Posted: February 26, 2021 | Categories: Self-Improvement

Have you ever be so stressed that you felt like you were putting “10lbs. into 5-lb. bag”?  If so, it may be a good time for you to take a step back and re-examine your priorities.  To help put yourself in the right mindset, here is a piece a good friend shared with me many years ago.  I have referred to it often:

To all the rocks in your life… A philosophy professor stood before his class and had some items in front of him.  When class began, wordlessly he picked up a large empty mayonnaise jar and proceeded to fill it with rocks.  They were about 2 inches in diameter.  He then asked the students if the jar was full.  They agreed that it was.  The professor then picked up a box of pebbles, and rolled them into open areas between the rocks.  He then asked the students again if the jar was full.  They said yes.  He then picked up a box of sand and poured it into the jar.  Of course the sand filled up everything else.  Now, said the professor, I want you to recognize that this is your life. The rocks are the important things – your family, your partner, your health, your children,  and anything that is so important to you that if it were lost, you would be nearly destroyed.  The pebbles are the other things that matter like your job your house, and your car.  The sand is everything else.  If you put the sand in the jar first, there is no room for the pebbles or the rocks.  The same goes for your life.  If you spend all your energy and time on the small stuff, you will never have room for the things that are important to you.  Pat attention to the things that are critical to your happiness.   Play with your children.  Take time to get medical checkups.  Take your partner out dancing.  There will always be time to go to work, clean the house, give a dinner party and fix the disposal.  Take care of the rocks first – the things that really matter.  Set your priorities.  The rest is just sand.

Next question:  How do we determine our top priorities? (Big rocks)  Look at all the tasks and activities before you and ask these two questions:

1. How much will I benefit if I do this task or activity?
2. How much will I suffer if I don’t?

If the answer is “strong benefit” or “strong suffering”, you are probably looking at an “A” priority.  Put the “big rocks” in first, and the less important will find its way around the rocks.

Posted: February 22, 2021 | Categories: Leadership, Self-Improvement, Team Building

Humility: Having a showing or consciousness of ones defects or shortcomings.– Webster’s New World Dictionary

In his book, “The Ideal Team Player”, Patrick Lencioni talks about the most important quality of the strongest team players:  Humility.

Are you a “just” person? Let me explain what I mean by that. A couple weeks ago I was talking with my youngest son. He is 33 and had been married for 3 years. I had asked David a challenging question, and he did not become defensive. I could tell he had thought carefully about my question, and he did not comment. Later on, David shared this: “When you asked me that question I was so tempted to say, “I just…” I held back and I am glad I did rather than reacting or becoming defensive.  I thought your question was good and I should give it careful consideration. I did so, and it helped me. I also realized the number of times people would say something starting with, “I just…”. Now whenever I am tempted to respond with “I just”, I take a step back and gave myself some time to think.”

David’s comments caused me to reflect on the number of “I just” moments I have had. I don’t use “I just” anymore and I don’t miss it. Not doing so has helped me become a more empathetic and improved listener. Try it! I believe you will find others will be more open to your ideas.

Posted: February 18, 2021 | Categories: Leadership, Team Building

When I was in high school I took a speech class. The teacher made a statement I never forgot: “When we speak up with conviction, we can create a defining moment that shapes our lives, shapes our relationships, and shapes the world.”  In other words, we change history!  Here is a true story taken from the book, “Crucial Conversations” to demonstrate:

“Kevin, his peers, and their boss were deciding on a new location for their offices – would they move across town, across the state, or across the country? The first two execs presented their arguments for their top choices, and as expected, their points were greeted by penetrating questions from the full team. No vague claim went unclarified, no unsupported reasoning unquestioned. 

Then Chris, the CEO, pitched his preference – one that was both unpopular and potentially disastrous. However when people tried to disagree or push back on Chris, he responded poorly. Since he was the big boss he didn’t exactly have to browbeat people to get what he wanted. Instead, he became slightly defensive. First he raised his voice – just a little. It wasn’t long until people stopped questioning him, and Chris’s inadequate proposal was quietly accepted. Well, almost. That is when Kevin spoke up. His words were simple enough – like, ‘Hey Chris, can I check something out with you?’

The reaction was stunning – everyone in the room stopped breathing. But Kevin ignored the apparent terror of his colleagues and plunged ahead.  In the next few minutes he in essence told the CEO that he appeared to be violating his own deision-making guidelines. He was subtly using his power to move the new offices to his hometown. After some additional discussion, the boss said, ‘You’re absolutely right,'”  

Think of all the positive effects Chris’s speaking up spawned. Families didn’t have to move, kids stayed in their schools, and the company morale was preserved. Remember the “power of one”. Act…or be acted upon!

Posted: February 3, 2021 | Categories: Sales

Have you ever been in a situation where you were ready to close, and suddenly your prospect retreated? You probably have. As sales professionals, we need to be good at selling. We also must be good motivators.

I remember one time when I was observing a sales professional take a procrastinating prospect and jolt them into action with just one question. It was early in my career, and I was learning the sales process by shadowing a veteran top-performer named Curtis. Curtis had been talking to a prospect about enrolling in a 12-week leadership course, and Curtis began to bring things to a close. Just at that point, the prospect said “But this isn’t a good time”. At this point, I expected Curtis to go back to selling by reviewing the benefits and all they had talked about. Curtis didn’t do that. Instead, he put a smile on his face and quickly responded by saying, “Is there ever a good time?” They both laughed. The prospect said, “Good point”. Next, he grabbed a pen and signed up for the course.

Curtis was a seasoned salesperson who knew how to be in step with his prospect. There came a time when he needed to shift from “selling” to “motivating”, and Curtis was right on with his “harpoon” question. Curtis taught me that asking a question can be a much better motivator than making a statement.

Posted: January 27, 2021 | Categories: Sales

One of the most heartbreaking moments in sales is when the deal falls through at the last minute. Everything is set, then Bam! The wheels fall off! How do we help prevent a situation like this? One way is to make sure we have talked with all the key decision-makers.

Three years ago I was working with a client who was an account manager for a large equipment manufacturer. Let’s call him Carl. Carl had been talking with a prospect for several weeks, and he was looking forward to the big purchase order. Right when he thought the deal would close, his prospect announced that he needed to sell the idea to the COO first. Thunk! That was a “gut punch”. Carl was in a dilemma. He had never even had a conversation with one of the decision-makers. Roger, his prospect, led him to believe that he was the lone decision maker. Roger said he would talk to the COO and see if he could get it approved. Carl knew that wasn’t good. After all, who is better at selling Carl’s product? Carl or Roger? Here is what Carl did:

He recommended to Roger that they set up a face-to-face meeting with the COO and all others who would be involved in the decision. Roger agreed. The meeting happened, and Carl was prepared. He answered key questions and concerns from the decision-makers for one hour. Directly afterwards Carl received a PO. Since that time this company has become on of Carl’s top 3 clients. Once he was on the brink of losing it all. Let’s all remember to be certain we are talking to all the decision-makers up front. Dare to ask the question, “Who else should be attending this meeting?” Take the lead!