Salary Negotiation – Can You Walk Away From That Salary Negotiation?

Salary negotiation should start by keeping your bottom line salary in mind. If that salary cannot be met, you must be comfortable walking away from the salary negotiation. To succeed in any type of salary negotiation, you must be willing to walk away. Look a little closer…

Salary negotiation can be learned. Some work with a career coach to learn how to market their skill better to organizations. This can increase your perceived value and financial standing. You sabotage your career success and financial standing by accepting a job offer you should really walk away from. How do you know when to walk away from a salary negotiation?

Look at poor Steve. His interviewer began by ridiculing items on his resume and discounting real experience. After his entire resume had been verbally chopped, Steve had to get up and leave the interview. Later, when he talked to his contact for this interview, the explanation was that this was just the interviewer’s style and that Steve might have been offered the position had he stayed. But Steve did not regret his move. In fact, several months later Steve saw the interviewer’s name in the paper. He was the subject of an investigation for the mistreatment of staff. Steve listened well to his internal mechanism or “gut” while in this interview.

Here are several situations that should give you a red flag when in salary negotiation:

Salary Negotiation Red Flag #1 – An employer that is inflexible and displays no respect.

They don’t respond to e-mails, can’t find time for a meeting, can only be available via telephone for a few minutes at a particular time or demand a quick response. They haven’t decided they WANT YOU. Walk away.

Salary Negotiation Red Flag #2 – Try as you may, they just won’t negotiate.

Often HR never gives you their best offer first unless you hear the words “This is a firm offer.” However there are more things to negotiate other than salary (at least 26 other things I walk through with my clients). No matter what option you propose whether it be a different start date, job duties, more vacation, professional training, tuition reimbursement, company car or cell phone, they won’t budge. This is probably a good indicator of how they will negotiate in the future on salary or these items. Walk away.

Salary Negotiation Red Flag #3 – An employer that is not on their best behavior during the interview process.

They may be derogatory about your work experience or your value as they were with Steve above. They might simply be nonchalant or cut off your answers before you can complete your thought. This is probably a taste of how they will address you as an employee. “Believe them when they show you who they are the first time.” They are showing you what they will be like as an employer. Walk away.

Salary Negotiation Red Flag #4 – Being unwilling to see the situation for what it truly is and continuing to go forward with unfavorable terms.

Salary negotiation should not t move you into an unfavorable situation because of fear, bills, a slow economy, or higher unemployment. Pull out of your tunnel vision and look around you. Talk to your career coach, a trusted friend or adviser. Trust your internal mechanisms and intuition. Be secure in the value you possess. If you take the job embrace the fact that this is a stop gap job and not a resting place or career!

I know what you are thinking. You could not possibly walk away from any salary negotiation in this shaky economy. Unemployment is up as well as layoffs. Obviously, during a slow economy it is easier to discount that strong negative reaction to the position or salary negotiation because you believe jobs are scarce. Stop! Try to see all of your opportunities. Do not be pressured into accepting an inferior position with an inferior salary because of fear. You continue to bring the same value to the organization in a slow economy as you would in a growing economy. There is still a market value to that worth.

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Source by David Hults

Enlightened Health Tips From Ascended Masters

In 1992, a mysterious couple appeared to Gary Renard in his modest living room. That night, they told Gary they were “ascended masters” who had come to reveal the secrets of existence. Their subsequent visits and conversations with Gary formed the basis of three books.

Once in a while a book comes along that changes the way we look at the world. That’s what happened to me when I read Gary Renard’s first book, “The Disappearance of the Universe (DU).” The book promised to reveal the truth about why we are here. The meaning or purpose of life has always been my favorite topic. In Catholic school they tried to explain, but too many questions were answered by calling them “mysteries” that only God could know. I tried reading a book called ‘A Course in Miracles”, but was unable to understand it. Then along came DU.

You have to love a book that offers to explain the meaning of existence. I know the Christian Bible serves this purpose for many people, but after studying the Bible, I found many things still remained “mysteries.” I loved the idea of having the meaning of life explained in modern language once and for all.

So, did the book deliver? For me, it did. The book immediately struck a chord with me. I had the feeling I was learning things I have always known, things I had always known, but forgotten. The book is actually a kind of introduction to another book called, “A Course in Miracles (ACIM).” As I mentioned, I had tried to read ACIM some years ago, and could make no sense of it. After reading DU, I attended a seminar given by Gary Renard. It was there I bought my first copy of ACIM. It makes more sense to me now, and I have been studying the Course ever since.

Gary likes to tell jokes and he told a couple good jokes that day. I told him one of mine, but he didn’t seem too amused. Maybe he had heard it before and was too polite to say. The other thing I took away from the seminar was that Gary Renard is modest and polite and true to the things he teaches. I can also say that I observed some colored lights surrounding his head as he spoke. I have never seen anything like that before or since.

Gary wrote a second book called, “Your Immortal Reality.” The second book was good – some reviewing of concepts covered in the first book, and some new material, including some fascinating predictions about the future. I may write about those predictions someday, but today I want to share the teachings about health and healing.

Gary’s third book was delayed for several years. I never did find out why it was delayed so long, but I think the reason is that Gary’s first books have made him a popular speaker. His life became a whirlwind of travel and lectures and book promotions. He has become one of the most popular teachers of ACIM in the country.

When the third book was finally released, the reviews were mixed. There was more review of teachings from the first two books and from ACIM. There were more predictions about the future. One day i will write about some of the predictions.

Gary Renard’s books are spiritual in nature and the physical body is downplayed in favor of mind and spirit. That’s why it was so surprising to find a chapter on the health of the physical body in the third book. Not only does the book discuss health, it makes statements as bold and surprising as the seemingly outrageous spiritual teachings from the first two books.

The first book had a chapter on spiritual healing and that’s what I expected to find in the third book. Instead, there were suggestions about keeping the physical body healthy. The book contained twelve suggestions to stay healthy including advice about drinking 35% food grade hydrogen peroxide. It also mentioned that intravenous vitamin C treatments are curing cancer in some parts of the world.

The book cautions readers to follow instructions carefully when drinking food grade hydrogen peroxide and suggests a book called “The One Minute Cure” to find the best instructions. Since I read “Love Has Forgotten No One,” I have been drinking food grade hydrogen peroxide and feeling more and more confident about my own health.

Besides, starting my own regimen of drinking the hydrogen peroxide three times a day, I have been researching and writing articles about the ideas in the chapter on the health of the body. While I cannot say I have been able to confirm the truth of all the ideas, I can say I have found nothing to contradict them either. I learned that people have been writing about hydrogen peroxide for most of the last century. It is being used intravenously as well as orally. The same for vitamin C. Linus Pauling is the best-known advocate of vitamin C cancer treatment, but there are others. Dr. Jeanne Drisko at the University of Kansas Medical School is a strong advocate. She uses IV vitamin C treatment in combination with chemotherapy and is publishing some very encouraging results.

So, the things I learned in “Love has Forgotten No One” were very surprising to me. Other people have known about these treatments and been writing about them for many years. I am doing my small part to get more exposure for these treatments by writing about them. I have written several articles about food grade hydrogen peroxide and another about intravenous vitamin C. I have learned that there is great resistance in the medical community to so-called alternative treatments, but some of that is to be expected. I believe that if something works, then eventually it will be accepted by the medical establishment. People like Dr. Drisko will be our guides by testing the treatments and documenting the results. If the treatment is indeed curing people of cancer in some parts of the world, then it’s only a matter of time before it becomes accepted practice here.

I would love to hear from you if you know of any cases where intravenous vitamin C has cured cancer anywhere in the world. Meanwhile, I keep researching and drinking my 35% food grade hydrogen peroxide diluted in distilled water three times a day!

The joke I told Gary Renard? Did you hear about the two antennas that got married? The wedding wasn’t much but the ‘reception” was great!

Source by Kirt M Hill

Learn From Yesterday, Live For Today, Hope For Tomorrow

The above title is a quote by Einstein, and it is, indeed, excellent advice. Einstein was, of course, one of the greatest scientists who ever lived, if not the greatest. Much of modern physics is based on his discoveries. In later life, however, he also became a philosopher of considerable importance, and he gave us a lot of useful information about life. His quotes are seen everywhere. The above quote can be generalized to: Learn from the Past, Live in the Present, Hope for the Future. And if you do each of these, you will, indeed, be much happier.

What do we mean by each of the above statements? Let’s look at them in turn.

Learn from Yesterday

We should, indeed, learn from the past — particularly from the mistakes we have made in the past. We certainly don’t want to make the same mistakes again. But we also don’t want to spend a lot of time thinking about these mistakes; they’re over and done, and there’s nothing we can do about them except learn form them. So don’t continue to rehash them, and don’t become obsessed with them. If you do, they could become a source of frustration, and they could make you fearful of failure in the future. In short, they could make you very insecure, and this is, of course, something you don’t want. So learn from them, and forget them.

It is, of course, okay to think about the past occasionally, savoring some of the joys you have experienced, but you should return to the present as quickly as possible. Don’t develop a nostalgia for the past. This is a common fault with many people; they daydream about how happy their past life was, and how dull and humdrum their present life is. Maybe your past life was better in some respects, but too many people magnify the happiness of their past life and forget about the struggles and sorrows they experienced. If your present life appears to be dull compared to your past life, it’s up to you to make it better.

Don’t keep longing for the past, Today is much more important. It’s the present — what’s happening now — and you should make the most of it.

Live for Today

Enjoy the day you’re living in. Wake up in the morning with confidence, and a feeling that the day is going to be the best you have ever experienced. One of the best ways to do this is to relax and live each day as if it were your last.

Dale Carnegie encourages everyone to live in “Day-tight compartments.” And it’s the best advice anyone could give you. As he says, ” Half the beds in our hospitals are reserved for patients with nervous and mental troubles, patients who have collapsed under the crushing burden of accumulated yesterdays and fearful tomorrows. Yet a vast majority of these people would be walking the streets today, leading happy, useful lives, if they had heeded the words… “Live in day-tight compartments.”

In other words: Shut off the past. Shut off the future. Live for today! This doesn’t mean you shouldn’t prepare for the future; it means you should not have any anxiety about the future. If you fret and worry about the future continuously, you could end up in the nuthouse.

So live one day at a time. Think of each new day as a new adventure — a new life. Tell yourself that it’s going to be the best day of your life. One of the major tragedies of many peoples life is that they keep putting things off. In particular, they put life itself off. They’re always telling themselves that life will be better — after they marry, when they retire, and so on. And as they wait, life passes, and suddenly they discover that it has left them behind. They have forgotten, or perhaps never learned, how to enjoy life, or maybe they’ve been too busy and haven’t had enough time. Life is in the living, and it’s important to learn this. “Today is our most important possession. Don’t throw it away. Cherish it. Live it. Enjoy it!”

Our happiness and peace of mind are determined, to a large degree, in how efficiently we shut out yesterday and tomorrow. Most of your thinking should therefore be directed at what you will be doing between now and when you go to bed.

Happy people don’t allow past failures and problems, or worries about the future, to plague them day after day. If you do, you will likely end up depressed, anxious and frustrated, and that’s no way to live. Remember that today is the most important day of your life. So when you begin drifting into the past or future, bring yourself back to the present as quickly as possible.

Hope for Tomorrow

It’s not that the future is unimportant. It is, and you should prepare for it. Prepare for it, but don’t be anxious about it, and don’t worry needlessly about it. Life is full of problems related to the future: financial problems, worries over your health, worries about getting old. Some of these will come to pass (such as growing old), but many of them will remain nothing more than worries.

So force yourself to remain optimistic about the future, and the best way to do this is to foster hope. Never lose hope; hope encourages you to set goals and strive to accomplish them. It makes you optimistic and gives you faith in the future; it’s the thing that spurs you on. It makes you dream of better things, and it makes you feel good.

Anxiety, on the other hand, depresses and frustrates you. And it can easily get out of control. Anxiety feeds on anxiety — it’s a vicious circle. So get rid of it as quickly as possible, and the way to do this is to fight against all negative feelings and negative thoughts related to the future. Don’t be fearful of the future — look forward to it.

Source by Barry R Parker

Preventing Your Child From Becoming Obese

Obesity has become a significant problem befalling most Americans, and much worse, children have become the latest victims of obesity. Did you know that approximately 43% of children in the United States are obese? Well, it is a shocking development, but that is only an indication that parents need to take extra care to prevent their children from becoming obese. Fortunately, the condition of obesity is one that can be managed and prevent you from saving your doctor’s phone number on speed dial.

Preventing child obesity is just a matter of monitoring your child’s diet and engaging them in physical activities. Firstly, it is important to note that obesity is mostly a diet problem. You should avoid giving your child a lot of sugary or fatty snacks and always try to give your child foods low on cholesterol. Your child’s foods should consist of vegetables, whole-grains, and fruits. You might also consider providing some dairy products for your child. Too much food is also not healthy for your child, so you should serve them with proportionate quantities of food. Your child should also take plenty of water to allow a smooth digestion process.

Secondly, you might want to encourage your child to do a lot of physical activity. While this should not be rigorous, an adequate physical activity might just help increase the rate of metabolism in your child’s body. The net effect of this is that the increased rate of metabolism will be able to burn the excess fats on the body, helping your child to maintain a healthy body mass. Some of the recommended physical activities include walking, swimming, rope jumping, playing tags, or playing soccer. In essence, if you want to keep your child safe from obesity, just get him/her sweating, and give them the right types of foods are recommended above.

Some parents have been so worried about the obesity situation of their children to the extent that they go seeking doctors’ help. Well, obesity is not a disease, but rather a condition. Most of those doctors would only prescribe some weight-loss supplements for your child, and this could bring a whole new debate about the safety and reliability of the weight loss supplements. Some of the weight loss supplements have been reported to cause some health defects on the user, and you might not want to expose your child to such a risk. It is highly advisable that you use natural means to prevent your child from becoming obese or help them lose weight if they are already obese.

Source by George O Odhiambo

How to Protect Your Lips From Sun Damage?

What do you often bring with you when you go swimming, beach or just going out? Hat, SunGlasses, Sunscreen… to protect your skin from the sun. On the natural side, your skin contains oil that protects it from drying out and from extreme temperatures, but your LIPS don’t, which explains why they bleed so easily.

Because your lips are naturally, you would like to protect them from the suns harmful ultra violet (UV) rays. Products with SPF (sun protection factor) will help protect your lip against UV rays, keeping your lip always smiling.

How to protect your lips from SUN?

Protecting your lips from the sun is really easy. Best way to provide protection against sunlight for your lips to apply a lipstick or a tinted lip balm that contains sunscreen. Lip balm not only protects your lips from burning, the moisture will help to avoid chap and dryness. The SPF number tells you how much longer you can stay outside without burning while wearing the sunscreen product as opposed to not wearing any sun protection product, example: An SPF 15 means that this will take your lips 15 times than they would without the sunscreen

Wear lip balm with a minimum SPF 30 for you (higher is better), and SPF 15 for your baby. But most famous lip balm usually only have an SPF with 15-20, it is still not protect your lips from.


  • – Apply sunscreen 30 minutes before going in the sun and re-apply every 2 -3 hours when swimming or sweating ( Water proof or Sweat proof).
  • – No sunscreen can protect your skin from all of the UV rays, but a higher SPF number indicates protection from more rays.
  • – Do not go in direct sun light without any sun protection factors. Apply lip moisturizer’s which contain sun protecting factor in them.
  • – “It’s winter! I don’t need to protect my lips from the sun!” Snow can reflect about 80 % of sun rays and can result in skin damage and UVA rays are at constant levels all year.

Did you know?

A recent study at the University of Texas revealed that over 94% of study participants were very aware that UV exposure causes skin cancer, but only 6% were aware of the risk factors for lip cancer.

Alarmingly, just 28% of participants were wearing a form of lip protection such as specialized lip sunscreen, regular sunscreen, or lipstick.

So next summer, smarten up your glossy look!

Source by Lola Ann

From Slim Fast To Roux-En-Y, Part I

At about the age of thirty-five I started noticing the accumulation of fat and it was becoming more difficult to stay in shape and lose weight. I was fairly active with hunting, fishing, and coaching, but I was a teacher and much of my life was sedentary.

My first attempt at weight loss was Slim Fast. I would drink one at lunch. There was the feeling that I was doing something positive, but after a year of the “Slim Fast” diet, I’d gained another ten pounds. Next, I attempted something akin to the Atkins Diet, no breads, pastries, or pastas and mainly meat. I’m not sure if it was related but I did start to get headaches so that was a no-go. In the meantime I gained another ten pounds.

Eventually I just decided to eat less, eat slower, and consume healthier foods. I was taking advice from just about everyone, but the weight continued to pile up. In the period of thirty years I climbed from 205 to 245 then 270 and after a few more years I was up to 310. And at this point I had numerous health problems to deal with – high blood pressure, high cholesterol, and sky-high triglycerides, but type-2 diabetes was the final straw. Additionally, my joints ached when I moved… knees, hips, lower back, feet, so exercise was difficult and painful. And neuropathy even set in with feet and even hands. I was taking numerous medications including insulin injections twice daily.

The next step seemed drastic but I kept hearing advertisements from Positive Changes Hypnosis Clinic in Spokane and they always mentioned the maladies which I was experiencing. It was expensive but I entered the nine month program. I was making some progress, falling from 310 to 280 in six months. But the local clinic pulled up stakes in one night and left with my money, and I suspect the funds of many participants. That was a shattering blow at a time when I was experiencing stress dealing with an accumulation of problems with the other three generations of my family. All the lost weight came back.

That’s when I was ready to try something as serious as bariatric surgery.

I started the long process of going through those hoops in order to get the procedure covered by insurance. That process was frustrating. And the accompanying education was an eye-opener. Not all surgeries were successful, some had serious complications following the surgery, and vitamin supplements would be necessary for the rest of the patient’s lifetime. This was serious business and I decided to drop out of the bariatric program before surgery. I would try one more time to lose the excess weight on my own.

Source by Christopher E Gregory

How To Make Money From Poetry

Is it really possible to make a living from poetry? Or is it simply impossible to profit from the rhythm of your heart and soul?

Poetry is one of the most popular genres in creative writing. A writer is usually a poet, as the natural ability to express feelings and thoughts in poetic notes flows within every single soul that communicates and believes in writing. Though popular and widely used by all kinds of untrained and professional writers, poetry is still by far the most unprofitable tool in earning income through commercial publications, as many would assume. Many claimed that poetry has very low commercial value and appeal yet thousands of wonderful and passionately written poems are manipulated by internet scammers and plagiarists as they are often placed in public yet non-commercial blogs and writing communities. The authors were not credited for their creative works, made unknown to the public and of course, most of the time unpaid. The reality is, poets and their writings could not only be protected but should also profit from their creativity just like any other artist. There are ways and channels to securely publish a poet’s works with rightful credits and acknowledgement, furthermore earning profits.

Below is a list providing tips to help with making a living from poetry:

1) Be consistent in writing. If you want your writings to feed you, they need to be sufficient not only in quality but also in quantity.

2) Improve your skills. Read a lot, be in the know of the current issues and trends, learn the art from the professionals and be a real poet!

3) Join online and offline poet communities. Share your work with the same minds, get critiques and get better! Some of them will also know the channels to profit from writing poems or even publish them collectively.

4) Be registered with a poet group or association. It usually publishes works of members in the form of anthologies.

5) Submit your poems to magazines, newspapers, both online and offline. They might be selective but they pay good money with honorary credits. If your first poem does well, the second would be accepted easily but if it didn’t the first time, try and try again!

6) Watch out for contests and participate but stay away from tempting contest scams.

7) Do some research for publishers who publish poetry in numerous ways like greeting cards and bookmarks. Poems need not to only be placed in books or magazines; they make fine accessories to souvenirs too.

8) If you have sufficient savings to publish your own poems, why not invest in an anthology? Engage yourself with the poet communities/associations first, make your work known to others, get help and recognition from their publishers and start publishing your masterpiece. Some might even voluntarily write you a preface or introduction to add some spice in it.

9) Venture into other writing genres. Learn copywriting for a start. Develop new skills and widen your avenues.

10) The least you can do is earn some money and recognition by submitting your poems to sites like Helium and Associated Content.

Some poets feel bad about selling their art but it’s only fair enough to be credited and awarded for your own hard work especially if you meant to send the message of love, kindness and peace to the world. There’s no point of putting beautiful, meaningful words on paper without giving other minds the chance to have a thought and benefit from them. And the best thing about publishing your work through professional publication that pays is you will also learn popular trends in the genre and how things are done. Sharing and marketing are some of the means which will sharpen your views and skills in life. You will not only then be able to write good poems but you might also learn how to make your own anthology with your own touch in the content and cover making.

Take pride in your writings. Write well and make a living from it!

Source by Nurin Zulkifli

Green Pregnancy: Protect Your Baby From Outside Toxins

Have you heard of “Green” pregnancy? As an expectant mother, you may have gone through all the practices to protect your baby in the womb. Healthy lifestyle, balanced eating, proper sleep, positive thinking are some of the measures we all take to safeguard our babies. Having done all these, there are still some external hazards that your baby may face, which remain even unknown to you. Here enters the effectiveness of “Green” pregnancy.

Katherine Sutherland, from the Women Physicians OBGYN Medical Group in Mountain View, CA said, “Going green is what will save the future environment which, in the long run, is the best thing we can give to our children. It is also a good time for couples to raise their awareness of what is important in their lives. They will be making many lifestyle changes with their pregnancy and the birth of their child, so it is an excellent time to include a long term commitment to the health of our world.”

So, in simpler language, it’s important for every expectant couple to adopt an environmentally safe lifestyle during pregnancy. Elizabeth Davis, a Chicago-based chiropractor and acupuncturist said, “You can’t have a sweet, healthy baby if you are poisoning it from day one. It’s not a hobby to be green. It should be a lifestyle. We don’t get to survive independent of our environment. If the terrain is toxic, than we get toxic. If it’s clean, we can hope to be clean.”And your diet and cleanliness play a crucial part in this.

An unborn baby depends entirely on its mother’s eating habits. What a mother eats provides nourishment to the baby. If a mother’s food contains significant amount of chemicals, some of them can be observed by the placenta. So, it’s always recommended to go for organic food products, as there are lower amount of toxins. A local farmer’s market is also a great place to find fresh organic vegetables and fruits during pregnancy. Water is a very important ingredient to keep your body hydration in place during pregnancy. However, instead of tap water, go for distilled water and bottled water to avoid toxins.

It’s also suggested to avoid taking fish, as they may be polluted with mercury, which can prove dangerous to your baby. However, it’s also true that a pregnant woman needs a good amount of protein in her daily diet. In this scenario, you can opt for vegetarian options like fresh beans and tofu, which are rich in proteins and at the same time safe for the environment. Elizabeth Davis advised to avoid food items with antibiotics and hormones as well.

Apart from food items, there are several other factors that expectant dads need to take care of. One such thing is cleaning products. Avoid products with strong ammonia odor, which is harmful for the environment and also may affect the lungs. If any of your family members come in contact with AJAX, wash immediately before it penetrates your skin. Apart from all these, Davis advised all pregnant women to get proper rest and exercise and not to sit beside the computer for the entire day.

Let’s move on to “Green” pregnancy to protect our future. Eat organic food, use products with fewer chemicals, and keep an eye on your soundings. The process may sound a little detailed and time-consuming but it’s only to gift your baby a better future ahead.

Source by Richa Verma

How To Get The Greatest Value From Your Next Investment In Company Equipment

Building a thriving business can be a costly endeavour indeed, especially for contractors who are heavily reliant upon their tools and equipment. Each time you purchase new resources for your expanding company, you should be significantly increasing your overall capabilities, efficiency and productivity. If you aren’t, then you aren’t choosing the best investments for the growth and health of your organisation. Following are a few ways that you can gain optimal returns from your next investment in company equipment.

Take stock of what your currently have and make sure that there are no equipment redundancies. For instance, your workers may have more of a specific tool than they actually need to get their work done. If you don’t inventory your business assets on a regular basis, you’ll be in danger of purchasing the same items again and again, even though each new purchase fails to provide your company with any additional value.

Pay attention to the different forms of equipment that you’re having to regularly rent and calculate the impact that the related rental costs are having on your profit margin. While you can always pass equipment rental fees on to your clients, most consumers are savvy enough to account for these hidden charges. Owning your own major tools outright will help you keep your costs competitive.

Ask your workers which tools and resources they’re most in need of. Getting feedback from your team is especially critical if you’re no longer go out with these individuals to tackle jobs. Being out in the field on a regular basis will give them the best understanding of your current equipment shortcomings.

Make sure that you aren’t buying products that are well beyond your actual spending abilities. If you can’t afford to buy a specific item at a reasonable price point and have to settle for a lower quality version, you should wait to make this purchase until you can afford a trustworthy brand. Low-quality tools break easily and they can also diminish the safety of your workers and the job site.

Prioritise additions that are necessary for keeping your employees safe. This will bring the number of workplace accidents down and boost employee morale. When your workers feel appreciated and well-cared for, their overall output will invariably increase.

Establish an equipment accountability program so that each of the resources you buy is kept in good condition and duly returned at the end of use. You can have your team check different items in and out or your can simply equip each company truck with a standard set of gear. This gear can then be inventoried at least once or twice per week.

Whether investing in Ute ladder racks, new power tools or stump grinding equipment, you want to make sure that your next investment provides excellent returns. This way, you’ll have more profits that you can put towards further expansion and additional resources. Best of all, you won’t have to worry about spending unnecessary cash for items you don’t need or losing money on low-quality equipment or equipment redundancies.

Source by VS Singh

Customers Don’t Buy From People They Like, They Buy From Those They Trust

It is often said that customers buy from people they like. While we don’t usually buy from people we dislike, there is one more dimension to this old saying.

Customers buy from people they trust

To illustrate this point further, let’s look at how typical prospective customers react to new sales people making the first contact with them (otherwise known as cold-calling):

1. They find an excuse to hang up the phone as soon as possible

2. They make themselves very busy during appointments with sales people

3. They keep their mouths shut as much as possible when sales people ask questions

4. They will not refer the sales people to a higher authority even when such a need is clear

5. They often use delay tactics such as “If there is a need, we will call you” to appease sales people, etc.

These are, just a few examples, of customer’s behaviours when they distrust the sales person. As such, to get customers interested and excited about what you have to offer, you first have to win their trust.

A Question of Lust

The reasons that customers don’t trust sales people is very simple: they feel that the only thing that sales people care about is getting their money. Sadly, this “lust for the customers’ money” is quite true with many sales people out there, AND customers can smell them from miles away.

When customers make purchases, what they really want in exchange for the money they spend, is substantiated value. That is, can the products or services they buy bring better productivity, reduce wastages or simply improve their quality of life.

Hence, the first step to build trust is this: you have to be perceived as being on the customers’ side and pro-actively help solve customers’ problems.

Here’s a simple example. When most sales approach their prospective customers, they will say something like, “Hello, my name is xyz, and I’m from abc company. How are you today? I would like to show you a demo of our latest productivity-enhancing gadget. As I will be around your vicinity on Tuesday afternoon, can I come and see you around 2 p.m. or 4 p.m.?”

The problem with this way of approach lie in how these intended customers respond. They will either just say “not interested”, or say yes and then get their secretaries to tell you “the boss has an urgent meeting, please leave your materials on the front desk, and we will call you when we have a need”.

The reason for such responses from customers is that they don’t trust what you said. They probably have seen just too many “productivity-enhancing gadgets”, and hear too many “I happen to be just in your neighbourhood” stories and certainly will be too busy to meet just another peddler of gadgets. Furthermore, they don’t trust you enough to tell you their “productivity” challenges, if that is what your product will solve.

To overcome such trust issues at initial contact, both sales people and their managers will have to work together to build trust and allay customers’ fears that they will be rip off, or that they will be wasting their time.

From the sales person perspective, she will have to provide the customer what Miller Heiman calls a Valid Business Reason into her opening call, e.g. “Hi, my name is xyz. I understand that many companies in your industry are facing serious challenges due to the sharp increases in raw material costs. I’d like to explore with you if we can help improve your productivity, and thereby reducing your costs.”

From the sales managers’ perspectives, trust will have to be built beyond the initial cold-call. Customers are likely to increase their trust if they had seen testimonies and case studies of past successes, PRIOR to the initial phone calls from sales people.

Build Credibility, NOT Benefits

Traditionally, many companies focus merely on the “Features, Advantages and Benefits”, none of which will work IF the customer does not trust you enough. Hence, sales people would have to build credibility during the course of the sales process, namely:

* Listen

* Do your homework and ask intelligent questions

* Provide Assurance to your customers

Many sales people tend to put too much emphasis on their company, and the products they offer, that they forgot to listen to their customers needs, wants and concerns.

To ensure that customers spend more time talking, sales people would have to ask intelligent questions. Typically, customers expect sales people to have done some basic research on the customers’ web sites. Sales people can improve on this by going through customers annual reports (if they are listed companies) or source for news reports about these customers. If a prospective customer is a competitor of a current customer, you can find out more information from the latter. Web 2.0 social networking sites are also a great source of information.

While some sales managers may argue that spending too much time on the Internet will eat into selling time and hence, is detrimental to sales. However, going to a customer and not knowing what are the right questions to ask will make the customer feel you are unprofessional and incompetent, which is worse. Sales managers will have to get the balance right by allocating sufficient time for research as well as for selling.

Ultimately, customers will often have niggling concerns about buying from you. Rather than avoiding those concerns for the fear that addressing them will hurt your sale, the opposite is likely to be true. If customers have got any unanswered questions or concerns about your products and services, they will be:

* Less likely to buy

* Buy less

* Drive a hard bargain on your price

Hence, when you are approaching the closing stages of your sale, look out for symptoms that show the customer is nervous or uneasy. Then seek to address such concerns and provide the relevant assurances.

The Policy of Truth

Perhaps the biggest destroyer of trust is to “over-promise and under-deliver”. The causes of this destruction are two-fold:

* Sales people make promises to customers on things that they cannot (or unsure if they can) deliver

* Companies who deliver less-than-expected levels of product qualities to their customers

For the former, sales managers would have to ensure sales people do not over-promise their customers just to get the sale or to reach their sales target. Doing so will severely damage the trust between buyer and seller, and will make it really difficult for future sales efforts to succeed.

For the latter, nothing de-motivates sales people more than having to answer customers’ questions that they don’t have answers to. No amount of sales effort will succeed if the company does not invest enough in quality to make sure customers get the value they pay for. When companies deliver shoddy quality, not only will there be decreases in sales, there will also be an immediate increase in sales staff turnover. It’s not a question of “if”, it’s just a question of time. After all, who wants to to sell for a company that they can’t even trust?

Source by CJ Ng