Not sexy but oh so critical... RT@IncMagazine: Year-end tax planning for SMBs & owners: http://bit.ly/2pGuDX

"Kate Minus John Plus 3 Driving to School"

Happy Halloween!

Julie Gordon White, Broker BlueKey Business Brokerage 510.812.2233 cell
www.bluekeybma.com www.pinkbizbroker.blogspot.com

LOVE this! :). RT@kimkiyosaki: Take small steps and keep going. Don't ever quit. Trust yourself and your intuition.

Do you have a plan? RT@IncMagazine: Entrepreneur vs. Flu What's Plan B? http://bit.ly/2MLvvG

Selling vs. Negotiating

More great tools from the trusted advisors that I work with...enjoy!

Selling vs. Negotiating
Reading Time: 50 seconds

Tim Dayonot from the Haas School of Business gave an excellent talk last week on negotiation. We had a chance to speak briefly before his presentation and we quickly agreed that selling is done before negotiation begins and that the two processes are essentially separate. Of course, proper selling done up-front reduces the need for extensive gut-wrenching negotiation later. I've experienced this first hand with my construction clients that sell designs or pre-construction contracts before embarking on the actual construction. They come to me when they are having problems in the final negotiation stages to start construction with the client but the problems occurred in their earlier selling efforts. This same issue occurs over and over in a variety of industries. The sales team may indeed obtain a new client but it seems impossible to keep the client around for very long or manage their unrealistic expectations leading to unprofitable revenue. What really struck me about Dayonot's talk was his emphasis on the attitudes and personality of the negotiator. In fact, much of his talk discussed the importance of styles in negotiation, not so much the tactics employed. Now that is where selling and negotiating have many similarities. Unwillingness to ask tough questions, discomfort with discussing money issues at the proper time, fear of walking away for lack of better sales opportunities and a tendency to draw incorrect assumptions contribute to both sales and negotiating challenges. If you want to improve your sales and negotiating techniques, look first at the attitudes or beliefs that may be undermining your efforts to close new business.

Good Selling!

Chip Doyle
Sandler Training, Inc.
chip@train2improvesales.com

Julie Gordon White, Broker BlueKey Business Brokerage 510.812.2233 cell
www.bluekeybma.com www.pinkbizbroker.blogspot.com

My Church: Sunday Long Run

@IncMag tweets this running tweet for road warriors.

"IncMagazine: On the road for business? Check out these great guided-running tours to help you stay in shape http://bit.ly/3zgyCd"

I'm at home today but getting in my Sunday run in the Berkeley hills gets me centered and calm for the week ahead... What's your church?

Julie Gordon White, Broker BlueKey Business Brokerage 510.812.2233 cell
www.bluekeybma.com www.pinkbizbroker.blogspot.com

"When you are your authentic self, you have no competition". -@unmarketing

This is simple but oh so awesome...

Julie Gordon White, Broker BlueKey Business Brokerage 510.812.2233 cell
www.bluekeybma.com www.pinkbizbroker.blogspot.com

Told ya so! @IncMagazine: Whether you've been in business for two years or twenty, it's good to have an exit strategy: http://bit.ly/26XpVb.

John Rooney, Financier, Banker, Overall Great Money Guy...

If you need help with financing ($5MM+) for your company, investing in an acquisition, financial consulting or due diligence support...John Rooney is your guy. Email John at jrooney2@gonzaga.edu.
Julie Gordon White, Broker BlueKey Business Brokerage 510.812.2233 cell
www.bluekeybma.com www.pinkbizbroker.blogspot.com

More ideas on laser focusing

"Typically, people overwhelm themselves with tasks in their eagerness to make a change successfully. Instead, they should take the time up front to figure out the one and only thing that will have the highest impact and then focus 100% of their effort on that one thing.". -Peter Bregman

I am pondering this more and more. I have always prided myself on my ability to get a lot of things done in a relatively short amount of time. However lately, I have been asking myself if it's time to reduce the number of tasks or "to do's", and only focus on my high-payoff activities. I always rank my activities as As, Bs and Cs, but maybe now I should only worry about getting the As done? Less is more? What do you think?

Julie Gordon White, Broker BlueKey Business Brokerage 510.812.2233 cell
www.bluekeybma.com www.pinkbizbroker.blogspot.com

Great mtg today with amazing pinkCEOs @PBSBookkeeping, @curtisfinancial and @JAMerri! Great women with great companies- to be continued!

Good Advice on a Sunday Rev

RevRunWisdom: The KEY is to only keep company with those who uplift you. Those who call forth the best out of you...

Julie Gordon White, Broker BlueKey Business Brokerage 510.812.2233 cell
www.bluekeybma.com www.pinkbizbroker.blogspot.com

www.bluekeybma.com

Julie Gordon White, Broker BlueKey Business Brokerage 510.812.2233 cell
www.bluekeybma.com www.pinkbizbroker.blogspot.com

Business owners don't fear! ALL businesses are sellable at the right price and terms. Ask me anything. www.juliegordonwhite.com.

RT@Rieva: RT@LegalZoom: RT@BusinessDotGov: Dream Big-US Chmbr of Cmmrce #smallbiz of the Year Award. Enter/ nominate at http://cli.gs/QDd38d

Do you have the right people doing the right things and holding them accountable and measuring their results?

Thank you Tony! RT@tonyrobbins: Life is nothing but a mirror of your consistent thoughts. So Focus & act on you're greatest passions.

Me and my bike- I'm too scared to clip in so I still wear my running shoes! I'm working on it... :)

Julie Gordon White, Broker BlueKey Business Brokerage 510.812.2233 cell
www.bluekeybma.com www.pinkbizbroker.blogspot.com

25 Mile SF Bay Bike Ride with my Hubby!

Dave and I had a great time today sneaking in a 25 mile bike ride along the SF Bay Trail from Berkeley to the Point Richmond Marina. That's the beauty of a Blackberry- exercise, spend time with my hubby of 18 years while the kids are tucked in school AND make quality email, voicemail and call back stops along the scenic route. Now that's living! TGIF!!

Julie Gordon White, Broker BlueKey Business Brokerage 510.812.2233 cell
www.bluekeybma.com www.pinkbizbroker.blogspot.com

Welcome Q4, fall and all of the wonderful family holidays to come- life is looking up!