Towards A Healthy Economy + Marketing World

Contrast/complementary means it’s different to what they are doing or they have, but will fit in with other things, while complementary/contrast means it’s like what they are doing or already have and yet it’s different. If there is a high contrast and it doesn’t fit in or if it’s exactly what they have, they most likely won’t buy.. Get Ginger Root Wholesalers Florida at Salehoo wholesale directories, see how Salehoo can help your business. All you need to do is to purchase products that people want at low prices and then to sell them at a higher mark up. Read on to find out more about Ginger Root Wholesalers Florida and Salehoo Wholesalers. The idea of purchasing clothing at the lowest possible wholesale prices means that we can buy twice as much. More on Ginger Root Wholesalers Florida at Salehoo wholesaler directory.

2. Economically saving in terms of inks and color application Read on about Ginger Root Wholesalers Florida and how Salehoo wholesale directory can help you. The small ones simply have one group of products you can order. More on Ginger Root Wholesalers Florida below.

Does the site selling wholesale bags offer certificates of authenticity with their designer bags? If they don’t you might want to think twice before buying them. Knockoff artists and counterfeiters are growing increasingly sophisticated with manufacturing techniques, and many of the wholesale bags you find online are created by these people. Before spending a lot of money (which you will, even if it’s a great bargain) make sure that the wholesale bags you’re buying are really what you think they are. Find out more about Ginger Root Wholesalers Florida and how Salehoo wholesale directory can help you start your own business from home. Keeping in mind that building a wholesale business like any other business is a long-term process. Ginger Root Wholesalers Florida: Find out how Salehoo wholesale directory can serve YOU!

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In Step 1, we talked about “Laying Down a Track to Run On.” Here, in Step 2, we’ll discuss “Being A Good Sponsor.” While many of the people you recruit into your organization may have had previous experience in network marketing, many will be first timers. Similarly, if you’ve been successful in recruiting people who were involved in other network marketing organizations, you got them because they were disenchanted with their current company. In other words, they weren’t as successful as they would have liked to be.

Wouldn’t that indicate to you that they don’t know the best way to do things? Well, that’s where you come in - helping them lay that track for others to run on. Again, when new distributors know what works, they can proceed with confidence, and confidence is the handmaiden of success. Remember, people are not duplicable, but systems are.

Step 2 — Being a Good Sponsor

Being a good sponsor means showing your new distributors “The Rules:”

Rule No. 1: Treat it Like a Business.
In order to be successful, your new distributors must truly want success, be coachable, and follow through on their commitments. In other words, they need to treat this business like a business.

Rule No. 2: Keep it simple.
If they can follow a simple procedure (see Part 1), they will use the same system with their contacts. If they can see that what you did was simple, they will believe they can do it, too. If you had to really work on them, more or less “bullying” them into the business, your new distributors will not want to duplicate what you did and will not take any action.

Rule No. 3: Determine Their Reasons.
If you know what your new distributor wants from this venture, that is, why they want to succeed, you can understand how to get them over the rough spots and keep them on the road to success. Remember, most people will be tempted to quit with the first setback because they were never clear on what they wanted to achieve in the first place. If their “why” is strong enough, the “how” will be easier to get across.

Rule No. 4: Establish Objectives.
Set specific sponsoring and financial objectives for the first 30, 60, and 90 days. People always perform better when they have specific goals in mind.

Rule No. 5: Introduce Your Upline
Introduce new distributors to their upline, those leaders who are building a successful business and who are earning the type of income they’d like to earn. That way, if you’re not available to help them, they will have names and telephone numbers of others (you should give them at least 3) who they can contact for support. Further, by meeting others who are earning the type of income they’d like to earn, the system becomes more realistic and attainable.

Rule No. 6: Where’s the Tools?
Make sure they know how to get the tools they will need to share the business with others., such as tapes/CDs, brochures, business cards, etc. Every business needs information to disseminate with prospects. This one is no exception. Remember, people are not duplicable, but systems are.

Rule No. 7: Make a Prospect List.
Although everyone who makes a list doesn’t necessarily become a top earner, every top earner has a list. Typically, they’ll start with their Warm Market, because that’s the people they know.

At this point, your new distributor should be ready to go. They have their “reason why” clearly in mind, specific objectives for the next 90 days, their upline’s contact information for plenty of support, the tools to get started, and a list of people to contact.

Having said that, remember Rule No. 8: Let Them Move at Their Own Pace.
Sponsoring a distributor is a process, not a single event. If they don’t want to move as fast as you do, that’s OK. You can’t change human nature. People will only do what they are willing to do. Encourage, yes, but don’t try to force people into something they aren’t willing to do.

Bruce Bailey, Ph.D.

Dr. Bailey has transformed the incomes of scores of MLMers. His never-miss tactics have been used by thousands to turn their MLM dreams into realities! For FREE access to his e-course, visit http://www.myidealmlm.com

Selling isn’t an opportunity to manipulate the potential buyer to do what the seller wants, rather than providing the buyer what he wants. If how you sell is without importance to your customers, that means they don’t get what they expected.

Remember Walt Disney’s saying: “Do what you do so well that people want to bring their friends to see you do it again.” From my point of view, the greatest compliment for a seller is the customer’s referral.

If you want your business able to satisfy customers you must pay a special attention to the followings:

1. How you treat customers.
   
   Treat them right. They want to feel like valued customers. They want to see that their time and opinions matter. If people cannot trust you to treat them right, then they certainly won’t trust you with their money. .

2. How the buying process is.
   
   Make it easy and efficient from start to end. Take care if each step provides the answers or help your customers need in order that the process to go smoothly. Be sure they find what they came for.

3. How fair is your presentation.
   
   First of all, tell them the truth. No one wants to feel like a sucker or to receive untrue information about prices, delivery dates, or terms of the sale. Even a hint of such treatment kills customers’ willingness to hear you out. If a person feels tricked into buying, he/she won’t visit you again.

4. How every part of selling process work.
   
   If every part of the process works as an integrated whole, you may consider the customer well served. When the parts are mismatched they scare customers away

Valerian Dinca is a freelance writer specialized in internet marketing items like work at home jobs opportunities

In my opinion, the most overrated topic in sales training is the subject of closing. In year’s past, it seems the object of most sales training courses was to fill the heads of participants with as many closing techniques as possible. The logic was simple, if the “Ben Franklin” close didn’t work, you could rummage around in your head for the the “secondary question” technique, the “order-blank” method or the “forced choice” close to tie off your sale. Selling in the old school of training was basically learning 54 or 84 ways to close.

Today, most successful sales professionals know that if you use a consultative sales process, one with a series of selling steps like those listed below, the close (asking for the business) will literally take care of itself. Closing is an integral part of the following; a solid sales process–not a specific stand alone technique:

- Building rapport and trust;

- Obtaining your prospect’s attention;

- Probing for problems, opportunities, needs and values;

- Demonstrating products based on the specific needs you have discovered,

- Asking trial closing questions and answering objections, then

- Asking for the business.

By first building rapport with a prospective customer or client, a sales or service industry professional can create the trust that our research shows is vital to consistently obtaining sales success. Through using an attention getting provocative question and then taking away your offer, you can open your prospect’s mind to answering your questions and later accept the suggestions that you make in your sales presentation. By asking open-ended, probing questions, you can learn about hidden needs and problems that can be solved by your products and/or services. Through effectively demonstrating your products and/or services, answering objections and asking trial closing questions, you then set the stage for closing the sale. All that is left in this process is to ask for the business.

In my self-directed learning manual entitled Sales Success Strategies, (see www.TheSellingEdge.com/manual1.htm) I explore the steps that must precede a successful close. This unique learning guide won’t give you a dozen closing techniques to memorize, nor a list of power words that will impel your prospect, client or customer to sign on the dotted line, because these words and closes simply don’t work with today’s sophisticated consumers. If you take time to review them and apply them to your daily sales activities, the ideas discussed can make a significant difference in your ability to regularly generate business for your company or professional firm.

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publications, Inc. Menlo Park, California. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides.

Virden assists clients through a unique personal coaching (telephone)program. He has taught at the Center For Professional Development, Texas Tech University, Lubbock, Texas and the School Of Entrepreneurship, Marriott School Of Management, Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://www.TheSellingEdge.com

Selling your services to corporations is an attractive proposition. The contracts are larger than with small businesses and individuals, and often longer-term. There’s the possibility of repeat business worth many billable hours at respectable rates.

But the best clients are not always the easiest to get. If you don’t grasp the realities of the corporate environment, you may sabotage even a hot lead. Here are five important keys to working with the corporate buyer.

1. Managers are busy. This is just as true in economic downturns as during a boom. When business is slow, unnecessary employees get laid off. The people left behind have to pick up the slack.

Busy people ignore unsolicited email and letters, and will not return your phone calls. Even when you are in the final stages of closing a deal, your contact may not return your calls for weeks. If you accept this as normal behavior instead of obsessing about how you may have caused it, you will sleep better at night and use your daylight hours more productively.

2. Hot buttons open doors. If you want to capture the interest of a busy person, you need to tell them exactly how you can help them. Calling just to introduce yourself will not get their attention.

What do the people in your target market perceive to be the greatest problems they face, or the biggest goals they wish to achieve? Ask these questions of the people you serve and the other businesspeople who serve them. Read trade literature or special interest publications and educate yourself on the key issues in your marketplace. Then tell your prospects in every communication how you can help address these needs.

3. Every choice must be justified. When you sell to the owner of a small business or to an individual for his or her own use, your buyer is free to make purchasing decisions based on instinct, whim, or gut feeling. But every corporate sale must be justified to someone else in the organization.

A supervisor must justify choices to a manager, the manager to an executive, the executive to the CEO, the CEO to the board, the board to the shareholders. Each one of these people wants to look good to the next link up the chain, and dreads making a public mistake. If you want your sale to go through, you need to provide your contact with EVIDENCE why you and your solution are the best choice.

4. The bottom line rules. When you provide your evidence, it had better include dollars and cents. If you are more expensive than your competition, what added value will you provide? If hiring you will cost more than solving the company’s problem in some other way, what tangible benefits will they receive that make the added expense worthwhile?

Individuals and small businesses buy services in the category of nice-to-have, often to improve their quality of life or that of their employees. Corporations, especially in lean times, don’t. You must sell them something they actually NEED and prove how it will enhance their bottom line. Real-life examples of results at other companies can speak volumes. Illustrations with charts and graphs are more convincing than any brochure.

5. No budget; no project. Even when the company needs what you have and thinks you’re the best one for the job, the deal won’t go through if there’s no money in the budget. You can ask your contact to try for a budget variance, but no budget usually means your project will be deferred until the next fiscal year.

Always ask if the client has a budget at the first meeting. Don’t necessarily expect them to tell you how much it is — price negotiations will come later. But if your contact can’t answer budget questions, it’s also a strong clue you are not talking to the decision-maker.

About The Author

C.J. Hayden is the author of Get Clients NOW! Since 1992, C.J. has been teaching business owners and salespeople to make more money with less effort. She is a Master Certified Coach and leads workshops internationally. Read more of her articles at http://www.getclientsnow.com

Corporate videos are an important sales tool that can often be overlooked in marketing budgets.

We look at the top nine tell-tale signs that indicate whether your company is in need of an innovative and effective way to promote itself.

1. No strong corporate “look and feel”

You’re in a highly competitive industry. Yet, what makes you really stand apart from your competitors is your people and the look and feel of your company.

So how do you show your state-of-the-art factory in action or your professional staff working in your appealing office?

And what about your idyllic location? What’s the best way to show picturesque vision of rolling hills, clean and green countryside or waterside views?

The solution is to create a marketing video that paints an appealing picture of those indefinable qualities that make your company unique.

2. Unique Presentations

You need to do a sales presentation and your company is up against some tough competitors.

How do you present your company in a way that is different to your opponents?

A proven method is to play your corporate video within your PowerPoint presentation.

Playing your marketing video at the start of a sales presentation is a great way to relax your audience. Interesting vision and upbeat music can make your audience feel more positive, even before you’ve spoken a word.

It’s an ideal way to show the look and feel of your company in a convincing and enjoyable manner.

3. Trade Shows/Exhibitions

Your organisation is always exhibiting at trade shows and needs a way to stand out from the crowd.

Setting up a television screen and a DVD/VHS player in your stand with your continually repeating corporate video is an easy way to get people to stop and stare. Moving vision and music easily stops people in their tracks.

Parents quickly learn that it is easy to distract a child by leaving them in front of a television. Adults are usually no different. It is easy to grab the attention of participants who may feel uncomfortable (or bored) walking around a trade show.

Continually playing your corporate video is an easy way for passers-by to learn about you without having to go to the effort of reading through brochures.

4. Increasing Export Sales

Travelling overseas to market your products or services to international buyers is risky business. Not just for your company, but also for your prospects.

Can they really trust you when you tell them how large and reputable you business is and that you have the right quality procedures in place? How can they get a real feel for your company that is located thousands of miles away?

Presenting your location, factory or office, production process and your dedicated staff at work is highly regarded by international buyers. It provides an extra a look and feel about your company that is often lacking from brochures and photos.

A concise marketing video that gives an interesting overview of your company is a proven method to increasing international sales.

5. Showing your Product or Service in Action

Sometimes you cannot actually demonstrate your product or service to a client because it is too large to lug around, it is located on the other side of the world or there is only one prototype that cannot be used.

New products or services that are suitable for use in a range of different scenarios are also difficult to demonstrate.

Using a marketing video that can exhibit how your product works and under what circumstances is a great way for prospects to understand what you are trying to sell.

This is a much better alternative than taking the prospect through lengthy operational manuals or worse still, having them rely on their imagination.

6. Extensive Product Range

Your product list is extensive. Not only do your clients not know all of the products that you sell, but even your staff have trouble remembering!

Studies have found that we are more likely to remember information if it is shown with pictures. The best way to inform people about your product range (and for them to remember) is to show scenarios in which the product can be used.

7. Your Production Process

Your product is made in a time-honoured tradition that takes hours of dedication. Or your product is made from the finest quality materials that are only obtainable from a scenic, rural location. Alternatively, your service was developed from years of research by experienced technicians.

Showing your product being made in a manner that is different to your competitors gives you a distinct competitive advantage.

This is one area that you do not want to leave to nice words and pretty pictures in a brochure. To do your company justice, showcasing your production process is an extremely important message to convey.

8. Believable Testimonials

There is nothing more potent than having your happy customers raving on about how wonderful you are to camera.

Written testimonials are often read suspiciously. We’re all guilty of reading through testimonials and laughing about their dubious authenticity.

Having a real client talking about you on camera is like having that person tell your prospects face-to-face about how highly they think of you. Of course, the testimonial has to look real. Uncomfortable clients poorly reading from an autocue fools nobody!

When done correctly, this is an extremely effective way to promote your business and one that has been used since televisions first appeared in our lounge rooms.

9. Winning Awards

Many savvy businesses know that entering awards can be a great way to cost effectively promote their company.

Submitting your corporate video in an award submission is also a clever technique to distinguish your company from the pack.

An added bonus is that your video material may also be included during any awards ceremony stretching your promotional opportunities even further.

Marie-Claire Ross is from Digicast Television Production. Digicast Television Production has helped many businesses win big contracts and projects by increasing more awareness and knowledge of their products and services. To get the FREE Digicast Ezine with marketing tips and the latest information on technology to help busy business professionals visit (http://www.digicast.com.au) to subscribe.

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Warren Buffet says that insurance is a commodity and price is the main factor in the market place. It seems that nowadays, lowest price wins, regardless of the other factors. More and more people are turning to direct writers because they believe that 15 minutes and a catchy commercial with a dancing lizard can save them some money. Forget the relationship, forget being able to actually see your insurance agent and forget you if you are $0.01 higher than the “other” guy.

So how do we as insurance agents take a stand and be able take back some of our customers? How do we improve our close ratio? How do we change our customers’ attitudes about price to the point that leaving you for a few dollars will never cross their mind? I can answer that question with one word: rapport. Rapport is a funny thing, it makes you memorable, it makes you likable and most importantly it makes you human. So how do we build rapport with potential or existing clients? In this article we will discuss how to hit the ground running with rapport, how to build it from the word go. I will show you how to make more sales, improve your close ratio, learn more about your clients and have fun while doing it.

Next time you get the chance call around to some of the competition in your area and ask for a quote. Listen and learn to how they interact with you. Do you like the person you talk to? Would you buy from them? What made them good or bad at making a connection with you? Take notes about what you liked and what you didn’t. Incorporate these ideas into your sales strategy and watch your sales increase.

Below I have three examples of how I have heard insurance agents talk to potential customers on their initial phone call. Keep in mind that I have not written any responses from the client since, in this example, only what the agents say is important. I will use the following scenario for an example:

Jill, a single mother of two, believes she is paying too much for her insurance and goes online to HometownQuotes.com and requests a free quote. She gets a call from three agents that are near her home.

Agent 1: Hi Jill. This is Tom from Big Insurance Company calling about your request for insurance. I wanted to follow up with you to verify some of this information with you and ask you a few additional questions. I will get this worked up and give you a call back.

Tom has done a nice job of being polite if he has the best price in town he might be the agent that Jill ends up using.

Agent 2: Hi, Jill, This is Nancy with Gigantic Insurance Company. I saw where you wanted a home insurance quote. Do you have a second? What is going on with you current insurance company? What are some things you like about your current company? What are some things that you don’t like? Alright, thanks for your time, I will call you back shortly.

Nancy was also polite but she took the time to ask some important questions about her current insurance company that she will be able to use to her advantage when comparing companies. If Nancy has the exact same price as Tom she would most likely have the advantage.

Agent 3: Hi Jill. This is Joe from Huge Insurance Company. Is this a good time for you? How is life treating you? Jill, I see that you live on Vine St. Do you know Bo Neighbor? He is one of my clients. It says on the paperwork from HometownQuotes.com that you are a writer? What type of writer are you? You know my wife was trying to break into that business, what sort of tips could you give to help her out? Anyway, sorry about my rambling there, I just find it important to get to know each of my clients on a more personal level than what kind of car they drive. It is also important for me to know that you feel the same way. I know you could call 1-800-555-Quote and get a price but I want you to know me and my family the same way I want to know yours. So, what is going on over at your current company? Oh yea? Well tell me Jill, what are some of the things you really like about your current company? I think we will be able to offer you some solutions that will be comparable to your current company in some ways and exceed them in others. I will take some time to prepare a proposal for you, when is a good time for us to get together so I can present that to you? Great I will talk to you then.

What has Joe done? He was polite, learned about what was going on with her current company and most importantly in the short amount of time he had with her he became her friend. He knows personal stuff about Jill and Jill knows the same about Joe. Sure he may or may not have the best price in town but as long as he is in the ball park he has a chance at the business. This is a chance that he probably would not have had if he had been even $5 more than the first two agents.

I can promise you this: There is no better felling than closing the deal on a new client than when you cost them more money that what they were currently paying and they came to your company because of you. Take a chance on this one and try to be way different that your competition for one week. All you have to lose is some time. If you are selling on price alone now you will still have the same price, you will just deliver it in a different manner. After all, my Dad tells me all the time that “if you put it in one end of the pipe, it will fall out the other.” In other words if you quote enough people you will eventually write business. I guess I just want more of my “it” to get to the other end of the pipe.

Matt McWilliams is one of the co-founders of HometownQuotes.Com, an online insurance quotes web site. He is originally from Pinebluff, NC and attended Middle Tennessee State University in 2002. He is considered an expert in the field of online insurance shopping and finding new ways to help consumers save money on their insurance. For more information visit http://www.hometownquotes.com

Different states call it different things: a discount reseller’s license, a seller’s permit, resale certificate, certificate of authority, application to collect/report tax… but in the end, no matter what it’s called, discount reseller’s licenses are all the same thing. A wholesale company asks you for a discount reseller’s license in order for you to get further price cuts.

There are two premises behind discount reseller’s licenses:

1. The government wants to make sure that businesses are reselling wholesale goods appropriately by collecting and rendering taxes legally, and
2. Manufacturers want to be assured that the goods they are selling to a discount reseller are not being used for personal consumption.

When a business is acting as a discount reseller but isn’t licensed, an item ends up being taxed twice: once when it is purchased from the wholesale supplier, and once when it is purchased by the end consumer. By purchasing a discount reseller’s license, middlemen businesses can avoid this headache and save some cash in the process.

To find out where and who to get these discount reseller’s licenses from, look in the blue pages of your local phone book for the local government business regulators. Give them a ring and ask if and how you can apply for a discount reseller’s license, and what the costs are.

Another option is to contact your local Chamber of Commerce to see if they have any relevant information on discount reseller’s licenses. Usually they can save you a lot of time and heartache by knowing exactly where to look for the information you require, with little time or expense.

Jim Staley is the is the CEO for WholesaleGopher, one of the most trusted dealer and distributor directories on the Internet, offering visitors wholesale items, import and export goods, surplus and closeouts from true wholesale sources. Learn more about wholesaling with his free, bi-weekly blog at http://wholesalegopher.com/blog/.

When I was in college, the curriculum offered several courses on speaking, but I can’t recall a single one on listening. Yet a minimum of 50% of communication is attributed to a person’s ability to effectively listen. So if you are looking for a way to improve your communications skills with customers, suppliers, coworkers, friends and family members, consider the following six techniques designed to enhance effective listening:

1. Ask well-designed open-ended questions. If you want to be more in control of your sales calls, talk less and ask more questions. When you’re talking, you’re learning nothing, but when you ask good questions, you’re getting inside your customers and prospect’s heads. You’re learning more about how they think and how they make decisions.

Here are several of my favorites:

Question: What criteria do you use when _____________? The reason for the blank is because this question is so flexible. You can fill in the blank with different words. For example:

Question: What criteria do you use when making a decision to change brands?

Question: What criteria do you use when selecting a supplier?

Question: What criteria so you use when making a buying decision?

Since I am a big believer in consulting selling, it is critical for me to understand what objectives my clients are trying to achieve. If you can help a customer make more money, be more successful or solve their most pressing problems, you will never again have to worry about your income level.

Here is one of my old standbys that should not be used until you have developed a good enough relationship with the customer or prospect to have earned the right to ask it.

Question: When the end of the year rolls around, what sort of evidence do you look for to determine if you’ve been successful or not?

Key: Ask the question and shut up long enough for the customer to answer. Too often, salespeople can stand periods of silence for too short a period of time. So be patient!

When you ask a customer for an order and the customer tells you that your price is too high, try asking this question:

Question: Are you telling me that if my prices were line for line, item for item identical to the competition, that you and I would be doing business?

This question enables the salesperson to determine the “real reason” for a “NO” answer. Here’s another:

Question: If it were not for __________, are you telling me that we would be doing business together?

Fill in the blank with words like PRICE or whatever reason (or excuse) the customer offers for not buying.

The best conversationalists have mastered the art of asking probing open-ended questions. People don’t care how much you know until they know you much you care.

2. Lip read. When listening, focus on the person’s lips. Because you are able to think so much faster than another person can speak, it’s natural for your mind to wander as you listen. Avoid actually moving your lips as the person speaks, but silently repeat each word that comes out of their mouth. This technique greatly enhances retention and reduces the tendency to allow your mind to wander.

3. Paraphase. When you are not quite sure that you got the precise meaning of a statement, use the paraphrasing technique; that is, repeat back to the person what you believe you heard him or her say. If you heard correctly, you’ll receive confirmation, but if you heard incorrectly, the other person can set your straight.

4. Ask people to repeat to repeat themselves. Let’s say that you accidentally do allow your mind to wander; we’re all guilty of this communication sin from time to time. Don’t try to fake it, but rather, ask politely: “I’m sorry, I missed your last point. Would you please repeat it?”

5. Resist interrupting. Especially if you are short on patience, you may have developed the bad habit of interrupting before others finish making their point. Get into the good habit of waiting until the other person finishes what they are saying before jumping in with your own two cents worth. Make a quick note to yourself if you want to remind yourself what you wanted to say when you thought about interrupting.

6. Love learning. Once again, when you’re talking, you are learning nothing. When you are listening, you are gaining insight into another person’s experience. If you ask customers and prospects enough well-designed open-ended questions, they will tell you everything you need to know to make the sale.

Bill Lee is a South Carolina-based consultant and sales trainer. He is author of Gross Margin: 26 Factors Affecting Your Bottom Line ($29.95) and 30 Ways Managers Shoot Themselves in the Foot ($21.95) http://www.BillLeeOnLine.com