Viewing all posts under Behavioral Styles



A couple of weeks back, I posted a blog outlining some tactics for tapping into the customer’s perspective in order to increase sales in your business.  In that blog post, I promised I would write more in a future blog about behavioral profiles and today I am following through with that promise. Understanding behavioral profiles is essentially about understanding the four different styles of behavior when looking at individuals.  It  is an excellent way to gain knowledge about how to craft your sales and ...


In the book Room Full of Referrals (click here for the paperback edition and click here for the Kindle edition) which I wrote with Tony Alessandra and Dawn Lyons, we talk about the Top Ten Referral Marketing Basics and number one is: Belong to Three Different Networks A Service Network like the Rotary Club, for example.  Service clubs are devised for just that, to provide service to an organization.  Your main reason for joining a service clubwould not be to gain business.  Most people truly believe in what the or...


International Networking Week®  2013 is almost here and with it comes tremendous opportunity for  businesspeople across the globe to grow business through the development  of powerful new connections! International Networking Week®  is an initiative of BNI® and its focus is to celebrate the key role that networking plays in the  development and successs of business around the world.  It’s about  creating an awareness of the process of networking.  Not just any kind  of networking, but “relati...


In this brief video, Roger Green and I talk about the two styles of engagement (Relational vs.Transactional) and The VCP Process®. Throughout the course of my research, I’ve found that, on the average, when it comes to networking, men’s behavior typically goes in one specific direction, and women’s behavior goes in a very different direction. It’s very important to understand this but what’s even more imperative to understand is the VCP Process®–if you don’t get VCP, nothi...


TR Garland (pictured with me in the photo below) is a friend of mine and co-author of one of my most recent #1 best-selling books called “Building The Ultimate Network.”  He’s also considered a top trainer for the Referral Institute. For some time now, we’ve both observed a need to drill down on one of the most important and foundational concepts to networking – The VCP Process®.  Eight months ago, we started a much-anticipated 12-part monthly series of blog posts which addresses this and contains some v...


At a recent Referral Institute conference, I was talking with Tiffanie Kellog and Renia Carsillo, two Referral Institute trainers from Florida, and we were talking about the “Ten Commandments for Working a Networking Mixer.”  To our surprise, we each share the same favorite when it comes to the Networking Mixer Commandments yet the reasons why it’s our favorite are quite different. Tiffanie is an introvert, I’m a situational extrovert, and Renia is an introverted go-getter.  However the R...


Body language can be an extremely powerful or attractant or deterrent when it comes to building relationships with others.  Could you be unknowingly undermining your networking efforts through your body language? Here’s a good experiment to implement, sooner rather than later.  The next time you’re out networking, take along a trusted friend and have him observe your body language.  Here are several things you can ask him to focus on regarding your performance at this event: Eye contact.  Are you maki...


A couple weeks back, I posted a video featuring top tips on overcoming your own shyness when networking.  The video featured a good friend of mine, Tara Schmakel, who is an expert on overcoming shyness as she herself was once very shy and is now known as “The Once Timid Networker.” If you view yourself as being the definition of a gregarious extrovert, chances are that you noticed the video blog post and didn’t pay much attention because you thought the topic of timid networkers didn’t really...


As a networker, there’s no question about whether or not your behavioral style is affecting your referrability–it IS.  The question is, how can you learn to effectively communicate with a diverse array of other behavioral styles while maintaining your own style for an optimum outcome? In this video, Dawn Lyons (whom I consider to be one of the world’s leading experts on behavioral styles/profiles and referral networking), my partner in the Referral Institute, talks with me about how behavioral styl...


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