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When I facilitate a leadership or sales workshop, I am often asked for suggestions on books to read.  With that in mind, I placed on my website is a list of book suggestions on the different topic areas of training my company does.  Many of these books are classics and a few are new.

I was recently given the newest book by my friend and publisher, Tracey C. Jones.  It is called A Message to Millennials. Below are three key leadership tips taken directly from the text of this book.  Although the book is directed at millennials, smart leaders from the boomer generation have been doing these tips for some time.  If you are not sure what the difference between these two generations are, check out Parade Magazine article on Millennial Vs. Boomers: Habits and Characteristics.  At the bottom of this post, you can also find a video with more about the book and how it can impact business.

  • Expose yourself to the experiences of the great minds who have gone before. In other words, read great books. You don’t have enough time to make all the mistakes, profit from all the failures, and earn all the stripes on your own. Read profusely about how the greats of the past dealt with their individual challenges.”
  • “Create your own best leadership path. Don’t just seek to become rich; seek rather to enrich.”
  • “Truly, the most important part of management is managing yourself. This includes staying focused on people and books that will hone your sense of personal motivation. You need to do this every day for the rest of your life.”

 

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Everyone Sells, something I have always have always preached and continue to teach. The poem below shares my insight as to the world of selling; as it was and as we know it today.  My goal is to inspire you to look at selling as you would any other professional skill. Selling is simply persuading, influencing or even as Dan Pink puts it, “moving” people to your ideas or your way of thinking.

 

The Rebirth of a Salesman; The Sales Professional Resurrected
A Poem ©2014 by Mary Anne (Wihbey) Davis

Door-to-Door Salesman

The Door-to-Door Salesman

Once upon a time,
There was an occupation.
It was an extremely respected,
Form of vocation.
“Salesman” is what they called him,
He knocked on your door.
Selling vacuums and brushes,
And encyclopedias galore.

He walked up and down your street,
With his bibles and props,
Often carrying insurance rate books and mops.
It was a different time,
When door-to-door was the way.
They came to sell,
And we asked them to stay.

Those times were different,
For now it’s a chore,
To get to know someone,
Who comes knocking at your door.

As businesses grew,
So did the goals,
Sales managers got tougher,
At the expense of their souls.
To the sales rep they gave advice,
Like “hammer em” , “grind em”, and never take no
And therefore,
Some of those salesmen forgot to be nice.

Overtime, they were no longer welcome
Inside of our house.
We closed the blinds when we saw them,
Keeping quiet as a mouse.

We brought up our kids to be Doctors,
Lawyers and Indian Chiefs,
Never a sales rep,
For they were looked at as thieves!

And what we did not realize as the times changed
Adjustments to our communications had to be made
A select few had insight on what it would take
To survive and thrive and keep up with the times
They covered up what they did; hid it well
Never admitting to that in their success was to sell.

As we wake up today
I have come to surmise
The salesman has resurrected;
We are ALL sales reps in disguise!

Parents sell their kids on being good
Job seekers say, I am the one you should….
Even pastors and priests
Try to sell you on their beliefs!
Our belongings go on e-bay, one by one
And love?  Well, it’s match.com for some.

So, I’m here to explain
We are all in sales and it is not in vain.

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The Sales MessengerIt is finally ready!  What is ready?  That thing several of my friends in sales have been asking me for is now available – The Sales Messenger as an audio book!  With an audio book, you can listen to the Ten Lessons for Sales Success in Your Business and Personal Lives while: driving to your sales calls, using the exercise equipment at your gym, or walking/running in your neighborhood.   Or anytime you want! Listening to this book can help you grow towards being a better sales representative as well as increasing your customer service skills.

If you are ready to buy now, you can go to Amazon to get Kindle e-book or audio book. Or go to Audible if you have an account there.  If you prefer a print book or PDF, I suggest you visit the publisher’s site to get the best pricing.

Want to know more about the book before you buy? Listen to sample audio or watch videos which include reader testimonials (you have to scroll down the page to see them) before you buy.  You may also read the reviews on Amazon from the links above.

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MyEverythingDiSC.com is a mobile-friendly, interactive learning portal that is exclusive to the Everything DiSC® solutions. This follow-up site extends the lessons that users are introduced to in their Everything DiSC profiles and classroom experiences, extending their learning into the future.  The MyEverythingDiSC site enables users to actively incorporate their new DiSC® knowledge into their daily work. It offers them insights into their own DiSC style and strategies for working and communicating with others.  People who have completed a DiSC assessment can connect with coworkers to run 1-to-1 comparisons or group reports. Check out the video at the bottom of this post to see an example of how it works to improve communication on-the-job.

With MyEverythingDiSC.com, users can:

  • Upload a photo to their Account and view their Profiles once they have been given access via email by their authorized DiSC partner.
  • Review DiSC theory and watch videos to understand the assessment tool and learn how to use the site.
  • Learn more about their personal DiSC style as it helps them understand at a glance where their strengths are and where they spend more effort through interactive DiSC maps.
  • Invite others to create Comparison Reports and access site-exclusive tips for working with individual team members, as well as with family or friends who are on this site. (Please note that this application does work with all Everything DiSC® profiles, however it does not currently work as part of The Five Behaviors of a Cohesive Team.)
  • Create their own Group Maps of their team members, project groups, or others in their department. This feature presents a whole new level of value for team building; as well insights for coaches, managers, and change agents.
  • Create Customer Interaction Maps for improving sales relationships. (Please note this option is only available to users who have completed an Everything DiSC® Sales profile.)

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I have created many blog posts on the DiSC assessment and related training options.  Below is a video titled “What can Everything DiSC do for us?” which explains why you might want to use.  It is from a training session I facilitated in 2015.

If you want a little more information on DiSC, then you may want to watch the following videos after the main demo.  Or you may want to download flyers from my website.

You may also want to check out post text for  Are you S or C Style? and Are you D or I Style?

The DiSC assessment is available for targeted audiences:  Sales, Management, Workplace Individuals and Teams, and other Leaders.   There is also a 360-type tool and a team-building version.

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Check out this 1.5 minute video by Dwight Lacey on what employee engagement is.

Areas in which engagement impacts business results
1. Increases productivity
2. Improves customer loyalty
3. Increases employee retention
4. Reduces absenteeism
5. Reduces wokplace accidents

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In the 2.5 minute video below  Nick Miller shares his Sales Strategy containing 4 steps in closing the sale
1. Close on Facts
2. Close on Benefits
3. Close on Solution
4. Cose with Next Steps

 

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