January 29th, 2009
Sometimes salespeople get a bad rap. Sometimes they create it.
Sales requires self confidence — but there’s a fine line between self confidence and cockiness. A finer line between self-assured and arrogance. And the finest line — between proud and egotistical.
As a professional salesperson, there’s a career of difference between self talk = self performance (the right way) and loose lips sink ships (the ultra-wrong way).
Salespeople are not the most loved group of professionals to begin with. We rank above politicians, tax collectors, and (especially) lawyers, but below dentists and dog catchers. All that a salesperson can hope to do is establish a great reputation, and let that propel him to success.
Since the prospect buys the salesperson first — reputation is as valuable (and critical) an element as a he or she can have. How is yours?
One bad event, situation, or story can ruin years of hard work. Continuing stories of neglect or overpromising breed career destruction. A salesperson’s self-delusion (failure to admit the problem, and thinking nothing is wrong) will make the situation worse.
Sales hot-air can occur at any level. Customers, prospects, bosses and co-workers are all potential victims.
“Come on Jeffrey,” you say, “Get to the point. Give me some examples of self-destructive talk — what is sales “hot-air?” Relax, helium breath, here `tiz.
7.5 examples of Hot Air — (even though I’m sure none of these apply to you).
1. BTNA — Big talk – no action. Too much time talking about the sales you’re going to make and not enough time making them.
2. Bragging too soon – Before the deal is signed, sealed, and a check delivered.
3. Bragging too much — No one but you wants to hear it. If you really need to hear yourself — just make a tape of yourself and replay it in your car until you get as sick of it as others.
4. Bragging at the expense of others — Beat the competition, but don’t beat them into the ground. A variation of this is making someone else look like a fool. Bragging about someone you took advantage of or tricked.
5. Using others as scapegoats to get yourself off the hook — Better known as covering your butt, or the inability to accept responsibility. Blaming others for your failings is obvious to those listening, and makes a fool out of the teller.
6. Exaggerating the facts — Each year the fish that got away increases in size. Stay within the parameters of what you know to be true — or less. Understated is always better.
7. Using insincere words — Honestly, truthfully, quite frankly, and I mean that, are words that alienate.
7.5 Talking past the sale — Knowing when to shut up and go home. Employing any one of the above elements after a sale has been consummated — but before you leave will jeopardize the sale. It’s known as “buying it back,” and it happens often. The rule of thumb in sales is “less is more.”
Hot air has interesting negative side effects…
• It wastes everyone’s time.
• It’s the most unproductive and negative use of your time possible.
• It makes you look like a fool.
• It lowers your respect factor by 100.
• It gets people talking behind your back.
• It prevents advancement.
• It can get you fired.
Who wants that? No one, but these side effects are linked to people with severe cases of hot air.
How do you know if this is you? How do you know if you’re blowing hot air? Well, no one is without some guilt. It’s hard not to brag if you just made a big sale, and took it out from under the nose of your biggest competitor.
The rules are simple:
• Don’t say anything behind anyone’s back you wouldn’t say to their face.
• Don’t say something you wouldn’t want said about you.
• Don’t say anything you have to remember (lies must be remembered, or you get tripped up with the truth).
• Don’t say anything you couldn’t say in front of your mom.
The key is to temper your remarks with humility.
Your challenge is to always bring out the good side in your words.
Your challenge is to employ self-discipline in getting past hot-air.
Your challenge is self-rule or self destruct.
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January 28th, 2009
Major surgery requires not only a skilled surgeon, but also a number of skilled assistants to make certain that everything happens as it should. They function as a team. No one person, regardless of how brilliant he or she is, could pull off a major operation alone.
A new head nurse was starting her first assignment in a major medical center. She was in charge of all the nurses on the operating room team. She had full responsibility for performing all the duties nurses perform. When the surgery was complete, the surgeon said, “Okay, it’s time to close the incision. I need the sutures.”
The new head nurse responded, “Doctor, you used twelve sponges; we’ve only removed eleven.” The surgeon assured her that all of the sponges had been removed and he was ready to suture. She replied, “Doctor, you used twelve sponges; only eleven have been removed.”
With a bit of irritation in his voice, the doctor said, “I will accept full responsibility.” The nurse’s temper flew and she apparently stomped her foot and said, “Doctor, think of the patient!”
When she said that, the doctor smiled, lifted his foot and revealed the twelfth sponge. He looked at the nurse and said, “You’ll do.” Her integrity had been tested; she passed with flying colors.
The question is, how many of us, under identical circumstances, would have risked offending the surgeon, remembering that there was a possibility we had miscounted? But this nurse felt the patient’s life and health were at stake and she, without hesitation, did the right thing. Over the long haul, that’s the best way to get to the top and stay there.
Tags: marketing incentives
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January 27th, 2009
Here are a few thoughts on financial freedom and how to find it for yourself.
Financial freedom is a buzzword for our generation. It is the pursuit of literally millions of people. So what is it? Is it that elusive? Can anyone achieve it?
Let me start by saying that this is not about how to earn money, or even more money. Rather, it is about how to find financial freedom, which surprisingly, may or may not involve making more money.
The first step in finding financial freedom is to realize that financial freedom has absolutely nothing to do with how much money you have or make.
What? Exactly. Financial freedom is something that goes on inside of you.
This is why someone who makes very little can be happy and someone who makes a ton can be extremely stressed out over his or her financial situation. So the first step is to realize that financial freedom is more about our attitudes toward money than about the amount of money.
“Okay Chris, I’m with you. So what are the attitudes that provide financial freedom?” Here are a few that keep me in financial freedom.
I do not have to worry about money. I used to catch myself saying, “If I had more money, then I wouldn’t have to worry about…” But do you know what? I don’t have to worry anyway. I can control my income. I can control my outgo. I can make choices that can alleviate any of my worries. I also realized that things always work out. So why worry? I choose not to worry. I work hard, invest, plan for the future and I do not worry about it.
I can be happy regardless of my financial state. I know people who are worth hundreds of millions of dollars and I know people who don’t have two nickels to rub together. Some are happy and some aren’t. And none of the people who have a lot of money say to me, “Chris, I’ve become so happy since I got money.” They were happy before they had money and they are happy now that they have money. Their happiness has nothing to do with the money. Billionaire David Geffen once said, “Anyone who says that money will buy them happiness has never had any money.”
Money is a means to an end, not the end itself. Another way to look at it is that money is a tool to build the house, not the house itself. I would set some financial goals if I were you, but go beyond that to know what greater purpose there will be when you reach them. What will the house be used for that you build with this tool?
I am free. I am free to earn – some people think it is bad to earn more money. It isn’t.
I am free to save – some people believe it is bad to save. It isn’t.
I am free to give money away – some people feel they will be better off hoarding it. They won’t.
I am free to spend – some people believe that they can’t spend anything on themselves. They can.
We are free to make choices. That is financial freedom.
Embrace delayed gratification. Here is the principle: Buy it now and struggle later. Another principle: Delay buying it now, invest the money, and have all you want later on! And you won’t even have to touch the principal! We tend to think that having it now will bring enjoyment, but unless you can do it and not cause yourself financial stress, you will actually get more from waiting!
Have more by managing better. The fact is that most of us earn enough. What would be beneficial is to set our priorities and live by a budget. As we get control, our budget will loosen up a bit and we will find ourselves enjoying it more. Money that is already there can be your answer if you put it to work for you.
You can experience financial freedom no matter how much money you have. Granted, it is great to build wealth and that should be our goal, but no matter what level you are currently at, or what level of wealth you ultimately attain, if you keep money in the proper perspective, you can be happy and free.
Questions for Reflection:
Q. Do you have an investment plan? Do you follow it? How well?
Q. Do you have a plan to invest in hard assets? Income producing assets?
Q. What ideas do you have that you can invest in?
Q. Are you investing in your company? If so, how? If you don’t have one, have you considered starting one? What would it take for you to step out and do so?
This week, take some time and put some thought into your Financial Freedom plan, then take the action necessary to accomplish your Freedom!
Tags: point rewards, sale incentives
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January 26th, 2009
Being the Best In Every Area
What is character? Your character is the degree to which you live your life consistent with high, life-enhancing values. A person who lacks character is one who compromises on higher order values in favor of lower order expedience, or who has no values at all. Your adherence to what you believe to be right and true is the real measure of the person you have become to this moment.
Define What “Excellence” Means to You
Let us say that one of your values is “excellence.” Your definition of excellence could be, “Excellence means that I set the highest standards for myself in everything I do. I do my very best in every situation and under all circumstances. I constantly strive to be better in my work, and as a person in my relationships. I recognize that excellence is a life-long journey and I work every day to become better and better in everything I do.”
Organize Your Actions
With a definition like this, you have a clear organizing principle for your actions. You have set a standard by which you can evaluate your behavior. You have created a framework within which you can make decisions. You have a measuring rod against which you can compare yourself in everything you do. You can continually grade your activities in terms of “more” or “less.” You have a clear target to aim at and organize your work around.
Decide What You Want for Your Family
It’s the same with each of your other values. If your value is your family, you could define this as, “The needs of my family take precedence over all other concerns. Whenever I have to choose between the happiness, health and well being of a member of my family, and any other interest, my family will always come first.”
Keep Focused
From that moment onward, it becomes easier for you to choose. Your family comes first. Until you have fully satisfied the needs of your family, no other time requirement will side track you into a lower value activity.
Shape Your Own Character
The wonderful thing about values clarification is that it enables you to take charge of developing and shaping your own character. When your values and goals, your inner life and your outer life, are in complete alignment, you feel terrific about yourself. You enjoy high self-esteem. Your self-confidence soars.
When you achieve complete congruence between your values and your goals, like a hand in a glove, you feel strong, happy, healthy and fully integrated as a person. You develop a kind of courage that makes you completely unafraid to make decisions and take action. Your whole life improves when you begin living your life by the values that you most admire.
Action Exercises
Here are two things you can do to put this ideas into action immediately.
First, create a clear, written description of your values and what they mean to you. From that point on, resolve to live consistent with your own definition.
Tags: customer retention, donor incentives
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January 24th, 2009
An anonymous writer said that ambition, fueled by compassion, wisdom and integrity, is a powerful force for good. It will turn the wheels of industry and open the door of opportunity for you and countless thousands of other people. Fueled by greed and the lust for power, ambition is a destructive force that ultimately does irreparable damage to the individual in its grasp and to the people within its reach.
It is more than just a cliche to say that ambition can either make you or break you. It makes us when we hear the words of Henry Van Dyke who said, “There is a loftier ambition than merely to stand high in the world. It is to stoop down and lift mankind a little higher.” George Matthew Adams said, “He climbs highest who helps another up.” John Lubbock put it this way, “To do something, however small, to make others happier and better is the highest ambition, the most elevating hope, which can inspire a human being.”
As a youngster in a small Mississippi town, I frequently heard my mother and the man for whom I worked in the grocery store describe an individual by saying, “He is really a very ambitious young man,” or “She really has a lot of ambition.” The tone of voice indicated that they were very favorably identifying one of the traits of that young person. I understood implicitly that they were talking about ambition fueled by compassion, wisdom and integrity. On the other hand, I heard them say on numerous occasions, “He (or she) is a nice person, but he just doesn’t have any ambition.” From my perspective, people who have ability – and that includes anyone reading these words – and who do not use that ability, represent one of the real tragedies of life. The old saying that you either “use it or lose it” is true.
In a nutshell, ambition, fueled with compassion and direction, can be a powerful force for good. Think about it and I’ll SEE YOU AT THE TOP
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January 23rd, 2009
In the year 1723, a seventeen year-old boy arrived in Philadelphia without a penny to his name. At age 42, he retired, wealthy. Few men, before or since have ever been as successful as Benjamin Franklin. He gave credit for his many inventions and business successes to this list of 13 principles. Each of them should be practiced in order, for a week at a time, so that all of them become a habit in your life. They’ll work as well today as they did then.
- Temperance: Eat not dullness; drink not to elevation.
- Silence: Speak not but what may benefit others or yourself, avoid trifling conversation.
- Order: Let all your things have their places; let each part of your business have it’s time.
- Resolution: Resolve to perform what you ought; perform without fail what you resolve.
- Frugality: Make no expense but to do good to others or yourself; waste nothing.
- Industry: Lose no time; be always employed in something useful; cut off all unnecessary actions.
- Sincerity: Use no harmful deceit; think innocently and justly; and if you speak, speak accordingly.
- Justice: wrong none by doing injuries or omitting the benefits that are your duty.
- Moderation: Avoid extremes; forebear resenting injuries so much as you think they deserve.
- Cleanliness: Tolerate no uncleanness in body, clothes or habitation.
- Tranquility: Be not disturbed at trifles, nor at accidents.
- Chastity: Be chaste in matters with the opposite sex.
- Humility: Imitate Jesus and Socrates.
— Author Unknown -
Tags: customer retention
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January 23rd, 2009
I believe there are three kinds of people. There are winners, who know what they want and understand their potential and the possibilities. They take life on. Next are losers, who don’t have a clue as to who they are. They allow circumstances to shape their lives and their self-image.
I believe there is a third group as well. This consists of potential winners whose lives are just slightly out of alignment. I call them wayward winners. It may be that they just need to learn how to be real winners. Perhaps they’ve hit a bump or two that has knocked them off course and they are temporarily befuddled. A failed relationship, a lost job, financial problems, unformed goals, a lack of parental support, illness—many things can send us off course temporarily.
Wayward winners are not lost souls; they just need some tweaking and coaching and nudging to get them back on course. A map might be nice. Many of these wayward winners are easily identifiable because they are always searching.
Right now, there are many wayward winners out there braving rain, sleet and snow because they, too, still believe that they have untapped talents. They attend motivational seminars and listen to inspirational tapes and they plunge onward, believing that sooner or later they will find their way again.
Other wayward winners have temporarily given up. They are damaged and disoriented, their confidence badly eroded. They tend to drift through life numbly. The friends and relatives and loved ones of wayward winners see that they are out of sync and wonder why they can’t be satisfied, why they don’t settle down. They wonder how people who have such obvious abilities and great potential can be so disoriented and unsure.
It is difficult for others to understand the rawness of a broken heart or the aching emptiness of an unguided spirit. You and I know. We have been there. Wayward winners know that there are possibilities out there, but too often they feel locked out from them. Some are afraid to risk any more because of what they have risked and lost already.
I know now that as difficult as it may be for you wayward winners to do, it is necessary to continue to test yourselves. Even though you have been hurt before, it is the only way to grow. We all have the capacity to change, to lead meaningful and productive lives by awakening our consciousness.
You know there are going to be tough times as you go about changing your life, so brace yourself and you will be able to handle them. When you get into your seat on an airplane, what is the first thing they tell you to do? Fasten your seat belt. Brace yourself for the turbulence.
When you decide to move your life to the next level of accomplishment, you must fasten your mental and spiritual seat belts because it is going to be a while before you reach that comfortable level again. You will reach it, but you must endure the turbulence of change in order to grow.
Try this technique to help you through the difficult times of change and growth. Find four reasons why you cannot succumb to your fears and your troubles. Find those deep sources of motivation that can lift you out of the turbulence and above the clouds. You must change your life because, for example:
You have not yet tapped the talents given you.
You want to leave something more for your children.
You want to live life rather than letting life live you.
You want to do what makes YOU happy.
It is in these rocky early moments of bringing change to your life that you discover who you are. In the prosperous times, you build what is in your pocket. In the tough times, you strengthen what is in your heart. And that is when you gain insight into yourself, insight that leads to self-mastery and an expansion of your consciousness as a life-force in both your personal and professional lives.
Tags: employee rewards
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January 22nd, 2009
I recently returned from New York where I was able to see my very close friend Lou Holtz get inducted into the College Football Hall of Fame in his first year of eligibility. He certainly has had a distinguished career.
As many of you know, Lou left coaching and joined ESPN four years ago as an in-studio analyst of college football. This past fall, Lou and his boss, Gerry Matalon, created a wildly successful weekly segment called “Dr. Lou.” Each three and a half-minute segment aired at halftime of ESPN’s primetime college football game on Thursday nights and then was replayed several times during the weekend.
The segments start off with a comment from Dr. Lou, followed by a couple of questions from some well-known sports and entertainment people, and ending with a closing comment.
Lou’s motivational lessons are priceless, so I thought I would share some of my favorites. After all, Lou has been my personal therapist for more than 25 years and he hasn’t charged me a co-pay yet. I have a healthy case of Dr. Lou fever.
In the first segment Dr. Lou asked himself what qualifications he has to be called a “doctor.” The classic Holtz answer: “Well, I did graduate in the lower half of my class …. I have written three New York Times bestsellers and am the only person who has written more books than I’ve read. I have four honorary doctor degrees. And my mother loves me.”
Here are some gems from Dr. Lou:
Tim Tebow, the 2007 Heisman Trophy winner as a sophomore quarterback at the University of Florida, asked how he can lead the Florida Gators to the SEC championship. Dr. Lou answered: “The good Lord put eyes in the front of your head rather than the back so you can see where you are going rather than where you’ve been. If you want to lead, you have to be significant. Significant is when you help other people be successful. And by other people I mean your teammates. You do that by encouraging them and being positive. You have to continually ask them how you can help them.”
Dr. Lou told Lloyd Carr, the retired football coach at the University of Michigan: “Make sure you always have four things in your life: Something to do, someone to love, something to hope for and something to believe in.”
Actor Mark Wahlberg asked Dr. Lou for advice on how his beloved Boston College Eagles could defeat Lou’s Notre Dame Fighting Irish. Lou admitted that when he hears Boston College he goes “crazy.” In 1993, Notre Dame was 10-0 and ranked #1 in the country when they played 9th ranked Boston College and lost 41-39 on the last play of the game. “I was devastated. I was bitter. I was upset at everybody. I learned that you can’t tell people about your problems. 90 percent don’t care and the other 10 percent are glad you have them. You can’t go through life being bitter.”
Dr. Lou always ends up with some closing thought for the week. Here’s a sampling:
- “If you want some great advice, don’t ask Dr. Lou. Ask your spouse. There’s no one who loves you any more, wants you to succeed any more or will be any more honest with you.”
- “Progress requires this: You cannot steal second base and keep one foot on first. For every person who tells you you can do something, you’ll find 99 people who say you can’t. Don’t be discouraged by the 99, but be encouraged by the one person who believes in you.”
- “Believe in yourself. You can’t satisfy everyone. Just make sure that you please yourself.”
- “There are two different types of people: Those who lift you up and those who pull you down. Lift people up; don’t pull them down.”
- “As Oliver Wendell Holmes said, ‘What lies ahead of you and what lies behind you is of very little importance when compared to what lies within you.’ If determination lies within you, you’ll be able to find a solution to all your problems.”
Mackay’s Moral: My favorite from Dr. Lou: “10 percent of you won’t remember 10 percent of what is said 10 minutes after it’s said. But I hope it will cause you to think. I hope all of you have the desire to dream, the courage to win, the faith to believe and the will to succeed.”
Tags: motivate employees, rewards
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January 16th, 2009
Have you prepared your “I Will” list for 2009? Yeah – it’s a list of all the things “I Will” achieve during the New Year.
This is the best time of the year to let go of the past
and start anew!
Your “I Will List” is a contract with yourself. It works this way.
Just look at the following list and add or delete as you see fit.
Once you’ve created your “I Will List” print it out!
During 2009 . . .
“I Will” stop . . .
“I Will” start . . .
“I Will” change . . .
“I Will” smile more.
“I Will” exercise my mind and my body.
“I Will” invest $$$ in my self-development.
“I Will” treat my spouse like a King / Queen.
“I Will” plan my work and work my plan every day.
“I Will” rewrite my personal and professional GOALS.
“I Will” continue to work on my attitude of gratitude.
“I Will” write at least one handwritten note every day.
“I Will” commit every thing it takes to win.
Tags: gift incentives, performance programs
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January 15th, 2009
Nearly every American achiever has been impacted at some time in their life by the wisdom of Dr. Norman Vincent Peale.
As a young boy, Peale faced a fight against strong inferiority feelings when growing up. Over the years he developed and refined the message that anyone could put the principles of positive thinking and strong faith into practice and improve upon their own life dramatically.
At age 34, Peale accepted a call to Marble Collegiate Church in Manhattan where he remained for 52 years as one of New York City’s most famous preachers. Membership grew from 600 when he arrived to well over 5,000 today.
In 1945, Dr. Peale, his wife, Ruth Stafford Peale, and Rayond Thornburg, a Pawling, New York businessman founded Guideposts Magazine. With little money and a strong vision they managed to raise $1,200 from Frank Gannett, founder of the Gannett newspaper chain, J. Howard Pew, the Philadelphia industrialist and Branch Rickey, owner of the Brooklyn Dodgers.
Guideposts was designed to be a non-denominational forum for people – both celebrities and ordinary folk – to relate their inspirational stories to provide a spiritual life to all readers. Today, the 48 page, full-color magazine under the direction of Ruth Stafford Peale is the 13th largest paid circulation magazine in the country with a circulation of over 4 million.
Peale put his gifted writing skills to work over the years. His fourth book “The Power of Positive Thinking” was published in 1952 and has sold nearly 20 million copies and has been printed in 41 different languages. Peale completed what has been called his all-time inspirational best seller at age 54. He was the author of 46 inspirational books including “The Art of Living,” “A Guide to Confident Living,” “The Tough-Minded Optimist,” and “Inspiring Messages for Daily Living.”
For 54 years, Peale’s weekly radio program, “The Art of Living,” was on the air. His sermons were said to be mailed to over 750,000 people per month and in 1964 a movie was made of his life entitled “One Man’s Way.”
Peale also co-founded “The Horatio Alger Association,” with educator Kenneth Beebe in 1947 dedicated to recognizing and honoring contemporary Americans who have achieved success and excellence in the face of adversity.
The Guideposts family of non-profit organizations includes the Peale Center, the Positive Thinking Foundation and Guideposts Publications. Their purpose is to be the world leader in communicating positive, faith-filled principles that empower people to reach their maximum personal and spiritual potential.
On Christmas Eve of 1993, Dr. Peale left us to meet his maker at the ripe age of 95 years old. His message of positive thinking, strong faith and helping others achieve their true potential will continue to live on with us well into the new millennium.
“Empty pockets never held anyone back. Only empty heads and empty hearts can do that.”
“Throw back the shoulders, let the heart sing, let the eyes flash, let the mind be lifted up, look upward and say to yourself…Nothing is impossible!”
“The first step is to fill your life with positive faith that will help you through anything. The second is to begin where you are.”
“Nothing of great value in this life comes easily.”
“The average man works his head off to get to the city, where he labors long and hard so that he can hurry back to the country.”
“Any fact facing us is not as important as our attitude toward it, for that determines our successes or failure.”
“Every problem has in it the seeds of its own solution. If you don’t have any problems, you don’t get any seeds.”
“A primary method for gaining a mind full of peace is to practice emptying the mind.”
“What seems impossible one minute becomes, through faith, possible the next.”
“Through persistence, self-knowledge, prayer, commitment, optimism, a resolute trust in God, and the building of your own personal moral strength, you can enjoy the blessings of a deeper faith, and face the difficulties of life with courage and confidence.”
“The mind quickly responds to teaching and discipline. You can make the mind give you back anything you want.”
Become a possibilitarian. No matter how dark things seem to be or actually are, raise your sights and see possibilities – always see them, for they’re always there.”
“Start each day by affirming peaceful, contented and happy attitudes and your days will tend to be pleasant and successful.”
“America cannot be the great nation it was destined to be, unless we restore to it the faith in the old American principle of resourceful, resolute human beings standing as individuals.”
“Begin where you are. Begin now.”
“Get the real A’s in life.”
Tags: incentives to motivate
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