Newspaper employees attend Carnegie seminar in Cape

Six states were represented

By Jim Obert

Business Today

It was a morning with a wallop when about 80 employees of Cape Girardeau-based Rust Communications attended a Dale Carnegie training seminar at Drury Lodge on Jan. 25.

The four-hour seminar was held in conjunction with the annual Rust West/East budget meetings.

Employees came from near and far to hear Carol Sealey, president of Dale Carnegie Training-St. Louis, lead a high-energy, interactive powwow centered on self-improvement as relates to business success.

Publishers, department heads, ad reps and associates of all departments from newspapers in Cape Girardeau, Dexter, Kennett, Marble Hill, Portageville, Poplar Bluff, Marshall, Sikeston and Nevada mingled with their counterparts from Salem, Berryville and Rector in Arkansas.

Add to the mix associates from newspapers in LeMars, Iowa, Greencastle, Ind., McCook, Neb., and Mt. Home, Idaho, and you have an impressive gathering of the tribes.

During the seminar, associates brushed up on how to make positive first impressions, how to build rapport through positive communication, phone etiquette and proper appearance.

Sealey, the Carnegie trainer, also addressed time management, turning negatives into positives, power networking, the art of listening and how to handle objections.

The overall focus of the seminar was on the challenges people and organizations face every day as they implement current business goals and long-range vision.

"This type of training gives businesses a competitive edge by developing skills needed to build relationships that can transform customers into business partners," said Sealey, who has more than 25 experience as a business consultant and motivational speaker.

At one point during the seminar, Sealey "motivated" four participants to form a square by laying over chairs. The object was to illustrate trust among team players.

She pointed out that geese fly in a "V" formation because they are team players. Flying in formation is easier than flying alone -- there is less drag, and support is there when you need it.

"Attitude becomes altitude!" she exclaimed.

Sealey offered some effective coaching principles:

-- Talk about your own mistakes before criticizing others.

-- Call attention to people's mistakes indirectly.

-- Ask questions instead of giving direct orders.

-- Let the other person save face.

-- Praise the slightest improvement in someone's work.

At the conclusion of the seminar, Sealey walked participants through the "Burger of Sales Success." She talked about evidence, enthusiasm, benefit and fact -- and nailing it all down with credibility.

She said a good, well conceived sales presentation can be made in 20 seconds.

"If you put this burger together in your sales, it will increase your possibility of success," said Sealey, holding aloft a large Styrofoam hamburger.