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About Tony Alessandra
Dr. Tony Alessandra helps companies turn prospects into promoters. He is two speakers in one... a professor and a performer, or as one client put it – he delivers college-level lectures in a comedy store format. Dr. Tony offers audiences the opportunity to enjoy themselves while learning practical, immediately applicable skills that positively affect their relationships with prospects, customers and co-workers. His focus is on how to create instant rapport with prospects, employees & vendors; how to convert prospects and customers into business apostles who will “preach the gospel” about your company and products; and how to out-market, out-sell and out-service the competition.
Dr. Alessandra has a street-wise, college-smart perspective on business, having been raised in the housing projects of NYC to eventually realizing success as a graduate professor of marketing, Internet entrepreneur, business author, and hall-of-fame keynote speaker. He earned a BBA from Notre Dame, an MBA from the Univ. of Connecticut and his PhD in marketing in 1976 from Georgia State University.
Tony is Founder & Chairman of Global Assessment Technologies LLC, DBA Assessments 24x7, a company that offers a variety of online assessments, including the widely used DISC profile, the Emotional Intelligence 360, Motivators (Values/PIAV) assessment, and several 360º effectiveness assessments.
He is also a prolific author with 31 books translated into over 50 foreign language editions, including the revised, best-selling The NEW Art of Managing People; Charisma; The Platinum Rule; Collaborative Selling; and Communicating at Work.
He is featured in over 100 audio/video programs and films, including DISC Relationship Strategies; The Dynamics of Effective Listening; and Gaining the EDGE in Competitive Selling. He is also the originator of the internationally recognized behavioral style assessment tool - The Platinum Rule®.
Dr. Alessandra was inducted into the NSA Speakers Hall of Fame in 1985. In 2009, he was inducted as one of the “Legends of the Speaking Profession;” in 2010-2014, he was selected 5 times as one of the Speakers.com Top 5 Sales/ Marketing/ Customer Service Speakers by Speaking.com; in 2010, Tony was elected into the inaugural class of the Top Sales World Sales Hall of Fame; in 2012, he was voted one of the Top 50 Sales & Marketing Influencers; and also in 2012, Dr. Tony was voted the #1 World’s Top Communication Guru.
Recognized by Meetings & Conventions Magazine as "one of America's most electrifying speakers," Tony's polished style, powerful message, and proven ability as a consummate business strategist consistently earn rave reviews and loyal clients.
Dr. Tony Alessandra
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Titles By Tony Alessandra
If applied verbatim, it can backfire and actually cause personality conflicts. Why? Because following The Golden Rule literally treating people the way you'd like to be treated means dealing with others from your own perspective. It implies that we're all alike, that what I want and need is exactly what you want and need. But of course we're not all alike. And treating others that way can mean turning off those who have different needs, desires, and hopes.
Instead, we suggest honoring the real intent of The Golden Rule by modifying that ancient axiom just a bit. We think the key to lasting success in business, and the secret to better relationships, is to apply what we call The Platinum Rule: "Do unto others as they'd like done unto them."
That means, in short, learning to really understand other people and then handling them in a way that's best for them, not just for us. It means taking the time to figure out the people around us, and then adjusting our behavior to make them more comfortable. It means using our knowledge and our tact to try to put others at ease. That, we suggest, is the true spirit of The Golden Rule. So The Platinum Rule isn't at odds with The Golden Rule. Instead, you might say it's a newer, more diversity-sensitive version.
From the award-winning authors of the bestselling management classic comes the revised and updated edition of The New Art of Managing People, featuring eight new chapters on important contemporary business issues such as ethics, diversity, managing conflict, and creating high-performing teams. When a manager establishes a friendly yet productive working atmosphere, the benefits to the entire organization are substantial. Here, Dr. Phillip L. Hunsaker and Tony Alessandra clearly provide practical and accessible strategies, guidelines, and techniques for managing the best team you could possible have.
We will now introduce you to the four behavioral styles that are used throughout this book: the Director, Socializer, Thinker and Relater. As you read the description of each style, try to visualize previous or current customers who possess each style. Also ask yourself whether you would have been a more successful salesperson (or a co-worker, parent, spouse, or neighbor ) had you adapted your behavior to match the style of past customers… regardless of whether they bought from you or not.
This valuable handbook to better business communication can help you develop the skills you need to succeed. Using real-life examples, it offers practical, easy-to-use instruction in writing effective memos and reports, making memorable presentations, and leading productive meetings. It also introduces key telephone skills, shows you how to interpret body language and personal communication styles -- and teaches you the critical listening and questioning skills you need to get ahead.
Whether you're a top manager trying to lead a large organization or one of the millions of people who actually get the work done, Communicating at Work can help you be more effective, get more of what you want out of work, and improve your chances for success.
"Am I having fun selling or being a manager of other sales people?"
If you're not having fun...If you're not making the money you know you can…If selling seems to be a struggle...If it feels like a confrontation or game between you and your customer...Do yourself a favor right now.
There are really only two ways to sell anything. One is a struggle most of the time. Let's call this one "Hard Selling".
The other seems pretty effortless. I call this one "Non-Manipulative Selling".
I must admit that both will get you some business.
However, "Hard Selling" is always uphill battle. "Non-Manipulative Selling," on the other hand, guarantees you huge rewards, an endless flow of ready-to-buy prospects, and creates an environment for you to have incredible fun doing it.
When you become a part of your customers' very own support staff (which is the case in "Non-Manipulative Selling"), you will consistently get referrals and repeat business. Hopefully you do get a lot of referral and repeat business. Unfortunately, too many salespeople I work with can't say that. If that sounds like you, I can help you transform your results.
Back in the 60's and 70's, selling was pretty simple. All you had to do was have a great opening line, a good pitch, and a strong close and you would get sales.
You can't do that today. Your customers are too smart. They are too savvy. Yet a lot of sales people way underestimate the knowledge and intuition their prospects come armed with. Just think. They research the Internet. They shop around. They listen, not just to what you say, but also to how you say it. As they listen to you, they are looking for the intent behind your words. If they get just a whiff of selfishness, greed or dishonesty coming from you, that's it! They are gone, for good. But above everything else, they can't stand to be "sold".
Here's the bottom line.
I spent years (and many, many thousands of dollars) putting together an easy to learn sales system that not only allows your customers to feel great about doing business with you, but they love to talk about the experience with their friends, who they send to you as well. It makes your job so much easier. When people come to you, the dynamics of selling change.
I call this Non-Manipulative Selling. It contains strategies and techniques that ensure you team up with your prospects. They now see you, not as a pesky sales person out to make a buck but, as an expert consultant working on their behalf.
You become partners with your customers and spend more time in the beginning building a foundation. You learn (really learn) who they are and what they want and need. It may seem time consuming at first. You may even feel like you are letting sales get away. But nothing could be further from the truth. In the end, you'll have more business than you can handle.
Is it simple to learn?
Yes. But I have to warn you. It is not easy. You must have focus and discipline. You must be willing to break through your old habits and incorporate new ones. If you are not willing to at least try, then don't invest in this program. You'll just be disappointed.
But if you are willing and want to dramatically improve your sales commissions, increase your referrals, and hang on to your customers so they buy from you time after time, then I have good news. This stuff is not brain surgery, but it is powerful. It becomes second nature to you. You'll be able to watch as both your sales and your commissions quickly go up. Way up.
Most of us never figure people out. We just ricochet through life. We get along great with some people, refuse to deal with others, or have as little interaction as possible with still others, because they are so different from us.
However, what if you knew the secret of those differences? What if there was a simple, but proven, way to build rapport with everyone? To eliminate interpersonal conflicts? To take charge of your own compatibility with others? To make our interactions with friends, family and loved ones mutually beneficial instead of a contest of wills?
You literally hold such a key in your hands. A product of psychological research and practical application, People Smart is a proven method of connecting with anyone in the workplace and is indispensable to anyone who is curious about what makes themselves and others tick.
You can learn to handle people the way those people want to be handled and to speak to them in the way they are comfortable listening.
Salespeople are among the most highly paid professionals in American society, and they are very important to the economy. Why, then, do so few people respect sales as a career? Employee turnover is higher in sales than in most occupations. Ask most college students if they want to be salespeople and the answer is a resounding no!
I1 Habit™ Could Change Your Life Forever
You know the joy you feel when you are so passionate about your "why" that you can't wait to wake up and jump right into life? That motivation will get you started, but to be able to follow through, you need the Habits that will help you place one foot in front of the other when things get tough.
Author, Steve Samblis spent years searching the world for the most successful people on the planet. He got to know them and asked them each "What was the one most crucial habit in your life that has made the most significant impact on your success." He then took these 100 Habits and put them into a book called 1 Habit.
Not only does the 1 Habit contain the Habits, but it also teaches you how to make a Habit part of who you are. Make it part of your being. Once instilled in you, the Habits becomes something you just automatically now do, and that automates your pathway to success.
These Habits come from people that you want to model your life after. A group that Steve has termed as “Happy Achievers”. People that are operating at the highest levels Emotionally, Spiritual, their Physical Character, the way they Live, and of course, Financially. Happiness through the balance of performing and living at your peak in all those areas of their lives.
Bottom line, you could spend 20 years of trial and error trying to find these Habits for yourself, or you can read 1 Habit and learn from others that have already done the work for you. 1 Habit compresses decades into days.
Lastly, the knowledge you will find in 1 Habit is not power. Execution is power. If you don't put these habits into your life, what you have in your heart, your desires will honestly only be a dream. And, the last thing we want is for you to be 90 years old and you look back and say… "Wow, that was a nice dream." When it could be your reality if you start adopting these Habits into your life right today.
Steven Samblis, Dr. Greg Reid, Dr. Tony Alessandra, Frank Shankwitz, Dr. Rebecca Heiss, Lt. Randy Sutton (Ret), Marie Roberts De La Parra, Mark Tufo, John Davis, Eileen McDargh, Dr. Todd Dewett, Erik Therwanger, Billy Arcement, Mark Sanborn, Kathy Gruver, Joy Rains, Linda Zander, Susan Sharp, John Ayo, Rick Broniec, Gaurav Bhalla, Bonnie Low-Kramen, Robert Siciliano, Joe Schmit, Kelly Byrnes, Mike Wittenstein, Jim Cathcart, Mandy Bass, Gary Gopar, Dr. Sue Morter, Michael Gregory, Ray Waite, John Floyd, Alan Berg, Theresa Puskar, Art Sobczak, Brent Scarpo, Bill Jelen, Mohamed Tohami, Dr. Hassan Tetteh , Bridgett McGowen, Robert T. Whipple, Sean Glaze, Jeff Davidson, Diana Maux, Merrick Rosenberg , Mark Levit, Mat Shaffer, Kristin E. Smith, Holly G. Green, Chris Warner, Motoe Haus, Steve Beckles-Ebusua, Raymond Harlall, Lisa Braithwaite, Marc Griffiths, Jason Hewlett, Gail Rubin, Darlene T. Carver, Brandon B. Kelly, Mike Tankel, Ted Ma, Abby Donnelly, Amy Leslie, Naomi Bareket , Alvin Law, Daniel Levine, Katie Mares, Roy Smoothe, Mischel LeeBoyd, Tracy Litt, Greg Vetter, Buck Jones, Van C. Deeb, Craig Titley, David Meltzer, Shawn Edwards, Erik Swanson, James Wittaker , Sharon Lechter, Jennifer and Stephanie Sutto, Cort Davies, Jessica Radetsky, Joe Sweeney, Dr. Steve Taubman, Christopher Bollenbach, John Shin, Angelica Bridges, Richard J. Shemin, M.D., Robin Hoffman Haack, Peter B. Stark, Lori McNeil, Krystylle L.
In today's fast-moving, fiercely competitive markets, sales is more than a job, it is a career, a profession requiring special knowledge and specific skills. You have to be your own boss, take on the responsibilities—and reap the rewards—of sales management.
Now communication expert Dr. Tony Alessandra, author of the best sellers Relationship Strategies and The Ten Qualities of Charismatic People, will teach you the Ten Qualities of The World's Greatest Communicators. Tony has observed that the majority of the great leaders in the worlds of both politics and business are also great communicators. They have an ability to establish bonds with people that are based on respect and honest communication. Great communicators make others want to trust and believe in them, and they possess a set of skills that enable them be heard in a way that gets results.
Learn the 10 qualities and, more importantly, ideas and strategies to develop the same dynamic communication skills of these great leaders. Here's just a sample of what you'll learn:
How to use questions to build rapport and trust.
How to give and receive feedback with grace.
How to engage in conflict resolution effectively.
How to develop the ability to make powerful and persuasive public presentations.
How to adapt your communication style to build strong relationships with anyone.
How to become a charismatic and persuasive communicator.