Wednesday, 7 July 2010

top 10 predictions for the sales industry in 2010:

1. Expert Status & Positioning Is Vital

There is going to be a trend where your suppliers will want 1253705778phpAfuqJ9sda to hunt out and deal with experts to help them. So even if you are selling green socks, what are you doing in terms of building up your reputation within the green sock industry? Are you contributing to blogs and forums? Have you written some articles in the green sock trade journal? Have you spoken on tv about issues facing green socks?

You can use all of this to help position yourself as the “go to” person.

Imagine that a company was meeting with two green sock sellers? You turn up with a bio to die for, you are known as THE expert in green socks. And then Billy Average turns up.

Suppliers want to deal with experts and “industry celebrities” in 2010 so position yourself as one.


2. The Death Of Cold Calling

Anyone who had to make cold calls in 2009 knows that it was a very tough year.

Will 2010 really be the death of cold calling? Well, probably not but it will be the death of cold calling as we know it.

Out goes the enthusiastic, smile and dial approach and in comes a more measured, down to earth and above all, straight talking approach.

Out goes the “Oh, he’ll know what I’m calling about” trick and in will come “this is a sales call Jo, can you spare 5 minutes so I can tell you how to reduce your paper bill by using our new software?”

Your prospects know a cold call when they hear one so just act naturaland be honest. It will surprise them and will help to build up the rapport with them because you are being different.

Direct and down to earth will work the best in 2010 - with no tricks!


3. There Will Be More Prospecting On The Web

2010 is the year to get into blogging, Facebook, LinkedIn, Digg, Twitter and the use of email to do your prospecting.

The connections and business that you can create on the web is mind blowing if you know what to do.

So improve your knowledge in these areas because over the years there will be a big shift towards more web marketing and sales.

4. You Need To Respect The Fence Sitter

The fence sitters hold the key to open the door and to let us out of this recession.

What’s a fence sitter?

Well, in 2009 there were 3 types of prospects. Those that did nothing and would not spend because of the recession, those that did want to spend to get them out of the recession. And then those in the middle who were waiting for someone in authority to say “Hey, we’re out of recession you can spend again”

These are the ones that put projects on hold and play a waiting game. But there are billions just waiting to be released. They have the keys to the gold.

So how are you marketing to these people? How are you educating them in the meantime? Will they choose you when they finally say “Full steam ahead”

You need to have a specific ongoing sales and marketing plan for the fence sitters.

5. Different Is Going To Be Better Than Best

In order to capture the attention of your marketplace you need to be different.

How can you do this?

Can you remodel your service in a different way?

Can you offer something truly unique?

Going back to being an expert and positioning yourself - this is an example of being different. Just because you’ve been on the radio about green socks does not mean that your products are any better than anyone else but because there are no other green sock gurus it will position them as so.

Just by being different can unlock the pathway to riches.

6. AIDA No Longer Works In 2010


You’ve heard of AIDA right?


Well, your prospects and clients have got so much on their plates that grabbing their attention nowadays is a lot harder than it once was!

You need to do more than just ask a question to grab their attention because there are another 64,000 things that are competing for their attention each and every day.

So in order to do this you actually need to reverse this statement to begin with so it becomes:


You need to take ACTION first. Do something different, this could be sending them something, a unique act, a video, sending them a report, saying this is a sales call when making a call, whatever it is. This creates the desire to find out more and then they’re interested. Only then do you have someones ATTENTION.

And then you can start with the AIDA model again.


7. New “Leaner” Sales Models Are Launched

If you haven’t taken a look at how you current sell in terms of your sales process, your interactions, the measurements etc and have modified your approach for the current climate then you are in big trouble for 2010.

2010 will be the year where a lot of companies will be launching a new, leaner and fitter sales process and approach to cope with the demands of the economy.

Are you?

8. Buyers Will Eat Your Lunch For You

Your buyers know that 2009 was a tough year for you.

They most likely know that 2010 will be the same. They are more educated than ever before and they’ll want to murder your margins.

Make sure that you spend a lot of time in honing and perfecting your art to deal with these new and upgraded buying machines.


9. Activity Based Targets Become More Important

Too many sales people are focused on the actual amount that they need to make that they forget or ignore what will help them to achieve it. And that’s all about ACTIVITY.

In 2010, sales commissions will be linked to a combination of both performance AND activity and not just the target alone which has been the bread and butter of sales commissions and bonuses in the past.

10. If It Moves Then You Need To Measure It!

Part of the problem why so many companies are struggling is because they do not understand what’s going on in their sales process.

More than ever before you need to invest in measuring what you do and how you do it.

If it moves, measure it.

Those are my predictions for 2010.

There is business out there, you’ve just got to make sure that it comes your way


Friday, 2 July 2010

The Top 10 Steps to a Successful Life


1. Make your intuition your ally.
How does your intuition speak to you? Do you receive information in words, feelings, a body sensation? Do you just know? Ask your intuition questions and pay attention to the answers and act on the information you receive.

2. What are you enthusiastic about?
The root of the word enthusiasm is entheos. It literally means "God Within." Just think, when you feel enthusiastic about your dreams it means that God is speaking through you and saying "yes" to your goals! The feeling of enthusiasm is one of the ways your intuition speaks to you. What makes you excited, happy, delighted? What do you look forward to each day? Do more of it!

3. Be clear about your goals.
We are often quite clear about what we don't want. Spend time thinking about what you do want. What does your ideal life look like? Draw pictures or cut out scenes from magazines that illustrate the life you want to create. Write in your journal, envision. Spend time each day imagining your ideal life. Envision the details of that life. Imagine you are living it now. What are you wearing? What are you feeling? Who are the people around you? The power is within your mind and heart to bring forth the new life you want.

4. Spend time in prayer and meditation.
Answers often come to life's questions through self-reflection. Prayer and meditation are two ways we have of slowing down enough to listen to the still, quiet voice of our Higher Self. Remember that the answers don't always pop into your mind fully formed as you meditate or pray. You may find them slowly evolving into your consciousness over several days or weeks as you ask for insight.


5. Create positive self talk.
Pay attention to what you tell yourself about yourself and your life. If the general tone is hopeful and positive you feel better and are more optimistic. William James said, "The greatest discovery of my generation is that human beings, by changing the inner attitudes of their minds, can change the outer aspects of their lives." It's easier to create a life you love when you give yourself affirmative message.


6. Practice an attitude of gratitude.
Research has shown that the happiest people are the ones who have gratitude for all that they have despite their circumstances. You don't have to postpone happiness until you have achieved all your goals. Joy is an inside job. In the Talmud it says, "In the world to come each of us will be called to account for all the good things God put on this earth which we refused to enjoy." Learn to appreciate the unfolding process of your life, not just the realization of your dreams.

7. Take action.
People often get stuck because they can't figure out how to get from Point A to Point Z. What is one thing you could do that would be a next step? Take a class, talk to a friend, read a book on a topic of interest, learn a new skill. Take action on what feels exciting to you.

8. Look for coincidences and synchronicities.
It has been said that coincidences are God's way of remaining anonymous. We often have serendipity occurring in our lives as a way to show us we are on the right path. As you trust your intuitive knowing you'll find these synchronicities occurring more often.

9. Know that there will be ebbs and flows.
We often reach success through a series of ups and downs. When you are in a "down" place and feeling stuck, know that it won't last forever. Find some ways to enjoy your life despite the lull and continue to focus on what you want.

10. Trust in divine order.
Maybe you're beginning to feel as Mother Theresa once did when she said, "I know God will not give me anything I can't handle. I just wish that He didn't trust me so much." The Universe has a perfect plan for your growth and unfolding as a human being. As you learn to be guided by your intuition you're beginning to act on this wisdom from the Universe.


Start fast – finish strong

There's nothing like quite like a good old fashioned
challenge to see what we are made of, to push the
boundaries and test the limits as it's only when we
overcome these types of trials and challenges that
we reap the sweetest rewards in life.

Tuesday, 6 April 2010

10 Tips to Improving Self-Esteem

The Fine Art of Gratitude


Think for just a moment of all the things that require practice: grammar, arithmetic, cooking, and even the guitar.

Practice is probably something you think you’re done with when you leave school or give up music lessons. But, have you ever thought of practicing the fine art of gratitude?

The simplicity of gratitude and the powerful effect it has on our lives is unequaled by any other practice of its kind.

There’s a special kind of magic in gratitude for it raises our consciousness, recharges our energy, enhances our self-worth, and strengthens our spirit. Gratitude most certainly counts.

It’s quite possible to attain great wealth, the best education, and an exceptional quality of life and still be unhappy. This occurs when people live with an absence of gratitude.

Success is a process that includes both peaks and valleys, but the one constant in a truly successful life is gratitude.

A successful life requires ongoing growth, and gratitude ensures growth. Gratitude heightens awareness and expands your interaction with the world.

Once gratitude becomes part of your nature you begin to see the connections between your success and creature comforts, and the talents and contributions of others.


Consider the following:

The farmer plants, waters, fertilizes and harvests the tomatoes you enjoy.

The truck driver delivers the food to the market that will soon feed your family.

The baker kneads and bakes the bread for the sandwich you’ll eat for lunch.

The engineer and architect design the bridge that allows you to get to work.

The furniture maker’s handiwork creates the furniture in your living room.

The plumber fixes your leak, clears your drain and plunges your toilet.

The teacher educates and inspires your children to be the best they can be.

The customer provides the support that enables everyone to receive wages.

The performer engages the imagination and entertains your senses.

The seamstress sews the beautiful clothes that make you look great.


The physician and nurse help to bring your beautiful baby into the world.

Pause for a moment and begin to think of the connections between people and you will immediately understand how important a role gratitude plays in the creation of a happy, productive life.

We live in a world where we have much to be grateful for if we would just stop and look around.

It’s quite humbling to think of all the roles that complete strangers play in our daily existence. The sheer ingenuity and effort required of others is one of the most compelling reasons why we must make gratitude a daily practice.

Humility is a virtue integral to gratitude as we cannot recognize the need for gratitude without it.


10 Tips to Improving Self-Esteem


Low self-esteem can lead to various problems in your career, relationships and personal life.

Here are 10 helpful tips on how one can boost his self-esteem.

1. Accept yourself

People should remember that everyone is unique and beauty is to be found in every human being. Yes, other people can be better in doing certain things but this fact shouldn't hinder people from being the best that they can be.

2. Self-appreciation

Accepting yourself is different from appreciating yourself. Self-acceptance is a prerequisite to self-appreciation but the latter must always be present. You might accept yourself under a pessimistic light and this is not very healthy. "I accept that I cannot do the things that I really want to do because I am weak" is a sample statement which depicts an unhealthy self-acceptance.

3. Refrain from comparing

Low self-esteem can be brought by the environment. Again, this can be traced to the lack of self-acceptance. Everybody is different and you have qualities that no other person has. A general sense of self-worth should be built without comparing yourself to other people.


4. Don't put yourself down

Nobody's perfect. Making a mistake is definitely normal and people should start accepting this fact. An inner voice which reverberates inside their heads tells them that there is no hope. This should not be the case and having control over the inner voices can be the solution for this problem. Cut yourself some slack, you've done your best and that's what's important.

5. Befriend positive people

Having friends who are positive towards dealing with life's challenges can influence someone into seeing life in the same light and eventually build self-esteem.

6. Remind yourself of the positive things about you

Again, there is beauty in everyone. Remember all the things that you like about yourself and the good things which you have done and make a list of the most striking ones. This will help in self-appreciation and definitely give you something to smile about.

7. Use tools

Buying books, CDs and other materials about building self-esteem wouldn't hurt, would it? These materials can definitely provide some informative ways on how to deal with low self-esteem. However, buying these materials would be useless if the lessons which they give aren't applied in real life.


8. Engage in fun activities

Having fun once in a while releases stress, takes the negative ideas out of your head and leaves space for positive thoughts to fill in. Having fun makes you feel happy about yourself.

9. Hangout with friends

Having fun can be done privately but nothing beats fun with friends. Friends are usually a part of the primary support group of a person and can provide much needed conversations for a down-and-out person.


10. Seek Help

When all else fail, seek professional help from a psychologist or a Personal Life Coach.

There's nothing wrong with taking care of yourself since low self-esteem can lead to more serious problems.

Having low self-esteem can be solved with the right tools and the right attitude. Loving yourself is the ultimate way which leads to a healthy and a better 'you'.



Bring It On!

What is the right way to look at the problems in your life? Should you get worried about them? Should you complain and condemn them in the hope that they'll go away? If you want to be agitated and stressed for the rest of your life, then maybe you could.

Or should you accept problems as a part of the 'tide of life' and go wearily about your day feeling burdened and miserable? If you want to be depressed all the time, then perhaps you should.

If neither of those ways of thinking appeals to you, here is another idea for you: whenever you are faced by a problem large or small, then look at it as personal challenge. Decide to adopt the 'Bring It On' attitude.


The 'Bring It On' attitude says

- Life isn't for wimps!

- Life is about earning your stripes

- Every challenge or problem is a chance to grow

- What doesn't kill you only makes you stronger

Each time life serves up a tough situation, you have to face it squarely and say to yourself, "Bring It On!" This may sound like a peculiar way to face your problems, but it is guaranteed to boost your chances of success. Saying these words over and over will trigger the positive, proactive, constructive thinking that you require to solve your problems and challenges. It stirs up the courage and power that is dormant inside of you.

Only you can decide what reaction you have to the events of your life. You choose if you see something as an opportunity to show your true colours, or a sign that you should just give up.

Each time you feel overwhelmed it's easy to feel like giving up, and retreating.

But the 'Bring It On1 attitude makes you feel better about your situation. Try it for yourself next time you are starting feel sorry for yourself. Straighten your shoulders, smile to yourself and say...

"Bring it On!"

change your mind

Friday, 26 February 2010

DO IT ANYWAY - by Mother Theresa


People are unreasonable, illogical and self-centered.

Love them anyway!

If you do good, people will accuse you of selfish, ulterior motives.

Do good anyway!

If you are successful, you will win false friends and true enemies.

Succeed anyway!

The good you do today will be forgotten tomorrow.

Do good anyway!

Honesty and frankness make you vulnerable.

Be honest and frank anyway!

The biggest (people) with the biggest ideas can be shot down by the smallest (people) with the smallest minds.

Think big anyway!

People favour underdogs but follow only top dogs.

Fight for some underdog anyway!

What you spend years building may be destroyed overnight.

Build anyway!

People really need help but may attack you if you help them.

Help people anyway!

Give the world the best you have, and you'll get kicked in the teeth.

Give the world the best you've got anyway!


Black_Onyx petres

Obstacles are those frightful things you see when you take your eyes off your goals.

Hannah More, 1745-1833, British Writer, Reformer, Philanthropist

I never could have done what I have done without the habits of punctuality, order, and diligence, without the determination to concentrate myself on one subject at a time."

Charles Dickens, 1812-1870, British Novelist

Far better is it to dare mighty things, to win glorious triumphs, even though checkered by failure than to rank with those poor spirits who neither enjoy much nor suffer much, because they live in a gray twilight that knows not victory nor defeat.

Theodore Roosevelt, 1858-1919, Twenty-sixth President of the USA



When we are faced with pressures, deadlines and problems, we must resist the urge to worry and our mind flit from one thing to another, or to get irritated or blame others, which would just drain our energy.

Instead, we should try to create a loving attitude towards ourselves and our situation as this will energize our spirit.

A kind compassionate approach to life helps the mind to stay clear and focused and takes it to a higher level of spiritual intelligence



Often called `the father of psychology', William James taught us the `Act As If ' principle.

He stated, "If you want a quality, act as if you already have it".

You've no doubt heard these three words before, maybe even took a crack at applying this strategy in your life.

But have you ever really taken the time to ask, "what exactly does it mean to "Act As If?"

Just what it says!

Act as if you already possess a behavioral characteristic, an outcome, or an ideal.

While I like the overall concept and have taught it in the past, the reality is that most people have a very hard time applying this "fake it until you make it" philosophy.

I want to share with a devastating, far more effective technique...

I call it, "Assuming the Position".

Stop snickering and keep reading.

The following explanation will show you exactly what it means and how you can apply it in your life. We must begin with a simple understanding; every outcome consists of a mental equivalent.


It's actually very simple, before a goal or outcome is achieved, a mental process, a belief system was first initiated. If you simply employ the "Act As If" principle, you are engaging in actions which may very well have improper mental constructs.

That is OFTEN the case.

A "construct" in its simplest form is a concept or "model".

This in itself is not very interesting until we realize that everything ever made outside of nature began as an idea in someone's head.Some of these ideas or "Constructs" have had more impact than others over time.

Of those that have had impact, some have been for the good of mankind and some have not.The "Assume the Position" philosophy is a powerful mental construct that works.


Because it allows you to assume the correct mental position or posturing...IN ADVANCE. Here is how you must employ it to ensure maximum effectiveness:

Assume the Position that...

- Your kids will grow up to be contributing members of society.

Than set the right example for them to follow.

- Your actions will produce desirable fruit. Than challenge your comfort zone and take the necessary risks.

- Your clients will love the value of your products and services.

Than go the extra mile and treat them like royalty.

- You will get into the college you always dreamed of. Than study hard, prepare well and ace every exam.

- You will enjoy a comfortable retirement. Than save and invest your money with discipline and consistency.

- Excuses an unacceptable character flaw. Than take responsibility for your life and actions.

- Your business will grow in these difficult times. Than get out there and out hustle, out innovate and out perform your competitors.

Assuming the position is more than just a smart success strategy...

It's a rock solid mental construct that allows you to best position yourself for success in virtually any situation.One additional way to use this powerful mental construct is to assume the position that...

Working with Katerina Efstratiadou Personal Life Coach, will immediately and dramatically change you life by helping you to achieve every goal you desire... and than...

Follow the system, work your tail off and astound yourself by what you can achieve in such a short period of time.