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When selling, sympathy costs money, but empathy makes money

April 21st, 2009 by Michael

I was recently talking with a client about empathy.  We were planning a training event for his young store managers and he wanted them to know more about how to relate to customers and prospects. 

As we discussed the content of the program, we began to consider the difference between sympathy and empathy.  My client contributed something he had learned about sympathy.  "When it come to business," he said, "Sympathy costs money." 

His point was that feeling sorry for a customer might lead to a soft-hearted discount or unusually generous consideration.  

I added that empathy or having the ability to share a customer's feelings can build rapport that leads to a larger sale or more sales.

So, when it comes to selling, sympathy costs your company money, but empathy makes your company money. 

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My trick for meeting famous people

April 17th, 2009 by Michael

Posted from Laurel, Maryland-

I've been fortunate to meet many famous people through the years–Mike Love (Beach Boys), George Herbert Walker Bush (photo of us on my Web site), pop star Rick Springfield, speaker Tony Robbins, best-selling authors Mark Victor Hansen (Chicken Soup for the Soul), Dr. Stephen Covey (7 Habits of Highly Effective People), many more and counting.

The truth is that luck isn't the only determing factor when it come to meeting people of influence. 

Someone once asked thief Willie Sutton why he robbed banks.  Sutton answered, "Because that's where the money is!"

If you want to meet famous people, remember the old real estate axiom, "Location, location, location."  In other words, you've got to hang out where celebrities hang out. 

Michael Steele The first class cabin of an airliner is such a place.  This is where I met Michael Steele, Chairman of the Republican National Committee today on the flight from Detroit to Baltimore. 

All conventions and national trade shows have keynote speakers.  It's fairly easy to meet this guest of honor, but first you have to meet the Executive Director of the hosting organization.  That's how I met Tony Robbins.  I ended up going to the Nashville airport to pick him up.

Famous people are just like other people.  They don't mind spending a few minutes with you if you are polite and to the point.  As always, it helps to be complimentary, but don't fawn. 

Finally, try not to say the same thing everyone says to them.  The phrase, "I've seen all your movies," is not likely to get you extra time with a celebrity.

What famous people have you met?  How did it happen

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Bill Gates and I are working on something

April 4th, 2009 by Michael

I'm working with Bill Gates on a project.  Actually, 1.2 million Rotarians like me are working together on a project that will finally eradicate the world of polio. 

Bill Gates Mr. Gates has donated $200 million dollars to Rotary International under the condition that our organization matches the funds.  Not an easy thing to do, but Rotarians are an ambitious, resourceful bunch of folks. 

Someone did the math and figured out that each Rotary club has to raise a few thousand extra dollars per year to meet its obligation.  This gave me the idea to hold professional development seminars for Rotary clubs and guests throughout North America. 

There are about 25 of these seminar events on my calendar, past, present and future.

I spoke to 125 people in southwest Michigan a while back and helped raise $4,800 in one evening.  Read the newspaper article.  The Rotary club of Van Wert, Ohio held a similar event and raised $12,500 for polio.  My goal is to help raise $100,000 in the next 12 months.

I belong to the Rotary Club of Troy, Michigan. 

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The 15 most powerful words

April 3rd, 2009 by Michael

Composed in Nashville, Tennessee-

There are over 500,000 words in the English language, but some words are much more powerful than others. 

As the author of many books on communication and a veteran public speaker, I've identified what I think are the most important fifteen words you can ever use with another person. 

"I am proud of you."  People love to hear this phrase–even from total strangers–because they don't hear it enough from bosses, co-workers and spouses.

"What do you think?"  Everyone loves to be solicited for their opinions.  There is no faster way to let people know that you take them seriously.

"Will you please?"  Etiquette is always popular, even when it goes out of style.

"Thank you."  Nuf said.

A person's name is the most powerful word you can ever use with him or her.  My free e-book, "How to Remember Names," teaches a remarkably effective technique I call "cluster imprinting."  To get your copy, send me an e-mail through http://www.EdisonHouse.com.

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The new “Entrepreneur Boot Camp” series is my best work, yet

March 24th, 2009 by Michael

Composed at 30,000 feet, en route from Detroit to Minneapolis-

Almost everyone is really good at something.  Your expertise is certainly of value to you and it probably has value to others.  Many people would gladly pay you for your advice, counsel or service, if they knew it was available to them. 

People would give you money for an e-book, a teleseminar or other information product—if only you had a delivery system to make these resources available to them.

A delivery system allows you to put your product, service or valuable information in the hands of others and allows you to collect a fair price for your offering.

If you've ever said something like, "I should write a book" or "I'd like to start my own business" or "I wish I had a little more money," read on.  

Fla4 cover for web crppd 0309 I'm pleased to announce the completion of my newest information product.  It's the final FastLearnerAudio program in the series and I'm very excited about the topic.

This unusual information product is called Entreprenuer Boot Camp.  It's one of the best things I've ever done and you're going to love it.  You'll receive four one-hour audio programs on CD so you can listen anywhere and four 30-page e-books on the following topics:

CD1:  Become an Industry Expert   I'll show you how to get compensated for your expertise.  (It's okay if your true passion is not related to your job.)  If you have an employer, he or she will be delighted that you are interested in raising your industry profile.  As you know, experts often become rainmakers for their companies.  One sure-fire way to become an industry expert is to publish an e-book or make a video recording of a short presentation. 

CD2:  How to Create Information Products     I'm teaching everyone to create information products such as e-books, audio programs and other deliverables.  A popular e-book series can be your new 401k and help you feel better about money lost in the stock market.  Imagine people purchasing your info product online and sending money right to your bank account!  I'll show you how.  

CD3:  The Art and Science of Self-Promotion   Believing in yourself is critical to any success, but this can be a challenging task.  Convincing others to believe in you is even more challenging.  There are strategies that will help.  You can double your speed of success with my proven techniques for self-promotion.  I'll show you the words to use, how to use them and will even share ideas for automating this magic.

CD4:  The Lifestyle of a Speaker/Author   In any business endeavor, it helps to know where you're going.  This program will explain everything you need to know about how my business works and what you can expect from your newfound success.  Speaking and writing is a terrific way to help people! 

The Entreprenuer Boot Camp program is practical, easy to use and affordable.  In fact, if you are actively pursuing your business on any level, this info product will pay for itself within 90 days.  I'll give your money back, if you're not completely satisfied.

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