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    s experienced that special time in kindergarten where the lights were turned off, and the window shades drawn; and it was quiet, sleepy time. A chance to restore our spent energies, and return to the kindergarten experience with new and positive energy.

    Until I became a trainer, I didn’t give this any thought. I just figured that they told us to lie down because they were tired of the noise we were making, and needed a break. Yet eventually, the insight dawned on me that nap time served me very well. Nap time enabled my young, energetic, and sensory-overloaded mind and body to recharge. It gave me a stamina boost that helped me focus on post-nap activities, such as potato painting, or the all important sing-a-long. In other words: nap time served a primary strateg

    Top 5 Tips For Media Selection
    Marketers have a wide variety of media at their disposal. Most of us think first of the advertising troika of newspapers, magazines and TV. But there are a number of other options depending upon what you are trying to accomplish.1. Create a sense of urgency. Direct marketing offers that contain a deadline for consumer action can create that sense of urgency that motivates your customer to buy now.2. Fill in the blanks. Brochures are a great vehicle for providing the detailed information about your product's many benefits.3. Be impulsive. Signage speaks to people when they are in buying mode at the point of sale. Besides spurring impulse buying, signs also act as a reminder, connecting the dots to your other marketing efforts.4. Get interactive. Your web-related marketing efforts can capture a consumer's attention, direct the prospect to additional information to help educate and answer questions, ask for the business and make the sale.5. Establish intimacy. Radio is a one-to-one medium that allows the marketer to build a close connection with the prospect.So, before you select your media,
    Some experts believe that the first few years of life are the most formative. Others suggest that the early teens are the most influential. Personally, I’m not so sure; there seems to be some good logic in both views. However, regardless of whether my personality was crafted as an infant or a teen, I can say one thing with confidence: I learned some very important things about training in kindergarten. Here’s my favorite three.

    Kindergarten/Training Principle #1: Don’t Make Me Cry, Don’t Make Me Turn Away

    As a grown-up, I’ve learned to cope with many situations that, in kindergarten, used to outright floor me and have me screaming at the top of my lungs; or, at least, sulking in a dark corner, waiting for the chance to go home. And at the top of this coping list is dealing with boring or stressful situations.

    When faced with boredom or stress, I’m now fully aware that the best thing to do is not to create a scene or start banging my arms down on a desk or carpet. That is, I learned to mask my true reaction – freaking out -- and replace it with a polite smile, or a stifled yawn. As a thriving kindergarten student, however, I hadn’t quite yet honed this important coping skill; and so when faced with a situation that I found disagreeable, I expressed my feelings quite visibly, and some might say, quite honestly. I was unhappy, and believe me, it showed.

    As a trainer, and as someone who has a vested interest in the growth and development of great training (regardless of whether I’m a part of it or not), I’m fortunate to carry around this kernel of kindergarten wisdom: people might look like they’re not freaking out, but inside, they might very well be screaming and pleading for the day to end.

    And with this insight, I’ve learned that I must be particularly sensitive to the energy and body language that I’m receiving from training participants. Sure, on the surface, they may look fairly composed; but that’s just something we’ve all learned to do as grown-ups. Yet if I’m boring them, or if I’m stressing them out because my delivery is not engaging them, then I have to adjust.

    For example, I may find it valuable to break up a large group into smaller groups if I feel that the room needs an energy boost. Or I might suggest an early break if I feel that I need to reestablish the goals of the training, and can more effectively do it after a clarifying and refreshing time out. Or, I may simply forego a planned presentation, and instead, open up the floor for questions and answers. There’s no hard and fast rule as to what is needed; there’s only the principle that, as a trainer, I must remember that on the surface, my trainees might not be expressing their true opinion about the training. It’s up to me to scan for this, and to make adjustments as I detect changes, both good and bad.

    #2: Kindergarten/Training Principle Nap Time is Invaluable

    Though different people have different kindergarten experiences, one unifying theme that bridges both generations and cultures tends to be the nap period.

    Whether 10 minutes or half an hour, the majority of us experienced that special time in kindergarten where the lights were turned off, and the window shades drawn; and it was quiet, sleepy time. A chance to restore our spent energies, and return to the kindergarten experience with new and positive energy.

    Until I became a trainer, I didn’t give this any thought. I just figured that they told us to lie down because they were tired of the noise we were making, and needed a break. Yet eventually, the insight dawned on me that nap time served me very well. Nap time enabled my young, energetic, and sensory-overloaded mind and body to recharge. It gave me a stamina boost that helped me focus on post-nap activities, such as potato painting, or the all important sing-a-long. In other words: nap time served a primary strategi

    Do They See What You See?
    We are valued in this world at the rate we desire to be valued Jean De La BruyereQuite often our careers or lack of a career will be a reflection of what we see in the mirror. I’ve used the following exercise on many occasions with my workshop participants. It can be quite revealing for them. I break them up into pairs and give them these instructions:A) Tell your partner 2 physical attributes you like about yourself. (Note: physical means being able to touch or point to it.) B) Tell your partner 2 personality traits you like about yourself. C) Tell your partner 2 talents or skills that you like in yourself. D) Tell your partner 2 accomplishments you are proud of.Because we are all different, some of us will find one set of facts more difficult to discuss than the others. It is an effective tool for opening a discussion on self-esteem and it’s impact on your career or job search. If you found the physical attributes to be uncomfortable to discuss you might be suffering from low self-esteem. Psychologists estimate that probably 2 out of 3 people have low self-esteem so you’re not al
    st is dealing with boring or stressful situations.

    When faced with boredom or stress, I’m now fully aware that the best thing to do is not to create a scene or start banging my arms down on a desk or carpet. That is, I learned to mask my true reaction – freaking out -- and replace it with a polite smile, or a stifled yawn. As a thriving kindergarten student, however, I hadn’t quite yet honed this important coping skill; and so when faced with a situation that I found disagreeable, I expressed my feelings quite visibly, and some might say, quite honestly. I was unhappy, and believe me, it showed.

    As a trainer, and as someone who has a vested interest in the growth and development of great training (regardless of whether I’m a part of it or not), I’m fortunate to carry around this kernel of kindergarten wisdom: people might look like they’re not freaking out, but inside, they might very well be screaming and pleading for the day to end.

    And with this insight, I’ve learned that I must be particularly sensitive to the energy and body language that I’m receiving from training participants. Sure, on the surface, they may look fairly composed; but that’s just something we’ve all learned to do as grown-ups. Yet if I’m boring them, or if I’m stressing them out because my delivery is not engaging them, then I have to adjust.

    For example, I may find it valuable to break up a large group into smaller groups if I feel that the room needs an energy boost. Or I might suggest an early break if I feel that I need to reestablish the goals of the training, and can more effectively do it after a clarifying and refreshing time out. Or, I may simply forego a planned presentation, and instead, open up the floor for questions and answers. There’s no hard and fast rule as to what is needed; there’s only the principle that, as a trainer, I must remember that on the surface, my trainees might not be expressing their true opinion about the training. It’s up to me to scan for this, and to make adjustments as I detect changes, both good and bad.

    #2: Kindergarten/Training Principle Nap Time is Invaluable

    Though different people have different kindergarten experiences, one unifying theme that bridges both generations and cultures tends to be the nap period.

    Whether 10 minutes or half an hour, the majority of us experienced that special time in kindergarten where the lights were turned off, and the window shades drawn; and it was quiet, sleepy time. A chance to restore our spent energies, and return to the kindergarten experience with new and positive energy.

    Until I became a trainer, I didn’t give this any thought. I just figured that they told us to lie down because they were tired of the noise we were making, and needed a break. Yet eventually, the insight dawned on me that nap time served me very well. Nap time enabled my young, energetic, and sensory-overloaded mind and body to recharge. It gave me a stamina boost that helped me focus on post-nap activities, such as potato painting, or the all important sing-a-long. In other words: nap time served a primary strateg

    The Invisible Customer
    How many times have you as a customer felt as though you were putting a salesperson out by asking for assistance or interrupting them as they were engaged in a personal conversation with a co-worker or friend?I can recall times I've actually said to different store clerks, who were either fully engaged in telling their co-workers about the wild party they attended over the weekend or the big fight they had with their husband, "I'm sorry to bother you, but do you have this in my size?" and have them look at me as if I had just shattered the most important moment in their life.Have you ever had an experience like this?Many years ago when competition was almost non-existent for many businesses, consumers accepted this type of behavior because they didn't have many options to choose from.Business owners had the upper hand and could charge the prices they wanted without having any real concern for whether or not the customer was truly satisfied or had their need fully met.Today, competition is fierce, particularly with the power of the Internet and expanding global markets.If a consumer doesn'
    arry around this kernel of kindergarten wisdom: people might look like they’re not freaking out, but inside, they might very well be screaming and pleading for the day to end.

    And with this insight, I’ve learned that I must be particularly sensitive to the energy and body language that I’m receiving from training participants. Sure, on the surface, they may look fairly composed; but that’s just something we’ve all learned to do as grown-ups. Yet if I’m boring them, or if I’m stressing them out because my delivery is not engaging them, then I have to adjust.

    For example, I may find it valuable to break up a large group into smaller groups if I feel that the room needs an energy boost. Or I might suggest an early break if I feel that I need to reestablish the goals of the training, and can more effectively do it after a clarifying and refreshing time out. Or, I may simply forego a planned presentation, and instead, open up the floor for questions and answers. There’s no hard and fast rule as to what is needed; there’s only the principle that, as a trainer, I must remember that on the surface, my trainees might not be expressing their true opinion about the training. It’s up to me to scan for this, and to make adjustments as I detect changes, both good and bad.

    #2: Kindergarten/Training Principle Nap Time is Invaluable

    Though different people have different kindergarten experiences, one unifying theme that bridges both generations and cultures tends to be the nap period.

    Whether 10 minutes or half an hour, the majority of us experienced that special time in kindergarten where the lights were turned off, and the window shades drawn; and it was quiet, sleepy time. A chance to restore our spent energies, and return to the kindergarten experience with new and positive energy.

    Until I became a trainer, I didn’t give this any thought. I just figured that they told us to lie down because they were tired of the noise we were making, and needed a break. Yet eventually, the insight dawned on me that nap time served me very well. Nap time enabled my young, energetic, and sensory-overloaded mind and body to recharge. It gave me a stamina boost that helped me focus on post-nap activities, such as potato painting, or the all important sing-a-long. In other words: nap time served a primary strateg

    Are Your Salespeople Confusing Your Prospects And Customers?
    Your ability, as a salesperson, to effectively influence and persuade your prospects and/or customers depends entirely on your ability to communicate effectively. Yes, sometimes having a product to demonstrate, the ability to use third party references, and the use of proof sources (articles, case studies, letters of reference, brochures, news stories, etc) can help you achieve sales success, but I believe that your single strongest tool/skill is your ability to effectively and correctly use language – words – when selling to your prospects/customers.Over the years, I have observed hundreds of salespeople, who represented a variety of organizations selling both services and tangible products, lose sales and customers because of their inability to articulate concepts, ideas and benefits professionally.All of us have one thing in common, regardless of what we sell, how long we have been selling, and whether we are succeeding or failing: we all use words to communicate. I do not mean to play down the importance of non-verbal communication – actually, it makes up a very large percentage of the meaning of the messages w
    the training, and can more effectively do it after a clarifying and refreshing time out. Or, I may simply forego a planned presentation, and instead, open up the floor for questions and answers. There’s no hard and fast rule as to what is needed; there’s only the principle that, as a trainer, I must remember that on the surface, my trainees might not be expressing their true opinion about the training. It’s up to me to scan for this, and to make adjustments as I detect changes, both good and bad.

    #2: Kindergarten/Training Principle Nap Time is Invaluable

    Though different people have different kindergarten experiences, one unifying theme that bridges both generations and cultures tends to be the nap period.

    Whether 10 minutes or half an hour, the majority of us experienced that special time in kindergarten where the lights were turned off, and the window shades drawn; and it was quiet, sleepy time. A chance to restore our spent energies, and return to the kindergarten experience with new and positive energy.

    Until I became a trainer, I didn’t give this any thought. I just figured that they told us to lie down because they were tired of the noise we were making, and needed a break. Yet eventually, the insight dawned on me that nap time served me very well. Nap time enabled my young, energetic, and sensory-overloaded mind and body to recharge. It gave me a stamina boost that helped me focus on post-nap activities, such as potato painting, or the all important sing-a-long. In other words: nap time served a primary strateg

    Fundraising Appeal Letters: Make Yours Novel Using Fiction Techniques.
    What would happen if the author of The Da Vinci Code wrote your next direct mail fundraising appeal letter?Would your letter be boring? Predictable? Forgettable?I’ll give the answer in a minute.Your donors will no longer respond to lacklustre appeal letters. Today’s busy, distracted donors won’t donate to unexciting causes.Blame it on Survivor and American Idol. Blame it on cell phones, iPods, Blackberries, digital TV, satellite radio, junk mail, spam and telemarketers. Blame it on the thousands of other charities competing for your donor’s loyalty. But don’t blame your donor. Your donor, like everyone else, will only read fundraising letters that are novel. Different. Original.Appeal letters today must grab attention and compel donors to read on right to the end, and then donate.The most effective way to hook readers and keep them hooked is to tell original, real-life stories that make your fundraising letters more interesting, more dramatic, more persuasive.That doesn’t mean your donation request letters should be as long as a novel. Just that they should be as interesting
    s experienced that special time in kindergarten where the lights were turned off, and the window shades drawn; and it was quiet, sleepy time. A chance to restore our spent energies, and return to the kindergarten experience with new and positive energy.

    Until I became a trainer, I didn’t give this any thought. I just figured that they told us to lie down because they were tired of the noise we were making, and needed a break. Yet eventually, the insight dawned on me that nap time served me very well. Nap time enabled my young, energetic, and sensory-overloaded mind and body to recharge. It gave me a stamina boost that helped me focus on post-nap activities, such as potato painting, or the all important sing-a-long. In other words: nap time served a primary strategic purpose (who knew?).

    Fast forward to today, and I can see that the same strategic importance remains. Trainees need “down time” (if not necessarily nap time, though some do…). Training can be overwhelming; especially since, at heart, all training is about change. Since change is the most stressful thing that both people and companies experience, it’s incumbent upon me to ensure that I know when my trainees are becoming agitated, and when a short time-out break is going to serve them well.

    I’m also reminded that the capacity for people – not just trainees, but people in general – to learn something new tends to peak at about the 30 minute mark. That is, anything beyond 30 minutes, and the ability to accept and process information begins to wane. After an hour or so, I believe that it can be counterproductive to convey any information.

    This isn’t a negative situation; nor is it a critical observation. It’s not that trainees don’t want to learn, or that they can’t. It’s simple human tolerances. We aren’t meant to sit for more than an hour and learn something; it’s not actually within our biological development, if you really look at it. Can you imagine our cave people ancestors spending hours learning how to hunt and gather? They’d be eaten; or they’d starve, or both.

    We’ve come along way since our cave days, but not as far as it may seem. We still need to learn things, obviously, but we still require frequent breaks. Though we may not yet be at the “nap time” stage in workplace training (though perhaps one day?), as a trainer, I can address this need nicely by ensuring that breaks happen frequently enough so that trainees stay fresh, alert, and engaged.

    Kindergarten/Training Principle #3: You remember the good times

    Though as adults we’ve have countless experiences, and each of those moments takes up residence in our memory, we can all probably hearken back to our kindergarten days to recall whether we enjoyed it or not. And as we reflect upon those enjoyable moments, we’re overcome by a feeling of gladness; of a fond memory unraveling inside us. That’s the feeling of an open-minded experience.

    It’s also fair to say that people who enjoyed kindergarten got more out of the experience than those who dreaded it. Though we don’t cognitively recall what we learned or how, if we liked kindergarten – if we liked our teacher, and liked the atmosphere of where we were learning – we certainly learned much more than we realized. After all, even now as adults, often the most enjoyable and effective learning takes place when we don’t know that we’re learning. In such cases, we learn better because there’s no inner resistance to learning; there’s no mental labeling, or psycholgoical border crossing official, who says “this is a learning experience, it is now entering your mind, please be aware and ensure that you want this to happen”.

    Seen in this way, a powerful insight that was brokered in kindergarten is that people learn more when they enjoy themselves. They not only learn more, but they remember more; and that is the key, since at some early po

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