Posted: May 25, 2020 | Categories: Leadership, Self-Improvement

“My favorite person in the whole world is my grandmother.  She always has time for me”

-5-year old on Art Linkletter show

During this virus crisis, many of us have more time to spend at home with our family.  This unique situation can provide opportunities to strengthen relationships and make good memories.  Most of us can recall a special memory from our childhood that we treasure.  For me, the first one that comes to mind is when I was 4.  Like most 4-year olds, I lived in a world of 95% creativity, and spent my time observing, trying, falling, and learning.

One day I decided to play with a piece of chalk.  I had just learned how to draw arrows, and I began doing so on each sidewalk square.  It was fun as I was experimenting with my new-found skill.  I just kept going with no idea of getting lost or hurt.  After doing 20 squares or so, I paused to look at my surroundings.  I was lost!  I had no idea where I was.  Just as I was about to panic, round the corner came my 6’3″ dad, smiling from ear to ear.  Dad was there!  I asked him how he found me.  I should have figured it out.  He followed the arrows.

As you might guess, this story is packed with meaning for me.  Dad was looking out for me and showed me once again that he was here to help me grow.  I realize now that this moment could have gone much differently.  Instead of taking the loving and smiling approach, what if he had yelled at me or scolded me for leaving the yard or crossing the street?  I am sure we talked about that later, but all I recall is him being there and looking out for me.  What special memories can you create with your loved ones in this extra time?  There is one to be had every day…even if it is only a tiny one.  It may be huge to someone else.

Posted: May 11, 2020 | Categories: Customer service, Networking, Sales

“Cast your bread upon the waters…”

To succeed in business, we need to be fair, friendly, and do the job right the first time.  At the same time, we can’t afford to “give away the store”.  Today I was talking to a HVAC tech who had successfully been in business for over 40 years.  He shared a story with me that I will long remember.  Here is what happened…

It was the heart of winter, and Roger responded to a service call regarding no heat.  He inspected the furnace, and discovered the heat exchanger was in pieces.  It was not safe to operate the furnace.  It had to be replaced.  The owner of the home lived alone.  Her husband was in the service serving as an intern.  She had no money.   Roger said, “Let me work on this and get back to you”.  He called his supplier and told them the story. They immediately picked up on it, and agreed to supply the materials if Roger would do the labor.  They thought this would be a nice story for their newsletter.  It was a deal.  The homeowner was eternally grateful.  It was one of those feel good moments.

Several months later the husband returned from the service and began his practice.  He never forgot the kindness that Roger had shown, and Roger says that he has received more referrals from this person than any other single source over the years.  We know the beauty of this:  Roger did this expecting nothing in return.  For him, it was just the right thing to do.  He was thinking of the other person.  When we give, it is amazing what comes back to us.  This is just another example to illustrate this fundament of business.

Posted: May 1, 2020 | Categories: Sales, Self-Improvement

About 15 years ago I was working for a company with a close-knit staff of about 25.  On one bittersweet day, we had a surprise going away party for a departing co-worker who had been part of the team for many years.  Tom was loved by his teammates, and we wanted to show our appreciation in a special way.

Tom was an active baseball player and loved the game.  We decided to buy him a mitt that was signed by each of us.  Because the mitt was a memento and likely would never be used, you would think we would have bought an inexpensive one.  No.  We bought a Wilson A-2000.  This is one of the most common choices of Major League pitchers, and they are predictably expensive.  Tom was overwhelmed and became very emotional.  Later he shared that his joy went way beyond the signed mitt.  It meant a lot that we thought that much of him.  What we did is called a “jaw-dropper”, and when we do things like this, they strengthen relationships and are never forgotten.

Due to the Corona Virus crisis, many of us are finding that we have extra time on our hands.  Here’s one way we can use this time wisely.  Deepen our relationships with a “jaw-dropper”.  Here are a couple other examples to get your creativity going:

My birthday was last Tuesday, and two of the cards I received were hand made.  Much time and thought had been put in to both cards.  In one case, the person had included pictures they had uncovered from my high school and college yearbooks.   Most important, each card had a touching personal note saying how much they valued me as a life-long friend.  At 71, getting something like that is truly a “jaw-dropper”

Think of a relationship you have that you value highly.  Why are they so important?  What is something that you could say or do for them that radiates your thoughts with an exclamation point?  Go for the “jaw-dropper’!

Posted: April 23, 2020 | Categories: Self-Improvement

Discover your passion.  Find a need and fill it.  Love what you do.  Most of us have likely heard these “rah-rah” phrases.  Here is the reality:  When top business schools have conducted surveys the results consistently indicate that about 50-60% of the U.S. working population does not like his or her job. Their job is necessary to pay the mortgage and support the family.  Once we get situated, it is hard and often expensive to change.

We have probably all seen a situation when someone was well established in their career, earning a high income, and no longer liked their work.  They want to do something they enjoy, but can’t afford to make the change.

Our country is in midst of a health crisis now, and many we know are laid off or furloughed. The good news is that these folks have a lot of time  to re-evaluate and review their life plans.  As we do this, I want to give you some points to dwell on that can help you find your “true north”.  These questions come from Brian Tracy.  He is a successful author, business consultant, and trainer.  Here are his key points:

1. You will always be the best at something that you love to do. If you could afford it, you would do it without pay.  It brings out the very best in you, and you get a tremendous amount of satisfaction and enjoyment when you are engaged in that particular work.

2. You do it well. You seem to have a natural ability to perform in that area.

3. This talent has been responsible for most of your success and happiness in life up to now. From an early age, it is something you enjoyed to do and you got the greatest rewards and compliments from other people.

4. It is something that was easy for you to learn, and easy to do. In fact, it was so easy to do, you forgot when and how you learned it.  You just found yourself doing it easy and well one day.

5. It holds your attention. It absorbs you and fascinates you.  You like to read about it, talk about it, and learn about it. It seems to attract you like a moth to a flame.

6. You love to learn about it, and become better at it all your life. You have a deep inner desire to really excel in this particular area.

7. When you do what you are ideally suited to do, time stands still.  You can often work in your area of special talent for long periods without eating or sleeping hour after hour because you get so involved in it.

8. You really admire and respect other people who are good at what you are most suited to do. You want to be like them and be around them, and emulate them in every way.

Take some time to go narrow and deep on these points.  Odds are, you will find yourself closer to what you love, and more eager to pursue a new direction.

Posted: April 16, 2020 | Categories: Leadership, Sales

“There are two reasons that people do something…The real reason and the one that sounds good”

-J.P Morgan

One of the most frustrating challenges a sales professional faces is getting to the real reason that prospects hesitate to commit.  Brace yourself for a harsh reality:  Prospects don’t always tell the truth.

Years ago I worked for a training company that specialized in leadership and communication skills.  Much of the training involved presenting in front of a group of 35 people – something that many adults fear.

One day I was meeting with a candidate for one of our extended courses, and we came to the point where it was time for this person to say “yes” and commit to the training.  We hit a stalemate.  Here is how the conversation went:

“So John, is this something you would like to go ahead with?”

(John) “Well, that class is on Tuesday evenings, and that is not a good night for me.”

“I can understand why you would want a night that works for you.  What night would be better?”

(John) “Thursdays are OK”

“So if we could find a class on Thursday evenings, that would work for you?”

(John)  “Well.  No”

“John, it sounds like there is something that is causing you to hesitate.  Can I ask what it is?”

(John) “Well, you said there was a lot of speaking in front of a group.  I am very uncomfortable with that”

Now I had the real objection, and I could deal with it.  I talked through the process of how the presentations are done, and when I got through explaining, he was comfortable going ahead.  If I had not kept “peeling the onion” and reach the real objection, he would not have gotten involved in the training, and that would have been a shame.

Remember, with gentle persistence, make sure you are addressing the right objection, and be prepared to defend your position.