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Take the frustration our of asking for referrals
Do you ask for enough referrals? Most sales professionals do not. I think I know why: It can be awkward and frustrating.
Surveys have consistently shown that 60-70% of our new business comes from referrals. So how do we manage this gold mine?
Three indispensable qualities of a leader
Here’s a trivia question for you: In the movie Pinocchio, what are the three qualities he needed to possess to become a real boy? Answer: Brave, truthful, and kind. We all know that these same virtues must exist in business if we are to be successful in the long run. When someone possesses these qualities and has to manage a tough situation, the experience can be unforgettable.
The makings of a championship team
As an executive coach, teams count on me to help them build a team that is destined to be the best. We all know that teams who win championships have more than just talent: They have learned how to work together synergistically.
Yesterday, I was talking to a business owner who was ready to build his winning team. We went over some key components of championship teams. I will share them with you:
Good filing makes good focus
I would like to talk about one of the greatest time management tools ever invented – the file folder. This past weekend at my wife’s insistence, we did my annual office clean up. It took 1 1/2 days. The end result was a crisper, cleaner office that gave me an energy boost just looking at it.
Afterward she began talking about the “science” of file folders – not the ones on the computer, but the ones we touch and work with. As she explained her philosophy, I just had to capture it and share it with my readers. Here are the key points she made:
Leaders engage
In 1921, the newly formed United States Steel Company hired their first president. His name was Charles Schwab, and his salary was over $1 million a year. He was hired by Andrew Carnegie. When asked why he was paid so much, Schwab said, “I consider my ability to arouse enthusiasm among my people to be the greatest I possess”.
The importance of that high paid quality remains today in companies, sports teams, and other organizations. The leader who can generate the highest performance and measurable results is always the most sought after.