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