training: How are we going to Grow? - 08/10/08 07:30 PM
1. You are commissioned. We are expected to set goals, and Grow.
2. Get up. Decide you are going to do it. Make a plan.
a. Say what you will do, and do what you say.
2. See. Gather information. Fact Find.
a. Are they strong or weak? Few or many? Good … (7 comments)
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training: Wow... the list to mastering sales can be long... - 08/09/08 12:33 PM
1. Master Sales Skills - which one do you need to work on right now, and master it. Then move along as you continue.
•a. Probe and clarify - fact finding, basic understandings, qualifying stage.
•b. Handle objections - get past the "stuff"
•c. Deal with voicemail and email - use … (2 comments)
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training: Self-evaluate your skill levels all the time. - 08/09/08 12:20 PM
Check the statements that describe your communication behaviors when dealing with customers.
… (0 comments)
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training: Ask good questions ..... - 08/09/08 12:17 PM
.... the answers always change depending on circumstance. Its always good to evaluate your situation when looking at career changes....
Here are some questions to ask:
•1. If currently employed, why are you considering changing jobs at this time?
•2. What are your expectations for your next employer?
•3. How does … (0 comments)
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training: Feed your mind & Spirit with good thought - 06/18/08 07:04 AM
The Apostle Paul wrote, "Think on these things, what is true and good and right.... Think about things that are pure and lovely," and dwell on the fine, good things in others. Think about all you can praise God for and be glad about.Learn to feed your mind with positive inputs. When … (12 comments)
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training: What do you do, when you have "ADD"? - 05/28/08 07:17 PM
Today' ADD means "Attention Deficit Disorder"? But really, what does that mean?
ADD is really just an older term and shouldn't be used to describe someone with ADHD, the Inattentive Type. If so you'll have to explain yourself a little more. I think I may have some of these symptoms. But is … (10 comments)
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training: Which one are you? - 05/19/08 02:30 PM
.....being reactive versus being proactive. In a reactive mode, we spend most of our time firefighting, identifying and dealing with emergencies we revere our heroes. The people who come and save the day at the end and fix things. In a more proactive mode, we are looking for ways to prevent … (9 comments)
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training: I call it motivation. - 05/16/08 01:09 PM
Simple steps to take to influence motivation in others.
1. Understand Motivation by:
a. Determining What Motivates People - by interviewing them.
b. Communicating the Value of Each Person - what are they good at
c. Setting Clear Expectations - what is required of them
2. Build a Motivating … (2 comments)
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training: More about asking the right questions for good reasons. - 05/13/08 11:02 PM
Good "build better rapport and get a more honest answer" questions are:
"Tell me what you are currently using."
"Tell me, when was the last time you worked with someone from our company?"
"Tell me about your situation."
Better alternatives are:
"What is your time frame for making a decision on this … (2 comments)
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training: There is no problem that can't be solved, especially when.....you - 05/13/08 09:49 PM
1. Identify the Core Problem
a. Timely Problem Detection - do some investigating, keep your eyes and ears open at all times.
b. Factors, Causes, and Consequences - if you don't identify the causes, then there will be consequences.
c. Prioritizing Problems - which is most important and … (5 comments)
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training: How about some good old fashioned "commitment"! - 05/13/08 08:36 AM
Now this is going to sound old fashioned, but trust can only exist in an atmosphere of commitment. Would you agree? For example, marriage vows asked the man and woman to pledge their loyalty to one another, in good times and in bad, until death do us part.Therefore, trust cannot grow in … (9 comments)
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training: "Good to Great" or just plain old "Trust" - 05/13/08 08:07 AM
I read the book "Good to Great", by Jim Collins. He states in his book, "A critical piece of any relationship is bringing your authentic best to every encounter." In addition, Collins says, "While you can't control the outcome ... you can control the integrity of your input and effort." So make sure … (4 comments)
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training: I'm talking to myself again..... - 04/28/08 02:57 PM
Sometimes its hard to Generate enthusiasm for getting new ideas. And in today's ever changing world, we need to be constantly looking for new ways to perform, make a difference around us, and just be motivated. These steps help me through this challenge:
Get connected with your own passion and energy … (0 comments)
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training: Do you have what it takes to..... - 04/24/08 02:59 PM
Build a foundation for influence before you need it. This is how you know if you have the power to influence others.Do what you can do to help others out.Treat people respectfully even if you disagree with or don't particularly want to be around them. (That means every person you meet.)Build … (4 comments)
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training: This is how you know its worth it? - 04/22/08 01:04 PM
What are the steps in determining whether a problem is worth solving? Before you commit to it, that is.Determine "Is this a good use of our time?"Determine "Do we have the right staff to follow through on this problem?"Determine "Do we have the resources to resolve this issue?"Determine "Is this a … (3 comments)
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training: Even the hardest workers need a little pat on the back... Here is to you... - 04/19/08 09:51 PM
Use the motivational approach when your team members seem bored or lack enthusiasm, then you need to inspire them to reach their best performance by encouraging them to have renewed interest, excitement, or enthusiasm for their job roles.
•· Set a positive example of an enthusiastic, energetic performance. Leading by … (5 comments)
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training: Computer Training in a Box.... Wow... - 04/14/08 11:33 AM
Mentored Learning Certification ProgramsIntroductory Offer - 10% off the already discounted Mentored Learning package price! Many programs to choose from including:MCSE, MCSA, CCNA, PC Technician (A+ and Network+) and many more! Offer valid through April 30, 20082 Different models available. The newest is Mobile Mentored Learning - Training in a Box, … (0 comments)
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training: March 2008 Stats for Livingston County, MI are in.... - 04/14/08 11:14 AM
Data provided by Realcomp LTd - March 2008 Real Estate Market TrendCategorized by Jurisdiction of Livingston County, Michigan, reported in LAR.http://www.lar-michigan.com/wwwroot/l/lar-michigan/statistics.pdf Based on these numbers, it appears that sales have gone down from last year, and the median price has gone down. Even our listing volume has reduced. Realtors in Michigan, have … (1 comments)
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training: Communications 101 - 04/11/08 01:17 PM
•1. Assessing the Climate Understand the Issues Determine Your Role Measure Costs and Rewards •2. Setting the Stage Neutralize the Situation Gather Information Define the Conflict Clearly •3. Fishing for a Resolution Promote a Win/Win Scenario Obtain a Commitment •4. Following Up on … (0 comments)
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training: A little dose of humility - 04/11/08 01:10 PM
… (5 comments)
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training: So this is how you ask, How ("to do and don't") your doing? - 04/10/08 01:53 PM
Managing Poor Performance Steps for Managing Poor Performance:Define the ProblemDocument the ProblemAddress it DirectlyMake a SMART plan: Specific, Measurable, Attainable, Realistic, and Time-bound plan. Know what needs to change and how you plan on changing it. Note the consequences of not following corrective behaviorFollow Up! … (2 comments)
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training: Have you heard of "the Brainbench"? - 04/10/08 11:47 AM
I took this assessment last night, called the Brainbench Sales Concepts. Have you hever heard of it? It took me an hour to take a 40 question test.Brainbench said that I passed with a score of 3.73 out of 4. The score demonstrates a clear understanding of many advanced concepts within … (2 comments)
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training: Focus on the best possible outcome.... - 04/08/08 02:29 PM
Benjamin Carson noted, "Everybody has barriers and obstacles. If you look at them as containing fences that don't allow you to advance, then you're going to be a failure. If you look at them as hurdles that strengthen you each time you go over one, then you're going to be a … (7 comments)
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training: Free Tip for Microsoft Excel - A - 04/04/08 02:22 PM
How to Easily copy specific columns from a filtered list ?When you use the Advanced Filter feature, you have the option to copy the filtered results to a new location. While this is convenient, you may not want the new list to include all of the columns from the original list … (2 comments)
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training: Do you talk to yourself....Here is how its done? - 04/04/08 02:13 PM
Check out your "self-talk."Jim Stovall says, "The only sales job you will ever have to do is to yourself."
Are you sold on you? Your own self abilities?
Bruce Burton noted that: "Nothing splendid has ever been achieved except by those who dared to believe that something inside them was superior to … (8 comments)
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training: Without a VISION, the People...... Perish. What? - 04/03/08 03:39 PM
Do you know exactly what it takes to get to the top and stay at the top ... .........in your career, your relationships, and your life.the key is HOPE!because hope casts a vision ... at the same time it gives you energy to realize your vision.You need to be plugged into … (6 comments)
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training: How to become excellent in what you do? - 03/28/08 08:10 AM
1. Use praise and reward. When people seek for excellence, they typically do it for a reason. Maybe the work makes them feel good, it does for me. Maybe it helps them master a skill, it does for me. Or Maybe it helps you move ahead in your career, and it … (8 comments)
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training: Where has the week/month gone? - 03/28/08 07:57 AM
March is almost over..... Spring is here, or trying to come through. My prayer for each of you in the Active Rain family, is.... May this month be a fruitful month, especially during these last 3 days of the month. May your Spring be the greatest you've ever experience. Enjoy the … (3 comments)
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training: Following up with your clients... how well do you do it? - 03/27/08 09:51 AM
Follow up
Most major presentations and meetings of any complexity will require follow-up work and responses. The quality of this work is just as important as the presentation, in reaching your final business objectives. It would be rather tragic to not achieve your goals because of inadequate follow up after … (8 comments)
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training: Plan and conduct a successful presentation - 03/27/08 09:47 AM
Know your client
In preparing for your presentation, you want to optimally "set the stage" for the best chance of achieving your objectives. Knowledge of your client's practices and culture can make a significant difference. It helps you appear more informed, create a positive meeting atmosphere, and understand their critical … (3 comments)
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training: Moving from thoughts to actions - 03/25/08 02:03 PM
Mediocre people say, "That's not my job." Excellent people say, "Whatever it takes." Are you just putting in your time or are you really "putting in your time .. And your energy.
There are 2 kind of people:
1. Those who do and those who don't.
2. Those who stand up … (10 comments)
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training: Computer Training Coupon Promotion - 03/18/08 10:02 AM
New Horizons Computer Learning Centers are offering Open enrollment Application class coupons for only $160. Each class normally costs $250 catalog price. This is a 2 week promotion. Minimum: 15 Pack - $2,500 This package works well for agents in an office looking to team up, prepurchase a total of 15, and … (2 comments)
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training: Famous quotes to encourage you today. - 03/15/08 06:30 PM
Edison said, "If you did everything you were capable of doing, you would literally astonish yourself."
"The human spirit is never finished when it is defeated. It is finished when it surrenders." Ben Stein, professor and author
The legendary sales trainer Tom Hopkins says, "Every dollar you earn is worth ten … (5 comments)
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training: How to secure a server? and I don't mean a restaurant server. - 03/05/08 01:07 PM
Just when you think you've thought of everything you can possibly secure on a server, a hacker comes along who finds yet another way to hack into one of your servers. If you're unsure of whether you've secured everything on a server, or if you aren't sure of even where to … (1 comments)
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training: Don't Slay the Dragon; Recruit Him - 03/05/08 12:49 PM
Great article about getting past the gatekeeper...Remember - everyone struggles with this during cold and warm calls! "Don't Slay the Dragon; Recruit Him" At your next sales meeting, ask thereps to draw a picture that captures their feeling about administrative assistants. Chances are, you'll get pictures of dragons, armed … (0 comments)
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training: What is New with Windows Vista in 2008? - 03/05/08 12:44 PM
Microsoft built into Windows Vista several new features designed to make all types of searches quicker and easier than in previous versions of Windows. But in many cases, you don't have time to experiment with and configure these options - you just need to find the file, and fast. Because Vista … (3 comments)
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training: What is a cookie? - 03/05/08 12:34 PM
Its not round, its not sweet, and you can't eat it.
A cookie is a small text file that a website creates and stores on your computer for later retrieval. For example, a cookie might contain your user ID and password, as well as your viewing preferences for that site. The next … (7 comments)
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training: Have the winter blahs struck again? - 03/05/08 11:47 AM
Here are some things that can help.... you know we all need a little motivation.
1. Write down all the good things you accomplished in 2007.
2. Establish realistic goals for the coming months. This exercise might alleviate your anxiety about the future and help lift your mood.
3. Change your routine. Even getting … (3 comments)
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training: Happy IVGLDSW Day! - 03/04/08 04:27 PM
Today is International Very Good Looking, Damn Smart Woman's Day, so please tell someone you think fits this description. And remember this motto to live by: Life should NOT be a journey to the grave with the intention of arriving safely in an attractive and well preserved body, but rather … (1 comments)
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training: Pay attention to what you're thinking... - 03/04/08 04:23 PM
Average people bail out when times get tough. Well, I know you don't want to be average, or you wouldn't be an active member of ActiveRain. I've found three things that work.1. Persevere. - good things come to those who wait.2. Deflect the negativity of others. - you become who you … (8 comments)
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training: This will help you on your next project! - 02/20/08 08:42 AM
Developing Project Schedules, cost estimates and BudgetsCreate an Activity ListExpected Duration, utilize past projects, consult subject matter expertsCreate a Project Network Diagram - use MS Project to createActivity ListProject Scope StatementActivity AttributesChange RequestMilestonesEstimate Activity Resources - Determine what resources are necessary to completeEnvironmental factorsOrganizational process assetsActivity List & attributesResource availabilityProject management … (1 comments)
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training: IF you need to grow more, then here is what you need to do.... - 02/06/08 10:35 AM
1. Get involved in some of the training. Create a plan.
2. Train or learn tasks for another job. Learn something new.
3. Use special assignments as learning opportunities. Do something different.
4. Use the tools you need to succeed. Even if it means learning something new or using something new.
I ask, "How can you … (0 comments)
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training: Can we "Do More, with Less"? - 02/05/08 07:06 AM
Yes, every company and person wants to grow. But how do you grow in these highly competitive, rapidly changing, pressured times? Everyone has some unnecessary costs that need to be re-aligned, and some time-wasting procedures that need to be corrected. Do you know people that need to be motivated, coached, or … (5 comments)
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training: Just how do you Take control of that Stress. - 02/04/08 10:28 AM
Devise a Stress Control Plan
1. Be Assertive - a mode of behavior that helps you express your feelings, Everybody has rights, Exercise your rights, take responsibilities, takes initiative, communicates, has respect of others.
2. Understand your Behavior - Are you Type A or Type B.
Type A - Stressed - Leaves home rushed, … (1 comments)
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training: Its all in the HABIT - are you intentional? - 02/04/08 10:03 AM
1. Get Positive about life – Get rid of the stress inducers
a. Exaggerating a problem in your mind
Terms to use: Inconvenient; Annoying; A nuisance; Would rather; Would prefer Terms to avoid: Awful; Terrible; Must; Have to; Disastrous; Good b. Thinking that a situation will be good or bad before … (1 comments)
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training: Simple Solutions for Stress - 02/04/08 10:00 AM
Take Care of your Body - Diet, Exercise, Relaxation, and Sleep
Maintain Healthy body with exercise with eating healthy food. Food that is abundant in nutrition, satisfies hunger, quality food, provides value to the body, nourishment, pleasure, and choice foods. Eat plenty of Fruits and vegetables, carbohydrates, fiber and protein.
Emotional Relaxation increases … (2 comments)
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training: What is causing you stress? - 02/04/08 09:57 AM
Be careful! Measuring your Stress level is useful, and helps you become proactive.
1. The Costs of Stress are:
Social level - What is stressful to a society as a whole?
* Sickness, Early Retirement, Death at work, Accidents, Absenteeism, Health care costs
Personal level - What is stressful for you?
* Poor Performance, Reduced … (1 comments)
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training: That little thing called "temper". - 01/30/08 01:12 PM
Frequently losing your temper not only pushes others away, it can contribute to health problems, including headaches, upset stomach and heart attack. Lets not even talk about unnecessary weight gain.
To take control:
Count to 10 - when something angers you, give your mind time to defuse before reacting. Take three or four deep breaths. … (3 comments)
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training: How do you Create a Strong Team? - 01/29/08 02:44 PM
Building a Solid Working Relationship by:
Getting to Know Each Other as People Practicing Open and Honest Communication Doing Real Work Together (work on a project together)Creating and Maintaining a Shared Vision happens when you
Agree on Major Results Agree on the Work Environment Define Roles and Responsibilities of each team … (1 comments)
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training: Do you have what it takes to be a PeaceMaker....? - 01/29/08 02:25 PM
Conflict Intervention
Assess the Climate - Ask Questions
Understand the Issues
Determine Your Role
Measure Costs and Rewards
Set the Stage - To create comfort
Neutralize the Situation
Gather Information
Define the Conflict Clearly
Pledge to a Resolution - Sincerely
Promote a Win/Win … (3 comments)
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training: eMarketing Approaches - Using the Internet - Which one are you? - 01/29/08 01:25 PM
A. Passive - No Web presence and no publication of email addresses. Only used as information source.
B. Active - Proactive implementation of ongoing plan for creating and maintaining an online image.
eMarketing Plans - Ever changing, well documented, why emarketing is necessary? Provide data & budget.
Marketing communication strategies may include the following … (1 comments)
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training: The 3 biggest killers of relationships... - 01/29/08 11:24 AM
Which one do you need to work on.....?
1. Undedicated Time - It takes time to build a good relationship both personally and professionally.
2. People need validation - people NEED to feel loved and respected, appreciated, accepted, and useful.
3. Communication or lack of - schedule in your calendar for meaningful talk time.
Be … (2 comments)
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training: Applying Leadership Basics..... Do you have the qualities of a leader? - 01/28/08 05:17 PM
1. Establishing a Firm Direction
a. Maintain a Clear Vision
b. Establish a Positive Culture inwardly and outwardly
c. Be Decisive in your actions
2. Building Relationships
a. Lead by example
b. Foster Innovation with creativity
c. Instill Discipline in your daily routine
d. Maintain Relationships by making time for people
3. Direct your efforts
a. Create a plan and work it....
b. Know your resources … (1 comments)
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training: Determine the Right Coaching Approach - 01/28/08 12:02 PM
A. The Directive Approach to coaching
1. Clear, direct orders
2. Deliver action plan
3. Logic, company rules, standards
4. Implemented fairly
5. Used rarely
B. The Confrontational Approach to coaching
1. Correct unwanted behavior
2. Address it directly
3. Point out errors
4. Institute new guidelines and controls
5. Raise potentially uncomfortable conversations
6. Provide clear feedback
C. The Collaborative Approach to coaching
1. … (1 comments)
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training: Why Practice Active Listening Skills? - 01/28/08 10:06 AM
Because it:
Improves coaching skill.Provides Effective communication.Helps Focus intently to identify problemsIncreases Hearing, understanding, interpreting, confirming abilities. How?1. Pay attention to nonverbal messages,
2. Ask Questions, and
3. check for understanding
Inspires productive performance and solicit suggestionsAbove all, Keep an open mind
1. Accept that the other person's opinion may be different from your … (3 comments)
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training: How to be a Great Coach..... - 01/28/08 08:01 AM
Objectively assess against measurable criteria assures the coachee of the coach's commitment.
a. Personally observe the employee on the job. This is the best way to evaluate actual performance.
b. Review previous performance appraisals to determine if the employee is meeting expectations.
c. Conduct and document formal interviews with peers and other managers regarding … (1 comments)
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training: Get the Coaching Essentials.... - 01/28/08 07:33 AM
1. Establishing the Coaching Relationship
a. Observe Performance Before Beginning to Coach
b. Initiate the Coaching Relationship
2. Conducting the Initial Coaching Conversation
a. Practice Active Listening Skills
b. Determine the Coaching Approach
c. Have the Initial Coaching Conversation
3. Executing the Action Plan
a. Create the Action … (2 comments)
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training: Recognizing the Time to Close - 01/23/08 11:21 AM
In recognizing the time to close you need to watch your customer. Needless to say, value needs to have been created first but some customers may know they need your product before you open your mouth. You close too early (value has not been created or objections have not been overcome) … (2 comments)
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training: An Objection Handling tool that gives you tips. - 01/23/08 11:14 AM
… (0 comments)
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training: Building Value in Training - 01/23/08 11:10 AM
Lu Kalaj
New Horizons Learning Centers
248-214-3319
… (0 comments)
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training: 7 types of meeting purposes... - 01/23/08 11:02 AM
Lu Kalaj
248-214-3319
… (0 comments)
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training: How to get that second wind (who doesn’t need that at 3:00?) - 01/23/08 09:07 AM
Quick Hands-On Stress Relief
Got a minute on your next break?
These moves can help relieve tension around your head, neck, shoulders and hands:
The scalp soother: Place thumbs behind your ears and spread your fingers on top of your head. Move your scalp back and forth slightly by making circles wit your fingertips … (2 comments)
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training: Free Technology Webinars... take advantage of them. - 01/22/08 10:12 AM
Active Directory for Desktop Support Specialists (1/23/08)
Tips & Tricks for Creating Complex Documents with Microsoft Word and Collaborating with Microsoft SharePoint Services (1/30/08)
Windows Server 2008 and Windows Vista - Perfect Together (2/21/08)
Deploying Vista (3/19/08)
ITIL (4/23/08)
Lu Kalaj
248-214-3319
New Horizons Learning Centers
East Lansing, MI 48823
… (1 comments)
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training: Refine your business writing style. - 01/22/08 09:33 AM
Come join in on some skill enhancements on 2/5/2008 at
2947 Eyde Parkway, Suite 210, East Lansing, MI 48823.
Please call Lu Kalaj at 517-318-4025 to attend, this evaluation class at no charge to you.
Grammar Essentials In this course, students will review the rules of grammar, identify common grammar errors, and refine … (1 comments)
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training: Is anyone ever READY for change... Its how we RESPOND that matters. - 01/16/08 01:19 PM
1. What should you do to help your team members adjust to and even embrace change?
2. You want to inform others of changes, and you anticipate they will be resistant and question it. Which method of communication would work best to present the changes for the first time?
3. Which of the … (1 comments)
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training: Building Strong Customer Relationships....Where has it gone? - 01/16/08 12:25 PM
Some steps to follow...
1. Know your customer
a. Evaluate them, ask the right questions, and listen for expectations
b. Communicate results that matter and make friends for life
2. Develop customer focus
Learn to be Extraordinary - go above and beyond just a committment
3. Implement a customer service plan
* Should include … (5 comments)
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training: Grow successful businesses and propel dynamic careers - 01/16/08 11:30 AM
Being successful in the business world means having a broad range of up-to-date business skills that will help to optimize business productivity. Project management, leadership and management, and customer service training are traditional areas of skill development, but how are your employees' soft skills? Business writing, presentation skills, negotiation skills, conflict … (0 comments)
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