May 2007, Volume: 10, Issue: e/4, ISBN 1527-5175

~~~ "A fellow doesn't last long on what he has done. He has to keep on delivering." Carl Hubbell, Hall of Fame pitcher

~~~ Enhanced sales performance... comes from changed behavior. One of the most powerful behavior changes a sales person can make is listening better. There are two core elements to better listening: 1) listen more actively, and 2) listen to how your prospect listens.

First, slow down. Speak less. Ask more focused questions. Then, pay attention. I take notes. It helps me avoid distractions and serves as a valuable reference later. As you listen, are comments specific or vague? If they are vague, there is a good chance this relationship is going no where unless you can engage them mentally and emotionally. Ask more specific questions and keep asking until you begin to get specifics. Source: Sales Trainer Newsletter, May 29, 2007. http://www.salestrainingcamp.com

~~~ How Key Performance (KPI) Indicators Change The Business Retention Game - Free Webinar
30 years of training... has limited the collective vision of what is possible in SWOT analysis and business retention. Business retention is not just customer relationship management, saves, expands, assists, and the ever-present problem identification. These are each excellent short-term goals. But, what is the long-term potential of a superior existing business strategy? Learn about Key Performance Indicators and how they are changing the game. Join us on:

Friday, June 15, 1-2 p.m. Central Time, or
Friday, June 22, 1-2 p.m. Central Time

Free Webinar space is limited. Register by sending Name, Title, Organization, Phone, and organizational e-mail address to info@blanecanada.com

~~~ It is great to see some real data instead of "gut level" reaction. This type of finding allows us to make more intelligent decisions & be more proactive professionals. KY

Forward this invitation to a friend.

~~~ Dilution... We posed this challenge in an earlier edition of the ED Marketing Letter Presentation software reduces everything to categories, bullets, and phrases. As a result, a competitive proposal why locate here can become a litany of categories and bullets that could describe any town USA. Differentiate your presentation. Discover the drawing tool bar. Use shapes and flow charts to show relationships underscoring your competitive advantages. Used with creativity and care, these capabilities can be powerful. However, be cautious of combining the draw features with the slide animation features. Over reliance on animation can dilute your impact.

~~~ Beyond the Basics: Advanced Business Retention pulls rave reviews Content 4.59; Presentation 4.64; and Materials 4.54 on a 5 point scale.
- Provocative, stimulating a very beneficial experience.
- Teaches us as economic development professionals the principles we need to follow to be successful in our changing economy.
- There you go again messing with my head. The fresh perspective forces me to rethink my community's development strategy. That's why I come back to your courses. Fabulous!

~~~ You gotta go here... We are long past the mania of forwarding jokes on the Internet; however, funny is funny. We find it in Plato and Platypus Walk into a Bar: Understanding Philosophy Through Jokes. Organized into philosophical streams, it is a joy to see the depth behind jokes and the levity in philosophy. It will satisfy the humorist in you and/or the philosopher. Life is not work alone. Laugh. Think. This book will help you do both. ^^^^ Plato and Platypus Walk into a Bar by Thomas Cartcart and Daniel Klein, Abrams Image, 2007.

~~~ Synchronist Users... Synchronist Users 8th Annual Forum, October 3-5, Chicago, IL. Share experiences and best practices with some of the best professionals in business retention. Preliminary agenda and registration http://www.blanecanada.com/usersforum.html

~~~ I am amused... by the focus on innovation. This is, of course, just a trend on-the-heals of the creativity craze to be followed soon by another flavor-of-the-month trend when innovation runs its course. By definition, innovation is a creative solution to a problem. Central to both creativity and innovation is the problem. To solve a problem, creatively or otherwise, one must first frame the problem in terms of the central question. Innovation failure is simply stopping before you get to the "core" question. Taking business retention as an example, the common question is "How do we stop businesses from leaving?" or "How can I establish better relationships with current employers? Eight years ago, we posed a different question, "Why are we walking in the door?" This question leads to a very different solution.

~~~ Put another way... "Escape velocity... the faster you move away from the problem, the sooner you will have the perspective to deal with it creatively." Roberta Bondar, Canadian Astronaut

~~~ Cultivating a "power look"... is a matter of taste and strategy. For example, men's and women's "power dressing" looks differ greatly. A "fashion look" for men greatly diminishes credibility and power. Yet, a high-fashion look for women increases credibility and power. Men need a "boardroom" look with traditional colors and styles. Matching shirts and ties, especially in non-business colors such as green and orange, dramatically decrease credibility. Women gain credibility with bold accessories and professional makeup. A demure single strand of pearls and a mid-calf skirt negatively impacts credibility and power. Source: Sandy Dumont, www.theimagearchitect.com

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