'Apprentice' reveals clues to success

WHETHER or not you dread hearing the words, "You're fired!" from Donald Trump on NBC's popular TV reality show "The Apprentice," or whether you want to "Get Hired" to work for someone, or you are a business owner or executive yourself and simply want to earn a client's business, there are rules in business that you must follow in order to increase your influence, be admired, respected, and -- ultimately -- land the job!

We can learn a lot from a "hindsight" perspective into the successes and failures of this week's "The Apprentice" candidates.

Rule No. 1 in business: Don't be late!

Back up Rule No.1: If an emergency arises ...

» Call your prospect, client or potential employer to let them know you're going to be late.

» Give them your new estimated time of arrival; then make sure you're there promptly at the new time.

» Immediately upon arrival, apologize profusely for being late.

This sign of respect and humility does two things:

» First and most important, it demonstrates to the other party that you respect their time immensely and know how valuable time is.

» Second, it rebuilds your rapport. This will be critical in their decision-making process when they decide whether to give you the job or maybe give it to your competitor who was organized well enough to be on time -- the first time.

Rule No. 2 -- and this is a "Do NOT" rule -- do not evade your client's questions -- ever -- especially when they are asking you about why you were late or why your product or service doesn't do X, Y, or Z in their minds.

In "The Apprentice," this week's team leader, Bryce, seemed to dismiss the question from Doug, the executive and key decision-maker from Arby's, about why he was late.

Not only is this another huge rapport breaker, it is also incredibly rude.

Instead, if you satisfy the concerns or initial "hurt feelings" of potential clients, you'll decrease their apparent frustration and be able to move toward establishing rapport with them. However, if you pretend their complaint or point isn't serious or real, they will quickly see how unimportant they would be in the future if they became your client.

Think of this process as "a courting phase." If your date expresses something he or she doesn't like about what you did or didn't do on the date, would you just ignore their statement and then move in to kiss them?

Of course not. Instead, you'd address their concerns, discuss them, and "come to terms" so to speak, to make sure all parties are satisfied and happy again.

Then you move in for the kiss -- I mean kill -- or sale. Well, you get my point.

John-Paul Micek is the lead business coach at RPM Success Group Inc. Reach him at JPM@RPMsuccess.com or toll-free at (888) 334-8151.

Deborah Cole Micek, chief executive officer of RPM Success Group, is a business success coach and life strategist. Reach her at DCM@RPMsuccess.com or toll-free at (888) 334-8151.

Read an expanded version of this article at www.GetCoachedforFree.com.