The Key to Success

 

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I’ve learned that one thing moves me to greater levels of success: ACTION. In the past, the three phrases that kept me from acting were…

“I’ll TRY to…”

“I need to do more research”

“Let me talk it over with…”  

I can’t recall one time that “trying” to do something actually made it happen…action makes things happen.

I’ve discovered that more research seldom gives me the confidence I need to act. Action has given me that confidence. After I commit to a project, then I can learn more about it, making it possible for me to ask informed and relevant questions at that time. I have better context. It is impossible to have all those answers before I commit to something.

I’ve stopped consulting people experiencing less success than what I’m going after because I found them quick to discourage, distract, and point to all the ways my efforts will fail.

Sometimes it is necessary to just say no to an opportunity. “No,” is an action, take it if you need too. And the sooner the better – then you are freed up to say yes to the right opportunities.

The one constant that continues moving me to greater knowledge and greater levels of success is action. And no action has been life threatening for me or anyone around me.

Experience has taught me that actions resulting in failure can be re-thought, re-directed, or stopped. The ability to change a decision reduces the risk and develops our courage to act.

Choose to live a life of action today. When faced with an opportunity, examine it, and then take some form of action. Say “yes” or say “no,” but do not put the opportunity off with excuses. Saying you’ll try or that you want to do more research is likely an excuse…neither produce the results we really want in life. Act decisively and be among the people who know the satisfaction of success.

Our world needs more doer’s in order to improve our quality of life. Look for your opportunity to take action, and when your opportunity comes, ACT.

Let me know how taking action makes a difference in your life.

 

Giving Value

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In a world where we’re often told, “No,” and people seem to go out of their way to do very little to serve others well, think of the difference it would make if you joined me in a commitment to give value whenever possible. We’d make a radical difference, and here’s why.

Jeffrey Gitomer said, “Adding implies you have to ‘buy to get.’ Giving means the customer receives BEFORE buying.”

Giving value is about surprising others with the unexpected before being asked. It’s about going beyond the norm to wow the people we serve each day. It’s about going beyond the competition to give in the most memorable ways.

In a world where people are looking for connections to grow their business, you can give value by making an introduction to the person who can best help that business grow. Find ways to solve challenges for your clients, and without a fee, offer the solution. And when you come across great articles, books or resources that will benefit your client, make the investment to get the resource into their hands as quickly as possible. Give value unconditionally. Give value simply because it’s the right thing to do.

Giving value compels us to spend more time thinking about what’s truly valuable to those with whom we engage.

Giving value inspires us to work diligently to understand the viewpoint and needs of those we serve.

Giving value motivates us to find ways to make a difference.

How will giving value impact the way you relate, engage, and sell?  Let me know what you think.

Positioned To Earn New Clients

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Have you ever accepted a business card with good intentions only to lose them to some black hole? It’s common knowledge that good intentions are simply good intentions. Without a clearly defined process and plan, you’ll soon discover that someone else is winning the business that was meant to be yours.

Rather than stuff great business cards in a place where you’ll forget them, create a well-defined sales-process that positions you as the go-to industry leader when potential clients are most ready and willing to invest in your services. A systematic process makes it possible for you to consistently follow-up, and it positions you as the valuable resource that you are.

A sales-process that includes consistent, value-added follow-up makes you more memorable to potential clients, allows you to educate them, and helps them see and experience your businesses culture long before they invest money in doing business with you. Through a process like this, potential clients get to know you, your values, and your way of approaching business. You become the trusted advisor/expert before you meet to ask for the sale. People are more likely to do business with someone they know, like and trust.

What would it mean for a potential client say to you,

“I have plans to use a service like yours later in the year and when I’m ready, I know exactly how to contact you. You do a great job of staying front and center of my mind by the way you stay in touch with me! I read everything you send my way, thank you!!”

Wouldn’t that be a compliment to you and your business? That’s the power of a well planned sales-process in action.

Are you positioned to be top of mind with potential clients the day they’re ready to buy? What about when they have a bad experience with your competitor and suddenly they’re actively pursuing a replacement?

The person who is top of mind, most familiar, most liked, and most trusted will be the person they likely turn to next. That person must be you. Position yourself for success and enjoy the ride!

What do you think?  Share your comments here.

The Buying Process

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I recently made a call to a particular business to place an order only to be told that they would need to call me back with an exact quote, their vendor was gone for the day. Satisfied with the response, I trusted the process would work. Three days later, with no return phone call, I purchased the product from a competitor simply because this businesses process failed me.

What I’m learning is that we most often buy people and processes over products and price.

Think about it. You decide to purchase a product or service, and with all things being equal, the factors that compel you to buy are most often either the person doing the selling or the person’s process.

A business owner recently told the story of getting quotes from four vendors before making a decision to purchase. This person wanted to buy from a particular vendor because they were a personal friend; however, there was a problem. This friend’s business had not given a quote and was taking an unusually long time to get back in touch.

On the other side, there were other less known vendors who had followed processes making them appear efficient and eager to do business. The competitor’s quote was in, and this business owner was struggling with what to do. Not wanting to give up on the personal friend, this business owner was at the point of being swayed by the competitor’s processes.

Think about your own buying experiences. Have you ever bought a product simply because you felt like you could trust the company since their people or their processes were efficient, timely, and as they promised?

Share your thoughts with us. We’d love to hear if you agree or disagree with this premise and why.

 

Make Decisions – Reach Your Dreams

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Every day there are things that you can do to more intentionally move toward your dreams and goals. Whether your goals are personal or business, they hinge on the decisions you make each day.

Realizing your dreams and goals depends upon your ability to…

1. Analyze information and opportunities well, but not to the point of death. There are people who love to study things to the point of indecision. They come up with one more question, they ask to see how it all works, and after all the research and analysis, they decide to “think about it some more.” Decisions can be over-studied and over-analyzed. Due diligence is important, but at some point you must to come a definitive “yes” or “no.”

2. Realize that decisions can be evaluated, altered, or even reversed if at some point you find them to be wrong. Learn to trust your gut, ask great questions, then take that leap of faith. The reward is always beyond the decision point. Chose to step out and act. In your actions you will discover there is a path that moves you intentionally toward your goals and dreams.

3. Train yourself to make clear, decisive decisions, declaring a simple “Yes” or “No” as often as possible. Avoid the temptation to fall into the cracks of indecision because indecision is the costliest option of all. Indecision leaves matters unresolved, matters that ruminate in your mind and vie for your attention. A decisive”Yes” or “No” frees you to move into your opportunity or onto your next opportunity which carries its own unique set of decisions.

Every decision presents opportunities to advance toward your dreams and goals, and every decision presents opportunities to settle back into the life and patterns you’ve come to know so well. Settling will never move you toward what you really want in life. Choosing to move forward in faith proves to be the most rewarding life.

I wish you the courage to say “YES” or “NO” today so that you move confidently toward your goals and dreams. That will be your most rewarding destiny. Move in that direction today!

“It is in your moments of decision that your destiny is shaped!”

~Tony Robbins

 

The Art of Moving People

 

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You are in the business of moving people. Whether you are the leader of an organization, the owner of a business, the member of a sales team, the employee or parent, you are constantly moving people.

In his book, To Sell Is Human: The Surprising Truth About Motivating Others Daniel Pink calls sales, the “art of moving people toward our ideas, our projects, or toward ourselves personally.”

In order to move people, we must seek to understand things from their perspective. The threat that keeps us from seeing from others’ perspective is our personal power. When we believe we have the best information, we feel powerful. When we’re convinced that we have the solution that’s best for everyone, we launch our personal power trips. And when we’re convinced beyond a doubt that we know better than anyone what others really need, we put ourselves in a most powerful situation.

While that power may feel good to us, it’s been proven to “anchor us too heavily to our own vantage point, (keeping us from) insufficiently adjusting to others’ perspectives,” Power and Perspectives Not Taken, Adam Galinsky, Northwestern University’s Kellogg School of Management.

Our personal power keeps us from seeing from other people’s perspectives. And the loss of people’s perspective inhibits us from moving people for the good of us all.

The next time you engage in a conversation where you want to move a person toward your ideas, your projects or toward yourself personally, surrender your personal power and make it your goal to first gain the other person’s perspective. Ask open-ended questions with an intent to discover real needs. Guard your mind from thinking over others while they’re talking. And take a real interest in what others are saying to you.

Perspective takers enjoy the art of moving people for their good.  What will you do to take the perspective of others today?

“Teach thy tongue to say, “I do not know,” and thou wilt progress.” –Maimonides

The Inspiring Leader

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In a world where change is fast and certain, leaders are needed to rise to the occasion and inspire greatness in those they’re called to lead. Far too many “leaders” keep themselves sidelined, hoping and waiting for someone else to come up with the next great idea that will move their organization forward.

If you’ve been given the title “leader,” it is your responsibility to hold your company’s mission front and center of your team, your board, your volunteers, and your community.

When the mission and purpose of your organization is barely mentioned or completely overlooked in strategic planning sessions, the activities that follow are often less than best for your organization. The result is weak buy-in from the team members, volunteers and people most needed to bring the ideas to fulfillment.

The solution to these all too often team, board, organizational meeting outcomes is leadership. Leaders are meant to paint a picture of a future that is so real and inspiring that others want to sign on to make it a reality. Leaders must create passion and excitement in the members of their team by connecting the dots and helping them see the vitally important role they personally play in making the organization’s mission a reality.

Mission with a clear picture of what the future may be is rewarding and empowering. This gives your team a very tangible focal point for conversation and strategic planning. Volunteer and paid team members deserve this kind of leadership from you. It makes it possible for them to focus and converse strategically. Leaders are meant to bring this kind of focus while managers usually wait for others to come up the focus.

Lead with unwavering courage, passion, integrity, and focus on your organizations purpose and watch as  tribes of people line up to serve with you!

Have you been given the responsibility of leadership? If so, give the very best of yourself to those you’ve been called to lead. They’ll respect you all the more for the courage you display in honest leadership. People everywhere are longing for honest, caring, mission-driven leaders to emerge and inspire them to accomplish something greater than themselves.

You are uniquely equipped to inspire others to greatness today. Prepare yourself to lead well. Go for it!

Thoughts Define Us

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As you think, so you will live.

Think scarcity, and you’ll sabotage the successes you’ve created.

Think abundance, and you’ll find more than enough to go around.

Think fear, and you’ll doubt yourself, you’ll be suspicious of others, and you’ll see them as a threat to your success.

Think confidence, and you’ll find yourself acting decisively, taking on challenges, and living beyond your wildest imaginations.

Think misfortune, and you’ll find yourself discouraged, doubtful and hopeless.

Think opportunity, and you’ll find the floodgates of life, relationships and business raining down on you.

You are free to choose the thoughts that will direct your life today. Choose carefully, your thoughts define the outcome of your life and business.

Based on your thoughts, are you content with the direction you’re heading? Are you going to continue on that same path, or are you going to think and act differently so that you affect the outcomes you create?

Do me a favor and write a comment below to let me know what you’re going to do. Thanks, I’m cheering for your success!

The Leader’s Mind

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Manager’s manage what is, in order to make it better. Leaders lead past what is, in order to create what’s meant to be. And in order to make that happen, the leader’s mind focuses like few others do.

The leader’s mind is resolved to focus on things that matter most:

Dreams of the preferred future they’re compelled to create.

Leaders see clearly the future that will be while others ridicule and criticize. Dreams fill leaders with hope as they see the potential of what will be.

Visions of the difference their dreams can make in the lives of the people they touch.

As the leader dreams, she thinks of the ways her team, her products, her services will make life and business better for others. Leaders understand that we’ve been put on this earth to make a difference by making life and people better through the products, services, and leadership they bring to the scene.

Some of you reading this blog are agreeing inwardly with what’s being said, yet you find yourself in the same place you’ve been for quite some time. You’re in a place where know you need to move, but fear, uncertainty, or lack of clarity holds you uncomfortably where you’ve been. This is your day to dream big. This is your time to allow an audacious vision to overtake your life to the point that others are compelled to join you in creating the future you envision, making a reality.

I am looking to partner with three leaders who find themselves saying, “There’s more that I can accomplish if I could just be more organized, more consistent, and more free to focus on growing my business.” If that’s you, I’m looking for you today.

Whether you’re the only person in your business or you’re leading a team of people, I want to partner with you to review your sales systems to see if there are opportunities to grow your sales with improved systems. You are meant to reach more people. You are capable of touching more people and thus, making a difference in their lives and circumstances. You have the ability to position yourself to systematically engage more people consistently than you’ve been doing in the past. And when you consistently engage more people, you build a level of trust that results in winning new clients who willingly refer you to others.

It’s time for you and your business to stand out from the crowd. It’s time for some Purple Cows to arise. This is your day to dream. This is your day to be gripped by a compelling vision that inspires others to act with you.  Contact me now and let the possibilities unfold.

CARPE DIEM!

The Making of a Great Place to Work

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If given a choice, we’d all prefer to work for a really great company. But what is a great company? According to China Gorman, the CEO of A Great Place to Work (the creator of the Fortune 100 Best Companies to Work for and the 50 Best Small and Medium companies) says it’s simple.

“Great companies are defined by the quality of relationships that exists within the organization.”

And the relationships that are most important in great work places are built on one common trait. Trust. Great companies intentionally work to build trust between employees and management. For great companies, a culture of trust makes them great.

China Gorman says that “an employee’s ability to trust senior management is the single most differentiating factor found in great companies.” If you want to create a place where the very best people want to work and work well, build a culture of trust. Be a leader whose word is consistent and true. Do not shy away from the truth in order to move your agenda down the court. Half-truth’s and straight out lies will destroy the relational trust in your organization. And when trust is lost, greatness fades to mediocrity.

Great companies encourage team members to work and serve in areas that are most rewarding for them. And when an employee finds satisfaction in the work they do, management would do well to acknowledge the work. Acknowledgement and appreciation build the culture of trust.

A CEO once said, “Every night before I leave, the last thing I think about is how to delight my employees, and it’s the first thing I think about in the morning.” That’s the way to build a culture of trust that results in a company that is great. 

Leave a comment below and let me know what you’re doing today to build your culture of trust. How are you expressing appreciation to the members of your team? Catch a member of your team serving well today and make it your mission to express your appreciation. A job well done deserves to be noticed. And when you notice, you build trust.