Tip #516 - Networking: Dale Carnegie Style

If you've heard one thing in your professional career, more than anything else, it's probably: Network, Network, Network.

But, in fact, people rarely explained what that meant and how to effectively network. Hence the events where a bunch of people are milling around, passing out business cards, seeking their own agendas and trying to sell everyone something while pretending to like you or create common ground. Sound familiar? You leave the event and immediately feel like you need to scrub off the schmooze and may even be disappointed yourself that your goal of making a sale didn't happen.

Been there, done that.

Professionals are catching on. In fact, it seems like there is a new article on "How-To Network" at least once a week. This isn't necessarily a bad thing - a lot of people could benefit from the advice!

We at Dale Carnegie love this article by Natalie Bounassar for Entrepreneur.com. Why? First and foremost because she goes back to the root of networking - in other words, the Webster Dictionary definition. Doesn't get much clearer than that. But also because she cites two key concepts we speak on over and over again:

1.         The cultivation of productive relationships

"Stop treating people like tools." Remember that concept of networking with your own agenda in mind. Strike that; replace it with a goal of creating connection.

2.         Reciprocate kindness and generosity

One lesson right from Dale Carnegie Training: Create happiness for others. Sounds like Bousnassar and Carnegie could have been great friends - or at least in agreement about spreading happiness. The bonus to all the personal development? The focus on the greater good of authentic and positive relationships naturally leads to success and a better professional career - but it's because your personal mindset and focus are in the right place.

To hear the rest of Bounassar's story and how to really network, check out her article here:

http://www.entrepreneur.com/article/237576

Tip #515 - Ready to Increase Your Employment Value?

I'm fairly certain no one wakes up one morning and says, "I want to be the worst employee at my place of business today." Or grows up to have a dream to " find a place of employment where I can really decrease productivity and bring the team down."

People inherently want to succeed; they want to find value in their work. But, life happens and sometimes it's hard to remember that. Eventually it can feel like being a good employee is no longer an option, or turning it around and getting started on a more productive, positive path seems overwhelming, exhausting and impossible.

One of the best points Emmie Martin makes in her Business Insider article is that the, "good news is that anyone can mold themselves into a high performer, simply by changing their outlook and attitude at work."

While changing your outlook and attitude might be simple, it can often be anything but easy. We at Dale Carnegie recognize that - it's why we offer the courses we do! - and want to offer some additional tips.

First, Rome wasn't built in a day. We agree with Emmie Martin that holding yourself accountable is a quick way to turn it around. Just like changing eating habits or incorporating a gym routine into your schedule takes time, so does changing your attitude. That being said, if you do back pedal into that snarky place of negativity or laziness, 'fess up! Admit it quickly, and emphatically; apologize, and move forward.

Which brings us to our next tip. Don't worry about the past. Worrying or getting hung up on past choices won't change anything. If anything, it only delays the positive changes you are capable of, thus slowing down your ability to increase your employment value. Your strengths and talents are exactly what the world needs - once you have the right outlook and attitude.

Lastly, do the best you can. Always strive towards your own personal best, whatever that may look like. Leave behind the comparisons and the competitions and focus on being the best you can. As Martin says, "focus on your strengths."

We at Dale Carnegie believe in you and your ability to succeed!

Tip #514 - Points for Effective Meetings

At times we all wish we could see a bumper sticker on the back of a car that reads, "Meetings Happen"! Because, it is inevitable that some time through the week, we are sitting in a meeting of some sort. 

Picture this for a moment; it is a great morning and we are getting a lot accomplished around the office.  We are catching up and meeting deadlines. It feels good to be in accomplishment mode. An e-mail pops up on the screen. An impromptu one hour meeting is called in the conference room. It starts in 20 minutes. Productivity is over for a while.

Engagement is important and meetings are a part of process improvement here in Connecticut. Although unannounced meetings can challenge efficiency, it is often because of meetings that we become more effective and proficient.

It is also important that meetings have an action plan, an agenda with current deliverables, and results. In many organizations, meetings have little purpose or preparation. Recent studies have suggested that only about half of all meetings are productive.

Any gathering needs to consider participants. A defined process makes these sessions a top priority and purposeful. Leaders need to ask if every suggested attendee needs to be present. They need to ask, are the meetings aligned with current goals and objectives? Is there an environment of open and honest dialogue?

The ingredients of productive meetings should include the following 12 points:

(Before)

• Have a plan
• Prepare information prior to the meeting (groundwork)
• Have an agenda to pass to everyone (include charts and materials as needed)
• Facilitation is needed to control the meeting
• A gatekeeper can make sure everyone participates
• A scribe takes notes or utilizes a whiteboard to bullet commentary
• A timekeeper manages the time effectively  

(After)

• Follow up with all attendees within 24 hours to gauge feedback
• Provide a short summary/ abstract of the discussion
• Thank all the participants for sharing
• Set the next date
• Include a "rate the meeting" comment section in the e-mail

Organization, quality on interaction, and topic can make or break a meeting. Purpose and goals combine to increase employee engagement.

Meetings will always part of organizational process. Making them worthwhile and productive moves everything forward.

Tip #513 - Using Motivation in Sales Training

Motivation is a key component for any kind of success, no matter what the venture. In the competitive business world of today, however, it is an enormously effective tool, and its applications are much more obvious than anywhere else, perhaps, because the effects are immediately visible.

Motivations enters the picture when it's necessary to begin something, has the power to sustain teams while the project is underway, and it can serve as an inspirational seed for the next project or challenge. It comes in useful, then, for any beginning, middle, and end, and it has a role, certainly, in sales training.

The best training will find ways to bring the focus back to motivation, no matter what the technique, or what the goals of the sales team might happen to be. The four components of selling, based on actions, appearance, content, and method of delivery, all tie into developing a sales team that is highly motivated. Interestingly enough, these are also the natural products of a motivated sales team.

Motivation isn't simply a theory, then, and it's never successful when it's designed with manipulation in mind. It is something that comes from a great love for the work, and a real pleasure in working with clients and customers. It's also a daily practice.

A motivated seller is effective only insofar as they are able to truly connect to the client in a meaningful way, because the bottom line in any kind of negotiation is based in content. When the content is there at the beginning, then it's never a matter of manipulation, but simply a matter of finding the right path to the goal. When a goal is met again and again, motivation comes naturally. 

When things become challenging, then motivation is an excellent tool to get things jump-started again, and for these reasons, it can be more valuable than gold. Learning how to motivate a team, and teaching people to motivate themselves is the golden path for moving from one success to another.