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Brett Clay has written a forceful book about selling named what else? Forceful Selling. And if anyone knows how to sell himself or his product, it’s Brett Clay, M.B.A. With a resume that includes twenty years of experience as a sales trainer, consultant and vice president of sales, marketing and business development at numerous high-technology companies, including Microsoft, Clay is more than qualified to teach others how to sell. He has studied what works and what doesn’t, and he knows what mistakes and misconceptions a salesperson must overcome to be successful. With many practical and personal examples, and numerous activity worksheets to analyze one’s customers and one’s personal sales technique, Forceful Selling is certain to change any salesperson into a force to be reckoned with.

Becoming a force, however, does not mean embodying the myth of the pushy salesperson who makes cold calls to manipulate people into buying a product they do not want and will later regret. As Clay demonstrates, the biggest mistake a salesperson can make is to believe the customer needs his product. Clay makes it clear that no one needs a product. The product is a solution to the customer’s problem, but to sell the product as a solution is insufficient. The salesperson’s job is not only to understand what the client’s problems and needs are but to explore the changes the organization must incorporate and then sell the client on how the product can transform the organization for the better. A salesperson must focus on becoming the agent of change for his clients and their business.

Change is the real focus of Forceful Selling. Clay has created his Change Leadership Framework to make change happen in an organization, with the salesperson as the guiding force. This Change Leadership model is vital in an age when people prefer to go online to gather information and make their purchases, thus devaluing the assistance of salespeople. To adapt to this Internet marketplace, salespeople cannot simply sell a product; they must know their clients inside and out and be extraordinary at helping clients achieve their goals. Change leadership then progresses from learning the customer’s goals to finding out what change must take place within the organization so the product may be introduced as a means to achieve the goals.

Beyond bringing his years of experience to Forceful Selling, Brett Clay has thoroughly studied the psychology and theory of selling. Throughout the book, he discusses a wide range of theories from Adam Smith’s The Wealth of Nations to Maslow’s theories of what motivates human behavior. At the book’s foundation are the German psychologist Kurt Lewin’s psychological theories about how change happens in groups. Clay applies these theories to show that all companies have goals, and the salesperson must remember, “a goal is a change you try to reach through satisfying certain needs.” The successful salesperson will understand the client’s goals, and he will find the key players within the company to work with to become the guiding force to affect the change. To sell to the key players, including both the proponents and opponents of change, the salesperson must understand the personalities of the key members of the client’s organization. Clay recommends that salespeople study the Meyer-Briggs theory of behavioral tendencies so they can predict client reactions, understand their viewpoints, and be prepared to answer their objections.

While Clay displays his experience, intelligence, and insightfulness throughout his examples, he also makes Forceful Selling an extremely readable and enjoyable book. He loves to use metaphors to express his points. For example, Clay compares sales to the California Gold Rush. The prospectors are the salespeople who make cold calls, just prospecting on the surface, and unlikely to find much gold. Clay encourages salespeople instead to be miners-those who dig for the real gold-the gold being inside the client’s organization. The salesperson must find the gold nuggets in the organization, those who will cheer on the change that the salesperson’s product can bring about. Furthermore, the salesperson must be prepared not only to deliver the product, but to sell the service and to help the customer incorporate the change, providing support, a timeline and a plan to implement the change. In this manner, the salesperson becomes a strategic resource to the customer.

Many humorous yet educational cartoons also fill the pages of Forceful Selling. The primary cartoon character is a bulldog salesperson learning to transform himself into a forceful selling agent of change. A picture is worth a thousand words, so while the theoretical details of Forceful Selling may eventually be forgotten, the salesperson can open the book at any time, look at a couple cartoons and quickly be reminded of the main points of Forceful Selling.

While managers, marketers, and salespeople will most benefit from Forceful Selling, many of Clay’s ideas and activities will also enhance change in people’s personal lives and relationships. Brett Clay illustrates the personal application of Forceful Selling with stories from his own life, focusing on his children, wife, and even his house painter. In fact, Clay plans that his next book will be Forceful Living to demonstrate how just as companies set goals such as doubling their revenue in five years, people must set personal goals to achieve their dreams. After seeing how beneficial Forceful Selling is to the salesperson, I look forward to Clay’s next book.

For more information about Brett Clay, Forceful Selling, and how Clay’s Change Leadership Group can help you in your personal or business goals, visit http://www.forcefulselling.com.

- Tyler R. Tichelaar, Ph.D., author of The Marquette Trilogy

October 23, 2008
Forceful Selling
Brett Clay
ISBN: 9781890427481
Aviva Publishing, 2008

Author: Tyler Tichelaar
Article Source: EzineArticles.com

I originally decided to take on “The World is Flat” due to the recommendations it received from a few other books I was reading.I believe two or three other authors made reference to the book and it led me to realize that I also needed to read this work as it was coming so highly recommended.The book was introduced to me as an understanding of outsourcing in the 21^st century and a chance to learn the details about how others were properly utilizing a cheap Indian labor force.While this theory is discussed in detail, “The World is Flat” turned out to be so much more than just a “how to guide” to outsourcing.I quickly learned that that the book was about the development of the flat world, the factors that flattened it, and all the resulting effects that has had and will have on modern America.

Before jumping into all the factors that helped to create a flat world, Friedman discusses the key development that truly led us to the mass communication system we currently live in; fiber optic cables.He comments that during the internet bubble in the early 2000’s that growth potential seemed limitless to investors and high tech companies and this led them to lay billions of dollars of underwater fiber optic cable across the world.So much of this cable was laid and when the dot com bubble burst, suddenly the value of all these cables was basically zero.Most of the companies and investors in these projects went bust, yet the result left thousands of miles of cables stretching across the world. Others were able to buy up this equipment for pennies on the dollar and suddenly the transfer of information across the world was virtually free.Friedman explains this in detail, and how this is the ultimate factor which led to the flat world and created the true outsourcing opportunities we have today.

The interested thing about outsourcing is this; many people have always believed that it was something reserved for major corporations and the super rich, with time to invest in the research and development of an overseas team.What Friedman highlights, and I have personally discovered, is that in a flat world, this is no longer the case.Outsourcing has been reduced to be both affordable and easy for the everyday man and now we all have the ability to move labor overseas.This brings us to the first major point of “The World is Flat”, outsourcing for everybody.

Outsourcing for everybody, as I like to call it, is exactly what it sounds like.From doctors to lawyers, from house cleaners to landscapers, and from sales to customer support, there is a way to outsource any aspect of your job or of your company.Modern day technology coupled with some American based companies, have really brought this fact to light.These American based companies have pre-assembled team in places like Bangalore, India, and you can contract out the work through them.With one phone call or email, these companies will find and assign someone in India to be your virtual assistant based on the task at hand.Is your accounting firm overworked and in need of help?Well dial up an assistant in India to start putting together all the tax returns for your clients.Even with their growing economy the fair wage scale in India is still far less than in the US.Most likely what you will find is that you can pay someone half the price, to do twice as good a job.Friedman points out that if you think this scenario sounds ridiculous, think again, as the majority of accounting firms are already doing exactly this.

So how can this benefit you?Well I have discovered a completely online based system similar to those described in “The World is Flat”, called Odesk (www.odesk.com).Odesk is essentially a Craigslist and Facebook crammed together to build an outsourced labor force.People from across the globe post their hourly rate online with their specialties, and buyers can sort through them and message them if they are interested in their services.With the amazing speed of the internet and services like Skype voice chat, it is both free and immediate to have a chat with someone in India.Simple as that, find someone you like, and then hire them through Odesk.All payments are directed through the system and you have an outsourced worker with good skills at a fraction of the cost of the American equivalent.This is outsourcing in a nutshell, and it lies at the fingertips of everyone today.

Another huge factor discussed in the “World is Flat” is open source software.For those not familiar with open source software, it is basically free software that you can download or access using the internet.One of the most widely known examples of open source software is Mozilla Firefox web browser.What this means is that a group of people (thousands and millions) all contributed to the building of the browser and it is available for free by the general public.As opposed to a company like Microsoft which builds Internet Explorer and wants to charge money for it or only makes it available to Microsoft customers.

This concept may be hard to grasp at first, how can people afford to participate in Open Source software and how does it really get created. Basically it starts with a small group of people dedicated to creating the best possible product. These people create the basic product and post it online for others to view and edit.As more and more people download it, and add something to it, the product begins to grow exponentially.Soon enough you can have thousands of people working for free to help make the product the best it can be.The result in most cases is a product that is far superior to anything one company can build, as a company will be limited by the amount of employees they have.Meanwhile the open source software is limitless to the number of people contributing.Currently open source software is beginning to take over, as open source versions of word documents, photo editors, web browsers, web site programs, and video editors begin to pop-up.Open source software seems to be leveling the playing field and playing into direct completion to some of the big time players in the software world such as Microsoft and Adobe.

Basically Friedman explains that the whole open source movement is another large factor contributing to creating a flat world.A world in which information transfer is available at the speed of light and access to the entire world is seamless.A world in which your job in America can be replaced by someone else in China and India.A world in which access to information, software, and hardware is getting cheaper and cheaper, and is actually free in many cases.All factors which have lead to the current flat world we live in according to Friedman.

The topics thus far are really only the tip of the iceberg presented in his book.I strongly recommend reading it as it is both a history lesson on America’s continual evolution and also a factual presentation of the technological age we live in the current business society.This is only part 1 of my breakdown of “The World is Flat”, so be sure to check out Part 2 to hear more about the book and also my analysis on the effect of outsourcing on our current economy.

Author: Matt Lehr
Article Source: EzineArticles.com

I have been reading Dale Carnegie’s multi-million selling self improvement book ‘How To Win Friends and Influence People’. I think this has to be the most influential book I have ever read!!

I cannot recommend this book highly enough, as it will help all Marketers avoid the major pitfalls and traps the majority of people fall into when dealing with people, friends and customers.

Carnegie wrote the book in the 1930’s and it was eventually published in the 1950’s, but how applicable it is to today’s modern world and in particular anybody who had an online or networking business.

If you can answer ‘Yes’ to any of the following questions then this book is a must for you!

Do you have difficulty in generating leads?
Do you find it difficult or nerve wracking when calling leads or members?
Would you like more people to be in your business?
Would you like to increase your profile on the Internet?
Would you like to increase your ability to ‘get things done’?
Would you like to motivate your down-line?
Would you like to build a business that is profitable?

The book inspired me so much that my close friend and business partner decided to film a series of short informative video’s which focus on the key points in the book. Each video has information and tips on how you can implement the important and proven factors into you business to make it a lucrative success.

So, like I’ve said if you’ve answered ‘Yes’ to any of the above questions this book is a must.

Author: Catherine K Lee
Article Source: EzineArticles.com

Throughout the past few years, it has been discovered that the internet has the power to generate full or part time incomes to a lot of people. As the word has spread out, many have engaged in a new adventure. The adventure to make their living out of the internet. That’s why I decided to give you a complete and very honest review of molb wealth formula, and how it has benefited me. I was scammed. So read on. I don’t want you to waste your time and money. Here it goes.

M.O.L.B stands for Mechanical On Line Blueprint. The creator Alex Edevane claims that this is the formula that the top 1% internet marketers have and that won’t show to anyone. The product’s page has several screenshots of how much money he has made with his formula or blue print as he calls it. It also has a 60-day money back guarantee. So, after seeing this I went to buy it. After having the product in my computer I discovered immediately that his claims are real. You do NOT need a website or start up capital, no need to buy traffic from Google and no pre existing list. So what is it that I got? I got an 180-page ebook with step by step formulas that will make you money and 11 videos that make up to 120 minutes in which Alex shows you how to put all the steps explained in the ebook. These videos is what I like most about the program. Because it really is like being behind Alex watching over his shoulder what he does on the computer.

But that’s not all. You will also get a list of all the tools Alex uses to run his online empire. This one is very important because so many time you will just go around buying stuff thinking that they will improve your business to find out later that you just wasted your time again. I have use his system for about 6 weeks now and I have already made a little over 2000 dollars. I had no experience and I had made no money online before I bought MOLB. After making some money with it I decided to let others know that Alex’s formula works and that you too can make money online. Oh by the way, all the money I have made with the system is mainly pure profits. That’s another reason I wanted to throw a review of MOLB.

So here you go. This is the complete review of MOLB. This is from my own experience. I know it works. You will get a 180-page ebook with the theory and then a series of 11 videos showing exactly how to implement his techniques. You can’t go wrong with this product.

Author: Cindy Klypak
Article Source: EzineArticles.com