The document discusses four fatal viruses in knowledge that can undermine staff motivation: false data, fixed ideas, rumors, and know-best attitudes. It also discusses characteristics of antisocial and social personalities, noting that antisocial people make up about 20% of the population and tend to oppose improvement efforts, while social people comprise the other 80% and generally aim to get along with others. Effective teams are built on clear goals, roles, communication rules, and addressing problems created by dysfunctional people.
The document discusses three conditions of existence - BE, DO, and HAVE. BE refers to identity and beingness. DO refers to action and accomplishment. HAVE refers to owning and possessing things. It also discusses an organizing board for coordinating different roles or "hats" in an organization, with 7 main divisions and departments within each. Finally, it discusses two types of people - antisocial people who oppose groups, and social people who try to get along. Antisocial people make up 20% of the population and have characteristics like speaking in broad generalizations and dealing in bad news.
The document discusses recruiting, motivating, and retaining staff. It identifies four "fatal viruses" that negatively impact knowledge: false data, fixed ideas, rumors, and thinking one knows best. It also outlines characteristics of antisocial and social personalities, noting the importance of identifying social personalities to avoid wrongly attacking others. Key elements for effective teams include coordinated goals, responsibilities, communication rules, and addressing problems. The three conditions of existence are defined as being, doing, and having.
This document provides an overview of strategic sales concepts from L. Ron Hubbard. It discusses the 3 conditions of existence - being, doing, and having. It outlines the 4 exact steps in sales as contacting, handling, salvaging, and bringing the client to understanding. It also discusses products and exchange, motivation scales, and establishing communication rules for an effective team. The overall summary is that the document outlines key sales strategies and concepts from L. Ron Hubbard including the conditions of existence, steps in the sales process, and elements for an effective sales team.
The document discusses concepts related to public relations (PR) and marketing as outlined by L. Ron Hubbard. It defines PR as interpreting company policy to different publics and advising on policy to make the company known and understood. Marketing is defined as packaging and distributing a product to obtain maximum potential and profit. The key difference between PR and marketing is that PR creates understanding of a company while marketing creates demand for products and services.
Seminar conducted at Manuel L. Quezon High School, Manila Philippines September 1, 2007. Presentation showing qualities of leaders and leadership styles.
The document discusses various theories and styles of leadership. It defines leadership as the ability to influence others towards achieving a common goal. Some key points made are:
1) There are different theories of leadership including trait theory, behavioral theory, contingency theory and situational theory.
2) Common leadership styles discussed are authoritarian, democratic, and laissez-faire.
3) Additional models covered include Fiedler's contingency model, path-goal theory, the managerial grid, and Likert's leadership systems.
4) Factors that influence leadership effectiveness include the leader, followers, communication skills, and adapting to different situations.
The document discusses strategic tools for managers to free themselves from daily activities. It outlines vital elements of effective teams, including setting goals and strategy, assigning roles and responsibilities, and establishing communication rules. It also discusses potential problems such as lack of goals or roles, and their solutions. The document then covers the administrative scale used to manage organizations, from setting goals down to tracking valuable final products. It explains conditions of existence as being, doing, and having, and how to coordinate roles using an organizing board with hats at different levels to ensure production of valuable final products.
The document discusses marketing, promotion, and dissemination. It provides definitions and explanations of these terms from L. Ron Hubbard's works. Marketing is defined as conceiving, packaging, and distributing a product to maximize potential and compensation. Promotion aims to make something well known and well thought of by offering what will elicit a response. Dissemination means broadly spreading information about an organization. Surveys are emphasized as essential to determine what products or messages people will respond to positively.
The document discusses three conditions of existence - BE, DO, and HAVE. BE refers to identity and beingness. DO refers to action and accomplishment. HAVE refers to owning and possessing things. It also discusses an organizing board for coordinating different roles or "hats" in an organization, with 7 main divisions and departments within each. Finally, it discusses two types of people - antisocial people who oppose groups, and social people who try to get along. Antisocial people make up 20% of the population and have characteristics like speaking in broad generalizations and dealing in bad news.
The document discusses recruiting, motivating, and retaining staff. It identifies four "fatal viruses" that negatively impact knowledge: false data, fixed ideas, rumors, and thinking one knows best. It also outlines characteristics of antisocial and social personalities, noting the importance of identifying social personalities to avoid wrongly attacking others. Key elements for effective teams include coordinated goals, responsibilities, communication rules, and addressing problems. The three conditions of existence are defined as being, doing, and having.
This document provides an overview of strategic sales concepts from L. Ron Hubbard. It discusses the 3 conditions of existence - being, doing, and having. It outlines the 4 exact steps in sales as contacting, handling, salvaging, and bringing the client to understanding. It also discusses products and exchange, motivation scales, and establishing communication rules for an effective team. The overall summary is that the document outlines key sales strategies and concepts from L. Ron Hubbard including the conditions of existence, steps in the sales process, and elements for an effective sales team.
The document discusses concepts related to public relations (PR) and marketing as outlined by L. Ron Hubbard. It defines PR as interpreting company policy to different publics and advising on policy to make the company known and understood. Marketing is defined as packaging and distributing a product to obtain maximum potential and profit. The key difference between PR and marketing is that PR creates understanding of a company while marketing creates demand for products and services.
Seminar conducted at Manuel L. Quezon High School, Manila Philippines September 1, 2007. Presentation showing qualities of leaders and leadership styles.
The document discusses various theories and styles of leadership. It defines leadership as the ability to influence others towards achieving a common goal. Some key points made are:
1) There are different theories of leadership including trait theory, behavioral theory, contingency theory and situational theory.
2) Common leadership styles discussed are authoritarian, democratic, and laissez-faire.
3) Additional models covered include Fiedler's contingency model, path-goal theory, the managerial grid, and Likert's leadership systems.
4) Factors that influence leadership effectiveness include the leader, followers, communication skills, and adapting to different situations.
The document discusses strategic tools for managers to free themselves from daily activities. It outlines vital elements of effective teams, including setting goals and strategy, assigning roles and responsibilities, and establishing communication rules. It also discusses potential problems such as lack of goals or roles, and their solutions. The document then covers the administrative scale used to manage organizations, from setting goals down to tracking valuable final products. It explains conditions of existence as being, doing, and having, and how to coordinate roles using an organizing board with hats at different levels to ensure production of valuable final products.
The document discusses marketing, promotion, and dissemination. It provides definitions and explanations of these terms from L. Ron Hubbard's works. Marketing is defined as conceiving, packaging, and distributing a product to maximize potential and compensation. Promotion aims to make something well known and well thought of by offering what will elicit a response. Dissemination means broadly spreading information about an organization. Surveys are emphasized as essential to determine what products or messages people will respond to positively.
Marc De Turck founded IDEAs, an international consulting company based in Belgium that provides training, coaching, and project management. De Turck has over 20 years of experience in consulting and has worked for organizations like the European Commission. IDEAs offers services in areas like strategic planning, leadership, marketing, and IT to companies in various sectors such as automotive, banking, engineering, and more.
Marc De Turck founded IDEAs, an international consulting company based in Belgium that provides training, coaching, and project management. De Turck has over 20 years of experience in consulting and has worked for organizations like the European Commission. IDEAs offers services in areas like strategic planning, leadership, marketing, and IT to companies in various sectors such as automotive, banking, engineering, and more.
The document discusses various topics related to sales and communication including the basics of sales operations, elements of sales like conviction and emotions, conditions of existence, products and different types of exchanges, an emotional tone scale, acknowledgment in communication, a formula for communication, and handling objections. It provides definitions, lists, and short explanations on these topics.
There are three conditions of existence according to L. Ron Hubbard: to be, to do, and to have. To be is one's identity or profession. To do is action and accomplishment of goals. To have is owning or possessing objects. Effective communication requires cause, distance, effect, intention, attention, duplication, and understanding. The formula for communication is that a person is as alive as they can communicate.
This document discusses concepts related to communication from the works of L. Ron Hubbard. It outlines the basics of communication as being there, looking, and not lying. It then defines the components of understanding as affinity, reality, and communication. Affinity is defined as liking or emotional reaction, reality as what seems to be or agreed upon, and communication as the exchange of ideas between two people. It presents the formula for communication as cause, distance, effect with intention, attention, and duplication with understanding. Finally, it discusses getting a person to explain their point of view so they feel less defensive and able to acknowledge other perspectives.
This document provides a call pattern for cold and hot sales prospects. It instructs the salesperson to introduce themselves and HAURATON, then ask to speak to the person responsible for project planning. If speaking to a secretary, the salesperson should acknowledge any objections, ask for the contact's name and best time to call back. False objections should be acknowledged and addressed, while true objections require understanding the person's perspective before proposing a solution. The goal is to schedule a meeting by obtaining the contact directly or a date/time for a future call. Follow up includes confirming details in writing, acknowledging the prospect, tracking statistics, and ensuring CRM is updated.
This document discusses concepts from L. Ron Hubbard related to marketing and business management. It covers the three conditions of existence as being, doing, and having. It also discusses concepts like positioning, products as exchange, and conditions of exchange. Marketing is defined as conceiving, packaging, and distributing products. The document provides summaries of Hubbard's teachings on topics like motivation, sales processes, and conditions and their related formulas.
Marc De Turck founded IDEAs, an international consulting company based in Belgium that provides training, coaching, and project management. De Turck has over 20 years of experience in consulting and has worked for organizations like the European Commission. IDEAs offers services in areas like strategic planning, leadership, marketing, and IT to companies in various sectors such as automotive, banking, engineering, and more.
Marc De Turck founded IDEAs, an international consulting company based in Belgium that provides training, coaching, and project management. De Turck has over 20 years of experience in consulting and has worked for organizations like the European Commission. IDEAs offers services in areas like strategic planning, leadership, marketing, and IT to companies in various sectors such as automotive, banking, engineering, and more.
The document discusses various topics related to sales and communication including the basics of sales operations, elements of sales like conviction and emotions, conditions of existence, products and different types of exchanges, an emotional tone scale, acknowledgment in communication, a formula for communication, and handling objections. It provides definitions, lists, and short explanations on these topics.
There are three conditions of existence according to L. Ron Hubbard: to be, to do, and to have. To be is one's identity or profession. To do is action and accomplishment of goals. To have is owning or possessing objects. Effective communication requires cause, distance, effect, intention, attention, duplication, and understanding. The formula for communication is that a person is as alive as they can communicate.
This document discusses concepts related to communication from the works of L. Ron Hubbard. It outlines the basics of communication as being there, looking, and not lying. It then defines the components of understanding as affinity, reality, and communication. Affinity is defined as liking or emotional reaction, reality as what seems to be or agreed upon, and communication as the exchange of ideas between two people. It presents the formula for communication as cause, distance, effect with intention, attention, and duplication with understanding. Finally, it discusses getting a person to explain their point of view so they feel less defensive and able to acknowledge other perspectives.
This document provides a call pattern for cold and hot sales prospects. It instructs the salesperson to introduce themselves and HAURATON, then ask to speak to the person responsible for project planning. If speaking to a secretary, the salesperson should acknowledge any objections, ask for the contact's name and best time to call back. False objections should be acknowledged and addressed, while true objections require understanding the person's perspective before proposing a solution. The goal is to schedule a meeting by obtaining the contact directly or a date/time for a future call. Follow up includes confirming details in writing, acknowledging the prospect, tracking statistics, and ensuring CRM is updated.
This document discusses concepts from L. Ron Hubbard related to marketing and business management. It covers the three conditions of existence as being, doing, and having. It also discusses concepts like positioning, products as exchange, and conditions of exchange. Marketing is defined as conceiving, packaging, and distributing products. The document provides summaries of Hubbard's teachings on topics like motivation, sales processes, and conditions and their related formulas.