Posts Tagged ‘Franchise’

To Increase Revenue Stop Selling

Friday, May 18th, 2012

Mike Myatt, Contributor, Forbes Magazine 5/1/12

Creating or expanding business relationships is not about selling – it’s about establishing trust, rapport, and value creation without selling. Call me crazy, but I don’t want to talk to someone who wants to manage my account, develop my business, or engineer my sale. I want to communicate with someone who desires to fulfill my needs or solve my problems. Any organization that still has “sales” titles on their org charts and business cards is living in another time and place, while attempting to do business in a world that’s already passed them by.

Engage me, communicate with me, add value to my business, solve my problems, create opportunity for me, educate me, inform me, but don’t try and sell me – it won’t work. An attempt to sell me insults my intelligence and wastes my time. Think about it; do you like to be sold? News flash – nobody does. Now ask yourself this question, do you like to be helped? Most reasonable people do. The difference between the two positions while subtle, is very meaningful.

The traditional practice of sales as a business discipline has become at best ineffective, and in many cases flat out obsolete. You see, good business practices are not static. Stale methodologies and disciplines simply die a slow and very painful death, and it is my contention the overwhelming majority of sales processes I see in today’s marketplace are just that – stale.

The problem with many sales organizations is they still operate with the same principles and techniques they were using in the 60′s, 70’s and 80’s. While the technology supporting sales process have clearly evolved, the traditional sales strategies proffered by sales gurus 20 or 30 years ago have not kept pace with market needs. They are not nearly as effective as they once were, and as I’ve alluded to, in most cases they are obsolete.
Trust me when I tell you that your existing and potential clients have heard it all before. They can see the worn-out, old school closes coming a mile away. They can sniff antiquated selling strategies, and will immediately tune out on presentations not deemed relevant. If your sales force is still FAB-selling, spin-selling, soft-selling or using any number of outdated, one size fits all selling methodologies, your sales are suffering whether you realize it or not. If you want to create revenue, increase customer satisfaction, and drive brand equity, stop selling and start adding value.

Lest you think I’ve lost my mind, I want to be clear that I’m not advocating taking your eye off the revenue creation ball. Rather what I’m recommending will help you generate more revenue, with greater velocity by simply doing the right thing in putting your customer’s needs first.

I hear a lot of noise about the tough economy, and revenue being down for many companies. I hear complaint upon complaint that companies just don’t have money to spend, and that nobody is buying. If you’re experiencing this type of reaction from your customer, it’s not because they don’t have money to spend, it’s because you’re selling and not adding value. It’s because you’re talking and not listening. It’s because you don’t get it.

It’s not about you, your company, your products or your services. It’s about meeting customer needs and adding value. When you start paying more attention to your customer needs than your revenue needs, you’ll find you no longer have a revenue problem to complain about.

So, my first suggestion is you change nomenclature. Clients are people not fish. Don’t “lure” or “hook” them – engage them, listen to them and serve them. Eliminate the words “suspects” and “prospects” from your vocabulary and replace them with potential clients. Think about it – do you establish trust by profiling and targeting prospects, or by attempting to understand the needs of a potential client? This is much more than a semantical argument – it’s a philosophical shift in thinking, and a practical shift in acting. Stop selling and start serving.

The truth is most corporations have a hierarchy of sales that comes with a very established and entrenched pecking order. The enterprise sales folks and key accounts reps sit atop the food chain, followed by inside sales reps, and at the bottom of the ladder you’ll find the customer service reps. The hunters are revered and the farmers are tolerated. Regardless of the titles being used, this entire concept of sales is so antiquated it’s laughable. Frankly, most people I know would rather talk to a knowledgeable customer service person over a sales rep any day of the week. The reason for this should be obvious – the perception is a customer service professional is providing information and helping them meet their needs. A sales person is trying to sell them something.

It’s time for companies to realize that consumers have become very savvy and very demanding. Today’s consumer (B2B or B2C) does their homework, is well informed, and buys…they are not sold.

If customer centricity is a buzzword as opposed to the foundation of your corporate culture then your leadership has some work to do. The reality is until I know that you care more about meeting my needs than yours, you’ll remain on the outside looking in. By the way, in order to understand my needs you have to actually know something about me…

Since the large majority of all buying decisions either begin or conclude on the Internet, you better be visible online. In addition to the basics of search engine optimization and traditional search engine marketing, I would strongly suggest getting involved in social networking. Just by having a presence on Twitter, Facebook, Google+, LinkedIn, YouTube and other social networking platforms, you not only open-up a new communications channel to your existing clients, but you also make yourself readily available to those looking to find what you have to offer.

Teach your sales force to become true professionals focused on helping their customers for all the right reasons vs. closing the big deal for personal benefit. To do otherwise will lead to missing substantial opportunities without even being aware of it.

The most important factor in creating revenue and building brand equity is the client/customer/end-user. If you don’t engineer everything around the client, your client relationships will vanish before your very eyes. Don’t be just another vendor, become a trusted adviser and advocate.

Intelligence Is Overrated: What You Really Need To Succeed

Thursday, April 26th, 2012

Keld Jensen, Contributor, Forbes Magazine
Albert Einstein’s was estimated at 160, Madonna’s is 140, and John F. Kennedy’s was only 119, but as it turns out, your IQ score pales in comparison with your EQ, MQ, and BQ scores when it comes to predicting your success and professional achievement.
IQ tests are used as an indicator of logical reasoning ability and technical intelligence. A high IQ is often a prerequisite for rising to the top ranks of business today. It is necessary, but it is not adequate to predict executive competence and corporate success. By itself, a high IQ does not guarantee that you will stand out and rise above everyone else.
Research carried out by the Carnegie Institute of Technology shows that 85 percent of your financial success is due to skills in “human engineering,” your personality and ability to communicate, negotiate, and lead. Shockingly, only 15 percent is due to technical knowledge. Additionally, Nobel Prize winning Israeli-American psychologist, Daniel Kahneman, found that people would rather do business with a person they like and trust rather than someone they don’t, even if the likeable person is offering a lower quality product or service at a higher price.
With this in mind, instead of exclusively focusing on your conventional intelligence quotient, you should make an investment in strengthening your EQ (Emotional Intelligence), MQ (Moral Intelligence), and BQ (Body Intelligence). These concepts may be elusive and difficult to measure, but their significance is far greater than IQ.
Emotional Intelligence
EQ is the most well known of the three, and in brief it is about: being aware of your own feelings and those of others, regulating these feelings in yourself and others, using emotions that are appropriate to the situation, self-motivation, and building relationships.
Top Tip for Improvement: First, become aware of your inner dialogue. It helps to keep a journal of what thoughts fill your mind during the day. Stress can be a huge killer of emotional intelligence, so you also need to develop healthy coping techniques that can effectively and quickly reduce stress in a volatile situation.
Moral Intelligence
MQ directly follows EQ as it deals with your integrity, responsibility, sympathy, and forgiveness. The way you treat yourself is the way other people will treat you. Keeping commitments, maintaining your integrity, and being honest are crucial to moral intelligence.
Top Tip for Improvement: Make fewer excuses and take responsibility for your actions. Avoid little white lies. Show sympathy and communicate respect to others. Practice acceptance and show tolerance of other people’s shortcomings. Forgiveness is not just about how we relate to others; it’s also how you relate to and feel about yourself.
Body Intelligence
Lastly, there is your BQ, or body intelligence, which reflects what you know about your body, how you feel about it, and take care of it. Your body is constantly telling you things; are you listening to the signals or ignoring them? Are you eating energy-giving or energy-draining foods on a daily basis? Are you getting enough rest? Do you exercise and take care of your body? It may seem like these matters are unrelated to business performance, but your body intelligence absolutely affects your work because it largely determines your feelings, thoughts, self-confidence, state of mind, and energy level.

Top Tip For Improvement: At least once a day, listen to the messages your body is sending you about your health. Actively monitor these signals instead of going on autopilot. Good nutrition, regular exercise, and adequate rest are all key aspects of having a high BQ. Monitoring your weight, practicing moderation with alcohol, and making sure you have down time can dramatically benefit the functioning of your brain and the way you perform at work.
What You Really Need To Succeed
It doesn’t matter if you did not receive the best academic training from a top university. A person with less education who has fully developed their EQ, MQ, and BQ can be far more successful than a person with an impressive education who falls short in these other categories.
Yes, it is certainly good to be an intelligent, rational thinker and have a high IQ; this is an important asset. But you must realize that it is not enough. Your IQ will help you personally, but EQ, MQ, and BQ will benefit everyone around you as well. If you can master the complexities of these unique and often under-rated forms of intelligence, research tells us you will achieve greater success and be regarded as more professionally competent and capable.

Why Cooperation and Collaboration is Essential in Today’s Workforce

Friday, April 6th, 2012

There are many career fields now where men and women are integrated together. And, when you stop to think about it—even if there’s a career field where it’s predominantly one gender or the other, there is gender overlap either when buying products or services from vendors or serving customers. The way to reduce gender conflict is by focusing on strengths. By intentionally becoming aware of how to use both masculine and feminine communication skills you can give not only yourself, but your company as well, the advantage over your competition when it comes to productivity and creativity. Rapport building is a great way to foster cooperation and collaboration within your company and to obtain repeat customers.
As an individual reading this article you are becoming more cognizant of how masculine and feminine communication skills can be used interchangeably, by both sexes, for greater cooperation and collaboration. Becoming aware of the social skills involved, and then mindfully choosing to use both styles of communication will help you be a better communicator at work (and at home!).
Today we’re focusing on how to build rapport, a skill set women often acquire more naturally due to social conditioning and because they tend to communicate, commiserate, show compassion, and connect with others when under duress based on their physiology. In fact, physiologically, women produce their stress-reducing hormone, oxytocin, when they do just that—connect and nurture relationships with others.
When both men and women focus on beefing up their rapport with others, then the entire group (both employees and customers) benefit. Value is placed on what often makes or breaks a company—turning a product or service into profit. This is because the focus is on people enjoying the experience of working to sell or buy the product or service.
Building rapport is a skill that both men and women can benefit from in the workplace. By taking a moment every day to check-in with one another the workplace climate can change from friction and one-upmanship to one that’s more team oriented. This is critical in a workforce that employs both men and women. Put it into context with a young child picking up a toy strewn room. If you’ve picked a room up with a child, you know it is more about picking the toys up together, rather than putting the toys away that makes them feel accepted and like they did something well. When anyone feels like they matter, then typically their performance increases because peer pressure revolves around connection and positive reinforcement.
Women tend to ask others for their input when making decisions, because to them it is important to hear and value what other’s think and feel about the situation. Even in a quick-paced working environment where seconds count, eye contact, nods of the head, can mean the difference between if someone has your back, and if everyone’s on the same page or not.
You build rapport by actively listening to others. Be genuinely interested in someone—whether it’s how potty training is going with their daughter, how they’re coping with a sick parent, or how the work deadline caused them to miss their anniversary—listen with interest. This does not mean a fifteen minute or even a five minute chat every day—it’s a quick check-in as easy as asking, “hey, how is your day?” Stop. Listen to the answer. Respond by rephrasing or repeating back what they said and using empathy. Then, get down to business.
You can also build rapport by observing and responding to nonverbal body cues. Quick check-ins with my Marines as a Marine Corps Officer was invaluable when time was critical. I knew my Marines body language, their moods, and how to motivate each one as individuals. Instead of forcing my will or decisions, I relied on my strength of listening with my ears and reading emotional moods to make decisions that were good not just for the end result, but the people involved as well.
As my yoga teacher challenges us each week with mindfulness homework, let me do the same with you. Your homework is a two-fold challenge. In the next week notice how building rapport benefits the quality of your productivity and creativity. Then challenge your company to do the same. Hire a Mars Venus Coach to go over gender strengths and do DISC profiling with your company for your professional development training, or if there isn’t a Mars Venus Coach in your local area have employees take the online eWorkshop: Mars and Venus in the Workplace. It’s not enough just to read about gender intelligence, you have to put the knowledge into actions by interacting in better ways with others.
Lyndsay Katauskas, MEd
Mars Venus Coaching
Corporate Media Relations

“How to Get What You Want at Work – 4 Tips for Dealing with the Opposite Sex at Work”

Monday, March 12th, 2012


1st Tip for the workplace


These tips are based on the fascinating online video eWorkshop: Mars and Venus in the Workplace. There are 4 unique tips for women and 4 for men that when practiced reduces gender conflict and will have the following benefits:

  • Higher productivity and creativity
  • Greater cooperation and collaboration
  • Decreased loss of personnel, which leads to decreased cost & time spent on recruitment and training
  • Better understanding of the needs and concerns of your customers (regardless of whether they are internal or external customers), and
  • Better decision-making… a competitive advantage for the company as a whole when it maximizes masculine & feminine skills

Here is the first tip for both a woman and a man…

Tip For Women
Women need to practice letting others know of their achievements, their results and their ideas. Do not wait for someone to ask you for your ideas or what you’ve been up to – let them know. Men do not see this as bragging. What they see is a competent and capable person. Women need to remember that men are socialized from an early age to suppress doubts and maintain, either a façade or, a reality of self confidence. This is a great skill and essential in a situation where it is necessary to maintain status within a group. Being confident in promoting yourself will only improve levels of communication with men in the workplace.

Tip For Men
For men dealing with women, building rapport is a very easy and important way to improve your work dealings with women. Because relationships are important to women, if you make the effort to get to know them, or if they feel they have something in common with you, they are more likely to positively respond to your requests and ideas.

A female manager will typically tend to discuss a challenge or situation with others, seek their input and feedback from the team before making a recommendation to senior management. She thinks it’s important that everyone feels they have contributed to the decision and therefore are more likely to support it. This is her style of management. It is based on cooperation and collaboration (and a whole stack of other C words – conversation, connection, commiseration and compassion). When a man values and frequently practices building rapport another C word will be realized and that is COOPERATION.

The whole premise of our “Mars and Venus in the Workplace” online video eWorkshop is that we are different and equal – not that one is better than the other – different and equal. Through awareness and understanding of some basic gender differences we both can learn some simple, yet practical solutions… making it much easier to interpret each other’s behavior correctly, act accordingly and ultimately get the outcome we desire.

If you found this information helpful, click the link below to learn more about the complete online video eWorkshop, “Mars and Venus in the Workplace”. LEARN MORE ABOUT THE COMPLETE ONLINE VIDEO eWORKSHOP NOW

“Mars and Venus in the Workplace” is the same life-changing, career-changing workshop that John Gray and his team of Mars Venus Success coaches have given in-person throughout the world. And now you can benefit from this workshop in the comfort of your own home.


The Relationships You Want. Start Here.


Mars Venus Coaching Team

How To Follow Your Passion When You’re Just Trying To Pay The Bills

Tuesday, February 28th, 2012

During tough economic times, many people think they need to sacrifice passion and focus solely on earning money. From a spiritual perspective, this is the exact opposite approach to generating real abundance. Yes, paying your bills takes practical action. But it also requires an internal belief system powered by inspiration and passion. Without an emphasis on passion, it’s likely that no matter how many actions you take, you’ll still wind up feeling stuck.

Neglecting passion blocks creative flow. When you’re passionate, you’re energized. Likewise, when you lack passion, your energy is low and unproductive. Energy is everything when it comes to earning. Quantum physics teaches us that our bodies are made up of subatomic particles that are energy. Your thoughts, attention, and focus affect your energy and therefore everything around you—including your bank account. So when you’re thinking only about the mundane to-do lists and practical action steps, you’re lowering your energy and in effect lowering your earning power.

Your life becomes what you think about most. When you focus on following your passion and letting inspiration flow, your energy is raised and your earning capacity is strong. But when you’re uninspired and bogged down by low-level thoughts, your attracting power is weakened.

Now that you have a better understanding of the earning value of passionate, positive energy, it’s time to take it more seriously. Read on for three simple, effective ways you can bring more passion into your life—even if you’re crazy-busy.

Who said your job had to be your only source of passion?

Our culture places such a huge emphasis on our careers, that we lose track of our passion projects. But who said your job had to be your only source of passion? A dear friend of mine is a powerful example of balancing passion and career. He works in corporate America, but moonlights as a guitar player. Though he spends his weekdays at a desk, he spends his weekends indulging his passion projects such as gigging with his band, writing, drawing, and learning about art. Though he dedicates a lot of his time to his career, there is no lack of passion in his life.

The passion of being of service

When we’re of service to the world, we feel inspired and passionate about the work that we do. Perhaps the work you’re doing is service-related—getting clear about the ways in which it serves the world may make you more passionate about it. If that’s not the case with your job, maybe you volunteer for a local charity once a month, or find a way to participate in your community, or promote bigger causes. Awaken a service mentality. When you serve the world, you serve your soul.

Shift your perception about the way you make money

If you’re hung up about the fact that your primary source of revenue doesn’t come from your true passion, shift your perspective. Be grateful for the work that you have and focus on the good stuff. Find even the smallest part of your work that ignites your passion. Maybe you love interacting with clients, or the neighborhood where you work. Maybe you’re learning something new by being on that job. Focus on what you do have and you’ll create more of what you want.

Take these action steps seriously. We all have work to do to support our economy, and if we’re void of passion we won’t have the energy and inspiration to serve. The more passion we ignite in our lives, the higher our earning capacity will be and the more we’ll impact financial growth in our country. When we all raise our thoughts we’ll raise our bank accounts—and greatly serve the world.

Gabrielle Bernstein |

Featured in the New York Times Sunday Styles section as “a new role model,” motivational speaker, life coach, and author Gabrielle Bernstein is making her mark. Expanding the lexicon for the next generation of spiritual seekers, Gabrielle is the #1 bestselling author of the book, Add More ~ing to Your Life, A hip Guide to Happiness. In September 2011 Gabrielle launched her second book, Spirit Junkie, A Radical Road to Self-Love and Miracles. In 2008 she launched her social networking site for young women to find mentors.

Coach Testimonial for Becky Albiol – Ocala, Florida

Friday, January 14th, 2011

Becky Albiol TestimonialWhat a great testimonial! Thank you Christina and great work Becky! For more information on Becky Albiol, visit her profile here.

Coach Spotlight – Robyn Hollands, UK & Australia

Monday, December 20th, 2010

Robyn Hollands

Robyn has close to 20 years experience in corporate arts and entertainment – as a musician and in management. As a manager, Robyn began her career in Public Relations/Communications and moved into Business Development/Fundraising for Universal Music, Melbourne Symphony Orchestra and the Australian Broadcasting Corporation in Australia, and the Barbican Centre and Somerset House Trust in central London, UK. Robyn has two university qualifications – a diploma in Education and a degree in Arts.

Robyn’s passion for coaching stems from her broad experience in supporting, mentoring and managing corporate men and women in both the public and private sector Guiding them through their career, assisting them to achieve their personal and professional goals and to have the lifestyle they want. Robyn demonstrates personal motivation and discipline and a high level of professionalism.

Click Here To Visit Robyn’s Profile

Brand New Pricing Options on Mars Venus E-Workshops

Tuesday, December 7th, 2010

Now, for the first time ever, you can benefit from taking one of the famous Mars Venus classes from the comfort of your own computer. For years, Mars Venus workshops have helped people from all over the world improve relationships at any stage of their life with the opposite sex, as well as with their children, family members and co-workers. Our online eWorkshops provide simple, practical tools and insights to effectively manage stress and improve relationships at all stages and ages.

These live webinars are based on the same impactful workshops that John and his personally-trained coaches have given throughout the world, and which have positively changed hundreds of thousands of lives. Now you get everything you would get at one of our live, in-person events: certified Mars Venus Coach -presenter, John Gray audio segments, PowerPoint slides, workbook, exercises and certificate of completion, from the convenience of your own computer.

If you are not quite ready to participate in one of our eWorkshops right now, then we urge you to sign-up to receive free information, insights and tips on any, or all, of our Mars Venus Coaching eCourse subjects.


Coach Spotlight – Rosa Botran of Guatemala

Wednesday, November 17th, 2010

Rosa & John

Rosa recently attended the Mars Venus Coach Induction Training here in Las Vegas as a trainer. She was certified at that training as an official Mars Venus Coaching Trainer. Congratulations Rosa! Below is her Bio in Spanish and English.

Rosa María Botrán ha sido el tipo de persona que siempre ha buscado la manera de ayudar a otras personas. Una experiencia en su vida le enseñó una gran lección: Atento, no se sabe en qué momento vas a tocar la vida de alguien más. Esto la lleva a aprender nuevas formas y técnicas para asistir a otras personas a crear una mejor vida. Ella ha participado en varios seminarios de desarrollo personal, lo que la ha ayudado, no sólo a mejorar su propia vida, sino la de otros.

La curiosidad innata que Rosa posee, así como su profundo deseo de ayudar a otros la llevó a convertirse en entrenadora certificada de Programación Neuro Lingüística. Con esto, ella ha trabajado exitosamente con varios deportistas a que logren hacer cambios que han mejorado su desempeño en su juego y por lo tanto, sus resultados. También ha entrenado maestros en estas técnicas para que puedan asistir a sus alumnos a que aprendan de una mejor manera.

Con una licenciatura en mercadeo y dos maestrías, y más de 20 años de carrera exitosa en el sector corporativo, Rosa sintió la necesidad de ir por su sueño más grande: ayudar a otros a llevar una mejor vida. Convertirse en una Coach de Mars Venus le ha dado las herramientas y técnicas que le permiten asistir a sus clientes a alcanzas sus objetivos.

Adicional al Coaching, Rosa también es facilitadora de seminarios y talleres enfocados en mejorar relaciones, tanto personales, como en el lugar de trabajo.

Rosa María Botrán is the type of person that has always looked for ways to help other people. One experience in particular taught her a great lesson: Be aware – you never know whose life you are going to touch.

This had prompted her to acquire new programs and learn new techniques to assist other people in creating a better life. She has attended many personal development seminars, which have helped her improve her own life as well as those of others in a very positive way.

Rosa´s natural curiosity and drive to help people led her to become an NLP trainer. She utilized this to successfully coach sports people to make changes within themselves in order to improve their ‘game’ performance, and she’s trained teachers to assist their students in learning new methods to better learning skills.

With a degree in Marketing, two MBAs, and after more than 20 years of working successfully in the corporate world, Rosa felt the need to pursue her real passion – that of helping people lead better lives.

Becoming a Mars Venus Coach has given her the additional tools and skills to help others create the life they dream of and deserve by utilizing the latest coaching techniques to assist her clients in achieving their goals.

Aside from direct coaching, Rosa facilitates workshops and seminars to improve relationships, both personally and within the work place.

Thursday, October 28th, 2010

Do you feel constantly stressed out and on edge?
Or are you tired of your partner having a short fuse with you?
Is stress negatively affecting your relationships?  Are you constantly arguing?
Are you feeling tired and fatigued all the time?
Are you having difficulty falling and staying asleep?
Is stress making you sick or causing you to gain weight?
Are you having trouble concentrating?
Are you moody and irritable much of time?

Our bodies were never designed to be under the amount of constant stress we find ourselves experiencing in today’s world.  Now imagine for a moment, if you knew why men and women reacted so negatively under stress and how to practice “safe stress”.  What it would be like if you and your partner understood how to better cope with stress yourselves, and how to help the other cope with stress more effectively as well.  What would it look like?  How would it feel to have a warm, loving and supportive relationship once again?  To not be anxious all the time or to feel like you are walking on eggshells?  How would it feel to be in a relationship in which you truly felt supported, understood and nurtured?  This doesn’t have to live only in your imagination.  It can be your reality.  You can have a less stressful life and a more satisfying relationship if you are willing to learn what it takes.

For the First Time Ever!
Now, for the first time, our “Why Mars & Venus Collide…How Men and Women Cope With Stress Differently” eWorkshop is available online.  In the past 8 months we’ve been bombarded with stories of doom and gloom relating to the economy.  One of the effects of this is the increasing amount of stress these financial worries are placing on our relationships.  In fact, financial stress is currently recognized as being one of the biggest problems in modern-day relationships; in part, because we don’t understand how men and women cope with stress differently.  And because we don’t understand the differences, we tend to misinterpret them.  And this often leads to misunderstandings and no-so-pleasant arguments.

Based on Dr. John Gray’s newest book, “Why Mars & Venus Collide”, this online eWorkshop is a fun, entertaining, and informative look at stress, including:

  • • The negative effects of adrenaline and cortisol.
  • • Why men and women respond to stress differently.
  • • Practical ideas that can help men and women reduce stress for each other and themselves.
  • • The role of the hormones testosterone and oxytocin in reducing stress.

This is a great workshop for individuals or couples alike.
The 5-session eWorkshop is presented live by a certified Mars Venus Success Coach, and supported with PowerPoint slides, video clips from some of Dr. Gray’s former sessions or workshops, theory, skills and interactive workshop exercises.  You’ll receive strategies, tips, and the tools you’ll need to reduce the stress in your life, and to help your partner do the same.  You’ll even receive a certificate of completion.

Click the banner above for more information.