Articles on selling through storytelling, and on automating business functions

This morning I published an article by Craig Harrison, “Sales Through Storytelling: Story Tell, Story Sell!” Most entrepreneurs have heard the advice that you should sell a product, idea or service based on its benefits, rather than fact and features. Everyone wants to know “what’s in it for me?” Harrison goes a step farther. He says to tell 30-second or less “success stories.” That will not only demonstrate the benefits, it will also act as a kind of testimonial.

His points are well-taken. Sure, you want to know how the product, idea or service will benefit you. But isn’t it more powerfully persuasive to know how it has benefited others in actual practice?

Yesterday, I published “3 Processes to Put Your Business on Automatic Pilot,” by Sandra Martini. Martini’s recommendations are simple and basic, but I know a number of folks who don’t bother with them. Whether you are a service provider, as she is, or sell products, you would benefit from automating initial contacts, making up customer orientation packages (or providing FAQ’s and other information packages) and making sure to have a regular schedule for marketing activities.

These days, few of us can afford to get a lot of help with our work. The more ways we can find to automate and cut down the work, the better.

Tendinitis, productivity, trackpads and dictation

If you notice that it’s been a while since I’ve been posting, it’s because I’ve been having trouble with elbow tendinitis and the possible onset of carpal tunnel syndrome. So, I have to restrict the amount of use I make of my computer. The keyboard isn’t nearly so much a problem since I have Dragon Dictate.

However, I have been making some adjustments in my computer equipment, such as getting the Apple Magic Trackpad to ease some of the difficulties I have with my mouse. And, I have added several new exercises to my routines.

Between some equipment changes, chair adjustments, rest and exercises, I’m getting the issue resolved and should soon be back to higher productivity. In fact, I should have some new posts for you later today or tomorrow.

Meanwhile, for those of you who occasionally experience the same problems I’m embedding some excellent videos below that shows some great exercises for both wrists and elbows.

Before you go to the videos, though, I’d like to take a moment to plug Dragon Dictate again, and also highly recommend that you check out Apple Magic Trackpad. I’m not ready yet for a long review post, but I’ve reviewed Dragon Dictate a couple of times before, (see the latest review here — it has all the links you need.) and they’ve just published a new version that’s even faster and easier. Of course, most of my readers are on the PC, so for you guys, it’s Dragon NaturallySpeaking. I have a copy of the PC version as well as my much-used Mac version and think it’s even better than the Mac one. (Don’t tell Apple that I cheat on them with Windows from time to time!)

As far as the Apple Magic Trackpad goes, I think everyone is going to want one of these sooner or later. There are a lot of moves you make with a mouse that eventually give you trouble with your elbows, and the trackpad eliminates a great deal of them. Right now, I’m finding it convenient to use both mouse and trackpad in conjunction with one another. It’s working very well.

And, no, there are no affiliate links in the above recommendations. Just want you to know about this stuff.

Without further delay — here are those videos.

Tennis Elbow Treatment Exercises Level #1

Tennis Elbow Treatment Exercises Level #2

Tennis Elbow Treatment Exercises Level #3

Tennis Elbow – The Best Stretch

Time management concepts: What are values?

Over the past few days, I’ve published three articles* by guest authors on time management. I did that because I planned an article of my own that shows how each of those articles contributes to a better understanding of how to manage time. And why time management is much more essential and urgent than most people think. In fact, time management isn’t just about performance and productivity at work. It’s not just about schedules and to-do lists. It’s about living the best life you can live. It’s about choosing to do the most meaningful and fulfilling things in every area of your life.

But, I realized as I began outlining that there are some ideas underlying the significance of time management which aren’t very clear. So, I wanted first to clear them up a bit.

I’m starting with the concept of personal values.

What are values?
Your values are your emotional and mental measurements and judgements. You judge the quality or characteristics of things, people, ideas, behavior and experience. That is, what is good or bad, right or wrong? What is harmful or helpful? What is enjoyable, boring, scary, comforting, etc. You measure how much of that quality/characteristic is in any particular thing, person, idea, behavior or experience. You measure how important that quality or characteristic is to you.

A child, for example, might hold the value judgement that having to do homework is bad. That it is an 8 on a scale of 1 to 10 (10 being the worst.) However, being grounded would be a 10 on that scale, so the child does the homework anyway to avoid the greater “badness” of being grounded.

Where do values come from?
Some values are built in. You are born knowing that pain is bad and comfort is good. You may not have the words or concepts for that. But you cry when you are uncomfortable and coo when you are dry and well-fed.

As you grow, you learn values from your parents and caregivers. First you learn through basic reward/punishment and later by modeling and teaching. As you grow more, you learn through experience and reasoning. And you learn to live up to the standards of your society or culture. (Socialization.)

Part of our socialization comes in the form of learning and obeying rules and laws.

How do you use values?
Values are at the core of every decision you make. Values affect your behavior from the tiniest task to the life-changing choices. Values play a part in whether or not you brush and floss and who you select to marry.

You make your choices based on what your values tell you is the best to do under the circumstances you have.

And most of the time, you don’t even have to think about it. Because your values are ingrained in your unconscious. Even when your values come into conflict with one another, you seldom think about your decisions. Your value system has measures of the relative “value” of your values! For example, your own life and survival has a high value and priority. However, you might have a child you love enough to sacrifice your life for — meaning that he/she has a higher value and priority to you.

Your values and value system are most useful when you examine them and make sure that they represent your ideal “self” and have the fewest possible conflicts. After all, they are going to operate mostly automatically and unconsciously when you are making choices. You want them to be the best values for you.

Your values are formed from your lifetime of learning. They have their roots in beliefs, prejudices, information and misinformation. In hopes, dreams, wishes, fears and concerns. So, some of your values are primarily correct and useful. Some of your values a filled with errors and will harm you or others.

Your decisions. Your goals. Your actions. Your plans. Your schedules. All are based on your values. You will chose what to do first and what to do next according to what’s most important to you. If you’ve adopted a harmful set of values, you might, for example, choose to call in sick to work and go play golf. That choice could get you fired. It’s risky. It is also not in alignment with normal work ethics.

You can see it’s essential to know your values. To think about them. To see if your actions reflect what you believe is right. To see if what you believe is “right” actually reflects the “real world.”?
To examine your values, your best approach is to create and complete a values list or chart. To get you started, I found a good, free example at

* The three articles are:
1. Our Values Set Our Priorities
2. Time is a Finite Commodity – Do You Have Enough?
3. Time and Productivity Management — Sandy Style