"...from people they like".

If you've been in the selling world long enough you will have heard the adage,  "All things being equal, people want to do business with their friends. And when all things are not equal, people still want to do business with their friends."

Today, during a mentally stimulating conversation, this theory was confirmed once again. Hey, if they don't like you, there's a strong likelihood that they're not going to buy from you.

Tim Sanders nailed, absolutely NAILED it when he penned the book, The Likeability Factor. This Amazon.com Review By Ted Demopoulos on March 17, 2007 describes likeability very well.

Tim's first book, Love is The Killer App, is one of the most influential books I've read in the past few years. The Likeability Factor is another winner from Tim Sanders.

The big idea of this book is that being likeable is extremely important because:

"The choices you make don't shape your life as much as the choices other people make about you."

People make choices using the following three steps:

1) Listen - people can choose to listen to you

2) Believe - people can choose to believe you

3) Value - people can choose to value what you offer

Likeability affects all three.

There are four elements of likeability:

1) Friendliness. Friendliness is the threshold of likeability

2) Relevance, how you connect with another person's wants or needs

3) Empathy (not sympathy)

4) Realness or authenticity. Lack of realness, like lying, hypocrisy, or insincerity can suck your L-factor down.

So, are you likeable? Do you understand that customers and prospective customers are making snap judgment about you in the first 15 seconds of your first meeting?

What are you doing to work on yourself? Are you making excuses? "My days are really, really crazy". "I don't think I can commit. Every two weeks would be impossible for me". "I hate to read". "That book didn't teach me anything that I didn't already know".

C'mon folks. Customers can choose to listen to you, believe you, and value you. If you're not working on yourself daily, you're setting yourself up for future failure. You might survive in the short-term, but you won't survive in the long run.

It's time to commit to your own personal excellence.

Emotions & Personal Magnetism

Most of you know that, while eating breakfast, I've been reading Napoleon Hill's book, Think and Grow Rich.

Today, while reading my 2-3 pages, I was struck by a couple of thoughts he shared:

1. "The world is ruled and the destiny of civilization is established by human emotions. People are influenced in their actions, not by reason so much as by 'feelings'. The creative faculty of the mind is set into action entirely by emotions, and not by cold reason."

Take a minute and read that statement again. Slowly - and let your mind process it.

How can you use his insight in your day-to-day sales interactions? If you're not in sales, how can you use his insight when dealing with the people you interact with?

If you're in sales, KNOW THIS FACT, buying decisions are emotional, not logical. If you create the want, the buyer will justify the decision to buy. Emotion = Want. Facts = Logic/Reason. Create the emotion and close the sale.

2. "When employing salesmen, the more capable sales manager looks for the quality of personal magnetism as the first requirement of a salesman" He also states, "Through cultivation and understanding, this vital force (personal magnetism) many be drawn upon and used to great advantage in the relationships between people. This energy may be communicated to others through the following media:

• The handshake: The touch of the hand indicates instantly the presence of magnetism, or the lack of it
• The tone of voice: Magnetism is the factor with which the voice may be colored, or made musical and charming.
• Posture and carriage of the body: (People with magnetism) move briskly, and with grace and ease.
• The vibrations of thought: (People with magnetism) mix the power of emotion with their thoughts, or may do so at will, and in that way my influence those around them
• Body adornment: (People with magnetism) are usually very careful about their personal appearance. They usually select clothing of a style becoming to their personality, physique, complexion, etc.

So, what's the insight?

If you know what makes people tick (emotion) and you use that knowledge when presenting yourself, your company, and your product solution, you will increase your closing ratio. Combine that with the fact that you can "cultivate" personal magnetism by simply being aware, you will be a sales rock star!

(If you need more of a tickler to read Think and Grow Rich, the quotes above are taken from the 10th Step Toward Riches which is called Sex Transmutation. If that doesn't perk your interest, there's little hope for you, my friends)

Siyeh Pass & Good Friends

Steve's response was, "We climb Chief Mountain to get a good feel for the kids; their ability, their decision making, their drive... It helps us know how to relate, connect, and move forward".

Sounds kind of like a test - and it is - and it's a fair thing to do.

Most importantly, the kids learn about themselves. Can they make the correct decision? Do they know their limitations? Will they push on the way up, but falter on the way down? It's one thing to safely ascend the mountain. It's another to arrive back at camp safely without burdening other climbers as you descend.

Over vacation, Sarah and I visited the ranch Mallory was staying at while on Summer Project with Campus Crusade and its Nations program. The Nations program attempts to understand and connect with Native Americans. Mallory is minoring in Native American Studies. It's become a passion for her. This particular Summer Project is focused on the Blackfeet in Browning, Montana. It was the fourth summer and the ministry is starting to see fruit.

Steve, one of the volunteer leaders, shared his insights with us. He's been hiking and climbing in Glacier National Park for over 15 years. His first marathon was the Death Valley Badwater UltraMarathon. He's a bit extreme. Highly likeable - and inspirational - but extremely driven. Each year, he leads the Chief Mountain climb early in the 5-week long Summer Project. I had asked why they climbed Chief. His response surprised me. I was expecting more of a "because it's there" answer.

We joined the Summer Project group for a day hike in Glacier. Steve really pushed hard for his favoirte trail, Siyeh Pass. It's a 10.3 mile long hike that gains over 2000' of elevation and then descends over 3000' to the trail head at Sunrift Gorge. It's his favorite "short" hike in the park. You experience forest, treeline, a beautiful mountain pass, and flower-filled meadows. It has it all!

It's easy to reflect while hiking. As you climb the many switchbacks to reach Siyeh Pass, you start to question yourself; "Can I push harder?", "It's not a race, just slow down", "How can these young kids (granted they're all 19-21 years old) be kicking my tail on this climb?", "Why am I doing this?".

Each and every day we make decisions. Life decisions. Work decisions. Decisions lead to consequences - both positive and negative. It seems like the negative consequences always get all the focus. Human nature, I guess. Shame on us for not focusing on the positive.

We achieved our positive success by completing the Siyeh Pass trail. For Sarah and me, it was one of our vacation highlights. Along the way we made some life-long friends. Steve & Cynthia, Mike & Julie, Doug & Karen and Wes & Summer. Great people! They impacted Mallory's life -and, I'm happy to say, they impacted our lives too. I trust we impacted their lives as well. Best of all, we were able to be with Mallory doing something she loves. What a gift to observe and share in. Her competence and confidence is truly a blessing.

Enjoy some of the pics from the hike.

 

 

Meadow while climbing to Pass

 

Snowfields and Lakes while climbing to Pass

 

One of many switchbacks on the ascents

 

Sarah placing her rock on top of the cairn at the Pass

 

Adding my rock...

 

Mallory and Dad at the Pass

 

The Pass 6 miles in the distance on descent