Anybody can achieve anything. Do you believe that? I do.
But there is a caveat that must be made. Those who succeed are those who walk through the door of opportunity when it swings open. That we know. But what is the secret to getting through the door of opportunity?
Being outside the door when it swings open.
As the story goes, Frank Sinatra got his big break while working as a waiter. One day, as he was waiting tables, who does he see sitting in the restaurant, but one of the biggest names in the music industry. Old Blue Eyes did the unbelievable: He cleared off a table next to the gentleman and got up on it and sang! He knew he was done at the restaurant for doing so, but how many times would this door of opportunity open up? Needless to say, the rest is history.
You may remember my article about the stagehand for Kenny G who one day was in the auditorium with Kenny, just the two of them, when he started to play every song for him on the piano that was set up. Kenny didn’t even know the guy could play the piano. Guess who is now the lead keyboardist for Kenny G? You got it!
You see, you never know when the door of opportunity is going to open wide. For some, the big break comes early in life and for others later on. But for all of those who become successful, there is one key similarity: They were ready. And for every one of those who were ready, there were thousands more who weren’t.
So, the principle for us is: Be ready!
Are you ready? Here are some thoughts for you to consider.
Are your skills as sharp as they could be? Are they enough so when your shot comes you can perform?
Is your character deep enough to handle success? Let’s face it; you don’t want big success if your character won’t be able to handle it.
Are you working hard to position yourself now? The job to do while waiting for the door to open is to develop your skills and your character, so as to position yourself to get through that door before it closes.
Your door will open someday. It opens for everyone. It may only open once or it may open many times. It is different for everyone and life just isn’t fair that way. But everybody gets a shot. Will you be ready?
When that huge door of opportunity opens up, will you be able to walk boldly through it?
Do everything you can to be ready. Don’t just sit and wish and dream. Be proactive and make sure that you are the most qualified when the door opens. Make sure that you are the hardest worker. Make sure you are the closest to the door.
When it opens – Be Ready!
Shhh. Do you hear that? Hinges creaking! It is the sound of the door opening. Your door of opportunity! Are you ready?
Saturday, October 30, 2010
Wednesday, October 27, 2010
TIME MANAGEMENT TECHNIQUES FOR SALESPEOPLE
In 1928, the magazine Sales and Marketing Management surveyed American Businesses to determine how efficiently salespeople were using their time. They discovered that the average salesperson in America was only working 20 percent of the time, approximately one and one-half hours per day. This finding caused bells to go off throughout the sales industry. The idea that salespeople were only working ninety minutes per day became the emphasis for improved training, better time management skills, better supervision, and better control of the activities of salespeople.
Double Your Sales
In my sales programs, I teach what I call my minutes theory. It is based on a simple equation. If you are in sales today, 100 percent of your sales and your income are generated by the number of minutes hat you spend face-to-face with prospects and customers. If you want to increase the number of sales or the amount of money you make, you must increase the number of minutes that you spend in actual selling activity, face-to-face with people who can, and will, buy from you. My theory says that if you double the number of minutes that if you spend with customers, you will double your income, even if you do not improve in any other area of sales. If you manage your time as the top salespeople do, so that you are spending more time with customers, your sales will increase immediately.
The Job of the Salesperson
Let us begin with the job description of the salesperson. The job description of the salesperson is to create and keep customers. The measure of effectiveness of a salesperson is how many new customers she creates, or resales she generates, in any given time period. Everything else that salesperson does is secondary to creating and keeping customers. Therefore, the only time a sales person is working is when he is face-to-face, head-to-head, and knee-to-knee with a prospect or customer.
Begin with Clear Income and Sales Goals
Achieving Peak Performance and excellent time management in sales begins with your setting clear income and sales goals for yourself. The act of sitting down and deciding, in writing, how much you want to earn, and how you are going to go about earning it, makes it far more likely that you will achieve those goals than if you didn't set them at all. The goal-setting exercise I am about to share with you has led to the doubling and tripling of the incomes of many salespeople. It is powerful because it is simple and easy. You can learn it and apply it immediately.
Determine What You Will Have to Do
Once you have broken your income and sales goals down into monthly, weekly, daily, and hourly amounts, you then define these goals in terms of the activities necessary to achieve them. The critical element in this calculation is the factor of control. You cannot control your income or your sales on a day-to-day basis. They depend on too many other factors. But you can control your activities. You can determine and control what you do from morning to night, and as a result, you can indirectly control your income. If you engage in the activities necessary to make sales you want to make, you will inevitably achieve your sales goals.
Get Better at What You Do
Once you have determined your sales goals and worked out an activity schedule for each day, you immediately go to work on yourself to upgrade your skills in your key result areas. One of the best uses of your time is to get better at the most important things you do. Your goal is to upgrade your skills so that you achieve more and better results in a shorter period of time.
Action Exercise
Take charge of your sales career today; resolve to double the amount of time you spend face-to-face with prospects and customers.
Double Your Sales
In my sales programs, I teach what I call my minutes theory. It is based on a simple equation. If you are in sales today, 100 percent of your sales and your income are generated by the number of minutes hat you spend face-to-face with prospects and customers. If you want to increase the number of sales or the amount of money you make, you must increase the number of minutes that you spend in actual selling activity, face-to-face with people who can, and will, buy from you. My theory says that if you double the number of minutes that if you spend with customers, you will double your income, even if you do not improve in any other area of sales. If you manage your time as the top salespeople do, so that you are spending more time with customers, your sales will increase immediately.
The Job of the Salesperson
Let us begin with the job description of the salesperson. The job description of the salesperson is to create and keep customers. The measure of effectiveness of a salesperson is how many new customers she creates, or resales she generates, in any given time period. Everything else that salesperson does is secondary to creating and keeping customers. Therefore, the only time a sales person is working is when he is face-to-face, head-to-head, and knee-to-knee with a prospect or customer.
Begin with Clear Income and Sales Goals
Achieving Peak Performance and excellent time management in sales begins with your setting clear income and sales goals for yourself. The act of sitting down and deciding, in writing, how much you want to earn, and how you are going to go about earning it, makes it far more likely that you will achieve those goals than if you didn't set them at all. The goal-setting exercise I am about to share with you has led to the doubling and tripling of the incomes of many salespeople. It is powerful because it is simple and easy. You can learn it and apply it immediately.
Determine What You Will Have to Do
Once you have broken your income and sales goals down into monthly, weekly, daily, and hourly amounts, you then define these goals in terms of the activities necessary to achieve them. The critical element in this calculation is the factor of control. You cannot control your income or your sales on a day-to-day basis. They depend on too many other factors. But you can control your activities. You can determine and control what you do from morning to night, and as a result, you can indirectly control your income. If you engage in the activities necessary to make sales you want to make, you will inevitably achieve your sales goals.
Get Better at What You Do
Once you have determined your sales goals and worked out an activity schedule for each day, you immediately go to work on yourself to upgrade your skills in your key result areas. One of the best uses of your time is to get better at the most important things you do. Your goal is to upgrade your skills so that you achieve more and better results in a shorter period of time.
Action Exercise
Take charge of your sales career today; resolve to double the amount of time you spend face-to-face with prospects and customers.
Monday, October 25, 2010
THREE SKILLS TO IMPROVE CONVERSATION
One key to becoming a great conversationalist is to pause before replying. A short pause, of three to five seconds, is a very classy thing to do in a conversation. When you pause, you accomplish three goals simultaneously.
The Benefits of Pausing
First, you avoid running the risk of interrupting if the other person is just catching his or her breath before continuing. Second, you show the other person that you are giving careful consideration to his or her words by not jumping in with your own comments at the earliest opportunity. The third benefit of pausing is that you will actually hear the other person better. His or her words will soak into a deeper level of your mind and you will understand what he or she is saying with greater clarity. By pausing, you mark yourself as a brilliant conversationalist.
Ask Questions
Another way to become a great conversationalist is to question for clarification. Never assume that you understand what the person is saying or trying to say. Instead, ask, "How do you mean, exactly?"
This is the most powerful question I've ever learned for controlling a conversation. It is almost impossible not to answer. When you ask, "How do you mean?" the other person cannot stop himself or herself from answering more extensively. You can then follow up with other open-ended questionsand keep the conversation rolling along.
Paraphrase the Speaker's Words
The third way to become a great conversationalist is to paraphrase the speaker's words in your own words. After you've nodded and smiled, you can then say, "Let me see if I've got this right. What you're saying is . . ."
Demonstrate Attentiveness
By paraphrasing the speaker's words, you demonstrate in no uncertain terms that you are genuinely paying attention and making every effort to understand his or her thoughts or feelings. And the wonderful thing is, when you practice effective listening, other people will begin to find you fascinating. They will want to be around you. They will feel relaxed and happy in your presence.
Listening Builds Trust
The reason why listening is such a powerful tool in developing the art and skill of conversation is because listening builds trust. The more you listen to another person, the more he or she trusts you and believes in you.
Listening also builds self-esteem. When you listen attentively to another person, his or her self-esteem will naturally increase.
Listening Develops Discipline
Finally, listening builds self-discipline in the listener. Because your mind can process words at 500-600 words per minute, and we can only talk at about 150 words per minute, it takes a real effort to keep your attention focused on another person's words. If you do not practice self-discipline in conversation, your mind will wander in a hundred different directions. The more you work at paying close attention to what the other person is saying, the more self-disciplined you will become. In other words, by learning to listen well, you actually develop your own character and your own personality.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, make a habit of pausing before replying in any conversation or discussion. You will be amazed at how powerful this technique really is.
Second, continually ask, "How do you mean?" in response to anything that is not perfectly clear. This gives you even more time to listen well.
The Benefits of Pausing
First, you avoid running the risk of interrupting if the other person is just catching his or her breath before continuing. Second, you show the other person that you are giving careful consideration to his or her words by not jumping in with your own comments at the earliest opportunity. The third benefit of pausing is that you will actually hear the other person better. His or her words will soak into a deeper level of your mind and you will understand what he or she is saying with greater clarity. By pausing, you mark yourself as a brilliant conversationalist.
Ask Questions
Another way to become a great conversationalist is to question for clarification. Never assume that you understand what the person is saying or trying to say. Instead, ask, "How do you mean, exactly?"
This is the most powerful question I've ever learned for controlling a conversation. It is almost impossible not to answer. When you ask, "How do you mean?" the other person cannot stop himself or herself from answering more extensively. You can then follow up with other open-ended questionsand keep the conversation rolling along.
Paraphrase the Speaker's Words
The third way to become a great conversationalist is to paraphrase the speaker's words in your own words. After you've nodded and smiled, you can then say, "Let me see if I've got this right. What you're saying is . . ."
Demonstrate Attentiveness
By paraphrasing the speaker's words, you demonstrate in no uncertain terms that you are genuinely paying attention and making every effort to understand his or her thoughts or feelings. And the wonderful thing is, when you practice effective listening, other people will begin to find you fascinating. They will want to be around you. They will feel relaxed and happy in your presence.
Listening Builds Trust
The reason why listening is such a powerful tool in developing the art and skill of conversation is because listening builds trust. The more you listen to another person, the more he or she trusts you and believes in you.
Listening also builds self-esteem. When you listen attentively to another person, his or her self-esteem will naturally increase.
Listening Develops Discipline
Finally, listening builds self-discipline in the listener. Because your mind can process words at 500-600 words per minute, and we can only talk at about 150 words per minute, it takes a real effort to keep your attention focused on another person's words. If you do not practice self-discipline in conversation, your mind will wander in a hundred different directions. The more you work at paying close attention to what the other person is saying, the more self-disciplined you will become. In other words, by learning to listen well, you actually develop your own character and your own personality.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, make a habit of pausing before replying in any conversation or discussion. You will be amazed at how powerful this technique really is.
Second, continually ask, "How do you mean?" in response to anything that is not perfectly clear. This gives you even more time to listen well.
Friday, October 22, 2010
TIPS FOR SMARTER MEETINGS
No matter how big your business is, you probably spend a lot of time in meetings. There's no need to suffer – there are plenty of ways to use IT to make meetings more efficient.
- Consider your options. Do you really need this meeting at all? Could you replace it with an email update or a chat over instant messaging?
- Use mind maps. A mind map is a way to think through an agenda in a more creative way.
- Count the cost. Add up the hourly salary cost of everyone attending the meeting and multiply by the duration. Does it represent value for money?
- Set standards. Set common expectations about how your business does meetings. Everyone should know how to chair a meeting, how to take minutes, how to brainstorm etc. You should also set clear expectations about arriving on time.
- Schedule breaks. Don't let long meetings continue without giving people a chance to take a break. Schedule the start and end time of the breaks and don't let people wander off for a coffee, cigarette or email break.
- Have meetings standing up. Discomfort is a great way to focus people's minds and prevent unproductive conversation.
- Hold meetings before lunch. Similarly, people are unlikely to tolerate overrun if they're hungry.
- Schedule shorter meetings. Agendas always seem to expand to fill the time allotted to them. It's too tempting to schedule meetings for an hour or half an hour because that's the default in Outlook and other diary software. Try scheduling different times and different durations.
- Finish meetings early. Try to finish at quarter to the hour so people can get to another appointment that starts on the hour.
- Ten-minute meetings. Try scheduling ten-minute meetings. Send out a very tight agenda and all the supporting documents in advance. Give everyone a brief opportunity to have their say and then move to a decision.
- Replace routine meetings. Status reports and so on don't need meetings. Don't let a 'same time, same place' meeting carry on after it has done its job.
- Deflect distractions. If an issue comes up that is interesting but off-topic, note it on a whiteboard or in the minutes so that it doesn't get lost. And then move on with the agenda.
- Shorter minutes. There's usually no need to record who said what; just what decisions you took and who is going to do what.
- Manage talkative people. Don't put talkative people opposite the person chairing the meeting – that way they won't always get eye contact and start talking. Don't be afraid to challenge repeat offenders (one to one, outside the meeting as a courtesy). “I'm always interested in your views but perhaps with a bit of preparation you could be more succinct in meetings.”
- Get everyone to contribute. If you are running the meeting, always ask quiet people for their views. They might have a critical contribution but lack confidence to speak.
- Use a timer. Make sure each meeting room has a large clock with a second hand on it. If time is short, set time limits on individual contributions or a strict timetable for each part of the agenda.
- Encourage brevity. Ask people to circulate lengthy reports in advance by email. Let people give high-level summaries but don't let status reports turn into lengthy monologues. Try to focus on the information that the meeting as a whole needs to know.
- Learn from your successes (and your mistakes). After each meeting, spend a minute to ask everyone what went well and what they would change next time. Those who don't learn from bad meetings are condemned to repeat them.
- Use document templates. Microsoft Word 2007 has lots of templates you can use to create an agenda or minutes quickly. You can use these as a starting point for your own company templates.
- Use a computer to capture actions. An HP notebook or tablet PC with a projector is a great tool for capturing minutes and ideas in a meeting. Whiteboards and flipcharts are okay for capturing ideas during a meeting, but a computer never runs out of space and it's easy to add and delete new ideas as you go.
- Project rooms. If you are working on a long-term project, consider setting up a permanent project room where all the meetings for that project take place. You can cover the walls with relevant material and keep documents and files in it. Or you could have a meeting room with a project wall.
- Be a Microsoft® Office PowerPoint® 2007. Office PowerPoint 2007 puts the control in your hands to create great-looking presentations. The special two-monitor Presenter View lets your audience see the slideshow on a projector while your notebook displays speaker notes, the current slide and a clock – ideal for staying on track.
- Avoid 'same time, same place' meetings. Regular meetings create a sense of continuity but it's easy to lapse into bad habits – no agenda, no minutes, and a bloated invitation list. The best idea is to treat each scheduled meeting like a one-time meeting.
- Ban email in meetings. If people spend all day in pointless meetings it's easy to understand why they bring notebooks and answer their email; but if meetings are going to get shorter and more efficient, you'll need their full attention. Offer this deal: we'll cut meetings in half so you can give your full attention to the meeting now and your full attention to your email later.
- Use Outlook to schedule meetings. Office Outlook 2007 has several features that make organising meetings much easier. These include the ability to see group schedules and other people's calendars as well as the 'Plan a Meeting' tool which automatically chooses a mutually convenient time for a group.
Wednesday, October 20, 2010
5 RULES FOR DRESSING FOR SUCCESS
Dressing for work used to be simple: everyone wore a suit. But although most workplaces now have a more relaxed dress code, don’t be fooled into thinking this means you can wear anything you like. The way you dress, and your general appearance, has an influence on how others perceive you and how quickly you move up the career ladder. What you wear can get you noticed, establish your credibility and encourage colleagues to take you seriously – or, indeed, have just the opposite effect.
1. Present a smart image
Smart doesn’t mean “dressed up”: it means cool and polished. Your aim should be to look professional rather than cute or trendy: a classic, structured outward appearance is a sign of what’s going on in your head. Take care of the details: neat hair and nails, clean, ironed clothes, polished shoes and perfect stockings all show you take your job seriously.
If your field is conservative, dress conservatively. Women can play safe by wearing skirts or trouser suits in dark, conservative colours, shoes which cover the toes and shirts rather than t-shirts. Men can simply wear a well-cut suit in a dark, subtle colour and a sober tie; remember that black shoes work best with navy, grey and black suits; brown shoes with brown or tan suits. Wear lace-up leather shoes, and shine them regularly. Your socks should match the colour of your trousers, unless your suit is tan – then the socks should match your shoes.
2. Be careful with colour
Image consultants emphasise that the colours you wear not only express your personality but influence the way other people react to you. Traditional career colours are black, grey, blue and red. Black is smart and cool, and obviously the most formal; dark grey is a safe alternative for everyday and for special business meetings. Blue, particularly navy, is a successful corporate colour, conveying confidence and trustworthiness; a lighter shade suggests eagerness and enthusiasm. And while red indicates power, focus and control, it is an “aggressive” colour, so don’t wear a suit entirely in red! Likewise, for women, light green, yellow, soft pink and ice blue are pretty and feminine, but just add touches of these colours rather than creating complete outfits.
3. Dress for the position you want
If you are a manager or have a more senior position, you can instil respect by dressing a bit better than those under you. If you want to move up in the company, dress to fit the role you want, not the role you have. If you’d like to be a manager, look like someone who could fill that position. Dress like your boss – but be careful, you shouldn’t make it too obvious!
4. Don’t be too casual
There is a difference between clothes that are appropriate for work and those that are better for the weekend. If you wear jeans in the office, they should be dark and well fitting, with neat hems. Never wear flip-flops, beach attire or anything too revealing, baggy or tight.
Men who wear their hair long should have it tied back; your beard should look as though you mean it to look the way it is, not just that you didn’t have time to shave. Women should wear subtle, neutral makeup; keep the sparkly stuff for the evening.
Lastly, facial piercings, tongue jewellery and tattoos, strong perfumes and aftershaves simply don’t belong in the business workplace.
5. Dress for the occasion
If you have to give a presentation or meet clients, pay more attention to your appearance than you would normally. After all, you want to make sure people listen to what you say rather than being distracted by your appearance. When it comes to customer meetings, the rule of thumb is to dress a little better than your customers.
And remember: don’t wear anything too outrageous to the office party: your colleagues will never, ever forget!
1. Present a smart image
Smart doesn’t mean “dressed up”: it means cool and polished. Your aim should be to look professional rather than cute or trendy: a classic, structured outward appearance is a sign of what’s going on in your head. Take care of the details: neat hair and nails, clean, ironed clothes, polished shoes and perfect stockings all show you take your job seriously.
If your field is conservative, dress conservatively. Women can play safe by wearing skirts or trouser suits in dark, conservative colours, shoes which cover the toes and shirts rather than t-shirts. Men can simply wear a well-cut suit in a dark, subtle colour and a sober tie; remember that black shoes work best with navy, grey and black suits; brown shoes with brown or tan suits. Wear lace-up leather shoes, and shine them regularly. Your socks should match the colour of your trousers, unless your suit is tan – then the socks should match your shoes.
2. Be careful with colour
Image consultants emphasise that the colours you wear not only express your personality but influence the way other people react to you. Traditional career colours are black, grey, blue and red. Black is smart and cool, and obviously the most formal; dark grey is a safe alternative for everyday and for special business meetings. Blue, particularly navy, is a successful corporate colour, conveying confidence and trustworthiness; a lighter shade suggests eagerness and enthusiasm. And while red indicates power, focus and control, it is an “aggressive” colour, so don’t wear a suit entirely in red! Likewise, for women, light green, yellow, soft pink and ice blue are pretty and feminine, but just add touches of these colours rather than creating complete outfits.
3. Dress for the position you want
If you are a manager or have a more senior position, you can instil respect by dressing a bit better than those under you. If you want to move up in the company, dress to fit the role you want, not the role you have. If you’d like to be a manager, look like someone who could fill that position. Dress like your boss – but be careful, you shouldn’t make it too obvious!
4. Don’t be too casual
There is a difference between clothes that are appropriate for work and those that are better for the weekend. If you wear jeans in the office, they should be dark and well fitting, with neat hems. Never wear flip-flops, beach attire or anything too revealing, baggy or tight.
Men who wear their hair long should have it tied back; your beard should look as though you mean it to look the way it is, not just that you didn’t have time to shave. Women should wear subtle, neutral makeup; keep the sparkly stuff for the evening.
Lastly, facial piercings, tongue jewellery and tattoos, strong perfumes and aftershaves simply don’t belong in the business workplace.
5. Dress for the occasion
If you have to give a presentation or meet clients, pay more attention to your appearance than you would normally. After all, you want to make sure people listen to what you say rather than being distracted by your appearance. When it comes to customer meetings, the rule of thumb is to dress a little better than your customers.
And remember: don’t wear anything too outrageous to the office party: your colleagues will never, ever forget!
Monday, October 18, 2010
THE JOY OF LOGISTICS
Recently the American package delivery company, UPS, has been
running a brilliant ad on television. A woman sings about the
joy of "logistics" set to the music of a famous Italian
melody. (I always think of Dean Martin singing "That's Amore"
when I hear it.)
The ad is well done, with cute images and music that swells
and grows through the 30 seconds. It's a twist on an old
familiar love song, and there's a delightful absurdity about
the joy of package delivery!
I draw two vital business lessons from this simple ad:
1. Make your advertising memorable or don't bother.
Currently, we are swamped with political ads of all kinds.
That may be good (we want educated, informed voters) but it
definitely grows tedious. It's especially tedious because so
many of the ads are so badly done! They are negative,
unhappy, dark and somber. And worse, they are so forgettable!
When you advertise your business, take the time and effort to
stand out in a positive way! Make your ads memorable,
humorous, inspiring or at least educational. An ad that
merely says you exist is not going to do much for your
business. Tell folks about the problems you solve or the
benefits you provide. And put some zing in it!
2. It's the fundamentals that make all the difference. The
best businesses are very good at what they do. It may not be
flashy or sexy or "new" but they get things done on time,
every time. They keep their promises and take pride in what
they do.
Package delivery is not sexy or "new." It's a business we
want to take for granted because we never worry about it.
It's a delivery service! And for UPS to create such a
powerful ad should inspire every business leader.
How will you make your business stand out? Advertise with
flair and creativity, and when you get a new customer, do
your work on time, on budget, with class and enthusiasm.
Every time. Loyal, repeat customers will make you rich.
running a brilliant ad on television. A woman sings about the
joy of "logistics" set to the music of a famous Italian
melody. (I always think of Dean Martin singing "That's Amore"
when I hear it.)
The ad is well done, with cute images and music that swells
and grows through the 30 seconds. It's a twist on an old
familiar love song, and there's a delightful absurdity about
the joy of package delivery!
I draw two vital business lessons from this simple ad:
1. Make your advertising memorable or don't bother.
Currently, we are swamped with political ads of all kinds.
That may be good (we want educated, informed voters) but it
definitely grows tedious. It's especially tedious because so
many of the ads are so badly done! They are negative,
unhappy, dark and somber. And worse, they are so forgettable!
When you advertise your business, take the time and effort to
stand out in a positive way! Make your ads memorable,
humorous, inspiring or at least educational. An ad that
merely says you exist is not going to do much for your
business. Tell folks about the problems you solve or the
benefits you provide. And put some zing in it!
2. It's the fundamentals that make all the difference. The
best businesses are very good at what they do. It may not be
flashy or sexy or "new" but they get things done on time,
every time. They keep their promises and take pride in what
they do.
Package delivery is not sexy or "new." It's a business we
want to take for granted because we never worry about it.
It's a delivery service! And for UPS to create such a
powerful ad should inspire every business leader.
How will you make your business stand out? Advertise with
flair and creativity, and when you get a new customer, do
your work on time, on budget, with class and enthusiasm.
Every time. Loyal, repeat customers will make you rich.
Quotes of the Week
"Be faithful in small things because it is in them that your
strength lies." -- Mother Teresa
"In our daily lives, we must see that it is not happiness
that makes us grateful, but the gratefulness that makes us
happy." -- Albert Clarke
"Whatever you can do or dream you can, begin it. Boldness
has genius, power, and magic in it. Begin it now." -- Goethe
“The trouble with the rat race is that even if you win you're
still a rat.” -- Lily Tomlin
"Be faithful in small things because it is in them that your
strength lies." -- Mother Teresa
"In our daily lives, we must see that it is not happiness
that makes us grateful, but the gratefulness that makes us
happy." -- Albert Clarke
"Whatever you can do or dream you can, begin it. Boldness
has genius, power, and magic in it. Begin it now." -- Goethe
“The trouble with the rat race is that even if you win you're
still a rat.” -- Lily Tomlin
Friday, October 15, 2010
LEADERSHIP PREPARATION
So you want to be a leader? Or you want to be a better leader? It can be done, you know. No matter where you are in your leadership journey, you CAN move forward. You CAN lead better. You CAN lead more people. You CAN lead your organization to higher ground. Yes, you CAN!
But let me tell you this: You won’t do it via osmosis! It won’t just “happen.” Growing in your leadership is not something that comes from the fairy godmother of leadership. You can’t touch the hem of Jack Welch’s garment and become “Super-Leader!” Oh, that it were that easy!
So what does it take?
Time.
Experience.
Training.
Hard Knocks.
A Mentor.
Discipline.
And a few others.
But let’s start at the very beginning. You want to be a leader. That’s good. You want to be a better leader. That’s good too. But what comes first? Preparation. Leadership Prep. What is it? What needs to happen in order to get yourself ready to become a leader? As you get ready for 2002 and you want to take the next step in your leadership, take these last days of November and go through a little reflection on Leadership Prep.
Before you become the leader you want to be:
1. Count the cost.
Leadership is hard. There will be times that you say, “Leadership isn’t worth it. These people are crazy and I don’t deserve this.” It is true. You don’t deserve it. But you choose it. You choose it because you want to lead people. You want to improve their lives. You see the higher ground that they cannot see and you desire to take them there. It will take time. It will take money. It will sap your strength and energy. Count the cost, my friend. Leadership is not for the weak and timid. Yes, the rewards are great, but so are the sacrifices. Prep yourself for the cost of leadership.
2. Assess your strengths and weaknesses.
Too many people dive into trying to lead and end up dying out because they were not honest with themselves about their strengths and weaknesses. They get going and realize that they should have strengthened themselves in certain areas because now it is killing their ability to lead. If you know your strengths, then you can focus yourself on them and allow yourself to be successful through them. If you are aware of your weaknesses you will be able to stay away from them, or hire to cover them, and thus allow yourself to become even more successful as a leader. So prep yourself by becoming exceedingly clear on your strengths and weaknesses.
Settle in for the marathon, not the sprint.
3. Very few - I mean VERY few - people get big leadership assignments at early ages. And when they do, even fewer of the few see things happen fast in their leadership. No, usually things happen slowly. Why do we think they will happen fast then? Because those are the only stories we hear on TV and read about in magazines. “Twenty-five year old starts business that grows to $20 million a year in sales in JUST TWO YEARS,” Sells a lot better than “Forty-five year old works hard for twenty years and builds lasting business that makes a difference in her community.” Right? Right. So, unless you are one of the chosen few, you will need to prep for a marathon, not a sprint. This is both a mental and emotional adjustment that needs to be made. Prep for the long haul!
4. Develop a learning attitude.
You have perhaps heard it said, “Leaders are readers.” It is true. Even more so, leaders are learners. I don’t know any leader who has attained any level of leadership who doesn’t keep him or herself on the edge of learning. One of my mentors runs a company that you would all know by name - in fact, you probably used one of their products today, no matter where you live in the world - that does billions of dollars a year in revenue (Yes, with a “b”) and he still takes time each year to go to a school of leadership! He is already a tremendously successful leader yet he is still working on it! THAT is a learning attitude! If you want to lead, prep yourself for it by developing a learning attitude.
5. Acquire a love for people.
In reality, we do not lead organizations or businesses. No, we lead people. We are successful if we know how to lead people. People are the name of the game. And the best way to become a leader of people is to love people. Others can tell instinctually whether or not we love them and have their best interests at heart. If they do not know that we care for them they will not follow. Leadership is the art of directing people who we care for and desire to help. In other words, we love people. If you have an issue with people, chances are you are not ready to lead them. To prep yourself for leadership, acquire a love for people. If the other things are in place, then they will want to follow you.
You CAN become a leader. I truly believe that. If you are already a leader, I know you can become better. Take a long, hard look at yourself and see if perhaps there are some areas you need to prep yourself in regard to leadership so that when you really get going you don’t have to stop and go back!
Leadership Prep - that’s the place to start!
But let me tell you this: You won’t do it via osmosis! It won’t just “happen.” Growing in your leadership is not something that comes from the fairy godmother of leadership. You can’t touch the hem of Jack Welch’s garment and become “Super-Leader!” Oh, that it were that easy!
So what does it take?
Time.
Experience.
Training.
Hard Knocks.
A Mentor.
Discipline.
And a few others.
But let’s start at the very beginning. You want to be a leader. That’s good. You want to be a better leader. That’s good too. But what comes first? Preparation. Leadership Prep. What is it? What needs to happen in order to get yourself ready to become a leader? As you get ready for 2002 and you want to take the next step in your leadership, take these last days of November and go through a little reflection on Leadership Prep.
Before you become the leader you want to be:
1. Count the cost.
Leadership is hard. There will be times that you say, “Leadership isn’t worth it. These people are crazy and I don’t deserve this.” It is true. You don’t deserve it. But you choose it. You choose it because you want to lead people. You want to improve their lives. You see the higher ground that they cannot see and you desire to take them there. It will take time. It will take money. It will sap your strength and energy. Count the cost, my friend. Leadership is not for the weak and timid. Yes, the rewards are great, but so are the sacrifices. Prep yourself for the cost of leadership.
2. Assess your strengths and weaknesses.
Too many people dive into trying to lead and end up dying out because they were not honest with themselves about their strengths and weaknesses. They get going and realize that they should have strengthened themselves in certain areas because now it is killing their ability to lead. If you know your strengths, then you can focus yourself on them and allow yourself to be successful through them. If you are aware of your weaknesses you will be able to stay away from them, or hire to cover them, and thus allow yourself to become even more successful as a leader. So prep yourself by becoming exceedingly clear on your strengths and weaknesses.
Settle in for the marathon, not the sprint.
3. Very few - I mean VERY few - people get big leadership assignments at early ages. And when they do, even fewer of the few see things happen fast in their leadership. No, usually things happen slowly. Why do we think they will happen fast then? Because those are the only stories we hear on TV and read about in magazines. “Twenty-five year old starts business that grows to $20 million a year in sales in JUST TWO YEARS,” Sells a lot better than “Forty-five year old works hard for twenty years and builds lasting business that makes a difference in her community.” Right? Right. So, unless you are one of the chosen few, you will need to prep for a marathon, not a sprint. This is both a mental and emotional adjustment that needs to be made. Prep for the long haul!
4. Develop a learning attitude.
You have perhaps heard it said, “Leaders are readers.” It is true. Even more so, leaders are learners. I don’t know any leader who has attained any level of leadership who doesn’t keep him or herself on the edge of learning. One of my mentors runs a company that you would all know by name - in fact, you probably used one of their products today, no matter where you live in the world - that does billions of dollars a year in revenue (Yes, with a “b”) and he still takes time each year to go to a school of leadership! He is already a tremendously successful leader yet he is still working on it! THAT is a learning attitude! If you want to lead, prep yourself for it by developing a learning attitude.
5. Acquire a love for people.
In reality, we do not lead organizations or businesses. No, we lead people. We are successful if we know how to lead people. People are the name of the game. And the best way to become a leader of people is to love people. Others can tell instinctually whether or not we love them and have their best interests at heart. If they do not know that we care for them they will not follow. Leadership is the art of directing people who we care for and desire to help. In other words, we love people. If you have an issue with people, chances are you are not ready to lead them. To prep yourself for leadership, acquire a love for people. If the other things are in place, then they will want to follow you.
You CAN become a leader. I truly believe that. If you are already a leader, I know you can become better. Take a long, hard look at yourself and see if perhaps there are some areas you need to prep yourself in regard to leadership so that when you really get going you don’t have to stop and go back!
Leadership Prep - that’s the place to start!
Thursday, October 14, 2010
SETTING YOUR GOALS
In my conversations with hundreds of top salespeople over the years, I have found that they all have one thing in common. They have taken the time to sit down and create a clear blueprint for themselves and their future lives. Even if they started the process of goal setting and personal strategic planning with a little skepticism, every one of them has become a true believer.
Becoming a True Believer
Every one of them has been amazed at the incredible power of goal setting and strategic planning. Every one of them has accomplished far more than they ever believed possible in selling and they ascribe their success to the deliberate process of thinking through every aspect of their work and their lives, and then developing a detailed, written road map to get them to where they wanted to go.
The Definition of Happiness
Happiness has been defined as, "The progressive achievement of a worthy ideal, or goal." When you are working progressively, step-by-step toward something that is important to you, you generate within yourself a continuous feeling of success and achievement.
You feel more positive and motivated. You feel more in control of your own life. You feel happier and more fulfilled. You feel like a winner, and you soon develop the psychological momentum that enables you to overcome obstacles and plough through adversity as you move toward achieving the goals that are most important to you.
Determine Your Values
Personal strategic planning begins with your determining what it is you believe in and stand for-your values. Your values lie at the very core of everything you are as a human being. Your values are the unifying principles and core beliefs of your personality and your character. The virtues and qualities that you stand for are what constitute the person you have become from the beginning of your life to this moment.
Your values, virtues and inner beliefs are the axle around which the wheel of your life turns. All improvement in your life begins with you clarifying your true values and then committing yourself to live consistent with them.
Fuzzy or Clear?
Successful people are successful because they are very clear about their values. Unsuccessful people are fuzzy or unsure. Complete failures have no real values at all.
Build Self-Confidence and Self-Esteem
Values clarification is the beginning exercise in building self-confidence, self-esteem and personal character. When you take the time to think through your fundamental values, and then commit yourself to living your life consistent with them, you feel a surge of mental strength and well-being. You feel stronger and more capable. You feel more centered in the universe and more competent of accomplishing the goals you set for yourself.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, decide for yourself what makes you truly happy and then organize your life around it. Write down your goals and make plans to achieve them.
Second, begin with your values by deciding what it is you stand for and believe in. Commit yourself to live consistent with your inner most convictions - and you'll never make another mistake.
Becoming a True Believer
Every one of them has been amazed at the incredible power of goal setting and strategic planning. Every one of them has accomplished far more than they ever believed possible in selling and they ascribe their success to the deliberate process of thinking through every aspect of their work and their lives, and then developing a detailed, written road map to get them to where they wanted to go.
The Definition of Happiness
Happiness has been defined as, "The progressive achievement of a worthy ideal, or goal." When you are working progressively, step-by-step toward something that is important to you, you generate within yourself a continuous feeling of success and achievement.
You feel more positive and motivated. You feel more in control of your own life. You feel happier and more fulfilled. You feel like a winner, and you soon develop the psychological momentum that enables you to overcome obstacles and plough through adversity as you move toward achieving the goals that are most important to you.
Determine Your Values
Personal strategic planning begins with your determining what it is you believe in and stand for-your values. Your values lie at the very core of everything you are as a human being. Your values are the unifying principles and core beliefs of your personality and your character. The virtues and qualities that you stand for are what constitute the person you have become from the beginning of your life to this moment.
Your values, virtues and inner beliefs are the axle around which the wheel of your life turns. All improvement in your life begins with you clarifying your true values and then committing yourself to live consistent with them.
Fuzzy or Clear?
Successful people are successful because they are very clear about their values. Unsuccessful people are fuzzy or unsure. Complete failures have no real values at all.
Build Self-Confidence and Self-Esteem
Values clarification is the beginning exercise in building self-confidence, self-esteem and personal character. When you take the time to think through your fundamental values, and then commit yourself to living your life consistent with them, you feel a surge of mental strength and well-being. You feel stronger and more capable. You feel more centered in the universe and more competent of accomplishing the goals you set for yourself.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, decide for yourself what makes you truly happy and then organize your life around it. Write down your goals and make plans to achieve them.
Second, begin with your values by deciding what it is you stand for and believe in. Commit yourself to live consistent with your inner most convictions - and you'll never make another mistake.
Monday, October 11, 2010
WHAT GETS MEASURED, GETS DONE
This powerful little quote from Edward Deming sums up one of
the most important distinctions between high achievers and
the also-rans in life.
Too many of us dream big dreams and work hard every day,
without measuring to see if we are making any progress!
Logically, if you are building a business, saving for
retirement, trying to improve your health, or to achieve any
other goal in life, you need to know if it's working!
And yet, many professionals and business owners forget this
key step. They "try" an advertising campaign or "try" a new
sales person. They "try" changing their hours or raising (or
lowering) their prices, but without adequate records and
good testing, they don’t really know what works and what
doesn't. As a result, too often they keep on working hard,
but are spinning their wheels, wasting time and going
nowhere.
The key to making progress is to get very, very good at
measuring what works (so you can do more of it) and
measuring what does not work (so you can stop it).
Successful people track daily performance. They use charts
and graphs to track their results. They compare results from
one year to the next, and measure their productivity against
their colleagues and competitors.
Almost any graph or list or chart is better than none. I
find many people "wait until I have time" to design an
elegant spreadsheet or database, and that's usually a
mistake. Start with a piece of paper (perhaps a calendar),
and a pen. Chart your results day by day, and periodically,
stop to compare. If you like what you see, keep doing it. If
not, make some changes. It really can be that simple.
Quotes of the Week
"Do not go where the path may lead; go instead where there
is no path and leave a trail." -- Ralph Waldo Emerson
"Being on the tightrope is living; everything else is
waiting." -- Karl "The Great" Wallenda
"Shoot for the moon. Even if you miss it you will land among
the stars." -- Les Brown
"In the end we shall have had enough of cynicism and
skepticism and humbug and we shall want to live more
musically." -- Vincent van Gogh
the most important distinctions between high achievers and
the also-rans in life.
Too many of us dream big dreams and work hard every day,
without measuring to see if we are making any progress!
Logically, if you are building a business, saving for
retirement, trying to improve your health, or to achieve any
other goal in life, you need to know if it's working!
And yet, many professionals and business owners forget this
key step. They "try" an advertising campaign or "try" a new
sales person. They "try" changing their hours or raising (or
lowering) their prices, but without adequate records and
good testing, they don’t really know what works and what
doesn't. As a result, too often they keep on working hard,
but are spinning their wheels, wasting time and going
nowhere.
The key to making progress is to get very, very good at
measuring what works (so you can do more of it) and
measuring what does not work (so you can stop it).
Successful people track daily performance. They use charts
and graphs to track their results. They compare results from
one year to the next, and measure their productivity against
their colleagues and competitors.
Almost any graph or list or chart is better than none. I
find many people "wait until I have time" to design an
elegant spreadsheet or database, and that's usually a
mistake. Start with a piece of paper (perhaps a calendar),
and a pen. Chart your results day by day, and periodically,
stop to compare. If you like what you see, keep doing it. If
not, make some changes. It really can be that simple.
Quotes of the Week
"Do not go where the path may lead; go instead where there
is no path and leave a trail." -- Ralph Waldo Emerson
"Being on the tightrope is living; everything else is
waiting." -- Karl "The Great" Wallenda
"Shoot for the moon. Even if you miss it you will land among
the stars." -- Les Brown
"In the end we shall have had enough of cynicism and
skepticism and humbug and we shall want to live more
musically." -- Vincent van Gogh
Friday, October 8, 2010
THE COMPLEX SALE TODAY
The Sale is More Complex Today
The entire process of selling today is more complex than it has ever been before. It used to be that we would make a single call on a single buyer who would make a single decision on our product or offering. In this simple form of selling, we used the attention/interest/ desire/action (AIDA) model of sales presentation and focused intensely on numerous different ways of closing the sale. Then, once we had made the sale, in many cases we never saw the customer again.
Everything Has Changed
Today, however, everything is different. Today we must make multiple calls, an average of five or six, in order to make the sale. We deal with multiple decision makers in an organization, each of whom can influence the purchase. Much of the sale takes place when we are not present. Sometimes we never even meet the final decision maker who signs the check. And it is not unusual for a sale to be derailed at the last minute by something completely unexpected.
The Competition is Fierce
If that weren't enough, there is more competition than ever before and it is more determined and resolute than it has ever been in the past. Not only must we compete on the basis of price, quality, services, capabilities, financing and warranties with many other vendors of our product or service, but we must also compete with every other vendor of every other product or service who is striving to get the same customer dollar that we are after. Our competitors are extremely determined, driven the same as we are by tight markets and careful customers. They are committed to starting earlier, working harder, and staying up later thinking of ways to take our customers away from us.
Customers Are Overwhelmed
Our prospective customers are beset on all sides by every conceivable sales offering. Because they are drowning in details, options and choices, they are in no hurry to make up their minds. With markets changing and contracting, the amount of discretionary funds they have available has shrunken and they are more careful today than they have ever had to be in the past.
The Key to Profitability
The purpose of a business is to create and keep a customer. If a business does this in sufficient quantity and with proper cost controls, it will make a profit. The profit is the result of creating and keeping customers efficiently.
Create and Keep Customers
As the president of your own professional sales corporation, your job is to create and keep customers as well. And just as a company must continually restructure and redesign its product and service offerings to satisfy the changing tastes of a demanding and competitive customer marketplace, you as a salesperson must constantly upgrade the quality and sophistication of your sales procedures and approaches if you are going to create customers in sufficient quantity.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, be prepared to make multiple calls on a customer to close a large or complex sale. Plan your sales work systematically so you always have a new reason for calling back.
Second, think continually about how you have to change and improve your selling and your offering if you want to succeed in a tough market. Work on yourself every day and never stop getting better.
The entire process of selling today is more complex than it has ever been before. It used to be that we would make a single call on a single buyer who would make a single decision on our product or offering. In this simple form of selling, we used the attention/interest/ desire/action (AIDA) model of sales presentation and focused intensely on numerous different ways of closing the sale. Then, once we had made the sale, in many cases we never saw the customer again.
Everything Has Changed
Today, however, everything is different. Today we must make multiple calls, an average of five or six, in order to make the sale. We deal with multiple decision makers in an organization, each of whom can influence the purchase. Much of the sale takes place when we are not present. Sometimes we never even meet the final decision maker who signs the check. And it is not unusual for a sale to be derailed at the last minute by something completely unexpected.
The Competition is Fierce
If that weren't enough, there is more competition than ever before and it is more determined and resolute than it has ever been in the past. Not only must we compete on the basis of price, quality, services, capabilities, financing and warranties with many other vendors of our product or service, but we must also compete with every other vendor of every other product or service who is striving to get the same customer dollar that we are after. Our competitors are extremely determined, driven the same as we are by tight markets and careful customers. They are committed to starting earlier, working harder, and staying up later thinking of ways to take our customers away from us.
Customers Are Overwhelmed
Our prospective customers are beset on all sides by every conceivable sales offering. Because they are drowning in details, options and choices, they are in no hurry to make up their minds. With markets changing and contracting, the amount of discretionary funds they have available has shrunken and they are more careful today than they have ever had to be in the past.
The Key to Profitability
The purpose of a business is to create and keep a customer. If a business does this in sufficient quantity and with proper cost controls, it will make a profit. The profit is the result of creating and keeping customers efficiently.
Create and Keep Customers
As the president of your own professional sales corporation, your job is to create and keep customers as well. And just as a company must continually restructure and redesign its product and service offerings to satisfy the changing tastes of a demanding and competitive customer marketplace, you as a salesperson must constantly upgrade the quality and sophistication of your sales procedures and approaches if you are going to create customers in sufficient quantity.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, be prepared to make multiple calls on a customer to close a large or complex sale. Plan your sales work systematically so you always have a new reason for calling back.
Second, think continually about how you have to change and improve your selling and your offering if you want to succeed in a tough market. Work on yourself every day and never stop getting better.
Wednesday, October 6, 2010
MOTIVATIONAL - EMPOWERING BELIEFS
You have heard it many times: "Don't worry about the small stuff....and it is all small stuff" There is wisdom in those words and we should listen more carefully.
When I am having a bad day and I just don't think things could be much worse, I have to take a deep breath and almost laugh at myself. My "bad" day is some people's best day, so I try to keep things in prospective. For those of us with good health, we should consider ourselves incredibly lucky. Because once you lose your health, the rest of our problems just won't seem as big anymore......
In This Article
- There is nothing you have to do but die....
- Find your motivator
- Reward yourself throughout the day
- Reduce stress - stop reading newspapers!
- Words of Wisdom
I believe that we all need an empowering set of beliefs in order to motivate us each day. The world is full of self-proclaimed victims, and sadly, it has become the cancer of our times. An empowering set of beliefs can help us create our own destiny, and put us firmly in charge of our future.
About 20 years ago when I was managing a retail store, my General Manager was asking me why some things were not getting done in a timely manner. I found myself trying to make excuses by saying: "Well I have to do this and I have to do that." He stopped me and offered me an empowering set of beliefs that I shall never forget: "Once you are walking on this earth, there is nothing you have to do but die, because everything else is a choice."
Well it seemed like a morbid statement and one that I was sure I could argue against. I told him that you "have to" pay taxes. He said, "No, that is a choice. But if you choose to not pay your taxes you may go to jail or pay a fine." I then told him that you have to breath, and he responded: "No, that is a choice, but if choose to not take a breath, you will die."
His message became clear: Everything in life is a choice, but if you make a poor choice, there could be consequences. So I realized that I did not "have to" come to work each day, but it was simply a good choice of mine. I did not have to listen to his advice or learn, but if I did, I might improve my life and profit from the education. Life is truly full of choices - empower yourself!
Find your motivator
Think about that vacation you took last year to that tropical island where you woke up to the smell of fresh pineapple. Remember how easy it was to go to the gym and workout the few months before your trip? Think about what drove you to work out harder than normal.
We all need motivators, and for most of us, it is that carrot sitting just out of reach. As in the case above, it is January, and you are very excited about your trip. You can envision yourself in your bathing suit, sitting on the beach with your sculpted body. But you just came out of the holidays and consumed way too much food, so there is urgency for change.
Your self-image of sitting on the beach, in the sun and looking good is your motivator. So why not give yourself other carrots throughout the year? They don't have to be huge or expensive, but they do need to reward you for your efforts.
Set some goals for yourself or your family throughout the year, and then decide what your motivators are going to be, and put them in writing. Post them on the refrigerator, your office, or wherever you will see them frequently. You will be amazed at your results!
Reward yourself throughout the day
If you want to improve your productivity and reduce stress, try the checklist method. Buy a steno notepad and write down all of the personal and professional tasks that you need to accomplish in the near future. Start each day by taking a pencil and prioritizing the top 5 items that you want to tackle (1 through 5.) As you complete each of the tasks, cross them out with a yellow highlight felt tip pen. You will be delighted with how good you feel each time you get to cross the items off. As new tasks evolve, simply add them to the list.
Each day you should erase the previous day's priority rankings (1 to 5) written in pencil, and you will create a new priority for each day. You will find that this method reduces stress dramatically because a big part of stress is trying to retain all the tasks you have to perform. Writing them all down allows your mind to find "down time," which will also allow you to sleep better at night. Always keep a notepad in your nightstand or near your bed, so if you think of something important, you can write it down and get back to a peaceful night sleep (and not worry about trying to remember it until morning.)
Reduce stress - stop reading newspapers!
So much of our day-to-day stress is actually a matter of our environment and we don't realize it. One way to reduce stress for many of us is to stop reading local newspapers.
Local newspapers are always full of child abductions, rapes, murders, beatings, carjackings, fires, and other dramatic events. They also seem to get sensationalized too much since that is what the readers seem to gravitate to. Whether we subconsciously know it or not, we internalize these tragedies and retain them in our knowledge base. This adds a ton of stress to our lives.
I stopped reading local papers 15 years ago and the results were immediate in terms of me sleeping better. However, when I am traveling, I do read the USA Today newspaper, which is more global and papers like Wall Street Journal, which are focused on business. Next time your dog brings you the local paper, tell him to go bury it in the backyard.
Words of Wisdom
"Determination is that extra little push that sets you apart from the crowd. With enough determination, goals never before thought possible can be achieved."
Monday, October 4, 2010
HOW TO STAY MOTIVATED
The most common problem people talk about when they request
coaching is staying motivated. Sometimes they talk about
losing focus, being discouraged, having too much to do, or
procrastination, but what it boils down to is that they
aren’t achieving as much as they would like.
We all have things that are important to us. We have goals, a
dream, or maybe some obligations we are duty-bound to
complete, but we aren’t making the progress we would like.
Some people work hard for a while, then slack off. Others
procrastinate and never get to it. Some don’t know how to get
started or are too tired.
The central issue is motivation.
The fact is that we do the things we are motivated to do. Ask
any teenager how hard they’ll work to make the team or get
their driver’s license. Ask yourself how many all-nighters
you put in to complete an important paper in college. Ask
yourself about the times you’ve worked hard to achieve
something that simply, absolutely had to get done!
There’s a wonderful story about a young man who travelled the
world to meet a wise and famous teacher. When they met, the
young man pleaded, "Will you teach me how to find wisdom?"
Without a word, the guru led the young man to a nearby lake
and suddenly pushed his head under water. At first the young
man thought it was a joke, but after a few seconds, he began
thrashing and fighting desperately for a breath of air.
Finally, the guru let him up and calmly said, "When you
desire wisdom as badly as you wanted that next breath of air,
you will find it."
When we are motivated, nothing can stand in our way!
So, how do we stay motivated? Here are a few keys:
1. Be clear! You can hit almost any target if you define it
precisely enough. It’s hard to stay motivated for a vague or
distant goal. Be specific. Be precise and concrete. You will
be far more motivated to increase sales by 6% than by "trying
to sell more."
2. Have an action plan. If you have a map and know the next
step, you are much more motivated to do it. "Baby-steps" are
easier and safer than "giant leaps." It’s relatively hard to
stay motivated through the years to put a million dollars in
the bank, but it’s easy to start by saving $300 this month.
Have a clear, do-able and action-able plan. Then, take steps
one after another.
3. Surround yourself with positives. Zig Ziglar made a
wonderful observation that "people complain motivation
doesn’t last. Well, neither does a shower. That’s why I
recommend both every day." Read and listen to audio programs,
talk with exciting people and surround yourself with things
that energize you! We live in a bad-news world. It wears
everyone down! To counter this, surround yourself (every
day!) with things that energize, challenge and excite you.
(One more reason I recommend participating in trainings and
coaching groups!)
4. The "Breakfast of Champions." With apologies to
Wheaties™, I encourage you to re-read and re-commit to your
most important priorities, goals and plans every single day.
Personally, I begin every morning by focusing on my major
projects and goals for about 20 minutes. If I don’t, the day
gets away from me. In the rush of the day, minor distractions
will beat strategic action every time. Start every day by
reviewing and re-affirming your most important objectives.
5. Have plenty of cheerleaders! I think this may be the most
important, easiest, and most-often over-looked. Recruit
friends and family to hold you accountable. Teach them how to
support and encourage you. Pick their brains for good ideas,
and report back to them regularly. Form and use a MasterMind
team! With a good team of cheerleaders, you can accomplish
anything!
Quotes of the Week
"A dream is just a dream. A goal is a dream with a plan and a
deadline." -- Harvey Mackay
"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
"In each of us are places where we have never gone. Only by
pressing the limits do you ever find them." -- Dr. Joyce Brothers
"Man is so made that when anything fires his soul,
impossibilities vanish." -- Jean De La Fontaine
coaching is staying motivated. Sometimes they talk about
losing focus, being discouraged, having too much to do, or
procrastination, but what it boils down to is that they
aren’t achieving as much as they would like.
We all have things that are important to us. We have goals, a
dream, or maybe some obligations we are duty-bound to
complete, but we aren’t making the progress we would like.
Some people work hard for a while, then slack off. Others
procrastinate and never get to it. Some don’t know how to get
started or are too tired.
The central issue is motivation.
The fact is that we do the things we are motivated to do. Ask
any teenager how hard they’ll work to make the team or get
their driver’s license. Ask yourself how many all-nighters
you put in to complete an important paper in college. Ask
yourself about the times you’ve worked hard to achieve
something that simply, absolutely had to get done!
There’s a wonderful story about a young man who travelled the
world to meet a wise and famous teacher. When they met, the
young man pleaded, "Will you teach me how to find wisdom?"
Without a word, the guru led the young man to a nearby lake
and suddenly pushed his head under water. At first the young
man thought it was a joke, but after a few seconds, he began
thrashing and fighting desperately for a breath of air.
Finally, the guru let him up and calmly said, "When you
desire wisdom as badly as you wanted that next breath of air,
you will find it."
When we are motivated, nothing can stand in our way!
So, how do we stay motivated? Here are a few keys:
1. Be clear! You can hit almost any target if you define it
precisely enough. It’s hard to stay motivated for a vague or
distant goal. Be specific. Be precise and concrete. You will
be far more motivated to increase sales by 6% than by "trying
to sell more."
2. Have an action plan. If you have a map and know the next
step, you are much more motivated to do it. "Baby-steps" are
easier and safer than "giant leaps." It’s relatively hard to
stay motivated through the years to put a million dollars in
the bank, but it’s easy to start by saving $300 this month.
Have a clear, do-able and action-able plan. Then, take steps
one after another.
3. Surround yourself with positives. Zig Ziglar made a
wonderful observation that "people complain motivation
doesn’t last. Well, neither does a shower. That’s why I
recommend both every day." Read and listen to audio programs,
talk with exciting people and surround yourself with things
that energize you! We live in a bad-news world. It wears
everyone down! To counter this, surround yourself (every
day!) with things that energize, challenge and excite you.
(One more reason I recommend participating in trainings and
coaching groups!)
4. The "Breakfast of Champions." With apologies to
Wheaties™, I encourage you to re-read and re-commit to your
most important priorities, goals and plans every single day.
Personally, I begin every morning by focusing on my major
projects and goals for about 20 minutes. If I don’t, the day
gets away from me. In the rush of the day, minor distractions
will beat strategic action every time. Start every day by
reviewing and re-affirming your most important objectives.
5. Have plenty of cheerleaders! I think this may be the most
important, easiest, and most-often over-looked. Recruit
friends and family to hold you accountable. Teach them how to
support and encourage you. Pick their brains for good ideas,
and report back to them regularly. Form and use a MasterMind
team! With a good team of cheerleaders, you can accomplish
anything!
Quotes of the Week
"A dream is just a dream. A goal is a dream with a plan and a
deadline." -- Harvey Mackay
"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
"In each of us are places where we have never gone. Only by
pressing the limits do you ever find them." -- Dr. Joyce Brothers
"Man is so made that when anything fires his soul,
impossibilities vanish." -- Jean De La Fontaine
Friday, October 1, 2010
BE A DOCTOR OF SELLING
Three Keys to Building Relationships
Top sales professionals see themselves as "Doctors of Selling." They see themselves as professionals, well educated, acting in their "patient's" best interest, and bound by a high code of ethics.
The medical process is the same everywhere. Whenever you go to any doctor, of any kind, for any condition, he will follow the three part sequence of examination, diagnosis and prescription.
Begin With a Thorough Examination
Just as a medical professional would never think of treating you without following these three steps in order, you as a doctor of selling, would never allow a customer to force you to sell without your going through your three stages as well. This is as applicable to selling magazines door-to-door as it is to selling oil tankers to Exxon.
In the examination phase, you ask excellent questions, carefully prepared, in sequence, which are geared to give you a thorough knowledge of the patient's condition, or the customer's situation.
Diagnose the Customer's Need Accurately
The second phase is that of diagnosis. In the diagnosis phase with a customer, you would repeat back the results of your examination and double check to be sure that the symptoms that you had detected were the real symptoms being experienced by the patient. You would ask additional questions to confirm and corroborate. You and the patient would mutually agree that this diagnosis seems to be an accurate description of the condition or problem.
Make the Right Prescription
Once this mutual agreement has been reached, that a treatable condition exists and that you have identified it accurately, you can move on to phase three. This is the prescription phase, where you show the patient (customer) that your product or service is the best available treatment, taking all the factors of the patient's situation into consideration for the ailment that you have diagnosed. You show that, on balance, what you are suggesting is the best of all possible solutions.
Professionals who sell in the way that doctors treat patients find that their sales activities proceed far more smoothly and result in better sales in less time.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, take the time to do a thorough examination by asking excellent questions and by listening carefully to the answers.
Second, repeat back and check your diagnosis with the customer so that you both agree on the need or problem - before you recommend a solution.
Top sales professionals see themselves as "Doctors of Selling." They see themselves as professionals, well educated, acting in their "patient's" best interest, and bound by a high code of ethics.
The medical process is the same everywhere. Whenever you go to any doctor, of any kind, for any condition, he will follow the three part sequence of examination, diagnosis and prescription.
Begin With a Thorough Examination
Just as a medical professional would never think of treating you without following these three steps in order, you as a doctor of selling, would never allow a customer to force you to sell without your going through your three stages as well. This is as applicable to selling magazines door-to-door as it is to selling oil tankers to Exxon.
In the examination phase, you ask excellent questions, carefully prepared, in sequence, which are geared to give you a thorough knowledge of the patient's condition, or the customer's situation.
Diagnose the Customer's Need Accurately
The second phase is that of diagnosis. In the diagnosis phase with a customer, you would repeat back the results of your examination and double check to be sure that the symptoms that you had detected were the real symptoms being experienced by the patient. You would ask additional questions to confirm and corroborate. You and the patient would mutually agree that this diagnosis seems to be an accurate description of the condition or problem.
Make the Right Prescription
Once this mutual agreement has been reached, that a treatable condition exists and that you have identified it accurately, you can move on to phase three. This is the prescription phase, where you show the patient (customer) that your product or service is the best available treatment, taking all the factors of the patient's situation into consideration for the ailment that you have diagnosed. You show that, on balance, what you are suggesting is the best of all possible solutions.
Professionals who sell in the way that doctors treat patients find that their sales activities proceed far more smoothly and result in better sales in less time.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, take the time to do a thorough examination by asking excellent questions and by listening carefully to the answers.
Second, repeat back and check your diagnosis with the customer so that you both agree on the need or problem - before you recommend a solution.
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