I'm convinced that much of the frustration and lack of achievement in life comes from fuzzy thinking about our core principles and our first priorities.This week I read a little manifesto by author and conservative talk-radio personality, Mark R. Levin. The book, Liberty and Tyranny, criticizes President Obama from a conservative point of view and offers alternatives Levin believes would work better. TIPS isn't about politics and I'm not going into it here, but his argument that policies and action must be based upon principle did ring a bell for me.Very few of us routinely re-examine our core beliefs or write down the principles that guide our lives. Think about it for a moment. How often are you challenged to explain your guiding principles? How often do you write out your basic beliefs, or explain them to a friend or loved one? How often do we even think about where we're going in life or what we absolutely, positively stand for?My grandmother used to say that if we "don't stand for something, we'll fall for anything." I think she was right. It's vital not only to "do" stuff--our world encourages lots of work, busy-ness and activity!--but to think clearly about what it all means.It's long been known that under stress we all have a tendency to narrow our focus until we miss even the most essential things in life. When distracted and stressed by a small glitch or anomaly, airline pilots have even forgotten to lower their landing gear! Perhaps a more common example is being so busy we forget to eat lunch or being so stressed we forget to tell our children we love them. How much easier is it to compromise our basic principles in the push to make a sale? Too often we "major in minor things" or as my friend, Michael Angier says, we "get lost in the thick of thin things." I love that phrase and hate the results!In a world filled with hundreds of requests to spend our time, our money, our energy and our talents on other people's preferences, it is vital that we stay anchored and focused on the life we choose. I love the story that on a particularly hectic day Mahatma Gandhi once said, "I have so much to do today that I must spend twice as much time in meditation." I think he understood something we often miss.Here are some steps that can help:
1. Define your fundamentals. If you haven't done so in a while, take time to affirm the things you know to be true. If you have a particular religious faith, what are it's core tenants? How do you see the world and your place in it? What would you fight for? What would you die to defend or stand up for at all costs? Know your fundamentals, the principles that guide your life.
2. Review them with a friend or loved one. At least once a quarter, explain your principles to a skilled listener. Invite a friendly, respectful and compassionate debate. Test your beliefs to see if they stand up to questions and if you can defend them reasonably and clearly. If you can't explain them to a child, perhaps you don't understand them as well as you think you do.
3. Keep a daily journal. I'm a huge fan of writing out our core principles as often as possible. It need not be lengthy or elaborate, but periodically take note of what you believe and how you live it in your daily life. Note where you've gone astray or violated a core value. Be honest with yourself and get back on track as soon as possible. I think it helps.
4. Match your schedule to your values. Periodically review your schedule, your checkbook and your commitments to see if they reflect your principles. Do your core values show up in the time you spend with your family? Do they show up in how you spend money and in the commitments you make to your work? If not, you want to quickly notice when you are off course, while minor adjustments are still possible.
Quotes of the Week
"Hide not your talents. They for use were made. What's a sundial in the shade?" -- Ben Franklin
"Picture in your mind a sense of personal destiny." -- Wayne Oates
"We have much to do together. Let us do it in wisdom and love and joy. Let us make this the human experience." -- Gary Zukav
"We don't know who we are until we see what we can do." -- Martha Grimes
Tuesday, April 28, 2009
Friday, April 24, 2009
YOUR ATTITUDE - YOU CHOOSE
There are lots of things in this life that we don’t get to choose. On the other hand, there are lots of thing in this life that we do get to choose. Our attitude is one of the things that we get to choose. Nobody else lives inside our brain. Nobody else controls what or how we think. It is up to us, moment by moment, to choose what our attitude is. It is up to us to determine how we will look at and perceive the world around us. It is up to us to decide how we will react to our world around us.
My advice? Choose a positive, optimistic attitude! Here are some thought on choosing your attitude.
We cannot choose our circumstances. For the most part, this is true. We cannot control if someone around us gets ill. We cannot control how another person will treat us. We cannot control the global economy. We cannot control the direction our society as a whole will go. For some, this may seem scary. For me, it is freeing. I don’t have to control my circumstances. Running the whole world would be a big responsibility. It is good to know that I am not in charge of, or in control of all of my circumstances. This dose of reality frees you to focus in on what you can control – your attitude.
We can choose our attitudes. That’s right. We get to choose what our attitudes are. Here is the definition of attitude: “The feeling or opinion about something or someone, or a way of behaving that follows from this.” We choose how we feel about others and situations. We choose our opinion about people and situations. We choose the way we will behave in relation to other people and circumstances. We choose it. It doesn’t have to be bad. It doesn’t have to be anything but what we want it to be. We have the option.
The choice of a right attitude will significantly determine new circumstances. Choosing to have the right attitude will change the world around you. This isn’t any sort of magic; it is just how the world works. Now, don’t get me wrong. It won’t cure everything and turn your world into a virtual Shangri-La, but it will significantly improve the world you live in. For example, let’s say that every day you go into work and you gripe about life and work from the moment you get there until the moment you leave. Will others want to be around you? Will others ask your opinion? Will others like you? Will others ask you to join them for lunch? Probably not! But what if you come to work every day and you are the positive optimist of the crowd? Will everybody love you? No, but significantly more people will than if you are the office pessimist! Your choice of attitude will determine what kind of circumstances you get!
Ultimately, it is our choice on what we have as an attitude. Nobody else can force you to have a bad attitude. Nobody else can force you to have a good attitude. It is simply a choice you make.
Where are you with your attitude? Do you have a good one? Why not sit down and give it some serious thought? Then, no matter where you find yourself, decide to take your attitude to the next level! If you have a really bad attitude, decide to take it up a couple of levels!
Your attitude. Your choice. Choose wisely.
My advice? Choose a positive, optimistic attitude! Here are some thought on choosing your attitude.
We cannot choose our circumstances. For the most part, this is true. We cannot control if someone around us gets ill. We cannot control how another person will treat us. We cannot control the global economy. We cannot control the direction our society as a whole will go. For some, this may seem scary. For me, it is freeing. I don’t have to control my circumstances. Running the whole world would be a big responsibility. It is good to know that I am not in charge of, or in control of all of my circumstances. This dose of reality frees you to focus in on what you can control – your attitude.
We can choose our attitudes. That’s right. We get to choose what our attitudes are. Here is the definition of attitude: “The feeling or opinion about something or someone, or a way of behaving that follows from this.” We choose how we feel about others and situations. We choose our opinion about people and situations. We choose the way we will behave in relation to other people and circumstances. We choose it. It doesn’t have to be bad. It doesn’t have to be anything but what we want it to be. We have the option.
The choice of a right attitude will significantly determine new circumstances. Choosing to have the right attitude will change the world around you. This isn’t any sort of magic; it is just how the world works. Now, don’t get me wrong. It won’t cure everything and turn your world into a virtual Shangri-La, but it will significantly improve the world you live in. For example, let’s say that every day you go into work and you gripe about life and work from the moment you get there until the moment you leave. Will others want to be around you? Will others ask your opinion? Will others like you? Will others ask you to join them for lunch? Probably not! But what if you come to work every day and you are the positive optimist of the crowd? Will everybody love you? No, but significantly more people will than if you are the office pessimist! Your choice of attitude will determine what kind of circumstances you get!
Ultimately, it is our choice on what we have as an attitude. Nobody else can force you to have a bad attitude. Nobody else can force you to have a good attitude. It is simply a choice you make.
Where are you with your attitude? Do you have a good one? Why not sit down and give it some serious thought? Then, no matter where you find yourself, decide to take your attitude to the next level! If you have a really bad attitude, decide to take it up a couple of levels!
Your attitude. Your choice. Choose wisely.
Wednesday, April 22, 2009
SECRETS OF SUCCESSFUL TEAMS
To be a success is not always to be a success individually. In fact, most of the time we achieve our successes as part of a team. That is why I want to devote this issue to the secrets of successful team.
We are all part of teams. Our family is a team. Our place of work is a team. The community groups we belong to are teams. Sometimes we are the team leader or “coach,” while other times we fulfill the role of follower, or “player.” It is so important then for us to understand teams and how they work, especially those who achieve success – the achievement of their desired goal.
In my life I have been on some successful teams, and some not so successful teams. This includes both athletically as well as professionally. When I was growing up, I worked for seven years with the Seattle Supersonics, our local National Basketball Association team. They were at times unsuccessful, and, in 1979, my second year working there, the most successful team in the league, winning the World Championship. I have been able to see firsthand what makes the difference between the unsuccessful teams and the successful ones.
Here are some principles that I know, when implemented on a regular basis, can turn any lackluster team into an outstanding one! These principles can be applied to your family, your business, your organization, and yes, your sports team. Enjoy.
Communication Leader
The leader needs to communicate the vision. If they are setting the pace, they need to let people know where they are going so that the team can follow. The coach always does a pre-game talk, laying out the vision.
The leader communicates the vision frequently, so as to always be updating the team as to where they are at and what changes need to be made. The coach doesn’t relegate the direction he gives to the pre-game, he coaches and communicates all the way through the game.
Team
Watch a good basketball team. They are talking to each other all of the time. Helping one another out, encouraging one another, praising one another, and telling each other how they can make changes so the same mistakes aren’t made again. The same is true of successful teams in the professional world and in life in general.
Excellence
The truly great teams are teams that are committed to excellence. In everything they do, their goal is to achieve at the highest level. And this commitment is held throughout the team and at every level. A successful team cannot have members who are not committed to excellence because in the end they will become the weak link.
Followership
If you want a fascinating read, pick up The Power of Followership, by Robert Kelley. The author basically makes the point that the secret to getting things done lies not only in great leadership, but in how well the rest of the people, 99% of the team, follows the leadership. Good teams are filled with people who are committed to following and getting the job done.
Understanding Roles
Pardon the Chicago Bulls analogy, but it is so clear. When the game was on the line, with only one shot left, everyone, the coaches, the players, the 20,000 people watching in the stadium, and millions watching on TV, knew who would shoot the last shot. That was Michael Jordan’s role.
Every team works best when the members of the team have clearly defined and understood roles. Some do one thing, others do another. One isn’t better or more important than the other, just different. When teams operate out of their strengths and their roles, they win.
Strengths and Weaknesses
This brings me to strengths and weaknesses. Every team member has strengths and weaknesses. The successful teams are those who on a regular and consistent basis enable the members to operate out of their strengths and not out of their weaknesses. And what is one person’s strengths will cover another’s weakness. This is teamwork, enabling all of the bases to be covered.
Fun
The team that plays together stays together. Is your team all work and no play? If you’re smart, that will change. Get your team out of the office once a month and go have some fun. Enjoy one another. Enjoy life. It will bring a sense of bonding that can’t be made even in “winning.”
Common Goals and Vision
I have found that these need to have three aspects. Short, simple and clear.
Can you say it in less than 30 seconds? Is it simple? Can you and others understand it? Does the team all know what they are working together for?
Appreciation
All through the “game,” successful teams appreciate one another and show it in a variety of ways. The coach shows it to the players, the players show it to the coach, and the players show it to one another.
Here is a “Successful Teams” Checklist for you to evaluate with.
Is there communication between coach and players and from player to player?
Is your team committed to excellence?
Do those on the team know what it means to follow?
Does everyone on my team know their specific role?
Do the individuals on our team regularly operate out of their strengths as opposed to their weaknesses?
Does our team take a break from time to time to just have fun together?
Do we understand our common goals and vision?
Can we all state it (them)?
Is there a sense of and communication of genuine appreciation among my team?
We are all part of teams. Our family is a team. Our place of work is a team. The community groups we belong to are teams. Sometimes we are the team leader or “coach,” while other times we fulfill the role of follower, or “player.” It is so important then for us to understand teams and how they work, especially those who achieve success – the achievement of their desired goal.
In my life I have been on some successful teams, and some not so successful teams. This includes both athletically as well as professionally. When I was growing up, I worked for seven years with the Seattle Supersonics, our local National Basketball Association team. They were at times unsuccessful, and, in 1979, my second year working there, the most successful team in the league, winning the World Championship. I have been able to see firsthand what makes the difference between the unsuccessful teams and the successful ones.
Here are some principles that I know, when implemented on a regular basis, can turn any lackluster team into an outstanding one! These principles can be applied to your family, your business, your organization, and yes, your sports team. Enjoy.
Communication Leader
The leader needs to communicate the vision. If they are setting the pace, they need to let people know where they are going so that the team can follow. The coach always does a pre-game talk, laying out the vision.
The leader communicates the vision frequently, so as to always be updating the team as to where they are at and what changes need to be made. The coach doesn’t relegate the direction he gives to the pre-game, he coaches and communicates all the way through the game.
Team
Watch a good basketball team. They are talking to each other all of the time. Helping one another out, encouraging one another, praising one another, and telling each other how they can make changes so the same mistakes aren’t made again. The same is true of successful teams in the professional world and in life in general.
Excellence
The truly great teams are teams that are committed to excellence. In everything they do, their goal is to achieve at the highest level. And this commitment is held throughout the team and at every level. A successful team cannot have members who are not committed to excellence because in the end they will become the weak link.
Followership
If you want a fascinating read, pick up The Power of Followership, by Robert Kelley. The author basically makes the point that the secret to getting things done lies not only in great leadership, but in how well the rest of the people, 99% of the team, follows the leadership. Good teams are filled with people who are committed to following and getting the job done.
Understanding Roles
Pardon the Chicago Bulls analogy, but it is so clear. When the game was on the line, with only one shot left, everyone, the coaches, the players, the 20,000 people watching in the stadium, and millions watching on TV, knew who would shoot the last shot. That was Michael Jordan’s role.
Every team works best when the members of the team have clearly defined and understood roles. Some do one thing, others do another. One isn’t better or more important than the other, just different. When teams operate out of their strengths and their roles, they win.
Strengths and Weaknesses
This brings me to strengths and weaknesses. Every team member has strengths and weaknesses. The successful teams are those who on a regular and consistent basis enable the members to operate out of their strengths and not out of their weaknesses. And what is one person’s strengths will cover another’s weakness. This is teamwork, enabling all of the bases to be covered.
Fun
The team that plays together stays together. Is your team all work and no play? If you’re smart, that will change. Get your team out of the office once a month and go have some fun. Enjoy one another. Enjoy life. It will bring a sense of bonding that can’t be made even in “winning.”
Common Goals and Vision
I have found that these need to have three aspects. Short, simple and clear.
Can you say it in less than 30 seconds? Is it simple? Can you and others understand it? Does the team all know what they are working together for?
Appreciation
All through the “game,” successful teams appreciate one another and show it in a variety of ways. The coach shows it to the players, the players show it to the coach, and the players show it to one another.
Here is a “Successful Teams” Checklist for you to evaluate with.
Is there communication between coach and players and from player to player?
Is your team committed to excellence?
Do those on the team know what it means to follow?
Does everyone on my team know their specific role?
Do the individuals on our team regularly operate out of their strengths as opposed to their weaknesses?
Does our team take a break from time to time to just have fun together?
Do we understand our common goals and vision?
Can we all state it (them)?
Is there a sense of and communication of genuine appreciation among my team?
Monday, April 20, 2009
PROGRAMMING YOURSELF FOR SUCCESS
Your mission statement is always written in the present tense, as though you have already become the person that you have described. It is always positive rather than negative. And it is always personal.
Program Yourself Correctly
Your subconscious mind can only accept your mission statement as a set of commands when you phrase it in the present, positive and personal tenses. "I am an exceptional salesperson," is a perfect example. After every sales call, you should quickly reread your mission statement and ask yourself if your recent behavior was more like the person you want to be, or less? As a top sales performer, you are always comparing your sales activities against a high standard and adjusting your activities upward. You're continually striving to be better. Every day in every way, you are deliberately working to become more like the ideal person you have envisioned.
Determine Your Mission Statement
Your goal is that, a year from today, when one of your customers has lunch with one of your prospects, and your prospect asks your customer to describe you in detail as a salesperson, your customer will recite your business mission statement voluntarily. The way you have treated your customer will have been so exemplary that your customer will describe you in the most glowing of terms.
Compare Yourself Against Yourself
Once you have developed a mission statement like this, you can read it, review it, edit it, and upgrade it regularly. You can add additional qualities to it and more clearly define the qualities you've already listed. It becomes your personal credo, your philosophy of life, your statement of beliefs and a guide to your behavior in all your interactions with others. Each day, you can evaluate your behaviors and compare them against the standard that you have set in this statement.
Shape Your Own Personality
Over time, a remarkable thing will happen. As you read and review your personal mission statement, you will find yourself, almost unconsciously, shaping your words and conforming your behaviors so that you are more and more like the ideal person you have defined. People will notice the change in you almost immediately. Over time, you will find that you are actually creating within yourself the kind of character and personality that you most admire in others. You will have become the molder and the shaper of your own personal destiny. After you have applied the ABC Method to your list, you will now be completely organized and ready to get more important things done faster.
Action Exercises
First, imagine that one of your customers was going to meet with one of your prospects. What would you want him to say about you? How could you behave with your customer to assure that he says these things?
Second, talk to yourself positively all the time. Feed your mind with positive messages that describe your goals and the person you want to be.
Program Yourself Correctly
Your subconscious mind can only accept your mission statement as a set of commands when you phrase it in the present, positive and personal tenses. "I am an exceptional salesperson," is a perfect example. After every sales call, you should quickly reread your mission statement and ask yourself if your recent behavior was more like the person you want to be, or less? As a top sales performer, you are always comparing your sales activities against a high standard and adjusting your activities upward. You're continually striving to be better. Every day in every way, you are deliberately working to become more like the ideal person you have envisioned.
Determine Your Mission Statement
Your goal is that, a year from today, when one of your customers has lunch with one of your prospects, and your prospect asks your customer to describe you in detail as a salesperson, your customer will recite your business mission statement voluntarily. The way you have treated your customer will have been so exemplary that your customer will describe you in the most glowing of terms.
Compare Yourself Against Yourself
Once you have developed a mission statement like this, you can read it, review it, edit it, and upgrade it regularly. You can add additional qualities to it and more clearly define the qualities you've already listed. It becomes your personal credo, your philosophy of life, your statement of beliefs and a guide to your behavior in all your interactions with others. Each day, you can evaluate your behaviors and compare them against the standard that you have set in this statement.
Shape Your Own Personality
Over time, a remarkable thing will happen. As you read and review your personal mission statement, you will find yourself, almost unconsciously, shaping your words and conforming your behaviors so that you are more and more like the ideal person you have defined. People will notice the change in you almost immediately. Over time, you will find that you are actually creating within yourself the kind of character and personality that you most admire in others. You will have become the molder and the shaper of your own personal destiny. After you have applied the ABC Method to your list, you will now be completely organized and ready to get more important things done faster.
Action Exercises
First, imagine that one of your customers was going to meet with one of your prospects. What would you want him to say about you? How could you behave with your customer to assure that he says these things?
Second, talk to yourself positively all the time. Feed your mind with positive messages that describe your goals and the person you want to be.
Friday, April 17, 2009
MARKETING WITH ATTRACTION
This week, I was reminded of a quote from one of my mentors, Thomas Leonard, who observed that, "People love to buy things, but almost no one wants to be sold."Thousands of people are eager to buy what you sell. They want the benefits, the convenience, the comfort or prestige that you can provide. Human beings are an "acquisitive" bunch. We want stuff!Of course, consumerism can be abused, but buying and selling is the process that creates the life (and the lifestyle) we all want. The "desire to acquire" goes deep, and it's a good thing.So, if you aren't making as many sales as you would like, let me suggest that the problem is not with your customers, but with you. The problem is likely one of the following:
1. Not enough potential customers know about you or that your product could enrich their lives. This is a marketing problem, and as a business leader it is your job to solve it. Let people know! Get out there and get in the game!
2. Or, the other possibility, is that you're trying too hard to "sell." Personally, I have a deep-seated aversion to being "sold" anything. I see websites that seem manipulative or dishonest. I see sales techniques that fail to build trust or credibility, and definitely do not attract me. That's one reason I've turned down the repeated suggestions to use high-pressure conference calls to sell my World Class Life Conference. Calls can be good, but I've never liked the sense that they are used to "drive" sales. People don't like being sold.
But people are eager to buy benefits! They buy solutions to their problems. They buy things that make their lives better, easier, simpler, healthier or more comfortable. They buy stuff that makes them happy. And they buy from people they know and like and trust.If enough people "know and like and trust" you, they will listen when you offer a product or service that will make their lives better. If they "know and like and trust" you, they will flock to your door and you'll make all the sales you need.
1. Not enough potential customers know about you or that your product could enrich their lives. This is a marketing problem, and as a business leader it is your job to solve it. Let people know! Get out there and get in the game!
2. Or, the other possibility, is that you're trying too hard to "sell." Personally, I have a deep-seated aversion to being "sold" anything. I see websites that seem manipulative or dishonest. I see sales techniques that fail to build trust or credibility, and definitely do not attract me. That's one reason I've turned down the repeated suggestions to use high-pressure conference calls to sell my World Class Life Conference. Calls can be good, but I've never liked the sense that they are used to "drive" sales. People don't like being sold.
But people are eager to buy benefits! They buy solutions to their problems. They buy things that make their lives better, easier, simpler, healthier or more comfortable. They buy stuff that makes them happy. And they buy from people they know and like and trust.If enough people "know and like and trust" you, they will listen when you offer a product or service that will make their lives better. If they "know and like and trust" you, they will flock to your door and you'll make all the sales you need.
Wednesday, April 15, 2009
THE POWER IN PRAISING PEOPLE
One of the keys to success is to have successful relationships. We are not islands and we don’t get to the top by ourselves. And one of the key ways to grow successful in our relationships is to be “life-giving” people to others. Every person we meet, we either give life to or take life from. You know what I mean. There are people who encourage you and when you are done being with them you feel built up. Then there are others who you feel torn down by. Successful people are people who have mastered the art of building others up.
One of the ways we build people up is to praise them. There is power in praising people! Something begins to happen in them, in you, and in your relationship when you praise someone. Remember a time when someone told you something about yourself in a praising manner? It was great, wasn’t it? You probably liked that person more after they praised you, didn’t you?
Now I am not talking about praising people for the sake of praising people. I am talking about honestly looking for and praising positive character traits and action of others around you. Don’t lie to people. If they have done something wrong, correct it, but when they do something right, Praise it!
With that said, here are benefits of and ways to start praising people.
Benefits
Your relationship grows. Life is about relationships. Family relationships, friends, and co-workers. When we begin to praise people for their positive aspects, our relationships grow. It puts them, and us, on the fast track. Your leadership and influence grows. Who is going to have greater leadership and influence capacity in the lives of their followers, the one who tears down or the one who builds up?
Stronger relationships and loyalty. When the person is appreciated and praised, they become fiercely loyal, because they know that you care for them, love them, and appreciate them. This will take you to success.
Happier, more fulfilled people. I truly believe it is our job to build others up and that they need it. It is a good thing, in and of itself to invest in the lives of others by praising and encouraging them. Even if we never get anything in return, it is the right thing to do to build up other people. Someone else will always come along to tear them down; the successful person will instill in them the power of praise!
Some ways to praise
Character traits. Is there someone you know who is joyful? Hard-working? Honest? Then let them know how much you appreciate that in them. You can do it with a word or a card, or a phone call. Say something like this, “You know Tom, I think it is great that you are such a hard-worker. It seems like you are always the first one here and the last one to leave. You really set a good example and I want you to know how much I appreciate that.” Simple!
Action. Same idea as above. “Sue, I don’t know if anybody else has told you this, but your work on the Johnson account was excellent. You have a wonderful ability to communicate the vision of the project and that helps all of the rest of us out in our roles and tasks. Thanks for that. It is greatly appreciated.”
Other ways you can show praise and appreciation is with a card, a gift, or time off from work.
Make it your goal to praise at least five people a day. If you can, praise ten people a day. Or perhaps you can try to praise everyone you come in contact with. It will take work but it is possible. It just takes discipline and a little work.
Any way you cut it though, there is power in praising people. First for them, then for you!
One of the ways we build people up is to praise them. There is power in praising people! Something begins to happen in them, in you, and in your relationship when you praise someone. Remember a time when someone told you something about yourself in a praising manner? It was great, wasn’t it? You probably liked that person more after they praised you, didn’t you?
Now I am not talking about praising people for the sake of praising people. I am talking about honestly looking for and praising positive character traits and action of others around you. Don’t lie to people. If they have done something wrong, correct it, but when they do something right, Praise it!
With that said, here are benefits of and ways to start praising people.
Benefits
Your relationship grows. Life is about relationships. Family relationships, friends, and co-workers. When we begin to praise people for their positive aspects, our relationships grow. It puts them, and us, on the fast track. Your leadership and influence grows. Who is going to have greater leadership and influence capacity in the lives of their followers, the one who tears down or the one who builds up?
Stronger relationships and loyalty. When the person is appreciated and praised, they become fiercely loyal, because they know that you care for them, love them, and appreciate them. This will take you to success.
Happier, more fulfilled people. I truly believe it is our job to build others up and that they need it. It is a good thing, in and of itself to invest in the lives of others by praising and encouraging them. Even if we never get anything in return, it is the right thing to do to build up other people. Someone else will always come along to tear them down; the successful person will instill in them the power of praise!
Some ways to praise
Character traits. Is there someone you know who is joyful? Hard-working? Honest? Then let them know how much you appreciate that in them. You can do it with a word or a card, or a phone call. Say something like this, “You know Tom, I think it is great that you are such a hard-worker. It seems like you are always the first one here and the last one to leave. You really set a good example and I want you to know how much I appreciate that.” Simple!
Action. Same idea as above. “Sue, I don’t know if anybody else has told you this, but your work on the Johnson account was excellent. You have a wonderful ability to communicate the vision of the project and that helps all of the rest of us out in our roles and tasks. Thanks for that. It is greatly appreciated.”
Other ways you can show praise and appreciation is with a card, a gift, or time off from work.
Make it your goal to praise at least five people a day. If you can, praise ten people a day. Or perhaps you can try to praise everyone you come in contact with. It will take work but it is possible. It just takes discipline and a little work.
Any way you cut it though, there is power in praising people. First for them, then for you!
Monday, April 13, 2009
HOW TO ASK FOR ANYTHING YOU WANT
One of life's fundamental truths states: Ask and you shall receive. Isn't that simple? Of course it is. The world responds to those who ask. Most people in this world, however, find themselves in settled lives, never really achieving or receiving what they hold in their dreams... because they just never ask.
There are many good reasons to ask, and the rewards are substantial. If you're not moving closer to what you really want, you probably aren't doing enough asking.
Reasons Why We Don't Ask.
So, why do people stumble when they have an opportunity to ask? Five reasons, really:
Ignorance. Many of us don't know what to ask for. Either we don't know what is available to us because we have never been exposed to it, or we are so out of touch with ourselves that we no longer are able to perceive our real needs and wants. And, in many cases, we don't know who to ask, when to ask, or even HOW to ask.
Limiting and Inaccurate Beliefs. Since our childhood, we've been programmed by our parents, and through schooling, religious training and even the media to STOP asking.
Fear. Having learned all about rejection, embarrassment, vulnerability and hurt in our childhood and early adult years, we find it easier to settle for less than deal with the fear that's resulted from these past experiences.
Low Self-Esteem. Most of us feel unworthy or too inadequate to create the kind of life we want. As a result, we don't believe our needs and wants are worth pursuing.
Pride. Many of us are convinced we need to do everything for ourselves, or we'll look foolish or lose respect among our family and peers.
Take Control!
The truth is, when you take control of your life by asking for what you want and need, you can accomplish anything your heart desires. No doubt, you know of people who seem to walk into any situation and any relationship expecting success. They achieve success again and again because they've learned - and acted on - one simple truth: You will reach your goals only with the help of others.
What are common characteristics shared between people who've mastered the art of asking?
They know what they want. They are clear about their vision, purpose and goals.
They believe that what they're asking for is very possible.
They are passionate about what they are requesting.
They act even when they're afraid or feel fear.
They learn from experience so that they become better "askers" with every ask.
They are persistent. If at first they don't receive, they ask, ask, ask until they do.
You can turn your life around, regardless of the obstacles you currently face. Get clear. Get passionate. Take a giant step past that fear. And if at first you don't succeed, take this minor setback as a signal to you . . . to ask again!
There are many good reasons to ask, and the rewards are substantial. If you're not moving closer to what you really want, you probably aren't doing enough asking.
Reasons Why We Don't Ask.
So, why do people stumble when they have an opportunity to ask? Five reasons, really:
Ignorance. Many of us don't know what to ask for. Either we don't know what is available to us because we have never been exposed to it, or we are so out of touch with ourselves that we no longer are able to perceive our real needs and wants. And, in many cases, we don't know who to ask, when to ask, or even HOW to ask.
Limiting and Inaccurate Beliefs. Since our childhood, we've been programmed by our parents, and through schooling, religious training and even the media to STOP asking.
Fear. Having learned all about rejection, embarrassment, vulnerability and hurt in our childhood and early adult years, we find it easier to settle for less than deal with the fear that's resulted from these past experiences.
Low Self-Esteem. Most of us feel unworthy or too inadequate to create the kind of life we want. As a result, we don't believe our needs and wants are worth pursuing.
Pride. Many of us are convinced we need to do everything for ourselves, or we'll look foolish or lose respect among our family and peers.
Take Control!
The truth is, when you take control of your life by asking for what you want and need, you can accomplish anything your heart desires. No doubt, you know of people who seem to walk into any situation and any relationship expecting success. They achieve success again and again because they've learned - and acted on - one simple truth: You will reach your goals only with the help of others.
What are common characteristics shared between people who've mastered the art of asking?
They know what they want. They are clear about their vision, purpose and goals.
They believe that what they're asking for is very possible.
They are passionate about what they are requesting.
They act even when they're afraid or feel fear.
They learn from experience so that they become better "askers" with every ask.
They are persistent. If at first they don't receive, they ask, ask, ask until they do.
You can turn your life around, regardless of the obstacles you currently face. Get clear. Get passionate. Take a giant step past that fear. And if at first you don't succeed, take this minor setback as a signal to you . . . to ask again!
Thursday, April 9, 2009
RELATIONSHIPS ARE EVERYTHING
Your Foundation for Success
Relationship Selling is the core of all modern selling strategies. Your ability to develop and maintain long-term customer relationships is the foundation for your success as a salesperson and your success in business. Relationship selling requires a clear understanding of the dynamics of the selling process as they are experienced by your customer.
Propose a Business Marriage
For your customer, a buying decision usually means a decision to enter into a long-term relationship with you and your company. It is very much like a "business marriage." Before the customer decides to buy, he can take you or leave you. He doesn't need you or your company. He has a variety of options and choices open to him, including not buying anything at all. But when your customer makes a decision to buy from you and gives you money for the product or service you are selling, he becomes dependent on you. And since he has probably had bad buying experiences in the past, he is very uneasy and uncertain about getting into this kind of dependency relationship.
Fulfill Your Promises
What if you let the customer down? What if your product does not work as you promised? What if you don't service it and support it as you promised? What if it breaks down and he can't get it replaced? What if the product or service is completely inappropriate for his needs? These are real dilemmas that go through the mind of every customer when it comes time to make the critical buying decision.
Focus on the Relationship
Because of the complexity of most products and services today, especially high-tech products, the relationship is actually more important than the product. The customer doesn't know the ingredients or components of your product, or how your company functions, or how he will be treated after he has given you his money, but he can make an assessment about you and about the relationship that has developed between the two of you over the course of the selling process. So in reality, the customer's decision is based on the fact that he has come to trust you and believe in what you say.
Build a Solid Trust Bond
In many cases, the quality of your relationship with the customer is the competitive advantage that enables you to edge out others who may have similar products and services. The quality of the trust bond that exists between you and your customers can be so strong that no other competitor can get between you.
Keep Your Customers for Life
The single biggest mistake that causes salespeople to lose customers is taking those customers for granted. This is a form of "customer entropy." It is when the salesperson relaxes his efforts and begins to ignore the customer. Almost 70 percent of customers who walked away from their existing suppliers later replied that they made the change primarily because of a lack of attention from the company.Once you have invested the time and made the efforts necessary to build a high-quality, trust-based relationship with your customer, you must maintain that relationship for the life of your business. You must never take it for granted.
Action Exercises
First, focus on building a high quality relationship with each customer by treating your customer so well that he comes back, buys again and refers you to his friends.
Second, pay attention to your existing customers. Tell them you appreciate them. Look for ways to thank them and encourage them to come back and do business with you again.
Relationship Selling is the core of all modern selling strategies. Your ability to develop and maintain long-term customer relationships is the foundation for your success as a salesperson and your success in business. Relationship selling requires a clear understanding of the dynamics of the selling process as they are experienced by your customer.
Propose a Business Marriage
For your customer, a buying decision usually means a decision to enter into a long-term relationship with you and your company. It is very much like a "business marriage." Before the customer decides to buy, he can take you or leave you. He doesn't need you or your company. He has a variety of options and choices open to him, including not buying anything at all. But when your customer makes a decision to buy from you and gives you money for the product or service you are selling, he becomes dependent on you. And since he has probably had bad buying experiences in the past, he is very uneasy and uncertain about getting into this kind of dependency relationship.
Fulfill Your Promises
What if you let the customer down? What if your product does not work as you promised? What if you don't service it and support it as you promised? What if it breaks down and he can't get it replaced? What if the product or service is completely inappropriate for his needs? These are real dilemmas that go through the mind of every customer when it comes time to make the critical buying decision.
Focus on the Relationship
Because of the complexity of most products and services today, especially high-tech products, the relationship is actually more important than the product. The customer doesn't know the ingredients or components of your product, or how your company functions, or how he will be treated after he has given you his money, but he can make an assessment about you and about the relationship that has developed between the two of you over the course of the selling process. So in reality, the customer's decision is based on the fact that he has come to trust you and believe in what you say.
Build a Solid Trust Bond
In many cases, the quality of your relationship with the customer is the competitive advantage that enables you to edge out others who may have similar products and services. The quality of the trust bond that exists between you and your customers can be so strong that no other competitor can get between you.
Keep Your Customers for Life
The single biggest mistake that causes salespeople to lose customers is taking those customers for granted. This is a form of "customer entropy." It is when the salesperson relaxes his efforts and begins to ignore the customer. Almost 70 percent of customers who walked away from their existing suppliers later replied that they made the change primarily because of a lack of attention from the company.Once you have invested the time and made the efforts necessary to build a high-quality, trust-based relationship with your customer, you must maintain that relationship for the life of your business. You must never take it for granted.
Action Exercises
First, focus on building a high quality relationship with each customer by treating your customer so well that he comes back, buys again and refers you to his friends.
Second, pay attention to your existing customers. Tell them you appreciate them. Look for ways to thank them and encourage them to come back and do business with you again.
Wednesday, April 8, 2009
SYSTEMS BEAT EFFORT (AND GENIUS) EVERY TIME!
This week someone handed me a recent issue of AARP magazine and pointed to a wonderful article about country singer, Dolly Parton. Parton comes across as charming, down-home, friendly and incredibly determined. A strong person who achieved remarkable success on her own terms. I like that!A quote that stood out for us was: "You're not going to see your dreams come true if you don't put wings, legs and arms, hands and feet on 'em," she says. "You gotta have people to help carry out those dreams, and, Lord, I've been surrounded by great people." Obviously Parton phrases it in her unique way, but I was struck by how closely her words describe almost every high achiever I've worked with over the years. You need "wings, legs, arms, hands and feet" to make your dreams come true.
Effort and hard work, even Winston Churchill's famous "blood, sweat and tears," will never be enough. Clear plans, elegant strategies, strong partners and the magic of "wings" are the tools that create success. Systems and elegant strategies beat hard work, every time.I'm reminded of the old story of the race between a tortoise and a hare. The rabbit takes off at top speed, obviously the likely winner, while the poor old tortoise lumbers along, far behind. But as you know, in the end the hare is distracted, fails to stay on track, celebrates too soon, and ultimately suffers a humiliating defeat to the poor, humble tortoise. The tortoise may not have style or panache, but he got the job done. That is success!And, that reminds me of the true stories of self-made millionaires told by Stanley and Danko in their famous book, "The Millionaire Next Door."
Self-made millionaires may not live flashy, dramatic lives, but they have plans, they work their plans, and they retire early and rich. Now, part of the complexity of success is that it does require hard work, and usually, lots of it. Don't get me wrong! Plans and systems by themselves cannot substitute for the hard work of production. Hard work is part of it, but too often, in our eagerness we jump in and expect that our hard work, our passion or enthusiasm will carry the day. And unfortunately, it works just well enough to maintain the illusion that we have found "the answer," so we work even harder. We struggle, and try and wonder what went wrong. Why isn't our hard work being rewarded? Learn from Dolly Parton. She's brilliant. She's passionate. She's determined. She's focused. She works very, very hard. Recently, when the major record companies didn't want to do her latest album, she formed her own company and went ahead without them. She's quoted (at age 63!), "I'll be making records if I have to sell them out of the trunk of my car. I've done that in the past and I'd do it again." Determination, focus and hard work are part of the success equation.But as Parton says, it's also true that "you're not going to see your dreams come true if you don't put wings, legs and arms, hands and feet on 'em."
Quotes of the Week
"Whatever you can do or dream you can, begin it. Boldness has genius, power, and magic in it. Begin it now." -- Goethe
"In any moment of decision, the best thing you can do is the right thing. The worst thing you can do is nothing." -- Theodore Roosevelt
"Man is so made that when anything fires his soul, impossibilities vanish."-- Jean De La Fontaine
"A dream is just a dream. A goal is a dream with a plan and a deadline." -- Harvey Mackay
Effort and hard work, even Winston Churchill's famous "blood, sweat and tears," will never be enough. Clear plans, elegant strategies, strong partners and the magic of "wings" are the tools that create success. Systems and elegant strategies beat hard work, every time.I'm reminded of the old story of the race between a tortoise and a hare. The rabbit takes off at top speed, obviously the likely winner, while the poor old tortoise lumbers along, far behind. But as you know, in the end the hare is distracted, fails to stay on track, celebrates too soon, and ultimately suffers a humiliating defeat to the poor, humble tortoise. The tortoise may not have style or panache, but he got the job done. That is success!And, that reminds me of the true stories of self-made millionaires told by Stanley and Danko in their famous book, "The Millionaire Next Door."
Self-made millionaires may not live flashy, dramatic lives, but they have plans, they work their plans, and they retire early and rich. Now, part of the complexity of success is that it does require hard work, and usually, lots of it. Don't get me wrong! Plans and systems by themselves cannot substitute for the hard work of production. Hard work is part of it, but too often, in our eagerness we jump in and expect that our hard work, our passion or enthusiasm will carry the day. And unfortunately, it works just well enough to maintain the illusion that we have found "the answer," so we work even harder. We struggle, and try and wonder what went wrong. Why isn't our hard work being rewarded? Learn from Dolly Parton. She's brilliant. She's passionate. She's determined. She's focused. She works very, very hard. Recently, when the major record companies didn't want to do her latest album, she formed her own company and went ahead without them. She's quoted (at age 63!), "I'll be making records if I have to sell them out of the trunk of my car. I've done that in the past and I'd do it again." Determination, focus and hard work are part of the success equation.But as Parton says, it's also true that "you're not going to see your dreams come true if you don't put wings, legs and arms, hands and feet on 'em."
Quotes of the Week
"Whatever you can do or dream you can, begin it. Boldness has genius, power, and magic in it. Begin it now." -- Goethe
"In any moment of decision, the best thing you can do is the right thing. The worst thing you can do is nothing." -- Theodore Roosevelt
"Man is so made that when anything fires his soul, impossibilities vanish."-- Jean De La Fontaine
"A dream is just a dream. A goal is a dream with a plan and a deadline." -- Harvey Mackay
Monday, April 6, 2009
DON'T LET CONFLICT KEEP YOU FROM SUCCESS!
Anytime you are making ground and moving toward success, there will inevitably be the opportunity for conflict. That is just a fact of life. You put two people or more in a group and there is potential for conflict - and conflict, improperly handled, can destroy your ability to continue on and achieve your goals.
This is true in many areas of life, from the boardroom to the schoolroom. It can happen in marriage and it can happen between friends and business associates. And when conflict goes bad, success doesn’t happen. The good news is that conflict can be healthy and can actually move you closer to success. Success is based on relationships and relationships offer the chance of conflict, so to get success, you must master conflict. So with that in mind, here are some ideas for handling conflict.
When you are the one who is confronting the problem with someone else:
1. Don’t assume. Don’t assume the worst. Don’t assume that they meant what you think they did. Don’t assume they know any better. Don’t assume they did it on purpose. The fact is that most of the time our assumptions are incorrect and all our assumptions do is cause us to get out of a deeper hole.
2. Ask questions. Since you can’t assume anything, you must begin your confrontation by finding out the facts as that person sees them. Here are some questions to ask: What was your intention in saying or doing that (Maybe they had good but misguided intentions)? What were the thoughts behind those words or actions (Maybe they actually have a well thought out position that you hadn’t thought of)? Are you aware of how that might have been perceived (Maybe they just missed how that would be seen. Everybody is entitled to blow it)?
3. Tell them how you perceive things, or how you feel, rather than what they did. It is never good to start out with telling somebody, “You did this!” Instead, you can say something like, “I feel like your action may have been better if you would have…” Or, “I think that the way that came across may have been…”
4. Deal with one issue at a time. If they battle back a bit, you may be tempted to say, “Well, that isn’t all! As a matter of fact, a number of us here think that you also need to work on…” If there is another issue, then deal with it at a separate time. Too many conflicts go around and around and don’t end up solving the original issue. Stick to one point and see it through to understanding.
When someone is confronting you:
1. Don’t take it personally. Worst-case scenario, you blew it. But that doesn’t make you a bad person. So don’t act like they have accused your character (unless they have, in which case you should try to get the conversation back to the facts). When we take things personally we become even more protective and we tend to become defensive and in the end escalate the conflict even more.
2. Don’t counterattack. This gets back to dealing with one issue at a time. Don’t try to justify or hide from the conflict the person has with you by showing him or her their problems. If they have a problem, great, talk about it later. Don’t muddy the waters with debate about who is better, or as the case may be, less guilty. As hard as it may be, let the conversation run its course until it is solved.
3. Ask for some time to give it objective reflection. One way to stop conflict from escalating is simply to ask for time to consider it. Most of the time when people confront us, we had no idea it was coming. Our natural tendency is to fight out of reaction. If we go and think about it, we can be objective and approach the situation objectively, or at least more so.
4. Set a time to get back with them and discuss the issue. Let the person know that you take their concern seriously and that you want to deal with it in a timely manner. Set a time, no more than three days away, to get back together. You will keep from reacting, and they may even find that they had confronted too soon themselves.
Either way:
1. Keep your eye on the big picture. Is this the hill you want to die on? Determine how important this issue really is. Most things simply aren’t worth getting too upset about, or so upset that the relationship breaks down. Is a productive business relationship worth sacrificing over the fact that you partner wears too much cologne or their spouse talks loudly at parties? Of course not, but some people go to war over those things. Is your husband worth giving up on because he leaves his underwear on the floor? Now, for the sake of argument, the reverse is true: The other person could wear less cologne or pick up their underwear, because that is an easy way to make the other person happy. Ask yourself if this is really a big deal. If it is, proceed.
2. Always respect the other person as a person. No matter what they have done, they are a person of value and deserve to be treated that way. They are not summed up and defined by their mistake. They have hopes and dreams, fears and worries, strengths and weaknesses. Take some time to picture them outside the office, playing with their kids or doing something fun. This will personalize your issue and keep you from going overboard.
3. Be solution oriented. Whatever you do, don’t focus on the problem. Ask yourself and the other person to approach the issue with the idea that you are both working for a solution that will be mutually beneficial. Rather than ask, “Why in the world did you do that stupid thing? What were you thinking?” Ask, “Okay, what is done is done - what can we do to fix this again?” That is much more productive. The goal is to get things going again, not continually punish the other person
Conflict doesn’t have to end in a bad way. In fact, it can cause you to develop a deeper and more trusting relationship with the person you have had conflict with. So the next time you have to confront, or you are being confronted, follow the advice above and you will be much further along toward getting through your conflict in a positive way.
This is true in many areas of life, from the boardroom to the schoolroom. It can happen in marriage and it can happen between friends and business associates. And when conflict goes bad, success doesn’t happen. The good news is that conflict can be healthy and can actually move you closer to success. Success is based on relationships and relationships offer the chance of conflict, so to get success, you must master conflict. So with that in mind, here are some ideas for handling conflict.
When you are the one who is confronting the problem with someone else:
1. Don’t assume. Don’t assume the worst. Don’t assume that they meant what you think they did. Don’t assume they know any better. Don’t assume they did it on purpose. The fact is that most of the time our assumptions are incorrect and all our assumptions do is cause us to get out of a deeper hole.
2. Ask questions. Since you can’t assume anything, you must begin your confrontation by finding out the facts as that person sees them. Here are some questions to ask: What was your intention in saying or doing that (Maybe they had good but misguided intentions)? What were the thoughts behind those words or actions (Maybe they actually have a well thought out position that you hadn’t thought of)? Are you aware of how that might have been perceived (Maybe they just missed how that would be seen. Everybody is entitled to blow it)?
3. Tell them how you perceive things, or how you feel, rather than what they did. It is never good to start out with telling somebody, “You did this!” Instead, you can say something like, “I feel like your action may have been better if you would have…” Or, “I think that the way that came across may have been…”
4. Deal with one issue at a time. If they battle back a bit, you may be tempted to say, “Well, that isn’t all! As a matter of fact, a number of us here think that you also need to work on…” If there is another issue, then deal with it at a separate time. Too many conflicts go around and around and don’t end up solving the original issue. Stick to one point and see it through to understanding.
When someone is confronting you:
1. Don’t take it personally. Worst-case scenario, you blew it. But that doesn’t make you a bad person. So don’t act like they have accused your character (unless they have, in which case you should try to get the conversation back to the facts). When we take things personally we become even more protective and we tend to become defensive and in the end escalate the conflict even more.
2. Don’t counterattack. This gets back to dealing with one issue at a time. Don’t try to justify or hide from the conflict the person has with you by showing him or her their problems. If they have a problem, great, talk about it later. Don’t muddy the waters with debate about who is better, or as the case may be, less guilty. As hard as it may be, let the conversation run its course until it is solved.
3. Ask for some time to give it objective reflection. One way to stop conflict from escalating is simply to ask for time to consider it. Most of the time when people confront us, we had no idea it was coming. Our natural tendency is to fight out of reaction. If we go and think about it, we can be objective and approach the situation objectively, or at least more so.
4. Set a time to get back with them and discuss the issue. Let the person know that you take their concern seriously and that you want to deal with it in a timely manner. Set a time, no more than three days away, to get back together. You will keep from reacting, and they may even find that they had confronted too soon themselves.
Either way:
1. Keep your eye on the big picture. Is this the hill you want to die on? Determine how important this issue really is. Most things simply aren’t worth getting too upset about, or so upset that the relationship breaks down. Is a productive business relationship worth sacrificing over the fact that you partner wears too much cologne or their spouse talks loudly at parties? Of course not, but some people go to war over those things. Is your husband worth giving up on because he leaves his underwear on the floor? Now, for the sake of argument, the reverse is true: The other person could wear less cologne or pick up their underwear, because that is an easy way to make the other person happy. Ask yourself if this is really a big deal. If it is, proceed.
2. Always respect the other person as a person. No matter what they have done, they are a person of value and deserve to be treated that way. They are not summed up and defined by their mistake. They have hopes and dreams, fears and worries, strengths and weaknesses. Take some time to picture them outside the office, playing with their kids or doing something fun. This will personalize your issue and keep you from going overboard.
3. Be solution oriented. Whatever you do, don’t focus on the problem. Ask yourself and the other person to approach the issue with the idea that you are both working for a solution that will be mutually beneficial. Rather than ask, “Why in the world did you do that stupid thing? What were you thinking?” Ask, “Okay, what is done is done - what can we do to fix this again?” That is much more productive. The goal is to get things going again, not continually punish the other person
Conflict doesn’t have to end in a bad way. In fact, it can cause you to develop a deeper and more trusting relationship with the person you have had conflict with. So the next time you have to confront, or you are being confronted, follow the advice above and you will be much further along toward getting through your conflict in a positive way.
Friday, April 3, 2009
BOOSTING THE CUSTOMER'S SELF-ESTEEM
Listening Builds Self-Esteem
It has been said that,"Rapt attention is the highest form of flattery." When you listen intently to another person and it is clear that you genuinely care about what that other person is saying, his or her self-esteem goes up. His or her feeling of personal value increases. He or she feels more worthwhile and important as a human being. You can actually make another person feel terrific about himself or herself by listening in a warm, genuine, caring way to everything he or she has to say.When a man and a woman go out for the first time, they spend an inordinate amount of time talking and listening to each other. They look into each other's eyes and hang on every word. They are each fascinated by the personality of the other. The more each listens to the other, the more positive and happy each of them feel and the stronger becomes the bonds of affection between them.
You probably already know that the most successful people have incredible levels of self-confidence. They've accomplished great levels of success and happiness in their lives and seem to be unstoppable in everything that they do.The fact is, that when you develop unshakable self-confidence your whole world will change for the better.
The Opposite of Listening is Ignoring
You always listen to that which you most value. You always ignore that which you devalue. The fastest way to turn a person off, to hurt their feelings and make them feel slighted and angry is to simply ignore what they are saying or interrupt them in the middle of a thought. Ignoring or interrupting is the equivalent of an emotional slap in the face. Men especially have to be careful about their natural desire to make a remark or an observation in the middle of a conversation. This can often cause the sales conversation to come to a grinding halt.
Action Exercises
Now, here are two things you can do immediately to put these ideas into action.
First, take every opportunity to make the other person feel important by listening attentively to what he or she says.
Second, avoid interrupting the other person by slowing down and pausing for a few moments after he or she has stopped speaking.
It has been said that,"Rapt attention is the highest form of flattery." When you listen intently to another person and it is clear that you genuinely care about what that other person is saying, his or her self-esteem goes up. His or her feeling of personal value increases. He or she feels more worthwhile and important as a human being. You can actually make another person feel terrific about himself or herself by listening in a warm, genuine, caring way to everything he or she has to say.When a man and a woman go out for the first time, they spend an inordinate amount of time talking and listening to each other. They look into each other's eyes and hang on every word. They are each fascinated by the personality of the other. The more each listens to the other, the more positive and happy each of them feel and the stronger becomes the bonds of affection between them.
You probably already know that the most successful people have incredible levels of self-confidence. They've accomplished great levels of success and happiness in their lives and seem to be unstoppable in everything that they do.The fact is, that when you develop unshakable self-confidence your whole world will change for the better.
The Opposite of Listening is Ignoring
You always listen to that which you most value. You always ignore that which you devalue. The fastest way to turn a person off, to hurt their feelings and make them feel slighted and angry is to simply ignore what they are saying or interrupt them in the middle of a thought. Ignoring or interrupting is the equivalent of an emotional slap in the face. Men especially have to be careful about their natural desire to make a remark or an observation in the middle of a conversation. This can often cause the sales conversation to come to a grinding halt.
Action Exercises
Now, here are two things you can do immediately to put these ideas into action.
First, take every opportunity to make the other person feel important by listening attentively to what he or she says.
Second, avoid interrupting the other person by slowing down and pausing for a few moments after he or she has stopped speaking.
Wednesday, April 1, 2009
THE ENDGAME TO SELLING
In golf, there is a saying that, "You drive for show, but you putt for dough." In selling, you prospect and present for show, but you overcome customer skepticism and gain commitment for dough. Your ability to answer objections and get the sale is the true test of how good you really are as a salesperson.
The True Test of Selling
This is perhaps the most stressful and challenging part of the sales process. It's where the rubber meets the road. It is your ability to answer the questions that the prospect puts to you and overcome his natural reluctance to make a commitment that wraps up the sales process. It is also the part of the sales process that salespeople dislike the most and which customers find the most stressful.
Plan It in Advance
The end game of selling must be carefully thought through and planned in advance so that you are thoroughly prepared to bring the sales conversation to its natural conclusion at the earliest and most appropriate moment. Fortunately, this is a skill, like riding a bicycle or typing with a typewriter, and you can learn it through study and practice.
Handling Objections Comes First
Handling objections and closing the sale are two different parts of the sales process but they are so close together that this chapter will discuss them as a single function. Just as there are reasons why people buy a product, there are reasons why they don't. Often answering an objection or removing an obstacle is the critical element in making the sale. You can answer the objection and close the sale simultaneously.
Make It a Reason to Buy
Objections can be turned into reasons for buying. Just as there is a primary reason for buying a product, a hot button, there is a primary objection that stops the person from buying it. If you can emphasize the one and remove the other, the sale falls together naturally.Smaller Products Versus Larger ProductsIn selling smaller products or services, where you can prospect and make a complete presentation in the first meeting, your approach to closing will be different from that required if you are selling a larger product in a multi-call sale that stretches over several weeks or months.
Ask For the Order
In the shorter, smaller sale, the prospect knows everything necessary to make a buying decision at the end of your presentation. Your aim should be to answer any lingering questions and then ask for the order. In the larger sale, you may have to meet with the prospect several times before the prospect is in a position to make a buying decision. You will have to be more patient and persistent.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, prepare yourself in advance for the endgame of selling by anticipating anything the customer might offer as a reason for not buying. Be ready.
Second, look for the hot button, the reason the customer will buy, and press it. Meanwhile, find out his major reason for not buying and remove it.
The True Test of Selling
This is perhaps the most stressful and challenging part of the sales process. It's where the rubber meets the road. It is your ability to answer the questions that the prospect puts to you and overcome his natural reluctance to make a commitment that wraps up the sales process. It is also the part of the sales process that salespeople dislike the most and which customers find the most stressful.
Plan It in Advance
The end game of selling must be carefully thought through and planned in advance so that you are thoroughly prepared to bring the sales conversation to its natural conclusion at the earliest and most appropriate moment. Fortunately, this is a skill, like riding a bicycle or typing with a typewriter, and you can learn it through study and practice.
Handling Objections Comes First
Handling objections and closing the sale are two different parts of the sales process but they are so close together that this chapter will discuss them as a single function. Just as there are reasons why people buy a product, there are reasons why they don't. Often answering an objection or removing an obstacle is the critical element in making the sale. You can answer the objection and close the sale simultaneously.
Make It a Reason to Buy
Objections can be turned into reasons for buying. Just as there is a primary reason for buying a product, a hot button, there is a primary objection that stops the person from buying it. If you can emphasize the one and remove the other, the sale falls together naturally.Smaller Products Versus Larger ProductsIn selling smaller products or services, where you can prospect and make a complete presentation in the first meeting, your approach to closing will be different from that required if you are selling a larger product in a multi-call sale that stretches over several weeks or months.
Ask For the Order
In the shorter, smaller sale, the prospect knows everything necessary to make a buying decision at the end of your presentation. Your aim should be to answer any lingering questions and then ask for the order. In the larger sale, you may have to meet with the prospect several times before the prospect is in a position to make a buying decision. You will have to be more patient and persistent.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, prepare yourself in advance for the endgame of selling by anticipating anything the customer might offer as a reason for not buying. Be ready.
Second, look for the hot button, the reason the customer will buy, and press it. Meanwhile, find out his major reason for not buying and remove it.
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