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Business Best Practices Radio Show--1/28/05
Connecting people with the knowledge that produces results
Host: Jesse "Bottom Line Guy" Wacht
Co-founder, Business Best Practices.com


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Listen to the Show Archive by Clicking
the Appropriate Media Link for
each Segment in the Agenda Below.


Contributing Editor: Howard Putnam
Ex-CEO Southwest Airlines
Appears first Friday of every month


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Show Agenda and Guests
Management & Leadership
8:00-8:15 AM PST


George's Business Profile

George's Company Site



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
  • Doís and doníts for making concessions that will bail your butt from bad blunders and satisfy BOTH parties
Customer Acquisition & Retention
8:15-8:30 AM PST


Julie's Business Profile

Julie's Personal Site



The Formula Based Approach to Qualifying Prospects

Julie Thomas, President and CEO of ValueVision Associates



  • Cut to the chaseófind 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 wonít know what hit them)
Customer Loyalty & Communication
8:30-8:45 AM PST


Julie's Business Profile

Julie's Personal Site



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 arenít doing this)
  • 3 techniques to uncover and access the ultimate decision maker (youíre wasting your time if you arenít 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!)
Bottom-line Wrap-up plus Q & A
8:45-9:00 AM PST




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.


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--ďBest OfĒ 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."

If you experience any difficulty, please send an

email to support@businessbestpractices.com .



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