The Bull's-Eye View

This June we celebrate our 5th year anniversary. I want to thank all of our clients, candidates, friends and family for all of your support and confidence in our firm. But most of all, I want to thank my team who have worked so hard with me every day to bring in as much talent as we have over the past 5 years. I trust that we will continue to raise the bar and be even more successful in the next 5 years.

To your success,
Peter Marinilli CPC, CSP
Managing Partner
Vice President of MAPS www.mapsweb.org

Streamline Your Tasks

You can save time by grouping administrational tasks throughout the week. Here are some strategies:

Making phone calls– Create a list of the people you need to call daily. Make all of your calls at one sitting. Once you get started, each call becomes easier and more efficient. Schedule your calls early in the morning, just before lunch, or at the end of your workday.

Reviewing/Reading – Whenever you leave the office, take some reading materials along with you. This way, when you are waiting for an appointment, waiting in line, or stuck in traffic, you can use this time to go through the materials. Note: Have a pen/pencil with you for making notations and/or reminders.

Billing/Invoicing – Set up a time each week for client/customer billing, tracking, and invoicing. Once you get into a rhythm, it can save a lot of time.

Source: Sorrell Associates, all rights reserved worldwide.

Change does not necessarily assure progress, but progress implacably requires change. Education is essential to change, for education creates both new wants and the ability to satisfy them.

– Henry Steele Commager

The most beautiful sound… YOUR Name

One of the most important things to every person is their name. So when communication with a customer, co-worker, prospect, vendor, etc… be very careful of comments about their name.

Do not comment on a name you have never heard before. Example: Do not say "What an unusual name" or "Wow! Your parents must have hated you."

Make it a policy to never comment on a customer's name, since even the best intentions could come across as questionable.

Ask the person for the correct pronunciation of their name and make a note of it for your records. Source: Gary Sorrell. All rights protected worldwide.

The secret of joy in work is contained in one word - excellence. To know how to do something well is to enjoy it. – Pearl S. Buck

Do you need a top-performing sales professional to drive revenue?

If you don’t have the time or money to waste searching for a top-quality sales person that drives revenue, Target Consulting can do the sales recruiting for you. You only pay us if you hire a candidate, and we guarantee the candidate for a limited time. Visit our Client Services section.

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Increase Business with Referrals Increase business by asking for a referral from an existing customer. Referrals are one of the most effective and inexpensive ways to market. Referrals have more impact than any other marketing strategy or advertising because prospective customers rely on the confidence and trust that your existing customers have for you. A satisfied customer is usually glad to help you and can provide a strong testimonial for your company. This can open doors quickly for new customers. Candidate Referral Program Help a Friend and Earn $250 Target Consulting will pay you $250 for each friend that you refer who gets a job through our services. Client Referral Program Refer Target Consulting Group a client and we will donate $500 to a charity of your choice. Are you an HR or sales consultant looking to add value to your client with our service? Call us about our agent program at 888-511-JOBS for details. Call us at 888-511-JOBS for details. http://www.targetconsulting.com

*Your referrals are the greatest compliment you can offer our firm. If you know anyone that would benefit from Target Consulting Group, have them call us directly for a complimentary Strategy Session. Thank you for your generosity.

Talk It Up!

It's been well established by behavioral science that what we say – and how we say it – has a tremendous impact on thoughts and actions. Yet according to author Dr. Kenneth Christian, many of us go about our lives woefully unaware of the impact everyday use of language has on our attitudes and our fundamental beliefs about ourselves. In Your Own Worst Enemy: Breaking the Habit of Adult Underachievement (Regan Books), Christian offers six tips for taking control of your speech patterns and talking yourself into greater achievement.

1. Stop "try"-ing. The word "try" is a part of what Christian calls "loophole language." By saying you will "try" to do something, you are implicitly giving yourself an out to fall short. For one week, forbid yourself to use the word "try" and see what kind of effect it has. Also, note the difference you feel between forbidding yourself to use the word and simply "trying" not to.

2. Cut out vagueness. Phrases like "kind of" and "sort of" allow you to express ambivalence while seeming to make a statement. When you speak about goals or other definitive aspects of your life, use unequivocal language. Don't say, "I sort of want to do this," say, "I will do this."

3. Take responsibility. Decisive people, you'll notice, speak simply, in the present tense and in the active voice. Compare the difference between "It needs to get done" and "I need to do it." Take greater personal responsibility with your language, and you will take greater personal responsibility with your life.

4. 

   Negate the negative. Catch yourself every time you use such self-defeating statements as "I hate making presentations," "It's too late to take this training," or "I can't figure out this new computer system." Such self-limiting talk becomes a self-fulfilling prophesy. Instead, say, "I choose to like making presentations," "There's still time to take the training," and "I have yet to figure out the new training." Ask your friends and family to help catch you whenever you use negative phrases.

5. Put things behind you. Describe any negative traits you perceive about yourself in the past tense. So rather than saying "I'm not a good closer," say, "I didn't used to be a good closer." By relegating these negative attributes to the past, you imply the possibility for change, and soon you'll believe it.

6. Make positives present.

   Use the present tense to discuss positive attributes, even one you don't feel you manifest quite yet. By using the present tense, you put pressure on yourself to make the statement a reality.

When you speak about goals or other definitive aspects of your life, use unequivocal language.

ABC Selling

One of the simplest and most effective ways of quickly increasing sales is to use the ABC Method. Many top sales people say this is the only method they use. And it gets sales fast!

From the time you meet the prospect until you get the sale, keep your sites on the close. You never know at what point in your conversation your prospect will decide to buy. Some people like to make their decision quickly. Others need plenty of time to consider before they make a buy.

When writing web site copy or a sales letter, I always include a way to buy after the first couple of paragraphs. That's all the info many people need. They want to be closed NOW! I include another opportunity to buy half way through the copy and another one or two chances to buy toward the end of the copy.

Telephone or in-person sales can work the same way. Veteran phone salespeople say it's OK to ask for the sale just after introducing yourself.

Permission granted by Dr. Kevin Nunley - (801) 253-4536, e-mailt: DrNunley@aol.com

Peter Marinilli Featured in Selling Power

Peter Marinilli was featured in this month's issue of Selling Power, a hiring & recruiting newsletter. Click here to register for free and view the article on Selling Power.com

The following is an excerpt from the article:

"Downsizing Dilemmas
Currently, for many companies, it's all about holding interviews in one room while you're letting someone go in another. However, even if you're downsizing, you can still be sensitive to your existing employees and incoming candidates by establishing open communication upfront. If possible, promote and hire from within. If you can't, let candidates know what's going on…you need to let some people go in an area where your business is slowing, but you will continue to hire and ramp up in other areas that are growing. Also..." read more»

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