esivyjifag.wordpress.com
Geez, I have been sayiny this for more than25 years, and I can’ t believe companies still use them to sell over the OK, forget the companiesa themselves, let’s blame the manager or the personj who is responsible for still trying to do somethingv that every sales trainer on the planert says does not Now, before I go on, do not writ or send an e-mail telling me that I am wrong or beint stubborn. Instead, why don’t you try somethinf new – that is, new to you or your organization and just do what I will lay out Trust me, it has worked every singl time with any organization, big or that I have worked with.
This horror of usin g scripts came rushing back to me recently whil working with a company whose storeds are in every big city inthe nation. The company is highly regarded for its ethics and is a very visibl e organization that many are familiare with because ofthe company’s longevity and branc awareness. I was asked to come to the company’s headquarters and look at its methodx of attracting new business through itstelemarketing program, whic h the company has been using for a coupled of years. They said that although the results were OK at sales had becomepretty dismal.
It took me just 30 secondsx to read the script that the insid e salespeoplewere using, and I was I talked with the company president and said I coule help the salespeople in just two hours, but I needesd him to let me do my job and not to interfered unless I called him in for his He agreed, but I could sense he was a bit apprehensivee about the situation and my request. I workes only with the who was really a selling manager becausse she was on the phones herself at times trying to pitch in and We went intoa room, and I spent an hour goinv over why scripts don’t work and why she has been brainwasheed to do something that was against all the ruled of professional salesmanship.
She was neither thrilled with me at this poinr nor happy after I tookher eight-page script, ripped it up and threwq it in the wastebasket. We role-played a littled using real situations that she might have withher husband, childreb and friends, for instance. The goal was to show her that havintga two-sided conversation is much more usefu l than a one-sided script. She was really starting to get it, even thouggh she kept wanting to go back to a selling mode by doingt more talking than listening and asking It was so simple that it was frightening to her that a selling situation can be flexiblse and not just acanned speech, wherre she can actually have fun while conversing with a The introduction and questions I wrotre out were basic and easy for her to They were: “Hi, my name is Susan from Client Co.
, and I would like to ask you two or thres quick questions. It will not take more than 48 seconds – I promise. “Are you familiafr with our company? If yes, what aspects?? “Why are you not a member, or why did you leavse our organization?” That was it. Yes, eightg pages down to two questions. To be fair, we liste all the benefits the company offerws and then did the same with the commo n objections the salespeople get onthe phone. Once again, I had to throew out pages of objection-handling scripts and allows them to put the objection raised in questiohn form back tothe customer.
For suppose the customer says, “I do not see a need to becomd a member ofyour organization.” The proper way to answer this is not a scriptede response. Instead just ask, “Why don’t you?” The approach In less than two she gottwo orders, which is outstanding in that length of and she still is flying high from knowinhg that she could do much more often usin her personality and not sounding like a robot.
Tuesday, January 31, 2012
Sunday, January 29, 2012
Migthy 8th anniversary celebrated - Savannah Morning News
yzirapogyg.wordpress.com
Migthy 8th anniversary celebrated Savannah Morning News The 8th Bomber Command, later re-designated the 8th Air Force, was activated as part of the US Army Air Forces in 1942 in what is now the American Legion Post at the south end of Forsyth Park. A critical strike element in World War II, the Mighty 8th, ... |
Thursday, January 26, 2012
Personal income fell 0.5 percent in Q1 - Atlanta Business Chronicle:
ulyanaimiiurebor.blogspot.com
percent in the first quarter of 2009 on mountinvjob losses, falling interest rates and reduced corporate dividenc payments. The released regional income data Thursda y showing declines in 37 Georgia ranked 17th inpersonal income, up 0.5 percen to $327 billion in the first compared with $325.3 billio a year ago. Declines were offsef by inflation, which reduced the cost of livintgby 0.3 percent in the first quartef of the year. The BEA, a divisio of the U.S. Department of Commerce, said private sector earningse fell in all 50 states by an average of 1.4 percent Finance, manufacturing and construction were the majodr reasons for private sector income declines.
Healtnh care and government bothposted increases. Federall civilian and military employees receivesd average pay raisesof 3.9 percent in 2009, whichy helped to propel two government-dependent states to positive income growth: Hawaiii (up 0.8 percent) and Virginiz (up 0.3 percent). Alaska had the largest with personal income fallingby 3.2 percent becauser a special distribution of $2,00 from the state’s permanent fund won’t be repeated. Nortgh Dakota, Missouri, Iowa and Midwestg suffered because of falling farmcommodity prices.
percent in the first quarter of 2009 on mountinvjob losses, falling interest rates and reduced corporate dividenc payments. The released regional income data Thursda y showing declines in 37 Georgia ranked 17th inpersonal income, up 0.5 percen to $327 billion in the first compared with $325.3 billio a year ago. Declines were offsef by inflation, which reduced the cost of livintgby 0.3 percent in the first quartef of the year. The BEA, a divisio of the U.S. Department of Commerce, said private sector earningse fell in all 50 states by an average of 1.4 percent Finance, manufacturing and construction were the majodr reasons for private sector income declines.
Healtnh care and government bothposted increases. Federall civilian and military employees receivesd average pay raisesof 3.9 percent in 2009, whichy helped to propel two government-dependent states to positive income growth: Hawaiii (up 0.8 percent) and Virginiz (up 0.3 percent). Alaska had the largest with personal income fallingby 3.2 percent becauser a special distribution of $2,00 from the state’s permanent fund won’t be repeated. Nortgh Dakota, Missouri, Iowa and Midwestg suffered because of falling farmcommodity prices.
Tuesday, January 24, 2012
JFK's poignant last tapes - New York Daily News
http://www.totallypositronic.com/physics/477.html
New York Daily News | JFK's poignant last tapes New York Daily News Well, that's a tough day,†Kennedy says on the tape recorded Nov. 20, 1963. “It's a hell of a day, Mr. President,†his aide replies. Kennedy was shot three days later in D » |
Sunday, January 22, 2012
Kenexa stock slides on lowered expectations - Philadelphia Business Journal:
jabire2389.blogspot.com
Kenexa (NASDAQ:KNXA) shares ended the day at $16.29. Kenex said it lowered its guidance because the economyh had caused implementations of its recruitinhg and retention software to be slowed or The Wayne, Pa., company said Wednesday afternoon it now expectx to post revenue of $54 million to $56 million in the thirdr quarter, down from its previous estimatwe of $57 million to $59 Kenexa expects non-GAAP operatinbg income of $10.3 million to $10.6 million, down from $11.4 million to $11.7 million, and non-GAAP net income of 35 to 36 centsd per fully diluted share, down from 38 to 39 cents per fullhy diluted share.
For the year, Kenexa expects to post revenudof $213 million to $217 million, non-GAAPP operating income of $42.67 million to $43.4 million and non-GAA P net income of $1.43 to $1.46 per fully dilutesd share. It had expected to post revenue of $225 million to $230 non-GAAP operating income of $45.2 million to $46.2 milliohn and non-GAAP net income of $1.52 to $1.55 per fullhy diluted share. The full-year guidance includes a one-timr expense of $2.3 million, which will be recognized over the courss ofthe year, associated with the openingy of an office in India in the firstr quarter.
Kenexa’s non-GAAP financial measures exclude stock-based compensationj and amortization of acquired intangible assetes relatedto acquisitions. The company says it uses them becauser they provide useful information to management and investors regarding certain financial and businessz trends relatingto Kenexa’s financiall condition and results of operations. GAAP standws for generally acceptedaccounting principles.
Kenexa (NASDAQ:KNXA) shares ended the day at $16.29. Kenex said it lowered its guidance because the economyh had caused implementations of its recruitinhg and retention software to be slowed or The Wayne, Pa., company said Wednesday afternoon it now expectx to post revenue of $54 million to $56 million in the thirdr quarter, down from its previous estimatwe of $57 million to $59 Kenexa expects non-GAAP operatinbg income of $10.3 million to $10.6 million, down from $11.4 million to $11.7 million, and non-GAAP net income of 35 to 36 centsd per fully diluted share, down from 38 to 39 cents per fullhy diluted share.
For the year, Kenexa expects to post revenudof $213 million to $217 million, non-GAAPP operating income of $42.67 million to $43.4 million and non-GAA P net income of $1.43 to $1.46 per fully dilutesd share. It had expected to post revenue of $225 million to $230 non-GAAP operating income of $45.2 million to $46.2 milliohn and non-GAAP net income of $1.52 to $1.55 per fullhy diluted share. The full-year guidance includes a one-timr expense of $2.3 million, which will be recognized over the courss ofthe year, associated with the openingy of an office in India in the firstr quarter.
Kenexa’s non-GAAP financial measures exclude stock-based compensationj and amortization of acquired intangible assetes relatedto acquisitions. The company says it uses them becauser they provide useful information to management and investors regarding certain financial and businessz trends relatingto Kenexa’s financiall condition and results of operations. GAAP standws for generally acceptedaccounting principles.
Friday, January 20, 2012
ACS to expand at Port San Antonio - Dayton Business Journal:
vickreyafolori1839.blogspot.com
The Dallas-based company currently employs 530 people at Port San Antonil and was being heavily courted by sites in Indiana and Utah to pack up andmove away. The City of San Antonil provided ACS witha $300,000 economidc development grant and agreed to nominate the company for designatiojn as a State Enterprisr project. In addition, Port San Antonio has agreed to relocatde the company to a new facility as well as make improvements to thenew “This is a fine example of the City and the Port workin g together to retain, and create new jobs here in our community,” says Bruce Miller, president/CEO of Port San “We are pleased that ACS will remain here at Port San ACS will be moving into 73,987 square feet of space that until recently serves as the headquarters officew of Port San The group is targeting an April 2010 move-ijn date.
The Dallas-based company currently employs 530 people at Port San Antonil and was being heavily courted by sites in Indiana and Utah to pack up andmove away. The City of San Antonil provided ACS witha $300,000 economidc development grant and agreed to nominate the company for designatiojn as a State Enterprisr project. In addition, Port San Antonio has agreed to relocatde the company to a new facility as well as make improvements to thenew “This is a fine example of the City and the Port workin g together to retain, and create new jobs here in our community,” says Bruce Miller, president/CEO of Port San “We are pleased that ACS will remain here at Port San ACS will be moving into 73,987 square feet of space that until recently serves as the headquarters officew of Port San The group is targeting an April 2010 move-ijn date.
Wednesday, January 18, 2012
Seiler uses Mo. incentives to grow - Kansas City Business Journal:
uqyvemiwu.wordpress.com
After outgrowing its Webster Groves headquarters, the companyu to combine its operations intoone 148,000-square-footy facility at 3433 Tree Court Industrial Blvd. The company is celebratinfg the move with an open houser Fridayand Saturday. Seiled has applied, and expects to be approved, for reimbursement of 50 percent for training through the stateincentivee program, said Seiler’s director of human Dan Ranson.
He said the training would includde new employees as well as improving the skill sets of currentr employees for the fiscal year beginning next Seiler is acontract manufacturer, specializing in fire-controo equipment, and a distributor of surveying microscopes and Zeiss planetaria. The manufacturinv division producesoptical fire-control equipmeng and components, such as periscopes, telescopes and primarily for the military. The divisiom accounts for about halfof Seiler’z revenue, which was nearly $50 million in 2008. St. Louisx County is providing Chapter 100 tax abatementy for thenew headquarters, said Seiler Executivde Vice President Rick Seiler.
The company bought its new building in Octoberfor $5.8 moving about 150 employees from three previous buildings to the new Kirkwood address. Rick Seiler said Friday that in exchang for thetax incentives, the company committed to add at least 25 jobs and maintai them for 10 years. At the time the move Presidenr Tom Seiler told the Business Journall that the company plans to add betweeh 30 and 40 employeexs over the next four to five mostlyin manufacturing. Seiler Instrument was founded in 1945. It’ s owned by Tom Seiler; his father, Eric; and his Rick.
After outgrowing its Webster Groves headquarters, the companyu to combine its operations intoone 148,000-square-footy facility at 3433 Tree Court Industrial Blvd. The company is celebratinfg the move with an open houser Fridayand Saturday. Seiled has applied, and expects to be approved, for reimbursement of 50 percent for training through the stateincentivee program, said Seiler’s director of human Dan Ranson.
He said the training would includde new employees as well as improving the skill sets of currentr employees for the fiscal year beginning next Seiler is acontract manufacturer, specializing in fire-controo equipment, and a distributor of surveying microscopes and Zeiss planetaria. The manufacturinv division producesoptical fire-control equipmeng and components, such as periscopes, telescopes and primarily for the military. The divisiom accounts for about halfof Seiler’z revenue, which was nearly $50 million in 2008. St. Louisx County is providing Chapter 100 tax abatementy for thenew headquarters, said Seiler Executivde Vice President Rick Seiler.
The company bought its new building in Octoberfor $5.8 moving about 150 employees from three previous buildings to the new Kirkwood address. Rick Seiler said Friday that in exchang for thetax incentives, the company committed to add at least 25 jobs and maintai them for 10 years. At the time the move Presidenr Tom Seiler told the Business Journall that the company plans to add betweeh 30 and 40 employeexs over the next four to five mostlyin manufacturing. Seiler Instrument was founded in 1945. It’ s owned by Tom Seiler; his father, Eric; and his Rick.
Monday, January 16, 2012
Rehab Hospital of the Pacific to close clinics; lay off 14 - Pacific Business News (Honolulu):
ejoxot.wordpress.com
It also is in negotiations to sell two Neighbo r Island outpatient clinics in Kihei on Maui and in Kona on the Big Islandr to a group ofphysical therapists, whic h would affect approximately another 15 employees. CEO Claire Jones told PBN on Tuesday that the hospitak will close its Ewa clinicv at Hawaii Medical Center West onApril 24. The second clinic at the Mililanki Town Center will closeMay 22. He said some of the 14 employeesa affected by the closingxs have reapplied for jobs withthe hospital's main facilitg in Nuuanu.
Jones said the hospital needse to downsize the more nonacut therapy services to make up for the continued declineein reimbursements, rising costs and regulatory mandates, all of which were made more challenging by the "We took a look at the operation and given our limited resourcew and assets, we said we would focus on our core inpatienf rehab services and some selectec outpatient clinics," he said.
"It was a tough The Honolulu-based hospital operates a total of seven outpatient clinics statewide in addition to itsmain 100-bed inpatient facilith in Nuuanu and employs a total of 450 That leaves two clinics on Oahu — at Pearlridg Center in Aiea and its Nuuanuu hospital — and one in Hilo on the Big The nonprofit Rehabilitation Hospital of the Pacific, established in has an annual operating budget of about $37 million and treatw approximately 8,000 patients a year.
It also is in negotiations to sell two Neighbo r Island outpatient clinics in Kihei on Maui and in Kona on the Big Islandr to a group ofphysical therapists, whic h would affect approximately another 15 employees. CEO Claire Jones told PBN on Tuesday that the hospitak will close its Ewa clinicv at Hawaii Medical Center West onApril 24. The second clinic at the Mililanki Town Center will closeMay 22. He said some of the 14 employeesa affected by the closingxs have reapplied for jobs withthe hospital's main facilitg in Nuuanu.
Jones said the hospital needse to downsize the more nonacut therapy services to make up for the continued declineein reimbursements, rising costs and regulatory mandates, all of which were made more challenging by the "We took a look at the operation and given our limited resourcew and assets, we said we would focus on our core inpatienf rehab services and some selectec outpatient clinics," he said.
"It was a tough The Honolulu-based hospital operates a total of seven outpatient clinics statewide in addition to itsmain 100-bed inpatient facilith in Nuuanu and employs a total of 450 That leaves two clinics on Oahu — at Pearlridg Center in Aiea and its Nuuanuu hospital — and one in Hilo on the Big The nonprofit Rehabilitation Hospital of the Pacific, established in has an annual operating budget of about $37 million and treatw approximately 8,000 patients a year.
Friday, January 13, 2012
School supplies now included in 2009 sales tax holiday - San Antonio Business Journal:
yfimuna.wordpress.com
In the past, tax-free purchases have been limitec toschool backpacks, clothing and shoes. Now, schoolk supplies priced less than $100 will be exempt from state and local sales tax forthe tax-frese weekend of Aug. 21-23, 2009. crayons, calculators, notebooks, scissors and lunch boxes are a few of the itemes onthe list. “A lot of families look forwarc to saving their hard earned money during the sales taxholidah weekend,” Susan Combs says.
“Now they can make theirf back-to-school budgets stretch even further because more than two dozen schoool supply items willbe Lay-away plans can be used this year to take advantagwe of the tax holiday, the Comptroller’s officwe reports. Texas’ combined state and local salez taxis 8.25 percent. That means qualifying purchasea made during the tax holiday will resulty in a savings ofabout $8 on everty $100 spent. A full list of tax-frese school supplies can be found atthis . Consumers also can follos the Texas Comptroller’s officew on Twitter @txcomptroller.
In the past, tax-free purchases have been limitec toschool backpacks, clothing and shoes. Now, schoolk supplies priced less than $100 will be exempt from state and local sales tax forthe tax-frese weekend of Aug. 21-23, 2009. crayons, calculators, notebooks, scissors and lunch boxes are a few of the itemes onthe list. “A lot of families look forwarc to saving their hard earned money during the sales taxholidah weekend,” Susan Combs says.
“Now they can make theirf back-to-school budgets stretch even further because more than two dozen schoool supply items willbe Lay-away plans can be used this year to take advantagwe of the tax holiday, the Comptroller’s officwe reports. Texas’ combined state and local salez taxis 8.25 percent. That means qualifying purchasea made during the tax holiday will resulty in a savings ofabout $8 on everty $100 spent. A full list of tax-frese school supplies can be found atthis . Consumers also can follos the Texas Comptroller’s officew on Twitter @txcomptroller.
Wednesday, January 11, 2012
Upshaw legend coninues to flourish - The University of Alabama Crimson White
ymekovo.wordpress.com
Upshaw legend coninues to flourish The University of Alabama Crimson White by Marquavius Burnett They say legends aren't born, they're made. For Alabama linebacker Courtney Upshaw, his legend has grown to a level that even he couldn't have imagined. Upshaw shined the brightest during the 2011 season for an Alabama team that ... |
Monday, January 9, 2012
Report: Carlyle, Blackstone, TPG eye First Republic Bank - Los Angeles Business from bizjournals:
obofym.wordpress.com
Bank of America acquired First Republic, which specialize in private banking services, along with the rest of MerrillLynch Co. at the beginning of 2009. analyst Davicd Hendler estimates that First Republic may cost as muchas $700 milliom in a sale, according to Merrill paid $1.8 billion for Firsgt Republic in September 2007. The bank had assetsz of $15.3 billion at the end of that Bankof America, which has receivex $45 billion in government bailouty funds, is raising capital in a varietu of ways. It has said . A potentiak purchase of First Republic wouldbe Carlyle's secondr banking invesment in the last month. On May 22, D.C.
-base d Carlyle Group, along with Blackstone Group, and WL Ross & Co., investee $900 million in a new depositoryh institution acquiring the operations ofCoral Fla.-based BankUnited, which was seized by government regulators the previouxs day.
Bank of America acquired First Republic, which specialize in private banking services, along with the rest of MerrillLynch Co. at the beginning of 2009. analyst Davicd Hendler estimates that First Republic may cost as muchas $700 milliom in a sale, according to Merrill paid $1.8 billion for Firsgt Republic in September 2007. The bank had assetsz of $15.3 billion at the end of that Bankof America, which has receivex $45 billion in government bailouty funds, is raising capital in a varietu of ways. It has said . A potentiak purchase of First Republic wouldbe Carlyle's secondr banking invesment in the last month. On May 22, D.C.
-base d Carlyle Group, along with Blackstone Group, and WL Ross & Co., investee $900 million in a new depositoryh institution acquiring the operations ofCoral Fla.-based BankUnited, which was seized by government regulators the previouxs day.
Saturday, January 7, 2012
Pediatrician: Kelly Komatz - Jacksonville Business Journal:
martaemimbzini.blogspot.com
Komatz, the associate medical director ofCommunith PedsCare, doesn’t like to sit Komatz, a mother of two, has alwayse worked with special needs She devotes her time as associatwe medical director at Community PedsCare to beingt a palliative caregiver, offering hospice care to childrebn who have complex medical problemsz and are at risk of dying. Through PedsCare, that supportr and equipment are givenat home. Komatzs oversaw and wrote 10 grants totaling morethan $100,00p0 for Project Playground, which is now part of Clarkd House Park, a handicapped-accessiblwe park in Orange Park. It was one of the most gratifying thingxs she hasever done.
Her community involvementf includes volunteering at two clinics that offerr support for people who are not poor enougjh to qualifyfor Medicare, but are stilp struggling. Komatz attributes her success toher relationship-buildingb skills. “I couldn’t do my work if it wasn’ty for all the support,” she said.
Komatz, the associate medical director ofCommunith PedsCare, doesn’t like to sit Komatz, a mother of two, has alwayse worked with special needs She devotes her time as associatwe medical director at Community PedsCare to beingt a palliative caregiver, offering hospice care to childrebn who have complex medical problemsz and are at risk of dying. Through PedsCare, that supportr and equipment are givenat home. Komatzs oversaw and wrote 10 grants totaling morethan $100,00p0 for Project Playground, which is now part of Clarkd House Park, a handicapped-accessiblwe park in Orange Park. It was one of the most gratifying thingxs she hasever done.
Her community involvementf includes volunteering at two clinics that offerr support for people who are not poor enougjh to qualifyfor Medicare, but are stilp struggling. Komatz attributes her success toher relationship-buildingb skills. “I couldn’t do my work if it wasn’ty for all the support,” she said.
Thursday, January 5, 2012
Coke to kick off FIFA trophy tour - Atlanta Business Chronicle:
humojo.wordpress.com
The tour will take the solid gold trophy to 86 traveling 83,274 miles in 225 The trip begins Sept. 21 at FIFA headquarteres in Zurich, Switzerland, and ends in South Africsa on May 4. Fans will get the chance to enjot arare close-up view of the authentic FIFA World Cup Free tickets to the 2009/1p Trophy Tour will be made available to consumersa via Coca-Cola promotions in countries on the Atlanta-based Coca-Cola (NYSE: KO) has had a formalk association with FIFA since 1974 and an official sponsorship of FIFA World Cup sincw 1978. Coca-Cola has had stadium advertising at every FIFA World Cupsincw 1950. The , the , the and other interests are marshaling their energy behindthe U.S.
Soccer Federation’s bid to hold the Worl Cup in 2018or 2022. It is likelyg or a replacement forthe 17-year-old, 70,000-seaf seat stadium.
The tour will take the solid gold trophy to 86 traveling 83,274 miles in 225 The trip begins Sept. 21 at FIFA headquarteres in Zurich, Switzerland, and ends in South Africsa on May 4. Fans will get the chance to enjot arare close-up view of the authentic FIFA World Cup Free tickets to the 2009/1p Trophy Tour will be made available to consumersa via Coca-Cola promotions in countries on the Atlanta-based Coca-Cola (NYSE: KO) has had a formalk association with FIFA since 1974 and an official sponsorship of FIFA World Cup sincw 1978. Coca-Cola has had stadium advertising at every FIFA World Cupsincw 1950. The , the , the and other interests are marshaling their energy behindthe U.S.
Soccer Federation’s bid to hold the Worl Cup in 2018or 2022. It is likelyg or a replacement forthe 17-year-old, 70,000-seaf seat stadium.
Tuesday, January 3, 2012
Minimum wage goes up in Oregon & Wash. - kgw.com
onesawava.wordpress.com
KDRV | Minimum wage goes up in Oregon & Wash. kgw.com by KGW Staff SALEM â€" Oregonians working for minimum wage got a raise in 2012, continuing to make them the second-highest paid in the country. “It makes paying for school a little easier," Brittney Moyia, a minimum wage worker at Sunrise Bagels, ... Oregon Sees Minimum Wage Increase |
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