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Monday, November 28, 2005

Get More Money!

"Why Do I Charge So Much? Because I Can."
Motivating with Value, Not Price
By Barry Maher

It's axiomatic that every business, every manager, every employee, every one of us is in sales, in one form or another. Of course, for companies with sales teams, we expect the "real selling" to be done by the sales professionals.

I'll never forget the day I watched a secretary outsell a team of sales veterans.

The company sold consulting services. That morning I'd met with some of their less successful reps. Most of them knew exactly why they weren't selling. "Our prices are just too damn high," they assured me repeatedly. I'd heard it before. As we all know, price is often the single biggest obstacle for acquiring new business. It's also the number one excuse of unsuccessful marketing and salespeople.

Now, I was riding with Helen Daniels, secretary to the boss and the person who'd handled new business inquiries before the pros had been hired: handled them, I'd been told, with great success. I wanted to see just how she'd done it.

We were meeting with the VP of Operations of a good size uniform company. Sure enough when the issue of price came up, the VP acted exactly as the reps had predicted, using almost the exact same words they'd used.

"Sounds to me like you people are awful damn expensive," he said, accusingly.

"Absolutely," Helen agreed, offering her brightest smile.

"So why do you charge so much?"

"Simple," she said. "Because we can!"

"What?"

"We charge that much because we can. Because our clients are not just willing but happy to pay those kind of rates for the results we generate."

"But can't they find someone else to do the job for less?"

"Absolutely."

"Somebody who will do the exact same job for less?"

"Well, they could certainly find companies that will charge less. I'm no expert on the kind of work these people might do, so I really can't say whether or not they'll do the exact same job."

"So you're saying, You get what you pay for?"

"No," she smiled, "I'm saying to get us, you've got to pay for us. I really don't know that much about the kind of work these other companies do. Or why they charge less. Maybe you should ask them. I don't know a lot of businesses that charge less if they could charge more, but maybe they're humanitarians."

"I seriously doubt that," VP said.

"Well, like I say, I'm no authority about their work. We charge more because our clients are happy to pay more for the results we generate. Maybe these other companies charge less because that's what their clients are willing to pay for the results they generate."

"But your rates . . . ?"

"Expensive."

"VERY expensive."

"Exactly. And worth every penny. And let me tell you
why." Which she then preceded to do.

That's Making the Skeleton Dance. Helen took the potential negative of price and bragged about it so hard she not only made that skeleton dance, she made it polka. Twenty-five minutes later we walked out of there with a signed contract.

Aside from being a top motivational speaker, Barry Maher speaks, writes and consultants on management, communications and sales. This article is adapted from his book, "No Lie: Truth Is the Ultimate Sales Tool" (McGraw-Hill, 2004). Contact him by visiting http://www.barrymaher.com. Sign up for his free newsletter by sending a blank email to mailto:barrymaher-subscribe@yahoogroups.com.


"Imagine how your life would change if you could put it on AUTOPILOT and reach all of your goals automatically!"

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Are you missing out? Want shortcuts to your goals?
Great Attitudes Create Great Results!
Al Smith is also the Editor and Publisher of
FREE Motivational and Goal Achievement Ezines.
Blast through Procrastination, Inaction, and Distraction
with Consistent Focused Action!

For success tools at your fingertips,
Subscribe Now to The Realgoalgetter Chronicle
at http://www.realgoalgetter.com/ezines/.
From The Realgoalgetter Group of Companies;
dedicated to helping you live a long, passionate, joyful life.
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Tuesday, November 22, 2005

Are You Complete To Compete?

Clean Sweep
By Jim Meisenheimer

Hey - how about those White Sox. Their well is dry for 88 years, all the way back to World War I, 1917 to be exact. Then - Kazaaaam, they sweep the series in four straight games.

There are a lot of reasons they won this year.

They have a great manager and in case you don't follow baseball, his name is Ozzie Guillen. When the game was over the 41 year old manager didn't go jumping up and down with his players, he said, "I have to respect the other team." A class act!

For the White Sox - the winning didn't come easy. They scratched and scraped for every win.

They had unbelievable pitching.

They had an incredible defense.

They had superior hitting.

They even had some good calls from the umpires.

They won 16 of the last 17 games.

Catcher A.J. Pierzynski said, "They were calling us chokers, now they can call us champions."

In 2005 the Chicago White Sox were complete to compete.

How about you. Do you have what it takes to do what it takes to knock the wind out of your competitor's sail? Are you really up to swimming with the competitive sharks in your territory?

Do you have a system for working new leads?

Do you have a system for making appointments?

Do you have a system for qualifying your prospects?

Do you have a system for quantifying your prospect's pain?

Do you have a system for presenting your products and solutions?

Do you have a system for dealing with the price objection?

Do you have a system for preparing sales proposals?

Do you have a follow-up system?

Do you have a system for securing the commitment?

Do you have a system for getting referrals?

If you don't have a system you may not be complete to compete for the rest of 2005 and throughout 2006.

You'll get a lot of ideas from my new "Are You Complete To Compete" CD. You want to get this one before your competition does. See details here: Are You Complete To Compete

Let's go sell something . . .

Jim Meisenheimer publishes The No-Brainer Selling Tips Newsletter, a fresh and high content newsletter dedicated to helping you grow your business and multiply your income.

Use this link to sign-up for Jim's F-R-E-E No-Brainer Selling Tips Newsletter and to get your copy of his Special Report titled, "The 12 Dumbest Things Salespeople Do."
http://www.meisenheimer.com


"Imagine how your life would change if you could put it on AUTOPILOT and reach all of your goals automatically!"

Now you can with "The Power of Positive Habits," the new book that #1 NY Times best-selling authors Jack Canfield, Brian Tracy, John Gray Ph.D. are all raving about!

Read this book and discover:
. How you can "Improve Your Health" Automatically!
. How you can "Achieve Greater Success" Automatically!
. How you can "Lose Weight" Automatically!
. How you can "Lower your Cholesterol" Automatically!
. How you can "Reduce your Cancer risks" Automatically
and much, much more!

Order this program now. Start plotting the auto pilot course to your dreams! 100% Money Back, Satisfaction Guaranteed As Usual


The Power Of Positive Habits



Are you missing out? Want shortcuts to your goals?
Great Attitudes Create Great Results!
Al Smith is also the Editor and Publisher of
FREE Motivational and Goal Achievement Ezines.
Blast through Procrastination, Inaction, and Distraction
with Consistent Focused Action!

For success tools at your fingertips,
Subscribe Now to The Realgoalgetter Chronicle
at http://www.realgoalgetter.com/ezines/.
From The Realgoalgetter Group of Companies;
dedicated to helping you live a long, passionate, joyful life.
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Friday, November 18, 2005

Getting Past Gate Guards

Getting Past The Gate Guard
by Bill Lee

Over the years, many prospects have hidden behind their well-trained secretaries to prevent interruptions from persistent salespeople. But in today’s electronic world, voice mail systems have frequently replaced the human gate guard.

In surveys we have conducted, we have found that salespeople’s inability to get busy prospects to return their calls ranks just behind “not enough time in the day” among the frustrations salespeople face.

Biggest mistake: Leaving either a voice mail recording or a message with a secretary that contains nothing more than a number for the prospect to call. After all, if prospects believed that it was in their best interest to return your call, they would have already gotten back to you or else they would have taken your call in the first place.

Remember that at this point you’re not selling a product, you’re selling a return phone call, so after a few unreturned phone calls, you have received your first clue that you need to try a different approach.

Try this: Don’t get frustrated. Write out the equivalent of a powerful 20-second radio commercial that contains one to three reasons why the prospect should return your call. Then tell your prospect what action you want them to take. All salespeople must remember that when buyers receive their message, most of them ask themselves, “What’s in it for me?” So your message must answer this question.

The reference approach. References are people who think so highly of you that they will say nice things about you when prospects call them to check you out. Good references are worth their weight in gold. Make sure that you have a lot of them. If an existing customer actually suggested that you give a friend of his a call, this approach is often effective, “Hello, my name is Wilson Gomes with XYZ Supply. Mike Kincaid at Quality Fabricators asked me to give you a call and I promised him that I would…”

The advocate approach. Advocates are people who think so much of you that they will take the personal initiative to call one of your prospects on your behalf. With enough advocates on your team, your close rate will soar. When advocates make calls for you, always take time to thank them and provide feedback.

Pre-condition the prospect. There are several channels of communication: Letters, cards, postcards, faxes, E-mail messages, personal visits and telephone calls. You’ll find that prospects will be more willing to return your calls when you use one or more of these channels to communicate information that your prospect will perceive to be of value.

Examples include informative articles, local economy research, laborsaving tips, new professional techniques, business opportunities, etc. When your prospects have received several moneymaking ideas from you, you will be amazed at how much more willing they will be to give you an appointment.

Show your prospects how to make more money, save time, reduce waste, solve their most pressing business problems or be more successful and they will beat a path to your door.

Bill Lee is author of Gross Margin: 26 Factors Affecting Your Bottom Line. $29.95 + $5 S&H. Visit his site at: www.mygrossmargin.com
blee@mygrossmargin.com


Powerful Sleep Secrets

Could you use MORE Sleep? If the way you spend your days is similar to the general population, you will probably answer a resounding 'Yes!'. Many people go to work every day without a 'good night's' rest, always short of sleep.

What if I could show you a way to get better sleep during those 'too short' nights? What if you could get less sleep, but get a much more powerful sleep period? How much more could you get done? A sleep researcher has discovered such a method. He is sharing his discoveries in the Powerful Sleep System.

Download your copy of the first 2 chapters FR*EE and see for yourself the difference owning this book can make in your life. Imagine how you will feel when you are totally rested and able to seize each day's opportunities. Read more about Powerful Sleep here, and get your two free chapters.



Are you missing out? Want shortcuts to your goals?
Great Attitudes Create Great Results!
Al Smith is also the Editor and Publisher of
FREE Motivational and Goal Achievement Ezines.
Blast through Procrastination, Inaction, and Distraction
with Consistent Focused Action!

For success tools at your fingertips,
Subscribe Now to The Realgoalgetter Chronicle
at http://www.realgoalgetter.com/ezines/.
From The Realgoalgetter Group of Companies;
dedicated to helping you live a long, passionate, joyful life.
--------------------
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Get started building your own Unlimited Income Streams! Register now to find out how! Check out my recommendation for an Unorthodox Income Strategy
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Monday, November 07, 2005

Sales Psychology Mistakes

Sales Psychology Mistakes - Are You Selling Yourself or Your Products Short? By Gary Simpson

During a recent email exchange with a very knowledgeable marketer something hit me like a bolt out of the blue. Zap! It concerns selling across this wonderful medium that we know as the internet.

Let's face it. Most people who have websites are selling something. It can be a service or a product or both. But, the seller has one thing working against him or her. If you are selling anything on the 'net it is as obvious as the nose on your own face but until you realize it you will just keep on making the same mistakes over and over again. Want to know what it is? I thought so. Read on...

The fact that you have knowledge or expertise in a certain field makes you virtually oblivious to how much you really do know. In the back of your mind you might believe that other people already know the basics. There is your first mistake. They probably don't!

Look at it like this. Let's say you have a ladder with ten rungs. You operate from the tenth rung. For years you have been operating from the 8th, 9th or 10th rung. You are a master in your field. Because your knowledge is so vast, over time, you have lost track of how much you really know.

When a prospect - a potential customer - arrives at your doorstep, or in this case, your website, you automatically think that this person has knowledge at the level 2 or level 3 rung on your ladder of knowledge. Now why do you assume this? What if the customer is a complete beginner or novice?

You start pitching your sales routine at level 2 or 3 and they do not have even one foot on the first rung of the ladder. Effectively, they are standing with both feet on the ground. And there you are - ten rungs above - asking them to move upwards three rungs beyond their present level of knowledge or understanding.

Physically, when was the last time you attempted to move from ground level up three rungs of a ladder in one step? It's too much. That is why rungs one and two exist. Mentally, is this what you are asking your prospects to do? Spell it out for them. Make your offer EASY to understand.

Like millions of other people I surf the web looking at all sorts of websites that interest me. Often I become confused. Not only does the sales copy confuse me but the website itself is confusing.

Recently I went to place an advertisement in an ezine. The site that I was looking at was a tangle of links and pages and jumbled information. Eventually I ran out of time and patience then did what I expect most others do. I left. I went elsewhere.

I read a book once where it was stated that it is foolish to assume that most people know even a small portion of what you know about your area of expertise. It also stated that to pitch your sales at a level that is anywhere above basic will cause you to lose many sales. People will become confused. A confused person will not buy. They will want to "think about it" for a while. Most people then forget to do even that. This results in lost sales.

The book (I have forgotten the title but it was something like: "All You Ever Need to Know is Taught in Kindergarten") also stated that if you are using a comprehension level that exceeds a normal 12 year old's ability of understanding then you are being too technical.

Just because somebody is a Professor of mathematics does not mean that he or she has a comprehension level beyond a 12 year old in all areas outside of mathematics. Being a genius at something requires a lot of dedication over an extended period of time. How then, can anybody devote the same amount of time to anything else? That is why we are all specialists in one or two or maybe three things. It is foolish to assume otherwise.

Make your website easy to navigate and make it obvious what it is that you want potential customers to do. Spell your offer out. Make it easy to understand. Pitch to the masses.

About the author: Gary Simpson is the author of eight books covering a diverse range of subjects such as self esteem, affirmations, self defense, finance and much more. His articles appear all over the web. Click here to go to his Motivation & Self Esteem for Success website where you can receive his "Zenspirational Thoughts" plus an immediate FREE copy of his highly acclaimed, life-changing e-book "The Power of Choice."

Article Source: http://EzineArticles.com


Powerful Sleep Secrets

Could you use MORE Sleep? If the way you spend your days is similar to the general population, you will probably answer a resounding 'Yes!'. Many people go to work every day without a 'good night's' rest, always short of sleep.

What if I could show you a way to get better sleep during those 'too short' nights? What if you could get less sleep, but get a much more powerful sleep period? How much more could you get done? A sleep researcher has discovered such a method. He is sharing his discoveries in the Powerful Sleep System.

Download your copy of the first 2 chapters FR*EE and see for yourself the difference owning this book can make in your life. Imagine how you will feel when you are totally rested and able to seize each day's opportunities. Read more about Powerful Sleep here, and get your two free chapters.



Are you missing out? Want shortcuts to your goals?
Great Attitudes Create Great Results!
Al Smith is also the Editor and Publisher of
FREE Motivational and Goal Achievement Ezines.
Blast through Procrastination, Inaction, and Distraction
with Consistent Focused Action!

For success tools at your fingertips,
Subscribe Now to The Realgoalgetter Chronicle
at http://www.realgoalgetter.com/ezines/.
From The Realgoalgetter Group of Companies;
dedicated to helping you live a long, passionate, joyful life.
--------------------
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Get started building your own Unlimited Income Streams! Register now to find out how! Check out my recommendation for an Unorthodox Income Strategy
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Sunday, November 06, 2005

Wacko Families Operator's Manual

A bit of humor for those of you that work at home. In fact, those that work at home probably will be the only ones that get these challenges. All I know is that I run into them when I am in my home office . . .

Wacko Families Operator's Manual
by Dan Reinhold

You hear about them, read about them...heck, our entire entertainment industry is almost exclusively based on them.

But can you admit that you belong to one??

It's a never-ending waking nightmare. 24/7/365, you have FAMILY.

There is some escape possible. When you worked outside the h0me, you left to go to your job and were pretty much free while you were away, except for the occasional annoying call.

Then you went and blew it. You decided to w0rk at h0me.

The particulars don't matter, not the what, for whom or even why. You're at h0me.

Now consider the wiring of most people today in our society. "Work" and "home" have always been separate places and functions. When you're "at work", you're working. When you're "at home", you're not. Nice, easy, simple and understandable concept that kept everyone nodding and smiling like bobbleheads.

Think, then, of how haywire this rusty old wiring becomes when it tries to comprehend "w0rking at h0me". Ouch.

You may know the what, for whom and why. I would certainly hope you do. Your family ( a loose configuration of various real and "honorary" relatives you either married or have known forever) only knows that you are "at home." Does not compute, does not compute...

That's the reason why they don't get it.

You're there at home, open, vulnerable, accessible, recruitable. To them, you can't "work" while you're "at home." In their eyes, you're JUST "at home" and so all the "at home" rules apply.

This is where "h0me business" and "h0me employment" rules are born and nourished and grown until all family (well, alright...most) can recognize and interpret them to the best of their old wiring's ability.

You GOTTA:

Use workspeak. Set your "work hours" in your "work schedule" and "go to work" and "be working" when it's time to do so.

Work when you're working. No one makes a living playing Tetris or Doom, except the game testers. Unless your paychecks are from a game testing company, try sticking to business. That goes for IM and chatrooms and video cell phones and whatever the latest cool toys might be. Play later.

Show proof of working. I know this takes all the fun out of driving them crazy wondering what you're doing, but it'll really help. You don't have to flash pay receipts or checks, but print out a confirmation, thank you note or hard copy of a piece of a project.

Whatever you do, show. All the time. Remember you're dealing with seriously rusty wiring. My brother-in-law still asks me, "So what's that you do again???"

Apply glue liberally to your guns and stick to 'em. The bad news is you can never stop doing all these things. Just when you think they've finally got it, the eyes glass over and they start drooling again at the sound of your latest exploits.

This stuff is imperative to garnering whatever support and cooperation you can get from these people who never go away. Either they will get it or they'll decide to bother someone else.

Well, we can all dream, can't we?

Be the first to know what you SHOULD know: WAHumorWayBook2@aweber.com

Dan Reinhold is the proud author of "The WAHumor Way: Reality Check, Please!", the essential primer for everyone starting a home business or even thinking about it. With two boys, a dog, a cat, a rat, a wife and a household to keep together to boot, Dan's also the editor of WAHumor to hang on to his sanity by showing how insane the work-at-home community can be!

Subscribe quickly at WAHumor@aweber.com You could Win Big!!

"The WAHumor Way: Reality Check, Please!"is now available at
www.WAHumorWay.com


Powerful Sleep Secrets

Could you use MORE Sleep? If the way you spend your days is similar to the general population, you will probably answer a resounding 'Yes!'. Many people go to work every day without a 'good night's' rest, always short of sleep.

What if I could show you a way to get better sleep during those 'too short' nights? What if you could get less sleep, but get a much more powerful sleep period? How much more could you get done? A sleep researcher has discovered such a method. He is sharing his discoveries in the Powerful Sleep System.

Download your copy of the first 2 chapters FR*EE and see for yourself the difference owning this book can make in your life. Imagine how you will feel when you are totally rested and able to seize each day's opportunities. Read more about Powerful Sleep here, and get your two free chapters.



Are you missing out? Want shortcuts to your goals?
Great Attitudes Create Great Results!
Al Smith is also the Editor and Publisher of
FREE Motivational and Goal Achievement Ezines.
Blast through Procrastination, Inaction, and Distraction
with Consistent Focused Action!

For success tools at your fingertips,
Subscribe Now to The Realgoalgetter Chronicle
at http://www.realgoalgetter.com/ezines/.
From The Realgoalgetter Group of Companies;
dedicated to helping you live a long, passionate, joyful life.
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Get started building your own Unlimited Income Streams! Register now to find out how! Check out my recommendation for an Unorthodox Income Strategy
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Avoid Office Interruptions

Avoiding Office Interruptions
By Sharon Mann

Common office interruptions, such as phone calls or visits from co-workers, can lessen your productivity. These interruptions are especially menacing when on a deadline. By following some key steps, you can keep office distractions at bay and get your work done on time.

1) Take Advantage of Voice Mail. Phone calls are important to every job; however, when on a deadline, let the call go into voice mail. When you answer a phone call, your mind wanders from the task at hand. Unless you are waiting for an important call, when on deadline let the machine get it. Returning phone calls is easy, while returning to your train of thought is not.

2) Do Not Disturb. Chatting with co-workers is the most common office "time-sucker." That's not to say that you should be anti-social, but sometimes it is important to separate yourself from others to complete your project. If someone other than your boss, tries to interrupt you while you are scrambling to complete a project, don't be afraid to tell them that you are extremely busy and don't have time to chat right now.

3) Stay Focused. Although it is often tempting to let your mind wander, a key to success is to keep from daydreaming when on a deadline. Your mind may want to continually wander away from the task at hand, but don't let it! Otherwise your concentration will be broken and you'll likely make mistakes. So stay focused on your task at hand to get the work done.

4) Keep it Neat. A messy workspace is a guaranteed way to cause interruptions. When you have to clear space each time you want to do something, or when you have to constantly search through your clutter every time you need something, you are wasting time that could be better spent on the project at hand. Keep your work area clutter-free and you'll be surprised how much more you can accomplish in less time.

Following these guidelines, you can remain calm when facing a deadline. By keeping distractions to a minimum, meeting an impending deadline should not be a cause of panic. "Remember your ultimate goal – completing the assignment.

Sharon Mann is a an organizational expert with Pendaflex a leading supplier of office products and organizational solutions, author and President of the I Hate Filing Club. For more information go to http://www.pendaflex.com

Article Source: http://EzineArticles.com



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Are you missing out? Want shortcuts to your goals?
Great Attitudes Create Great Results!
Al Smith is also the Editor and Publisher of
FREE Motivational and Goal Achievement Ezines.
Blast through Procrastination, Inaction, and Distraction
with Consistent Focused Action!

For success tools at your fingertips,
Subscribe Now to The Realgoalgetter Chronicle
at http://www.realgoalgetter.com/ezines/.
From The Realgoalgetter Group of Companies;
dedicated to helping you live a long, passionate, joyful life.
--------------------
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Get started building your own Unlimited Income Streams! Register now to find out how! Check out my recommendation for an Unorthodox Income Strategy
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Tuesday, November 01, 2005

Effective Meeting Planning

Meeting Planning - Everything Your Parents Did Not Tell You About Effective Meetings By Markus Eriksson

Meeting planning and an effective meeting are key to great communications in teams and yet the below simple and powerful strategies are often overlooked.

If you are here pressed for time and just looking for a quick fix to move your meetings from slow, boring and conflict struck happenings to efficient, powerful and meaningful gatherings, you can jump straight to end list at the end of this article where you have the quick version. To get more of the meat, more of the essence and lost of help to boost you there, take a chunk of your time and keeping reading below, it will be worth it.

Have you been there? Have you felt it? How the meeting is over and you are not quite sure what you accomplished?

Or even before the meeting was over, right in the midst of action, or lack of it, you felt irritated because you were stuck or bored because you wandered aimlessly from one topic to another without any sense of direction.

Maybe you were surprised or even upset with that the meeting never get to be about that one thing that you thought it was going to be about. Everybody else kept talking about other things that you could not have cared less about.

Keep reading below and I will share some of the secrets that make meetings efficient, energized and excellent. People often ask me for advise on this topic since they have experienced how these strategies I will give you below work their magic when applied properly.

There are some timeless sure-fire strategies that will greatly improve your meetings to levels you did not think was possible, yet where few know them. That is they might have heard them here and there, but they do not apply them at their own gatherings and make them everyday practice.

So, if you are ready to take the next step in making your meetings a place of growth, contribution and high production, read on and apply. If you are not ready, if you are one of those that read management and leadership books just to forget about them as soon as you have finished them or even before you have finished them, if you are not ready to change that, please stop here and go find something else to do because you will just be wasting your time here.

And time is a major reason for making your meetings more efficient, it is an ever more precious jewel, and people including yourself should not waste their time at badly planned, badly initiated and even worsely executed meetings.

Ten timeless, tested and proven strategies to take your meetings to a whole new level

It doesn’t matter if you are the person who seems to be in charge of leading the meeting, calling people together, booking the room or not. If you consider yourself just a participant at the meetings with no responsibility for the action, then that is the place to begin! Get into the action! If you are not contributing you are blocking. Blocking your meeting, your team, your corporation, from being all it could be. So get busy being part of doing and being by reading on and applying whatever your formal role in your meetings is.

“If I had six hour to chop down a tree, I would spend five hours sharpening my axe”

It is all in the preparation, or almost all of it, it is just plain simple the way it is. The first thing you should do to sharpen your meeting axe is to decide who is needed at the meeting. All to often people are called there just to be present. If they are not needed for input or it will add to the quality of your relationship by spending some time face to face, send them an email with the info instead or visit with them afterwards.

A good meeting group size is between 2-12, if you go beyond that you are well on your way to have an information instead of a meeting, that is if you wish to be efficient. If your department is bigger than this, consider have one large information and several smaller meetings.

Next is to make sure that the purpose of the meeting is clearly communicated to each and every participant of the meeting. The almighty, all important and earth-shaking question is “why do we get together this fine Monday morning?”. Get that clearly answered in a way that makes sense and you are half way there.

It is also an excellent opportunity to ask for input, as to what others feel should be on the agenda for the meeting. Maybe you have overlooked something important, maybe you can not fit it all in (which you should avoid anyway), but it might go into the next meeting or give you a feel for what others feel is important.

With the agenda in front of you, notice we are still sharpening the axe, clarify if an item is Information, Dialogue or Decision. Information means one person informs, the other LISTEN, you could allow a few questions to make sure the information is clearly communicated, but NO and I mean NO input, no discussion, no questioning! Dialogue means you take the time to discuss an item, it might be something that someone needs input on.

If giving good input means that the others need to prepare before the meeting, make sure that is communicated well ahead of the meeting. A good rule of thumb is that the person bringing that item into the meeting should do the least talking. Decision means that you are going to decide on something, at the end of the allotted time you need to have reached a decision. Start any Decision item by quickly decide how you are going to decide. Voting? Compromise? Unanimous? Chairman or boss decides?

Then you jump into creating a time plan. If you feel your team is well-oiled, mature and open-minded group of people you could do this at the actual meeting, in all other cases it goes before the meeting, in the axe sharpening department. Take each item on the agenda and set a given time for it. A good idea is to allot a time space at the end called Spare Time. This could be five or ten minutes to which you can move items you do not quite finish during the meeting.

Arrange the meeting room for what we are talking about, that means meeting. Avoid distance by having large tables that separate you miles from each other. Plants on the table that obstruct a clear view. Make sure it is possible for everyone at the meeting to easily make eye contact with the others, that greatly enhances participation and communication.

Ok, we are almost ready to jump into the agenda, but the axe needs a little more sharpening right at the start of the meeting. Right at the start, assign a Time Keeper for the meeting. This person becomes the director of time, making sure that times are kept during the meeting. It does not mean that everybody else can forget everything about being responsible, rather that the Time Keeper is the director who holds the overview rather than getting lost in the excitement of discussion. This is a vital role and should be rotated at different meetings.

Now, here comes something vitally important, something human, something that can feel a bit silly to start with, but that has proven itself time and time over again to raise the well-being, the efficiency and the output of meetings to levels beyond belief. Curious? Do a Check-In at the start of the meeting. What is a Check-In? It means that each and every one at the meeting gets 1 (that is one, Mr or Mrs Time Keeper) minute to share how they are doing in life right now. And that is life overall, not just work.

It can be good news, bad news or just same old, same old. It doesn’t matter. What matters is that you share. That everybody gets their uninterrupted space at the beginning, that each and every takes the time to see the others as human beings, not just as meeting participants. I can not enough stress the importance of getting this implemented for long-term prosperity, health and productivity. So many meetings have gone down the drain because people are seeking confirmation, seeking being seen, through clinging on to a rather unimportant meeting topic and making it into a personal matter other the surface.

The Check-In is the last touch-up that turns your axe from a dull tool making people less than they can be into a high-powered, mega-efficient and super-sharp meeting utility.

Ready for some action? Ladies and gentlemen, start your engines. It is now time for the meeting items. What to do now the axe is sharpened? One thing, stick with the plan! Keep the times. I will say it again, keep the times, you have assigned. Discipline is what separates champions from the rest. If you do not finish an item on time, move it to Spare Time or to the next meeting.

Do not go over time! Sticking with this discipline of time will itself over time make you more efficient. Practice makes perfect. It can be frustrating in the beginning, but stick with it. It is amazing what you can get done in five minutes with a group of people that are trained, focused and we-minded.

We-minded you say? Yes. During your meetings practice focusing on “we” instead of “I”. This means “how do we get the best result from this dialogue?”, not “how can I benefit the most from this?”. Let go of your personal agendas and surrender to the group. This does not mean that you become a doormat that says “Walk all over me”. It means that you keep and open mind and take the helicopter up one level to see the whole picture not just your own part.

Almost there! One more key to unlock the hidden powers of your meetings is the end. Set off some time at the end of the meeting, could be five or ten minutes depending on group size, to give each other positive encouragement. This means you open up for anybody to give any one else, or the whole group, a feedback steaming from a positive experience. You could also frame it as appreciation.

For example: “ John, I really appreciated your focus at the meeting today. It made me feel energized and happy to be in the meeting” or “Melinda, thanks for stopping by my office to say hi yesterday. It made me happy and motivated”. Again, practice makes perfect, there might be awkward silences to start with while everybody is thinking, but again stick with it. Next to the Check-In at the beginning this is the tool to take your group to whole new levels in human interaction, meeting skills and efficiency.

That’s it. I have summarized the ten strategies below for your convenience.

The quick List

If you jumped right here and something below does not make sense, I suggest you take some time out of your busy life and read more about it above.

1. Clarify who is needed at the meeting
2. Communicate Purpose of meeting before the meeting, ask for input
3. Clarify if items are Information, Dialogue or Decision
4. Create a Time Plan for each item on the agenda
5. Arrange room for meeting, not distance
6. At the very start of the meeting assign a Time Keeper
7. Check-In at start of the meeting, everybody takes turns sharing where they are at in life
8. Keep times! If an item needs more time, move to Spare time at end or next meeting. Period.
9. Maintain a we-focus rather than I-focus through the meeting.
10. Finish of meeting with round of Positive Encouragement

I wish for you excellent, rewarding and productive meetings. It is my sincere hope that the above will be helpful for you. Remember that meetings are about PEOPLE coming together to get THINGS done, not the other way around.

The author Markus Eriksson, is an international developer of human potential, having worked with organizations, leaders and individuals in Asia, Europe and America for over 10 years. He is a much appreciated meeting facilitator, speaker and multimedia author. You can find him at http://www.advenire.com

Article Source: http://EzineArticles.com



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