ADDAX PETROLEUM RECRUITING!

Addax Petroleum is a subsidiary of the Sinopec Group, number 5 amongst Fortune 500 companies and the world's third largest petrochemical and energy group. The company has recently embarked on an ambitious growth programme and as a result, exceptional opportunities exist for seasoned and result driven individuals with high capacity for work to join our dynamic organization.

GRADUATE TRAINEES

We are looking for young dynamic graduates with good interpersonal skills who have the potentials for leadership and ability to do well in a multi disciplinary and culturally diverse workplace.

Position Requirements

Minimum of a Bachelor’s degree (Second Class, Upper Division) or its equivalent in any of the stated disciplines and must have graduated not more than 3 years ago or not more than 5 years ago if he/she possesses a Masters’ degree.

Business/Finance: Business Administration, Accounting, and Insurance.

Engineering: Petroleum, Chemical, Mechanical, Electrical/Electronics, Civil, Pipeline, Metallurgical & Material Engineering.

Sciences & Geosciences: Geology, Geophysics, Computer Science, & Physics,

Social Sciences: Economics, Psychology, Sociology, & Human Resources management.

Candidates should have completed the mandatory NYSC program by December 2012

METHOD OF APPLICATION
To apply and for detailed descriptions of each job, please log on to our website: www.addaxpetroleum.com/career-opportunitiescomplete the online application form and upload your curriculum vitae. Position will depend on qualification and experience.
All applications must be received within 2 weeks from the date of this publication.

Please Note:
- All candidates are encouraged to submit their applications online as no paper application will be accepted
- Applicants are hereby advised to submit only one application; multiple applications may result in being disqualified.
- No payment whatsoever is required for submission of employment applications to Addax Petroleum.

GET TESTIMONIALS THAT TURN PROSPECTS INTO CLIENTS

A good testimonial (and I'll define that in a moment) has tremendous power to motivate prospective clients to purchase your product or try your service. And with my step-by-step guide to powerful testimonials, it couldn't be easier.

A great testimonial will motivate a prospect to:

• Identify with your client's experience
• Believe that the testimonial was written by a real person
• Overcome skepticism about you and the results you will deliver
• Want the specific results you can provide

In other words, a great testimonial inspires a prospective client to take action! When a prospect reads a great testimonial about you, they will:

1. Identify with your client's experience
Great testimonials are written from the perspective of your ideal client. Readers should recognize themselves in the verbiage, seeing similar demographics, similar need, or both. Ideally, your reader will recognize that the author of the testimonial faced the same challenges and desired the same result as the reader does, a powerful connection and incentive to continue learning about you and your solutions.

2. Believe that the testimonial was written by a real person
I don't know about you, but I'm highly suspicious of testimonials that don't include the writer's full name, include only their initials, or, worse yet, don't identify the author at all.

To let your readers know that the testimonial did indeed come from a client of yours, identify the author by including some or all of the following: full name, company, city, website, and/or a photo. If you crave the latest technology, include audio testimonials on your website, direct quotes from your clients to your readers.

3. Overcome skepticism about you and the results you will deliver
If you know that price, location, or competition is a stumbling block for potential clients, feature a testimonial that addresses that doubt head on! Your reader will "see themselves" in the testimonial, and read how their exact concerns were addressed and overcome. Such testimonials can be even more powerful than ones with all positive verbiage. For example:

"I was attracted to the topics offered in your teleclass, but I was hesitant to pay what I thought was a high cost. I'm on a tight budget, and it seemed like an extravagance I could do without. But within the first week of class I could see that the tuition was a small price to pay for the client-attracting tools you shared with us during each and every class."

Powerful testimonials speak directly to your ideal clients' greatest challenges and goals. Prospects will be compelled to investigate further when you directly address what is most important to them.

4. Want the specific results you can provide
Great testimonials are all about the tangible results that you deliver, and not about abstract generalities. And, of course, the results must be of importance to your ideal client!

Great testimonials are first-person accounts detailing how the user improved after experiencing your product or service. Note! The testimonial is NOT about you, but rather the specific results the client achieved after a session(s) with you.

It may sound counterintuitive, but your best testimonials will likely focus heavily on the writer rather than on you and your company. For example:

"I'd been suffering with sciatic pain for 5 years when I first signed up for a body-energy session with Alexandra. Before that I'd tried half a dozen different modalities and had resigned myself to living with the discomfort. I was most pleasantly surprised when I realized that, after my first session, my sciatic pain was almost completely eliminated! I'm now on a regular regimen of sessions and I'm able to resume activities I long missed, like gardening and hiking!"

So now you know that a great testimonial inspires prospects to Identify, Believe, Overcome Skepticism, and Want. But how exactly do you inspire happy clients to write great testimonials for you?

Here are five easy steps to guarantee that you receive great testimonials from your clients.

Step 1: ASK
Do you lack testimonials because you don't ask each and every client if they will provide one? As I’ve already shared, people WANT to share their experiences, and you deserve testimonials for the great work you do!

Step 2: KEEP a written record of the results your clients are achieving because of your products and services.
For instance, I end each coaching session, class, or retreat by asking participants, "What insight or value became apparent for you today? What's the greatest benefit you received from today's session?"

Such inquiries encourage clients to reflect on the value they are receiving as well as create a written record of specific and tangible benefits. It's a snap then to retrieve this information when it's time to request a testimonial!

Step 3: SEND an e-mail (my preferred method) to your clients requesting a testimonial and include the specific benefits you tracked in Step 2 above.
They'll really appreciate not being faced with a blank piece of paper when it comes time to write a testimonial, and your response rates will greatly increase!

Request approval to edit only for grammatical clarity, such as tense and punctuation. And always send the author a copy of the final version you intend to use in your marketing. They should give their final approval before the testimonial appears on your website or brochure!

Step 4: THANK your client personally for taking the time to write a testimonial for you, and let them know when and where the testimonial will appear.

Step 5: CONTINUE asking for testimonials, particularly for new products, skills, and services you offer.
Periodically update your website's Testimonial page to highlight your newest offerings.
Specific, tangible benefits are the key!

If you're relatively new in business and don't yet have many testimonials from paying clients, I have this suggestion while you are starting out.

Using the five-step process I outlined above, ask for testimonials from individuals who have experienced your services for free or at discounted rates while you were starting up. Use these as you continue to build your business and add to your collection of testimonials.

It's a cyclical process!

If you are business savvy, you'll ensure a steady stream of customers by asking for great testimonials that will help you attract new clients, who will, in turn, sing your praises to your future customers.

COMPLETELY RELAX AND RECHARGE

Did you know that regular relaxation is essential for a long life and personal effectiveness? Here are some techniques for relaxing physically that are used by the most successful and highest paid people in America.

Take Time Off Every Week

First of all, work only five or six days per week, and rest completely on the seventh day. Every single study in this area shows that you will be far more productive in the five or six days that you work if you take one or two days off completely than you ever would be if you worked straight through for seven days.

Get Your Mind Busy Elsewhere

During this time off, do not catch up on reports, organize your desk, prepare proposals, or do anything else that requires mental effort. Simply let your mind relax completely, and get busy doing things with your family and friends. Maybe work around the house, go for a walk, engage in physical exercise, watch television, go to a movie, or play with your children. Whatever you do, discipline yourself to shut your mental gears off completely for at least one 24-hour period every seven days.

Get Away on Mini-Vacations

Second, take one three-day vacation every three months, and during that time, refrain from doing any work. Do not attempt to catch up on even a few small things. If you do, you keep your mental gears in motion, and you end up neither resting nor properly doing work of any quality.

Take Big Chunks of Down Time

Third, take at least two full weeks off each year during which you do nothing that is work-related. You can either work or relax; you cannot do both. If you attempt to do a little work while you are on vacation, you never give your mental and emotional batteries a chance to recharge. You'll come back from your vacation just as tired as you were when you left.

Give Yourself a Break Today

If you are involved in a difficult relationship, or situation at work that is emotionally draining, discipline yourself to take a complete break from it at least one day per week. Put the concern out of your mind. Refuse to think about it. Don't continually discuss it, make telephone calls about it or mull it over in your mind. You cannot perform at your best mentally if you are emotionally preoccupied with a person or situation. You have to give yourself a break.

Go For a Walk in Nature

Since a change is as good as a rest, going for a nice long walk is a wonderful way to relax emotionally and mentally. As you put your physical body into motion, your thoughts and feelings seem to relax all by themselves.

Eat Lighter Foods

Also, remember that the process of digestion consumes an enormous amount of physical energy. Therefore, if you eat lighter foods, you will feel better and more refreshed afterward. If you eat more fruits, vegetables, and whole-grain products, your digestive system will require far less energy to process them.

Be Good to Yourself

Since your diet has such an impact on your level of physical energy, and through it your levels of mental and emotional energy, the more fastidious you are about what you put into your mouth, the better you will feel and the more productive you will be. We know now that foods high in fat, sugar, or salt are not good for your body. The lighter the foods you eat, the more energy you have.

Action Exercises

Here are three things you can do immediately to put these ideas into action:
First, plan your weeks in advance and build in at least one day when you will relax from work completely. Discipline yourself to keep this date.
Second, reserve, book and pay for your three day vacations several months in advance. Once you've paid the money, you are much more likely to go rather than put it off.

Third, decide that you will not work at all during your vacations. When you work, work. And when you rest, rest 100% of the time. This is very important.

 

SELF-RELIANCE: IN A CONNECTED WORLD

In 1841, the American philosopher, Ralph Waldo Emerson,
wrote an essay called, "Self-Reliance." It was a call for
each of us to avoid a shallow conformity to society's
expectations, while confidently living our own lives
according to our own values. The term became a short-hand
for the tradition of self-sufficiency or "pulling yourself
up by your own bootstraps." The concepts of the "rugged
individual" and the "self-made" success are part of that
tradition.
Self-Reliance also refers to the idea captured in the Boy
Scout motto, "Be prepared." There is a deep tradition that
each of us should be able to take care of ourselves, and our
family.
I think that tradition is still strong and continues to be
found in our desire for success, for entrepreneurship and
our desire for a secure future.
But the concept of Self-Reliance flies in the face of other
traditions that are, perhaps, just as strong.
Our concepts of insurance, community, even extended family
are all ways in which we try to avoid the sense of being
alone in a big, scary world. We are social beings and we
form alliances of every sort, from religious and political
associations, to fraternal groups and civic organizations.
No one wants to be totally self-reliant if we can avoid it.
I see these twin desires for independence and communal
inter-dependence as a sort of continuum or pendulum.
As I see it, we increasingly live in an inter-connected
world and this week, that hit me hard.
The company that hosts my website had major problems,
intermittently on Monday, then for most of Tuesday and
Wednesday. We had no email, no website, no e-commerce, and
no customer service. For most of three days, I lost my
business! And there was nothing I could do about it.
During those three days, a funny thing happened. I noticed I
was eating an apple from New Zealand, and that my shirt had
been made in Viet Nam. I remembered that my "American" truck
was assembled in Canada, of parts made around the world. I
read a book that was written in England but printed in South
Korea, while I sat under a light bulb made in China, that
was powered by electricity generated on the Columbia River a
couple hundred miles away.
I came to three conclusions:
1. Self-Reliance is a good thing. When inflation and
insecurity were rampant in the 1970's, lots of people became
"survivalists." They stock-piled everything from food and
water, to guns and gold. Today, I see that happening again.
When it's driven by fear, I doubt that's a good thing or a
healthy motive. But the idea of marching to the beat of your
own drum, and of being "prepared" with skills, tools and
resources to take care of yourself and your loved ones is a
good thing.
Whether it's having some savings, a few days food stored in
the pantry, or an emergency plan for the family, storms and
disruptions can and (eventually) will happen. The Boy Scouts
are right to "be prepared."
2. Our world is ever-more inter-connected and inter-
dependent. In many ways, that is a good thing. My New
Zealand apple was delicious! But an inter-connected world is
vulnerable to disruptions, from power outages to strikes, to
riots in distant parts of the world. Our small, mutually-
dependent world makes us rich, but creates its own risks.
Mature people recognize, understand and prepare for those
risks.
3. I suspect success is about balancing these two forces.
Successful people "march to the beat of their own drummer."
But successful people also "play well with others." Success
is about finding and pursuing your own dreams and living
your own life in the context of a large and connected world.
No one can be truly successful without rich relationships, a
vibrant community, and willing customers. Too much
dependence makes us vulnerable and insecure. That's not
success in my book! But too much independence makes us
lonely and isolated, and that's almost a definition of
failure in life.
Long ago, Emerson recommended Self-Reliance, and he knew
something vital. Every child must find their own way and
learn to speak with their own voice. But we also live on a
small planet with a degree of inter-dependence unknown in
human history. Success is learning to balance these two
things. Live your own life, based on your own ideas,
strengths and resources. And, learn to be a valued
contributor in a vibrant, connected and multi-cultural
world.

7 STEPS YOU NEED TO SUCCEED.

 

"When I was a toddler, my parents used to dress me in one-piece overalls. Cute, but I wouldn't have been caught dead in them in college. In college, my style statement was a pair of blue jeans and a couple of red flannel shirts and yes, long hair. When I consulted for Fortune 500 companies I had to let go of the hippie look, shave the beard off and wear suits". So says Charlie Cook.
Your business is the same. As it grows and matures it needs a different set of strategies and management style to match.
As a startup, the key is to focus on your core message and your marketing. By necessity you'll wear lots of hats, be involved in everything and pretty soon, as your business grows, you're going to be overwhelmed.
At some point in the growth of your company, you'll realize that it's not marketing that's holding you back, but the lack of proven systems to manage and grow your company.
And you'll realize the strategies and management style that worked so well to get you to the million dollar mark, need to be replaced.
The truth is to take your business beyond a million, to reach the ten million dollar mark, you need to rethink how you manage and market your business. You need a formula for growth.
Which is why, over the next 7 weeks, I'm going to reveal a proven formula you can use to Thrive in this economy and grow your successful business from one to ten million.
The Formula - Ever bake a cake, make a batch of brownies or even bake a cheese soufflé. There are no guarantees, but using a treasured recipe typically is going to give you good results, a tasty treat.
The same is true in business.
Follow a proven formula and you'll avoid wasting time trying to reinvent the wheel and you'll stand a much better chance of reaching your goals. After consulting with 100s of companies over the years, here are the 7 steps you'll need to succeed.
1. Align People and Systems
2. Organize Time & Tasks
3. Measure & Reward The Right Behaviors
4. Actively Manage Your Team
5. Market Systematically
6. Optimize The Sales Process
7. Serve Customers by Giving Them What They Want and Need 

ROADS TO SELF DISCOVERY: HOW TO FIND YOUR ROAD

Webster defines Self Discovery as the act or process of achieving self-knowledge. Further, he defines Self Help as the action or process of bettering oneself or overcoming one's problems.
Both are all about changing oneself. It's all about finding ways to change your life.

I love this quote by George Carlin:
"I went to the bookstore and asked the salesperson, 'Where's the self-help section?' She said if she told me, it would defeat the purpose."

It's true we do have to find our road to self-discovery, and it happens in several ways. It happens when we experience nagging thoughts in our mind that life could be different.
Finding your road is usually preceded by a period of unease. This meddlesome discomfort often proceeds the discovery of your road to change.

We'll take a look here at five roads that lead to self-discovery. They all begin when you experience a turning point. This is a point where you realize you can change your life; the point at which you choose a new road.

You want to change where you are so you look at a road map and you find there are several roads that lead to your destination. Now you have to choose the best route; what road will you choose?

Most likely you will choose your road based on how you arrived at the moment of knowing you wanted to change your life, to go in another direction.

The event might be:

1. A dramatic moment when you experience absolute clarity and direction.
A pivotal point, an epiphany or an "AHA" moment. This is when realization impacts your consciousness. You know your life must change. It's crystal clear, and from that point on you see the road to a new life and your life is never, ever the same.

2. It might be a point, reached by many addicts and alcoholics, when you feel you can no longer handle life.

This is often referred to as bottoming out. You simply give up and reach out for help. You choose the road to recovery asking for help from others.
You find a group of peers where there is a coming together for common mutual assistance.

3. Perhaps you are experiencing un-rest or dis-ease and you're seeking the help of a therapeutic or spiritual help group.
You choose a road to travel with other souls who share your concerns and are of a like mind. If you open up to the nudging of your subconscious mind you'll discover the right road.

4. Because of a gnawing need to learn and discover, you might choose the road of research and education.

You may take classes, get a degree, read books, view videos and take seminars, learn meditation.
All of the roads you may choose are chosen in the name of self-discovery.

5. You may unexpectedly find the road to a higher power.

Perhaps you find a place, a person, a thing or a group that you can believe in. In other words, you come to believe. The important point is knowing you can find help and change your life.
As you begin to apply all you've learned from your journey, you can live the life you have always dreamed of living.

We really can live extraordinary lives. You just have to find your own road, travel it and see where it leads. Once the road opens you must take action. You must move yourself to travel the road.
Albert Einstein said: "Nothing happens until something moves."
A healthy spirit of self-discovery raises people from despair. It advances you in intelligence, virtue, and spiritual growth.

Four things you need to do as you set out on the road to self-discovery:
1. Forgive yourself
2. Forgive others
3. Accept yourself
4. Accept others

Samuel Smiles:
"The spirit of self-help is the root of all genuine growth in the individual."

Whichever road you choose, consider what it will do for you.
Your journey should:
1. Not harm you, but rather benefit you
2. Improve your attitude
3. Positively change your behavior
4. Improve your environment
5. Re-educate your subconscious
6. Enlighten your consciousness
7. Include self forgiveness and forgiveness of others
8. Bring about self-acceptance
9. Improve your self esteem

John Wooden:
"Remember this, the choices you make in life, make you."

Travel your road with enthusiasm and apply what you learn. Make the trip about discovering the life you've always dreamed of living. Too often we look at the road but do not start the journey. Too often we limit ourselves. How sad, when we could learn to live extraordinary lives.
You can be happier, healthier, and more prosperous. Find your road(s) to discovery of self. THEN GO FOR IT.

C.R. Law: "Unless you try to do something beyond what you have mastered, you will never grow."

BUILD YOUR WINNING TEAM

Periodically I hear the term "solo-preneur" as a way of
describing professionals and micro-business entrepreneurs,
and I appreciate whoever coined the phrase because for many
professionals, it feels like we are in business "solo" – all
by ourselves. The truth, of course, is very different.
Every successful salesperson, doctor, writer, consultant or
entrepreneur works with a huge team of colleagues, and we do
well to recognize the members of our team, whether they work
for us in our own offices, or support us in some less direct
way.
This week, invite two or three of your best, brightest and
most successful colleagues to have lunch. Talk about your
situation and give away your best ideas, your best skills,
your best insights. It's a way of building trust and
investing in the relationship so you can, in turn, ask for
their help in building your business. I am a huge believer
in masterminds. I am a huge advocate of winning teams!
If you would like a personal coach to help you build your
business, get one! There are thousands of highly skilled coaches

with precisely the expertise you need. Find and use a coach!

Every winning team is well-coached and you deserve nothing less.

THE 6 STEPS TO EFFECTIVE DELEGATION

There are six steps to successfully delegating tasks. Most managers and leaders only do one of these steps, while some conduct two of the steps. When the task isn't completed to the manager's satisfaction, all too often the manager comes to his coach or boss complaining that his employees just don't get it, or he can't find employees who are good enough to "get the job done."

Delegating for outstanding results is a formula. The good news is that it's rarely the employees at the heart of the issue. Good news because it's a lot easier and less expensive for a manager to learn an improved approach than to be replacing staff!

Delegating is usually approached as a transaction, which it isn't. "I tell an employee to do a task. The employee does the task. I reward the employee. Everyone's happy." At its core, delegation is an act of trust. When successful, the relationship between leader and employee is strengthened. When ineffective, it can get one or both fired.

The obvious reason successful delegation is critical is the capacity to get more done in less time. The second reason is that it frees you up to contribute at your own highest and best level. Skills developed by delegating: planning, communication, self-management, and transfer of technical skills. These are developed in both the delegator and delegate!

Popular Myths about Delegating

Myth: It's just faster to do a task myself.

Truth: This is short term thinking. Saying this myth to yourself for any longer than two weeks turns an emergency situation into the status quo that permanently limits growth. (To be clear, I'm not talking about two weeks as a time. I'm talking two weeks period).

Myth: My employees understand what I want without me really having to tell them.

Truth: Even a team of unusually gifted psychics wouldn't get things right 100% of the time. In a situation like this, the leader usually isn't clear on the desired outcome from the beginning. This is setting the team up for failure and can lead to high employee turnover rates.

Myth: My way of doing things is the most productive / best method.

Truth: All employees bring their unique abilities and approach to process that creates the result they're tasked with. Good managerial coaching may improve these processes as long as the process belongs to the person tasked with creating the outcome. Successful delegation is about results - *what* is to be accomplished instead of *how* to make it happen.

The Six Steps to Delegation

Walking through this process becomes faster and more fluid the more you implement it. When you have mastered this process, it will be a part of your managerial DNA; you'll flow through it easily and reap consistently outstanding results.

1. Prepare
Employees can't deliver results successfully if the task delegated to them isn't fully thought out or results are a moving target. Take the time and create the discipline to know what you're asking for since an ounce of prevention of worth the pound of cure repairing a situation where delegating falls apart.

2. Assign
• Hand over the deliverable with timing, budget and context to enhance understanding.

• Provide tips and coaching while making it clear to the employee that he or she owns the process.

• Set expectations for communication and updates: frequency, content, in person or via email, etc.

• Have an open door policy for the employee to ask questions.

3. Confirm Understanding
One of the most critical areas where delegating tends to fall apart is when an assumption is made that the other person understands what we mean. Confirming understanding is a process that takes about 60 seconds and can determine the success or failure of delegation more than any other step in the process.

• Have the employee paraphrase the deliverable you've assigned in his own words.

• Be up front about the process of delegating. This is simply a step that helps you both be certain there is clear understanding.

• Be creative about how you elicit the paraphrasing from your employee. Replace the phrase, "Now what did I just tell you?" with "How would you explain this task to a fellow employee?"

• Ask employees if they feel they have the tools and resources to be successful.

• Ask questions to make sure employees understand what the task will require.

4. Commitment
This is another area that most managers tend to skip in the delegation process. Managers assume an employee's acceptance of the task. In a relay race, the most critical stage is handing the baton to the next runner. A huge amount of training is invested in learning the handoff. It's no different in organizations. Commitment is making sure you've successfully handed over the baton.

5. Avoiding "Delegating Back"
Many of the managers who begin working with me are extremely overworked, and one of the first determinations is that their employees are better at delegating than the manager. We know this because delegated tasks return to the manager's workload. I call this "delegating back." There are very few, if any, cases when a manager taking back a delegated task is necessary. When an employee reaches an impasse, managers need to coach them through it, but let employees do their job. Don't take tasks back.

6. Accountability
Communication in delegation is key. Finding out that a deliverable wasn't completed or wasn't done satisfactorily after the completion date is the nightmare scenario of delegating. Accountability is actually the act of giving a report on progress.

It can be difficult to overcome the myths of delegating and getting into the process of conducting all six steps when delegating tasks. By implementing this process, a manager creates a work environment that is more productive, fosters creativity and opportunities for growth and focuses on the importance of communication.

10 COMMON MISCONCEPTION ABOUT CAREER MANAGEMENT

You get your clothes cleaned when they're dirty. You pay your bills each month. You see your doctor once or twice a year. You send cards to family-members at each birthday. So, why is it that most people (maybe even you!) don't integrate career management into their regular routine?

Most individuals have a reactive -- not a "proactive" -- approach to their careers. Thinking that you only need to "fix your career when it's broken" (i.e., when you're laid off, downsized or just plain miserable) is a very unfortunate misconception that will seriously limit your career success!
Here are 10 other common misconceptions about career management:

1. The most qualified candidate gets the job offer.
WRONG! Many times candidates with lesser qualifications get job offers simply because they've prepared and presented themselves in a more compelling way. In other words, they're better self-marketers! Being "qualified" is not enough. You must CONVINCE the employer that you're the best candidate for the job.

2. As long as I have a job, I don't have to work on my career.
WRONG! Even if you're employed today, you never know what may happen tomorrow! To avoid a career disaster, you should incorporate "Perpetual Career Management" into your professional life. Vital tasks like keeping your Accomplishment Stories up to date, or networking regularly with professionals in your industry, should be incorporated into your regular routine.

3. My professional education stopped when I graduated from school.
WRONG! You should always look for ways to advance your professional knowledge. Attending seminars, reading trade journals, pursuing certifications, etc. -- these activities should be a part of your ongoing professional development process. It's imperative that every professional remain current in his or her field.

4. Employers always offer the most generous compensation they can afford.
WRONG! Employers expect that you've done salary research, and they anticipate dynamic negotiations. In fact, they'll often be disappointed and question your candidacy if you DON'T negotiate. Employers usually state a low salary offer merely as a "trial balloon," to see how you'll react -- and there's almost always room to improve on the initial compensation offer.

5. If I just do a good job, my position will be secure.
WRONG! With corporate mergers, downsizings, outsourcing and a shaky economy, NO job is secure. You must take full responsibility for your own career security.

6. My résumé is the only document I need to search for a job.
WRONG! Your résumé is just one of the 10 "tools" you need in your "Job Seeker's Tool Kit." In order to land a quality position in today's market, you'll also need Accomplishment Stories, Positioning and Exit Statements, a Professional Biography, a Target Company List, and many other vital components.

7. Recruiters will find me a job, so I don't have to search for jobs myself.
WRONG! Although recruiters can be helpful, the most successful way to find a new opportunity in today's job market is through networking. It's fine to use Executive Search Firms, but they're just one vehicle for you to leverage. Only YOU can find you a new job.

8. Employers are responsible for managing my career path.
WRONG! This statement might have been true in our father's or grandfather's time. But now, it's "every man for himself." Only YOU have the power to take control of your career and manage it for success. So, make the most of it! Get support and guidance from a qualified Career Consultant if you feel that this would be helpful.

9. Networking is only for entrepreneurs and jobseekers -- I don't need to network now.
WRONG! It's a smart career move to ALWAYS be networking, no matter what's going in your professional life. If you don't need help at this time, build-up your networking power by helping others. Consistent, effective networking will always pay big dividends! It's just a natural part of ongoing career management.

10. Most good jobs are listed on Internet job sites and in newspapers, so they're easy to identify.
WRONG! Only one percent of job postings that are on the Web or in newspapers are any good! And that's where you'll be competing against 99% of all the other job seekers! Since these odds are not in your favor, you should spend VERY LITTLE time on this search technique -- and instead, focus almost all of your time and energy on networking!

Now that you're familiar with these deadly career misconceptions, you can easily reverse them to have a very positive impact on your career. The first step is to change your thinking, and then to practice productive new behaviors in a consistent manner!

FIND A NEED AND FILL IT

The really big money is never made by ripping people off!
That may lead to one, or even a handful of transactions, but
it eventually undermines trust, destroys your reputation,
and costs too much!
The big money comes from finding ways to serve people. Over
and over again, the success stories were about helping
someone keep their home, or helping a business find a more
suitable location. The success stories that made real money
came from helping someone solve a problem!
In the end, business is always about serving a customer or
client. Successful restaurants serve the best meals.
Successful architects listen to their clients and create
buildings that serve the spirit as well as the budget.
Successful coaches help clients create masterful lives, not
just make money or win contests.
I believe it was Zig Ziglar who noted that "you can have
anything you want in life if you find a way to help enough
other people get what they want." In the long run,
achievement, wealth, fame and fortune all come from serving
others.
Who are your best customers and what (exactly) do they
really need? How can you serve them better, faster, or
cheaper than anyone else?
If you want to increase sales and grow your bottom line,
find something your audience wants and serve them better
than anyone else in town. The key to success? It's simple.
Find a need and fill it.

GOOD QUESTIONS TO ASK DURING A SALES MEETING

 

In a sales meeting, your objective is to learn as much as possible from your customers to find out exactly what challenges they face and uncover existing opportunities where you can offer value. So whether it’s your first meeting or a follow up, here are a few thoughtful questions to get your customers talking.

• To understand the customer's concept, that is, what he or she is trying to fix, accomplish or avoid, consider asking:
  • What needs to change?
  • What are the specific, measurable results you’re looking to gain?

• To get information about the Buying Influences who can have a positive or negative influence on a current opportunity, ask questions like:
  • Who will be evaluating this proposal?
  • Who will give final approval to this contract?
  • Who will actually manage or use the product or service?
• Find out what the buying process looks like by asking:
  • What is the budget and has it been allocated?
  • How will the decision be made for this proposal?

• Know who your competition is with these questions:
  • Who else are you considering to partner with for this project?
  • Are they new players or a vendor you’ve worked with for years?

Warning: Avoid Question Shock
A good questioning process does not feel like an interrogation session. Instead, your goal is to create a flowing dialogue that balances the amount of information that you give and that you get back from the customer. Don’t attack your customer with rapid-fire questions. Your customer needs to feel comfortable answering your questions.
If you sense uneasiness or your customer seems reluctant to answer, something else may be going on – a credibility issue with you or your company or a new circumstance within your customer’s company. Your main objective is to the ask the questions that encourage the flow of information you can use to create a fit between what you customer needs and what you can provide to address that need.

CLOSING TECHNIQUES

There is a powerful technique you can learn called the "I Want To Think It Over Close." This is the only way I know to save this kind of lost sale.
What does a customer really mean when he says, "I want to think it over"? You know that he is really saying "good bye." You know from your own experience that customers do not think it over. They do not sit there carefully studying your brochures and price lists with a calculator and a pen.

People Are Often Ready to Buy

On the other hand, as many as 50 percent of the people you speak to are probably ready to buy at this point. They just need a little push. They need some help. A buying decision is traumatic for them. They are tense and uneasy, and afraid of making a mistake. They may be right on the verge of saying "yes" and they need the professional guidance of an excellent salesperson. But if you accept the "I want to think it over" at face value and depart, you will probably never get a chance to see them or to sell to them again.

Be Agreeable and Prepared

This is how you use it. When the prospect says, "I want to think it over," you appear to accept it gracefully. You smile agreeably, and begin packing your briefcase and putting your materials away. As you do, you make conversation with these words: "Mr. Prospect, that's a good idea. This is an important decision and you shouldn't rush into it." These words will cause the prospect to mentally relax. He sees that you are on your way. His resistance will drop as soon as you stop presenting and trying to sell.

Ask Curiously

You then ask, in a curious tone of voice: "Mr. Prospect obviously you have a good reason for wanting to think it over. May I ask what it is; is it the money?"
Remain perfectly silent, watching his face. Smile gently. Take a deep breath and let it out slowly. This is a critical moment.

Wait Patiently

Again, you have nothing to lose. If you leave, you have lost this person as a prospect forever. The worst thing that he can say is that he has no particular reason but that he still wants to think it over. However, in many cases, he will reply by saying one of two things. He will say, "Yes, I'm concerned about the cost." Or, he will say, "No, it's not the money."

Probe the Answer

If he says that "Yes, it's the money," you immediately go into a series of questions designed to deal with concerns about cost or price. You ask things like, "How do you mean, exactly? Why do you say that? Why do you feel that way? How far apart are we? Is price your only concern, or is there something else?"
If he says that, "No, it's not the money," you reply by asking "May I ask what it is?"

Remain Silent

Again, you remain perfectly silent while you wait for his answer. In many cases, he will think about it for a few seconds, even a minute or longer, and then he will give you his final concern or objection. He will finally tell you what is really on his mind. He will tell you the real reason why he is hesitating about going ahead.
If you can now satisfy him on this final condition, you can go on to conclude the sale. You can say, "Mr. Prospect, what if we could do this...?" Or, "I think there is a perfect answer to that question."

Action Exercises

Here are two things you can do immediately to put these ideas into action.
First, memorize the words of this closing technique and practice it as you would for a play or movie. Role-play this technique with someone else if you can.

Second, use this technique as soon as possible, the very next time you hear those words, "Let me think it over." You can save sales that might be lost forever.

SELLING TO TODAY'S CUSTOMERS

If someone were to ask you, “what is selling?” how would you answer that question?
In its simplest terms, selling is the process of helping a person to conclude that your product or service is of greater value to him than the price you are asking for. Now what does this mean for you?

How Markets Work

Our market society is based on the principles of freedom and mutual benefit. Each party to a transaction only enters into it when he feels that he will be better off as a result of the transaction than he would be without it.

The Three Options

In a free market, the customer always has three options with any purchase decision. First, the customer can buy your product or service. Second, the customer can buy the product or service from someone else. Third, the customer can decide to buy nothing at all.

Convincing the Customer

For the customer to buy your particular product or service, he or she must be convinced that it is not only the best choice available but he must also be persuaded that there is no better way for him to spend the equivalent amount of money. Your job as a salesperson is to convince the customer that all these conditions exist and then to elicit a commitment from him to take action on your offer.

Customize Your Sales Presentation

The field of professional selling has changed dramatically since World War II. In a way, selling methodologies are merely responses to customer requirements. At one time, customers were relatively unsophisticated and poorly informed about their choices. Salespeople catered to this customer with carefully planned and memorized sales presentations, loads of enthusiasm and a bag full of techniques designed to crush resistance and get the order at virtually any cost.

Treat Them With Respect

But the customer of the 1950s has matured into the customer of the 21st century. Customers are now more intelligent and knowledgeable than ever before. They are experienced buyers and they have interacted with hundreds of salespeople. They are extremely sophisticated and aware of the incredible variety of products and services that are available to them, as well as their relative strengths and weaknesses of those products. Many of them are smarter and better educated than most salespeople and they are far more careful about making a buying decision of any kind.

The Need For Speed

In addition, they are overwhelmed with work and under-supplied with time. Because of the rapidly increasing pace of change, down-sizing, restructuring and the competitive pressures surrounding them, customers today are harried and hassled. They are swamped with responsibilities, impatient, suspicious, critical, demanding, and spoiled. To sell to today's customer requires a higher caliber of sales professional than has ever before been required. And it is only going to become tougher and more complicated in the months and years ahead.

Action Exercises

Here are two things you can do immediately to put these ideas into action.
First, think continually about how you can convince your customer that your product or service is the very best available. Why does he buy, or refuse to buy?

Second, upgrade your knowledge and skills every day so you can sell more effectively. Remember, your customers only get better when you get better.