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Business Best Practices Radio Show--1/28/05
Connecting people with the knowledge that produces results |
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 Host: Jesse "Bottom Line Guy" Wacht
Co-founder, Business Best Practices.com
Email the Host
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Listen to the Show Archive by Clicking
the Appropriate Media Link for
each Segment in the Agenda Below.
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 Contributing Editor: Howard Putnam
Ex-CEO Southwest Airlines
Appears first Friday of every month
Email the Editor
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Send Me Weekly Show Agenda:
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Management & Leadership
8:00-8:15 AM PST
 George's Business Profile
George's Company Site
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Keys to Becoming a Productive Negotiator
Dr. George Lucas, Speaker, Trainer and Author of Strategic Marketing Management
- The 2 critical dimensions that define and determine how to negotiate (get this wrong and you might as well not show up at the bargaining table)
- 4 specific strategies for negotiating no matter how cooperative (or uncooperative) and proactive (or reactive) the competition is
- The one thing you must do at the beginning of a negotiation to enhance your credibility, fill key knowledge voids and expand your relationship with your opponent
- Do’s and don’ts for making concessions that will bail your butt from bad blunders and satisfy BOTH parties
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Customer Acquisition & Retention
8:15-8:30 AM PST
 Julie's Business Profile
Julie's Personal Site
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The Formula Based Approach to Qualifying Prospects
Julie Thomas, President and CEO of ValueVision Associates
- Cut to the chase—find out right away how to weed out prospects that will NEVER bring you business
- How to get the prospect to see you as the solution to his problems (not some wuss whining to win an appointment)
- How to develop a model to discover what the customer really wants (when you understand this, your competition won’t know what hit them)
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Customer Loyalty & Communication
8:30-8:45 AM PST
Julie's Business Profile
Julie's Personal Site
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The Formula Based Approach to Qualifying Prospects, continued
Julie Thomas, President and CEO of ValueVision Associates
- The critical missing element that most people miss when qualifying prospects (SHAME on you if you aren’t doing this)
- 3 techniques to uncover and access the ultimate decision maker (you’re wasting your time if you aren’t actively using these techniques every time you make a call)
- How to negotiate for the return ticket to the decision maker (and make it stick!)
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Bottom-line Wrap-up plus Q & A
8:45-9:00 AM PST
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Bottom-line Wrap-up plus Q & A
Host, Jesse Wacht with Dr. George Lucas
- Putting It All Together: Insights, Input and Integration of the topics from today's guest with Jesse and George as they wrap up and give their take from a people, process and management implementation angle.
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Past Show Agendas with Links to Archives
9/24/04--Four Segments - Putnam, McKain, Gitomer, Putnam/Wacht
10/1/04--Four Segments - Putnam, Gitomer, Gitomer, Putnam/Wacht
10/8/04--Four Segments - Faust, Alessandra, Alessandra, Faust/Wacht
10/15/04--Four Segments - CRM, Roebke, Higby, Davis/Wacht
10/22/04--Four Segments - Jensen, Parinello, Jensen, Parinello/Wacht
10/29/04--Four Segments - Temple, Cathcart, Cathcart Temple/Wacht
11/05/04--Four Segments - Putnam, Stein, Alessandra, Putnam/Wacht
11/12/04--Replay of Premier Show Featuring- Putnam, McKain, Gitomer, Putnam/Wacht
11/19/04--Four Segments - Downs, Downs, Brody, Downs/Wacht
11/26/04--Four Segments - Putnam, Gitomer, Gitomer, Putnam/Wacht
12/03/04--“Best Of” Strategies to Create a Competitive Advantage in 2005
12/10/04--Four Segments - Boyd/Watt, Buterin, Boyd/Watt, Buterin/Boyd/Watt&Wacht
12/17/04--Four Segments - Reid Smith for 3 segments then Reid Smith&Wacht
12/24/04--Special Holiday Replay of The "Best Of" Show on 12/3/04
12/31/04--Special Holiday Replay of The "Best Of" Show on 12/3/04
01/07/05--Howard & Jesse QA Show
01/14/05--Four Segments - Kostner, Kostner, Pinskey, Kostner&Wacht
01/21/05--Four Segments - Faust, Stein, Stein, Faust & Wacht
About Business Best Practice Radio
Internet radio with a supporting Web site...a powerful combination for delivering business best practices that you can quickly absorb and immediately apply to your business.
In each of the four 15-minute segments of the Internet radio show you "take-away" fresh, up-to-the-minute, concise modules of information from world-class business experts that will leave your competitors in the dust. Information that you can't get in print or some stagnant Web site. And from our continuously updated supporting Web site, BusinessBestPractices.com, you'll be able to access more in-depth information on the show's "take-aways."
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If you experience any difficulty, please send
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email to
support@businessbestpractices.com .
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