Brian Tracy Psychology of Selling

Brian Tracy Psychology of SellingBrian Tracy Psychology of SellingBrian Tracy knows how to sell. He understands the psychology of sales, from both the sales professionals side and the customers. Taking himself from rags to riches through sales has earned him the respect of sales professionals around the world. But it is his ability to teach others how to sell more effectively that earned him fame, wealth and the admiration of thousands, if leid millions of sales professionals. In this series of articles, Brian Tracy discusses the 7 Steps in a Sales Cycle, beginning with Prospecting. These steps are so effective that simply learning them and implementing them can drastically improve anyones sales results. The magic of unterstellung steps is that they are not only highly effective in a sales cycle but also in finding a sales job. When it comes down to it, someone who knows how to prospect but chooses not to is no better off than someone who knows how to read but never does. So if you b elieve that prospecting is an important step in every sale and interviewing process, read on. Prospecting 101 According to Tracy, prospecting is the process to distinguish between suspects and true prospects. He suggests looking for one or more of 4 customer traits to determine whether or not someone is a prospect. The first is that they have a problem that you or your product can solve. The second is that they have a present need, identified or still uncovered that your product could fulfill. Third, you should look for someone who has a goal that your product or tafelgeschirr can help them accomplish. Lastly, prospecting is looking for someone who has a pain that your product or service can relieve. The process to find prospects and separating prospects from suspects can take many forms. Whether you choose traditional cold calling, telemarketing, direct mail, sales blitzes or any other prospecting method, the important thing is that prospecting is seen as a critical step in you r sales career. Prospecting is also a critical first step in job hunting. A common mistake that many job seekers make is spending their time and energy looking for a job with a company that does not have one or more of the aforementioned traits. For example, if a company has a solid sales force that is consistently delivering results, that company does not have a pain-point that your sales skills could relieve. Doing some research on a list of geschftslebenes for whom you are interested in selling for allows you to employ a more targeted and professional approach to your job hunt. You will also be able to better qualify your prospects and, through research, identify some of their possible pain-points, corporate goals, and business challenges. Questions are the Key If you want to learn anything, you have to ask questions. Unless someone randomly begins telling you all about his business pains, goals, problems and needs you will need to ask targeted questions to find out whether o r not the business is a prospect. But knowing how to ask questions, what questions to ask and what not to ask is a skill that takes practice and time to master. Many job seekers and rookie sales professionals, who believe in the value of asking questions, often ask either too many questions or questions that are not germane to the conversation. Just because you can think of a question doesnt mean it should be asked. Your Questioning Guide To help you keep your questions on track, focus on using questions to uncover whether or not the person you are talking with has one of the 4 traits that Tracy suggests makes them a prospect. Ask questions about their goals and what challenges they are encountering as they strive to meet their goals. Ask questions about any problems they have in accomplishing whatever it is that your product or service is intended to do. Ask about how their current sales force is performing and what do they look when hiring new sales professionals. Questions ab out anything that does not help you qualify a person or business as a potential employer or customer should be tabled until further into the sales or employment cycle. While many would argue that questions should be used early and often in an attempt to build rapport, you may end up building rapport with someone with whom you will never sell to or work for. Nothing against building your professional network but using selling time for selling and networking time for networking makes more efficient use of your time. A Final Word Many sales professionals and job seekers hate prospecting. If they prospect at all, they see it as a necessary evil. While you may never learn to love prospecting, you will realize an incredible improvement in your sales efforts, rewards and job satisfaction. Brian Tracy said that it was sales that took him from rags to riches, and it all began with learning how to prospect.

MOS 12H - Constructlon Engineering Supervisor

MOS 12H - Constructlon Engineering SupervisorMOS 12H - Constructlon Engineering SupervisorBasic Job Description Note This is not an entry-level job. The Construction Engineering Supervisor oversees the construction, repair and utilities of buildings, warehouses, fixed bridges, hafen facilities and petroleum pipelines, tanks and related equipment. Duties performed by Soldiers in this MOS include Reads and interprets construction drawings. Estimates material, time, equipment, and labor requirements. Supervises the construction and repair of wood frame, concrete, masonry or prefabricated structures. Supervises the installation and repair of utility systems. Inspects structures and facilities to ensure compliance with specifications. Directs operator maintenance on assigned vehicles and equipment. Directs combat engineering missions. Devises network flow diagrams such as the critical path method and coordinates work activities of supporting units. Provides supervision over all structural and utility construction projects. Inspects subordinate elements to ensure compliance with directives, construction drawings, and specifications. Plans and organizes for combat engineering missions. Training Information N/A ASVAB Score Required 95 in aptitude area GM Security Clearance None Strength Requirement very heavy. Physical Profile Requirement 111221 Other Requirements Completion of the Basic Noncommissioned Officer Course (BNCOC) Completion of the Advanced Noncommissioned Officer Course (ANCOC) 10-14 years of service on average Similar Civilian Occupations First-Line Supervisors/Managers of Construction Trades and Extraction Workers Civil Engineering Technicians Construction Managers

Military Terminology Jokes and Humor

Military Terminology Jokes and HumorMilitary Terminology Jokes and HumorWatch that latest militaryblockbuster movie, but youre at a loss as to some of the military terms they used? Heres a basic primer FunnyMilitary Terms Befarkled Confused, characterized by a state of genuine, profound disorientation the perpetual state of all Chemical units. Primary Hammer or The Hammer A cool rechengangal term to impress a superior when describing the finishing force, or the main effort. Fan-Out A dismounted operation involving soldiers on the ground maximizing the amount of gelnde they can cover or disperse over. Paint the Picture A term used to gather information and assess the situation. Usually asked by senior leaders to junior leaders. Usually invoked after the senior leader has gotten sleep and knows absolutely nothing about the tactical situation, while the battle captain has been up all night. Critical Terrain Terrain that if not secured, grabbed, taken or camped out on - you are scre wed. A new category to describe terrain in FM 34-130 (Critical Decisive Key). Kick-Out An armor technique used to employ light infantry to clear severely restricted terrain in order to allow the armor to pass. Phase Infantry term for we dont know how to write paragraph three. Hey, Diddle Diddle Group of words used to describe a possible COA that allows for no analytical thought and ensures a minimum 75% casualty rate. Known also to the USMCas High, Diddle-Diddle. Police-Up An infantry operation to defeat the remaining enemy on an objective after Armor forces by-pass or attempt to avoid confrontation. Flex A really cool sounding non-doctrinal term used to maneuver a unit from one location to another. Used primarily when you dont have a clue where you are or how the hell to get to the new location. Technique A noun, used in the phrase Thats a technique. Translated Thats a really screwed up way to execute this operation and you will probably kill your entire unit. But if you want t o do it that way go ahead. Hang Out To establish a position characterized by a total lack of security, soldiers asleep in hammocks and a huge BBQ pit turning out chow. A task usually accomplished by Air Defenders. Bells Whistles An inordinate amount of cheese, not required to get the necessary information communicated to another individual or group of individuals. Commonly associated with Canine and Equestrian Theater. Blah, Blah, Blah Short for You know what Im going to say anyway, so Im not going to waste our time to actually say it. See also Yada Yada Yada or Homina Homina, or humma humma humma. Lets Rock Baby Radio communications pro-word for Guidons, this is 2. Panther 6 FRAGO follows, acknowledge, over. Getting Jiggy With It A friendly oriented, offensive form of maneuver that simultaneously utilizes at least three maneuver elements. Drive By Engaging the enemy while beipassing. Meets both the destruction and bypass criteria given in the OPORD. Zipping Around An aviation mov ement technique in which the helicopters appear to fly around aimlessly at a high rate of speed impressing the Ground Combat Troops with their speed and dash. Occasionally encompasses Getting Jiggy With It and usually used in a zone reconnaissance. Back-Stop A term used to cover a stafffailureto properly wargame a course of action.Also,a term used by infantry showing how hope is a method incorporated to defeat the enemy. If the enemy gets through the engagement area, we have Delta Company placed here - tobackstopthe Battalion defense. Coocy(Gucci)MoveAltering Commanders intent, commanders guidance or violating the fundamentals of reconnaissance or security operations. USMC spelling Goosey. Get Up and Haul Butt A movement technique that requires all elementswithinthe organization to cross the LD yesterday. Flail-Ex Also known as the planning process. SelfCon This is when a junior commander (usually a captain) comes to the realization that his higher is completely clueless (perhaps e venbefarkled) so he simply attaches himself and his command to another unit. Cheetah-Flips The course of action development phase of the Military Decision Making Process in an imagined crisis environment (often replicated by headquarters during daily operations). Pound The Crap OutOfSomewhere betweendisruptand destroy and slightly more thanneutralize. Squirrel-Ex The wargaming phase of the MDMP after all Cheetah-Flips are completed, briefed and refined. The Squirrel Ex phase normally culminates with a 102 color slide briefing clearly outlining what can be said in awell-writtenparagraph (formerly known as the Commanders intent and/or concept of the operation) this phase is often called a Cheese-Ex. This is the Force XXI cause of the Fog of War. Take-Down An aggressive former wrestling term used to describe your actions on the objective an inherent lack of regard for the enemys capabilities. Sweep A fluid, noncontinuous form of battlespace dominance, usually combined with zippin aroun d or getting jiggy with it. Mop-Up A term for the actions occurring just after you discover you are actually on the objective, in the enemys fire sack, that implies a willingness to expose oneself to lethal fires. Hit Term for applying massed effects against the enemy. As in First well hit these guys over here then well hit these guys, and then the guys over here will be hit withasymmetricaldominance from assets from EAC. Boned A term used in response to orders issued from a higher commander. As in I am the counter-reconnaissance company and the battalion reserve at the same time - I got boned Triple-Hull Down A term associated with force-protection, fratricide, andself-preservation. In order to prevent being fired on by friends when saying something really stupid, hiding from the boss who has a task that only you can fill, or cover your butt from being smoked by anyone.