Post on 01-Nov-2014
description
Welcome!Welcome!
Turning Job Turning Job Turning Job Turning Job
Developers Into Developers Into Developers Into Developers Into
SalespeopleSalespeopleSalespeopleSalespeople
Mike FazioVice President, CareerTEAM
•Government
•Education
•Consulting
www.careerteam.com
mike@careerteam.com
203-245-3363
All Access is coming!All Access is coming!All Access is coming!All Access is coming!
WhatWhat’’s Coming Ups Coming Up……..
1.1.CommitCommit
2.2.Learn Learn
3.3.ShareShare
Three Things This MorningThree Things This MorningThree Things This MorningThree Things This MorningThree Things This MorningThree Things This MorningThree Things This MorningThree Things This Morning
BrandingBranding
TechnologyTechnology
ConnectingConnecting
Presentation SkillsPresentation Skills
5 Pillars5 Pillars5 Pillars5 Pillars5 Pillars5 Pillars5 Pillars5 Pillars
What 21What 21stst Century Selling MeansCentury Selling Means…………
2010/11 Training Visits
Delivering One Delivering One
Simple MessageSimple Message
TELLING TELLING TELLING TELLING TELLING TELLING TELLING TELLING
IS IS IS IS IS IS IS IS
NOT NOT NOT NOT NOT NOT NOT NOT
SELLING!!!SELLING!!!SELLING!!!SELLING!!!SELLING!!!SELLING!!!SELLING!!!SELLING!!!
Last week I pulled our Business Services team together and tried to get some concrete answers as to why our employer participation numbers were so low for our two rapidly-approaching (and highly publicized) job fairs. To my bemusement, the responses from the team were that although their contacted employers were hiring and had positive experiences with us in the past, these employers just couldn’t be convinced that attending our FREE job fair was of value to them.Well, before I knew it, I found myself launching into a kinder, gentler version of Alec Baldwin’s diatribe of “Put that coffee down! That coffee’s for closers only.” Vague memories of my saying “Always Be Closing” and “They’ve indicated an Interest, now is the time to prompt Action,” flash through my mind.As surreal as the experience was at the moment, our business services folks have renewed enthusiasm for job development in the days since and have produced numbers more than double of what they did last week.
WhatWhatWhatWhatWhatWhatWhatWhat’’’’’’’’s The Difference Between s The Difference Between s The Difference Between s The Difference Between s The Difference Between s The Difference Between s The Difference Between s The Difference Between
Telling and Selling?Telling and Selling?Telling and Selling?Telling and Selling?Telling and Selling?Telling and Selling?Telling and Selling?Telling and Selling?
MoneyMoney
EnergyEnergy
TimeTime
What’s in it for them?
Selling or Telling?Selling or Telling?
The LandscapeThe Landscape……
Only about Only about 10%10% of the of the nationnation’’s workforce staff s workforce staff have received any have received any formal sales training.formal sales training.
“I’m not really a salesperson….”
“Nobody is
hiring…”
What TheyWhat They’’re Sayingre Saying
“Things are changing out there.”
Do You Really Know How Much The World
Is Changing?Has Already
Changed?
““If the rate of change on the If the rate of change on the outside exceeds the rate of outside exceeds the rate of change on the inside, change on the inside, the end is near.the end is near.””
----Jack Welch (former Chairman & CEO of General Electric)
Are You Changed?Are You Changed?Are You Changed?Are You Changed?Are You Changed?Are You Changed?Are You Changed?Are You Changed?
Building a Foundation forBuilding a Foundation for……....
ChangeChangeChangeChangeChangeChangeChangeChangePerformance
Plan or
SystemsBehavior
IndividualThinking
ActualActual RealizedRealized
Habits
Attitudes
Beliefs
Expectations
Human Potential
FINISHED FILES ARE FINISHED FILES ARE
THE RESULT OF THE RESULT OF
YEARS OF SCIENTIFIC YEARS OF SCIENTIFIC
STUDY COMBINED STUDY COMBINED
WITH THE WITH THE
EXPERIENCE OF MANY EXPERIENCE OF MANY
YEARS OF EXPERTSYEARS OF EXPERTS
ScotomaScotoma
FFINISHED INISHED FFILES ARE ILES ARE
THE RESULT OTHE RESULT OFF
YEARS OYEARS OFF SCIENTISCIENTIFFIC IC
STUDY COMBINED STUDY COMBINED
WITH THE WITH THE
EXPERIENCE OEXPERIENCE OFF MANY MANY
YEARS OYEARS OFF EXPERTSEXPERTS
Selling What?Selling What?Your OrganizationYour Organization
Your ProgramsYour Programs
Your HistoryYour History
Your SuccessesYour Successes
Your KnowledgeYour Knowledge
Your AwarenessYour Awareness
Your BrandYour Brand
Your EnthusiasmYour Enthusiasm
Your StoriesYour Stories
Your DeterminationYour Determination
Your BenefitsYour Benefits
Yourselves!!Yourselves!!
Selling When?Selling When?
60%60% or 24 hours or 24 hours per week: Employer per week: Employer EngagementEngagement…… GO GO SELL!!!!!SELL!!!!!
30%30% or 12 hours or 12 hours per week: Client per week: Client InteractionInteraction
10%10% or 4 hours per or 4 hours per week: week: Administrative Administrative ActivityActivity
Go Sell
Client Interaction
Admin WorkSELL!
Selling Where?Selling Where?66%66% found in found in
companies with companies with
less less than 100 than 100 employeesemployees
18%18% found in found in companies with companies with 101101--1000 1000 employeesemployees
16%16% found in found in companies with companies with more than 1000 more than 1000 employeesemployees
66%
18% 16%
0%
10%
20%
30%
40%
50%
60%
70%
1-100Employees
101-1000Employees
1000+Employees
Are You Are You TechnologizingTechnologizing??
Mobile Smart Phones?Mobile Smart Phones?
Started in 2006
140 character concept launched
Receive s $15 million in funding in 2008
100 million tweets per quarter by December 2008
Receives $100 million in funding 2009
2 billion tweets per quarter by December 2009
www.twitter.com/careerteammike
www.inform.comwww.inform.comwww.inform.comwww.inform.com
Launched in April 2005
100 million views per day by July 2006
CNN debates via on youtube Nov 2007
15 hours worth of video uploaded every minute – October 2008
1 billion views per day – October 2009
24 hours per minute uploaded – March 2010
2 billion views per day as of May 2010
9 million viewers on
50 million+ views on
Are You 21Are You 21stst Century Thinking ?Century Thinking ?
�Work Smart, Flexibility�Loyalty Less Prevalent�Individual Responsible for Own Training�Proactive Gun for Hire�No Such Thing�No Job Security, Average Tenure 3.2 Years�Career Involves Multiple Industries�15 Jobs Per Person�Focus on Funding Own Retirement�60% Telecommute, Mobile Workers�Contract Staff, Consultants�50% of Jobs Not Yet Created�60% of Homes Have a Business�Work Resembles Play�Work is a “Calling” , Would Do For Free�CONNECTING
�Work Hard, Structure�Loyalty is Valued�Company Responsible for Training�React to Company Directives�Gold Watch for 30 Years Valued Service�Job Security�Career Confined to Single Industry�Long-Term Employment�Retirement Benefits�Work at the Plant of Office�Full-Time Employees�Clearly Identified Career Path�Little or No Home-Based Businesses�Lucky to Have a Job�Working for the Money
�NETWORKING
21st CenturyPre-21st Century
CONNECTINGmeans creating a
memorable and
emotionalbond with someone.
Workforce One
SEEDCO CBO Network
BELLA AND TARA CONNECT!BELLA AND TARA CONNECT!
Are You Branding?Are You Branding?
When customers think of your organization, When customers think of your organization,
they they currentlycurrently think________?think________?
VS.VS.
When customers think of your organization, When customers think of your organization,
ideally you ideally you wantwant them to thinkthem to think______?______?
Workforce has the dented soup can stigma.
Is This Our Brand?Is This Our Brand?
Promote Your BrandPromote Your Brand
Client Branding?Client Branding?
JJustust
OOverver
BBrokeroke
JOB JOB vsvs CAREERCAREER
These are many times the common responses to the question: These are many times the common responses to the question:
““What is Work?What is Work?””
•• WorkWork is a way to pay the billsis a way to pay the bills
•• WorkWork is what allows me to enjoy the weekendsis what allows me to enjoy the weekends
•• WorkWork is what keeps my (spouse or parents) off my backis what keeps my (spouse or parents) off my back
•• Work Work is what you are supposed to do to feel responsibleis what you are supposed to do to feel responsible
•• Work Work is an alternative to boredomis an alternative to boredom
•• Work Work is what you do for forty years so you can retire and die in peacis what you do for forty years so you can retire and die in peacee
•• WorkWork is the opposite of playis the opposite of play
•• WorkWork is the same %#@*+, different dayis the same %#@*+, different day
•• WorkWork is a necessary evil!is a necessary evil!
What is Work?What is Work?
CC reativereative
AA ctionction
RR elevantelevant
EE xpertisexpertise
E E qualsquals
RR esultsesults!!
JOB JOB vsvs CAREERCAREER
ME Inc.ME Inc.ME Inc.ME Inc.ME Inc.ME Inc.ME Inc.ME Inc.•• Become an Become an
EXPERT.EXPERT.
•• Increase Increase
KNOWLEDGE.KNOWLEDGE.
•• Take RISKS.Take RISKS.
•• Think BIG.Think BIG.
•• Create VALUE.Create VALUE.
Make yourselfand/or
organization
unique and
compelling.
33
TruthsTruths
And And
A A
LieLielie
33
TruthsTruths
And And
A A
LieLielie
SalesSales
and Skillsand Skills
Confusion?Confusion?
3 TYPES OF SKILLS TO 3 TYPES OF SKILLS TO SELLSELL
1. Self1. Self--Management SkillsManagement Skills
2. Transferable Skills2. Transferable Skills
3. Job3. Job--Content SkillsContent Skills
SKILLSSKILLS--SELLERSELLER
EXERCISEEXERCISE
1. Has a year’s experience as a truck driver. Has a good driving record; late for work fairly often; missed some deliveries; couldn’t find several delivery locations, leaving customers without supplies. Not very motivated!
2. Has no truck driving
experience. Previous employer says candidate
was very dependable;
hardly ever missed a day of
work; always on time;
extremely enthusiastic and eager to learn.
Professional Professional
Selling BasicsSelling Basics
What Sales Is NotWhat Sales Is Not• The Business of Unjustly Separating Money From Unwilling People.
• An Act of Aggression.
• Trying to Force People to Buy What They Don’t Want or Need.
• The Applied Science of Getting People Upset.
How NOT To Sell
Some Different DefinitionsSome Different Definitions
Sales is:Sales is:
“Sharing your enthusiasm
about something that you wish someone else
could experience.”
Excellent Outreach Professional TraitsExcellent Outreach Professional Traits
In your opinion, what In your opinion, what
are some traits needed are some traits needed
to be an excellent sales to be an excellent sales
leader?leader?
Essential Qualities of Effective LeadersEssential Qualities of Effective Leaders
9,0007,0006,0005,8005,0004,0003,0002,0001,000
CommunicatorPeople-FocusedVisionaryCaringDecision-MakerOtherMotivatorExpertCourageous
Points ScoredQuality
INTEGRITYINTEGRITYINTEGRITYINTEGRITY 15,00015,00015,00015,000
We Are Selling All The TimeWe Are Selling All The Time
• Sharing
• Helping
• Communicating
• Exchanging
• Educating
• Mentoring
• Negotiating
• Advising
• Coaching
• Seeking Promotion
• Dating
• Child Rearing
• Writing
• Interviewing
The Natural Born Sales Person?The Natural Born Sales Person?
Yes! Natural BornYes! Natural Born.. No! Not Natural Born.No! Not Natural Born.
What do you believe?
What you believe will affect your approach.
Great Salespeople Great Salespeople
Simply Do the Basics WellSimply Do the Basics Well
• They Understand the Basics.
• They Study Ways of Improving the Basics.
• They Practice Techniques of the Basics.• When They Experience Failure – They Return to the Basics.
To Whom Are You Selling?To Whom Are You Selling?To Whom Are You Selling?To Whom Are You Selling?To Whom Are You Selling?To Whom Are You Selling?To Whom Are You Selling?To Whom Are You Selling?
• Employers• Your Clients• Personnel Agencies• Co-Workers• Boss• Can you think of any others?
What Are You Selling?What Are You Selling?
• Self
• Success Stories• Curriculum
• Your Program
• Organization/Agency History
The Five Basic Pillars of SalesThe Five Basic Pillars of SalesThe Five Basic Pillars of SalesThe Five Basic Pillars of SalesThe Five Basic Pillars of SalesThe Five Basic Pillars of SalesThe Five Basic Pillars of SalesThe Five Basic Pillars of Sales
PROSPECTINGPROSPECTING!!
We All Need To Do It!We All Need To Do It!Need to enlist more businesses
Need to make more businesses aware
Need to create more business relationships
Need to build our brand
Where and How Much Where and How Much
to Prospectto Prospect
• Telephone.• Internet.• Referral.• Cold Calling.• Old Customers.• Merchants Association.• SHRM Association.• Networking/Socializing.• Create a Pool of Most
Influential Contacts (centers of influence).
• Local Newspapers.• Job Fairs.
Out of 50 Calls How Much Success?
1 or 2 YES 1 or 2 YES 1 or 2 YES 1 or 2 YES 1 or 2 YES 1 or 2 YES 1 or 2 YES 1 or 2 YES
RepliesRepliesRepliesRepliesRepliesRepliesRepliesReplies
LetLet’’s Practice!s Practice!
What To Say on the PhoneWhat To Say on the Phone
•• Keep goal in mindKeep goal in mind
•• DonDon’’t get off trackt get off track
•• Go for appointmentGo for appointment
•• ““Would like your Would like your
opinionopinion……..””
•• Start a relationshipStart a relationship
THE GATEKEEPER!THE GATEKEEPER!
What To Say Face to FaceWhat To Say Face to Face
•• Exude confidenceExude confidence
•• Be assumptiveBe assumptive
•• Be readyBe ready
•• Aim!Aim!
•• Fire!Fire!
•• ReRe--Load.Load.
•• Fire again!Fire again!
Building Building Building Building Building Building Building Building
RapportRapportRapportRapportRapportRapportRapportRapport————————Perfecting Small Talk and Perfecting Small Talk and
BUILDING a Bridge.BUILDING a Bridge.
Building RapportBuilding Rapport
• Using Compliments.
• Perfect Your Small Talk.
• People Buy from Who They Like.
Build A BridgeBuild A Bridge
• If you begin talking about your product or service before you have built a bridge of friendship to your prospect, the customer will lose all interest in buying from you.
Rapport TopicsRapport Topics
• The Receptionist• Royal Wedding
• Gas Prices
QUALIFYINGQUALIFYING
•Fact gathering
•Learning about the
business or
client
Six Steps to QualifyingSix Steps to QualifyingSix Steps to QualifyingSix Steps to QualifyingSix Steps to QualifyingSix Steps to QualifyingSix Steps to QualifyingSix Steps to Qualifying1. Find Out What They Have
Now (Competition).2. What They Like Most
About it.3. Discover the Needs.
“What Would You Like to See Improved?”
4. Find the Decision Makers.“Who in Addition to Yourself Will Make the Decision?”
5. Test Close. “If we could find a match, would you be in a position to do business with me?”
6. Make an Appointment!
Qualifying Questions?Qualifying Questions?
How many
can your group think
of?
Qualifying QuestionsQualifying Questions•• What is your companyWhat is your company’’s mission?s mission?
•• Where do you see this company in 5 years?Where do you see this company in 5 years?
•• What challenges are you currently facing?What challenges are you currently facing?
•• How long has the company been in business?How long has the company been in business?
•• Who and where are your customers?Who and where are your customers?
•• Will you consider exWill you consider ex--offenders?offenders?
•• Do you provide formal training?Do you provide formal training?
•• Do you have any experience working with the Do you have any experience working with the Workforce Connections or OneWorkforce Connections or One--Stop Career Stop Career Centers?Centers?
•• What is the company culture/climate?What is the company culture/climate?
•• What are your hiring costs? Do you want to What are your hiring costs? Do you want to reduce this?reduce this?
•• How do you mainly recruit? Any other ways?How do you mainly recruit? Any other ways?
•• Are you facing specific hiring challenges?Are you facing specific hiring challenges?
•• What is your managerial style?What is your managerial style?
•• Can we put you in touch with a business labor Can we put you in touch with a business labor market analyst for trend analysis?market analyst for trend analysis?
•• What are your current staffing needs? FT? PT? What are your current staffing needs? FT? PT? Temporary?Temporary?
•• Are you public or private? Subsidiary? Parent Are you public or private? Subsidiary? Parent company?company?
••Public Transportation access?Public Transportation access?
••Do you use staffing agencies?Do you use staffing agencies?
••Do you know about our reimbursement/tax Do you know about our reimbursement/tax
credit programs?credit programs?
••Are you unionized?Are you unionized?
••Do you know about our Alien Certification Do you know about our Alien Certification
program?program?
••What skills are needed to be here? DriverWhat skills are needed to be here? Driver’’s s
License?License?
••Do you use Job Fairs?Do you use Job Fairs?
••Your hours of operation?Your hours of operation?
••Are you aware of our Veteran priority? Are you aware of our Veteran priority?
••How many people in your company?How many people in your company?
••Are you expanding?Are you expanding?
••INQUISITIVE QUESTIONSINQUISITIVE QUESTIONS
••Where did you work before and what is your Where did you work before and what is your
role here now?role here now?
••What benefits do you offer?What benefits do you offer?
Using the Using the Using the Using the
TieTieTieTie----Down Down Down Down
MethodMethodMethodMethod
Using the Using the Using the Using the Using the Using the Using the Using the
TieTieTieTieTieTieTieTie--------Down Down Down Down Down Down Down Down
MethodMethodMethodMethodMethodMethodMethodMethod
Control the MeetingControl the MeetingControl the MeetingControl the MeetingControl the MeetingControl the MeetingControl the MeetingControl the Meeting• The One Asking Questions Controls the Interview.
• The Game of Chess.
• Establish a Bond Before You Go to Control.
Ask Questions ToAsk Questions To…………
• Gain Control (the one asking is controlling).
• Get Minor Yes Answers.• Discover Needs.
• Acknowledge a Fact (confirmation).
• Isolate Objections.• Close the Sale.
• Tie downs are small phrases or brief sentences and questions to use in a way so that the only logical answer is
YES!
Tie DownsTie DownsTie DownsTie DownsTie DownsTie DownsTie DownsTie Downs
The TieThe Tie--DownDown
• Placed at the End of Sentences.
• Designed to Get Small Agreements.
• Example:
– “We all want motivated employees, don’t we?
– “Enthusiasm is catchy, isn’t it?
– “Finding ways to reduce expense and thus improve your bottom line would be beneficial, wouldn't you agree?”
– “You have noticed that I’ve been using them today and yesterday, haven't you? Where?
TieTie--DownsDowns
• Aren’t They?
• Aren’t You?
• Can’t You?
• Couldn’t It?
• Doesn’t It?
• Don’t You Agree?
• Don’t We?
• Shouldn’t It?
• Wouldn’t It?
• Haven’t They?
• Hasn’t He?
• Hasn’t She?
• Isn’t It?
• Isn’t That Right?
• Didn’t It?
• Wasn’t It?
• Won’t They?
• Won’t You?
““Mark, make sure you wear a suit Mark, make sure you wear a suit
to the interview Friday.to the interview Friday.””
“Mark, a tie looks great with your suit. It shows the type of professionalism that’s required to be successful in a job like your applying for. You want to look professional, don’t you?”
That’s TELLING.
This is SELLING!
If the client says “no”, they would saying “no” to looking professional.
This is why they will most likely say “yes”to the question.
The best part about this is that it gives you the leverage to handle their objection if they say “no” to your close.
Client: “no, I don’t want to wear a tie”
You: “Mark, we’ve discussed many times that professionalism on the job is what helps in your success, haven’t we?
Client: “Yes”
You: “Well, that’s exactly why you need to wear the tie!
Complete The SentenceComplete The Sentence
with a TIE DOWN!with a TIE DOWN!
1. Many companies are using computers these days_________________?
2. It would be an advantage to have your own twitter account, _____________?3. These are fun,
______________?
4. It just takes practice,______?
6. They’re coming out naturally now, __________?
6. After you’ve practiced a while, the tie-downs certainly pop out, _______? 7. That one just did, ________?
8. Over time, you could create hundreds of
questions that will lead clients
towards a buying decision, __________?
9. In any given situation, professional salespeople should be able to rattle off
ten, or twenty tie-downs without too much
effort, ________?
10. You’re a professional, ___________?
Golly gee, that Mike
Fazio sure is one
awesome trainer and
downright cool guy,
_______________?
Handling Objections/ProblemsHandling Objections/Problems
ObjectionsObjections• Objections are Deal Makers –Not Deal Breakers!
• No Objections – No Serious Involvement.
• Objections are Rungs on the Ladder to Success.
• Love Objections..
Two Things To Do With Objections:Two Things To Do With Objections:
ObjectionsObjectionsObjectionsObjectionsObjectionsObjectionsObjectionsObjections
1. Uncover. 2. Overcome.
Handling Objections FundamentalsHandling Objections Fundamentals
• Hear Them Out.– Interrupting only gets them angry.
– Listening shows you care.
1. Start with Empathy Statement2.Use facts to reinforce3. Finish with a Tie Down
Empathy Empathy
StatementsStatements
1.1. ““I can I can understand..understand..””
2.2. ““I can I can appreciateappreciate…”…”
3.3. ““ThatThat’’s exactly s exactly whywhy………”………”
The GunslingerThe Gunslinger• GAME
– Spilt up in two teams. Appoint a spokesperson, and a Gun-Slinger.
– Write major objections on a flip chart.
– Gun-Slingers aim & shoot at objections.
– Group has 1 minute to create a response to the objection.
– Spokesperson handles the objection for the entire group.
Overcome ObjectionsOvercome Objections
1.1.EMPATHYEMPATHY
2.2.FACTSFACTS
3.3.TIE DOWNTIE DOWN
Most People Quit EarlyMost People Quit Early• In a recent study, it was
discovered that 48% of all sales calls end without the salesperson trying to closeeven once.
• Prospects Don’t Think It Over.
• One of the important secrets of success in sales is for you to understand and accept that people don’t “think it over”. The minute you walk out of the prospect’s office or home, he or she forgets that you ever lived.
The CloseThe Close
• Stop Talking and Close– Salespeople’s Hardest Lesson – Close and Close Smoothly.
• Professionals are Closing All the Time– Test Closes & Tie-Downs.
• The Close is Merely the Final Yes.• After You Ask the Close – SHUT UP!(The pregnant pause)
Not Quite ClosesNot Quite Closes
• “So, what do you think?”
• “Where do we go from here?”
• “Great, well I will try to find a student that can type 60 wpm for you.”
• “May I have your business card?”
SLIDESLIDESLIDESLIDESLIDESLIDESLIDESLIDE
Are You Presenting?Are You Presenting?Are You Presenting?Are You Presenting?Are You Presenting?Are You Presenting?Are You Presenting?Are You Presenting?
SLIDE ONESLIDE ONE•• Startling StatementStartling Statement
•• Use significant, relevant factsUse significant, relevant facts
Did You Know?Did You Know?
SLIDE TWO and THREESLIDE TWO and THREE
FEATURES AND BENEFITSFEATURES AND BENEFITS
1.1. About your organizationAbout your organization
2.2. About your programAbout your program
3.3. About your selfAbout your self
RememberRemember------WhatWhat’’s in it for s in it for themthem??
SLIDE FOURSLIDE FOUREmployer ExamplesEmployer Examples
Employer TestimonialEmployer Testimonial
Find an example Find an example
of saving of saving MET.MET.
SLIDE FIVESLIDE FIVEClosing Call To ActionClosing Call To Action
What do you want What do you want ““themthem””
to do now/next?to do now/next?
Wrap Wrap Wrap Wrap
UpUpUpUp
The 21The 21stst Century Century
SuperstarSuperstar
Smart, educated Smart, educated and informedand informed——
2121stst Century Superstars understand Century Superstars understand you can have MORE EXPERIENCE you can have MORE EXPERIENCE AND MORE DEGREES than a AND MORE DEGREES than a thermometer, but if you do not thermometer, but if you do not remain informed on your industry, remain informed on your industry, employer, departments, or employer, departments, or product/service thenproduct/service then……..
1
Technologically ProficientTechnologically Proficient
2121stst Century Superstars save time by investing in Century Superstars save time by investing in their knowledge or technology and the incredible their knowledge or technology and the incredible
value provided by the Internet.value provided by the Internet.
2
ArticulateArticulate
2121stst Century Superstars practice Century Superstars practice or join groups (i.e. or join groups (i.e.
Toastmasters) to master the Toastmasters) to master the ability to speak in public, or at ability to speak in public, or at
least to large groupsleast to large groups
3
DecisiveDecisiveThe ability to be decisive The ability to be decisive and not afraid to make and not afraid to make decisions. 21decisions. 21stst Century Century Superstars can be wrong Superstars can be wrong more often than they are more often than they are right, but can learn from right, but can learn from each decision and keep each decision and keep swinging!swinging!
4
RiskRisk--takertaker
A willingness to take risks. 21A willingness to take risks. 21stst Century Century Superstars understand and live by the Superstars understand and live by the concept of no risk, no reward. Be brave!concept of no risk, no reward. Be brave!
5
Act on convictionsAct on convictions
2121stst Century Superstars establish moral and Century Superstars establish moral and
ethical principles and stick to them!ethical principles and stick to them!
6
Hard working and drivenHard working and driven
There is no end game or finish line; 21There is no end game or finish line; 21stst Century Century
Superstars understand that continuous Superstars understand that continuous
improvement is the critical competency!improvement is the critical competency!
7
EnergyEnergyAn abundance of physical, mental and An abundance of physical, mental and
emotional energy. 21emotional energy. 21stst Century Superstars Century Superstars
schedule time each and every day to feed their schedule time each and every day to feed their
body, mind and spirit with beneficial exercise, body, mind and spirit with beneficial exercise,
wisdom and enlightenment.wisdom and enlightenment.
8
A sincere and caring A sincere and caring
interest in peopleinterest in people
Technologies become obsolete, machinery breaks, patents expire, Technologies become obsolete, machinery breaks, patents expire, but 21but 21stst Century Superstars understand that people will always Century Superstars understand that people will always
be the common element to all businessesbe the common element to all businesses..
9
The ability to anticipate The ability to anticipate
the futurethe future
2121stst Century Superstars always remain a step Century Superstars always remain a step
ahead of everyone else.ahead of everyone else.
10
MOTIVATIONMOTIVATIONMOTIVATIONMOTIVATION is the
activation or
energizationof
goalgoalgoalgoal----oriented oriented oriented oriented behavior.behavior.behavior.behavior.
InspirationInspirationInspirationInspiration
To be influencedinfluencedinfluencedinfluenced,
moved, or
Guided Guided Guided Guided by others .
“Every moment is a new beginning.”
Mike Faziomike@careerteam.com
www.twitter.com/careerteammike