The Great Leadership Challenge

If you want to be a leader who attracts quality people, the key is to become a person of quality yourself. Leadership is the ability to attract someone to the gifts, skills, and opportunities you offer as an owner, as a manager, as a parent.

What's important in leadership is refining your skills. All great leaders keep working on themselves until they become effective. Here are some specifics:

Learn to be strong but not impolite. It is an extra step you must take to become a powerful, capable leader with a wide range of reach. Some people mistake rudeness for strength. It's not even a good substitute.

Next, learn to be kind but not weak. We must not mistake weakness for kindness. Kindness isn't weak. Kindness is a certain type of strength. We must be kind enough to tell someone the truth. We must be kind enough and considerate enough to lay it on the line. We must be kind enough to tell it like it is and not deal in delusion.

Next, learn to be bold but not a bully. It takes boldness to win the day. To build your influence, you've got to walk in front of your group. You've got to be willing to take the first arrow, tackle the first problem, discover the first sign of trouble. Like the farmer, if you want any rewards at harvest time, you have got to be bold and face the weeds and the rain and the bugs straight on. You've got to seize the moment.

Here's the next step. You've got to learn to be humble but not timid. You can't get to the high life by being timid. Some people mistake timidity for humility. But humility is a virtue; timidity is a disease. It's an affliction. It can be cured, but it is a problem.

Humility is almost a God-like word. A sense of awe. A sense of wonder. An awareness of the human soul and spirit. An understanding that there is something unique about the human drama versus the rest of life. Humility is a grasp of the distance between us and the stars, yet having the feeling that we're part of the stars.

Here's a good tip: Learn to be proud but not arrogant. It takes pride to build your ambitions. It takes pride in your community. It takes pride in a cause, in accomplishment. But the key to becoming a good leader is to be proud without being arrogant.

Do you know the worst kind of arrogance? Arrogance from ignorance. It's intolerable. If someone is smart and arrogant, we can tolerate that. But if someone is ignorant and arrogant, that's just too much to take.

The next step is learning to develop humor without folly. In leadership, we learn that it's okay to be witty but not silly; fun but not foolish.

Next, deal in realities. Deal in truth. Save yourself the agony of delusion. Just accept life as it is. Life is unique. The whole drama of life is unique. It's fascinating.

Life is unique. Leadership is unique. The skills that work well for one leader may not work at all for another. However, the fundamental skills of leadership can be adopted to work well for just about everyone: at work, in the community, and at home.

[Source: www.jimrohn.com, by Jim Rohn]

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Three Things in Life

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Take Serious Steps Forward

Sometimes, when you put your dreams on your 'To Do' list, they may be too big and never materialize. But break these into manageable tasks and you can more easily accomplish them.

Here's an example of how to design a simple strategy or plan for a big dream. I'll call my project, 'Go On A Free Cruise To An Exotic Place Within The Next Three Months.'

I listed the ways I could make it happen. In this case, I couldn't just purchase a ticket because my project was to go on a free cruise. I chose to create a bartering relationship by booking a speech on a cruise ship in return for a free trip.

The steps to accomplish this were clear. Describe some topics about which I could speak; prepare my biography; get the name and number of several cruise ship lines. I decided not to mass-mail my proposal: I wanted the best cruise available. I committed to getting booked by Cunard Lines, which owns the luxury liner, Queen Elizabeth II.

In less than a month, I developed promotional materials, sent out a marketing package, and scheduled a date by which I intended to set sail. Before I had a chance to make a follow-up call to see if they were interested, Cunard called me. I was quickly booked to go on a Hawaiian cruise, all expenses paid for two, in exchange for presenting three twenty minute talks on how to make your dreams come true.

I'm an advocate of simplification and short-cuts. If you can find a faster way of getting something done, do it. One strategy for accomplishing something that you don't know how to do might be to learn it. Alternatively, you might hire or partner with somebody who already has that knowledge.

A crucial component of creating successful strategies is making use of the resources in all the areas of your life. Think about the people you know in the different aspects of your life; consider what's available to you in the way of technology and information. There's nothing that's not a potential resource.

Be sure you understand clearly the difference between a project and action steps. The project is the end result and the action steps are the strategies that get you there.

It's a lot easier to be in action on one component -- than on a big dream. You know that old joke, 'How do you eat an elephant?' 'One bite at a time.' This is also how you can more easily accomplish your dreams. One serious step at a time.

[Source: www.marciaw.com, by Marcia Wieder]

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Fortune Favors The Brave

Boldness is a necessary part of courage but it must be a boldness based on an intelligent assessment of the potential risks and rewards. The wonderful nature of boldness is that, properly directed, it builds the habit of courage in the person who practices it.

Act Boldly in Every Situation...
In my experience, any virtue translated into action leads almost invariably to positive results. This applies to integrity, persistence, courtesy, love and courage. I've always liked the advice of an old man to his grandson. "Act boldly and unseen forces will come to your aid."

Take a Leap of Faith...
Perhaps the most obviously important part of courage is the courage to step out in the face of uncertainty. Every great venture in the history of man has begun with faith and a giant leap into the unknown.

General Douglas MacArthur said, "There is no security in life, only opportunity." The creed of Frederick The Great, one of history's most successful leaders was, "Audacity, audacity-always audacity."

Launch With No Guarantees...
A 12-year study of successful entrepreneurs conducted by Babson College concluded that the only thing they had in common was the willingness to launch, to step out in faith. Once they had started, they learned the lessons they needed to succeed. Many of them ending up successful in completely different businesses from where they started.

Dare To Go Forward...
Successful companies are invariably those that continue to research, develop, experiment and introduce new products and services - even during the deepest recessions.

Successful executives are those who are continually stretching themselves to move out of the comfort zone, to face the twin fears of failure and rejection and to move forward in spite of them.

Action Exercises:
Here are two ways to develop greater boldness in your work and personal life.
First, just do it! Step out in faith! If you think of some action you can take to improve your life, give it a try. You may be surprised.
Second, when in doubt, act with audacity. Audacity may get you into trouble but even more audacity will get you out. Go for it!

[Source: www.getmotivation.com/briantracy, by Brian Tracy]

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The Law Of Opposites

Have you ever paid any attention to the idea that there are "two sides to everything?" Think of how often you have heard that.

Look at your hand. It has a front and a back side. Your body has a right and a left side. The automobile or room you are in has an inside and an outside. You couldn't possibly have one without the other.

This is an orderly universe, of which you are a part. The whole universe is governed by laws.

If you have watched The Secret you heard me quote the father of the space program, the late Dr. Warner Von Braun who said the natural laws of the universe are so precise that we do not have any difficulty today building a space ship, sending a person to the moon and timing the landing with the precision of a fraction of a second.

The law I am referring to today is the Law of Polarity or the Law of Opposites.

If it is a long way up to the top of a building, it must be a long way down. If it is a mile from point A to point B, it must be a mile from point B to point A. They are not only opposite, they are equal and opposite.

Everything that happens in your life today will either appear negative or positive. Keep in mind whatever happens must have a positive side to it.

A large majority of the population seems to be mentally programmed to pay attention to the negative side of life and unfortunately, ignore the positive.

Make a decision right now that, regardless of what happens today, you are going to look for the positive aspect of what's happening.

Remember... every cloud has a silver lining. Do this again tomorrow and the next day until it becomes a habit to see the positive in everything. You will feel better, you will be more productive, and you will have more friends.

[Source: www.getmotivation.com, by Bob Proctor]

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SECRET to Earn Another Source of Income from EBAY

Register for your FREE ebay account NOW here!

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Sell Like a Superstar

The successful sales professionals of today and the superstars of tomorrow embrace selling philosophies and attitudes that can be translated into 12 strategies.
These can help anyone who is in sales perform better, turn prospects into customers and keep them coming back for more.

1 Know yourself
What are the opinions, prejudices, judgments, attitudes, values and beliefs, philosophies and old baggage that may be sabotaging your sales success? Do you know who you really are?
A thourough, honest self-appraisal and a subsequent modification of incorrect attitudes and behaviour are critical for autonomy and success in selling in the new business climate.

2 Know your fundamental mission
Ask yourself why you are selling. Is it to make money? Have fun? Serve your clients? Grow your company? Contribute to society? Provide for your families' current and future needs?
Your reasons - more than your goals for staying in this demanding, challenging and rewarding career - will determine the peace, balance and fulfilment in your sales career.

3 Build strong relationships
What type of people do you like to be around? How do you like to spend your time? What else is important to you in your life besides your career? Are your companions satisfied with your current selling position or circumstances?
Selling today is about building successful, positive on-going relationships.
Your overall success will be greatly impacted by your willingness and ability to establish and maintain positive relationships with everyone who is directly and indirectly connected with your sales success.

4 Devote time to personal growth
It is important that you regularly read good books, listen to great CDs, attend seminars and network with people who can help you.

5 Look ahead
Solving your prospect's or client's problems is no longer an effective sales strategy.
The successful sales staff in the marketplaces of today and tomorrow are creative problem-solvers. They think far ahead of their clients, not just along with them.

6 Build trust
People buy from people they trust, not people they simply like. The key to building trust is simple. Promise a lot and deliver more.
I am a trainer, speaker and consultant but I do not actively sell myself as any of these. I do, however, sell myself as a client resource.
Think about what you can offer your client other than your products or services.

7 Don't sell on price
Successful sales staff sell value. The price will always seem high if value is perceived as low. When you focus on price either because of poor product knowledge, poor client knowledge or poor sales skills, you will always lose in the long run. Clients want the best value for their dollar.

8 Prospect for information
Effective prospecting is the most important sales skill you need to master. It is more important than good closing techniques, impressive sales presentations or the ability to handle client resistance.
The most important element of the sales process for successful sales staff is not the giving of information, but the getting of information.
They do not just plan their sales presentations but have a presentation strategy.

9 Have a conversation
An effective sales presentation is not a presentation but a two-way conversation. Many sales staff have been trained to deliver their sales message. This message is often a programmed discussion of the various features and benefits of their product or service.
Every prospect buys for his own reasons, not those of the salesman or the company.
When you deliver you standard approach or presentation, you are assuming that each prospect buys for the same reasons, at the same time and in the same way in the buying cycle.

10 You cannot sell to everyone
Sales resistance from the client or prospect gives you valuable insight into his thinking. Successful sales staff do not try to manoeuvre around this resistance but get it into the open as soon as possible.
The myth is that you should be able to sell to everyone, sooner or later.
I wish this were true. It would make selling so much easier.
But the reality is, not everyone in the marketplace is a good prospect for you, now or in the future.
They may be a prospect, but not the best one for the time, energy and resources you have available at the present time.
Timing is critical in successful sales.

11 Closing is not a fluke
Closing the sale is not a matter of tricking or manipulating the customer.
It is not using fear, guilt or hard-sell tactics.
Closing the sale on a well-qualified prospect is the natural conclusion to everything you have done in the sales process that is correct and effective.

12 Follow up
After-sales service is the glue that keeps clients loyal, makes them buy more and be willing to give you referrals and positive references.
Re-examine your selling philosophies in the light of current market and consumer trends.
You may need to re-focus some of your attitudes and approaches if you are going to excel in the sales profession in the years ahead.

[Source:
The Straits Times, CATS Recruit - Thu, Sept 27, 2007
by Tim Connor, a US-based management trainer and author of Soft Sell, a best-selling book on sales]

For complete content, please check this book below out!
Soft Sell, 4E (Soft Sell: Use the New Art of Selling to Create Opportunities & Close More Sales)

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Fear NOT, Take the Plunge!

Being your own boss can be exciting and challenging, but you also have to be prepared for some sacrifices and a lot of changes

Your job may be interesting, but you may occassionally wonder whether you should look at alternatives.
Perhaps you would like to join another company or become an entrepreneur and do something on your own.
You may have thought about it before, but something always held you back.
Having spent over a decade working for large companies, you probably hesitated at the thought of getting out of your comfort zone.
Running your own business is like sailing into uncharted waters. In the end, you shelved the idea because the security of a job outweighed the risks of entrepreneurship.

Making the transition from a traditional job to working from home or starting your own business can be scary. Not all of us can become entrepreneurs.
Deciding to make the transition from being an employee to becoming your own boss can be one of the toughest things you will face.
A million questions will keep popping into your mind. What should I do? How will I start? Where will I raise the capital? What if things don't work? What will be the impact on my family? Is this the right time?
When you are self-employed, you have nobody to handle all the office tasks that someone in some department used to handle - bill payments, stock counts, maintenance, software installation, advertising, and so on.
These tasks are now your responsibility. You have to be a multitasker.
Suddenly, you are the receptionist, book-keeper, store manager, marketing executive and cleaner. And most importantly, you're the salesman - you have to get customers!

As an employee, you take instructions on tasks and assignments, but as an entrepreneur you have to be a self-starter. You have to motivate yourself to get things done.
The fear of unknown and the fear of failure are two phobias that grip many people when they think of a career change from employee to entrepreneur.
Change is often frightening and uncomfortable. Most people prefer to maintain status quo until events and circumstances force them to change tracks.
An entrepreneur's life is not easy. As in life, nothing you do can completely prepare you for the daunting task of being the owner and president of your own company.
While there may be support, you are ultimately on your own. Your money, time and energy are on the line.
The decision to be or not be an entrepreneur is an intensely personal one. It is one that needs to be discussed and debated with family and friends. It depends on each person's appetite for risk.
There is never a right or wrong answer, just as there is never a right or wrong time. The fundamental decision has to come from within.
Once you have decided to leave the world of employment and move to the world of entrepreneurship, you must let go of the former completely.
If you know that there is always the option of going back to the safety and security of the other world, it will be much harder making the entrepreneurial option work.
In a sense, as you close one door, other doors will open. But you have to close the door first. You have to fight knowing that there is no going back.

A start-up is exciting because the pace is so quick. For example, in the technology industry, products and players change rapidly, so quick decision-making, quick assessment, prompt resolution and immediate follow-through on ideas are essential.
You must understand the market, the competition, and, above all, define and reinforce your unique selling proposition.
A clear statement of purpose provides you with focus as you develop your business plan. Going back to it frequently will keep you from veering off course.
When you talk with clients, bankers, investors, and vendors, it will enable them to easily grasp what your aims and goals are.

No matter which option you choose, you will most likely be making a sacrifice of some sort - and taking a chance. Plan smart, believe in yourself, and resolve to do whatever it takes to make your dreams come true.

[Source:
The Straits Times, CATS Recruit - Mon, Sept 24, 2007
by David Wee, www.davidwee.com]

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Take Temporary Positions Seriously

Doing a first-rate job as a temp is a worthwhile investment of your time. Here are some tips:

You may be looking for a temporary job because you are still waiting for the right job to come along. Perhaps you wish to supplement your family income, earn some money while studying part-time or, simply, be gainfully employed.
To truly make the best of your time, treat the company, yourselft and your resume as seriously as if it were a permanent job.
If you are a great temp with an outstanding attitude, people will sit up and take notice of you, and this is always good for networking or creating new prospects for yourself.

Temporary job
Don't feel that temporary jobs are demeaning and unimportant. The fact that the employer is willing to spend money to hire someone shows that he takes the position seriously and believes that the temporary staff can add value to his business.
Do take your application seriously and show that you are the right person for the job. Your resume should be concise, organised and well presented in a widely acceptable format such as a Word or PDF document.
While you do not have to include everything you have ever done, you need to be explicit and highlight the knowledge and experience that is relevant to the job you are applying for. For instance, if you are applying for a temporary accounts position, be very specific about the accounting functions that you used to be in charge of.
Similarly, if you are a fresh graduate applying for a temporary creative position, make reference to any relevant experience acquired during your industrial attachment or school projects, and provide a portfolio showcasing your best work.
A resume that is untidy, lacking in information and obviously unrelated to the requirements of the position only shows that you do not take pride in your own resume and you do not know or care what you are applying for - and hence you are wasting the recruiter's time.

The interview
Don't arrive at the interview late, tell the company that you are not really interested in the job after all, or that you have already committed to another job offer. Be considerate to your interviewer and call to cancel the interview in advance, since he has set aside valuable time to see you personally.
Do find out a little more about the company and the nature of the work so that you know how best to highlight your professional qualities and abilities during interview. Dress appropriately as a courtesy to the interviewer and so that he will see that you are always professional in your outlook.
Be truthful about your experience, the timeframe that you can commit to and your career aspirations. Your employer will appreciate your honesty, and you will not be forced to come clean when they offer you a permanent position that you really do not care for after your temporary stint.

On the job
Don't contribute in any way to the office gossip or comment on the management style of the company, no matter how tempting it may be. You may be leaving in matter of days or weeks, but what you say will be remembered and it will reflect badly on you if your negative remarks were quoted by anyone else.
If you are asked for comments, say something diplomatic but true, or politely decline by saying that you do not know enough about the situation to make a fair judgement. It is certainly better to be silent or, at least, maintain a neutral stand than to be considered to witty for your own good.
Display the same good attitude and commitment you would if you were a permanent staff member. Arrive on time and do an excellent job even when you think no one is looking, so that when the big boss asks who the new face is, your immediate supervisor will be able make mention of you and the good work that you are doing.
If people at the workplace do not take your contribution seriously, it is only because they fail to recognise that you are actually saving them from shouldering the extra responsibilities themselves, over and above their existing workload.
Be sensitive and respect the way things are done - at least for the time being. This is not to say that you have to remain silent and do everything. You can make polite and constructive comments - when you are very certain of the facts.
Keep in mind that there may be reasons for certain procedures and policies that your supervisor or colleagues may not feel at liberty to reveal to you, as they do not foresee that you will stay long.

Exit Strategy
Don't go missing in action suddenly when you want to quit. Instead, give due notice to your supervisor according to the company's expectations.
Thank your supervisor and send a thank-you e-mail message to the interviewer or recruiter at the end of your assignment.
If you found your stint enjoyable and a good learning experience, say so. If you were unhappy, it is in good taste to exit peacefully and amicably anyway. As far as possible, do not give anyone a reason to fault you on your attitude and behaviour.

[Source:
The Straits Times, CATS Recruit - Thu, June 28, 2007
by Anna Chan, former recruitment consultant, now teacher]

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Make It a Good Deal!

Negotiation is something everyone does, knowingly or otherwise. A child negotiates to do homework later, watch his favourite TV programme or for a reward for passing his examinations. An employee negotiates for a raise or promotion. You may negotiate to buy or sell a house.
These are just examples of numerous negotiations that take place every day. If they are handled with the right skills, it can make significant difference to the outcome.
The moment you are given the discretion to grant any kind of concession to an "opponent", you are in the role of a negotiator. And if you have an exchange item that is of a perceived value to your opponent, you are likely to go for an agreement rather than a deadlock.
In the first example, the parents can use the situation as an opportunity to structure a positive study plan together with their child, who will be positively motivated as he is the main stakeholder. By determining the goal jointly, they can work out a plan to achieve results that would satisfy both parties.
Having a structured arrangement to achieve the goal is more constructive than making a casual promise.

Preparation
The most important stage of the negotiation process is the preparation and planning stage. This is where you identify the goal, objectives, the strategy and decide what tactics to use.
Gathering information and using it to analyse the situation is critical. Find out as much as you can about your opponent and identify any advantages.
Anticipate your opponent's list of demands, and identify which are the ones you will have to make decisions on. Knowing which issues you have to make a spontaneous decision about and which ones you need to buy more time for is important because you cannot afford to make a mistake.

Strategies
Strategy in negotiation refers to a win-win, win-lose or lose-win outcome. You can expect to build a long-term relationship in business only when your customer is always on the winning side. However, you might consider using a lose-win strategy if you want to break into your competitor's stronghold to let the customer try your product for the first time.
At the start of a negotiation, the one who makes the first move is referred to as the "opening gun". There are advantages and disadvantages of this position, but whatever you do, never adjust your opening.
For example, you are prepared to open a negotiation at $1,000. But your opponent opens at $600. If you panic at the 40 per cent difference and name your opening price at $800, you opponent has gained an advantage. Therefore, never let your opponent's opening affect you.
The next stage in negotiation is called the "exploration stage". This is when the more experienced negotiator can be identified and both parties find out more about each other's personal and company agenda.
A series of well-placed questions and the probing technique are applied at this stage to get vital information that will determine your next step. Use appropriate comments like, "that's interesting, tell me more" and "help me to understand your constraints".
During the discussion, the professional negotiator will always take notes and re-confirm important details and summarise the meeting at the end.

Tactics
Many tactics are used in negotiation, and some might be even considered unethical or unprofessional. There are four main pressure tactics:

• Time pressure: Shortening and delaying the deadline
• Physical pressure: Dragging the negotiation and skipping meals etc
• Mental pressure: Loss of sale or account, not meeting targets or quota
• Financial pressure: Loss of commission, revenue or profitability

To be a good negotiator, you need to have a comprehensive understanding of the negotiation process, know your own strengths and weaknesses as a negotiator - and get some practice.

[Source:
The Straits Times, CATS Recruit - Wed, June 27, 2007
by Michael Low, Sales Training Consultant at Dynamic Life]

Find more references at Negotiation Skills!

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