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Saving Companies Money and Healthcare Costs
The Resilience Formula … by Paul Shearstone Anyone can argue the accuracy of the Millions and Billions now purported spent each year by business and healthcare on stress-related illnesses and workplace absenteeism. Nevertheless, whatever the correct number is… it’s BIG! …and it is, in the Billions! In a new global economy where every cent is crucial to corporate survival, governments and business can no longer afford to ignore this costly and ever-growing crisis. The phrase Employee...

This Generation’s Stress and the Resilience Factor…
This Generation’s Stress and the Resilience Factor… by Paul Shearstone Who among us hasn’t had a conversation with a pre-baby-boomer [senior] who didn’t take pleasure in pointing out that their generation was made of sturdier stuff compared to ours? “We never suffered from depression and stress!” they say. “We accepted what was, sucked it up and soldiered on…. We never had time for ‘nothin’ else!... You kids today aren’t as tough as we were!” Sound familiar? The important question then is,...

Go Ahead… Toss the Starfish!
Go Ahead… Toss the Starfish!  by: Paul Shearstone There is an old story that tells of a man walking along a beach when up ahead in the distance, he catches sight of another man acting strangely. As he gets closer, he notices the man is picking things up from the sand and throwing them into the water. Upon reaching him, he sees the objects being tossed are starfish, stranded on shore by the retreating tide. Curious about his intentions, the first man asked, “What are you doing?” “I am...

Until You've Walked the Path!
Until You've Walked the Path!  by: Paul Shearstone From the depths of despair to the heights of hope. That is the inspiring journey traveled by author Paul Shearstone in his new book Until You've Walked The Path. Shearstone, a successful businessman, author and international keynote speaker, fought desperately to find balance and understanding as his life collapsed around him in the early '90s. Stricken suddenly with a mysterious ailment known then as the Yuppie Flu, Shearstone battled...

What’s causing my Depression and Fatigue?
What’s causing my Depression and Fatigue?  by: Paul Shearstone Chronic Fatigue and Chronic Depression are absolutely systemic in our society today. Recent studies done by the AMA and CMA purport one in four people in North America are suffering from some form of chronic fatigue or depression and it’s expected eight out of ten of us will experience similar afflictions in our lifetime. But numbers like these don’t speak to the cause and only tell half the story. In June of this year, my new...

Stress and Depression are Killing Us!
Stress and Depression are Killing Us!  by: Paul Shearstone A short generation ago, families could set their watch by the time the father got home from work each day. My dad always walked through the front door at precisely 6 PM and supper was served at 6:10. We’d all sit around the table discussing the events of the day and then go out on the street to spend time with the neighbors when the kitchen chores were done. On hot summer nights my parents would sit on the veranda with a cool soft...

Why Not Live Vicariously Through Yourself?
Why Not Live Vicariously Through Yourself?  by: Paul Shearstone Reality programming appears to be all the rage today. Survivor, Sex & the City, Desperate Housewives and the Donald’s You’re Fired; they’re on all the major networks. It seems we can’t get enough of it. Why do you think that is? …………………………………….. Reality programming serves as a medium for many people to live vicariously through others. Who among us has not watched an episode of Survivor and said, “I think I could win that...

The ‘Stand-Out’ Principle
The ‘Stand-Out’ Principle  by: Paul Shearstone Think for a moment about all the people you know that Stand Out from their peers. Michael Jordan, Wayne Gretzky and Tiger Woods may come to mind. Singers like Madonna, Paul McCartney, Pavarotti, Ray Charles, Ella Fitzgerald. Actors like Tom Cruise, Betty Davis, Merrill Streep: so many names – so many standouts. The question then becomes, How is it or what is it about people like these, that make them stand out? A simple answer might be,...

“What Can I Do To Improve My Job-Interviewing Skills?”
“What Can I Do To Improve My Job-Interviewing Skills?”  by: Paul Shearstone Whether you’re a student job seeker or a polished and proven executive, the first thing you must come to terms with is, “Regardless of the position you seek, you are now in sales!” The product you are selling is YOU! The interview is your opportunity to differentiate yourself in the eyes of your customer [the interviewer] when compared to your competitors [other job applicants]. Successful companies today are...

How Important Is It To Stand Apart From Others In An Interview And How Difficult Is It?
How Important Is It To Stand Apart From Others In An Interview And How Difficult Is It?  by: Paul Shearstone Q: How important is it to stand apart from others in an interview and how difficult is it? ...................................................................................... Any professionally trained interviewer can attest these questions are the most asked by people involved with job-hunting. How important is it? Absolutely vital! … How difficult is it? Not hard at all. I...

Lego Laws for Life
Lego Laws for Life  by: Paul Shearstone Just about everybody owns or has owned a bucket of Legos in their time. There’s no denying the fun they provide for a child or even for an adult, which is why, many Lego collections are passed down from one generation to the next. These brightly colored blocks of joy serve to challenge our creativity and our imaginations. They act as an empowering influence on our lives in that they almost beckon us to transform them into anything we want or can...

Your Life and Prosperity Are In Your Reputation!
Your Life and Prosperity Are In Your Reputation!  by: Paul Shearstone “Your good name and your reputation are EVERYTHING! … Protect them at all costs!” my father used to say to me when I was a lad. Even at a young age, I knew there was something important in what my dad was trying to tell me. It was not hard to understand that if Billy Smith or Bobby Jones did something wrong and wound up in the paper they’d enjoy certain anonymity due mostly to the commonality of their names. My family...

2003... Got Goals?
2003... Got Goals?  by: Paul Shearstone Inspiration without application improves nothing, benefits no one and fans the flames of mediocrity! … Paul Shearstone 2002 2003….Got Goals? By Paul Shearstone Ask anybody on January 2nd 2003 if they have New Years Resolutions or goals and nine out of ten will say, "Yes!" ...Ask the same people about their resolutions three months later and they'll look at you like a small goat discovering a new fence for the first time. All good intentions...

The Secret To Beating Tiger Woods At Golf … And, Its Correlation To Success In Business!
The Secret To Beating Tiger Woods At Golf … And, Its Correlation To Success In Business!  by: Paul Shearstone The game of Golf, although difficult to master, can nevertheless be narrowed down to three fundamental disciplines: 1) The Power Game [Driving & Iron Play], 2) The Short Game [Finesse / Shots within 100 Yards] and 3) Putting. Success in golf is largely focused on mastering each skill ‘to the best of one’s ability’ and in so doing, a player’s talent or the lack thereof, becomes...

The Solution-Sell is a Myth!
The Solution-Sell is a Myth!  by: Paul Shearstone Who among us is not already up to here with the omni-smarts who wax poetic the benefits of "Solution Selling." Now it may seem strange for me, the author of the book “Up Your Income! Solution Selling for Profitability” to cast aspersions on the merits of this approach. Nevertheless like so many things in the real world, theory is one thing, application thereof is quite another. The question then becomes; what are the differences between...

Succession Planning? ... Not on My Watch!
Succession Planning? ... Not on My Watch!  by: Paul Shearstone At first blush, it would appear there is no shortage of Succession Planning Advocates convinced in theory, the importance and benefits of corporate Succession Planning. In practice, however, real succession planning - or the overt lack thereof - runs juxtaposed to principle. The important question then is, “Why?” In November 2002 I wrote an article *The Art of Succession Planning in which the argument in favor of a detailed...

The Art of Succession Planning
The Art of Succession Planning  by: Paul Shearstone Succession planning, like any business acumen, is both an art and a science. That is to say, there are many proven strategies that can and must be followed so that successful transition can occur. Too often organizations address the succession challenge through the rearview mirror. They wait for someone to step down or even worse, be removed. Then and only then do they entertain thoughts of who or what should happen next? One of the...

The Laws and Ethics…. Who’s Kidding Who?
The Laws and Ethics…. Who’s Kidding Who?  by: Paul Shearstone Years ago I read an article by a renowned psychologist wherein he wrote his studies found one percent of all human beings would never lie, cheat or steal. One percent would always lie, cheat or steal and given the right set of circumstances, the rest of us would likely lie, cheat and/or steal. I mention this to highlight the fact that, if we can buyoff on this one principle – sobering though it may be – we have then, a benchmark...

The Incentive Dilemma:
The Incentive Dilemma:  by: Paul Shearstone Manufacturers and distributors are rolling out more sales incentive programs for their channel partners than ever before. Some of these programs are not as successful as they could be, however, because they fail to appreciate fully what motivates salespeople and drives them to overachieve. Read on to learn six key concepts that can make your incentive programs more effective. The dangling of the proverbial carrot is an ancient art that is...

My Job Rocks!
My Job Rocks!  by: Paul Shearstone When was the last time you heard someone say that? More importantly: When was the last time you said it? Sadly, too few people today can honestly admit they love their job, their company or in particular their long-term personal outlook. No one has to be reminded how fragile our current economy is especially in light of a [pending] new war in Iraq and how that can threaten our very way of life – perhaps even our continued employment as companies reel in an...

Enron’s Ultimate Victim: Ethics
Enron’s Ultimate Victim: Ethics  by: Paul Shearstone FROM the 'MORAL HIGH GROUND', where we imagine ourselves, the Enron fiasco should have come as no surprise. Enron is simply a quintessential example of the degradation of principles such as trust, loyalty and ethical standards. Why it happened,however,is what really needs to be understood if business is to restore its ethical foundation and survive tumultuous times. Few will argue that business today is more challenging and...

The "What's Next" Syndrome
The "What's Next" Syndrome  by: Paul Shearstone Terms like Postpartum, Post Traumatic and Post Gulf War are all well-known Syndromes - mysteries no longer to the medical community or even those of us who count ourselves among the great unwashed. We hear and read everyday about the negative outcomes from life-threatening trauma. The 9/11 attacks in New York City demonstrate all too clearly the psychological devastation left behind long after upsetting occurrences. Depression [for some,...

Job Hunting: “It’s Still The First Impression Stupid!”
Job Hunting: “It’s Still The First Impression Stupid!”  by: Paul Shearstone In the 1992 USA Presidential election, political strategist James Carville hung a sign in Bill Clinton's Little Rock campaign office that read, “It’s still the economy, stupid.” His intent? Simply to keep everybody focused on the most important issue of the day. History clearly demonstrates he was right and George Bush Sr. was soundly defeated. The lesson to be learned from this is that even the most important among...

What Successful Sellers Know - Others Don't ... The Subtle Art of Closing
What Successful Sellers Know - Others Don't ... The Subtle Art of Closing  by: Paul Shearstone Ask any salesperson, "At what point in the selling process does the 'Close' take place?" Eight out of ten will answer, “at the End”. To be fair, they are not totally incorrect but they are, nevertheless, more wrong than right proving in principle and in practice, Perado's Law: Twenty percent of the sales force make eighty percent of the sales and profitability. The questions that should then be...

Sales Coaching... Fact or Fiction?
Sales Coaching... Fact or Fiction?  by: Paul Shearstone The old adage in selling has always been, “Find out what they want, then, give it to them.” The fundamentals of selling are clearly that elemental. The application thereof, however, continues to be the litmus test that quickly separates the skilled from the rest. In the past, the selling profession relied upon its own bullpens crowded with accomplished journeymen to assume the role of mentor or coach to guide the up-and-coming. But...

Chicken Little and the Disintermediation Myth
Chicken Little and the Disintermediation Myth  by: Paul Shearstone If Chicken Little were alive today he wouldn’t be running around forewarning us of the sky that was about to fall. He’d be too preoccupied alerting everyone about another potential disaster - which may in the end prove to be just as erroneous as his first prediction. Nevertheless, if the conversations around the office water coolers are any indication, he’d still get the attention of many nervous corporate omni-smarts. So...

3-Levels of Successful Selling
3-Levels of Successful Selling  by: Paul Shearstone Any selling approach that lacks a proven strategy, a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral import – is at best, a wishful endeavor. …Paul Shearstone 2003 ...................................................................................... No one ever questions the fact there are born athletes who, when compared to others, make what they do look...

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