    Spiritually wood is about creativity and the most benevolent aspects of spirit. So, when we have health challenges that are more of a wood issue, we can ask, “What issues or energies am I holding around blooming compassion or dealing with suppressed anger?” How am I allowing my spirit and personality to manifest creativity?”

    Metal personalities often are more prone to lung challenges, asthma, bronchitis, and other respiratory and auto-immune issues that may express more on the skin or through the large intestine. Metal out of balance can represent a person who tends to be righteous in fighting injustices but perhaps at a level that depletes their energy such that the immunity and the lungs suffer. Irritable bowel syndrome can also be a tendency for people who have a strong metal element, as there may be issues with holding onto experience and feelings that no longer serve the body, creating inflammation in the organ itself that is responsible for elimination of toxins. Perfectionists often fit into this metal category as trying to achieve very lofty goals-part of the righteous aspect of the self that is trying to attain the highest level of achievement.

    Spiritually, metal is associated with our “wei qi”, external immunity that protects spiritually. “Wei qi” can be compared to an energetic shield. So, we might ask ourselves, “What issues or energies am I holding around protection, perfection or the need to right injustices on a spirit level?”

    Earth personalities tend to manifest spleen/stomach and digestive issues. They may also exhibit challenge with boundaries (setting appropriate boundaries so as to regulate activities and relationships such that one does not become overwhelmed). Thus, anxiety may arise. Also, the earth personality may tend to ruminate on thoughts and ideas which can also add to anxiety and the health challenges that may accompany stress, such as acid reflux, ulcers, and irritable bowel syndrome.

    Earth personalities can be natural nurturers but may have a tendency to over-nurture and not make time for themselves. Thus, nourishing the self becomes an important healing tool for earth personalities. Challenges with grounding and centering energy may also emerge for earth personality person as often their energies are stretched in so many directions in the attempt to care-take others.

    On a spirit level, earth represents the spiritual intelligence. So, we might introspect earth related health challenges by asking, “What energies or issues am I holding around allowing my intuitive and spiritual intelligence to guide my path versus my cognitive, intellectual self? In what ways am nourishing my ability to let spirit lead?”

    Sometimes our spirit journeys may involve patterns or lessons around these elemental aspects of being such that we may carry the imbalance of earlier spirit journeys in our bodies as patterns that reflect our elemental patterns of those times.

    This is often the case with health conditions that do not respond to traditional western or traditional eastern protocols. These conditions often reflect deeper rooted soul lessons that need to be resolved. Thus, the process for resolution often takes time. Yet sometimes people want a quick fix and only want to invest in their health with a few sessions or herbal formulations. Yet, the condition may have taken several lifetimes form-so the work of healing needs to be consistent, steady and regular to gain optimal resolution.

    Understanding this longer cycle of healing and supporting the journey with self-empowerment tools such as self-acupressure, dietary and exercise guidance and spiritual mentoring is a hallmark of the type of Chinese medicine that I practice. Thus, clients are given a palette of tools from which they can pick and choose what resonates for them. Then, they can decide at which level that wish to implement strategies and tools in their lives. Thus, the client is the driver in the healing experience with the practitioner merely facilitating a deeper road on which to travel.

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    Source by Kay Hutchinson

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