THIS ONE THING WILL IMPROVE THE QUALITY OF YOUR LIFE

Did you know that human beings are mental organisms? Everything we are or ever will be will be as the direct result of the way we think. If we improve the quality of our thinking, we must improve the quality of our lives. And, there is no other way to do it.

Youth and Creativity

In one series of I.Q. tests given to children age 2 - 4 years, 95% of the children were found to be highly creative with curious, questioning minds and an ability for abstract thinking.

When the same children were tested again at age 7, only 5% still demonstrated high levels of creativity. In the ensuing years, they had learned to conform; "If you want to get along, you had better go along," is what they had discovered.

The Dangers of Conformity

They had learned to color between the lines, to sit in neat little rows, to do and say what the other kids did and said, and to do as they were told. Over time, they lost the wonderful fearless spontaneity of youth and learned to suppress ideas and insights that were unusual or different.

Aggressively Seek New Ideas

Most of us have had similar experiences. The "Not-invented-here" syndrome in many large companies is simply the adult version of "not rocking the boat." But fortunately, since creativity is your birthright, a fundamental part of your nature, you can tap into it at any time, no matter how long it has been since you really used it.

Action Exercises

Here are two things you can do to start thinking outside of your mental box.

First, imagine that there was a vastly better, cheaper, faster way to do your job - and somebody else had already discovered it and was going to put you out of business.

Second, imagine doing exactly the opposite of what you are doing today. Allow your mind to float freely and consider how current trends will change your business.

THE KEY TOOLS OF SUPER-ACHIEVERS

About 100 years ago, Mark Twain observed that "the
difference between the right word and almost the right word
is the difference between lightening and the lightening
bug," and that applies to the tools we use every day.
High achievers invest in their education, and in their
resources. They have a great coach and support team, and
they keep their tools "sharp" all the time. And, what
intrigues me, is how little it costs to have the best. In
fact, as the old saying goes, I don't think it costs
anything at all - it pays to have great tools!
What exactly are the high-quality tools winner use?
Some, of course, are expensive and specialized for their
particular task or profession. Winners invest in
education and skill-development, and they invest in superior
offices, new equipment and so forth. But often the tools
of highly effective people are amazingly simple, and
virtually free. Here are some examples:
1. A notebook of written goals. Winners use a notebook,
ring-binder or a simple document on their computers to
identify their most important objectives. They know where
they are going. They know their "outcomes" in advance and
it only requires a piece of paper and a few hours' time.
2. A calendar. Personally, I prefer year-at-a-glance wall
calendars where we color in the important events ahead of
time. For ourselves, we color in our birthdays and
anniversary, vacations and family times. We use a
different color for business trips and other commitments.
It's wonderfully helpful to see the ebb-and-flow of a year
and to plan accordingly.
3. A daily plan. I use little 3x5 cards. My assistant
uses her electronic planner, and there are lots of systems
on the market, but the KEY is to plan each day in advance,
selecting your priorities and doing the most important
things first. High achievers plan each day the night
before, or first thing in the morning. They know the value
of a day, and never leave it to chance.
4. A support team. Whether you have a business partner, a
professional coach, or a "master-mind group", winners have
advisors to keep them on track and encourage them.
President Roosevelt called it his "kitchen cabinet"
(separate from the official Cabinet officers) and they
helped him set his course.
5. Thinking time. High achievers schedule time to plan,
to brain-storm and review. They take time to meditate or
journal. High achievers always have a system to get
perspective and review their course. Bill Gates takes
a week every three months to dream and plan.
6. Great equipment. Mainly, I'm talking about your
personal computer, but the principle applies to whatever
equipment you use. I am frequently amazed at the bright,
ambitious winners who contact me for coaching and in our
interview I learn that they "can't afford" a new computer,
a good laptop, or time to master the software they already
have! Would you hire a carpenter with a rusty saw or a
broken hammer? Get and use good tools!
I'll close with another personal story. My favorite
exercise has always been walking and jogging, and I still
remember, almost 30 years ago, when I bought my first pair
of specialized running shoes. I had no idea shoes could
make such a difference! Instantly, my legs stopped aching,
I ran further and faster, and I was astonished! In the
store they seemed expensive; the first morning, within a
block, I knew they were a bargain! Good tools make all the
difference.

A COMMITMENT TO EXCELLENCE

When we understand how to place ourselves in a position to
win, success often comes quickly and with amazing ease.
Astonishing things happened at the World Class
Business conference in Hilton Head. Within 24 hours, one
participant sold her business in order to focus on building
a new business with greater long-range potential. During
an exercise, another participant exclaimed that he had just
learned a strategy that "is worth more than the price of
the seminar, airfare and hotel, all by itself!" He was a
very happy guy!
The truth is that there are principles and strategies that
work, and when we understand them, and use them, we can
achieve more in a short time than other people do in a life-
time of struggle, effort and confusion. The key is placing
ourselves in a position to win.
There seem to be a few basic principles that make all the
difference for high achievers. Here are some of my
observations:
1. Birds of a feather do flock together. Highly
successful people spend time with and learn from other high
achievers. They attend the workshops and retreats, and
build relationships with experts. Unfortunately, most of
us tend to "flock" with people who are very much like
ourselves, and that can limit us. Learn from the best.
Spend time with the top people in your field or profession.
2. Commit to excellence. Why start a business or enter a
profession unless you are determined to be the best?
Invest in skills, education, technology and systems that
put you ahead of your competition. There is never a
"recession" for the leaders in any field. They have plenty
of work, because everyone wants to work with the best.
3. Small differences make all the difference. In a horse
race, the winner earns far more than the second-place
horse, but does that mean the winner is ten times faster?
Of course not. The winner may only be a fraction of a
second faster, but that is enough. Winners know that one
skill, one idea, or one insight can make all the difference
between success and failure.

What struck me about those who attended the WCB was their
determination to be the best and their willingness to
invest in excellence.
This week, I read that most Americans never read a single
book after they finish school, and only a small percentage
have read a book this year. Similarly, most business
leaders attend few seminars or workshops other than those
required for their profession, and that's a shame.
To achieve superior results, you need an edge. You need
superior skills, insights, or leadership. To achieve
extraordinary things you need to place yourself in a
position to win, and fortunately, this is not difficult.
Like the horse that is just slightly faster, major rewards
go to those who invest, to those who read, to those who
network with the best minds and highest achievers in their
field. If you desire to attract the results that others
attract, learn how they do it, and copy them!
Many people have observed that if you do the things that
winners do, you will get the results that winners get.
Attend the workshops. Read the books. Listen to the
tapes. Take your personal development seriously and invest
in yourself, in your business, and in creating the life you
truly want. In the end, small differences make all the
difference and one idea, one insight, one comment can open
doors you've been knocking on for years.

RELATIONSHIP SELLING: BETTER RELATIONSHIP = BETTER SELLING

Did you know that relationship selling is the core of all modern selling strategies? Think about it, 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.