Posts Tagged ‘cracking the networking code’
Sales Training Tips for Harnessing Presence Power
Sales Training Tips for Harnessing Presence Power
a brief excerpt from Cracking the Networking CODE by Dean Lindsay.
How we hold ourselves communicates a tremendous amount of information about us. When networking or meeting with clients be aware of presence power. Studies conducted by UCLA suggest that a person will unconsciously interpret approximately 55% of the meaning of our message from physiological cues from our attire, body position, stance, and facial expressions.
Body language, demeanor, and dress are important elements in making lasting impressions. So take pride in your appearance. Be fun and sociable. Each of us are the number-one element in our success strategy.
How we look and present ourselves matters. We want to look smart and with-it. We should not look untidy. No messed up hair, wrinkled shirts, or loose ties. In fact, the ideal wardrobe for a networking event is slightly better dressed than the other attendees.
Here are Five Quick Sales Training Tips on Presence Power:
Sales Training Tips – Presence Power #1: Check yourself before you go out. Do a 360 in front of a full -length mirror. Would you want to talk to you? Would you want to be seen talking to you?
Sales Training Tips – Presence Power #2: Ask someone’s opinion . Take the advice of others about your appearance. I ask my wife. She has saved me from more than a few bad shirt/tie combos.
However, do not rely on your “together” look to cover up for sad puppy behavior or poor conversational ability. Stand, speak, and act as if you were self-confident, attractive, vital. If you have flair, use it. Make sure you will be remembered in a positive way. Be enthusiastic. An enthusiastic attitude distinguishes the effective networkers from the so-so networkers.
Sales Training Tips – Presence Power #3: Exhibit confidence and display a natural enthusiasm about your life and work. Be a walking-talking representation of life, in all its excitement and possibility. How you say something means as much or more than what you say. You are your best public relations representative. You are the person who knows best what you do and what you have to offer others.
Sales Training Tips – Presence Power #4: Sit or stand up straight. Gesture with power and confidence. Be fully engaged. Nod in agreement. Smile. Do not fold your arms or let your eyes wander off into the distance; look like you are having a good time. People trust people who look them in the eye. The more you change your focus, the more new information your brain is taking in. If you change focus frequently, you can overload your brain to the point where you are “at sea” and unable to focus on the issue at hand.
Sales Training Tips- Presence Power # 5: Be careful about shifting your weight while chatting with someone. It communicates a lack of interest and confidence, and it can result in your contact feeling a lack of TRUST.
Each positive impression has the potential to turn into a priceless business relationship. People want to do business with professionals who are excited about life and who look like they have their act together.
Crack the Networking CODE
Be Progress.
Sales Training Tips for Harnessing Presence Power is a brief excerpt from Cracking the Networking CODE . For more info on Mr. Lindsay and the CODE visit www.DeanLindsay.com. Contact him directly at Dean@DeanLindsay.com or 214-457-5656.
Holiday Networking Tips (part two)
Holiday Networking Tips (part two)
by Dean Lindsay, author of Cracking the Networking CODE
Holiday Networking Tips (part one)
Holiday Networking Tip #8: Careful of the Eggnog (and Miller Lite and Merlot). Many holiday gatherings serve alcohol. I encourage you to consider not drinking at these events, or at least know your alcohol limit and not get anywhere close to it. Sure you want to be remembered, but not as the loud jerk who couldn’t hold his liquor and spilt red wine on Judge Jacob’s Hanukkah sweater.
Holiday Networking Tip #9: Look for People Standing Alone. These folks may be nervous, and your initiative will often endear you to them. Plus, one-on-one networking is the best networking. It is hard to join a group unless invited.
A CODE Tip on Joining a Group: Look for someone you know who is chatting with a couple of people you do not know. Approach the group and stand to the side within view of the person you know. This serves as a subtle cue for your contact to introduce you to the group and bring you into the conversation. Try it. It works. If someone invites you to join the group but forgets to introduce you, take the initiative and introduce yourself.
Holiday Networking Tip #10: Hang a While at the Food Table. I know it sounds like I’m joking, but people tend to be easily accessible around food. Stand near the food table, but not the bar. People tend to grab their drinks and move away from the bar, but are more likely to linger near the grub. As people check out the buffet table, small talk comes more easily. “That fruitcake looks good…” is as good an opener as any. Once they have their hands full, people often look for a flat surface where they can place their plate and beverage. Take a spot next to them and get to chatting.
Check this out — Our endorphin levels are higher when we are close to food, which boosts our memory and the chance that we will remember and be remembered. We humans are a trip, aren’t we?
Food Additive: Do not go to these Holiday parties too hungry. Consider eating something before you go so you can focus on the person, not the cranberry cheese spread. If you are hungry at the event, grab a quick bite off to the side, and then mingle. Do not talk with your mouth full. (I hope I didn’t need to write that.)
Holiday Networking Tip #11: Bond with the Spouses and Significant Others of the Influential. The influence and power wielded by spouses and significant others is grossly underestimated. And because of this, they often go ignored. When offered the chance at a holiday function, invest the time to make a solid connection with them. Get to know them as people, and after the event they are likely to speak well of you to you know who.
Holiday Networking Tip #12: Do NOT Try to do Major Business Deals (save that for later). Keep business out of it. It’s the holidays, and people don’t want to be sold to. Make it about getting to know others and not about you or your business. Do not rush new relationships; think LONG TERM. Do not SELL! It is a mind-set. Be subtle. The worst thing you could do is try to start selling someone at a holiday party!
Holiday Networking Tip #13: Catch That Name. We say we forget names. But I don’t think that’s true. I don’t think we really hear the name of the person when we meet them. We are not listening. We are more focused on what we’re about to say.
The other person’s name is way important to them, probably about as important as yours is to you. To make a great first impression, make a point of catching and tossing around the person’s name in conversation. This is almost impossible when we are preoccupied with the red and green decorations or what we are going to do or say next to be impressive.
The Name Game
1. Right before you meet new people, PREPARE to CATCH their name.
2. Toss their name back in your first or second response.
3. Mention their name naturally throughout the conversation (but do not overdo it).
4. Repeat their name when parting.
If you do not catch it, ask them to repeat it rather than letting it go. Do not be embarrassed to ask (they probably did not catch your name either). Read others’ nametags. That’s what they’re there for. Again, your new contact’s name is the ultimate word to use in order to make a solid first impression. Using the person’s name in a natural manner throughout the conversation is an easy and organic way to create a memorable link between yourself and your new contact.
Holiday Networking Tip #14: Uncover the Next Step (Mucho Importanto). Find a reason (that is good for them) to connect them again and then… connect them again (and soon). Focus on — How can you “Be Progress” for this person?
Merry Christmas and Happy Holidays. Be Progress.
How can Dean Lindsay, Be Progress for you?
Dean is ready to discuss your program – shoot him an email at: Dean@DeanLindsay.com or give him a buzz at: 214-457-5656
Holiday Networking Tips (part one)
Holiday Networking Tips
by Dean Lindsay, author of Cracking the Networking CODE
Tis the season for CONNECTING. The holiday season can be a slow time for “business” but it can also be a busy time for “business relationship building.” The holidays offer a great, easy and natural reason to re-connect with people we don’t regularly see or communicate with. So besides attending holiday gatherings, it is a wise investment of time to start phoning, mailing and emailing our Season’s Greetings and our Merry Christmas and Happy Hanukah Wishes.
Now, as we know, every event offers networking opportunities and that includes holiday gatherings. In fact, holiday gatherings offer ideal opportunities to network because of their relaxed settings and built in conversations starters – holiday shopping, food, family holiday travel, etc. Holiday gatherings are all around, we can’t make them all. We must be selective and careful not to overextend ourselves. However we can’t connect if we don’t go. Here are the first 7 of 14 Holiday Networking Tips.
Holiday Networking Tip #1: Arrive on Time and Ready to Help. Be sure to offer the host/hostess your assistance. Volunteering at any event heightens the opportunities of connecting.
Holiday Networking Tip #2: When Talking with Friends, Open Up. Stand (somewhat) side-by-side and converse rather than standing face-to-face. This make us still approachable to others and does not close us off to others desiring to connect.
Holiday Networking Tip #3: Carry Pen and Paper as well as Business Cards. We need to be able to reconnect with folks and they might not to have thought about bringing cards.
Holiday Networking Tip #4: Focus on Quality of the Conversation Not Quantity of Contacts. Better to have a half dozen meaningful conversations that lead to progress than forty meaningless ones that don’t.
Holiday Networking Tip #5: Branch Out (at some point). Sure it is fun and comfortable to hang with your good old friends but there are new priceless business relationships to make out there also.
Holiday Networking Tip #6: Get an Introduction to the Person You Want to Meet. An introduction is an implied endorsement. Try to get introduced by the hostess/host or the most respected person at the event with whom you have a relationship.
Holiday Networking Tip #7: Carry /Use Breath Mints or Those Dissolving Strip Things (not gum). Sure you want to try the garlic artichoke dip but halitosis is bad for business. Good breath is a must. And as for gum, smacking anything at a networking function is discouraged.
7 more Holiday Networking Tips in next post!
Merry Christmas and Happy Holidays. Be Progress.
How can Dean Lindsay, Be Progress for you?
Dean is ready to discuss your program – shoot him an email at: Dean@DeanLindsay.com or give him a buzz at: 214-457-5656
Sales Speakers Endorsement (NEW) from DORMA
Sales Speakers Endorsment (NEW) from DORMA
“Dean was asked to speak at our sales leadership conference to support our theme of “a new day for new thinking”. Dean took the quality time up front to understand the deliverables we needed for our specific audience and he delivered as promised. His style, material and overall delivery and facilitation hit the mark for our group.
Many participants later commented about enjoying the 4 hour session but also benefiting from it by getting new ideas to bring back to their territories to go after additional sales. I would certainly work with Dean again and recommend others to as well.”
- Larry O’Toole, President, DORMA Americas
“Progress in SERVICE leads to Progress in SALES.” - Dean Lindsay, Sales and Customer Service Speaker
Watch Video Clips of Dean Lindsay, Sales Speakers
!! Dean’s Video Chosen as one of ’100 Most Inspiring’ on YOUTUBE!!
Motivational Speaker Dean Lindsay was chosen as having one of the ‘100 of the Most Inspiring Business Videos on YouTube’ by Zen College Life, the #1 Destination for College Information Online. Others chosen for this honor include Oprah Winfrey, Richard Branson, President Barack Obama and Jack Canfield (author of Chicken Soup for the Soul). Cool, huh?
Book Review – Cracking the Networking CODE
New Business Networking Book Review for the CODE
Gotta LOVE Google Alert. Look what popped up in my In Box. Thank you Beth!!
Book Review – Wise-Cracking About Cracking the Networking CODE
By Beth Bridges 
My copy of Cracking the Networking CODE was loaned to me, appropriately enough, from a friend of mine while we were meeting to talk about networking. Dean Lindsay, Progress Agent™, had conducted a training session for my friend’s company. The first thing she said as she handed me the book was “Dean was so funny!” He writes the book in the same way, with a lot of humor and light-hearted stories. But he’s serious about helping people build their businesses through networking.
The book’s full title is “A Progress Agent’s Guide to Cracking the Networking CODE: 4 Steps to Priceless Business Relationships.” It’s a quick read with five main sections, broken down on the four parts of the C-O-D-E. Each section is full of lists, tips and deeper ideas. If this weren’t a borrowed book, I would go through each chapter and check off each item as I either developed the skill or worked on the attitude that Dean suggests.
For example, in the second section, he provides a list called “37 questions for defining a powerful networking plan.” You could use this in the same way that a small business uses a template to create a business plan. Answer the questions, one by one, and you will have an incredible blueprint for building a powerful business network. If you can’t answer some of these questions, then you are going to waste time in your networking. I don’t know about you, but I don’t have a lot of time to waste.
Here are some of the questions that you absolutely must know the answer to:
- Why do you want a larger or better network?
- Who can help you build your business or develop your career?
- Why would anyone want to remember you?
- What do you have to offer the people you need to help build your business or career?
The questions build on each other, the answers to one providing the steps to the next. If this is the only thing you take out of “Cracking the Networking CODE”, you will be a far more powerful networker than almost anyone you know. There’s plenty more in the book, though, from the funny definition of a “mumpsimus” to a very serious discussion of understanding personality styles to make a great first impression.
Dean’s last chapter suggests finding a networking mentor, someone who can help you set your goals, show you how to network and encourage you. If you’re wondering why someone would help you in that way, Dean reminds us that most successful people have had mentors. I’ll bet he’s mentored plenty of people himself. You can get the same feel – of Dean encouraging and help you – when you read “Cracking the Networking CODE.”
________
|
Beth Bridges has attended over 2,000 networking events in the last 7 years as the Membership Director and Chief Networking Officer of a large west coast chamber of commerce. She has invested in building a very large business networking library. You can enjoy Beth’s enthusiasm and use her experience to help you increase and improve your networking and grow your business. Try the Networking Motivator Newsletter for free at www.TheNetworkingMotivator.com. Get daily networking tips and connect with like-minded networkers from around the world with the Networking Motivator ™ on Facebook Copyright Beth Bridges, 2010 Article Source: http://EzineArticles.com/?expert=Beth_Bridges Link to Original Post: http://ezinearticles.com/?Book-Review—Wise-Cracking-About-Cracking-the-Networking-Code&id=5498881 _____________________________________________________________ Be Progress.New Business Networking Book Review for the CODE!! |
Funny Sales Training Cartoon
Funny Sales Training Cartoon – ‘have sales do that thing’
Found this funny sales training cartoon today while doing some research for a new sales training program.
‘Sara, have sales do that thing where profits go up.’ – love that, funny and profound.
Question for sales professionals: “ What is ‘that thing’ you could do today for your profits to go up?
Be Progress.
www.DeanLindsay.com
NEW Business Networking Book Review for the CODE!!
New Business Networking Book Review for the CODE
Gotta LOVE Google Alert. Look what popped up in my In Box. Thank you Beth!!
Book Review – Wise-Cracking About Cracking the Networking CODE
By Beth Bridges
My copy of Cracking the Networking CODE was loaned to me, appropriately enough, from a friend of mine while we were meeting to talk about networking. Dean Lindsay, Progress Agent™, had conducted a training session for my friend’s company. The first thing she said as she handed me the book was “Dean was so funny!” He writes the book in the same way, with a lot of humor and light-hearted stories. But he’s serious about helping people build their businesses through networking.
The book’s full title is “A Progress Agent’s Guide to Cracking the Networking CODE: 4 Steps to Priceless Business Relationships.” It’s a quick read with five main sections, broken down on the four parts of the C-O-D-E. Each section is full of lists, tips and deeper ideas. If this weren’t a borrowed book, I would go through each chapter and check off each item as I either developed the skill or worked on the attitude that Dean suggests.
For example, in the second section, he provides a list called “37 questions for defining a powerful networking plan.” You could use this in the same way that a small business uses a template to create a business plan. Answer the questions, one by one, and you will have an incredible blueprint for building a powerful business network. If you can’t answer some of these questions, then you are going to waste time in your networking. I don’t know about you, but I don’t have a lot of time to waste.
Here are some of the questions that you absolutely must know the answer to:
- Why do you want a larger or better network?
- Who can help you build your business or develop your career?
- Why would anyone want to remember you?
- What do you have to offer the people you need to help build your business or career?
The questions build on each other, the answers to one providing the steps to the next. If this is the only thing you take out of “Cracking the Networking CODE”, you will be a far more powerful networker than almost anyone you know. There’s plenty more in the book, though, from the funny definition of a “mumpsimus” to a very serious discussion of understanding personality styles to make a great first impression.
Dean’s last chapter suggests finding a networking mentor, someone who can help you set your goals, show you how to network and encourage you. If you’re wondering why someone would help you in that way, Dean reminds us that most successful people have had mentors. I’ll bet he’s mentored plenty of people himself. You can get the same feel – of Dean encouraging and help you – when you read “Cracking the Networking CODE.”
________
|
Beth Bridges has attended over 2,000 networking events in the last 7 years as the Membership Director and Chief Networking Officer of a large west coast chamber of commerce. She has invested in building a very large business networking library. You can enjoy Beth’s enthusiasm and use her experience to help you increase and improve your networking and grow your business. Try the Networking Motivator Newsletter for free at www.TheNetworkingMotivator.com. Get daily networking tips and connect with like-minded networkers from around the world with the Networking Motivator ™ on Facebook Copyright Beth Bridges, 2010 Article Source: http://EzineArticles.com/?expert=Beth_Bridges Link to Original Post: http://ezinearticles.com/?Book-Review—Wise-Cracking-About-Cracking-the-Networking-Code&id=5498881 _____________________________________________________________ Be Progress.New Business Networking Book Review for the CODE!! |
Business Networking is the Way Around the “Do Not Call” List!
Business Networking is the Way Around the “Do Not Call” List!
(excerpt from Cracking the Networking CODE by Dean Lindsay)
Wow. Cold-calling over the phone is tough. Most sales professionals find it taxing and most consumers don’t like it much either. Think about it. Do you like to be cold-called? Does it work on you?
Cold Caller: Mr. Jun..dson?
Mr. Johnson: That’s Johnson.
Cold Caller: Oh… (giggle) sorry. Is Mr. Johnson there?
Mr. Johnson: No. (Click.)
Consumers dislike being solicited by phone so much that a law was passed enabling them to get their names on a “Do Not Call” list. A whole bunch of people – 62 million, and counting! – got themselves on that list as soon as they could. Maybe even you. I know I did. These consumers invested the time to get on this list to say a big, fat “NO thank you! Please do not call me.”
Now corporations are trying to find legal ways to keep phoning them up, sometimes even eating up consumers’ cell phone minutes. What is up with that? Why call someone who has already told you they do NOT want you to call? The Do Not Call list is a HUGE hint that these people do not like cold calls.
They do not like them in the morning.
They do not like them while they’re snoring.
They do not like them while watching TV.
Not even ‘courtesy calls’ from AT&T.
They do not like them about how to invest,
Or how to save more than all the rest.
They would not like them with a special rate.
They would not like them with an expiration date.
Not with a special offer,
Not from a hacking cougher.
They do not like this telephone Spam.
They do not like it, Spam I am. – Thank you, Dr. Seuss.
A solid and gracious way around the Do Not Call list is to get out and meet people. You can earn a fortune – and have some fun in the process – building relationships with quality business professionals through networking. Networking sets you apart from the ‘smile and dial’ boiler-room sales types who interrupt people’s dinner hour with their pitches. Think of networking as using shared interests to create and cultivate mutually beneficial relationships. It is the back-scratch boogie.
Don’t have the time?
Make the time. In today’s competitive environment, networking is an invaluable tool that no person in business can live without.
Be Progress.
Business Networking is the Way Around the “Do Not Call” List! is a excerpt from Cracking the Networking CODE by Dean Lindsay.
Business Networking Book Advice – Get an Introduction!
Business Networking Book Advice – Get an Introduction!
(excerpt from Cracking the Networking CODE 
by Dean Lindsay)
“When the character of a man is not clear to you, look at his friends.” – Japanese Proverb
An introduction is an implied endorsement. Try to get introduced by the most respected person at the event with whom you have a relationship. Solid CODE crackers are always happy to play a part in your success and you look like a winner by association.
Who are the people who have established a good reputation?
Who loves to network and knows a lot of people?
These people have a large circle of influence and understand the power of networking. They are quick to bond and make the most of relationships. (Be sure to ask them if there is someone you can introduce them to.)
Who are the solid networkers inside your network?
Find out what they do. Study the techniques of a successful networker. Try to tag along with a well-connected person in your network to some of their normal networking functions and ask them to introduce you to a few of their contacts. Give them some insight and direction by letting them know the kind of person you want to meet – the more specific the better.
A slight modification on the same strategy — Look for someone you know who is chatting with a couple of people you do not know. Approach the group and stand to the side within view of the person you know. This serves as a subtle cue for your contact to introduce you to the group and bring you into the conversation. Try it. It works. If someone invites you to join the group but forgets to introduce you, take the initiative and introduce yourself.
Be Progress.
Business Networking Book Advice – Get an Introduction! is excerpt from Cracking the Networking CODE by Dean Lindsay)
