Tag: Lessons

4 Negotiation Lessons From The Twitter Feud POTUS Had With Mexico's President

One of the four vital soft skills necessary to lead others is the ability to negotiate for win-win deals. Unlike in the past, today's leaders cannot accomplish anything meaningful without engaging in constant negotiation. The days where leaders just give the order to realize their goals are literally over. In the 21st C, as they set goals, assign tasks to their team members, interact with their peers, superiors, and other residents within and outside of their organizations, they need to excel in negotiating for win-win deals.

In this article, let me share with you one of the most important considerations as you negotiate for win-win deals, which is, not revealing everything at the onset of any negotiation. Negotiation is an art and requires being strategic in our approach and timing. To illustrate the vitality of this wisdom, let me share with you the informal negotiation between US President Trump and Mexico's President Nieto at Twitter.

You might have already read or watched the news about Mexico's President, Enrique Pena Nieto, canceling a meeting with US President Donald Trump. If you review the events leading to the cancellation, you wouldn't be surprised. On Wednesday, January 25, 2017, Donald Trump signed an Executive Order to build the wall on the southern border of the US believing that Mexico will pay the cost in one form or another.

This decision was unilateral and was made without the consent of Mexico's government. The Executive Order offended members of Mexico's delegate who was in the US at that time to have some forms of negotiations with Trump's administration. Following the signature, the high-level representatives called their President to cancel the scheduled meeting with Trump.

On Thursday, while this was still going on, Trump tweeted saying: "If Mexico is unwilling to pay for the badly needed wall, then it would be better to cancel the upcoming meeting." It did not take long for Mexico's President to just do that-he canceled the planned meeting on Tuesday the following week, like Trump, via Twitter: " This morning we have informed the White House that I will not attend the meeting scheduled for next Tuesday with the POTUS. "

Why he canceled the meeting, you may ask, especially knowing that Mexico is going to lose the most? For your information, according to the US Census Bureau, Mexico is US's 3rd largest trading partner. Not only that, reports show that Mexico exports more than it imports- $ 63 billion dollars in deficit.

It is simple. In any negotiation, if you give your counterpart an ultimatum with your walking away price upfront and honestly (in this case, Trump revealed that he walks away if Mexico doesn't agree to pay for the wall), your counterpart immediately realizes your best and worst scenarios. And, if they figure out that they won't get a satisfactory agreement from a negotiation and somehow they could be able to live with the worst scenario, they walk away. That is what Mexico's President just did.

Below are four valuable lessons from the Twitter feud POTUS had with Mexico's President, which may help you in your future negotiations:

1. Don't give ultimatum upfront before the start of any negotiation . This applies to you even if you have the upper hand as you enter into any negotiation. Of course, if your desire is a win-win deal. I'm not sure whether Trump was making a tactical move to begin the negotiation from a strong ground or whether that was a misstep and oversight or brutal honesty. Otherwise, you shouldn't reveal your position honestly at the wrong time; Most importantly, you shouldn't demand concessions before the start of a negotiation. You should wait for the right time to demand concessions, and if necessary to make some concessions.

2. Don't reveal the bottom-line too soon. This is especially important during negotiations between two nations. Negotiations in business are entirely different than negotiations between nations, especially those from different cultures. In the case of business negotiations, as far as the negotiators get a deal acceptable by the majority of the shareholders, they may be considered successful. Unfortunately, negotiations between countries are complex. There are many companies with diverse, sometimes irreconcilable, interests and determinations. Trump attempted to negotiate on Twitter and revealed his bottom lines honestly for all citizens too soon. Sensitive negotiations should be done behind closed doors, at least, at the initial stage. There should be an agreement from both parties on how and when to communicate the progress of the negotiation to their respective owners.

3. Don't undermine emotions . Negotiations should consider both positive and negative roles emotions play. In their book 'Beyond Reason', Roger Fisher and Daniel Shapiro discussed the critical roles emotions play. They believed that people experience both positive and negative emotions as they negotiate. The authors claimed that people have difficulty to deal with their own and the emotions of others, and that affect the success of negotiations. His inner circle and thousands of ordinary citizens pressured Enrique because they felt that Trump's publicly displayed tweets did hurt their national pride! According to news from Mexico, the President was forced to cancel the meeting because citizens felt that their country and its people are bullied, and therefore, regardless of the economic consequences of walking away from the negotiation, they demanded their President cancel the meeting. "Emotions of the negotiating parties play critical roles for the success of a given negotiation. Recognizing my emotions and the message they may send, and also reading the emotions of others to recognize where they are in the negotiation." In this regard, Daniel Goleman also acknowledged, "Without the ability to sense our own feelings- or to keep them from swamping- we will be hopelessly out of touch with the moods of others." Sharpening one's negotiation skills requires understanding our emotions and regulating them so that we may not send inadvertent messages that may be used against us. And also the ability to read our counterparts' emotions and tap into that knowledge to lead the other party where we want to take them without manipulating.

4. Don't damage long-term relationships . Neighboring countries like the US and Mexico shouldn't just negotiate to get a better financial deal. They need each other for other collaborations that are critical to their countries, people, and the region. That doesn't mean they shouldn't aim at getting better deals for their respective countries, but this shouldn't come at the expense of permanently damaging their relationship. Win-lose negotiations always burn bridges and also injure healthy relationships. For Sunil Mittal- billionaire Indian telecom tycoon, "Relationship is very important. I can lose money, but I cannot lose a relationship. The test is, at the end of a conversation or a negotiation, both must smile."

At the time of this writing, it's too early to reach any conclusion, too premature. However, going forward, I'm sure that the two nations may keep working on a win-win deal, at least, behind the scene … I guess they have already realized that negotiation does not succeed on Twitter.



Source by Assegid Habtewold

This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari

Sinking the Trump Titanic: Lessons of History Series

During the presidential campaign of 2016, Donald Trump was called "Teflon Don" because the horrific things he said or did left his poll numbers undamaged. He even bragged that he could shoot someone in public and get away with it. During two years of the Trump presidency, he has become increasingly unrestrained, seemingly confident that living by "his gut" overpowers efforts to make him accountable.

A different picture is emerging as the summer of 2019 ends. The unsinkable Trump Titanic hit an iceberg called Robert Mueller whose damage didn't seem deadly because it was immediately visible, yet water is irresistibly pulling the ship down.

Hiring William Barr as damage control officer kept congressional Republicans from jumping in lifeboats, thus blowing their survival chances. The Mueller iceberg is also being amplified by the emergence of "Cool Hand" Nancy Pelosi whose team is ripping more gashes in the ship's structure and saving torpedoes for a dramatic end to a malignant presidency.

There are three important lessons of history that are in the process of becoming evident to media outlets that hastily devalued Mueller's work. Those lessons derive from Mueller's approach to the report, from Nancy Pelosi's leadership, and from the Nixonian Republicanism that produced Donald Trump.

Mueller Investigation and Report. The historical role of Robert Mueller and his outstanding team will be appreciated by our nation sooner than most expect. His work seemed disappointing at first because it was cautious and restricted. In short, he avoided many risks. There could have been recommended indictments of the president and members of his family and business.

How was Mueller risk-averse ? First, he did not follow the money. Trump set a "red line" at investigating his finances and Mueller did cross it, although cases have been referred to other investigators. Second, he did not extend the probe by issuing a subpoena to force Trump to testify in person. Two important findings were clear, so work of the Special Counsel was wrapped up in a way that gave no justification for Trump to fire him. Something that has gone unnoticed is that ending Mueller's investigation hasn't ended Trump's vulnerability in the areas that Mueller passed up.

Third, the finding that criminal conspiracy with Russia could not be proved is not conclusive. Mueller demonstrated unethical and illegal activity but lacked "evidence beyond a reasonable doubt" to present to a jury. Why? Because of Trump's success in obstructing the investigation even though Mueller was not fired. Mueller kept to what he could prove at this time. He did not find Trump and his campaign innocent. Obstruction will not always keep the truth from emerging – and anyone who bets on Trump's innocence is a very foolish gambler.

Why was Mueller risk-averse ? Presidential obstruction, increasingly aided by congressional Republicans, posed a daily threat to the investigation. Focusing on essentials and working quickly were clear defined that Mueller succeeded in carrying out. The fact is that Mueller was able to investigate a president who actively involved a hostile power in his campaign and, as president, favored that enemy over our allies and clear national interests. That is an astonishing fact, especially in light of the overwhelming cowardice of the Republican congressional majorities. This kind of investigation could not have been accomplished in Russia, China, or Turkey.

Impact of the Report. Presidential obstruction, aided by an Attorney General serving the president rather than the nation, appeared to blunt Mueller's effectiveness. Media outlets and many Americans were hoping for dramatic news – for torpedoes that would explode the Trump presidency. Events are in the process of demonstrating that icebergs are more effective. Torpedoes can miss, hit the wrong target, fail to explode, or misfire and sink those who shot them. Icebergs make it impossible to ignore self-inflicted damage.

Pelosi's Leadership. How is it that a relatively soft-spoken female is the most formidable opponent Trump has ever faced? I think, more than the difference in style and ability, the answer lies in authentic versus fraudulent American political values ​​based on lessons of the New Deal and World War II. New Deal values ​​seek to bring all parts of American society together, working to overcome historical divisions of geography, class, gender, and race. Worldwide emphasis on human rights since 1945 also extends New Deal values ​​internationally as essential to our national interests.

Tyranny versus Participation. Donald Trump ranks with Andrew Jackson and Richard Nixon as the worst bullies in presidential history. His idea of ​​strength is based on dominating supporters and opponents with exaggerated attacks that become more exaggerated when shown to be false. The result is strength by "dividing and conquering," gaining compliance among Republicans by intimidation and unloosing dangerous mob emotions among his voting base.

The makeup of the Democratic caucus in the current House of Representatives reflect a different America from the supporters of Trump. How is it possible to unite and lead such diverse and conflicting interests – which reflect so many of the tensions in our nation – through restraint and participation. Cool Hand Nancy has made her strategy clear and she sticks by it while staying open to shifting realities within the caucus. Firm leadership in setting direction is joined by restraint when criticized by factions in the caucus.

Let Trump Sink. I believe Pelosi's strategy is working. Don't waste torpedoes until you know they will wrap up the job. The strategy of having Mueller testify just before a long recess looked foolish to the media but may turn out to be brilliant. Representatives and Senators will meet with constituents in August. Expect September and October to bring awareness the Trump Titanic is beyond rescue.

Nixon's Legacy. In a recent interview, Jill Wine-Banks, a member of the Watergate prosecuting team, said that Trump would already have been impeached if not for FOX News. Her remark pointed to an unappreciated way in which Trump emerged from unregenerate supporters of Nixon's criminality.

The pending trial of Roger Stone should demonstrate how Trump embraced unrepentant supporters of Nixon and their determination to revive a form of Republicanism most Americans thought was dead. Examinations of the life of Roger Ailes are also making clear the extent to which Republicans have embraced overt propaganda as a political strategy in seeking revenge for Nixon. No wonder Trump sees Russian and White Nationalist propaganda as useful in combatting legitimate news reporting. In the next year, the resurgence of Nixonian criminality among Trump supporters may be revealed and could become one of the more important benefits of Mueller's iceberg.

Sinking the Trump Titanic will not take down all the corrupting influence of money and the politics of division. We will always need to be on guard against those who will inevitably want to resurrect and profit from the "sunken treasures" of the Trump Titanic.



Source by Edward G. Simmons

This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari

Is Bankruptcy Good Business? Lessons Learned From Donald Trump

Donald Trump has filed for bankruptcy four times. None of those times were personal. Recently, Trump stated via Twitter and other sources that corporate bankruptcy is a good business strategy. Is this really true? Here's a closer look at Trump's Chapter 11 past, and why it worked.

Atlantic City: a Good Lesson in Corporate Bankruptcy Back in its heyday, Atlantic City was the place to be. It was glitz and glam and a money-making machine (kind of like Las Vegas is today). Eventually Atlantic City fell due to time and other factors. In the early 1990s, Donald Trump wanted to reclaim the Atlantic City that once was by building a number of casinos and lavish hotels along the famed boardwalk.

Trump's first foray into reviving Atlantic City was a disaster. His 'Trump Taj Mahal' was financed largely by junk bonds (according Forbes.com), and the failure of the property to bring in revenue caused him to sell his Trump Shuttle Airline and Trump Princess Yacht. Since the investment that did not pay off cost him around $ 900 million in person – not corporate – debt, this was an excellent lesson for Trump.

Declaring corporate bankruptcy for the first time helped him secure his personal fortune while also eliminating the debt from Trump Taj Mahal. After going through that bankruptcy, Trump then went on to declare Chapter 11 three more times. How did he get away with it, and is it a good strategy for every business owner?

Corporate Bankruptcy As Business Strategy Trump was recently quoted as stating, "… basically I've used the laws of the country to my advantage and to other people's advantage." What he means by that is that Chapter 11 can shelter a company from complete destruction. Under the umbrella of corporate bankruptcy, a company that's struggling (as all four of Trump's Atlantic City ventures have) can restructure without the pressure of liquidating assets and making creditors unhappy.

It's a tactic that Trump has made popular largely because of his big persona and brand name, but it's not a strategy that he enjoys and owns alone. Numerous companies have gone through corporate bankruptcy for the same reason – because it's much better than losing money on a sinking ship. Allowing a company to restructure under the Chapter 11 clause will bring in more money than liquidating that company assets, and this is what most creditors want to see.

But can this strategy work for companies that are much smaller in size? Does declaring corporate bankruptcy work for a mom and pop shop? Here's where it gets sticky.

Applying Trump's Strategy to Your Business First, your business has to be registered as a corporation that is separate from your personal name and life (this should really be the first step to opening any business, long before you consider Chapter 11). Once that's done, you may be a good candidate for corporate bankruptcy if your business is not doing well and you want to restructure. Since a Chapter 11 filing is completely separate from personal bankruptcy, your personal assets will not usually be impacted by this decision.

However, there are a lot of different factors that come into play when deciding on Chapter 11. What worked for Trump many times might not work for your company without the right guidance. In some cases, Chapter 11 might not mean that a company owner has zero liability. In other cases, there are better alternatives to keeping a company afloat. On the other hand, Chapter 11 could be part of an early business plan, but there are various details included in that strategy that must be worked out with an attorney prior to any kind of filing.

Declaring Bankruptcy Steps What about for individuals? Bankruptcy for individuals can be viewed as a financial strategy. In many ways, bankruptcy is financial planning when you strip down the details – but, it's important to have a competent bankruptcy lawyer on your side in order to tie up all of those loose ends.

Trump's larger than life character is hard to ignore, and so are his various corporate bankruptcy filings. Every new business owner should have a bankruptcy attorney on speed-dial whenever they are making big financial decisions so that they thoroughly understand the financial implications to the business and themselves and their families.



Source by Carmen Dellutri, Esq

This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari

Five Sales Training Lessons Sales Professionals Can Learn From Donald Trump

Let's start with what we already know to be true about Trump. About fifty percent of people love him and fifty percent of people hate him.

There doesn't seem to be a whole lot in between.

People either like Trump or they think he is the biggest jerk to ever come down the pike.

He does an awful lot to alienate and offend certain groups of people. And by the same token, there is a similar number of people or a list of people that Trump appeals to.

So, what is the application for us, as sales professionals? The application is that you and I are very much like Trump. No matter what we do, we are going to have a significant number of people who like us and we are going to have a significant number of people that don't like us.

Sales Training Lesson # 1 Some Will Like You and Some Won't. It is very instructive and important that you come to the realization that no matter what you do, some are going to like you and some are not going to like you. If you try to be all things to all people, and you try to appeal to every group type or individual that you come in contact with, you are going to constantly be trying to be something that you are not. And it is awfully hard to be something that you are not. You are better served if you will just be whomever it is you are and let the chips fall where they may.

In certain situations, you have to alter your communication style. Unlike Trump, who refuses to alter his communication style, we can alter our communication style without changing who we are, without changing our values, without changing things that we deem to be important. It is important that we be true to who we are, that we let people know who we are, let people know what we stand for and what we don't stand for. It's just as important for people to know who you are are not as it is for people to know who you are.

Sales Training Lesson # 2 Losers Hate Winners. It doesn't matter what you do, when you start to win and achieve any significant degree of success and rise above mediocrity people are going to be jealous.

When you start ascending the ladder of success, particularly financial success, and it becomes clear that you are achieving greater and greater financial success, you are going to have a lot of people, who really don't like you and are going to take shots at you.

When I started my business in 1996, I was driving an old Honda, and my wife had a minivan. Within just a couple years, we started to do really well. My wife got a BMW and I got a Mercedes. They weren't brand new, but they were nice vehicles. They were certainly a step up from a Honda and a minivan.

One day at church, one of the longtime parishioners, who I thought was a friend said to me, "you know, money isn't everything. Don't forget to stop and smell the roses." I thought that was an odd comment until I started to reflect upon it.

This guy lived in the neighborhood I lived in. His house was kind of run down and beat up a bit. His wife drove an old Pontiac Bonneville, which was on its last legs. He was working as an employee in a blue-collar, dead-end job. He looked at me, and he saw that I used to be in the same boat as him, but then all of a sudden I started making a quarter of a million dollars more than I had previously made and it became evident that I was doing well . It really made him uncomfortable, and the only way that he could make himself feel good was to take a shot at me.

Now, you notice this with Trump. Every one of the other Republican candidates that were running for the nomination, every single one of them, has taken a shot at him.

He probably is worth more money than all the other sixteen people he was against put together. They don't like it and they see a way to elevate themselves. In their eyes, the way to elevate themselves is to take a shot at him. But the bottom line is, every one of them is insanely jealous of him.

They can't stand him because he's so successful. That comes under the heading that "losers hate winners," and if you're going to join the ranks of the financially elite, you're going to have most people in life not like you because most of the people in life aren't financially successful and they see you as something of a threat to them.

The more successful you become, the more people are going to dislike you, and that just comes with the territory.

Sales Training Lesson # 3 Stand for Something. There is a principle in physics that basically works this way; the greater the attraction of two things, the greater the repulsion of those same two things. If you take two magnets and put them on the desk and face them positive to negative, they will go together instantly and you can barely pull them apart. If you then turn one of them around and put positive to positive they will chase each other all over the table and never connect.

If something works in physics, it has to also work in everything else, including human relationships. The human relations application for this is that your ability to attract is directly proportional to your willingness to repel.

If you want to learn more about human relationships and human nature, you should study physics because everything in this world is related. Everything goes together. There are no exceptions to what happens in human nature and what happens in physics. The same principles apply.

If you are afraid of offending people or insulting people because of something you say or do, you will not have a very strong attraction to other people because people are attracted to people who have strong opinions, and the stronger your opinion about something the greater the potential to attract.

The key in business is you want your message to attract your ideal client. And, quite frankly, you shouldn't care about anybody other than your ideal client. Now, if you are offending your ideal client that's not a good thing. But, if you offend people who aren't your ideal client, that's okay, because they're not going to become your client or give you money anyway.

So how does that relate with Trump? Trump seems to repel just as many people as he attracts.

Sales Training Lesson # 4 Self Confidence. If you are not right on the borderline of arrogance, you won't be as successful as someone who exudes extreme self-confidence.

People do not buy products and services. They buy the people or the person who is doing the selling. Buyers do not buy products and services because they don't know enough to make great, unbiased, well thought out decisions about the products and services that you and I sell.

What they do recognize, and what they are attracted to, is our supreme level of confidence about how we sell and the advice we give. They become a client because of your supreme confidence. That's another lesson that we can learn from Trump.

When in doubt, be bold about what you're doing. Don't "Mickey Mouse" around, don't be hat-in-hand, or meek and mild. Step up, be bold, and people will be attracted to that.

Sales Training Lesson # 5 Personality. What does Trump really get paid for? If you listen to him, and have read and kept up with what he's talking about, and listened to him, he doesn't really have a great fundamental understanding of the issues. It doesn't appear as though he has spent much time studying the issues. In fact, I'm not even sure he cares about the issues.

I think what he cares about is being Trump, and the persona of Trump. And so, what does Donald Trump really get paid to do? He gets paid to be Donald Trump.

People seem to be attracted to that personality. They don't seem to care that he doesn't have a clue about some of the issues and some of the things that some of the other candidates seem to have a pretty firm grasp on.

The takeaway for all of us is that we need to realize and become more of a personality-based marketer, rather than a product and service marketer. Buyers are attracted to personality. They're drawn to a personality like a Luna Moth is drawn to a fire. They're not going to be drawn to a product or service, because they don't understand a product or service, but they sure as heck do understand personality. So, you and I both should spend a lot of time creating a persona, and projecting that persona into the marketplace.

Now that personality, that persona, may or may not be the real person that we are. We may be one persona in business, and another persona, or person, outside of business. That's okay. I've said it before, and I truly believe this: Selling is an acting job. If you want to learn how to sell better, take some acting lessons, because the best sales people are really actors. It's not who they are, it's the role they play.

When they put on their suit in the morning, it's show time baby, and they go out and project the image, the persona, the courage and all the stuff that they need to do in order to influence and persuade people to do what they want them to do, which is to trade them their money for their product or service.

There's absolutely nothing wrong with that, and Mr. Trump seems to be very, very good at doing that.



Source by Steve Clark

This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari

Five Sales Training Lessons Sales Professionals Can Learn From Donald Trump

Let's start with what we already know to be true about Trump. About fifty percent of people love him and fifty percent of people hate him.

There doesn't seem to be a whole lot in between.

People either like Trump or they think he is the biggest jerk to ever come down the pike.

He does an awful lot to alienate and offend certain groups of people. And by the same token, there is a similar number of people or a list of people that Trump appeals to.

So, what is the application for us, as sales professionals? The application is that you and I are very much like Trump. No matter what we do, we are going to have a significant number of people who like us and we are going to have a significant number of people that don't like us.

Sales Training Lesson # 1 Some Will Like You and Some Won't. It is very instructive and important that you come to the realization that no matter what you do, some are going to like you and some are not going to like you. If you try to be all things to all people, and you try to appeal to every group type or individual that you come in contact with, you are going to constantly be trying to be something that you are not. And it is awfully hard to be something that you are not. You are better served if you will just be whomever it is you are and let the chips fall where they may.

In certain situations, you have to alter your communication style. Unlike Trump, who refuses to alter his communication style, we can alter our communication style without changing who we are, without changing our values, without changing things that we deem to be important. It is important that we be true to who we are, that we let people know who we are, let people know what we stand for and what we don't stand for. It's just as important for people to know who you are are not as it is for people to know who you are.

Sales Training Lesson # 2 Losers Hate Winners. It doesn't matter what you do, when you start to win and achieve any significant degree of success and rise above mediocrity people are going to be jealous.

When you start ascending the ladder of success, particularly financial success, and it becomes clear that you are achieving greater and greater financial success, you are going to have a lot of people, who really don't like you and are going to take shots at you.

When I started my business in 1996, I was driving an old Honda, and my wife had a minivan. Within just a couple years, we started to do really well. My wife got a BMW and I got a Mercedes. They weren't brand new, but they were nice vehicles. They were certainly a step up from a Honda and a minivan.

One day at church, one of the longtime parishioners, who I thought was a friend said to me, "you know, money isn't everything. Don't forget to stop and smell the roses." I thought that was an odd comment until I started to reflect upon it.

This guy lived in the neighborhood I lived in. His house was kind of run down and beat up a bit. His wife drove an old Pontiac Bonneville, which was on its last legs. He was working as an employee in a blue-collar, dead-end job. He looked at me, and he saw that I used to be in the same boat as him, but then all of a sudden I started making a quarter of a million dollars more than I had previously made and it became evident that I was doing well . It really made him uncomfortable, and the only way that he could make himself feel good was to take a shot at me.

Now, you notice this with Trump. Every one of the other Republican candidates that were running for the nomination, every single one of them, has taken a shot at him.

He probably is worth more money than all the other sixteen people he was against put together. They don't like it and they see a way to elevate themselves. In their eyes, the way to elevate themselves is to take a shot at him. But the bottom line is, every one of them is insanely jealous of him.

They can't stand him because he's so successful. That comes under the heading that "losers hate winners," and if you're going to join the ranks of the financially elite, you're going to have most people in life not like you because most of the people in life aren't financially successful and they see you as something of a threat to them.

The more successful you become, the more people are going to dislike you, and that just comes with the territory.

Sales Training Lesson # 3 Stand for Something. There is a principle in physics that basically works this way; the greater the attraction of two things, the greater the repulsion of those same two things. If you take two magnets and put them on the desk and face them positive to negative, they will go together instantly and you can barely pull them apart. If you then turn one of them around and put positive to positive they will chase each other all over the table and never connect.

If something works in physics, it has to also work in everything else, including human relationships. The human relations application for this is that your ability to attract is directly proportional to your willingness to repel.

If you want to learn more about human relationships and human nature, you should study physics because everything in this world is related. Everything goes together. There are no exceptions to what happens in human nature and what happens in physics. The same principles apply.

If you are afraid of offending people or insulting people because of something you say or do, you will not have a very strong attraction to other people because people are attracted to people who have strong opinions, and the stronger your opinion about something the greater the potential to attract.

The key in business is you want your message to attract your ideal client. And, quite frankly, you shouldn't care about anybody other than your ideal client. Now, if you are offending your ideal client that's not a good thing. But, if you offend people who aren't your ideal client, that's okay, because they're not going to become your client or give you money anyway.

So how does that relate with Trump? Trump seems to repel just as many people as he attracts.

Sales Training Lesson # 4 Self Confidence. If you are not right on the borderline of arrogance, you won't be as successful as someone who exudes extreme self-confidence.

People do not buy products and services. They buy the people or the person who is doing the selling. Buyers do not buy products and services because they don't know enough to make great, unbiased, well thought out decisions about the products and services that you and I sell.

What they do recognize, and what they are attracted to, is our supreme level of confidence about how we sell and the advice we give. They become a client because of your supreme confidence. That's another lesson that we can learn from Trump.

When in doubt, be bold about what you're doing. Don't "Mickey Mouse" around, don't be hat-in-hand, or meek and mild. Step up, be bold, and people will be attracted to that.

Sales Training Lesson # 5 Personality. What does Trump really get paid for? If you listen to him, and have read and kept up with what he's talking about, and listened to him, he doesn't really have a great fundamental understanding of the issues. It doesn't appear as though he has spent much time studying the issues. In fact, I'm not even sure he cares about the issues.

I think what he cares about is being Trump, and the persona of Trump. And so, what does Donald Trump really get paid to do? He gets paid to be Donald Trump.

People seem to be attracted to that personality. They don't seem to care that he doesn't have a clue about some of the issues and some of the things that some of the other candidates seem to have a pretty firm grasp on.

The takeaway for all of us is that we need to realize and become more of a personality-based marketer, rather than a product and service marketer. Buyers are attracted to personality. They're drawn to a personality like a Luna Moth is drawn to a fire. They're not going to be drawn to a product or service, because they don't understand a product or service, but they sure as heck do understand personality. So, you and I both should spend a lot of time creating a persona, and projecting that persona into the marketplace.

Now that personality, that persona, may or may not be the real person that we are. We may be one persona in business, and another persona, or person, outside of business. That's okay. I've said it before, and I truly believe this: Selling is an acting job. If you want to learn how to sell better, take some acting lessons, because the best sales people are really actors. It's not who they are, it's the role they play.

When they put on their suit in the morning, it's show time baby, and they go out and project the image, the persona, the courage and all the stuff that they need to do in order to influence and persuade people to do what they want them to do, which is to trade them their money for their product or service.

There's absolutely nothing wrong with that, and Mr. Trump seems to be very, very good at doing that.



Source by Steve Clark

This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari

Five Sales Training Lessons Sales Professionals Can Learn From Donald Trump

Let's start with what we already know to be true about Trump. About fifty percent of people love him and fifty percent of people hate him.

There does not seem to be a whole lot in between.

People either like Trump or they think he is the biggest jerk to ever come down the pike.

He does an awful lot to alienate and offend certain groups of people. And by the same token, there is a similar number of people or a list of people that Trump appearances to.

So, what is the application for us, as sales professionals? The application is that you and I are very much like Trump. No matter what we do, we are going to have a significant number of people who like us and we are going to have a significant number of people that do not like us.

Sales Training Lesson # 1 Some Will Like You and Some Will not. It is very instructive and important that you come to the realization that no matter what you do, some are going to like you and some are not going to like you. If you try to be all things to all people, and you try to appeal to every group type or individual that you come in contact with, you are going to constantly be trying to be something that you are not. And it is awfully hard to be something that you are not. You are better served if you will just be whomever it is you are and let the chips fall where they may.

In certain situations, you have to alter your communication style. Unlike Trump, who refuses to alter his communication style, we can alter our communication style without changing who we are, without changing our values, without changing things that we deem to be important. It is important that we be true to who we are, that we let people know who we are, let people know what we stand for and what we do not stand for. It's just as important for people to know who you are not as it is for people to know who you are.

Sales Training Lesson # 2 Losers Hate Winners. It does not matter what you do, when you start to win and achieve any significant degree of success and rise above mediocrity people are going to be jealous.

When you start ascending the ladder of success, particularly financial success, and it becomes obvious that you are achieving greater and greater financial success, you are going to have a lot of people, who really do not like you and are going to take shots at you.

When I started my business in 1996, I was driving an old Honda, and my wife had a minivan. Within just a couple years, we started to do really well. My wife got a BMW and I got a Mercedes. They were not brand new, but they were nice vehicles. They were certainly a step up from a Honda and a minivan.

One day at church, one of the longtime parishioners, who I thought was a friend said to me, "you know, money is not everything. I thought that was an odd comment until I started to reflect upon it.

This guy lived in the neighborhood I lived in. His house was kind of run down and beat up a bit. His wife dugve an old Pontiac Bonneville, which was on its last legs. He was working as an employee in a blue-collar, dead-end job. He looked at me, and he saw that I used to be in the same boat as him, but then all of a sudden I started making a quarter of a million dollars more than I had previously made and it became evident that I was doing well . It really made him uncomfortable, and the only way that he could make himself feel good was to take a shot at me.

Now, you notice this with Trump. Every one of the other Republican candidates that were running for the nomination, every single one of them, has taken a shot at him.

He probably is worth more money than all the other sixty people he was against put together. They do not like it and they see a way to elevate themselves. In their eyes, the way to elevate themselves is to take a shot at him. But the bottom line is, every one of them is insanely jealous of him.

They can not stand him because he's so successful. That comes under the heading that "losers hate winners," and if you're going to join the ranks of the finality elite, you're going to have most people in life not like you because most of the people in life are not financially successful and they see you as something of a threat to them.

The more successful you become, the more people are going to dislike you, and that just comes with the territory.

Sales Training Lesson # 3 Stand for Something. There is a principle in physics that basically works this way; the greater the attraction of two things, the greater the repulsion of those same two things. If you take two magnets and put them on the desk and face them positive to negative, they will go together instantly and you can barely pull them apart. If you then turn one of them around and put positive to positive they will chase each other all over the table and never connect.

If something works in physics, it has to also work in everything else, including human relations. The human relations application for this is that your ability to attract is directly proportional to your willingness to repel.

If you want to learn more about human relationships and human nature, you should study physics because everything in this world is related. Everything goes together. There are no exceptions to what happens in human nature and what happens in physics. The same principals apply.

If you are afraid of offending people or insulting people because of something you say or do, you will not have a very strong attraction to other people because people are attracted to people who have strong opinions, and the stronger your opinion about something the greater the potential to attract.

The key in business is you want your message to attract your ideal client. And, quite frankly, you should not care about anyone other than your ideal client. Now, if you are offending your ideal client that's not a good thing. But, if you offend people who are not your ideal client, that's okay, because they're not going to become your client or give you money anyway.

So how does that relate with Trump? Trump seems to repel just as many people as he joins.

Sales Training Lesson # 4 Self Confidence. If you are not right on the borderline of arrogance, you will not be as successful as someone who exudes extreme self- confidence.

People do not buy products and services. They buy the people or the person who is doing the selling. Buyers do not buy products and services because they do not know enough to make great, unbiased, well thought out decisions about the products and services that you and I sell.

What they do recognize, and what they are attracted to, is our supreme level of confidence about how we sell and the advice we give. They become a client because of your supreme confidence. That's another lesson that we can learn from Trump.

When in doubt, be bold about what you're doing. Do not "Mickey Mouse" around, do not be hat-in-hand, or meek and mild. Step up, be bold, and people will be attracted to that.

Sales Training Lesson # 5 Personality. What does Trump really get paid for? If you listen to him, and have read and kept up with what he's talking about, and listened to him, he does not really have a great fundamental understanding of the issues. It does not appear as though he has spent much time studying the issues. In fact, I'm not even sure he cares about the issues.

I think what he cares about is being Trump, and the persona of Trump. And so, what does Donald Trump really get paid to do? He gets paid to be Donald Trump.

People seem to be attracted to that personality. They do not seem to care that he does not have a clue about some of the issues and some of the things that some of the other candidates seem to have a pretty firm grass on.

The takeaway for all of us is that we need to realize and become more of a personality-based marketer, rather than a product and service marketer. Buyers are attracted to personality. They're drawn to a personality like a Luna Moth is drawn to a fire. They're not going to be drawn to a product or service, because they do not understand a product or service, but they sure as heck do understand personality. So, you and I both should spend a lot of time creating a persona, and projecting that persona into the marketplace.

Now that personality, that persona, may or may not be the real person that we are. We may be one persona in business, and another persona, or person, outside of business. That's okay. I've said it before, and I truly believe this: Selling is an acting job. If you want to learn how to sell better, take some acting lessons, because the best sales people are really actors. It's not who they are, it's the role they play.

When they put on their suit in the morning, it's show time baby, and they go out and project the image, the persona, the courage and all the stuff that they need to do in order to influence and persuade people to do what they want them to do, which is to trade them their money for their product or service.

There's absolutely nothing wrong with that, and Mr. Trump seems to be very, very good at doing that.



Source by Steve Clark

This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari

Five Sales Training Lessons Sales Professionals Can Learn From Donald Trump

Let’s start with what we already know to be true about Trump. About fifty percent of people love him and fifty percent of people hate him.

There doesn’t seem to be a whole lot in between.

People either like Trump or they think he is the biggest jerk to ever come down the pike.

He does an awful lot to alienate and offend certain groups of people. And by the same token, there is a similar number of people or a list of people that Trump appeals to.

So, what is the application for us, as sales professionals? The application is that you and I are very much like Trump. No matter what we do, we are going to have a significant number of people who like us and we are going to have a significant number of people that don’t like us.

Sales Training Lesson #1 Some Will Like You and Some Won’t. It is very instructive and important that you come to the realization that no matter what you do, some are going to like you and some are not going to like you. If you try to be all things to all people, and you try to appeal to every group type or individual that you come in contact with, you are going to constantly be trying to be something that you are not. And it is awfully hard to be something that you are not. You are better served if you will just be whomever it is you are and let the chips fall where they may.

In certain situations, you have to alter your communication style. Unlike Trump, who refuses to alter his communication style, we can alter our communication style without changing who we are, without changing our values, without changing things that we deem to be important. It is important that we be true to who we are, that we let people know who we are, let people know what we stand for and what we don’t stand for. It’s just as important for people to know who you are not as it is for people to know who you are.

Sales Training Lesson #2 Losers Hate Winners. It doesn’t matter what you do, when you start to win and achieve any significant degree of success and rise above mediocrity people are going to be jealous.

When you start ascending the ladder of success, particularly financial success, and it becomes obvious that you are achieving greater and greater financial success, you are going to have a lot of people, who really don’t like you and are going to take shots at you.

When I started my business in 1996, I was driving an old Honda, and my wife had a minivan. Within just a couple years, we started to do really well. My wife got a BMW and I got a Mercedes. They weren’t brand new, but they were nice vehicles. They were certainly a step up from a Honda and a minivan.

One day at church, one of the longtime parishioners, who I thought was a friend said to me, “you know, money isn’t everything. Don’t forget to stop and smell the roses.” I thought that was an odd comment until I started to reflect upon it.

This guy lived in the neighborhood I lived in. His house was kind of run down and beat up a bit. His wife drove an old Pontiac Bonneville, which was on its last legs. He was working as an employee in a blue-collar, dead-end job. He looked at me, and he saw that I used to be in the same boat as him, but then all of a sudden I started making a quarter of a million dollars more than I had previously made and it became evident that I was doing well. It really made him uncomfortable, and the only way that he could make himself feel good was to take a shot at me.

Now, you notice this with Trump. Every one of the other Republican candidates that were running for the nomination, every single one of them, has taken a shot at him.

He probably is worth more money than all the other sixteen people he was against put together. They don’t like it and they see a way to elevate themselves. In their eyes, the way to elevate themselves is to take a shot at him. But the bottom line is, every one of them is insanely jealous of him.

They can’t stand him because he’s so successful. That comes under the heading that “losers hate winners,” and if you’re going to join the ranks of the financially elite, you’re going to have most people in life not like you because most of the people in life aren’t financially successful and they see you as something of a threat to them.

The more successful you become, the more people are going to dislike you, and that just comes with the territory.

Sales Training Lesson #3 Stand for Something. There is a principle in physics that basically works this way; the greater the attraction of two things, the greater the repulsion of those same two things. If you take two magnets and put them on the desk and face them positive to negative, they will go together instantly and you can barely pull them apart. If you then turn one of them around and put positive to positive they will chase each other all over the table and never connect.

If something works in physics, it has to also work in everything else, including human relationships. The human relations application for this is that your ability to attract is directly proportional to your willingness to repel.

If you want to learn more about human relationships and human nature, you should study physics because everything in this world is related. Everything goes together. There are no exceptions to what happens in human nature and what happens in physics. The same principles apply.

If you are afraid of offending people or insulting people because of something you say or do, you will not have a very strong attraction to other people because people are attracted to people who have strong opinions, and the stronger your opinion about something the greater the potential to attract.

The key in business is you want your message to attract your ideal client. And, quite frankly, you shouldn’t care about anybody other than your ideal client. Now, if you are offending your ideal client that’s not a good thing. But, if you offend people who aren’t your ideal client, that’s okay, because they’re not going to become your client or give you money anyway.

So how does that relate with Trump? Trump seems to repel just as many people as he attracts.

Sales Training Lesson #4 Self Confidence. If you are not right on the borderline of arrogance, you won’t be as successful as someone who exudes extreme self- confidence.

People do not buy products and services. They buy the people or the person who is doing the selling. Buyers do not buy products and services because they don’t know enough to make great, unbiased, well thought out decisions about the products and services that you and I sell.

What they do recognize, and what they are attracted to, is our supreme level of confidence about how we sell and the advice we give. They become a client because of your supreme confidence. That’s another lesson that we can learn from Trump.

When in doubt, be bold about what you’re doing. Don’t “Mickey Mouse” around, don’t be hat-in-hand, or meek and mild. Step up, be bold, and people will be attracted to that.

Sales Training Lesson #5 Personality. What does Trump really get paid for? If you listen to him, and have read and kept up with what he’s talking about, and listened to him, he doesn’t really have a great fundamental understanding of the issues. It doesn’t appear as though he has spent much time studying the issues. In fact, I’m not even sure he cares about the issues.

I think what he cares about is being Trump, and the persona of Trump. And so, what does Donald Trump really get paid to do? He gets paid to be Donald Trump.

People seem to be attracted to that personality. They don’t seem to care that he doesn’t have a clue about some of the issues and some of the things that some of the other candidates seem to have a pretty firm grasp on.

The takeaway for all of us is that we need to realize and become more of a personality-based marketer, rather than a product and service marketer. Buyers are attracted to personality. They’re drawn to a personality like a Luna Moth is drawn to a fire. They’re not going to be drawn to a product or service, because they don’t understand a product or service, but they sure as heck do understand personality. So, you and I both should spend a lot of time creating a persona, and projecting that persona into the marketplace.

Now that personality, that persona, may or may not be the real person that we are. We may be one persona in business, and another persona, or person, outside of business. That’s okay. I’ve said it before, and I truly believe this: Selling is an acting job. If you want to learn how to sell better, take some acting lessons, because the best sales people are really actors. It’s not who they are, it’s the role they play.

When they put on their suit in the morning, it’s show time baby, and they go out and project the image, the persona, the courage and all the stuff that they need to do in order to influence and persuade people to do what they want them to do, which is to trade them their money for their product or service.

There’s absolutely nothing wrong with that, and Mr. Trump seems to be very, very good at doing that.



Source by Steve Clark

This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari