The TOP Performance Blog

Improving your Marketing and Sales in an Economic Downturn

by Laura Baker...

Tough times don’t last, but tough people do.  It’s time for you to get out there in front of the clients, solidifying and building on existing relationships. 

Keep moving ahead with developing your business.  Each of us needs to reinvent our business in order to survive as we succeed as many of us see our business shrink to virtually nothing.  It’s time to start thinking outside the box and identify where your strengths lie and going for it.     

1. Network, network and more networking

Networking is the fuel that drives your business and brings sales.  People like to do business with people that they know, like and trust.  Networking is a great way to get to know more people, get them to like you and show them that they can trust you by helping them with their needs. 

You should make it a point to network two times a week – attend weekly groups, mixers, volunteer, social activities (sports, cooking, book clubs, boating, parenting groups, etc)   I know that might sound overwhelming to some, but it’s important to not make excuses and make time and there are groups that meet early in the morning, before breakfast, lunch, after work, in the evening or on the weekend. 

The more people that you know, the more that you can get them to like you and show you that you can trust them with their needs.

2.  Sell your strengths: 

You can’t be the best at everything, you need to find the things that your really good at and expand on it.  You need to sell those strengths against your competition to gain the sale. 

 3.  Give it away:

Advertise the things that cost little or nothing or special services that you already do.  For example if you’re a caterer give dinner mints, special sauces with your breads, improve your food displays, offer a free signature beverage, a coffee bar, a chocolate fountain or inexpensive center pieces or décor.

4.  Become a Power Negotiator.

Learn to negotiate with your potential client and your vendors.  Currently your rental companies such as your rental companies have inventory such as beautiful linens, décor and serving pieces that aren’t being used.  Negotiate with your vendors to create a win/win situation for your clients.  Ask your vendors to upgrade your order for your client; you will come out looking like a hero.  Remember to take photos as well, upscale photos help sell your company.    

5.  Improve your Search Engine Optimization (SEO). 

Work with a web designer or SEO to find new or creative ways to generate more search hits.     

6. How do you communicate with your customers?

Look at how you communicate when you correspond with customers or potential customers.  Do you communicate in a timely manner?  Are you communications easy to understand? 

I’m in the process of getting a logo created and I started this over a month ago.  First, I asked a college from college who is a graphic designer.  I sent over notes and didn’t hear anything for 2 days.  I emailed and texted them to see if they had gotten the information.  They responded that they would call me back the next day.  Four phone calls and two weeks later I get a response from them.  They send a bid for $350 which I didn’t have an issue with.  I called two days later and still no response.  A week after that, I decided to go with another graphic designer who took four days from the time I found them and surprisingly they where ½ the cost of the other person.  I was going to go with the higher cost person, but they didn’t call back to me.  So my advise to you is follow up, follow up, follow up.    

7.  Build your online marketing presence.

The web is the new marketing tool of choice for the young and savvy business owners.  Social media isn’t dying anytime soon; learn to use tools such as Facebook, LinkedIn, and Twitter. 

All of these things might seem overwhelming.  There is barely enough time or money to run the business right now, but these tips won’t cost you very much to implement and you can take one item at a time each week.  The goal is to survive these hard times by being tough and going the extra mile to improve your sales.  Then when times are better in the industry, you will be ahead of your competition and ready to thrive. 

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Laura Baker is professional business consultant who specializes in new and or existing businesses in the hospitality and food service businesses.  To learn more, visit: http://www.lasaramgmtgroup.com/.
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Can You Be Trusted With My Referral?

by David Lingholm...

In the world of networking, trust is the currency of choice. With it, doors open freely. Without it, you can be standing on the outside looking in at the business you wish you could have.

Much more valuable than money, it grows in ways similar to money. Consistent effort, living up to commitments and time are key ingredients to building both trust and money.

Why then, do people walk into a strong-contact networking environment and expect to receive business without any currency? Is your sales manager serious when she expects you to walk out of a new customer's house with a fist full of referrals?

A few days ago, I ran across a great blog post asking if it is possible for businesses to regain trust. "Integrity and honesty are two of the deepest and most human traits, and I say they absolutely translate to a business level," said Amber Naslund, author of the Altitude Branding blog.

While I wholeheartedly agree, I also wonder why people expect to be referred to others before they have proven themselves to be trustworthy. Building business by referral requires authentic communication, transparency about your qualifications and proving you truly care about the success of your referral partner.

Maybe this is why so many people shun referrals as a way to build their business, preferring the more immediate feedback they get from cold calling. They will live by the cold call and the occasional referral that comes from being active. This model of business building will never die, but it certainly can kill otherwise good sales professionals!

Since trust is necessary to building solid relationships, here are a few things you can do to build that trust more quickly.

1. Be prepared to give a lot more than you receive. Giving the referrals people are asking for is a good way to get started. If you know your referral partner has a particular cause they are passionate about, volunteer to help occasionally. When you see an article that relates to their business, send it to them. These are all things that do not require a great deal of money and show you care about that person and their business.

2. Under promise and over deliver. Admittedly, this sounds trite. And it works, try it sometime!

3. Play fair. Networked Inc. founder Terry Bean likes to talk about coopetition, the art of cooperating with your competition. This can be a delicate balancing act and one that is highly profitable. It requires you to be transparent with your coopetition in every aspect of your business.

4. Drop the scorecard. There are many factors at play in giving and receiving referrals. Just because you give a referral does not mean it is easily reciprocated, so stop expecting a one-to-one referral exchange. Maybe your business requires a greater degree of trust to build before referrals can be given. Or maybe you just are not asking for the correct referrals. Regardless, keeping score will cause you to become bitter which will keep you from becoming referable!

Trust takes time is a correct but incomplete statement. Trust takes time, sincerity and consistent effort. I hope you are ready for the journey!

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Part-time blogger and full-time networker, David Lingholm is the leadoff hitter for Basso Design Group. He ensures clients have a strong brand image with excellent web design properly communicated through social media, search engine marketing and search engine optimization. For more information, visit: http://www.bassodesigngroup.com.
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What Facebook Can Do for Your Business

by Michael Cohn

What started as a means of communication for college students to keep in touch with their friends from home has quickly grown into the biggest, most popular social networking website to conquer the Internet. 

Other than taking quizzes, finding your high school friends, and playing games with its many applications, Facebook can bring big things to the table for businesses.

Who you can reach on Facebook

Just to give you a sense of how many people are on Facebook and how many people you have the possibility of reaching when you start making your business connections through Facebook, there are over 120 million regular users who log on to Facebook at least once a day.  Over 30 million users not only access Facebook from their home or office computer but access the website through their mobile telephone as well.

Over 300,000 businesses have pages on Facebook and of those 300,000 businesses, over 100,000 are small businesses.

Getting started using Facebook for your business

You get started by logging on to www.facebook.com and signing up for an account.  You will create a business account as opposed to a personal account.  A business account is designed for people who want to use the site exclusively to administer Pages and their advertising campaign.  Because of the nature of the account, the functionality is different than a personal account.

People with business accounts are not able to view profiles of others and they cannot view content that doesn’t live on the Pages that they administer.  Business accounts can be found in a search. 

If you have both personal and business Facebook accounts, from your business Facebook page, you can ask your personal Facebook friends to become fans (the business equivalent of a friend) of your business page and you can send them updates.  In addition to that, you can invite people to become your fans by sending them a message to their email address.

Make sure that you use your business name, or the closest that you can come to it so that when your clients search for you, they will be able to easily find you.

Now let’s look at ways that you can use Facebook to help promote your business.

On your Facebook business page, you can add your company logo, a link to your website, and write or post your company profile.

- Share articles and flyers

You can publish your company news and PR by linking your blog and website articles to your Facebook business page.  You can also share flyers and other promotional materials, such as coupons that advertise your business, through the photos and/or links on your Facebook business page.

- Get the word out about special promotions and events

Using your Facebook page, you can tell your existing clients, as well as Facebook friends who aren’t clients yet, about special events and promotions that your company is running.  You can also offer a special “Facebook only” promotion that will not only promote your business but your Facebook page as well.

Advertising your business on Facebook

No. 1 most useful way to use Facebook for your business is to advertise through it.  As millions of users log on to Facebook several times each day, you have the power to get your name out to those users repeatedly.

Facebook offers several different advertising options for businesses looking to advertise on Facebook.  One option is a pay-per-click option, similar to Google, where you pay for every time someone clicks your ad.  Another option is to pay for the number of times your ad is presented.

One of the major benefits of advertising on Facebook is that the ads are generated to each user based on word association of something the user has on their Facebook page.  For example, if a user recently posted on their Facebook page that they got engaged and your business sells wedding gowns, Facebook generates the most relevant ads to the person to pop up on the user’s page.  So your ad would show up on the page instantly as they use Facebook.

Join networking groups on Facebook

Just like networking groups in real life, one of the easiest ways to spread the word about your business is to network.  On Facebook, you can join “groups,” which allow you to network with other Facebook users.  Some groups are simply for users while others are more business oriented.  Search for the groups that you want to join and encourage discussion about your business on the wall of that group.

Summary

Once you have tried all of the advertising techniques above, you can’t just sit back, relax, and enjoy the ride.  The truth is that there is always more that you can be doing on Facebook to enhance your business’ presence on the world’s largest social networking site.

On a daily basis, you should be updating your status so that your presence is constant on your friends’ pages.  With constant presence, your friends’ friends will begin to notice you and soon, they will be the ones requesting you instead of vice versa.

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Michael Cohn is the founder of CompuKol Communications.  They help business gain increased exposure on the Internet, resulting in increased leads, sales, profits and ROI.  For more information, visit: http://www.compukol.com.
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Answering the Question: What Makes You So Great?

by Judy Murdoch

The other day I was discussing marketing options with a client and she said something which took me completely by surprise.

"Well, I guess I could be shameless and promote myself more when I'm doing a presentation but it's not like I have anything special or interesting to say..."

I was surprised because this woman has singlehandedly built a very successful consulting practice and works with an impressive roster of Fortune 100 companies.

She also has two large binders stuffed with classes, workshops, and other intellectual property she's developed over the years.

Yet, she's asking me "what's the big deal?"

How Do You Define "Big Deal"?

When I asked her to clarify what she meant by "big deal", my client went on to tell me that, in her mind, "special and interesting" means you've done something truly exceptional and ground-breaking.

Modesty is Not Always a Virtue

If you're asking yourself "what's the big deal" or "who am I to...?" you are not only doing yourself a disservice--you are doing a grave disservice to the many people and organizations that NEED your services and products.

Plus, you're sabotaging your marketing because you're broadcasting a mixed message to your audience (My service will help even though it's not all that great).

For tips on getting clear about "why you" and how to use this information in your marketing without sounding like a jerk, read on.

So, Why You?

I didn't start my business, Highly Contagious Marketing, because there was a shortage of marketing consultants in the world.

The last time I looked, there were about 1.6 million businesses offering marketing support services on Google.

And if you prefer getting marketing advice from books, you can find more than 15,000 on Amazon.com. Those are just the ones that are still in print.

I have plenty of company.

Yet, with so much help and support available, lots of small business owners struggle every day with their marketing, with getting the word out, with getting more customers.

There are a number of reasons for this disconnect between the available solutions and problems that remained unsolved:

- solution providers charge too much - their solutions take too long to implement or are too complex - they lack expertise in a field or method,

Just to name a few.

A Question of Fit

The one relevant here is what I'm going to call "lack of fit."

Sometimes, with all other factors being equal, the reason we choose to work with another business is because their approach, style, way of explaining things, etc., perfectly fit our needs.  

When the fit is right, we "get it" faster, we apply solutions faster, and we get results faster. There's a fun, effortless quality to work when the fit is right.

When the fit isn't right, it's the opposite. You feel like you're struggling and somehow, you're just not learning what you need to know.

Using Highly Contagious Marketing as an example: a percentage of small business owners like the way I explain marketing concepts; they feel like I understand their business and what's special about their products and services.

My services aren't for everyone, but when there's a good fit between what the client needs and what I can do for them, the results are great.

The exact same logic holds for you. You don't have to be a leading edge thinker in your field, a Nobel prize winner, or a PhD to have something valuable and unique to offer.

You just need to understand what it is that you do that makes a positive difference to your ideal customers and clients.

No matter how many companies "out there" seem to be offering the exact same thing as you, there are more than enough prospective customers for whom you are the BEST choice.

For them, who you are, what you do, and how you do it is a "big deal."

Help with Who am I to-itis

Next time you have an attack of "who am I to"-itis, I recommend the following:

(Note: I am indebted to the late Thomas J. Leonard from whom I learned this exercise).

Call 3-5 of your best clients or customers--your "raving fans" and ask them this question:

"What is the value that you are receiving from our work together?"

And listen.

If your customer answers primarily in generalities that could apply to anyone, press them for specifics by asking:

"I'm glad to hear that but I'm wondering if I'm providing value to you in surprising ways -- beyond my role as your _________."

And again, listen and take notes.

When you do this, you will get, in your client's own words, what makes you so special.

When clients do this exercise, we use the results in several ways:

1. I ask them to keep their notes within easy reach for    times when they're feeling some self-doubt and wondering    "why me?"

2. As testimonials for the clients marketing (this is, of    course with the quoted person's permission.)

3. Any and all of their marketing messages. Nothing is more    potent than using your customer's own words when    crafting marketing copy.

Bottom Line

Asking "who am I to" may seem attractive and modest, even virtuous. But there's no virtue when you're not helping the people who could REALLY use your help.

Nor is there virtue in going out of business because you're not getting customers.

Next time you're struggling around whether you're fully qualified, ask a few of your raving fans what it is about working with you that they value.

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Judy Murdoch is the Owner of Highly Contagious Marketing - all about helping clients develop “viral marketing” that is so memorable and intriguing that people can’t help but tell others about what they’ve seen and heard.  For more information, visit her website at http://www.judymurdoch.com.
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How to Build Rapport with Just About Anybody

by Emma Wortt

"The greatest gift you can give another is the purity of your attention." Richard Moss.

The ability to achieve rapport with anybody is an amazingly powerful skill to have. 

Rapport precedes influence!When you have rapport with someone, you can take the lead in the conversation.  This is not to say you will be able to manipulate them.  Any attempt at manipulation would rapidly lead to a breakdown in rapport.

But you will more easily enable them to understand and buy into what you're saying and why you're saying it.  Your ability to influence and persuade will be significantly increased and you will more easily be able to secure win-win outcomes.

You already know how to build rapport with another person. 

We all do it naturally with those we are close to or friendly with.  The trick is to be able to do it with everyone... even those with whom you 'just aren't on the same wavelength' or 'just don't see things the same way'.

The next time you find yourself in a public place indulge in a bit of people watching.  See if you can spot groups of people who are in rapport with one another and those who are not.  You'll notice that people who have rapport will mirror each other movements, posture and even breathing.

Another experiment is to try mirroring someone who is on their own.  Take careful notice of how they are positioned, their posture, their facial expression, their breathing rate and emulate them.  You will be amazed at what that tells you about how they are feeling or even what they are thinking.  Of course you need to be subtle, you don't want to upset anyone.

When you are talking with someone, mirroring is not just about body language, it also includes tone, volume and speed of speech.

Mirroring takes practice to get right.  The most important thing is to avoid mimicry.  If you make it obvious, you will destroy rapport rather than create it.

The whole idea is to be able to see things from the other person's side, to enter their world.  When you achieve rapport they will feel that you understand them, that there is respect and trust.

You have to be flexible here.

Flexibility is a cornerstone to excellent communication.  You need to accept that others have a different view of the world from yours and that theirs is equally valid.  You need to be interested in what that view is and in developing a common view.

When you meet with resistance in a colleague, team member or client, that is your cue to be flexible, gain rapport and establish common ground.  Listen fully to what they are saying, understand what's going on in their world.

When you have gained rapport try doing something different, have a sip of your drink.  If you've both been talking rapidly or loudly, slow or quieten it down.  If you've both been leaning backwards, away from each other, lean forwards.  If you are truly in rapport they will follow you.  They will take a drink, slow or quieten their speech or lean forward.

Now you are leading the conversation. Now you can get to win-win.

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Emma Wortt with Em-powering Executives are specialists in the creation of outstanding leaders.  To subscribe for their FREE monthly Em-powering Executives newsletter, visit http://www.Em-poweringExecutives.co.uk.
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Hate the Thought of Selling? Get Rid of Business Shyness to Do That

by Nancy Knettell

When a person starts a new business, they are often uncomfortable with the sales process.

Actually this is a form of Business Shyness.  Most people love to buy but do not like to be sold to. 

In this culture, we are often presented with images of sales people that are unsavory.  So it is no wonder that when we open our own businesses and are faced with the prospect of being the salesperson ourselves, we feel immediately repelled by the process.

Most of us have read or heard of the play "Death of a Salesman" by Arthur Miller.  In the play, there is a tragic person by the name of Willie Lowman.  He is depicted as a worn out, has been, sales person past his prime who eventually dies of heartbreak because he is fired by his company.  Who would want to be like that loser?

Everything you purchase has been sold by somebody in sales.

Most people who sell what they're passionate about can be pretty nice people.  In fact, if you're trying to sell to someone and you are pushy or aggressive, you will not sell a thing.

Consider this, you walk into a fastfood place and the clerk behind the counter asks you, "Do you want to any more to the order?"  Well, that is a sales transaction.  Are you uncomfortable when you hear this?  I suspect not.

So, a sales transaction done where both parties are in an appropriate place to give and receive the message is not an uncomfortable experience. 

This is the secret to successful sales.  Being in position with your customer so that the sales transaction is a natural one and does not seem like a sales transaction.

But, for you to accomplish that, you must understand and change your own opinion about the sales process.  Often we feel uncomfortable when we are approached by a salesperson even if they are not selling something to us.  This is because we might want or need what they have but we do not have the money to purchase it.

We may feel embarrassed because we feel we appear lacking in front of someone else.  We are the ones making ourselves feel uncomfortable though.  It is not the salesperson making us feel that way.

Yes, there are pushy salespeople.  But, there are also pushy teachers, doctors, and family members. Do we consider all teachers as slimy just because one or two are?

The next time you are approached by a person who might be selling something, instead of reacting immediately with anger or disgust, consider their behavior first.  If they appear pushy, unscrupulous, or shifty, yes you can and should beat a hasty retreat. But, if you are in a appropriate place to hear the message like a networking meeting and they are pleasant, considerate, and friendly, treat them with courtesy and respect, even if they have a product or service you are not interested in purchasing.

In other words, treat them as you would wish to be treated when your roles are reversed and you are in a sales position.

If you are not interested in buying, politely say, "No thank you."  But I would encourage you to learn something from the experience.  Do they have a particular manner that you can model? 

Instead of pushing a good sales person away from you, make this interaction a possibility for a learning moment. 

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Nancy Knettell, The Shyness Queen and America's Foremost Business Shyness Expert, helps solopreneurs effectively eliminate their sales and marketing jitters to open up their business's money stream.  Find out more information at her website: www.TheShynessQueen.com
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How to Get More Referrals, Attract New Clients & Decrease Costs During a Recession

By Joanne S. Black, Owner of No More Cold Calling, LLC (www.NoMoreColdCalling.com)

Have your phones stopped ringing yet?

The economy is lagging and dragging. We've felt the effects in the United States.  Now we're seeing global implications.

So, how do you tackle economic uncertainty?

Cut advertising, travel, training, marketing, and discretionary expense line items?  Cut purchasing?  Ouch!

The pipeline starts to dry up and the anxiety level goes through the roof.  Many people think that since there's nothing they can do, they should just do nothing.  But "nothing" is futile thinking.

What If You Could Reach Your Market Without Incurring Any Hard Costs?

The only budget you need to worry about is your simply your time... your time to ask for referrals!

You know about referrals.  When a qualified prospect is referred to us, we get a new client typically between 70 and 90 percent of the time.  Additionally, we are pre-sold.  Our selling time decreases.  Credibility increases.  And, we ace out the competition.

There is no other business-development process that can claim these results.  Results are the only thing that matters.  And, now you will be able to achieve results simply by implementing the following 8 "Killer" strategies.

8 "Killer Steps" to Attracting New Business in a Lagging Economy

1. Broaden Your Perspective

What business are you in?  Redefine and reinvent yourself.  Determine how you can create a leap in demand for your products and services. Build new alliances and consider alternate distribution channels.  Don't go solo.  It's important to assemble a group of advisors and get their input and creative ideas.  Include people who have differing points of view from you.  Not easy, but critical.

2. Be Nimble and Innovative

You'll never have all the facts.  Make quick decisions.  Be fearless and make tough choices.  Create new uses for your products.  Why not a new business model?

3. Dazzle Your Current Customers

Your current customers need care and feeding.  Don't ignore them at the expense of new business, because they are your best source for new business.

4. Prioritize Wisely

The most important activity for any salesperson is to do what's "closest to cash" the first thing every single day-whether it's following up with a prospect, writing a proposal, or closing a deal.

5. Become an Expert

Companies hire experts because they can't afford to make mistakes.  Position your company as the expert with a specific product or in a specific market niche.  Become an expert and people will be more likely to refer you.

6. Stay Connected

If you want to get more referrals you have to network like crazy.  Attend a minimum of one event a week. Y ou never know who you will meet and what you will learn.  Never let your network go down. Networking is an essential referral marketing activity.  So go make connections and build your business.

Talk to people and find out how you can help them.  How is their business doing?  Are they impacted by the lagging economy?  How?  Don't email, call.  You make connections by talking to people and by spending the time to have a robust conversation.

7. Don't Cut Prices, Increase Value

There's a lot of chatter about cutting prices in a lagging economy.  Many small business owners think businesses are cutting back, so prospects don't have money for their projects.  But, by cutting prices, you're cutting your profits even further.  Instead, consider how to "get in and get started."  Divide your offering into smaller chunks, get results, and create traction.  Or, give more value.  When you offer high-value products and services, people will refer you and you will get more sales, even in a recession economy.

8. Commit to Building Your Referral Business

Referrals are always terrific, but they mean even more in a lagging economy.  Don't let the lagging economy trickle down on you.  Take charge and make your phone ring again!  Let your prospects know how much you care about them.  Tell and show just how much you appreciate their business.  Inform them that you'd like to help people just like them.  And, don't forget to thank your prospects and clients for their referral.

Follow these tips and you will get more referrals.  You will attract new business.  You will get more clients.  You will accelerate your sales.  And, you will achieve higher results without increasing your cost of sales.  In fact, there's a great chance that you will decrease your costs!
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Joanne S. Black is a sales trainer and consultant.  She teaches business leaders how to build their business through referrals.  To learn more visit: www.NoMoreColdCalling.com.

Building Long-Term Relationships

By Bryant Nielson, Leadership Coach (www.BryantNielson.com)

"Relationships are the foundations to all business success" my father would constantly drum into me.  He would give me constant examples of how services (products) were sold, wherein the difference between the winning vendor and the losing one was not product specific, but relationship related.

If relationships are so important, why do so many firms downplay the development of tools and methodologies that develop this skill?

In the business world, we often refer to building relationships as 'networking'.  The traditional method for networking revolves around meetings and events with the sole purpose of business card collecting.  This system of collection falls short of the true method of networking.

It is a similar to what occurs on many social networking sites, collecting friends without really developing those friendships.  Far to many business relationships have the shallow basis that exists in most of these social sites.  We attempt to collect friends and business cards, believing that having lots of them confirms our popularity and value.

The sad reality is that most of those business cards will not even get your phone call, or email, returned.  The reason for this is that you have not offered any value to these people.

Networking and relationship-building requires work. 

Based on my experience, there are five steps to making your networking more effective:

1.  Stay engaged with those you seek to have a relationship.  Listen to what they have to say, especially if it is not business related.  Networking with others increases solution opportunities.

2.  Develop yourself as a source as a knowledgeable resource.  As the old says goes, ""Nobody cares how much you know until they know how much you care."  You must give to the relationship prior to withdrawing from it.

3.  Create a positive experience.  When we go on our first date with someone, we always put our best face/foot forward.  In business, we call that best-practices.  What are you doing to both develop and nurture your business relationships by employing best-practices?

4.  Creating sustainability in these relationships.  Effective networking only succeeds if there is an element of sustainability in them.  It is not what you can offer me today that is of value, but what can you offer to me over time this has a high correlation to sustainability.

Do your efforts increase confidence?  Do you promote others for the benefit of of those you want to build these relationship with? H ave you done anything to assist them in expediting solutions for them?

5. Resolve to making the relationship value to them.  It is already understood that they represent something of value to you.  But, what is your value to them?  When approaching your networking efforts, be specific about what you want and expect.  Share with them your self as well as your products.

Be original, no one likes a copy, but everyone loves the original.  Allow for yourself to be engaged, articulate, selfless and original.  These are the things that will make your networking and relationship building more effective.

This all may sound like a lot of work and it is.  Like most things in life, the value of what we work on is only reveled in the time and energy we deliver to it.  At that point, the real value unfolds in front of us, and those relationships become long term and valuable.
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Bryant Nielson - Learning & Development Expert - assists executives, business owners, and top performing sales executives in taking the leap from the ordinary to extraordinary.  Learn more at www.BryantNielson.com.