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In sales, we're faced with persauding others in a wide variety of situations. And, every single day, we face resistance. We may even begin to see our buyers as adversaries... which leads us to resort to maninpulative or coercive tactics in an effort to win, to get what we want.
Of course, this mentality and approach only nets short term results (if anything at all). Leaving buyers feeling taken advantage of will only increase their resistance in the future.
There is a much better way, one that creates both immediate and long-term, sustainable results. Helping your buyers make decisions that are in your best interest AND in alignment with their best interest, too, is the superior approach.
However, doing this effectively, consistently and artfully requires influence. For some, there are natural abilities to access. For others, there are a set of learned skills that can help you become more influential.
Bob Burg, the author of the international bestseller The Go-Giver, has written an new book to help us master the Five Principles of Ultimate Influence. In this broadcast, he'll intrdouce these principles to listeners, along with specific ways you can turn your adversaries into allies.
CONNECT! Online Radio for Professional Sellers is your weekly resource for learning from the world's leading sales experts. Tune in every Saturday to cut out continuances, put an end to pending and stop stalling out in sales.
My guest will be Hiawatha Colbert. Hiawatha has grown up surrounding computers since the age of 5, and so with loving the edge of technology, he went on to American Intercontinental University in Atlanta, Ga., earning a Bachelor’s of Science concentration in Criminal Justice, with an Associate of Science concentration in Business Administration in 2007. Taking what he has learned over the years with experience in security and technology, he entered in the Credit Card Processing Industry becoming a Certified Payment Professional with the Electronic Transactions Association (ETA) in 2009.
Being an experienced payment professional, he has teamed up with payment industry leaders to create a company called Colbert Marketing Group LLC which is based in Queens NY, Doing-Business-As Capital Bankcard of New York in 2012. Capital Bankcard of New York is a hybrid payment solutions provider that enables businesses to take full advantage of future payment options aggregated with traditional cash and credit all at the point of sale. “We love to make businesses and the people of the community say Ooh and Ah!” Through education is how we empower our minds and businesses. With empowerment, we experience growth!
My guest will be Ken Conn. Affectionately known to his friends as Cajun Ken, Ken was born and raised in the deep South, spending most of his formative years in the port cities of Mississippi and Louisiana. While having a strong love for the South and appreciation for his Southern roots, he also has had a lifelong fascination with New York City. So strong was the lure, that at age twelve he ran away, making it as far as the Port Authority before New York City police found him and put him on a bus back to the dusty roads of Mississippi.
Ken found his love for cooking at age twenty while working aboard an offshore tugboat. There he learned hands-on from the boat’s cook and developed a passion for the Cajun style and food experimentation. Ken is mostly self-taught and thinks that not having been professionally trained as a chef is an advantage. It gives him credibility when he tells people who say they can’t boil water that he’ll have them cooking a true Southern down home meal in no time. Fulfilling his dream, Ken moved to New York City from Biloxi Mississippi in 2004.
He loves the city as much as he thought he would as a kid, but also takes frequent trips home to see family and immerse himself in Southern ambiance. Changing cities didn’t change his passion for food. What began as an informal instruction for friends developed into a series of cooking classes taught and organized by Cajun Ken. Looking to reach more people, Ken began to develop and produce a network cooking show. Cajun in the City now airs to over 1 million New Yorkers each week and is slated to air in Brooklyn, Queens and The Bronx in Fall 2014.
Kevin Murphy is the George J. Stigler Distinguished Service Professor of Economics at the University of Chicago's Booth School of Business. Professor Murphy is a recipient of the Genius Award from the MacArthur Foundation (2005) and someone whom the Freakonomics authors describe as "the smart of them all" (referring to all of the smart people that they have met. (It's hard to improve on their description of Kevin, so click on the link below.)
Today's discussion will center on human capital. In true University of Chicago tradition (where Freakonomics research is conducted at The Becker Center), the conversation could get a little freaky.
My guest will be Anil Melwani, President of 212 Tax & Accounting Services. 212 Tax is a full service C.P.A. firm servicing the tax, accounting and consulting needs of individuals and businesses in the tri-state area. Their business clients span across several different industries including hospitality, nightlife, real estate, attorneys, doctors, and dentists. They are large enough to handle the many accounting and tax issues that can arise at any time throughout the year. Yet they are pleased to always offer the personalized service that clients should expect from their accountant.
With a passion for helping businesses reach their next level, their goal is to provide financial leadership, guidance and advice that you can really use to help you grow your business and become more successful. 212 Tax actively advises business owners on many issues outside the standard accounting relationship and in many cases serves as an outsourced CFO, handling business accounting services including bookkeeping, payroll and sales tax preparation. Additionally, they help individual clients understand how to proactively plan for the future
My guest will be Rev. Eric J. Hall. Rev. Hall is president and CEO of HealthCare Chaplaincy Network, Inc. Most recently, he was founder, president and CEO of the Alzheimer’s Foundation of America (AFA), a leading national nonprofit organization. AFA's primary goal is to improve the quality of care for individuals and their families affected by Alzheimer’s disease and related dementias. His vision and leadership brought together more than 1,600 member organizations and associate member organizations from coast-to-coast. These efforts have united these organizations to speak with one voice to advocate for optimal care and enhanced local support services.
Eric has served on the National Advisory Council on Alzheimer’s Disease, working with the U.S. Secretary of Health and Human Services and other national experts to develop and implement the nation’s first plan to address this disease.
Eric believes in the power and potential of collaboration. In 2010 he co-founded LEAD (Leaders Engaged on Alzheimer’s Disease), the nation’s first and only coalition of for profit and not for profit organizations unified behind the cause. More than 50 companies and organizations participate.
Prior to founding AFA, Eric was CEO of a local grassroots Alzheimer’s organization on Long Island, NY. He also served as treasurer for the New Jersey branch of the Capuchin Franciscan Friars, an international religious order. In this role Eric, as one example of programs and services he established, directed the creation of a multi-million dollar living facility for mature adults in the Bronx, NY.
If you're looking to launch a business or take your career to the next level, don't underestimate the power of BlogTalkRadio as both an educational tool and a social network – with 23 million listeners a month and 12,000 hosts, you can join discussions lead by the world's leading entrepreneurs, analysts, authors and coaches, and ask all your pressing questions via our chat rooms and live call-ins! It doesn't get much better than financial advice from money-management mogul Suze Orman or brand-building strategy from celebrity chef Emeril Lagasse. Need to get up to speed on how to maximize your Twitter, Facebook, Google+ or Pinterest presence? You'll find plenty of shows on social media marketing, including tips from tech legend Guy Kawasaki. Network with professionals on every level, on everything from job interviews, career consulting, sales training, productivity, legal advice, financial planning, solopreneurship, real estate trends, product design, work-life balance, mentoring and more.
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