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Your sales voice: what is it saying to you, what is it saying to others?
Written by Delphos   
Monday, November 03, 2014 2:05 PM

I was recently at Washburn University in Topeka, Kansas, giving a seminar sponsored by Sales & Marketing Executives International. I had an informal logistics meeting with some of the association members before the event when Jamie, the young woman who directed me to my preparation room, talked to me about her career. I asked her what she was seeking to become.

Her response startled me. She said, “I’m still trying to find my voice.”

I was taken aback because I expected some alternate career choice, or something along the lines of “make a lot of money,” or “get a job in event planning.” But no, she was seeking something much higher.

Jamie was seeking to gain control of her self and her power first, and find her career path second. We talked about “voice” for a while, and I began to type to capture the thoughts. What came out of the brief conversation will benefit you and your career, and help you understand who you are and who you seek to become.

Jamie was looking for her voice to come from something she believed in that would make her voice stronger, more resonant, more powerful, and more believable.

How do you speak?

Not the just words, the voice that you project. Your voice is a statement and picture of your character, your poise, and your persona. It’s a statement of belief, confidence, and personal power.

Where does your voice come from?

How do you “find” it?

And once you do, how do you master it?

BE AWARE: Your voice has nothing to do with your selling skills or your product knowledge. Your voice is way beyond that.

GOOD NEWS: You don’t have to look far. Most of your voice is right at the tip of your tongue. The rest of it is mental and emotional.

ANSWER: It STARTS with your inner voice. It’s the language you speak to yourself BEFORE you say a word.

Your voice becomes yours, and authentically yours, when you…

• do what you believe in.

• do what you’re passionate about.

• work in your chosen field.

• find your calling.

• discover something you feel you were made or born to do.

• do something you love.

EASY WAY TO START THE DISCOVERY: Write down the hobby or sport you love best, or the sporting event you go to because you love to see your team play and cheer them on.

My friend, Hall of Fame baseball player Dave Winfield, said it as simply and as completely as I have ever heard it, “I loved baseball and baseball loved me back.”

Here are the elements of voice:

You have decided to pursue your chosen path.

You have belief in who you are.

You have belief in what you do.

You have a desire to succeed.

You’re personally prepared – attitude, enthusiasm, friendliness, and ideas.

You maintain self-confidence that comes from your heart, not from your head.

Your enthusiasm is real.

Your sincerity is evident.

You’re eager to master every aspect of what you do.

Your passion is contagious.

Your moxie engages others.

Your desire to improve is never ending.

You love what you do.

NOTE WELL: Your voice is not about how to make sales faster – your voice is how to make sales forever. For your voice to appear, you must possess ALL of these elements. Most people have a “weak” voice because they don’t love what they do, or lack sincerity, or they don’t fully believe in themselves, their company, or their product.

SUCCESS ACTION: Go back to this list and rate yourself on a 1-10 basis. Ten being the best, your highest possible score is 130. My bet is you’re 90 or below.

SUCCESS ACTION: Record your spoken voice ONCE A WEEK, and listen to it actively – which means take notes. By listening to yourself – arguably one of the toughest things on the planet to do – you will gain a true picture of where you are right now. Your jumping off point.

And for those of you living in the dark ages still trying to “find the pain” in your sales presentation, just record and listen to yourself – THAT’S the pain. The real pain of selling is listening to your voice trying to make a sale – it’s also funny as hell.

You’ll know your voice when you hear it.

It will speak to you before you ever say a word.

 

Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training, seminars, and webinars - or email him personally at salesman@gitomer.com.

 
McLane Company breaks ground on Findlay Grocery Distribution Center
Written by Delphos   
Monday, November 03, 2014 2:04 PM

Information Submitted

 

FINDLAY – Texas-based McLane Company, one of the nation’s leading wholesale suppliers to grocery retailers and restaurants, broke ground on a new facility on October 16. The company’s Findlay distribution center is located at 3200 McLane Drive.

The McLane Company grocery distribution center will create 425 jobs and invest $119 million into their new facility in Findlay, Ohio. McLane’s Grocery unit services more than 45,000 retail locations nationwide. The company expects this highly automated distribution center to greatly enhance its efficiency in servicing its valued customers throughout the Great Lakes region.

“We are excited to see the hard work on this project come to fruition,” said Findlay•Hancock County Economic Development Director Anthony Iriti, who worked closely with McLane executives and JobsOhio to bring the company to Findlay. “It has been our goal to bring skilled jobs, like those that will be needed at this cutting-edge facility. We are pleased to have McLane’s state-of-the-art facility as our anchor for the new industrial park.”

Lt. Governor Mary Taylor attended the groundbreaking ceremony, as well as Ohio Representative Robert Sprague, McLane COO Mike Youngblood, City of Findlay Mayor Lydia Mihalik, and Hancock County Commissioners Mark Gazarek, Philip Riegle, and Brian Robertson.

“The McLane Company is an excellent addition to the Findlay and Hancock County community, said Findlay Mayor, Lydia Mihalik. “This is yet again a testament that our community has the ability to attract innovative and emerging businesses.”

“We considered expansion sites in several states,” said McLane COO Mike Youngblood. “However, after working closely with the Governor‘s office and local officials in Hancock County, we were soon convinced that Findlay, Ohio was the best location for our newest grocery distribution center. We are confident in the strong, productive workforce there, and we recognize and appreciate all that is in place to help make a business like ours successful.”

 

(About McLane: McLane Company, Inc., is a $44 billion supply chain services leader providing grocery, foodservice and beverage solutions for convenience stores, mass merchants, drug stores and chain restaurants throughout the U.S. McLane buys, sells and delivers more than 50,000 different consumer products to nearly 90,000 locations across the U.S., and is a wholly owned unit of Berkshire Hathaway Inc. (NYSE: BRK).

About JobsOhio: JobsOhio is a private, non-profit corporation designed to drive job creation and new capital investment in Ohio through business attraction, retention, and expansion efforts. Find out more at jobs-ohio.com.

 

The Findlay•Hancock County Alliance is a partnership bringing growth and prosperity to the Findlay/Hancock County community. Through a strong economic development focus, leadership programs, business building initiatives and volunteer opportunities, the Alliance helps position its community among the best micropolitan communities in the United States. The Alliance is a blend of the area’s best resources including the Findlay•Hancock County Chamber of Commerce, Findlay-Hancock County Economic Development and the Hancock County Convention & Visitors Bureau.)

 
Allen County reveals new Faces & Places interactive tool
Written by Delphos   
Monday, November 03, 2014 2:03 PM

Information Submitted

 

LIMA - Lima/Allen County Chamber of Commerce has partnered with Allen Economic Development Group and the Lima-Allen County Convention & Visitors Bureau to develop a brand new and interactive tool that has helped market our community assets for business and tourism; therefore increasing business opportunities and attracting a talented and diverse workforce. This new interactive video resource is called Faces & Places. Faces & Places has been created for residents and local business owners to tell their personal story about our community. Each partner has invested in this program to make it successful and it is being utilized to showcase the hidden gems of Lima/Allen County and why it is a great place to live and work.

The website www.WeAreLimaAllenCounty.com/memberintro shows videos of members of our community discussing why they chose to stay in Lima/Allen County, locate their business within our region, or what a visitor to our area can experience with different day-trip options. Sponsor videos share their business stories, community resources, and quality of life.

“This website encompasses everything all three of our organizations try to do, all in one unique website. The video testimonials give a great perspective as to what makes our community strong, why visitors should add our community to their “must-see” destination list, and why others call our area home,” shares Christine Pleva, Executive Director, Lima-Allen County Convention & Visitors Bureau.

“We are proud to announce we are launching into year two of this interactive website www.WeAreLimaAllenCounty.com/memberintro. It is our hope that site visitors will continue to use this as a resource to learn more about the strength of our community, through our businesses, resources and people,” stated Jed Metzger, President and CEO of the Lima/Allen County Chamber of Commerce.

Jeff Sprague, President and CEO of the Allen Economic Development Group explains, “We saw this as an opportunity to expand outside just showcasing our traditional infrastructure and resources and really show why a potential site selector should choose to locate in Allen County – whether it be the quality of life the community has to offer, or access to business resources.”

To become involved or to learn more about the site please contact us at 419-222-6045 or visit www.WeAreLimaAllenCounty.com to learn more.

 
Area businesses recognized at area Small Business Awards
Written by Delphos   
Monday, November 03, 2014 2:02 PM

Information Submitted

 

FINDLAY — Small Business is the heart of the American economy. Business owners give individuals – real people with names and faces – a chance to provide for their families, and an environment where people can learn and grow and express their creativity and talents.

The Findlay•Hancock County area is proud of its Small Businesses and those that lead them. In recognition of these courageous and inspiring individuals and their companies, the Findlay•Hancock County Chamber of Commerce was honored to present the 2014 Small Business Awards at the 51st Annual Small Business Awards luncheon on October 9, 2014 at Winebrenner Theological Seminary. Under the direction of Dionne Neubauer, Director of the Findlay•Hancock County Chamber of Commerce, over 200 business professionals were in attendance. Chris Oaks, of WFIN, served as the event emcee.

The following is a list of both small business and community awards that were distributed:

 

Awards

ATHENA Award

Presented to: Dr. Chris Ward, The University of Findlay

Sponsored by: Huntington Bank

SBRC Client Award

Presented to: Lori Bowman, The Dressing Room Boutique

Sponsored by: Small Business Resource Center

Women in Business Champion of the Year

Presented to: Cathy Linhart, House of Awards & Shoes

Sponsored by: WFIN-WKXA-106.3 The Fox Radio

Emerging Business of the Year

Presented to: The Sweet Retreat

Sponsored by: Six Disciplines

Small Business Manufacturing Excellence

Presented to: RPM Carbide Die, Inc.

Sponsored by: The Companies of Tall Timbers Industrial Park

Downtown Champion of the Year

Presented to: Daniel W. Clinger, RCM Architects, Retired

Sponsored by: Fifth Third Bank

Go Local Small Business Champion of the Year

Presented to: Hosmer Family Businesses

Sponsored by: First National Bank

Agriculture Enterprise Champion of the Year

Presented to: Kaleidoscope Farms

Sponsored by: Citizens National Bank

Diversity Small Business Champion of the Year

Presented to: Jack & Jin’s Thai Restaurant

Sponsored by: Marathon Petroleum Corp.

Professional of the Year

Presented to: Rooney & Ranzau, Ltd.

Sponsored by: Commercial Savings Bank

Family Owned Small Business Champion of the Year

Presented to: Dick’s Auto Supply

Sponsored by: CompManagement Inc. (CMI) &

CompManagement Health Systems (CHS)

Small Business Person of the Year

Presented to: Jim Barger, Media Links Advertising

Sponsored by: The University of Findlay

Small Business of the Year

Presented to: Stearns Companies, LLC

Sponsored by: First Federal Bank

Special Presentations

Dennis Russell “Our Spirit Shows” Award

Presented to: Findlay Girls Fastpitch Softball Club

Sponsored by: Hancock County Convention & Visitors Bureau

Distinguished Leadership Award

Presented to: Deb Wickerham, Hancock Historical Museum and Flag City Honor Flight

Sponsored by: Hancock Leadership Alumni Association

Community Partner Award

Presented to: Legacy Farmers Cooperative

Sponsored by: United Way of Hancock County

Blanchard Valley Center Your Hancock County Board of DD S.T.A.R. Awards

Presented to: g2 Revolution and Findlay Country Club

Special thanks also goes to the Bistro On Main, JYoakam Communication, Anthem Blue Cross & Blue Shield, Sink’s Flowers and Ohio Means Jobs Hancock County for their support of the event. For more information about this, or any other Chamber of Commerce programs, call 419-422-3313 or visit FindlayHancockChamber.com.

 

(The Findlay•Hancock County Alliance is a partnership bringing growth and prosperity to the Findlay/Hancock County community. Through a strong economic development focus, leadership programs, business building initiatives and volunteer opportunities, the Alliance helps position its community among the best micropolitan communities in the United States. The Alliance is a blend of the area’s best resources including the Findlay•Hancock County Chamber of Commerce, Findlay-Hancock County Economic Development and the Hancock County Convention & Visitors Bureau.)

 
Cloud Computing, BIM trends in construction industry
Written by Delphos   
Monday, November 03, 2014 2:02 PM

BY STEPHANIE GROVES

Business Journal Writer

sgroves@delphosherald.com

 

A big benefit for construction professionals is utilizing cloud computing for its mobility. Whether at a job site or in the office, cloud computing allows the management of any aspect of a business anywhere there is an Internet connection and a mobile device. With cloud computing, tasks that used to require a presence at the office can be completed while out in the field.

Utilizing cloud computing can save businesses money by reducing IT costs, including server and computer upgrades and maintenance as well as the continuous purchase of new software and monitoring licenses. As businesses grow and expand, construction professionals can scale cloud computing needs to best suit their requirements.

Cloud computing can lead to better collaborations with clients and expedite the distribution of information when used in conjunction with Building Information Modeling (BIM). BIM is a method to generate and manage a digital representation of the physical and functional elements and characteristics of a facility.

For example, a combination of cloud computing and BIM creates data access for a client where a request for a change order can be made and the architect would then make changes to the building model. As a result, the contractor would access the new information, determine and order the exact amount of material needed, and make necessary changes to the construction schedule. The collaboration between client, architect, and contractor is handled efficiently and at any given time of the day.

There are many companies that provide cloud computing solutions tailored to the construction industry, including a wide range of solutions from estimating and takeoffs, to managing contracts, subcontractor and supplier bids, cash flows and budgets, and scheduling. There are options varying from complete solutions for managing all aspects of a construction business to individualized services including project management or payroll solutions.

When considering a cloud solution, business owners want a solution that will assist in running their business more efficiently and enable a faster project delivery. Before committing and investing in any cloud solution, business owners should request a free demo to test drive.

In order to perform an accurate cost comparison, determine what the current computing costs are including all software licensing and hardware costs. Moving computing needs into the cloud eliminates the need for the costly servers once needed to run all its software. In addition, business owners should be aware of all the costs of the cloud services purchased. There may be an increase in cost if the business grows or more users are added.

Also, will there be 24-hour support and what kind of turnaround is the vendor required to meet if an issue arises? Business owners should choose a provider that is always accessible and can resolve any issue quickly.

Cloud computing solutions with an Application Programming Interface (API) will be straightforward and easy to use. A complicated program may hamper employees for months, decreasing the businesses efficiency. This is where the free demo comes into play.

Everyone concerned wants to be assured that data is safe and secure. All providers should routinely backup businesses’ data and have multiple data centers where data is mirrored to provide enough redundancy should something critical happen to the main center where data is stored. By choosing a provider that encrypts data and provides data-leak prevention, business owners can be sure their data is secure.

Invariably, computer networks go down and business owners should look for providers that offer service priority and use multiple network paths to ensure the service is always available.

Cloud computing services should allow scalability and be able to grow with a business or shrink if it downsizes. Business owners should read and thoroughly understand the service agreement before making any decisions.

 
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