Team Building Team Challenges Part 2

Team members become empowered through their commitment to participate, more co-operative through their intra-dependency and involvement, more communicative and informed which raises their level of contribution overall. This type of involvement and participation ensures and strengthens a commitment to corporate values and vision. They see the bigger picture and realize their role is an integral part of reaching corporate objectives. Teams ultimately become accountable and responsible to implement, measure and monitor results. A current job description for a team member could read as follows: �Use Your Head� and �Make Yourself Valuable.�

Successful results and attainment of ownership goals are testimony to the impact that teams and teamwork have to produce significant gains in productivity and business success. Action plans are needed to build team concepts. Action plans take into consideration the values that drive the business and the strategies necessary to support them. Team concepts are thriving, strong, and continually striving to develop people in the pursuit of growth and prosperity.

Actual Together
Commitment Everyone
To Achieves
Improve More
Operations
Now!

Action principles at work give you more: Learning
Integral
Fundamental
Empowerment

An Action Approach to Team Building Part 2

Beliefs are the key motivators in peoples� behaviour. However, changing your team members beliefs is not an easy or swift task. Recruiting the right people through personality instruments and team interviews can be one strategy but understanding their beliefs can be important in identifying other strategies. Common beliefs limiting team performance include:

Feedback �I have some constructive feedback but expressing it may cause a confrontation � best to keep it to myself�

Delegation �The only way to get the job done properly is to do it myself�

Sales �Real salespeople are dishonest, pushy and arrogant�

Changing beliefs such as these can be a daunting challenge. Team leaders need to facilitate change by designing flexible experiences for people in organizations to learn that �maybe there is a different way to look at this�. Experiential learning such as climbing trees and playing games aren�t just used because they are fun and help build relationships but because they work. Multiple and varied experiences must be used to inspire new ways of seeing and thinking about things. Reframing opens the mind to new beliefs and behavior.

Information and ideas are not enough they need to be engrained in day to day activity. You need to look at training options and ask what beliefs in this organisation may hamper or aid in achieving the desired outcome? How can our work environment be changed to support flexibility and greater productivity or what experiences will help foster changes in belief and behaviours? Team building is not an exact science but a cast of finding the best strategies available to bring out the potential in your team.

An Action Approach to Team Building By Action International Business Coach Michael Bedard

Putting together the �dream team� for your business can be as easy as taking an �action� rather than �information approach.� With a plethora of training options open to employers it can often be puzzling when trying to find the strategies that are going to achieve results.

There is one basic rule to apply when considering your next team building exercise. �Dream teams� are not built through information or training alone. Seminars, competency training, reading books and watching videos are all helpful strategies but as the age old adage goes �action speaks louder than words.� Being able to perform tasks during training is not the same as applying them on a day to day basis. Just as information does not automatically change behaviors. For example, we read about the dangers of smoking but many people still engage in this behavior.

Environment is one of the key factors in influencing your team�s success. People base their behavior on their beliefs about themselves and their environment. Can they have a positive impact on their environment? Does this environment support positive behavior? Team members should feel that they have the capability to contribute in their environment. This means giving them the right equipment and environment to be effective is essential. It also helps if they feel safe to contribute their opinion and feedback in a supportive environment. But how do you find this out? You simply have to ask. Ask your team if they think there are factors in their environment which could be improved to help them be more efficient, productive or happy. Perhaps they may prefer music while they work, better light, or flexible hours. Many organizations have realized the importance of employee satisfaction on the bottom line. Workplaces now can include facilities such as childcare or the benefits of ergonomically designed work stations.

Can Your People Do it the Same Way You Do Part 2

Three �Tricks of the Trade� for Creating Systems:

3. Make sure your precious systems are being used
As you create systems, build into them monitoring systems, so that at a glance you can see if they are being used. Changing the culture of your company takes time and there will be failures. Even when the culture has changed, it needs to be maintained; your monitoring systems will do of this for you.

4. Make sure your team members knows the positions they play
Unfortunately, it is normal for most team members to disagree on what needs to be done while at the same time believing everyone knows their job roles. Clear written and agreed upon roles will remove the need for 75% of systems. So start here.

By now you truly understand the best systems look very unimpressive� the genius is getting them to look that way.

The Coach�s Official Cheat List of Popular Systems�
If you do not know them or when to use them ask your business coach for details�
� Checklist - tear off pad
� Checklist - laminated cards
� Checklists �numbered in sequence
� Checklists � memorize with acronym
� Quick Contact lists
� Job or Quote Pads
� Position Contracts
� Standard letters
� Team �Code of Honor�
� Performance Standards
� Meeting minutes
� Procedure manual using photographs
� Procedure manual using videos
� Weekly or Job Budgets
� Wall Signs a Instruction labels
� Test a Measure Sheets
� Survey your competitors for ideas�

When you can run your business working a three-day week and your team can create systems for you�then you really understand this topic.

Can Your People Do it the Same Way You Do By Action International Business Coach Michael Bedard

Systems are your way of empowering your team to do large parts of your job just as if you were doing it personally. They can reduce your hours and stress by getting average people to do a great job�sound fantastic? Well, it is easy once you know a couple of tricks�

Three �Tricks of the Trade� for Creating Systems
1. Work until it becomes simple
If the system is complex, then keep working! When you really understand something, and present it well, it will become simple. For example, written procedures can often be clarified by presenting them as checklists or tables.

2. Only write systems that make money (or reduce a big risk)
We are not the government and not in the business of creating manuals, so only create a system if it simplifies a task, improves quality, or speeds up a service. This will keep you focused. Forget your big company or corporate experience of many volumes that mainly gather dust. Rather, the trick is to start small and let it grow with time.

The Steps to Successful Sales Part 2

Qualifying
Qualifying is the factor, which has the greatest impact on the management of your time. You have to become skilled in sorting prospects. The greatest stress in your career will come from working with unqualified prospects, be it someone who refuses to buy at a fantastic price or someone who is not ready, willing and able to buy at all.

The Sales Process
The key to a successful sale is the ability to build rapport and trust with each customer. Meet, greet and build rapport, settle them on a model, garment or product to demonstrate. All the time check by asking trial closing questions, then ask for their business.

Remember to sell the benefits of your product speaking in their own linguistic modality. For example, talking to an auditory person about a car engine you would say: �Listen to that engine, doesn�t it sound great?�� or to a visual person your could say, �You see how smooth that engine is��

Follow up
This is the first step to the next sale to your customer or to obtaining referrals from them� First a thank you letter, then a 7 day follow up call followed by a call at least every 9 days. This will ensure a steady stream of referrals� All you have to do is ask.

Remember� Do what you most fear to do, and you will have the results you most want to have�

The Steps to Successful Sales By Action International Business Coach Michael Bedard

Avoid the sales peaks and troughs experienced by the average salesperson by building an individual selling system that will guarantee you results�

Goals
Without clearly defined goals, measured over a specific time frame, you will achieve very little. When setting your goals consider your income, lifestyle and requirements.

First aim to improve your last years� income by a specific amount, or, if you are new to sales, aim to achieve as close to the top sales person in your team as you can.

Prospecting
The level of success achieved by salespeople will always be determined by the number of customers self generated, that is other than floor traffic or telephone enquiries generated by your advertising.

Put a system in place to regularly find new customers from referrals, past customers etc. Build up your database of loyal customers that you can sell time after time.

How to Use Scripts to Ensure Consistency in Customer Service By Action International Business Coach Michael Bedard

Is your first reaction like that of my clients - scripting doesn�t work, scripting is too artificial, scripting doesn�t take into account different personalities? I�ve heard just about every excuse as to why scripts won�t work; but, as I wean my clients onto the idea and they see their bottom line increasing, converts are made. Here�s how to get started.

The four main areas to consider when writing a script are:
a) Target Market � be very clear who you�re trying to reach.
b) Process � some of the more expensive products and services may require several steps before a sale is made.
c) Urgency � you must give people a reason to act now.
d) �You� Focus � your script needs to be focused towards the customer.

Within the script itself you then need to look at:
a) Greeting � Get this right as it will set the tone for what follows.
b) Outline the reason for your call/visit and get permission to continue � e.g. �Would it be OK if I outlined the reason for my call today?� This step applies when you�re the one making the first contact.

Want to Know How to Sell All You Have to Do is Ask Part 2

Questions can guide consumer interest, discover a need and give accurate information. There are two commonly known types of questioning � open ended and closed questions.

Building Rapport and Qualifying
Open-ended questions are an excellent way to ensure customer involvement in the conversation and are a key to identifying not only what they need but a lot about themselves. You can use open-ended questions to build rapport, to find a need, to discover a customer problem and find the right solution. In journalism there are six key questions used in the interviewing process which is as equally useful in sales � who, what, where, when, why and how.

Here are a few examples of open-ended questions which are very useful:
Who are you buying the product/service for?
How often would you use the product/service?
What features were you looking for in this product/service?

This type of questioning yields a lot of great information from your customer and helps you determine which product/service is uniquely suited to them.

Closed questions tend to get one word answers �yes� or �no.� They can be used to gather information quickly � not unlike a check-list. Using closed questions can also confirm a buying detail and help confirm the sale.

By using questions you are encouraging the customer to communicate, building rapport, establishing their needs, directing the conversation, diffusing tension and inviting discussion.

Learning the art of questioning and listening is the key to increasing your conversion rate and well on the way to creating a continuing customer relationship.

Want to Know How to Sell All You Have to Do is Ask When it comes to sales your customers quite literally have all the answers

Have you ever answered a question with a question? Would that be making a difference to your conversion rate? The answer to the latter is most definitely yes! Asking questions not only increases your conversion rate, but builds rapport with your customer and ensures that the sale becomes their idea and not yours.

Asking questions also means active listening. You can ask questions about your customers work, business, kids or hobbies but make sure that you are listening with sincere interest. It may even be helpful to note down some of the answers � such as the names of their kids, interests etc. for future communication. By asking questions and listening, you are building rapport and attaching importance to their conversation.

Also, by asking questions you are remaining in control of the conversation. Once you find yourself doing all the talking you are no longer in control. Just remember that the person asking questions sets the direction for the conversation. If the customer is dominating the conversation by asking you questions make sure you answer the question with a question. However, try to vary the questions that you ask. You may remember from looking after your own children or babysitting that being asked �but why?� over and over again tends to get a little monotonous.

Leadership Who is Driving Your Business Part 2

So it is in business. To succeed, the business owner must paint the picture and be willing to share that vision with the team. It is from this beginning that so many success stories have evolved. It is in the absence of this beginning that so many businesses have failed.

Who is driving your business? It is in this area of business development that the small to medium size business owner will be challenged when the future direction becomes unclear because of rapid and continual changes occurring within the market place and the speed of the change generated by the technological age that we live in. Excellence in the level of service demanded by the customer today increases as you meet the level of his expectations of yesterday. The need to continue to deliver to the market place, a product or service that is better today then it was yesterday, will challenge the visions that the leader will create and the team will receive. Low team moral, absenteeism and resignations are some signs that leadership has become engulfed and is in need of repair.

Increasingly, business coaches are encountering business owners who seek the help necessary to refocus and to reignite the vision for success. With the guidance provided by the experienced coaches at Action International located throughout the world, many business owners are able to regain that leadership so vital for their success.

Leadership Who is Driving Your Business By Action International Business Coach Michael Bedard

When business performance needs to be improved, it may well be wise to start the improvement process by first exploring the source of the leadership in that business. From my coaching experience I have found in many instances, that where a business is not performing, the leadership direction is unclear and is not understood by the team.

Leadership is about painting a current picture of the future in the form of a vision. The common thing in all of the great leadership stories of the world is the ability to create that vision and then be able to share that vision with the people. Leadership is a powerful creative tool and when embraced by business owners, has immense impact on the success that can be obtained in that business.

Managers in corporations have been guided by this concept for some time and for �tomorrow�s leaders� the following has been written.

�Every executive, every manager, to fulfill the role, must have a vision � a vision of where the organization will be and what it will look like in the future.

They must create that vision and then share it with those reporting to them, if they are to gain a high level of employee involvement and commitment and attain a high level of productivity.�
�Anon�

Host Beneficiaries Who Wants to be a Millionaire Part 2

To make this strategy extremely effective, you must be able to sell the benefits of it to the host ben business and prove what a cheap and effective method this can be for both of your businesses. Furthermore, you can assist by drafting the letter that can be used in the mail out which would be produced with the host ben�s letterhead. Action International coaches assist their clients in the preparation of both letters, one to the host ben and the other one to be used in the send out to their customers. The results can be staggering.
What is more fascinating is that you can reverse the favor and have what is called a reverse host ben whereby you make the offer of the other business� products or services to your customers. This is great where the other business still needs some convincing.
The most important thing to remember is that you must target the host bens whose target market (i.e. customer profile) matches yours; otherwise, you are unlikely to get repeat business from those taking up the offer. Remember, selling to people once is a promotion, selling to them repeatedly means that they are your customers.
Most of all, have FUN with it and it will reap you the rewards you deserve because you tried something new.

Host Beneficiaries Who Wants to be a Millionaire

Ever wondered how to wow your customers or the customers of a friend in business or a business acquaintance? One of the most under utilized, yet, extremely effective methods is the �Host Beneficiary� or host ben for short.

The first thing our coaching clients tell us when we mention host bens is �host what?� Not surprisingly, I get very exited in introducing this strategy as it definitely teaches my coaching client something new and exiting that promises some special results.
The way it works is quite clever. The main purpose of the strategy is to introduce your business to the database of another business. Now, for all you hoarders of databases, don�t despair, nobody gets to use your database in a malicious way, and in fact, it doesn�t even have to be used directly by the business suggesting the host ben. The entire control can and in most cases does, unless time is an issue, remain with the owner of the database.
The specifics of the effective functioning of the strategy is to first of all offer something of value to the business through which you want to run this promotion. In fact, the way it really looks is that in the eyes of the host ben�s customer, it�s the host ben that looks like the very appreciative business which is either offering something for free or seriously discounted to its customers. And wait for it, it doesn�t cost the host ben a cent. Why would that be a good idea from our point of view? Simply, you get to be exposed to the database of another business and can significantly improve the size of yours if people respond to this offer.

Welcome to Your Home Based Business Part 2

Business owners often can work with their partner to create a great team synergy in the home environment. After years spent working in separate careers many home based
professionals can involve their partner in the business. Partners can be involved in a business development and support role and teenage children who have excellent computer skills can earn some extra pocket money.

Not surprisingly the rapidly expanding portfolio of business technology makes the home based option a very attractive one. Utilizing e-mail and the Internet as well as teleconferencing can make for a very professional approach to business from their own home office.

However, the home office environment is not immune to the challenges faced in the conventional work environment and a day in the life of a home-based professional is anything but average. There is no such thing as a typical day. By necessity, business owners should reserve time in each day for different kinds of chores e.g. starting Mondays with a meeting and ending Fridays with writing reports,

There should also be time reserved for training and attendance at workshops. Home-based professionals must be proactive and consistent in furthering their own personal and professional development. Networking opportunities are also important in keeping up with latest changes in the industry and provide a catalyst for new ideas and strategies.

Welcome to Your Home Based Business By Action International Business Coach Michael Bedard

Gone are the days when home-based business was limited to Tupperware parties and the sole operating seamstress. With the advent of new technology, the thirst for a lifestyle greater than 9-5 and the changing dynamics of the modern day family more and more people are turning towards professional home based businesses.
There are 5 key motivations fuelling the growing popularity of professional home based business: time, lifestyle, profit, team and technology.

Obviously time is a key factor when working from home. Home-based professionals are not disadvantaged by the down time normally spent travelling to and from work and they enjoy flexible hours. Clients also benefit from flexible working hours and can schedule appointments to occur before or after work.

The lifestyle of a professional working from home allows for increased interaction with family members, a tailored work environment and the freedom to set the self paced completion of tasks. A win-win relationship also exists between home based business and their client base due to increased profit potential - due to low overheads. What you save on renting an expensive office suite can be passed on to your clients � creating a win-win solution for both parties.

Ensure Good Returns on Your Investment Follow the Saying If it Does not Add Up Do not Do It Part 2

If you want to buy a business the figures also must add up � or have the potential to do so. Make a list of the criteria the business must fill and make sure this list is filled before you commit yourself. Many people buy into something believing it would fulfill their needs, to discover the figures were inaccurate or did not add up. If you are not sure, get help. Two heads are better than one, and prevention is better than cure.

A great idea when looking at a business is to check the industry average and see how your business compares. Given that four out of five businesses go broke in the first five years, you may want to be better than average.

Finally the bottom line where your figures must add up is in net profit margin. To get this figure a business must add all expenses, including an appropriate wage for all the hours put in the business, plus interest on the capital you put into the business. This will give your real margins.

�If it doesn�t add up, don�t do it� must be applied regularly. Don�t wait until the end of the financial year to find if you have made a profit. Business is work, but it should also be fun.

Ensure Good Returns on Your Investment Follow the Saying If it Does not Add Up Do not Do It

Business is all about making a profit, so if your business strategies aren�t adding up to business profits, don�t do it, or do it differently.

To be a business � that is, �a commercial, profitable enterprise that works without you� --your business must give a good return on investment plus a full wage for every hour you spend working in your business. You can then pay someone to do your job and the business profits are not affected.

The quote �if it doesn�t add up, don�t do it� can be applied in all areas of your business. Advertising is a prime example. If an ad is run and does not get an immediate response, there is no point in keeping that ad running. It is wasting precious time and money. Change the ad or where it is running.

Increasing your team must also add up in dollars. Perhaps a business should consider setting training and operating systems in place so juniors can be hired to follow the systems, rather than hiring seniors who have the head knowledge of how it should be done. Alternately perhaps the business should look at new machinery or technology instead of more team members.

Goal Setting is SMART Business Part 2

There are many reasons why we don�t achieve our goals. Sometimes the goals we set are unrealistic. New Year�s resolutions are typical examples. Suddenly, we expect to change the way we eat, or the way we exercise just because the calendar changes. It�s like expecting a child that�s never ridden a bike to suddenly jump on and go, or to run a marathon without months of training. These goals are based on illusion with little regard to natural growth. You must be able to crawl before you walk.

So, how do we set and achieve goals? Stephen R. Covey says it best in his book �7 Habits of Highly Effective People�. �To begin with the end in mind means to start with a clear understanding of your destination. It means to know where you�re going so that you better understand where you are now and so that the steps you take are always in the right direction.�

An example of a S.M.A.R.T. goal might look something like the following:

WHAT
My goal is to maintain a healthy body.

WHY
So that:
I can be fit to do the things I enjoy.
I can be an example to my children in health management.
I can build my personal character strength.

HOW
Good Nutrition. I will increase my intake of fresh fruits and vegetables and decrease my intake of sugar, fats, salt and red meat.
Physical. I will exercise aerobically 3 times a week for 30-minute periods.
Focus. I will be aware of my body and look out for any health problems.

Focusing on the smaller, short-term goals and achieving success will give you the confidence to set other goals. So, remember, set your goals based on the S.M.A.R.T. principle to have the best chance of achieving your goals.

Goal Setting is SMART Business By Action International Business Coach insert name

Goal setting is as important in personal life as it is in business. The most common denominator in all the self-help literature and books is the importance of goal setting. We�re told to set long-term goals, short-term goals, lifetime goals and personal goals.

The benefits of Specific, Measurable, Achievable, Results orientated, Time-framed (S.M.A.R.T) goals have been written about in self-help books for years. So, it follows that goal setting is obviously a powerful process.

It is about �eating the elephant, one bite at a time� and of turning vision into achievable, actionable things. It�s the common denominator of successful individuals and businesses.

Despite their obvious value, our experience with goals have shown that some are good at setting goals and sticking to them, achieving great results and others can�t keep a New Year�s resolution to stop smoking for two days in a row.

Failure to set goals can be seen as a fear of failure. That is, the blow to our integrity when we don�t reach our goals. When we make and keep commitments, such as setting and achieving goals, it reflects the amount of trust we have in ourselves. We increase our confidence in ourselves to make and keep commitments to others and ourselves. However, when we don�t achieve our goals we lose confidence in our ability to make and keep commitments and to trust ourselves.

Friend or Foe the Importance of Creating Great First Impressions Part 2

Other factors, which will influence the �Gatekeepers� decision whether you are friend or foe, are, your appearance, clothes, smell, enthusiasm and posture. Once you�re past this initial first impression you can get on with developing a relationship with your prospect.

Professor Albert Mehrabian of UCLA broke communication down into three �V�s� as follows:

� Verbal: The message itself; i.e. the words you use.
� Vocal: The sound of your voice, intonation, projection, pitch and speed of your voice.
� Visual: The posture and gestures, facial expression and eye movement that people see.

The Thomas Gordon Institute added another dimension to this research and came up with:

� Words: Verbal
� Voice: Vocal
� Face: Visual
� Body: Visual

Both institutions measured the effectiveness of each component of communication and it�s contribution to believability. Here are the results of their respective research:

UCLA Thomas Gordon
Verbal 7% Words 7%
Vocal 38% Voice 23%
Visual 55% Face 35%
Body 35%
TOTAL: 100% 100%

So, the first step in delivering Great Customer Service to Create Great Sales is:
Approach and greet your suspect/prospect with open, friendly body language coupled with soothing, gentle voice modulation. Our total focus in this step is to get past the �Gatekeeper� so that we develop and build rapport and open the prospect�s message receptors. The words themselves are not that important, a simple �Hi, how are you today,� is a good ice breaker.

Friend or Foe the Importance of Creating Great First Impressions By Action International Business Coach Michael Bedard

We often refer to the brain as having two hemispheres: the left, largely responsible for logic, and the right, predominately responsible for creativity. This description fits what we know to be the cortex or new brain; however, there is a third dimension, the hypo-thalamus or pre-historic brain, which is in fact the brain stem and is solely responsible for instincts.

Bruno Catellani of the Institute of Communication, Management and Sales in Switzerland refers to the pre-historic brain as the �Guard� or �Gatekeeper.� The �Gatekeeper�s� sole function is to decide whether you are a friend or a foe; it is incapable of thought or rationalization and reacts purely on instinct by how it perceives your approach.

If your initial approach stresses the �Gatekeeper,� it will switch on the fight/flight response and part of this process includes shutting down all other message receptors which means any opportunity you had to communicate has just been totally closed off.

It�s absolutely true that you never get a second chance to make a first impression. Building the language of trust is the first step to successful customer service, which translates into building sales.

So, if the �Gatekeeper� doesn�t think, does the initial �Language of Trust� have to be verbal? No, the first impression you deliver is based on instinct alone. The signals that you need to give out in the first 10 to 20 seconds are instinctive, i.e. your body language
translated by your movements, gestures, facial expression and eye contact are open and relaxed. Your voice modulation and tone are calm, the speed of your speech is controlled and gentle and finally, you must not invade the customer�s space.

Coaching in Business Part 2

To further emphasize this point let�s look at the different levels of thinking in business. Firstly we have employees, thinking �how much do I get paid?� then the managers �how can I get more out of my staff?� The next level is being �self� employed and their thinking is� you guessed it �only I can do the job properly!� The next level is a business owner who thinks �how can I get more money from this business?� taking them from working �in� their businesses to working �on� their business. This �leap� does involve a change in thinking and in this process of change, having a coach or mentor is a valuable ingredient. The final level is the illusive entrepreneur �how can I make more
money with the money I have?� These are of course general concepts, but it shows that in business and in life you can achieve much more, being open to learning, change and the assistance of others. The most successful of people are the ones who realize this and seek all three in earnest.

What separates elite athletes from average athletes with great potential? Only their thought processes, techniques, motivation and of course a fantastic coach. Sure to be a top athlete you would already have these, but it�s getting there, maintaining it and constantly seeking to improve for that edge over the competition, that makes a winner.

Jim Rohn�s quote, �Never wish the job were easier, wish you were better!� says it all.
Business is simple, people are complicated and changing your business can be the easy part, changing yourself and your team can be the greatest hurdle. Having a business coach helps you maintain your motivation, refine your skills, gain constructive feedback and attain constant improvement in your business.

DO YOU FEEL LIKE A SQUARE PEG IN A ROUND HOLE Part 2

By recognizing your peers and behavioral styles and adapting to them, you�ll increase your understanding, appreciation, and communication with them leading to relationships that are more productive.

VAK
At Action, we use the �Language System Diagnostic Instrument� (LSDI) to analyze a person�s communication and behavior patterns and for determining how to interact with that person in the process of change. The result of the questionnaire is a clear understanding of where you fit and how we make distinctions concerning our environment. Both internal and external are represented in terms of three sensory systems: visual, auditory, and kinesthetic. People who rely on their visual systems appear to run movies in their heads when remembering or storing information. If people are primarily auditory, i.e. taking information through sounds, remembering may be like replaying a tape recorder, with original tones and dialogue. People who are primarily kinesthetic respond to internal bodily feeling or tactile sense. They remember bodily sensations in recalling experiences.

This knowledge provides an amazing insight into the people we work with or for; however, we must be cautious not to �box� people or become complacent about ourselves because we are not naturally suited to a particular task.

DO YOU FEEL LIKE A SQUARE PEG IN A ROUND HOLE By Action International Business Coach Michael Bedard

Knowing how and where people work best can be a powerful and lucrative tool for business owners with a team of people. Personality profiling is not a new tool by any means, but still one of the best ways to ensure you are able to achieve a close-to-perfect match when selecting new employees and repositioning existing personnel.

At Action International, we use DiSC and VAK to help make decisions about team members and where best to place them. It also helps the team gain a better understanding on how to communicate with each other. Knowing someone�s personal profile allows for a much better understanding of how the person learns and operates.

DiSC
DiSC uses the Style Analysis Instrument and was initially designed to assist people achieve a higher degree of success in life and work. Successful people know their strengths and limitations and by realizing their weaknesses, are able to overcome their shortcomings and take full advantage of their strengths. DiSC uncovers insights about four dimensions of normal behavior. A brief description of the four behaviors is listed below:

�D� Style �I� Style �S� Style �C� Style
Adventuresome Charming Amiable Accurate
Competitive Confident Friendly Analytical
Daring Convincing Good Listener Conscientious
Decisive Enthusiastic Patient Diplomatic
Direct Inspiring Self-starter Trusting
Innovative Optimistic Relaxed Fact-Finder
Persistent Persuasive Sincere High Standards
Problem Solver Popular Stable Mature
Results-Orientated Sociable Steady Patient
Team Player Precise
Understanding

Coaching in Business By Action International Business Coach Michael Bedard

Coaching in business!? Now we�ve all heard of a coach, in terms of a football team, an athlete or even a swimmer, but for a business owner, that�s a new one! But as business moves into the new millennium, and with the rapid expansion of the communication and IT industry, it is becoming evident that the world doesn�t seem as big.

Markets are becoming global and competition is increasing as consumers have greater choice. More and more business owners are looking for that edge or the fine tuning that can make the difference in their businesses. They are looking outside their normal resources for the information and guidance they realize is needed, for them to develop and educate themselves and grow their own businesses. In business you�re either growing or you�re dying and a business will only grow to the level of it�s owner�s knowledge or beliefs. So the business owners who succeed, are those who look to increase their own knowledge and prepare to accept changes in the way they think.

Coaching in Business

Coaching in business!? Now we've all heard of a coach, in terms of a football team, an athlete or even a swimmer, but for a business owner, that's a new one! But as business moves into the new millennium, and with the rapid expansion of the communication and IT industry, it is becoming evident that the world doesn't seem as big.

Markets are becoming global and competition is increasing as consumers have greater choice. More and more business owners are looking for that edge or the fine tuning that can make the difference in their businesses. They are looking outside their normal resources for the information and guidance they realize is needed, for them to develop and educate themselves and grow their own businesses. In business you're either growing or you're dying and a business will only grow to the level of it's owner's knowledge or beliefs. So the business owners who succeed, are those who look to increase their own knowledge and prepare to accept changes in the way they think.

Be Do Have a Formula For Success Part 2

Business is no different.

In order to HAVE amazing customers, and amazing businesses need amazing customers, you must develop your business into one that will attract amazing customers. What is an amazing customer? It is specific to your business. Only you can define for yourself the characteristics of your amazing customer. Perhaps it includes a customer who always pays cash. Maybe one who sends you lots of referrals. You must identify who your amazing customers are and what these customers want. You must know how these customers shop. You must BE the place where these customers want to shop.

And the same is true of an amazing business. It is one where your amazing customers shop. It consistently delivers more than your customer expects. The amazing business attracts these amazing customers.

Once you are the business, then you must DO the things that make these customers know what the perfect business will do for them. Imagine, if you will, an owner of a Jaguar leaving his automobile at the local garage that looks as though it has never seen anything better than a �64 VW Microbus. Not likely. If you want the customer to come you must BE the business to which he will come.

If you are the person or business that attracts the people in your ideal target market then they will come. Just remember you must Be as well as Do in order to Have.

Five Ways to Business Success through Action By Action International Business Coach Michael Bedard

At Action International our goal is to help business owners achieve true business success through analysis and systems implementation. What that means is that we help the self-employed build a profitable commercial enterprise that works without them. After all, systems should run a business, not the owner.

The first thing we do is to access the business by working with the business owners to determine where they are, where they would like to be, and then helping them implement systems and strategies based on what we find that would be the most appropriate for that particular business�s needs (increase profitability, systems, employee training, controls, etc.).

We will be assessing the business in the five key profit generating areas: Lead Generation, Conversion Rate, Average Dollar Sale, Average Number of Transactions, and Profit Margins. Those areas are highlighted in the following equation:

Lead Generation x Conversion Rate = # Customers
# Customers x Avg. Dollar Sale x Avg. # Transactions = Revenues
Revenues x Profit Margins = $ Profits

So basically, we are looking at the equation for profitability for any business, in any market, in any industry sector. Throughout all of these sectors of business, the equation for profitability stays the same.


We have developed 367 different systems and strategies under these five variables. For example, Lead Generation has 73 systems that can be implemented to help business owners increase their lead flow. In addition, we have 86 systems that may be used to increase your Conversion Rate, and so on down the line.

Be Do Have a Formula For Success By Action International Business Coach Michael Bedard

To be meaningful, any change in life or in business has to be dramatic. Minor change is easy to accomplish but results in only minor differences. To increase the sales in your business by say 150% in three months will take massive changes in both your thinking and the way you do things.

In order to HAVE anything in life we all recognize that we have to DO something to achieve it. If you want wealth you must invest. If you want love you must first give it. If you want respect you must earn it. No matter what you want, you need to DO in order to HAVE.

But DOing is not the only thing you need to change in order to HAVE. You must BEcome the person who would have the things or persona that you desire. You must develop the identity, beliefs and values that the person who has those things has. We�ve all heard of the Lotto winner who, within three years, lost the several million he won. He didn�t become the �millionaire�.

Let�s talk a bit about BEcoming. Everyone has an identity that they developed, usually at a very young age. That identity has values and beliefs that can limit you. Perhaps you believe that customers are always looking for a discount. You will attract that sort of customer to your business because of your belief. Maybe you believe that business owners are greedy. What do you suppose you will be when you own your own business?

In order to HAVE something like a million dollars, you have to develop the beliefs and values of a millionaire, and believe me they have an identity that needs to be copied. In fact it is said that you will earn + or � 10% of the earnings of the three people you associate with the most. Why? Because you develop the values and beliefs of these people.

The Power of Priorities Brought to you by Action International Business Coach Michael Bedard

There are two things that business people find very challenging: thinking ahead and doing things in order of importance
Doing these two things makes the difference between success in business and just surviving. And the same is true for all areas of our lives.

Leadership trainer and author John Maxwell says, �thinking ahead and prioritizing responsibilities marks the major differences between a leader and a follower.�

Most people have heard of the Pareto Principle, more commonly known as the 80/20 Principle. Roughly stated this says that in most businesses 80% of your business comes from 20 % of your customers.

Other examples of the Pareto Principle are:
Reading 20 percent of the book contains 80 percent of the content.
Job 20 percent of our work gives us 80 percent of our satisfaction.
Products 20 percent of the products bring in 80 percent of the profits.
Picnic 20 percent of the people will eat 80 percent of the food!

So� when it comes to your priorities, 20 percent of your priorities will give you 80 percent of your production IF you spend your time, energy, money and personnel on the top 20 percent of your priorities.

When you do this you are getting a 400% or fourfold return in productivity. Think what this would mean in your business!

How to Make your Small Business Big Profits

Numerous studies have been done around the world showing that more than 80% of all small businesses fail within the first five years of operation. That means only 20% of small businesses have what it takes to succeed.

So why do some succeed and not others? There are many reasons. The way the business owner thinks is a major part.

The reason being, when the business is struggling to make a decent profit, an open minded business owner will seek out help. This one factor -- the ability to be open to advice from people who can help you -- is crucial for ongoing success in the business.

Business owners turn to their accountant for financial help, their lawyer for legal help, and are unsure of who to turn to for help in marketing and systemizing their business.

Too often people in business start up and do what everyone else is doing, they just say, this is what we do and list the facts. Then they compete on price because this is the only thing they know how to do. Learning professional marketing allows you to distinguish yourself from competition so you aren�t competing on price. Then you�ll start to make more profit, employ more people and grow the business.

People Plus Systems Equals Great Sales Part 2

A sales script is a documented, methodical, learnable, effective system of selling your goods and services. It is a written process on paper designed to give the salesperson control of the call (while the customer �feels� in control) and create a desired result � the sale! It is written by your number one salesperson, in answer to the question � Exactly what do you say to a prospect to get them to buy your product? You may even choose to reward your top salesperson for doing this by offering them a great incentive such as a percentage of extra sales.

Let us briefly outline key parts of the Action sales script. Obviously, there are differences between sales scripts used on incoming and outgoing calls; however, I will just detail some of the universally used key Action selling lines taken directly from our sales scripts!

The opening: �Could I just outline the reason for my call?�
Permission: �Would if be okay if we go through the call that way?�
Rapport Building: �What�s your biggest challenge right now in that area?�
Below Waterline: �What's most important to you in��
Paraphrase: �Based on what you just told me, it sounds like��
Temperature Check: �How does that fit with what you had in mind?�
Secure the Sale: �Would it be okay if I give you the steps in getting that process under way?�
Conclude the Encounter: �Congratulations and bye for now.�

A script can be read, learned and must be practiced, used, measured and improved (if needed) to increase conversion rate of prospects to customers of all the team. Imagine taking the guess-work out of selling once and for all by using a system which makes your sales results less people dependant and more system dependant!

How to Sell Price Focused Shoppers Part 2

From these questions the customer gets the idea that the sales person is genuinely interested in their needs and the salesperson is able to offer options in the most suitable kettles for their needs. The price is therefore negated. It is just a matter of now asking the customer to buy.

A good salesperson would then ask, �well based on what we have just spoken about there are two options to choose from, model x and model y, which one suits you best? Great, I can either put that away for now or I can process it on credit card for you and have it delivered to you tomorrow � which do you prefer?�

If the option is credit card ask �which credit card is it easiest to process that on?� and make sure the prospect is aware there will be a delivery charge of x amount. If the option they choose is to have it put away, this gives the sales person the opportunity to get the customers name and contact details. If the customer chooses this option make sure the sales person gets a time frame for them to pick the item up. Be definite with the infinite. If the customer is in your business the sales person then simply takes them to the point of sale terminal and transacts the sale.

This example was based on a kettle, a relatively small dollar item. How does this apply to your business? This process works equally well on cars, houses, furniture, service based businesses and any other product I can think of, including funeral homes. You just need to work out what your customers are actually looking for when they ask for the price, and what�s most important to them in their buying decision!

The Business Building Process- Part 5

Leverage is all about systemization and delegation.I cannot over emphasize the importance of leverage in your business and I guarantee you that the time you spend on this step in your business development will pay you back in time saved and increase productivity ten times over.
Remember:
1. Systems (work mapping (flowcharting) and policy and procedure manuals) run your business.
2. People you hire and train run your system.
3. You are the leader of your people.

Below is a chart detailing the five basic steps to systemizing your business.


Five Basic Steps to Systemizing Any Business

Step Description
1. Organizational Chart - Document your company structure by creating an organizational chart. Then identify the critical areas or functions for your business to be a success.
2. Flowchart your work processes. -For each critical area or function flowchart your work process fo reach task. Chart the path that work takes through each area.
3. Documentation -Involve your employees and document how the work gets done. Have he team member who is currently doing the job write down every step in performing a task. Then have a new person do the task with the draft written steps. If the team member currently doing the task has to step in and explain anything to the new person than add steps or clarify. Once completed start again until any person can do the task without intervention.
4. Measure using KIP's -The KPI's are typically those top measures that show system performance. Get these measures from the person doing the job. For example, in sales you can use the number of leads generated, conversion rates, or average dollar sale.

How to Sell Price Focused Shoppers By Action International Business Coach Michael Bedard

The most common complaint we get today as business coaches to small to medium sized business owners is that, �we can�t compete with the big guys on price.�

The perception in the market place is that people are shopping on price alone. The only reason your customer asks the price up front is because that is what we as business owners have trained them to do.

How many times have you rung or gone into a business not really knowing what model, style, color or features you were looking for and purely asked for the price? At this point did the sales person come back with �that is $29.95� or did they ask you some questions about what you were looking to use the product/service for? In this instance let�s say it is a kettle.

Now in most people�s eyes a kettle is a kettle; but, they have many different features and offer many different benefits. So what if the sales person simply said to you when you inquired about price, �just so I can help you best is it okay if I ask you a couple of questions about the kettle you are looking for?� Would you have answered yes? My bet is that the answer would have most definitely been yes!

The sales person could then ask questions like; are you looking to replace an existing kettle or is it a gift for someone? Do you regularly use your kettle or is it rarely used? Would you like a kettle with a quick boiling time? Have you seen the cordless options that are available? Are you looking for something to match your kitchen? So what color are you looking for? Is it important that it has an automatic cut off when the kettle is boiled? Are you after a stove-top option, or an electric kettle? Kettles come in different cup capacity; do you require 10 cup capacity or is 5 a better size for you?

Think Link

How to Stop Order Taking & Satisfy Customers by Selling What They Need Brought to you by Action International Business Coach Michael Bedard



Most sales trainers agree there are a certain number of steps that need to be taken towards making a sale; typically the steps are something like this:

1. Greet the customer, (or acknowledge, qualify & open the sale, etc.)
2. Probe to discover needs & wants, (or ask questions, sales interview, etc.)
3. Recommend product, (or demonstrate, make alternative suggestion, etc.)
4. Trial close, (or first attempt to open relationship, etc.)
5. Handle objection, (or overcome objection, re-state needs & wants, etc.)
6. Ask for the order, (or close sale, open the relationship, etc.)
7. Farewell and follow through.

In these seven steps a variety of nuances are included which allow for deviation so that the sale can be achieved/won at any point. Too frequently the sales person and prospect who are, �Fencing� for the advantage, see the sale process as adversarial. Often an inexperienced sales person is so relieved at getting to �Yes� that the thought of making sure that the customer has everything they need to gain full pleasure, enjoyment, benefit and satisfaction from the purchase by asking them to spend more is simply not an option. What a dreadful shame to all concerned!

How many times have you been left with a purchase that was exactly what you �thought� you wanted but left you feeling less than satisfied with your new acquisition. Let�s play with some examples:

� A camera with a standard lens but no telephoto lens to capture wildlife in Africa
� A tennis racquet with no case to carry it in
� A tin of paint with no brush to apply it with
� A new outfit without matching accessories
� A new car with no paint/rust protection
� A holiday with no insurance
� A McDonalds burger with no fries!

How to Make your Small Business Big Profits Part 2

Developing excellent communication skills with all the staff is crucial in growing a business due to the fact that one of the most important aspects of business is the people. Knowing more about people helps you to deal with customers and the your team better.

The other area that is vital for success in growing a small business is the use of systems. Many businesses have no systems of duplication.

An example is McDonalds. Ask yourself, do you feel that you can make a better burger than McDonalds? I am sure you can. But can you build a better business system than McDonalds? The answer I am sure is no. The reason why McDonalds is so successful is not because they are continually trying to improve their product, it�s because they are continually building on the systems running their business.

Too many business owners work on the principle that it is more important to get the perfect products or the best shop or the best equipment, when what is most important is developing their systems.

Marketing systems, people systems and leverage systems are very important as they let your business grow without you doing all the work. That�s why we teach business owners sales, marketing, team building, and team recruitment systems.

My Business Coaching program teaches business owners to become highly skilled in these areas. That is why it is not unusual that a few simple changes can double their revenues over a period as short as two months

People Plus Systems Equals Great Sales By Action International Business Coach Michael Bedard

When you ask many of the greatest salespeople in history what their secret is many would answer � personality. But when asked how to quantify and teach personality to others, these super salespeople are often stumped. Teaching great sales involves a major re-education and a focus on systems that make sales simple.

Sales scripts not only increase the sales of top performers but also produce amazing results for the entire team. One rule of thumb, which can be used in selling and in life, is that what you can measure you can manage and grow! The ultimate test of a superior salesperson is how consistent their results are and how consistent the results are for the entire team. Using a sales script achieves this consistency and makes the training of new team members simple and effective.

By introducing a sales system like a script, you can then measure conversion on a daily basis and your sales will automatically increase � guaranteed. So, exactly what does a sales script look like, how do you write one and how is it used? Let�s look at this now.

The Power of Priorities Part 2

Every businessperson needs to understand the Pareto Principle as it applies to the areas of customers, team and leadership.

In the area of customers, it is vital to identify the 20 percent who account for 80 percent of your business. These are your �raving fans� and strategies must be put in place to care for them appropriately.

For your team, you must identify the top 20 percent producers. Spend 80 percent of your people time with these people to develop them to their full potential.

In leadership, take an honest look at the question �What do I have to do that no one else can do?� Remember a leader can give up everything except final responsibility. You can decide whether you will be reactive or proactive when it comes to the use of your time. The question is not, �Will I be busy?� but �How will I invest my time?� It�s not �Will my calendar be full?,� but �Who will fill my calendar?,� It�s not �Will I see people?,� but �Who will I see?�

Do this and watch your productivity and personal satisfaction rise to new heights!

The Business Building Process- Part 5

Leverage is all about systemization and delegation.I cannot over emphasize the importance of leverage in your business and I guarantee you that the time you spend on this step in your business development will pay you back in time saved and increase productivity ten times over.
Remember:
1. Systems (work mapping (flowcharting) and policy and procedure manuals) run your business.
2. People you hire and train run your system.
3. You are the leader of your people.

Below is a chart detailing the five basic steps to systemizing your business.


Five Basic Steps to Systemizing Any Business

Step Description
1. Organizational Chart - Document your company structure by creating an organizational chart. Then identify the critical areas or functions for your business to be a success.
2. Flowchart your work processes. -For each critical area or function flowchart your work process fo reach task. Chart the path that work takes through each area.
3. Documentation -Involve your employees and document how the work gets done. Have he team member who is currently doing the job write down every step in performing a task. Then have a new person do the task with the draft written steps. If the team member currently doing the task has to step in and explain anything to the new person than add steps or clarify. Once completed start again until any person can do the task without intervention.
4. Measure using KIP’s -The KPI’s are typically those top measures that show system performance. Get these measures from the person doing the job. For example, in sales you can use the number of leads generated, conversion rates, or average dollar sale.

The Business Building Process- Part 4

3. LEVERAGE

Leverage is the process of doing ever more with ever less and is the absolute key to growth. There are only 4 ways to leverage your business;
1. People.
2. Systems and technology.
3. Finance.
4. Marketing.

My coaching process will show you how to use these categories to achieve leverage in the proper order. For example investing in people before adequate marketing, systems and technology, and finance are in place could crash the business.

You need to create your own "franchise prototype". This is where you systemize your business so that every team member does the exact same work the same way every time. This does not mean we stifle creativity and innovation but rather systemize the routine so you and your team have more time and energy directed toward creating and improving the way you service your customers

If you really want to create a business rather than ju