Secret of a Successful Business Interview

There is no mystery about successful business intercourse. Exclusive attention to the person who is speaking to you is very important. Nothing else is so flattering as that. 

-Charles W Eliot.

‘Eliot himself was a past master of the art of listening. His listening was not mere silence, but a form of activity. Sitting very erect on the end of his spine with hands joined in his lap, making no movement except that he revolved his thumbs around each other faster or slower, he faced his interlocutor and seemed to be hearing with his eyes as well as his ears. He listened with his mind and attentively considered what you had to say while you said it… At the end of an interview the person who had talked to him felt that he had his say.”

-Henry James,

Novelist

Successfully Selling Trust

We don’t attempt to compete price-wise, but we can more than compete service-wise. Consumers always go back to people they can trust. Think about it for a moment. All of us like to do business with people we can trust. Can you imagine going to a doctor and not having any confidence that the treatment is any good? Can you imagine doing business with a financial institution whose trustworthiness was suspect? Could you be happy with a mate you do not trust? No way.

 The same rule applies in selling. If people really trust you, if everything else is even closer to being equal, they will do business with you.

 There are five reasons people will not buy from you:

1. No need
2. No money
3. No hurry
4. No desire
5. No trust

The best of the five – No Trust – is the most difficult to understand and the most fundamental to possess. The only way to separate personal rejection from business refusal – when the prospect says no – is to understand the importance of TRUST in the sales relationship. People MUST trust you before they buy from you, and if you are not the right kind of person, people will not buy your goods on service.

Courtesy: Zig Ziglar

In Control of Attitudes…

• If you lose control, you lose. Period.

• Only people who manage their attitude avoid being managed by others.

• Anytime you have contact with anyone, you broadcast your disposition through facial expression, tone of voice, posture, handshakes, handwriting, voice-mail message, decision-making, managing, leading and the rest.

• Emotional strengths, not intellectual strengths, are what are most required to get to the top.

• The higher up you go, the more critical it is to control your disposition. Subordinates will watch and study your inclinations and then match theirs to yours. By controlling your disposition, you can literally affect their performance as your own.

      

Smile, Reach Out & Be Successful…

Whenever you go out-of-doors, draw the chin in, carry the crown of head high, and fill the lungs to the utmost; drink in the sunshine; greet your friends with a smile, and put soul into every handclasp. Do not fear being misunderstood and do not waste a minute thinking about your enemies.

Try to fix firmly in your mind what you would like to do; and then, without veering off direction, you will move straight to the goal. Keep your mind on the great and splendid things you would like to do; and then, as the days go gliding away, you will find yourself unconsciously seizing upon the opportunities that are required for the fulfillment of your desire. Just as the coral insect takes from the running tide the element it needs.

Picture in your mind the able, earnest, useful person you desire to be, and the thought you hold is hourly transforming you into that particular individual. Thought is supreme. Preserve a right mental attitude – the attitude of courage, frankness, and good cheer.

To think rightly is to create. All things come through desire and every sincere prayer is answered. We become like that on which our hearts are fixed. Carry your chin in and the crown of your head high. We are gods in the chrysalis.

: Elbert Hubbard 

How to Think Like a CEO

SECURE IN SELF:

1. No one makes you feel inferior without your permission.

    2. Don’t be overly concerned about what people say about you. If you constantly seek

          approval it gives them power over you, while weakening yourself.

3. Great CEOs are marked by confidence in themselves. An uncertain, apprehensive

Person will not make it to the top of anything.

      

CAUTION:

          Don’t become arrogant in your self-confidence. There are bullies at all levels of an  

          Organization; unfortunately, some are quite successfully and thought of as a

          confident boss. But these are not to be admired, for they are cowards with poorly

          developed egos that ultimately retard accomplishment and success.

Winning with People – How to make your Employees feel like World Champions

Team Activity:

1. Group Discussion – In your opinion, what are the top three goals that employees seek from their work? Of the three, which one do you feel is the most important?



2. Stop Demotivating Your Employees: Most companies have it all wrong. They don’t     have to motivate their employees. They have to stop demotivating them. The great majority of employees are quite enthusiastic when they start a new job. But in about 85% of companies, employee morale sharply declines after their first six months.



The fault lies squarely at the feet of the management – both the policies and procedures companies employ in managing their workforce and in the relationships that individual managers establish with their direct reports. A research shows how individual manager’s behavior and styles are contributing to the problem and what they can do to turn it around.

Listening…

Issac F Marcosson, a journalist who interviewed hundreds of celebrities, declared that many people fail to make a favorable impression because they don’t listen carefully.

“They have been so much concerned with what they are going to say next that they do not keep their ears open… Very important people have told me that they prefer good listeners to good talkers, but the ability to listen seems rarer than almost any other good trait.”

And not only important personages crave a good listener, but ordinary folk do too. As the ‘Reader’s Digest’ once said, “Many people call a doctor when all they want is an audience.”