management 77

Monday, December 10, 2018

The Power of Purpose by Les Brown

The Power of Purpose by Les Brown

Image source:

es Brown's book,The Power of Purpose is a journey into your inner self that will help you get to the heart of the person you are and what you have been placed on this Earth to do. This is a terrific read for those that feel a lack of direction. Some people can come to a crossroads in their life, and not which direction to travel. They could be feeling as though they have lost their sense of purpose or are not sure where to go in their life. At a time when you are facing these feelings, this book can help you by giving you the insight you need to work through the situation.

The world we live in today has become an extremely competitive one. It seems that everyone is striving to do better than everyone else, and to stay one step ahead of others. You may feel the need to do this in your life as well. You may be competing at work for a better position or just to be better at your job. Trying to get more time with your partner by competing with other aspect of their life is another form of competition you may face. No matter the reason, you can really get wore out and feel lost after so much competition.

If you are trying to live the American dream, it is easy to become lost in the rat race. Your family, friends, and work are all competiting for your time. There tends to be not enough to go around to everyone. You may feel as though you are being tugged in a million directions. No matter how hard you try to make it all work, you may still feel empty inside. You may have no idea what you are achieving or what direction to go next.

Les Brown can assist you, no matter how you are feeling, with this book, The Power of Purpose. It provides you with a great insight on your skills and talents. It can also help you to learn what your purpose in this world is. You can learn from The Power of Purpose the reason you are here, and what you should be doing with yourself. When you can break into your personal purpose, you will have a better sense or who you are and where you are going.

can help to set you free. You will be able to locate your "true calling" which is basically the things you are meant to be and do in life. This book will help you not only to educate yourself on ways to have a better life, but it will also guide you in changing your life so that you can meet your purpose.

The Power of Purpose was written by Les Brown to teach others how to make their purpose a reality. You will learn a great deal by reading this book, such as how to find the right career for you. You will also learn how to alter your life so that you are living your purpose, and how to get on the path to happiness.

Author's Bio: 

Ben Sanderson is an author and entrepreneur focusing on personal development and success principles. If you would like to learn more about , please visit The Personal Development Company

Sunday, December 9, 2018

The Power of Coaching

The Power of Coaching

Image source:

Forbes cited it as the second fastest growing profession in the country, Fortune 1000 companies have used it to transform their organizations, and testimonials from around the world keep pouring in about the power of professional coaching. Yet with all this, relatively few people even know what coaching really is. In fact, it is estimated that only about 15% of the general population has heard about professional coaching, and less even is aware of its true identity and power.

This article will help you understand what professional coaching is, what it isnt, who does it, and more. First lets clear up a myth. Coaching, as we think of it today, is not that new. People have been doing variations of it for decades. It is, however, only recently that coaching has turned into a profession that is governed by a board; with guidelines, standards of conduct, and a code of ethics and that is why the profession is taking off as it is.

What is coaching?

Coaching is a very unique profession. It utilizes the best of therapy, consulting, mentoring, and even friendship, to create a unique client-helper relationship. This relationship is a powerful alliancea partnership of sortsto help clients manage their lives, create more fulfillment, and live their dreams.

This is very different from traditional helping modes, where people want to get themselves or their businesses fixed. Coaching focuses on solutions, not problems, to help move people and organizations from good to great.

IPEC (The Institute for Professional Empowerment Coaching) defines coaching as a process that helps people tap into their inner purpose and passion and connect that with outer goals and tasks, to achieve extraordinary results. These results range from improved self-esteem and relationships to the successful running of a fortune 500 company. It is almost impossible to describe the remarkable, and sometimes miraculous results that come from the coaching relationship. Maybe the old Mikey adage is best, Try it, youll like it!

What isnt coaching?

Most people who call themselves coaches are usually consultants or therapists, and although coaching has its basis in both, it is very, very different. The main difference between consultants and coaches is that a consultant promotes himself or herself as the expert in certain aspects of life, and the coach accepts that the client is the expert and has within him/her the answer to any situation he/she may face. Also coaches stick with clients to implement plans of action, while consultants usually do not participate in this type of relationship and leave clients to implement the plan of action on his/her own.

The therapists typical functions are to help clients fix problems, overcome issues, and sometimes manage mental illness. Coaches do not work with mental illness nor spend much time on client issues or problems. In fact, Certified Empowerment Coaches (the designation received from training with IPEC) do not see anything as a problem, only a situation or opportunity. Coaches focus on solutions. They do not dwell on the clients past nor try to analyze behavior. Coachings focus isnt so much on why, but how, to achieve powerful results.

Who does professional coaching?

Worldwide, there are an estimated 50,000 people calling themselves coaches, while the International Coach Federation (coachings one and only governing board) reports only 6,000 members. This is important to know because most so-called coaches are not trained professionals. Below are the most important points in determining a professional coach.

1) Certification: Certification is very important, because true coaching is a profession that requires very specific skills, conduct standards, and a foundation of training, which is only taught in qualified schools. Regardless of what some may try to tell you, life experience and other types of experience or training are not enough. Would you hire a surgeon who didn't have formal training?

2) References: An effective coach will have happy and satisfied clients who, after contracting the services of the coach, have made significant changes in their lives. Note: when asking for references make sure the people have actually been coached by the coach. Some people give references of friends or people that they have worked with in some unrelated manner.

3) A good match: An effective coach for one person, may not be a good match for another. To find a good match, it's best to speak directly with your potential coach and ask for a sample session. You'll want to be sure you feel comfortable enough to work with your coach on a regular basis.

What will coaching training do for me?

Besides receiving an accredited certification and the backbone for a fulfilling career, IPECs coaching training is life transformational. As you become a professional coach, you gain self-awareness and realization, improve all your relationships, become more conscious, and develop a life-long support team and family.

To summarize, coaching is a very unique profession that takes the best from many other professions to create a powerful alliance that transforms lives. If you are interested in working with a top professional coach, or thinking that you would like to be a coach, visit call us toll free at 866 72COACH, or visit our website at

IPEC coaching enlightens the world one person at a time!

Bruce D Schneider, Ph.D., MCC is a Master Certified Coach, licensed psychotherapist, Reiki Master, founder and director of the Institute for Professional Empowerment Coaching (, and author of, Relax, Youre Already Perfect: 10 Spiritual Lessons to Remember (Hampton Roads Publishing, 2002).

Testimonial for side insert:
The IPEC training has no equal. It is conducted with the utmost commitment to excellence. It is the only choice for anyone who is truly interested in coaching as a profession.

Carol Walker, MSW, CEC
Senior Social Worker
Monmouth Medical Center

Author's Bio: 

Bruce D Schneider was virtually dead at age 18. In 1978, a late-evening highway encounter with a drunk driver left him on his deathbed. Miraculously, he not only survived this horrific accident, but against all odds, went on to a complete recovery. Why?

This is the question that has motivated him for more than twenty years through the study of psychology, hypnotherapy, metaphysical research, spiritual teachings, and countless hours of personal meditation. Bruce found his answers, and his purpose to empower others to get their answers.

No longer the object of wonder to the medical community, Dr. Schneider is again the focus of attention this time with his acclaimed book, Relax, Youre Already Perfect: 10 Spiritual Lessons to Remember (Hampton Roads Publishing), and his powerful and inspiring workshops, seminars, coaching sessions, and professional coaching training.

Dr. Schneiders message is profoundly simple: Open your eyes to your magnificence and limitless possibilities appear. His renowned book details this principle through ten empowering, and sometimes eye-opening, lessons. Filled with practical applications for an everyday spiritual experience, his book is being recognized by leaders in the New Consciousness movement and Self-help genre, such as James Redfield (author of The Celestine Prophecy) Stephen Rechtschaffen, Ph.D. (author of TimeShifting and co-founder of the Omega Institute) and Carolyn Myss, Ph.D., (author of Anatomy of the Spirit). Myss calls it Some of the best practical advice on spiritual self-help that I have ever read!

Testimonials about the impact of Bruces work are mounting. His lecture and workshop attendees have reported life-changing results from powerful and practical information and exercises. Participants are surprised to learn that enhanced happiness, health, wisdom, and wealth are within their reach not by driving themselves to make things happen but by breaking though their own self-created limitations and finding their own power and gifts to share with everyone around them.

Bruce was awarded undergraduate and graduate degrees from William Paterson College and Rutgers University, respectively. A successful entrepreneur, business executive, and former semi-professional athlete, he is the founder and director of the Institute for Professional Empowerment Coaching in New Jersey and California,.

Bruce D Schneider, Ph. D., is a Master Certified Life Coach, Licensed psychotherapist, Reiki Master, renowned speaker, and founder of the Institute for Professional Empowerment Coaching (

Saturday, December 8, 2018

The Parable of the Frog A Story of Change

The Parable of the Frog A Story of Change

Image source:

"Do not consider painful what is good for you."
-- Euripides

A few years ago some scientists conducted an experiment involving a little frog. In their lab was a vat of steaming, boiling hot water. They wanted to determine how the frog would react when dropped into the vat.

Armed in their white aprons, clipboards, pencils, goggles, and rubber gloves, they held the squirming little frog over vat. Focusing intently on what they were about to do they dropped the frog


Faster than a bolt of blazed lightning that little guy burst into the air, careening off the ceiling!

"Hmmmmm," the scientists murmured amongst themselves.

They did it again. Same frog, same vat of steaming water and


It blasted from that vat like a bat out of Hades!

The scientists murmured amongst themselves again, recorded their notes, and decided to take the experiment a step further. They took the same frog, and held it over a different vat of water. Only this time the water was lukewarm, not too cold, not too hot just right. They dropped the frog and


The little guy just laid there, floating lazily; arms and legs splayed gently on the water's surface. You can just imagine the frog's thoughts: Man, this is all right! This is perfect.

The frog laid in the water contented, happy, and relaxed. But - What the frog didn't know was that underneath the vat was a raging fire. It was slowly, but surely, heating the vat of water. The contented frog, oblivious to the changing temperature, boiled to death. End of story.

You're probably thinking to yourself: what a terrible story.

Think again. Apply this story of the frog to that of your own life right now. If any of you are like me, then you've probably come to a startling revelation. If you are really serious about being successful in achieving your goals in life, you need to make some changes.

If you're not moving in the direction you need to go in order to realize your visions, your dreams, your aspirations in life guess what? You'll end up like our little frog. You'll die in your own complacency, mediocrity and contentment; a part of the 95% of folks who don't quite make it in life.

Read the quote at the beginning of this article. For me the quote is quite profound. And if you take it to heart, if you follow a solid game plan, if you study hard, work hard, put in the time and effort success requires you'll make it. You'll win.

Get started. Model yourselves after those who are succeeding. Two things I've learned about folks who succeed in their endeavors:

1. They work extraordinarily hard: 12-14 hour days are the norm. In fact, I catch these people up at 3 or 4 in the mornings working towards their dreams.

2. The other quality that really separates them is integrity! Reliable, trustworthy, dependable. They adhere to the KISS principle: Keep It Simple Stupid! Their daily plan is simple, consistent, persistent and real.

So, where are you? Where are you going? What are your goals? How are you going to get there? Are you making any progress?

It's been said that there are two things in life that are certain: death and taxes. Now we know there's a third: change. It you're not going anywhere, you may be like our little frog friend. Be wary of contentment and complacency; never accept mediocrity. Follow the winners! You CAN do it!

Author's Bio: 

Wendyl is the author of "Serve to Lead: Mastering the Leadership Style of Jesus." Subscribe to his weekly news journal, "Serve To Lead," designed for the Christian professional business man and woman. Go to:

Friday, December 7, 2018

The Obituary Exercise

The Obituary Exercise

Image source:

Today, let's talk about what I call the obituary exercise. And by the way, I want you to know that I teach this and actually guide people through it at my $50,000 Destiny Creator intensive seminars and eventsso it's like major technology.

The idea is this. Whatever age you're at, project yourself forward on one strand down the negative path, the way you are now, down the status quoand on one strand down the path of discipline, the path of the resources, time, work, and effort that you know you need to invest to make things happen.

And write your obituary two different ways; write it as a failure, as a life of mediocrity, a life that you're continuing and that you're right now on the path of. Where will the eventual end of the path that you are living right now lead to?

Write another obituary that leads to the place where you are fulfilled, where you have lived a life that made a difference to others, where you have love in your life, where you have lived a life of economic freedom, and the trips, and the journeys and all the contributions you wanted to make.

I bet you'll see some amazing things that will help you make the right choices. I know that when I did it you know what? I've already outlived my negative motivation date of death.

When I did it as the life of underachievement, the life of permanent potential, the life of always intending to but always having a job and not finding the time because I was tired when I got home from work, and it cost money to attend the seminar that I suspected wouldand of course eventually did turn things around for me
I died at 57 in a godforsaken place, under public care, alone.

And when they wrote the obituary, it was basically two paragraphs because there wasn't much more to say than to identify who I was, and to identify that I had a son and a daughterand I died alone, remember. And they identified that I had three language degrees, and that I'd always said I was going to be a great writer and I had a lot of potential.

On the other side, I died at 102, surrounded by over 80 peoplemy family, my kids, their husbands and wives, their kids and their kids' kidsin a private hospital in a place where it was like paradise.

And I had a string of 42 different books and works, and I had been speaking, and I had circled the globe. And I had an influence that had personally helped countless thousands, and the books had sold into the millions. And that influence had really revolutionized the world, through a positive benefit.

And folks, the difference between those two obituaries remains with me today.

The difference between those two obituarieswhen you write your own story of the eventual outcome of your life, living the life of mediocrity or living the life that takes more, the life of achievement, the life of strenuous liberty versus the life of slavery and bondage with easewill motivate you to do what you know you ought to do these present days.

Author's Bio: 

Ted Ciuba, "living legend" and bestselling author of The NEW Think and Grow Rich, is one of the world's top human potential trainers. He helps people find, define, and actualize their passions to transmute their intangible desires into real money. To find out more about Ciuba, how he can help you, and to collect $297 worth of free gifts, visit

Thursday, December 6, 2018

The Necessity of Good Work Ethics

The Necessity of Good Work Ethics

Image source:

A good work ethic is a skill that needs to be acquired, although some people believe that it is a natural attitude or behaviour of an individual. It is often said that, with a changing workplace environment, it is necessary to change workplace ethics too!

Good work ethics includes a positive attitude with all work projects and having a good relationship with other people inside the workplace. Hence, work ethics are probably the most important asset that every individual should have in the workplace. But, what is the significance of work or business ethics to the people?

Running a business requires adequate consideration given to a number of issues outside the traditional scope of making money, of which ethics is most certainly one. Does it mean that business managers or executives should not only understand finance and marketing but also should study the business ethics? What is the impact of studying business ethics to the company?

As a business grows and becomes more significant, any individuals that work under the name of a certain company make an impact on the lives and circumstances of people in different ways. Thus, business ethics is especially important in dealing with customers.

Impacts of Business Ethics on the Company

It is perfectly reasonable to ask why it is necessary to be good. The question itself implies a positive answer. Most often, good behaviour brings its own reward; although ethics is not the same as self interest, business executives often believe that these things are the same. An ethical company is more likely to build a good reputation, which will most likely bring financial rewards over the long term. However, not all people can perform the right ethics in the workplace, only those people who are interested and ethically understand their functions and value to the company.

Cultural Ethics Increasing Trust and Driving Down Risks

An organization with strong ethical values, from top executives to managers to workers, tends to experience less misconduct, and thus less retaliation on the job. Many people ask why ethics is such a vital component of management practice and business leadership. It has been said that companies cannot be competitive at either national or international levels, without the practice and application of business ethics; with ethics both the company and workers feel an obligation to consider not only their own personal well-being but also the welfare of the entire group as a whole.

Creating an Ethical Workplace

Business managers in organization commonly strive to encourage ethical practices in order to ensure moral conduct and to gain a business advantage. One of the effective ways to promote ethics in the workplace is to provide the work force with appropriate training.

Business ethics is an important responsibility of everybody in the workplace; it is not just the responsibility of business executives and business managers in the company, but also it is a social responsibility of the workers. Thus, it is necessary not to wait to let other people tell you about your behaviour but, you need to work out your values in order to fit in a particular harmonized and ethical group.

Wednesday, December 5, 2018

The Meaning of Failure

The Meaning of Failure

Image source:

Failure is one of those life experiences most of us would rather not encounter. Generally we tend to connect failure with intense self-judgement and inner criticism. The fear of failure is so strong, we often become hesitant to focus on inner dreams because of past failures. We would rather not fail again. Its easier to say, Oh well, I tried. then to view failure as what it really is: an expected component in the process of change. Failures are so difficult because they trigger and initially reinforce limiting beliefs that we already hold about ourselves. Beliefs which may include:

Im not good enough to have what I want. (unlovable, undeserving, unworthy) Related life issue of love.

Im cant have what I want (different, an outsider, alone, nothing, should not be on earth at all). Related life issue of belonging and acceptance.

Im not good enough. I am basically a bad person and this is the reason for my failure. (defective, flawed, imperfect, bad, fat, guilty, imperfect, failure) Related life issue of esteem.

Im powerless to effect change. (hopeless, useless, defeated) Related life issue of survival, self, empowerment, perseverance.

My needs and desires will not ever be met. (vulnerable, helpless, afraid) Related life issue of security.

Failure in itself isnt so bad, its the belief that gets triggered along with the associated uncomfortable emotions that we wish to avoid. Its often painful to face a belief rising to the surface that suggests we are unworthy or unacceptable. Somewhere in our lifetimes, the word failure became synonymous with the word loser. Theres often great embarrassment and even shame for grownups to have this experience of failure. Yet as children we repeatedly allowed ourselves to fail. Without failure none of us would have learned how to walk, talk, write, or even ride a bicycle. As adults, we shy away from new experiences to avoid risking failure.

Truth about Failure

Knowledge rests not upon truth alone, but upon error also. Carl Jung (1875-1961 Swiss Psychiatrist)

Failure is not bad. Actually, its probably the only way to become successful. The obstacles, setbacks, and stumbling blocks are an anticipated aspect of any journey. Failure is really just feedback telling us to adjust the plan or to try a new approach. It is essential to success. While its certainly a giant leap to welcome failure with open arms, perhaps we can begin with acceptance that failure is a natural aspect of every ultimately successful journey.

The only true failure is when we concede defeat and absolutely give up. Failure is when we beat ourselves up and learn nothing from our setbacks. Confucius is quoted as saying, Our greatest glory is not in never falling but in rising every time we fall. If we embrace our failures along with our successes, learning from each, we will grow and achieve. The only people who do not fail are those who fail to try.

A little known formula for success is that success happens because of failure. Legend has it that Thomas Edison attempted 10,000 different filaments before successfully creating the electric light bulb. When asked if he ever felt discouraged with so many failures, he answered none of his attempts were failures. They were each successful experiments in finding what didn't work!

Henry Ford went bankrupt 3 times before he created a car that worked. Colonel Sanders was 65 years old when he tried to sell his chicken recipe. He took this recipe to over 1000 restaurants before he found a buyer. Walt Disney spoke with over 297 banks before he was able to attain a loan for his successful dream.

The National Weight Control Registry is a research study established in 1994 that seeks to gather information from people who have successfully lost at least 30 pounds and kept it off for at least one year. They investigate long-term successful body weight-loss maintenance. They report that everyone who successfully loses and maintains this loss has tried to achieve success before. Part of their success was what they had learned from past failures.

The Lesson of Failure Whats the lesson in this? Successful people fail more often than unsuccessful people. In fact, they fail over and over and over again. Its the failures themselves that provide learning experiences. Wisdom and enlightenment to succeed come from failure. Successful people dont give up because theyve failed. Instead they sit back and view these experiences as learning opportunities.

As we go about the process of achieving a goal or dream, we will run into all sorts of obstacles, limitations and setbacks. Why? Because we dont know how to do whatever it is we are trying to do. On top of that, we dont believe we can actually have what is wanted. Encountering obstacles, even a seemingly insurmountable obstacle, doesnt prove we cant have what is wanted. Weve simply reached the edge of a boundary. Not knowing how to do something can threaten self-esteem and confidence. This is where expansion of the spirit is possible. What do we tell ourselves when find ourselves facing a failure? This is the point where we teach ourselves new leadership skills of converting threats into opportunities. We can learn how to allow support from above and below. Admitting we dont know the next step (but well know soon) demonstrates faith in ourselves and faith in being supported.

To be successful, we need to design an alternative paradigm for failure. In other words, redefine failure in a manner allowing ourselves to see whatever happens not as failure, but as information. From there, it becomes possible to gather and access this new information and include it in a revised plan. During the momentary failure, we must be able to recall the excitement of the long-term big picture vision while intentionally choosing to listen to the supportive inner voices. Then we can stand strong once again in our original desire and dream, while determining how to best adjust the plan and the next action step.

Failure can be used as another tool on the continuous journey to a deeper appreciation of self and love for self. We have choices: Failure can be utilized either as a way to close our heart down even more to ourselves and others, or the experience can be a stepping stone to opening our heart even further. We can view failure as evidence of our inherent internal flaws as a human being. Or we can look to find the emotional and spiritual lessons embedded within the failure. To be human is to experience failure. Nothing is, or ever was, wrong with who we are.

Failure can guide us toward a leap of faith. We are capable, ultimately, of overcoming any obstacle, any problem or any situation connected with our dream. Why else would we have a particular dream unless it was ours to manifest? From within we can find the courage to walk toward what we really want in life. We can learn to encourage and support ourselves through the good times and especially the bad times. Love that you are overcoming fear and attempting something new -- no matter what the outcome. Of course there will be failures along the way. An entire new set of skills is being learned. When an occasional failure is experienced get up, dust yourself off, access the new information, believe in yourself, and begin again.


Author's Bio: 


Helping people let go of self-destructive thoughts, emotions, and behaviors has been the life work of Dr. Annette Colby. Her fascination with the power of the mind, emotions, spirituality, and physicality has led her to become a leader in the field of personal growth and consciousness. She is a valued counselor, and an inspiring teacher, as well as an independent writer, mentor, and guide. She is a highly sought-after trainer with a unique ability to inform and inspire individuals to open their hearts, love more openly, and pursue their dreams.

Dr. Annette Colby, RD Nutrition Therapist & Master Energy Therapist

Subscribe to our FREE content filled newsletter and see why its been called the best e-zine on the net! 972.985.8750 "Opening Creative Portals to Success"

Tuesday, December 4, 2018

The Magnificent Seven Reasons Why People Buy

The Magnificent Seven Reasons Why People Buy

Image source:

Seven great motivators called "why-to-buys" make your products, services and brands extremely compelling to any audience.

Communicate that one or more of these "why-to-buys" are at the core of your solution or recommendation. You'll immediately amplify your audience's interest and reduce their resistance. This is the right approach to creating messages and choosing images for advertising, brochures or sales' talk tracks.

Why-To-Buy #1: Compatibility

Show how your offering or approach is aligned with the way your audience currently does business or functions. Reassure them that you are not asking them to take a leap of faith or risk going too far outside the box, but merely expanding or extending their current philosophy, approach or method.

Example of Compatibility

A software trainer presents a new order placement procedure the companys customer service call center staff.

"At first glance, this new system seems very different from how we currently input orders. However, you'll find it is perfectly compatible with the way you naturally speak with customers, once you see the system demonstrated and get some hands-on time with it. The questions pop up on the screen: in the same order that they usually pop into our heads. In fact, we designed it to make you feel really comfortable on these calls."

Why-to-Buy #2: Speed of Benefit

Show the rapid payoff your audience will enjoy once they take action on your recommendation or request. If you're asking for approval, funds or cooperation for something that will arrive in the long-term, identify another benefit they get right away. Speed of benefit is the most critical why-to-buy when you require a significant commitment or hefty down payment. Don't give the impression that the only benefit comes when the finished product arrives.

Example of Speed of Benefit

An architect presents his bid for a new hospital building. Even if the audience signs his contract on the spot and hands over a check, it will be at least a year before the building is up and functioning.

Notice the speed of the project's deliverables. Don't worry that you won't see results right away. Here's the project roadmap with a clear list of the results you'll get from the very start. Let me highlight when you'll have the initial drawings, renderings, model, permits and contractor profiles. We'll satisfy your desire for results from day one to the grand opening.

Why-to-Buy #3: Simplicity

Show your audience that no matter how grand the outcome and sophisticated your solution, your recommendation is easy to understand, approve, and set into motion and use. Whether you're discussing how to operate a machine, interact with technical support or make changes in a departments operation, emphasize how simple and straight forward it all is.

Example of Simplicity

A business development executive discusses the acquisition of a small but up-and-coming competitor with her CEO.

It's easy to see why Gentum is a good candidate for acquisition. Their product is simple to understand, given that its fundamentally the technology our designers have been working on: as you can see from these drawings. Simply put, our product development plans and their current product are virtually identical. The facts are straightforward. Their CEO is Gentum's founder and principal inventor. He's willing to stay on to make the transition easy, and he'll exit when we like. I've included his bio along with the rest of the key staff. Nothing complicated or unusual about this: just a small but solid company that needs our sized sales force to rapidly
gain traction in the market.

Why-to-Buy #4: Easy, Low-Risk Trial

Show your audience that they can try out the product, service, or procedure with little risk of damage to their current operation or pocketbook. Oftentimes, your audience would like to get some hands-on experience or check out the internal response from potential users in their organization. The hurdle you must overcome is their fear of making a mistake, even just by sampling or experimenting. Your offer of an easy, low-risk trial trumps that fear.

Example of Easy, Low-Risk Trial

An employee in a firm's accounting department proposes a new collections procedure.

I would not expect us to commit to a change in our collections procedure. There is a small pilot program we can trial for three months. We can try it with just a few accounts: just 1% of our outstanding debtors. That way, we won't jeopardize our current results: but we'll get a chance to see if we can improve them. Here are the step-by-step instructions. It calls for just two people to be released for two hours a week.

In the handout, you'll find a comparison of the pilot system's procedures to our current system's procedures. And, your packet includes some credible endorsements and success stories about the ease of implementing the pilot program and the advantages of this approach.

Why-to-Buy #5: Visibility

Help your audience with examples or cases where they may observe, learn or otherwise sense that others, especially role models, are enthusiastically doing what you're recommending.

Example of Visibility

At a trade show booth, a sales representative sells her product to a competitor's customer.

I'd like to show you our system in action. Two of the industries' market leaders have made video clips, as you observe on the screen behind me. The list of the rewards and results they enjoy are plainly visible, almost startling. In fact: I'll give you this packet with the comparison to competition as well as some applications write-ups. Let me log you into this workstation so you can have some hands-on experience, using your data to model how the system would work for you. It will produce an actual forecast of what you would see in your environment and compare your results to our other customers' stellar performance.

Why-to-Buy #6: Strategic Advantage

Show how your product, proposal or program gives your audience an edge. This advantage might give them a head start or leap over competition, or simply accelerate their progress toward a goal.

Example of Strategic Advantage

A performance coach gets buy-in from a mid-level executive who wants a promotion to top management.

The first secret to being noticed by top management is to project a clear personal brand: which is a strategic advantage over other managers who all seem alike. Sadly, many people are qualified for advancement but they don't stand out from the pack. To meet the goals on your roadmap in an accelerated timeframe, you can easily take steps that get you noticed in a very positive way. It's smart to start with our proprietary assessment. The results will allow you to see how you compare to others. Without updating certain key competencies: you won't appear as qualified or better qualified than your competition.

Why-to-Buy #7: Symbolism

Use symbols or metaphors to show that your recommended course of action, or your brand, product or service, is emblematic of your audience's values, mission, self-image or aspirations.

Example of Symbolism

An administrative assistant pitches her department on purchasing special logo polo shirts.

"Logo wear can also symbolize our connection to each other as well as our company. I'd like you to consider wearing these newly designed department logo shirts. Above the company logo on these samples, you see a special insignia, symbolizing our departments team spirit."

Put these Why-to-Buys to Work

Remember, no matter what you have to sell or say, anchor your solution to these seven reasons why people buy. They powerfully , if subtly, help you make a compelling case for your audience to buy or believe what you are saying or selling.

Author's Bio: 

Nance Rosen, MBA speaks around the world to audiences on business communication, consumer buying behavior, sales, marketing and customer satisfaction. She also facilitates employee satisfaction and learning programs, and coaches managers and entrepreneurs on leading their organizations.

She trains sales representatives, engineers, crew members and others who represent their companies at client and consumer touch points.

She is also on the faculty of UCLA Extension, Business and Management Programs.

As the Managing Director of NAX Partners, Nance leads the strategic marketing and employee development teams. Her group produces research and analysis on new markets and product portfolio expansion, marketing communications, sales support materials, and internal marketing programs that teach employees to deliver on the companys brand promise.

Formerly, Nance was a marketing executive at The Coca-Cola Company, president of the Medical Marketing Association, first woman director of marketing in the Fortune 500 technology sector, host of International Business on public radio and NightCap on television, an entrepreneur and a general manager at Bozell Advertising and Public Relations (now Omnicom). Her new book is Speak Up! And Succeed: How to Get Everything You Want In Meetings, Presentations and Conversations.

Email her at or call 1-888-GO-NANCE.

Monday, December 3, 2018

The Magic of Feelization

The Magic of

Image source:

Ever laugh at yourself? Sure you have. Everyone has.

Well, I just finished laughing at myself again.

Why was I laughing? Because of this article.

Let me explain...

Every month I pretty much go through the same routine. When it comes time to write an article for my newsletter I struggle. My thoughts typically go something like this...

"I really don't like doing this."

"I wish this was easier for me."

"I can't think of anything important to write about."

Etc, etc, etc.

Well, as I was watching myself run through this unhelpful internal dialogue this month I noticed something. Something very important.

I wasn't following a basic principle for creating what you want. Something I like to refer to as "Feelization."

If you've never heard the term before, it simply means adding a powerful positive emotional component to your visualizations. Think of it as...

"Visualizing with emotion what you want as though it were already achieved."

So, I stopped what I was doing, closed my eyes, and imagined what I would feel when the article was already completed. Then I allowed myself to experience those feelings now.

This whole process only lasted a few minutes, but sure enough when I opened my eyes the idea of writing about this very experience came to mind. And wouldn't you know it, the article is now complete.

Thinking, feeling and emotion are extremely powerful components of manifesting anything you desire. Unfortunately we often use these elements to create what we don't want, which is exactly what I'd been doing when it came time to write this article.

You can harness the power of Feelization in your own life with these 3 steps:

1. Figure out what it is you want
2. Imagine yourself experiencing what you want as though it were already happening
3. Feel the feelings you believe you'll experience when that desire has been realized

I admit it's a pretty simple process, but I assure you it's amazingly effective.

Put it to the test in your own life and see what it can do for you.

2009 Kim Smith

Author's Bio: 

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You're welcome to use this article online as long as it remains complete and unaltered and includes the "About The Author" info below.

About the Author: Kim Smith is a Life Coach who passionately helps people learn and master the skills and strategies they need to experience the peaceful, happy, satisfying lives they want and deserve. Find out more at