Leadership: Band of Brothers

Can we all agree on this one? Running on a treadmill during the cold, winter months is boring.

Music works. I prefer Metallica. I've tried others, but Metallica simply works best for me. Watching sports on the television works. I used to watch the Red Wings or Pistons or some random college basketball game. Note the "Used to...".

Charter, our cable and internet provider, made a total transition to HD channels. To do so, we now needed a cable box for each TV in the house. Being the tight Dutch boy that I am, I wasn't going to spend the money on another cable box (already have two in the house) for the little used, outdated TV in the room where the treadmill is located.

So, I improvised (well, I actually simply tapped into technology). I use my iPad to watch shows on Amazon Prime.

During my treadmill runs I've been watching the World War II Mini-Series, Band of Brothers. Two major immediate benefits: 1). My runs now last an hour, and 2). I'm learning about WWII and gaining an even greater appreciation for the sacrifice others made for my (our) freedom!

An unexpected learning lesson has been driving itself home as I watch each episode. That lesson: Leadership.

Leadership is earned.
Leadership is demonstrated by action
Leadership is "by example"
Leadership builds credibility
Leadership happens from the front.
Leadership carries responsibility
Leadership inspires when there is no hope
Leadership encourages
Leadership starts with caring about the person
Leadership is earned. (Yes, I repeated myself)

Click the word QUOTES to relive some great moments from the mini-series, Band of Brothers: QUOTES

Belief

I've been hanging out with Tom Asacker. Who's Tom Asacker? Yes, I said Tom Asacker. For many of you, the idea of me even having a friend might seem a little far fetched. Just kidding. I do have friends and, no, I don't have to pay them.

Tom Asacker is an author and I am hanging out with him during the 8-10 minutes that I eat my breakfast (1.5 cups of Cinnamon Rice Chex with 3/4 cup of Almond Milk, if you care). When eating breakfast at home, I tend to spend my time with authors, a couple pages at a time. In 2014, I spent a whole lot of time with Napoleon Hill. While crunching on my Rice Chex, I powered through Think and Grow Rich twice.

I'm a firm believer in books and the reading of books. They change your life, but only if you read them! It took me 16 years before I finished Think and Grow Rich. It was a gift from owner of the company I proudly work for. The owner is great man, Mr. Mike Olthoff. The company? Nichols. To understand Mike, you only need to take the few minutes to read this article. He is a testament to the power of belief and the power of reading great books.

Which brings me back to my "hanging out" with Tom Asacker. I'd like to share this little section from his book, The Business of Belief.

Believe To Achieve

In 1988, two psychologist published an article making a somewhat disturbing argument. 

The claimed that positive self-deception is a normal and beneficial part of most people's lives.

It turns out that we lie to ourselves about three things.

We view ourselves in implausibly positive ways.

We think we have far more control over our lives than we actually do.

And we believe that the future will be better that the evidence of the present can possibly justify.

These positive illusions help us feel good about ourselves and out decisions.

Just ask Spencer West.

His mind was motivated to ignore his legs.

Or more precisely his lack of legs, which were amputated below the pelvis when he was just five.

Spencer simply wanted to raise funds for a Kenyan charity.

By scaling Africa's highest mountain.

As so, after a year of training, he completed the grueling climb up Mount Kilimanjaro in seven days. 

Using only his hands.

Whether you believe you can or you believe you can't, you're probably right.

Mike Olthoff is a believer of "I can". I am a believer of "I can". I know my wife is a believer of "I can". She's done amazing things... Follow her blogs here and here.

I know that you, too, are a believer. If you say you are, you're probably right. However, have you chosen to believe "I can" or "I can't"? The choice is yours to make.

Start spending time with authors each day. It won't be long before you can state with strong conviction, "I can".

Soloing like The Who

I'm a huge fan of The Who - and I'm unashamed! I've read most of the books written about them. I own Pete Townshend's recent biography.

I have watched a bunch of documentaries. Listening to their music is a guttural experience. You can feel it in your gut. It elicits pleasure.

About a year ago I watch An Ox's Tale: The John Entwhistle Story. It is a must watch if your love bass guitar, The Who, and John Entwhistle. It is a tragic story. Yet, it inspires.

The books and documentaries all make a similar claim - and I paraphrase... "The Who were four solo instrumentalists with a chemistry like no other band in history"

When Pete Townshend, John Entwhistle, Keith Moon, and Roger Daltry execute their parts, listen to each other, and trust each other; magic erupts.

As I often seem to do, I naturally want to connect the dots to the career of selling.

As salespeople we love to fly solo. Autonomy is one of our best friends. Some might claim that they do their best work "flying solo". Some might even be so bold as to say, "Leave me the hell alone!"

I get that. I truly do

However, let me toss this out: Have you ever experienced the true synergy of playing in a band, a band that has chemistry? I have. I play my part (guitar). The drummer plays his. The bass player is in the groove. The singer leads. When there is chemistry, there is magic.

It seems to me, we as salespeople would relish the opportunity to find that kind of chemistry. The job would get easier. The mistakes, fewer. The energy, symbiotic. We would actually sell more stuff by working as a band, a team!

We could be soloing, just like The Who!

In the Groove

My wife and I, along with Cal and Jane, close friends of ours, took a couple days off for a long weekend in Traverse City MI to cross country ski, wine taste, shop, eat, and enjoy conversation.

On Friday morning, Cal and I started at the Vasa Pathway trail head, consulted the map, charted our course, and embarked on a 8 mile trek. The Vasa Pathway's trails are very well groomed - for both traditional cross country skiing and skate skiing. Since we don't skate ski, (Although Cal might tell you that I've attempted it a few times, unsuccessfully. He'll also tell you that I successfully looked the part of a dork. Hmmm.... I think I do that well most days), we settled ourselves in the two grooves for traditional skiing.

Saturday morning we opted for a 6-mile loop at the Muncie Lake Pathway - a favorite. (There's a downhill that I've yet to conquer. It's fast and it has a horseshoe turn to the right. The fast doesn't get me. It's the dang turning! It just keeps on going and going... I always fall. I fell again. Twice. Pisses me off) However, I digress...

The hypnotic rhythm of cross country skiing allows for plenty of time to talk. However, Cal and I have skied together for many years. When we're on the trail we settle in like an old married couple. Words aren't necessary to communicate. I do find the quiet of the woods and the swooshing of the ski's gliding so effortlessly in the grooves comforting. During the 8-mile trek, I was able to relax and do some thinking - or as I like to put it, pondering!

What struck me during our two hours on the Vasa was a simple revelation, really. When I'm in the groove(s), skiing is easy. When I use correct form, I glide effortlessly. When I have a system, it's easy. The more I ski, the better I get

At work we've been spending a fair amount of time on refining and simplifying the sales process. Connecting the dots between the ease of skiing and the ease of selling isn't difficult.

When use correct form, I make better connections with prospects and customers.

When I have a system, the entire process, from suspect/prospect to close of sale, improves.

The more I use correct sales form and the more I use a sales system, the better I get at it.

Simple. Yet, we choose to complicate it.

Stop complicating it.

Stop being a perpetual sales "firefighter".

Work on your form (planning/organization/strategy/selling skills) and use a sales system. As one of my reps says, "Having a system lets me sleep at night".

Get in the groove!

Be Present

Sarah is a writer. Sarah is a blogger. Sarah is a photographer. Sarah is my wife.

To become a better writer you need to write - daily. One tool writer's use is called: Writing Prompts. Simply Google "writing prompts" and your search results will provide a myriad of prompt lists to choose from.

Sarah works from a prompt list every day. When I'm home, she'll invite me to join her. (Truth be told, I should join her on these prompts exercises more often). The rules she follows are simple: Write for 10 minutes using the prompt of the day(yes, a timer is important). I believe I forgot to mention that you are not to know what the prompt of the day is ahead of time. It should not be a word that you have pondered over all day. Other than that, there are no "writing rules" to follow. Simply write. Open your mind. Let the words flow out of your head onto paper. Punctuation? If you don't feel like it, don't use it. Capitalization? Your choice. Correct grammar? Ain't could be a word.

One thing we do though is (drum roll please)... we share our writing with each out by reading it out loud. Awkward? Yes. Cause for belly laughs? Most definitely. Vulnerable? Oh yeah. Encouraging? Most definitely!

On November 2, 2014, the prompt of the day was: Be Present. Here's what I wrote: (Yes, I'm being vulnerable...)

   The famous Seattle Fish Market and Pikes Place Fish created a business film a number of years ago called FISH. It was highly entertaining. Go ahead, You Tube it (or, if you're reading this in the far future, consult whatever technological device that has been implanted in your brain).

 

   In the video, they throw fish around. A lot of fish - and they have fun! (The first F in FISH)

 

  Asked about the secret of good customer service, one of the fun-loving "fish" guys made the memorable comment of "You simply have to be present, man"

 

   A truer statement could not have been made. Great customer service is casting (note the fish pun) all of your focus and attention onto the customer, making them feel like they are the most important person in the world to you, in that moment.

 

   However, being present goes beyond customer service. It's a lesson for all of us with loved ones; spouses, children, parents, grandparents, and friends. How many marriages, friendships, and families have been  lost by the lack of presence? It could be the root cause of all our failures.

 

   How hard is it, really, to be present? It's simply an effort to provide your undivided attention to the other person, in the moment!

The 10 minute timer sounded. Exercise over.

There you have it. As written. Unedited. Yet, underneath it all there is a truth.

Be Present

FISH Philosophy

Research: To the Detriment of Getting Started

Ever been caught in the "over-analyze" trap? C'mon, you know you have. I know I have! My brain starts screaming at me, "Glen, you're not ready to make that first prospecting call. You MUST invest more time in researching the prospective company. Have you googled the contact yet? Man, you haven't even searched for white papers, news releases, or their latest Annual Report. Don't pick up that phone! If you do, you'll be sorry"

Sounds like a bunch of excuses to me.

Let's get honest here: I've already done enough research to make the first call. I know the industry. I have searched for the contact on LinkedIn. I did google the company, read the "About Us" section on their web, and searched for latest news releases. I have done my homework. Yet, my brain still tells me that I need to do more.

Why do we fear getting started? Why is it so hard to make that first phone call - take that first action?

Dale Carnegie said it best, "Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy"

But Dale,  you say, "Isn't research an action?"

"Sure it is", he might say, "as long as you do something with it. Get out and get busy!"

 

Getting busy means making that first call... and the second, the third, the fourth ... and the twentieth call.

 

As you make the calls you will discover something about yourself. You WILL be more confident. You WILL be more courageous. You WILL overcome your fear of getting started. Along the way your words will flow much smoother. Your smile will be genuine instead of forced. Your nerves will have relaxed and the much needed humor-factor will have crept into your conversations. As sales guru Jeffrey Gitomer says, "If you can make them laugh, you can make them buy."

Stop making excuses. Be a person of action.

 

Self-Talk

Self-talk. Is it possible to talk yourself into success? Or failure?

Napoleon Hill called it the law of autosuggestion. In his book, Think & Grow Rich, he makes this statement,

"Like the wind which carries one ship east and another west, the law of autosuggestion will lift you up or pull you down according to the way you set your sails of thought."

I've been noticing a recent trend with the certain members of the sales team I'm a part of, lead, and coach. They're allowing their "I can't" thoughts dominate their mindset. I know it is impacting their daily activities.

As a sales leader and coach, how can I help? Can I help? Do I lead by example? Do I pull each of them aside for a short conversation? How do you help someone understand the power of the subconscious? Then, if they're open to my coaching, is it even possible to help them implement or execute the necessary change of mindset? Or, is it truly up to the individual?

Wow! Heavy musings on a Sunday evening...



Hill provides these additional thoughts:

"The subconscious mind makes no distinction between constructive and destructive thought impulses. It works with the material we feed it, through our thought impulses..." and he continues... 

"If you fill your mind with fear, doubt, and unbelief in your ability to connect with and use the forces of Infinite Intelligence, the law of autosuggestion will take this spirit of unbelief and use it as a pattern by which your subconscious mind will translate it into its physical equivalent."

Your thoughts will be expressed physically.

OK, if you are like me, you believe that your strong - I mean, mentally strong. "I'm invincible", right? "I can think one thing in my head and fake it physically". Friends, your thoughts are going to manifest themselves physically somehow. Stress, illness, headaches or maybe... healthy living, exercise, or success.




Hill shares the following verse.
He doesn't name the poet.

If you think you are beaten, you are.

If you think you dare not, you don't.

If you like to win, but you think you can't,

It is almost certain you won't.

If you think you'll lose, you're lost,

For out of the world we find,

Success begins with a fellow's will ---

It's all in the state of mind.

If you think you are outclassed, you are,

You've got to think high to rise,

You've got to be sure of yourself before

You can ever win a prize.

Life's battles don't always go

To the stronger or faster man,

But soon or late the man who wins

Is the man WHO THINKS HE CAN!

Observe the words which have been emphasized, and you will catch the deep meaning which the poet had in mind.

Commitment

"Our principal mission as salespeople is to get customers to commit... that's what we get paid to do. That's the only reason we have jobs. If we're not planning for the customer to commit to something, we're not planning to do our jobs" 

As I was reading a profound and insightful book over the Thanksgiving holiday weekend, the above quote jumped off page 9. More on the book later...

However, before I explain more, I want you to read the quote again.

"Our principal mission as salespeople is to get customers to commit... that's what we get paid to do. That's the only reason we have jobs. If we're not planning for the customer to commit to something, we're not planning to do our jobs" 

Have you ever found yourself in the position of having to answer the question, "So tell me, what do you do for a living?" Of course you have. It happens every time you meet someone for the first time. Inevitably, the question is going to be asked... either by you or of you.

If you're a salesperson - and if you're like me - I often find myself wanting to not answer the question in the most straightforward way. The simple and proud answer should be, "I'm in sales." Yet, the stereotype of "salesperson" gets in my way. I'm mean, really, who likes a salesperson and, after all, we all have a desire to be liked. So, when faced with that infamous question, we implement our sales training and answer the question by doing what we've been taught... answering a question with a question! (It could also be called a diversion)

It's highly likely that this quote makes you a little uncomfortable. Read it again...

"Our principal mission as salespeople is to get customers to commit... that's what we get paid to do. That's the only reason we have jobs. If we're not planning for the customer to commit to something, we're not planning to do our jobs" 

If you're not in sales, the quote sure seems to support the stereotype of high pressure sales to gain a signature or commitment. Rest assured it doesn't. It's actually a challenge to all salespeople to become more professional.

If you're in sales, the quote might be causing you some personal angst:

1. You feel that sales is all about relationship building and if I ask a customer (friend) to commit, I'll ruin my relationship. 
2. You see the word "planning" and it scares you.

My sales friends, know these simple facts:

• Customers build relationships with you knowing that you're a salesperson. Don't disappoint them by trying your hardest to not be a salesperson. Prospects and customers schedule appointments with you knowing why you want to see them so....
• Come to the appointment prepared. 
• It's up to you to be the best you can be - be a Professional Salesperson

Preparation requires planning. Professional salespeople prepare and follow a process.

Matt, one of the characters in the book, at the end of the story summed it up like this:

(On being prepared and learning to follow a process) "...I felt like Christopher Columbus discovering the New World... No wait, Christopher Columbus isn't quite right. I've been trying to think of an analogy that describes it. You know what I felt like? I felt as if, for nine years, I'd been chipping away at a giant log with a dull little toy hatchet. One day somebody walks up and says, 'Oh, are you trying to cut through that log? Here'. And he hands me a chain saw. I fire it up and 'R-r-r-raahraaaow,' I'm done. It was like, 'Oh, I get it, there's actually a tool for this job.' That's how it felt."

My sales friends, the tool (book and process) is called, The New Action Selling - How To Sell Like A Professional Even If You Think You Are One by Duane Sparks.

Start 2014 with a new mindset. Buy, study, and implement the process detailed in this book!

http://www.amazon.com/Action-Selling-Sell-Professional-Think/dp/0975356909/ref=sr_1_1?s=books&ie=UTF8&qid=1385939328&sr=1-1&keywords=the+new+action+selling

How Easy to Forget the Important Things...

Ever notice how easy it is to forget to focus on the important things?

...like the beauty of nature:

....the simplicity and complexity of something old:

AND... In our world of sales... being face-to-face with customers.

We'll actively search out - and find - every imaginable excuse.

           Meetings
               Forms/Paperwork
                    CRM
                        "Putting our fires" (Reactive Behavior)
                              Email

I hear it most commonly referred to as "...all the stuff YOU (meaning Management & Operations) want me to do".

Folks, I'm sorry to disappoint you, but all that "stuff" has always been there. From the beginning of outside sales, "stuff" has existed. Pick up a sales book from the early 1900's and you will read a chapter or two about the importance of getting "paperwork for management" completed before your day begins or at the end of your day or, most likely, you would have been directed to get it done on Saturday. (Yup, the work ethic/expectations of those early sales pioneers was something to behold!). Sales management was ruthless. Sink or swim. Get it done on YOUR time, not on SELLING time.

So, if we know beyond a shadow of a doubt, that we do our very best work when we're in front of a customer, why do we accept those excuses? Rather than focus on the "I can't", shouldn't we be focusing on the "I can" or better yet, "I will"

We know the formula for success. If not, you probably shouldn't be in sales. The formula really hasn't changed, ever. The tools might have changed. "You mean I can drive a car to my sales call instead of riding a horse?" "Social media instead of calling on the phone?" Yes, the tools change. The formula stays the same.

Don't forget the important things.

Get face-to-face to grow your sales! (And every once and awhile, grab your camera and get outside to snap some pictures).

Sometimes You Just Have to Step Away

No. I'm not walking away from my job! Get that out of your mind right away. (Yeah, I can hear a few of you muttering though...). Sometimes you just have to step away and relax.

Sarah and I spent the past 4 days in Northern Michigan. We really enjoy ourselves on these mini-vacations. We've been spending long weekends to week-long vacations on the Leelanau Peninsula for quite a few years now. Here's a quick shout out to Tammy at Nature's Rentals. She's been great to work with. If you are considering renting "up north", use her. Tell her that Sarah told you to call!

Stepping away from the busy work schedule was refreshing. For today's post I'll be stepping away from my normal "sales" insights and provide a quick glimpse into the past four days.

Thursday:

1. Photography in Traverse City at the Grand Traverse Commons. There's nothing like a nutcase pretending to be a photographer on the site of the former Northern Michigan Asylum. (Just in case you're curious, the nutcase is me, not my wife. She's the true artist!)
2. Wine Tasting at the Wineries of Old Mission Peninsula - We discovered another new friend, although he sounds like he might be a little accident prone, at Bluestone Winery
3. 4 Mile Run - downhill and uphill.
4. Dinner at Fischer's Happy Hour Tavern, located just south of Northport

Friday:

1. Wine Tasting on the Leelanau Peninsula Wine Trail
2. Lunch in Sutton's Bay at the 45th Parallel Café
3. Hike and Photography at the top of Sugar Loaf Mountain and the abandoned ski resort. For some fascinating reading about a controversial subject, check out the Leelanau Blog.
4. 4 Mile Run - downhill and uphill
5. Dinner at Western Grill in Glen Arbor

SIDE NOTE: Friday night the wind blew incessantly. Hard to sleep. Thought the windows were going to implode. Fun stuff!

Saturday:

1. Relaxing morning drinking coffee and reading the GR Press and Flipboard on the iPad while Sarah went out to shoot some more pictures around the area.
2. Gill's Pier Winery - yup, it was only 11am, but hey, you have to start some time, right? I'm not a huge Cherry Wine kind of guy, but their Cherrio Wine is stellar!
3. Lunch at The Cove in Leland
4. Photography around Historic Fishtown in Leland
5. A little more wine tasting...
6. No 4 Mile Run - Too dang windy... Super windy - and cold!
7. Dinner at a very cool new Bed & Breakfast/Inn called Little Traverse Inn. The pub is called The Gastro Pub. Take some time at that webpage to learn more about this recently re-opened facility. The wait staff was great, as was the food!

Sunday:

1. 4 Mile Run
2. Breakfast: Asparagus/Tomato/Feta Omelet
3. Coffee/GR Press/Flipboard
4. Sarah goes out to shoot some more photographs
5. 11am. Pack up and leave.

Now about those 4 Mile Runs and the hills.... Yeah, on 2 of the 3 runs, the hills kicked my butt! I walked about halfway up. I hate walking when I'm supposed to be running... Ego & Pride!

On Thursday, it was a slow slough, and walk, up the 1.2 mile hill on Sugar Loaf Mt Road, from M-22 up to the top and our condo which was located on the 18th hole of Sugar Loaf The Old Course Golf Course)

Friday, I thought I would reverse my route, fully knowing that it was going to be a downhill/uphill route either way. However, my logic was if I go down the long 1.2 mile hill on Sugar Loaf Mt Road, then I'll only have the big ass hill on S.Town Line Rd. The Problem: I was so focused on the big ass hill that I forgot about the 2 other slightly less big ass hills that follow. (Yes, Mallory, I feel your pinches for my poor word choice all the from Marquette). Once again, the hill kicked my butt. Ran up half. Walked the rest of the way up. (Although I did run up the next two...)

Now it became a challenge! I made up my mind that I was going to conquer the S. Town Line Rd big ass hills - all three!

As you know, Saturday, no run.

So, Sunday AM @ 7:45am I head out. Down the 1.2 mile hill on Sugar Loaf Mt Road. Turn right on to M-22. (Only 1 car passed me. I was able to jog in the middle of road where it was level). Turn right on to S. Town Line Rd and there it is - the big ass hill!

It's a brutal 1.7 mile climb punctuated by this first, and the true big ass hill. The two lesser big ass hills are yet to come. Conquer B.A.H #1 and be rewarded with two more bad boys.

I put my head down and told myself that I wouldn't look up until I reached the top. With my heart pounding and my lungs wheezing I approach what has to be the top of BAH1, I hear rustling to my left and I am promptly rewarded with 6 deer busting out of the woods and crossing the road a mere 10 yards in front of me. As I watch them cross (while still running, by the way), I notice I'm approaching the top. As I crest the hill I raise both arms Rocky-style ("Yo Adrian, I did it!"). I slow to a walk. Breathing hard (and loud, probably what startled the deer) with my heart flip flopping in my chest, I walk for about 30 feet. Starting to run again, I conquer BAH2 and BAH3. At the top of BAH3 I turn right in to the drive for the condo, returning home a conqueror.

As Chet Holmes, the author of The Ultimate Sales Machine says you have to have, “pigheaded discipline and determination” to succeed!

Sometimes you just have to step away...

Book Reading - Why

I came across a gem of an article today while scanning Flipboard. It validated my love of reading and supported the "why" I read. The article, from The Huffington Post is called: 7 Unconventional Reasons Why You Absolutely Should Be Reading Books

Interestingly enough, it also reminded me that I need to read for more than the one or two purposes I currently choose to invest my reading time on.

A quick snap shot of the 7 Unconventional Reasons detailed in the article:

1. Reading might help strengthen your "mind-reading" abilities (Science journal)
2. Reading can chill you out
3. It could help keep your brain sharp
4. And it might even stave off Alzheimer's disease
5. Reading may help you sleep better
6. Getting lost in a good book could also make you more empathetic
7. Self-help books, on the other hand, can ease depression

Some of my all-time favorite books are:

1. The Hobbit & The Lord of the Rings - JRR Tolkien
2. Lucas Davenport PREY Series - John Sandford
3. Think and Grow Rich - Napoleon Hill
4. A Short History of Nearly Everything - Bill Bryson
5. Winter: Notes from Montana - Rick Bass

 

I have many, many additional favorite authors. Ivan Doig comes to mind. So does Jeffrey Gitomer and Tom Hopkins. PJ Parrish, two sisters, writes great mystery novels. So does Steve Hamilton. All of his are based in Michigan, most in the Upper Peninsula.

 

 

There's no doubt that books have formed me. Now, in addition to "forming me", I know they help me read minds, chill out, sharpen my brain, keep away Alzheimer's, sleep better, be more empathetic, and ease depression.

Books = Knowledge = Love

"The Ghosts of Fear"

Well... I've made it. I started reading Napoleon Hill's book, Think and Grow Rich about 4 months ago. It was my "breakfast book".

When I'm home (which doesn't seem to be very often these days), during my ritualistic bowl of cereal, I read 2-3 pages of a personal improvement book. I've been doing it for years. (Note: For those who know, or care, I've switched from my beloved Frosted Mini Wheats to the gluten free, Cinnamon Flavored Rice Chex. Hey, I'm counting calories!)

The last chapter is called, "The Six Ghosts of Fear". I've enjoyed this chapter. So much so, that I find myself only finishing 1-2 pages each day. There have been so many discovered nuggets that I've purposefully re-read many paragraphs.

I thought I'd share some of those nuggets with you:

• "Indecision is the seedling of fear! Indecision crystallizes into doubt, the two blend and become fear. The blending process often is slow. This is one reason why these three enemies (indecision, doubt, and fear) are so dangerous. They germinate and grow without their presence being observed".

• "There are six basic fears, with some combination of which every human suffers at one time or another... Named in the order of there most common appearance, they are: POVERTY, CRITICISM, ILL HEALTH, LOST LOVE, OLD AGE, and DEATH

• "Fears are nothing more than states of mind. One's state of mind is subject to control and direction"

• "Nature has endowed man with absolute control over but one thing, and that is thought"

• "Self-analysis may disclose weaknesses which one does not like to acknowledge. This form of examination is essential to all who demand of life more than mediocrity and poverty"

• "Worry is a state of mind based upon fear. It works slowly but persistently. It is insidious and subtle"

• "Worry is a form of sustained fear caused by indecision: therefore it is a state of mind which can be controlled"

• "Kill the habit of worry, in all its forms, by reaching a general, blanket decision that nothing which life has to offer is worth the price of worry"

• "You have absolute control over but one thing, and this is your thoughts. This is the most significant and inspiring of all facts known to man!... If you fail to control your own mind, you may be sure you will control nothing else."

Here are those Six Fears once again:

• Poverty
• Criticism
• Ill Health
• Lost Love
• Old Age
• Death

Hill proceeds to offer symptoms of each fear. These sections of the chapter are the best reading!

My encouragement to you: Buy the book. You can buy by clicking the name of the book here: Think and Grow Rich

Once you've read it, start over. That's what I'm doing. Feed your mind with positive knowledge every day

Avoiding DELETE

The members of two recently started Sales Study Groups are investing in themselves..."Sharpening the saw", as Stephen Covey so astutely put it. Their goal: Self-Improvement so that they can achieve their lifetime goals. Life-long learning is a choice.

Their First Step: Avoiding being DELETED



We are studying a book by Jill Konrath, Snap Selling. I've already referenced this amazingly relevent book in  a previous blog post called, From Their Perspective.

So what the heck is SNAP Selling?

Here are the SNAP Factors & Rules:

Simple

iNvaluable

Aligned

Priority

• Simple
  a). Simplicity is a leading factor in sales success. Just in case this realization hasn't struck you like the proverbial 2x4 upside the head, customers and prospects are living in a perpetual state of OVERWHELM
  b). As Konrath states, make sure your messages and any subsequent proposals are not: "Difficult to decipher - Difficult to decide upon - Difficult to implement"
  c). Rule 1: Keep It Simple - and you will make it easier for customers to buy from you
•  iNvaluable
  a). "The only chance to truly differentiate yourself today lies in the value you personally bring to the relationship" (p. 26)
  b). Be smart and savvy. Bring them ideas, insights, and information. They can read you like an open book when you think you can just waltz on in all "smooth and charming" or if you're not prepared. They can tell, really!
  c). Rule 2: Be iNvaluable - and customers will choose you over competitors, will be less price focuses, and will remain loyal
• Aligned
  a). If you are not clearly stating how your product or service aligns with their objectives, you will be tossed out before you even get a chance to prove yourself. Don't be Irrelevant.
  b). Indicators to listen for if your message isn't aligned: "Thanks for sharing. We'll get back to you if we have a need." "We're already working with another company on that." "That wouldn't work too well here. We're different." (p. 28)
• c). Rule 3: Always Align - and customers will want to work with you
• Priority
  a). If you feel like you are constantly changing your daily priorities, you must put yourself in the customers/prospects shoes. Their day is interrupted by "new" fires (priorities). That project they told you that you could work on can very easily be relegated to the "not a priority" file.
  b). "If you're not helping a customer with a high-priority issue or initiative, nothing's going to happen. If you can't keep the momentum going, your opportunity disappears." (p. 30)
  c). Rule 4: Raise Priorities - and your sales process goes much faster.

Are your voice messages going unreturned? Do you fear that your messages and email are simply being Deleted? Take a self analysis. Do a SNAP Check

Don't be DELETED. You're better than that.

Affirmation from Unlikely Sources

The other day I had lunch with someone who's been attempting to connect with me for a while now. It's funny how fate works. Appointments had been scheduled only to be cancelled due various reasons. This happened time and time again. Most often I was the one needing to cancel and reschedule. That's just the way things go.

During our lunch conversation I was affirmed. Some days it seems like you beat your head against solid block walls wondering if the message is getting through. His affirmation whisped in like a spector of a ghost.

"...I can teach processes".

My lunch acquaintance also manages people. He had asked me what skill set I interview for. I proceeded to give him the list of attributes I attempt to uncover. He agreed with me, however challenged me to seek harder to uncover that inner drive that great sales reps have. (Side Note: It's interesting that we both seem to think there's any underlying insecurity that powers that inner drive. Also, we both are insecure and from that insecurity find our drive.)

Anyway, back to his affirmation...

"...I can teach processes".

My brain screamed out, "Really! Can you? I'm not so sure".

He proceeded to share with me his philosophy - a philosophy not unlike the sales philosophy used when working with customers.

1. You have to earn the right
2. You have to build the relationship
3. You must role model the success you expect
4. You must hold yourself accountable to the same expectations you have for them
5. The way you frame the question is important
6. Black & White is alway better than Gray
7. Follow through on your promises/commitments.

Interestingly, simple management ideas. They put the focus on you instead of them.

"...I can teach processes".

Random Thoughs/Questions:

1. If I expect the team to plan their day/week/month, my calendar must be planned. Do they know that I plan?
2. If I expect them to document Opportunities/Prospects, am I doing the same? Do they know that?
3. How am I coaching? What questions do I use? Do I point out flaws or encourage? Which is best? Does it differ by person?
4. Am I clear in my communication? If not, do they feel comfortable enough to approach me for clarification?
5. Do I follow through on my promises to them? If so, do they recognize that and do they care?
6. Have a earned the right?
7. Have a built the relationship?

If they have the internal drive, can I teach processes? Yes, I can teach processes - and because of it we'll both grow!

From Their Perspective...

Do you think like your customer? Do you put yourself in their shoes in an attempt to anticipate what actions they might take to the words you say or messages you type? Do you really know what's going on in the mind of your customer or prospect?

Our Sales Study Group will be holding our first meeting soon. We're going to be studying Jill Konrath's book, Snap Selling.

In her first chapter she composes a letter from your customer. It's so good, I felt the need to share it with you:

A Candid Letter from Your Customer

Dear Seller,

    I only have a few minutes, but I understand you're interested in selling me something. As far as I'm concerned, that's pretty self-serving.
    The truth is, you have no idea what my life is like. You may think you do, but you don't - and you need to if you're going to get my business.
    I got to the office early this morning so I could have some uninterrupted time to work on a project - something I can't seem to squeeze into the normal business day.
    By 9:00am, all my good intentions were dashed when my boss asked me to drop everything in order to put together a head-count reduction plan. Revenue slumped last quarter, and we need to cut costs.
    Then Engineering informed me that our new product won't be available for the upcoming trade show. Sales will go ballistic when they hear this. That's the last thing I need to have happen.
    Get the picture? Welcome to my world of everyday chaos, where as hard as I try to make progress, I keep slipping further behind. Right now I have at least 59 hours of work piled on my desk. I have no idea when I'll get it all done.
    Did I mention email? I get over 150 each day. Then, add to that a least 30 phone calls from sellers just like you who'd "love to meet with me."
    In short, I have way too much to do, ever increasing expectations, impossible deadliner, and constant interruptions from people wanting my attention.
    Time is my most precious commodity, and I protect it at all costs. I live with status quo as long as I can - even if I'm not happy with it. Why? Because change creates more work and eats up my time.
    Which gets me back to you. In your well-intentioned but misguided attempts to turn me into a customer, you fail woefully to capture and keep my attention. Let me be blunt: I don't care about your product, service, or solution.
    I quickly scan your emails or letters looking for any self-promotional talk that glorifies your offering or your company. The minute it jumps out at me, you're gone. Zapped from my inbox or tossed into the trash can. Say it in your voice mail message, and I delete you immediately. Delete, delete, delete.
    When you spend an entire meeting blathering about your unique methodologies, great technology, or extraordinary service, my mind wanders to important tasks that need to get done. Sure, I even occasionally check my BlackBerry for messages while you're speaking. But you would too if you were in my position.
    I'm not always like this. Occasionally a savvy seller captures my attention, entices me to meet with them, shows me why I should change, and then makes it easy for me to work with them.
    What are they doing? They're completely focused on my business and the impact they can have on it. That's what I care about - not their pitch.
    If you focus on helping me achieve my objectives, I'll listen to you all day long. But you can't rope me in with the good stuff, then slip back to that trash talk. If so, you're gonzo.
    Make sense? I hope so, because I'm late for a meeting and while I've been writing this, the phone's been ringing off the hook.

Best Regards,

Your Customer

 



 

You cannot keep doing things the way you've always done them. It's time for a change.

Habit or Apathy?

Do you have pet peeves? Things people do or say that really bother you? Be honest. You do and so do I.

Over the past couple weeks I've heard multiple phrases that basically say the same thing. These phrases really bother me. They've become a pet peeve.

"I'm just too busy..."

"I don't have time..."

"You did suggest that and I agree that it's a great idea, but honestly, I forgot"

I hear these phrases when posing certain questions: "How's 'X' project coming along?" "Are you investing in improving your selling skills?" "Did you follow up with the customer like you told them you would do?"

What do I hear? Excuses.

What do excuses provide you? The negative answer to that question is: A way to save face and get out of a uncomfortable situation in which you know you blew it. The postive answer is: An opportunity to get better!

Are your excuses a habit or simple apathy?

Merriem Webster defines both:

Habit

1. a: a behavior pattern acquired by frequent repetition or physiologic exposure that shows itself in regularity or increased facility of performance
   b: an acquired mode of behavior that has become nearly or completely involuntary <got up early from force of habit>

Apathy

1. a: lack of feeling or emotion : impassiveness
   b: lack of interest or concern : indifference

A habit is physical pattern that you can change. Apathy just means that you really don't care. However, it to can be worked on. It's a mindset.

 

The best news is: You can change both. It takes work - both physical and mental - but you can change your habits and your mindset.

 

Today, while reading Flipboard articles on my iPad, I cam across this beauty of a blog post by Harvey Mackay. It's titled: It’s About Time To Improve Your Time-Wasting Habits. You can follow the link to read the entire post. Here's some key take-aways:

 

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Many years ago, a management consultant named Ivy Lee was called in by Charles Schwab, chairman of Bethlehem Steel Company, to give him advice on how to better manage his time. After observing Schwab for several hours, Lee gave this advice: “Every evening write down the six most important things that must get done the next day, and list them in order of importance. Don’t begin item two until item one is complete.”

 

Do you complain that you never have enough time? The reason may be that you’re wasting it, because you haven’t figured out how to use it well. Here are some ideas to get time on your side:

• Begin your day with a plan. If you have no plan on how you’ll tackle your workload, you’ll end up battered by competing demands. Manage your time better by doing the right things, not by doing the wrong things faster. At the end of your day, make a to-do list for the next day, so you can be productive immediately in the morning.

• Prioritize, don’t procrastinate. Many people like doing the easy things first and saving the harder things until the end. But what if those harder things never get done, or there are emergencies that come up. Your plan should be prioritized by order of importance. Bottom line, make sure the important things are getting done.

• Take on what you can reasonably handle. Sometimes it’s hard to say no, but be careful not to let your work pile up, causing you to miss deadlines. This can lead to poor performance and unnecessary stress.

• Tidy up your workspace. Studies show the average American worker is a disorganized mess. A minute here, a minute there spent looking for stuff can add up fast. A messy desk wastes time and adds to your distractions. Organize and get rid of the clutter.

• Focus. People lose so much production because they can’t stay focused or they are continuously distracted and interrupted. If you are able to maintain your concentration, you will be amazed at the amount of work you can accomplish.

• Get adequate sleep. Lack of sleep increases your stress level and intensifies feelings of lack of control. You’ll spend time at work wishing you weren’t so tired. You also have a harder time focusing on the task at hand, which leads to a major time-waster: having to redo projects.

• Take a break. Get away from work. Eat lunch away from your desk. Take a walk around the block. A brief breather recharges your batteries and keeps you more productive

 

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Ask yourself - Habit or Apathy? Make a plan to change. Take the opportunity to improve!

 

"...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