Be on time and be prepared!

Uncommon Common Sense Firm handshake “Please,” “Thank you,”

“Excuse me” Do not interrupt Be punctual

Find out who you will be meeting. Visit company web site and take

notes. Think about common interests to

break the ice. Familiarize yourself with the industry. Brush up on current events.

Familiarize yourself with meeting agenda. If you can’t attend a meeting, send someone

in your absence. Jot down any questions/issues. If you’re chairing the meeting…

Make sure everyone participates. Discourage sidebar conversations Make a “call to action” list Distribute meeting minutes within

24 hours

Be friendly to the receptionist!

Win points with an executive assistant

Shake hands and acknowledge him/her by name

Accept coffee graciously and start a conversation

Engage in small talk while waiting for your meeting

Bring a small gift during the holidays Thank the assistant by name when

you leave During follow-up calls, use

assistant’s name in conversation

Measure the mood Follow the lead of the person in charge

Slow down: make friends Establish rapport by commenting on

personal items in office Define goals and expectations

Ask questions and summarize expectations

Follow up and be honest about what you can fulfill

Part II

Minor irritants, random acts of rudeness, or unconscious brush-offs make us want to avoid doing business with someone.

Smiling, cheerfully greeting a coworker, and remembering children’s names of a client all establish rapport.

Be honest. Your credibility is based on your ability

to be honest in all situations. Keep your word.

Your professional credibility decays when you don’t deliver on your promises.

If you can’t complete a task, notify your client immediately.

Admit mistakes. Take responsibility and correct mistakes

ASAP. Be punctual.

When you are repeatedly late you send a signal that you don’t respect others’ time.

Should you find yourself arriving late, simply apologize and say no more.

Choose your words carefully. Foul language gives the impression that

you are immature and lacking in self-control.

Handle conflict with grace. Maintain a calm, unwavering demeanor in

the best and worst of situations. Don’t burn bridges.

Your adversary today could be your ally tomorrow.

Never speak negatively about a past employer.

Part III

First rule of networking is visibility! Join professional organizations or groups

that need your talents Volunteer to serve on boards and

committees Attend charity events for fund-raising Give presentations at industry association

meetings or guest lecture at a university Contact Toastmasters to find clubs in your

area Take a class in public speaking if you lack

the skills

The type of handshake you extend speaks volumes about you and your intentions. According to folklore, handshaking used

to be a sign of goodwill. Some recruiters refuse to hire candidates

who don’t stand to shake hands.

Tips for the perfect handshake All introductions should be accompanied with a firm

handshake Standing is more powerful than remaining seated Short and sweet, with a smile and good eye contact Shake hands, then pause briefly before releasing

your hand

Remembering names is an essential skill for succeeding in business. Remembering someone’s name sends a

“powerful, warm, fuzzy message that that person is important and valued.”

Start with the desire and be patient and willing to practice each day. A person is flattered if you make an effort

to say his name rather than nothing at all.

If you think you’re bad at remembering names, you will be!

1. Make friends first.2. Think of it as farming, not hunting.3. It’s not about you, it’s about them.4. Help others and you help yourself.5. Planning precludes poor

performance.6. Everyone you meet is a potential

contact.

You are always selling yourself!

Don’t let your stomach be your guide. To curb hunger, eat before the event

to avoid comfort zones (bar and buffet).

Don’t juggle your food and drink. Mingle first, eat later.

Loose lips sink ships. Don’t overindulge and limit alcohol.

That fastest, most cost-effective way to build your sphere of contacts is through word-of-mouth referrals.

Don’t be a wallflower. Introduce yourself to fresh faces. Sit at

separate tables from colleagues. Avoid unwelcome topics and office gossip.

You reveal much about your own character when you talk about others behind their backs.

Don’t leave without your business cards. Respect a person’s time.

Make an appointment to continue your conversation at a later time.

Pretend you’re the host. Stand near the door and

greet others. Ask a “connector” for help.

Request that this person introduce you to others.

Volunteer to help. This gives you a feeling of

actually belonging instead of wanting to belong.

Call or send an email (handwritten note).

Send magazine or newspaper clippings. Send a congratulatory note Send an electronic newsletter.

Part IV

Ask good questions and then listen Identify a bond or commonality you

share Give a compliment Know a little about a lot of things Don’t exclude spouses or others nearby

The Braggart The Rumor Monger The One-Upper The Hard-Hearted The Pick-Your-Brainer The Rambler

Listen to your customers Listen to employees at all levels

A Good Listener Takes time to

think Finds relevance to

F & B & holds solution until full picture is revealed

Concentrates on content

Jots down bullet points while maintaining eye contact

Shows enthusiasm

A Poor Listener Is easily distracted Wants to complete

people’s sentences Mentally “tunes out” Distracted by

language differences Tries to write down

every word Quick to give

presentation w/out a thorough understanding

Lethargic, bored, uninterested

God gave us 2 ears and only 1 mouth…

Ask pertinent questions Practice empathetic listening Listen with your entire body Share personal stories Paint a visual picture Don’t interrupt Pause before you reply Eliminate distractions Speak with a purpose Don’t give unsolicited advice

Part V

Consider their time zone Ask permission before putting someone

on hold or speaker phone Don’t use speaker phone within earshot

of co-workers Avoid using call waiting if you’re on the

phone w/your boss or client Voicemail etiquette

200 per day 30% are deemed unnecessary

3 hours / day Reserve for simple matters

Your e-mail address Use the subject line to inform Don’t SHOUT Skip the fancy decorations Keep it brief, but not abrupt No e-mail is private Proof it before you send Be cautious about using “Reply All” Watch the humor and forwarded

messages

Cute ring tones Incoming voicemail message People in front of you take precedent Be courteous to those within earshot Don’t be guilty of “cell yell”

COPY THE TEST IN MYTSU AND COMPLETE IT.