The Real Magic of Attraction
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Monday, December 14, 2009
Wednesday, December 9, 2009
The Next Time You Think You Are Dressing For Success . . .
Tuesday, December 8, 2009 - reprinted from: Paul Castain's Sales Playbook
Oh no. Another know it all blogger preaching some dress for success BS we’ve all heard a thousand times . . . think again sista!
Today, we're going to focus on the all too often neglected areas that seem to slip under the proverbial radar.
So, let’s look at the dress for success thing as meaningless if . . .
Your breath is so bad it could start the windmill on an old Dutch painting. Consider becoming one with an Altoid. Especially important if you will be engaging in close quarters combat like riding in a car together or talking close up at an event. Note: if people retract when you talk you may be guilty of “Ass Breath”
Your cologne/perfume arrives 10 minutes before you do and stays thru the new year. I remember when I worked with my Dad making the mistake of bathing in some Emporio. He promptly invited me to “Shower it the hell off”. He felt it was a huge distraction and it wasn’t until I was on the receiving end of an over ambitious cologne enthusiast that I forgave my Dad for being a bit harsh that morning.
Your eyeglasses are so filthy your blue eyes have taken on shades of dirt. There’s actually a simple cure. Pick up a small bottle of eye glass cleaner or wipes that they have designed for cleaning glasses. Keep them in your bag and viola you are ready to combat “Optical Skankosis”!
If your shoes look like you were on a construction site before the meeting. The shoes are by far one of the biggest areas of neglect that I have seen. I’m assuming they are getting dirty between when people leave the house and arrive at appointments but we all know, there are some people that simply neglect shining their shoes. I’ll spare you the common sense moment on why you need to keep up on polishing shoes and focus, instead on how to keep them looking primo! My suggestion would be to carry some liquid shoe polish in your car for those touch ups. It will surprise you how often you will need to use it! For those of you in Metropolitan areas or who find yourself in and out of airports, why not drop the 5 bucks on a shoe shine? Not only do you get some spiffy looking shoes, you get to sit there on that thrown like you are the master of the universe. How cool is that?
If you pull out some messy pad that you have to flip through 50 pages of “stuff” to get to a clean page. I won’t lie, this was me, not too long ago. I went out and bought a leather padfolio from Staples and fixed that one real quick. Just when I thought I had it figured out, a multi millionaire client set me straight on something else that was destined for a “Who’d a thunk it?” moment. He sat me down one day and said “Paul (they call me that back home), you wear nice suits, silk ties, monogrammed French cuff shirts, your shoes are always shined and . . . " I stopped him right there and said "Michael, I'm not into dudes" After shaking his head in complete confusion, he continued "then you screw it up by using that 25 cent Bic pen!” Truth be told, I thought he was being snobby until I stepped back, lost my ego and realized that whether or not my pen was indicative of success, it certainly was a distraction. I upgraded to a nice Waterman pen so when I would ask people to sign, it made a better impression.
Fingernails: I’m not talking about manicured, I’m talking about nails that have accumulated enough dirt to fill in a pot hole! Not a bad idea to keep a nail clipper in your trusty bag, unless, of course, you are striving for that “raised by wolves” look.
This next one is tacky so I will avoid all preface and simply “go there”. In the summer months we can really sweat. It takes no rocket scientist to deduct that where there is sweat, there is at least the potential to become what specialists call "the smelly kid" Short of taking a “whore’s bath” in your client’s sink (and risking them calling you “lazy”), look into a travel size Fabreeze. Get in the habit of giving your jacket a quick once over. It kills odors without putting a heavy scent on your clothes.
Gentleman: Always scan your fly for barn doors being open.
Women: Check those buttons on your blouse for potential over exposure and realize that I am demonstrating great restraint right now in an effort to keep this politically correct. I’m only flesh and bones, damnit!
Pop Quiz: You are visiting your prospect/client and are wrapping up a great meeting. They walk you to your car continuing a great conversation. Would the inside or trunk of your car embarrass you? Not to brag, but the inside of my car would never embarrass me, but the empty 7-11 coffee cups and wrapper from my egg sandwich might. The only thing you can do if you screw up is to say the following (word for word) “Mr/Ms Prospect/Client, I’m afraid I can’t let you leave. You’ve seen too much!”
Women (or very feminine men) Going overboard on make up or even not putting it on can be a distraction.
How about your computer bag? Does it look like it was dragged on the back of your car for the better part of the year? Don’t laugh, mine used to. I was clueless until a few of my teammates facilitated an intervention on my behalf. Once again they reminded me how distracting it was for them as well as the clients we visited. You know what gang, I knew better and there was simply no excuse for me to neglect something like that!
Do you show samples? I know in the printing industry, we show them like photos of our summer vacation. Keep in mind that color fades over time and samples can just get plain old tired. I’ve even seen coffee stains, dog eared samples as well as out dated ones to boot!
So here’s the bottom line gang, compliments of my late Dad (he was actually quite punctual but I mean late as in deceased and/or dead)
We all have an important message to deliver that is worthy of our audience’s attention. We can’t afford to have distractions!
And just for the heck of it, I’m wondering if we pay close attention to the details if that in and of itself sends a message? Something to think about while you chew on an Altoid.
Subscribe to Paul Castain's Sales Playbook by Email
Join Our Sales Playbook Linkedin Group http://tinyurl.com/c6nwq7
Oh no. Another know it all blogger preaching some dress for success BS we’ve all heard a thousand times . . . think again sista!
Today, we're going to focus on the all too often neglected areas that seem to slip under the proverbial radar.
So, let’s look at the dress for success thing as meaningless if . . .
Your breath is so bad it could start the windmill on an old Dutch painting. Consider becoming one with an Altoid. Especially important if you will be engaging in close quarters combat like riding in a car together or talking close up at an event. Note: if people retract when you talk you may be guilty of “Ass Breath”
Your cologne/perfume arrives 10 minutes before you do and stays thru the new year. I remember when I worked with my Dad making the mistake of bathing in some Emporio. He promptly invited me to “Shower it the hell off”. He felt it was a huge distraction and it wasn’t until I was on the receiving end of an over ambitious cologne enthusiast that I forgave my Dad for being a bit harsh that morning.
Your eyeglasses are so filthy your blue eyes have taken on shades of dirt. There’s actually a simple cure. Pick up a small bottle of eye glass cleaner or wipes that they have designed for cleaning glasses. Keep them in your bag and viola you are ready to combat “Optical Skankosis”!
If your shoes look like you were on a construction site before the meeting. The shoes are by far one of the biggest areas of neglect that I have seen. I’m assuming they are getting dirty between when people leave the house and arrive at appointments but we all know, there are some people that simply neglect shining their shoes. I’ll spare you the common sense moment on why you need to keep up on polishing shoes and focus, instead on how to keep them looking primo! My suggestion would be to carry some liquid shoe polish in your car for those touch ups. It will surprise you how often you will need to use it! For those of you in Metropolitan areas or who find yourself in and out of airports, why not drop the 5 bucks on a shoe shine? Not only do you get some spiffy looking shoes, you get to sit there on that thrown like you are the master of the universe. How cool is that?
If you pull out some messy pad that you have to flip through 50 pages of “stuff” to get to a clean page. I won’t lie, this was me, not too long ago. I went out and bought a leather padfolio from Staples and fixed that one real quick. Just when I thought I had it figured out, a multi millionaire client set me straight on something else that was destined for a “Who’d a thunk it?” moment. He sat me down one day and said “Paul (they call me that back home), you wear nice suits, silk ties, monogrammed French cuff shirts, your shoes are always shined and . . . " I stopped him right there and said "Michael, I'm not into dudes" After shaking his head in complete confusion, he continued "then you screw it up by using that 25 cent Bic pen!” Truth be told, I thought he was being snobby until I stepped back, lost my ego and realized that whether or not my pen was indicative of success, it certainly was a distraction. I upgraded to a nice Waterman pen so when I would ask people to sign, it made a better impression.
Fingernails: I’m not talking about manicured, I’m talking about nails that have accumulated enough dirt to fill in a pot hole! Not a bad idea to keep a nail clipper in your trusty bag, unless, of course, you are striving for that “raised by wolves” look.
This next one is tacky so I will avoid all preface and simply “go there”. In the summer months we can really sweat. It takes no rocket scientist to deduct that where there is sweat, there is at least the potential to become what specialists call "the smelly kid" Short of taking a “whore’s bath” in your client’s sink (and risking them calling you “lazy”), look into a travel size Fabreeze. Get in the habit of giving your jacket a quick once over. It kills odors without putting a heavy scent on your clothes.
Gentleman: Always scan your fly for barn doors being open.
Women: Check those buttons on your blouse for potential over exposure and realize that I am demonstrating great restraint right now in an effort to keep this politically correct. I’m only flesh and bones, damnit!
Pop Quiz: You are visiting your prospect/client and are wrapping up a great meeting. They walk you to your car continuing a great conversation. Would the inside or trunk of your car embarrass you? Not to brag, but the inside of my car would never embarrass me, but the empty 7-11 coffee cups and wrapper from my egg sandwich might. The only thing you can do if you screw up is to say the following (word for word) “Mr/Ms Prospect/Client, I’m afraid I can’t let you leave. You’ve seen too much!”
Women (or very feminine men) Going overboard on make up or even not putting it on can be a distraction.
How about your computer bag? Does it look like it was dragged on the back of your car for the better part of the year? Don’t laugh, mine used to. I was clueless until a few of my teammates facilitated an intervention on my behalf. Once again they reminded me how distracting it was for them as well as the clients we visited. You know what gang, I knew better and there was simply no excuse for me to neglect something like that!
Do you show samples? I know in the printing industry, we show them like photos of our summer vacation. Keep in mind that color fades over time and samples can just get plain old tired. I’ve even seen coffee stains, dog eared samples as well as out dated ones to boot!
So here’s the bottom line gang, compliments of my late Dad (he was actually quite punctual but I mean late as in deceased and/or dead)
We all have an important message to deliver that is worthy of our audience’s attention. We can’t afford to have distractions!
And just for the heck of it, I’m wondering if we pay close attention to the details if that in and of itself sends a message? Something to think about while you chew on an Altoid.
Subscribe to Paul Castain's Sales Playbook by Email
Join Our Sales Playbook Linkedin Group http://tinyurl.com/c6nwq7
Thursday, November 19, 2009
Sales tips for the aspiring rock star!
The Wedding Crashers Guide To Sales Success!
written by the great Paul CastainA wise man (and an awesome guitar instructor) once told me to find inspiration in everything around me. While I’d like to think of that lesson taking on the form of some Kung Fu flashback, the truth is I remember thinking he must of become “one with a joint” before our lesson. I mean, how does one learn from EVERYTHING around them?
It really did’t take me long to realize he was spot on. In fact, to this day, I try to learn from everyone, everything and try to have some laughs along the way.
I was thinking we were long overdue for a “fun” post and thought I would present for your approval . . .
The Wedding Crashers Guide To Sales Success!
“Always have an updated family tree!”
Lesson: This represents Pre-Call Planning and continually updating our information. The big mistake many sales people make comes in the form of Googling (the individual and company) before the initial meeting and then ending the process. It needs to be an ongoing process (perhaps in the form of a Google Alert). The updated family tree also means taking the time to keep up to date on who the existing as well as the up and coming players are.
Jeremy Grey: (quarterbacking a touch football game) John! Red seven!
John Beckwith: I don't know what red seven means.
Jeremy Grey: Hot route!
John Beckwith: I don't... What is hot route?
Jeremy Grey: Will you just go stand on the other side please?
Lesson: Say what you mean and lose the “jargon”. If you have a need to use jargon, use the client’s; after all people like people like themselves. Right?
“Don’t take a trip to negative town”
Lesson: Aside from the importance of being positive, people avoid negative people like the plague. Who needs a downer? I know people that even when someone mentions their name to me, I immediately associate them with complaining, negativity etc. Taking a look in the mirror, I know I too have taken a trip to “negative town”. The problem with that trip is that some poor soul inadvertently comes along for the ride.
Another lesson to consider: You’ll feel better when you stay away from “negative town” and quite frankly, its so much easier to feel like conquering the world when you are positive.
You may even have to give your attitude an enema by clicking here http://salesplaybook.blogspot.com/2009/09/when-your-attitude-needs-enema.html
Motor Boating isn’t just a cool water sport . . . who knew?
Yelling: “Mom Meatloaf!” doesn’t get you fed!
Lesson: Needless to say, we need to get out and hunt if we want to eat. Yelling, complaining and yes, even over talking what “we are gonna due” is useless until action is added to the equation.
“I almost Nun chucked you. You don’t even realize!”
Lesson: None that I can think of but I think we should say it to 3 people today in the spirit of being totally random!
John Beckwith: Don't waste your time on girls with hats. They tend to be very proper.
Jeremy Grey: Yeah? Well, the proper girl in the hat just eye-f**ked the s**t out of me.
Lesson: Careful how you qualify. Better yet, rethink all those companies you thought were too big, too small or, dare I say, too likely to reject us!
Jeremy Grey: Tattoo on the lower back? Might as well be a bull’s eye.
Lesson: Preconceived notions of any type can be disastrous. One of my favorite examples comes in the form of the rep looking around the prospect’s office for conversation starters. You know, if you see pictures of kids, they must be into family. Golf thing a ma jigs then clearly they are golfers . . . or they borrowed someone else’s office and they can’t stand those things.
I’ve also seen this in the form of prejudging the disposition of someone by title. Example: All CEO’s must be outgoing, I want to conquer the world types. All financial type people are bean counters and introverted. No one has preconceived notions regarding us sales folk, right?
The other side of this lesson is for us to be mindful of getting pigeon holed by our customers. I see this all the time in the printing industry where clients label one printer as their high end 4 color printer, another one as a short run, quick copy type of vendor etc. The long and the short of it is . . . don’t let others define you or your company. Take control and manage their perceptions!
“No excuses. Play like a champion”
Lesson #1: When you screw up, don’t make it worse by inventing some BS excuse. Come clean!
Lesson #2: Times are tough right now, no doubt . . . time for us all to kick it up a notch or three and play our best game ever!
Jeremy Grey: [speaking to the priest] This girl's fit for a strait-jacket. I mean she's f**ked three ways to the weekend. But you know what, Father? I dig it!
Lesson: Step outside your comfort zone. By the way, a year ago Thanksgiving weekend, I stepped outside my comfort zone in starting this blog and jumping head first into Linkedin, Twitter and Facebook. It was scary and quite foreign for the first few months and now I’m stronger for it. Facing fears and stepping outside comfort zones can and will make us stronger! Does lots for one's confidence too!
Action: Define one sales activity that makes you uncomfortable and face it head on!
OK, good talk, now let’s all get out there and in the words of the immortal Jeremy Gray get some “strange ass” (new customers)
Subscribe to Paul Castain's Sales Playbook by Email http://feedburner.google.com/fb/a/mailverify?uri=PaulCastainsSalesPlaybook&loc=en_US
Join Our Sales Playbook Linkedin Group http://tinyurl.com/c6nwq7
Tuesday, November 17, 2009
Is The American Dream Dead?
The American Dream Is What People Have Both Died For And Live For.
One Mans Dream Comes True
After the gym this morning I made a stop at my local gas station to buy a pack of gum. Looking up above the register, I saw a Georgia State Lottery Ticket Hanging. It was a Jumbo Bucks scratch off ticket for $500,000. I asked the attendant who won it and she told me that an unemployed hispanic man did.
I live in North Georgia and the Illegal Immigrant population is out of control. At 5am, the hispanic workers line the road waiting for someone to pick them up to earn a days pay. Well this man that one the ticket, got his money and went back to Mexico. I said to the attendant, "That is The American Dream."
"Or is it?"
I think that a lot of Americans have a lottery mentality. It's also called entitlement mentality. The fact is, no one owes you anything. You have to work for everything you have in this country. Most of us know this all too well. The chances of winning the lottery are as good as you getting struck by lightening, twice , in the same spot. Do you waste your money on lottery tickets?
Shattered Dreams
The American Dream means different things to different folks. For some, it's having the ability to own a second home in a vacation location. To others it's having the ability to do what they want, when they want and for however long they want.
For most in today's day and time, the American Dream is slipping farther and farther away. Why? Quite frankly it has to do with putting all of your eggs in one basket.
The days of working for a company for 25-30 years is a long lost fable. Americans are being right sized, downsized and leftsized.
For those who are unemployed or hanging on to their jobs by a thin thread not knowing what the coming weeks have in store, I almost feel sorry, but not really.
You see, we all have choices. Some of us chose to create our identity's and tie them to our jobs. Isn't it strange that when people ask each other what they do, they usually respond with their occupation?
When someone asks me that question, I reply with, " I like to surf, travel, skydive, workout and spend time with my family." You see, I have never been a title or degree based person. Yes I have had big titles and yes I have a degree from a prominent University, but that all means squat.
To some reading this, it may make you mad. Well it should. You have been used and abused, never being paid what your actually worth. Am I right? You are being paid what the job pays. Why is it then, that people get so comfortable living like this.
Take Control Of Your Dream
When you don't have control of your income, you don't have control of your life. When someone else signs your paycheck, your a slave to them. I don't know about you, but I never liked that feeling. It is en-slavery any way you look at it.
Why is it that some rise above this? It comes down to drive.
The American Dream is very alive in my household and it should be in yours too. Take your life and your finances into your own hands. Stop relying on others to depict how your life will be and take charge.
I know it takes hard work, guts and risk to step outside of the norm. I think if people would detach themselves from Title mentality and really dig down deep within themselves, they would discover that they are capable of much more.
Living The Dream,
Joshua K. Boxer
PS. If Your Ready To Take Charge Of Your Life, Your Finances and Your Dream and Your Sick And Tired Of Being Sick And Tired, Visit http://www.InternetWealthPros.com .
One Mans Dream Comes True
After the gym this morning I made a stop at my local gas station to buy a pack of gum. Looking up above the register, I saw a Georgia State Lottery Ticket Hanging. It was a Jumbo Bucks scratch off ticket for $500,000. I asked the attendant who won it and she told me that an unemployed hispanic man did.
I live in North Georgia and the Illegal Immigrant population is out of control. At 5am, the hispanic workers line the road waiting for someone to pick them up to earn a days pay. Well this man that one the ticket, got his money and went back to Mexico. I said to the attendant, "That is The American Dream."
"Or is it?"
I think that a lot of Americans have a lottery mentality. It's also called entitlement mentality. The fact is, no one owes you anything. You have to work for everything you have in this country. Most of us know this all too well. The chances of winning the lottery are as good as you getting struck by lightening, twice , in the same spot. Do you waste your money on lottery tickets?
Shattered Dreams
The American Dream means different things to different folks. For some, it's having the ability to own a second home in a vacation location. To others it's having the ability to do what they want, when they want and for however long they want.
For most in today's day and time, the American Dream is slipping farther and farther away. Why? Quite frankly it has to do with putting all of your eggs in one basket.
The days of working for a company for 25-30 years is a long lost fable. Americans are being right sized, downsized and leftsized.
For those who are unemployed or hanging on to their jobs by a thin thread not knowing what the coming weeks have in store, I almost feel sorry, but not really.
You see, we all have choices. Some of us chose to create our identity's and tie them to our jobs. Isn't it strange that when people ask each other what they do, they usually respond with their occupation?
When someone asks me that question, I reply with, " I like to surf, travel, skydive, workout and spend time with my family." You see, I have never been a title or degree based person. Yes I have had big titles and yes I have a degree from a prominent University, but that all means squat.
To some reading this, it may make you mad. Well it should. You have been used and abused, never being paid what your actually worth. Am I right? You are being paid what the job pays. Why is it then, that people get so comfortable living like this.
Take Control Of Your Dream
When you don't have control of your income, you don't have control of your life. When someone else signs your paycheck, your a slave to them. I don't know about you, but I never liked that feeling. It is en-slavery any way you look at it.
Why is it that some rise above this? It comes down to drive.
The American Dream is very alive in my household and it should be in yours too. Take your life and your finances into your own hands. Stop relying on others to depict how your life will be and take charge.
I know it takes hard work, guts and risk to step outside of the norm. I think if people would detach themselves from Title mentality and really dig down deep within themselves, they would discover that they are capable of much more.
Living The Dream,
Joshua K. Boxer
PS. If Your Ready To Take Charge Of Your Life, Your Finances and Your Dream and Your Sick And Tired Of Being Sick And Tired, Visit http://www.InternetWealthPros.com .
Thursday, November 12, 2009
Thank you Paul Castain... It's not what we get....It's who we become!
It's not what we get . . . It's who we become!
By Paul Castain – Sales Playbook http://salesplaybook.blogspot.com/
with a few further edits by Pam Wasserman:
I was pondering a quote by the great Jim Rohn who once said “It’s not what we get, it’s who we become in the process” and couldn’t help but wonder if that person we become also loses something in the process?
And no, I don’t mean loss of something that could be easily justified by endless mantras of “no pain no gain” I’m talking about the things in this world that we precious valuable most. For some it’s their faith, others it’s family and friends, “me time”, “paying it forward, “money”, “status” etc. Guess I’ve just given you a long winded explanation of something commonly known as “precious precious valuables”
Let’s put that thought to the side for a moment because I thought it would be cool if we took a class trip today to a really exclusive resort located just outside the rain forest. When you get finished packing, I’d like for you to pack 5 more things:
The Top 5 Things You Precious valuable Most In Your Life Written On 5 Separate Pieces of Paper
Please take a moment to think about them, I’m sure you’ll agree it’s important we know what we consider precious and valuable in life and besides, I’m not letting you go without these items identified and packed.
So hopefully you didn’t “wuss out” and you’ve packed your top 5 precious precious valuables.
So off we go!
I’ve taken the liberty of chartering a private helicopter for us so we can see the rain forest on the way. We’re off to a great start, some people are enjoying some Champagne, and my side of the helicopter is getting loud from the tequila shots Uncle Paul is serving up. Life is good. Until . . .
The helicopter starts swaying left to right, making a crazy noise and we begin losing altitude pretty fast. Suddenly it becomes obvious that we are going down as we brace ourselves for the worst. Then it happens, we crash into the tops of some giant trees and miraculously we are all OK and only have some minor injuries. Note: You didn’t think I was going to kill us off, did you? Anyhow, there we are, most probably without the tequila at this point, but alive when along comes a local tribe that yells up to us asking if we would like help getting down. After a sarcastic response (from me) of “Ya think?” they inform us they would be happy to but . . . it will cost us each, one of those precious precious valuables we packed. Not having much of a choice in the matter we reluctantly agree.
Please decide which precious valuable you will sacrifice and place it to the side.
Alright, so they get us down from the tree and now that the shock has worn off a bit, we realize that our injuries, although minor, need some attention. Luckily, their medicine man is present and is happy to patch us up but . . . the dude wants one of those handy dandy precious precious valuables we packed. After pretending to cough and blurting out “Rip off!” we agree.
Please decide which precious valuable you will sacrifice and place it to the side.
Okey dokey, we’ve gotten down from the tree, we are patched up but just as the high fives begin to settle, a nasty storm is quickly approaching (it’s a rain forest remember) They offer to take us to their pimped out village (I took some literary license on the pimped out. Honestly, I can’t back that up) We agree and they give us the old Uno Momento stop sign and inform us that it will cost us one of those quickly dwindling precious precious valuables. Truth be told, we’re OK with getting drenched, but it’s the whole poisonous snake and evil critter thing that has us crapping da khakis so we fork over the precious valuable.
Please decide which precious valuable you will sacrifice and place it to the side.
Note: Kind of sucks. Doesn’t it? Hang in there!
So we make it back to their village. Several days go by, we are rested, our wounds have fully healed and now we want to make like Dorothy in the Wizard of Oz, click the heels and vamoose! One problem, we are in the middle of the rain forest and have no idea how to get back to civilization! Guess who does? That tribal leader and the S.O.B. already has his hand out asking us for one more precious valuable. And there’s no negotiating either. I mean, how could we get away with giving him half a precious valuable?
Please decide which precious valuable you will sacrifice and place it to the side.
And so our little class trip ends. Wait, not yet. They all lived happily ever after and became sales rock stars. But your story, is just beginning because you are staring face to face with the one precious valuable that means the world to you. In fact, I bet you struggled at times deciding which precious valuable to give up. The more you gave up, the harder it was to give up another.
Now the really hard part (or not) You must remain true to that precious valuable.
No success, no money, no “President’s Club”, “Rock Star Of The Year” award is worth the one thing that is most dear to you or worse yet, you becoming something in the process that makes you hate that person in the mirror!
So there you have it, actually not yet . . . do something that strengthens and speaks to that precious valuable today.
By Paul Castain – Sales Playbook http://salesplaybook.blogspot.com/
with a few further edits by Pam Wasserman:
I was pondering a quote by the great Jim Rohn who once said “It’s not what we get, it’s who we become in the process” and couldn’t help but wonder if that person we become also loses something in the process?
And no, I don’t mean loss of something that could be easily justified by endless mantras of “no pain no gain” I’m talking about the things in this world that we precious valuable most. For some it’s their faith, others it’s family and friends, “me time”, “paying it forward, “money”, “status” etc. Guess I’ve just given you a long winded explanation of something commonly known as “precious precious valuables”
Let’s put that thought to the side for a moment because I thought it would be cool if we took a class trip today to a really exclusive resort located just outside the rain forest. When you get finished packing, I’d like for you to pack 5 more things:
The Top 5 Things You Precious valuable Most In Your Life Written On 5 Separate Pieces of Paper
Please take a moment to think about them, I’m sure you’ll agree it’s important we know what we consider precious and valuable in life and besides, I’m not letting you go without these items identified and packed.
So hopefully you didn’t “wuss out” and you’ve packed your top 5 precious precious valuables.
So off we go!
I’ve taken the liberty of chartering a private helicopter for us so we can see the rain forest on the way. We’re off to a great start, some people are enjoying some Champagne, and my side of the helicopter is getting loud from the tequila shots Uncle Paul is serving up. Life is good. Until . . .
The helicopter starts swaying left to right, making a crazy noise and we begin losing altitude pretty fast. Suddenly it becomes obvious that we are going down as we brace ourselves for the worst. Then it happens, we crash into the tops of some giant trees and miraculously we are all OK and only have some minor injuries. Note: You didn’t think I was going to kill us off, did you? Anyhow, there we are, most probably without the tequila at this point, but alive when along comes a local tribe that yells up to us asking if we would like help getting down. After a sarcastic response (from me) of “Ya think?” they inform us they would be happy to but . . . it will cost us each, one of those precious precious valuables we packed. Not having much of a choice in the matter we reluctantly agree.
Please decide which precious valuable you will sacrifice and place it to the side.
Alright, so they get us down from the tree and now that the shock has worn off a bit, we realize that our injuries, although minor, need some attention. Luckily, their medicine man is present and is happy to patch us up but . . . the dude wants one of those handy dandy precious precious valuables we packed. After pretending to cough and blurting out “Rip off!” we agree.
Please decide which precious valuable you will sacrifice and place it to the side.
Okey dokey, we’ve gotten down from the tree, we are patched up but just as the high fives begin to settle, a nasty storm is quickly approaching (it’s a rain forest remember) They offer to take us to their pimped out village (I took some literary license on the pimped out. Honestly, I can’t back that up) We agree and they give us the old Uno Momento stop sign and inform us that it will cost us one of those quickly dwindling precious precious valuables. Truth be told, we’re OK with getting drenched, but it’s the whole poisonous snake and evil critter thing that has us crapping da khakis so we fork over the precious valuable.
Please decide which precious valuable you will sacrifice and place it to the side.
Note: Kind of sucks. Doesn’t it? Hang in there!
So we make it back to their village. Several days go by, we are rested, our wounds have fully healed and now we want to make like Dorothy in the Wizard of Oz, click the heels and vamoose! One problem, we are in the middle of the rain forest and have no idea how to get back to civilization! Guess who does? That tribal leader and the S.O.B. already has his hand out asking us for one more precious valuable. And there’s no negotiating either. I mean, how could we get away with giving him half a precious valuable?
Please decide which precious valuable you will sacrifice and place it to the side.
And so our little class trip ends. Wait, not yet. They all lived happily ever after and became sales rock stars. But your story, is just beginning because you are staring face to face with the one precious valuable that means the world to you. In fact, I bet you struggled at times deciding which precious valuable to give up. The more you gave up, the harder it was to give up another.
Now the really hard part (or not) You must remain true to that precious valuable.
No success, no money, no “President’s Club”, “Rock Star Of The Year” award is worth the one thing that is most dear to you or worse yet, you becoming something in the process that makes you hate that person in the mirror!
So there you have it, actually not yet . . . do something that strengthens and speaks to that precious valuable today.
Thursday, October 15, 2009
As Within, So Without
Brought to You By: Brian Tracy (one of Pam's favorites!)
Aristotle said that the ultimate aim or purpose or human life is to achieve your own happiness. You are the very happiest when what you are doing on the outside is congruent with your values on the inside. When you are living in complete alignment with that you consider to be good and right and true, you will automatically feel happy and positive about yourself and your world.
Know What You Really Want
Stephen Covey once said, “Be sure that, as you scramble up the ladder of success, it is leaning against the right building.” Many people work hard to achieve goals that they think they want only to find, at the end of the day, they get no joy or satisfaction from their accomplishments. They ask, “Is this all there is?” This occurs when the outer accomplishment is not in harmony with your inner values. Don’t let this happen to you.
Trust Your Intuition
Self-trust is the foundation of greatness. Self-trust comes from listening to your intuition, to your “still, small voice” within. Men and women begin to become great when they begin to listen to their inner voices and absolutely trust that they are being guided to a higher power each step of the way. Living in alignment with your true values is the royal road to self-confidence, self-respect, and personal pride. In fact, almost every human problem can be resolved by returning to values.
Watch your Behavior
How can you tell what your values really are? The answer is simple. You always demonstrate your true values in your actions and especially your actions under pressure. Whenever you are forced to choose between one behavior and another you will always act consistent with what is most important and valuable to you at that moment. Values, in fact, are organized in a hierarchy. You have a series of values, some of them very intense and important and some of them weaker and less important. One of the most important exercises you can engage in to determine who you really are and what you really want is to organize your values by priority. Once you are clear about the relative important of your values, you can then organize your outer life so that it is in alignment with them.
Determine Your Hearts Desire
The spiritual teacher Emmet Fox wrote about the importance of discovering your “hearts desire.” What is your hearts desire? As a friend of mine asks, “What do you want to be famous for?” What words would you like people to use to describe you when you are not there? What would you like someone to say about you at your funeral? What kind of reputation do you have today? What kind of reputation would you like to have sometime in the future?
Your Past is Not Your Future
Many people had difficult experiences growing up. They fell on hard times and became associated with the wrong people. Some were convicted and sent to prison for crimes. But at a certain point in life, they decided to change. They thought seriously about what kind of person they wanted to be known as, and thought of, in the future. They decided to change their lives by changing the values that they lived by. By making these decisions and sticking to them, they changed their lives. Remember, it doesn’t matter where you’re coming from; all that really matters is where you’re going.
Action Exercise
Describe your picture of an ideal person, the person you would most want to be if you had no limitations.
Wednesday, October 14, 2009
Secrets Buried In a Sales Person's Resume
By Lee B. Salz October 15, 2009
The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.
In my sales management career, I would bet that I've seen about 5,000 resumes for sales people. Yet, I still haven't seen one that shows someone who has achieved 40% of quota. Every single resume shows 100%, 200%, 2,000,000% of goal. Where are all of the people who have had less than stellar sales performances? Did they all leave the sales profession? If all of the resumes that I saw truly represented the performance of the individual, the U.S. economy would be thriving to say the least. Every company would be enjoying record revenue performances.
If you have read my past articles, you've felt my passion for creating sales marriages, those relationships whereby a mutually beneficial relationship is formulated between a sales professional and a company based on synergistic matches of needs. This is not easy to do as, right off the bat, the relationship begins with a flawed tool, a resume. It is this tool that dupes, tricks, and stretches the truth of a person's pedigree. Yet, as an employer, that is what you have to work with when hiring a sales professional so you need to find a way to mine through the information in a quest for the complete truth.
I spend a tremendous amount of time preaching about the importance of honesty and integrity in sales. Those are two words that are not often associated with the profession. As such, I believe that the quest to find sales people who represent a company's brand well starts with a thorough resume review. Plain and simple, dishonesty in a sales person's resume means they don't play on my team. There are more than enough statistics to support the issue of what I call "resume inflation."
I can recall a time when I ran a sales organization in the employment screening industry, a company that provided pre-employment background screening for other companies. We made an offer to a sales candidate who had impressed everyone he met including the CEO. When we ran his background check, our core business, we found that his claim to have worked for a company for two and a half years was actually two and a half months. The funny part is when we asked him about the discrepancy, he lied again and said his former employer made a mistake. Fifteen minutes later, he called back (I think he remembered that background screening was our core business) and fessed up. Needless to say, we couldn't have this person selling our background screening services.
Think about this, if someone would apply for a sales job at a company whose core business was employment background screening and lie about their background, what candidates do you think you are seeing? Every day, new technologies are introduced to the marketplace to make the screening process better and easier for hiring managers. Yet, none of these technology companies advocate using their technology as a replacement for a strong screening process. Assessments, for example, serve as a tool for the process, but do not replace the process itself. Thus, it all begins with a strong resume review.
The resume review should not occur for the first time with the candidate sitting in front of you. An effective interview requires preparation. As such, the resume should be studied and areas of question identified so that questions can be asked of the candidate during the interview. What areas should be perused? Here are five areas of a sales resume that require detailed attention.
Accomplishments. In sales, there is an old expression that says if you can't prove it, don't say it. This usually refers to the dialogue between a sales person and a prospect, but it is also applicable for a resume. As a hiring manager, you are well within your rights to ask candidates for documentation of the accomplishments they list on their resume. If they don't have documentation, perhaps a request for a reference for that accomplishment is appropriate. Checking every single accomplishment is over the top, but checking one or two accomplishments makes sense. I suggest those that seem the most impressive to you about the candidate be verified. If someone told me that they personally doubled the size of the company in one year, I would want to see proof of that!
Title. Sales people have more titles than there are prospects in the world. I can't keep track of all of them any more. However, those titles don't necessarily correspond to responsibility. A small company may call their only sales person a Vice President while a large company may call a person performing the exact same role a sales representative. While reviewing the resume, don't limit your perusal to the title. Dig a bit into the responsibilities that the individual had. During the interview process, it is critical that you ask questions to understand the role and responsibility that goes with the title.
Where some companies get in trouble is they look to hire a senior sales person and don't consider candidates with higher level (Vice President, for example) titles. It is important to analyze the responsibilities that the individual had in their capacity to see if this individual matches your needs regardless of what you call this role. If the resume is unclear about this, ask the candidate for details.
Employer dates. If a sales person has a gap, or gaps, in their employment meaning they did not leave one job and go directly to another one, they will show years of employment, but not months. This creates the illusion of continuous employment. If you background screen as part of your hiring process and employment verification is part of that scope, this will be identified at that time. However, that takes time and dollars. But, why wait until the end of the process to learn something you can know now? When you see years on a resume, ask the candidate to provide months of employment too. Ask questions to understand the gaps. You may still elect to hire the person, based on the explanation. At least, you get the complete picture.
Training programs. Many sales people list the training programs that they have completed on their resume, but who verifies that? Guess what, no one does! When hiring IT professionals, it is common to check training and certification completion. Not so, with sales people. So, what risk does a sales person have by stating that they have completed the "Miller-Heiman Strategic Selling" course on their resume? None! A suggestion is to ask for a copy of their completion certificate. If they have truly taken the course, you will see a confident reaction. If they have only read the book, or perhaps, not even that, you will see them squirm in their seat.
College Degree. When I look at the education section of a resume, I expect to see college name, degree completed, and graduation date. However, I regularly see that degree or graduation date, or both are omitted. Red flag! Sure, a background check will expose that too, but why wait until post-offer to find out? When you see missing information on the resume, ask the candidate point-blank, if they graduated college, what year, and with what major? Some omit their graduation year to hide their age, but others do it to create the illusion of degree completion. Unfortunately, you will find many sales people who list a college and year, and hope you won't ask any other questions.
I don't believe that most sales people intend to dupe their potential employer, but I've also been around the block long enough to know that the percentage that "inflate" is high enough to warrant a circumspect analysis of the resume.
To receive a complimentary copy of my white paper titled, "Are There Criminals On Your Sales Team?" send me an email. This white paper presents the important considerations when developing a criminal background screening program for your sales candidates. It's scary, but necessary information to protect your company and your brand.
Lee B. Salz is a sales management strategist who specializes in helping companies build scalable, high-performance sales organizations through hiring the right sales people, on-boarding them effectively and efficiently, and aligning their sales activity with business objectives using his sales architecture® methodology. He is the President of Sales Architects, the C.E.O. of Business Expert Webinars and author of “Soar Despite Your Dodo Sales Manager.” Lee is a columnist and member of the Editorial Advisory Board of Sales and Marketing Management Magazine. Look for Lee's new book in 2010 titled, "The Sales Marriage” where he shares the secrets to identifying, hiring, and onboarding the right sales people. He is a results-driven sales management consultant and a passionate, dynamic speaker. Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.
The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.
In my sales management career, I would bet that I've seen about 5,000 resumes for sales people. Yet, I still haven't seen one that shows someone who has achieved 40% of quota. Every single resume shows 100%, 200%, 2,000,000% of goal. Where are all of the people who have had less than stellar sales performances? Did they all leave the sales profession? If all of the resumes that I saw truly represented the performance of the individual, the U.S. economy would be thriving to say the least. Every company would be enjoying record revenue performances.
If you have read my past articles, you've felt my passion for creating sales marriages, those relationships whereby a mutually beneficial relationship is formulated between a sales professional and a company based on synergistic matches of needs. This is not easy to do as, right off the bat, the relationship begins with a flawed tool, a resume. It is this tool that dupes, tricks, and stretches the truth of a person's pedigree. Yet, as an employer, that is what you have to work with when hiring a sales professional so you need to find a way to mine through the information in a quest for the complete truth.
I spend a tremendous amount of time preaching about the importance of honesty and integrity in sales. Those are two words that are not often associated with the profession. As such, I believe that the quest to find sales people who represent a company's brand well starts with a thorough resume review. Plain and simple, dishonesty in a sales person's resume means they don't play on my team. There are more than enough statistics to support the issue of what I call "resume inflation."
I can recall a time when I ran a sales organization in the employment screening industry, a company that provided pre-employment background screening for other companies. We made an offer to a sales candidate who had impressed everyone he met including the CEO. When we ran his background check, our core business, we found that his claim to have worked for a company for two and a half years was actually two and a half months. The funny part is when we asked him about the discrepancy, he lied again and said his former employer made a mistake. Fifteen minutes later, he called back (I think he remembered that background screening was our core business) and fessed up. Needless to say, we couldn't have this person selling our background screening services.
Think about this, if someone would apply for a sales job at a company whose core business was employment background screening and lie about their background, what candidates do you think you are seeing? Every day, new technologies are introduced to the marketplace to make the screening process better and easier for hiring managers. Yet, none of these technology companies advocate using their technology as a replacement for a strong screening process. Assessments, for example, serve as a tool for the process, but do not replace the process itself. Thus, it all begins with a strong resume review.
The resume review should not occur for the first time with the candidate sitting in front of you. An effective interview requires preparation. As such, the resume should be studied and areas of question identified so that questions can be asked of the candidate during the interview. What areas should be perused? Here are five areas of a sales resume that require detailed attention.
Accomplishments. In sales, there is an old expression that says if you can't prove it, don't say it. This usually refers to the dialogue between a sales person and a prospect, but it is also applicable for a resume. As a hiring manager, you are well within your rights to ask candidates for documentation of the accomplishments they list on their resume. If they don't have documentation, perhaps a request for a reference for that accomplishment is appropriate. Checking every single accomplishment is over the top, but checking one or two accomplishments makes sense. I suggest those that seem the most impressive to you about the candidate be verified. If someone told me that they personally doubled the size of the company in one year, I would want to see proof of that!
Title. Sales people have more titles than there are prospects in the world. I can't keep track of all of them any more. However, those titles don't necessarily correspond to responsibility. A small company may call their only sales person a Vice President while a large company may call a person performing the exact same role a sales representative. While reviewing the resume, don't limit your perusal to the title. Dig a bit into the responsibilities that the individual had. During the interview process, it is critical that you ask questions to understand the role and responsibility that goes with the title.
Where some companies get in trouble is they look to hire a senior sales person and don't consider candidates with higher level (Vice President, for example) titles. It is important to analyze the responsibilities that the individual had in their capacity to see if this individual matches your needs regardless of what you call this role. If the resume is unclear about this, ask the candidate for details.
Employer dates. If a sales person has a gap, or gaps, in their employment meaning they did not leave one job and go directly to another one, they will show years of employment, but not months. This creates the illusion of continuous employment. If you background screen as part of your hiring process and employment verification is part of that scope, this will be identified at that time. However, that takes time and dollars. But, why wait until the end of the process to learn something you can know now? When you see years on a resume, ask the candidate to provide months of employment too. Ask questions to understand the gaps. You may still elect to hire the person, based on the explanation. At least, you get the complete picture.
Training programs. Many sales people list the training programs that they have completed on their resume, but who verifies that? Guess what, no one does! When hiring IT professionals, it is common to check training and certification completion. Not so, with sales people. So, what risk does a sales person have by stating that they have completed the "Miller-Heiman Strategic Selling" course on their resume? None! A suggestion is to ask for a copy of their completion certificate. If they have truly taken the course, you will see a confident reaction. If they have only read the book, or perhaps, not even that, you will see them squirm in their seat.
College Degree. When I look at the education section of a resume, I expect to see college name, degree completed, and graduation date. However, I regularly see that degree or graduation date, or both are omitted. Red flag! Sure, a background check will expose that too, but why wait until post-offer to find out? When you see missing information on the resume, ask the candidate point-blank, if they graduated college, what year, and with what major? Some omit their graduation year to hide their age, but others do it to create the illusion of degree completion. Unfortunately, you will find many sales people who list a college and year, and hope you won't ask any other questions.
I don't believe that most sales people intend to dupe their potential employer, but I've also been around the block long enough to know that the percentage that "inflate" is high enough to warrant a circumspect analysis of the resume.
To receive a complimentary copy of my white paper titled, "Are There Criminals On Your Sales Team?" send me an email. This white paper presents the important considerations when developing a criminal background screening program for your sales candidates. It's scary, but necessary information to protect your company and your brand.
Lee B. Salz is a sales management strategist who specializes in helping companies build scalable, high-performance sales organizations through hiring the right sales people, on-boarding them effectively and efficiently, and aligning their sales activity with business objectives using his sales architecture® methodology. He is the President of Sales Architects, the C.E.O. of Business Expert Webinars and author of “Soar Despite Your Dodo Sales Manager.” Lee is a columnist and member of the Editorial Advisory Board of Sales and Marketing Management Magazine. Look for Lee's new book in 2010 titled, "The Sales Marriage” where he shares the secrets to identifying, hiring, and onboarding the right sales people. He is a results-driven sales management consultant and a passionate, dynamic speaker. Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.
Monday, September 14, 2009
When your attitude needs an Enema! - Paul Castain
So who would have thunk that a good attitude is imperative if we want to kick ass in sales? Of course we need to have a good attitude but riddle me this Batman, what do you do when thy attitude sucketh, when life keeps taking a poke at the Castain voodoo doll and when the stars are aligned and seem to be spelling “Screw You”?
Here are 12 ways to give that attitude an enema Moy Pronto!
1) Don’t get caught up in that whole “turn that frown upside down” BS! Get it out of your system, vent, talk about it. If you are angry, call it like you see it! If your attitude is a result of a person, clear the air, say what you need to say and then get on with your money activities. Obsessing over negative things makes you unproductive. So does sweeping things under the carpet that need to be dealt with!
2) Beware that misery loves company! This has two deadly sides to it. The first involves our natural tendency to not stop at one thing that pisses us off. We therefore search for other things about a person, a situation and our lives that can join the “F You Party”. The other side of this is that we love to complain to others about how rotten things are. Once again, there is nothing wrong with venting to the right people in your life, when it develops into a “Pity Party” you are heading for trouble and at the very least non productivity! Remedy: When you find yourself taking a negative inventory, interrupt that pattern by taking a positive inventory of all the good things you have. Can’t think of one? How about being above ground and vertical? When you find yourself an active participant in a “Pity Party” simply disengage, end the conversation and get out of there quick!
3) Express your gratitude to someone who has helped you. Doing so reminds you of the good and helps you step outside the things that are bringing you down.
4) Give: Giving takes the focus off of you and is an instant high if you ask me.
5) Move! Motion leads to emotion! Get up, move around. Take a walk. Clear your head. Throw some cold water on your face. Get some fresh air.
6) Smile and Laugh! Its really hard to have a bad attitude when you are smiling or peeing your pants laughing! By the way, do you keep a mirror by your phone? You should. Trust me when I tell you that the person at the other end of that phone can hear it the same way they can hear a bad attitude! Listen to comedy to break your negative pattern. Do you have comedy playlists on your I-POD at the ready as sort of a “Break Glass In Case Of Emergency” pattern interrupt?
7) Are you getting enough sunlight? I make the mistake quite often of getting so wrapped up in my work that I forget to open the blinds or even get outside believe it or not. I can tell you first hand that it makes a big difference in your attitude so make sure you are getting enough sunlight. For those of you who make lots of phone calls and are sort of chained to your desk, perhaps you could bring in a beach chair and make a few of those calls outside on a sunny day?
8) Music: For those of you who didn’t read my post on the importance of music, you will want to check it out here:
http://salesplaybook.blogspot.com/2009/07/soundtrack-for-success.html
9) Power Questions: I completely ripped off this concept from Tony Robbins. Its simply asking yourself questions designed to get you into a more positive productive state. The brain is such an awesome computer that we truly get what we ask of it. Too many times we are so busy asking lame questions such as “Why me?” that we miss an opportunity to leverage the positive qualities. Think about questions such as “What could I learn from this situation?” “What’s funny about it?” “What am I most grateful for in my life?” Action Item: Come up with 5 solid power questions of your own.
10) Stay away from the news! I don’t know who the genius was who assumed that the news has to be filled with murders, foreclosures, wars and disease but there is only so much one can take of it. My suggestion is to simply scan the news items online or the newspaper. Anything beyond that and you are weakening your body armor!
11) Get something good in your head every day. Read about those who made it under impossible odds here
http://salesplaybook.blogspot.com/2009/08/when-odds-are-clearly-against-you.html inspirational quotes, educational items to help you hone your craft. The more you focus on positive, productive things, the more you build up your defenses.
12) Allow yourself to vulnerable to ask for help. This is very hard for us as sales professionals to do because that wonderful body armor we have called an ego can get in the way of us seeking the counsel of others. To that, I will simply say, sometimes all of us need to get over ourselves and learn how to ask for help.
And if by chance this didn’t do it for you:
How about a full page of Zig Ziglar podasts?
http://www.podcastdirectory.com/podcasts/20533
If that dude can’t get you tearing bumpers off of cars, no one can!
OK, good talk. Let's go sell something!
Want cool, free sales tips delivered to your inbox? Subscribe to Paul Castain's Sales Playbook by Email
http://salesplaybook.blogspot.com/2009/09/when-your-attitude-needs-enema.html
Here are 12 ways to give that attitude an enema Moy Pronto!
1) Don’t get caught up in that whole “turn that frown upside down” BS! Get it out of your system, vent, talk about it. If you are angry, call it like you see it! If your attitude is a result of a person, clear the air, say what you need to say and then get on with your money activities. Obsessing over negative things makes you unproductive. So does sweeping things under the carpet that need to be dealt with!
2) Beware that misery loves company! This has two deadly sides to it. The first involves our natural tendency to not stop at one thing that pisses us off. We therefore search for other things about a person, a situation and our lives that can join the “F You Party”. The other side of this is that we love to complain to others about how rotten things are. Once again, there is nothing wrong with venting to the right people in your life, when it develops into a “Pity Party” you are heading for trouble and at the very least non productivity! Remedy: When you find yourself taking a negative inventory, interrupt that pattern by taking a positive inventory of all the good things you have. Can’t think of one? How about being above ground and vertical? When you find yourself an active participant in a “Pity Party” simply disengage, end the conversation and get out of there quick!
3) Express your gratitude to someone who has helped you. Doing so reminds you of the good and helps you step outside the things that are bringing you down.
4) Give: Giving takes the focus off of you and is an instant high if you ask me.
5) Move! Motion leads to emotion! Get up, move around. Take a walk. Clear your head. Throw some cold water on your face. Get some fresh air.
6) Smile and Laugh! Its really hard to have a bad attitude when you are smiling or peeing your pants laughing! By the way, do you keep a mirror by your phone? You should. Trust me when I tell you that the person at the other end of that phone can hear it the same way they can hear a bad attitude! Listen to comedy to break your negative pattern. Do you have comedy playlists on your I-POD at the ready as sort of a “Break Glass In Case Of Emergency” pattern interrupt?
7) Are you getting enough sunlight? I make the mistake quite often of getting so wrapped up in my work that I forget to open the blinds or even get outside believe it or not. I can tell you first hand that it makes a big difference in your attitude so make sure you are getting enough sunlight. For those of you who make lots of phone calls and are sort of chained to your desk, perhaps you could bring in a beach chair and make a few of those calls outside on a sunny day?
8) Music: For those of you who didn’t read my post on the importance of music, you will want to check it out here:
http://salesplaybook.blogspot.com/2009/07/soundtrack-for-success.html
9) Power Questions: I completely ripped off this concept from Tony Robbins. Its simply asking yourself questions designed to get you into a more positive productive state. The brain is such an awesome computer that we truly get what we ask of it. Too many times we are so busy asking lame questions such as “Why me?” that we miss an opportunity to leverage the positive qualities. Think about questions such as “What could I learn from this situation?” “What’s funny about it?” “What am I most grateful for in my life?” Action Item: Come up with 5 solid power questions of your own.
10) Stay away from the news! I don’t know who the genius was who assumed that the news has to be filled with murders, foreclosures, wars and disease but there is only so much one can take of it. My suggestion is to simply scan the news items online or the newspaper. Anything beyond that and you are weakening your body armor!
11) Get something good in your head every day. Read about those who made it under impossible odds here
http://salesplaybook.blogspot.com/2009/08/when-odds-are-clearly-against-you.html inspirational quotes, educational items to help you hone your craft. The more you focus on positive, productive things, the more you build up your defenses.
12) Allow yourself to vulnerable to ask for help. This is very hard for us as sales professionals to do because that wonderful body armor we have called an ego can get in the way of us seeking the counsel of others. To that, I will simply say, sometimes all of us need to get over ourselves and learn how to ask for help.
And if by chance this didn’t do it for you:
How about a full page of Zig Ziglar podasts?
http://www.podcastdirectory.com/podcasts/20533
If that dude can’t get you tearing bumpers off of cars, no one can!
OK, good talk. Let's go sell something!
Want cool, free sales tips delivered to your inbox? Subscribe to Paul Castain's Sales Playbook by Email
http://salesplaybook.blogspot.com/2009/09/when-your-attitude-needs-enema.html
Thursday, September 10, 2009
Thought for my Day
“Far better it is to dare mighty things, to win glorious triumphs even though checkered by failure, than to rank with those poor spirits who neither enjoy nor suffer much because they live in the gray twilight that knows neither victory nor defeat.”
— Theodore Roosevelt
— Theodore Roosevelt
Tuesday, September 8, 2009
20 Mid Day Laughs!
1. How Do You Catch a Unique Rabbit?
Unique up On It.
2. How Do You Catch a Tame Rabbit?
Tame Way, Unique Up On It.
3. How Do Crazy People Go Through The Forest?
They Take The Psycho Path.
4. How Do You Get Holy Water?
You Boil The Hell Out Of It.
5. What Do Fish Say When They Hit a Concrete Wall?
Dam!
6. What Do Eskimos Get From Sitting On The Ice too Long?
Polaroid's.
7. What Do You Call a Boomerang That Doesn't work?
A Stick.
8. What Do You Call Cheese That Isn't Yours?
Nacho Cheese. <--ha!!
9. What Do You Call Santa's Helpers?
Subordinate Clauses.
10. What Do You Call Four Bullfighters In Quicksand?
Quattro Sinko.
11. What Do You Get From a Pampered Cow?
Spoiled Milk.
12. What Do You Get When You Cross a Snowman With a Vampire?
Frostbite.
13.. What Lies At The Bottom Of The Ocean And Twitches?
A Nervous Wreck.
14. What's The Difference Between Roast Beef And Pea Soup?
Anyone can Roast Beef.
15. Where Do You Find a Dog With No Legs?
Right Where You Left Him.
16. Why Don 't Blind People Like To Sky Dive?
Because It Scares The Dog.
17. What Kind Of Coffee Was Served On The Titanic?
Sanka.
18. Why Did Pilgrims' Pants Always Fall Down?
Because They Wore Their Belt Buckle On Their Hat..
19. What's The Difference Between a Bad Golfer And a Bad Skydiver?
A Bad Golfer Goes Whack, Dang!
A Bad Skydiver Goes Dang! Whack.
20. How Is a Texas Tornado And an Alabama Divorce The Same?
Somebody's Gonna Lose A Trailer!
Unique up On It.
2. How Do You Catch a Tame Rabbit?
Tame Way, Unique Up On It.
3. How Do Crazy People Go Through The Forest?
They Take The Psycho Path.
4. How Do You Get Holy Water?
You Boil The Hell Out Of It.
5. What Do Fish Say When They Hit a Concrete Wall?
Dam!
6. What Do Eskimos Get From Sitting On The Ice too Long?
Polaroid's.
7. What Do You Call a Boomerang That Doesn't work?
A Stick.
8. What Do You Call Cheese That Isn't Yours?
Nacho Cheese. <--ha!!
9. What Do You Call Santa's Helpers?
Subordinate Clauses.
10. What Do You Call Four Bullfighters In Quicksand?
Quattro Sinko.
11. What Do You Get From a Pampered Cow?
Spoiled Milk.
12. What Do You Get When You Cross a Snowman With a Vampire?
Frostbite.
13.. What Lies At The Bottom Of The Ocean And Twitches?
A Nervous Wreck.
14. What's The Difference Between Roast Beef And Pea Soup?
Anyone can Roast Beef.
15. Where Do You Find a Dog With No Legs?
Right Where You Left Him.
16. Why Don 't Blind People Like To Sky Dive?
Because It Scares The Dog.
17. What Kind Of Coffee Was Served On The Titanic?
Sanka.
18. Why Did Pilgrims' Pants Always Fall Down?
Because They Wore Their Belt Buckle On Their Hat..
19. What's The Difference Between a Bad Golfer And a Bad Skydiver?
A Bad Golfer Goes Whack, Dang!
A Bad Skydiver Goes Dang! Whack.
20. How Is a Texas Tornado And an Alabama Divorce The Same?
Somebody's Gonna Lose A Trailer!
Tuesday, September 1, 2009
Lunch Menu Leadership Test
Tuesday, September 1, 2009
Lunch Menu Leadership Test by Kevin Burns
Based on the conclusively proven notion of "how you do one thing is how you do everything," comes my Lunch Menu Leadership Test.So who is the test meant for? The test is applicable if ever you are in the position, or even on a selection committee, to hire for any of the following positions: CEO, CO, Mr. Big, VIP, administration, administrator, baron, big brother, big cheese, big man, big wheel, boss, brass, businessman, chief, commander, director, directorate, don, entrepreneur, exec, godfather, government, governor, head, head honcho, head man, heavyweight, hierarchy, high priest, higher-up, industrialist, key player, kingfish, kingpin, leader, leadership dude, management, manager, meal ticket, number one, officer, official, point man, skipper, sales manager, supervisor, top, top brass, tycoon or any other position in the upstairs upper echelon - you know, that place with the gold-encrusted toilets - yes, up there.The test is relatively simple and takes only a moment to complete. Here's how it works. Take your candidate up for promotion for lunch, nothing really fancy just a place where the menu wouldn’t be too foreign to an average Joe. Once seated, either your host/hostess or a server will swing by with menus and say something like this: “Good afternoon and welcome to the Monkey Bar & Grill. My name is Peter and I will be your server today. Can I start you folks with a couple of beverages before I tell you about our fantastic luncheon specials today?”(Jeez, did you order a story? I don’t remember ordering a story.)Anyway, back to the test. Once Peter drops the menus on the table and rattles off the luncheon specials for the day, once he turns his back and runs to fetch your beverages, start the clock and say nothing more. Simply open your menu, pretend you’re looking at it and observe what transpires next. This IS the test.If the candidate closes his/her menu in under sixty seconds with a decision made for lunch, you have a winner. Here’s my thinking, if someone about to be moved into a leadership position can not make a decision for themselves in under sixty seconds, a simple decision about what to eat, then how in the world would they be able to make far more important decisions affecting the entire organization?The key to the Lunch Menu Leadership Test is the following philosophy: How we do one thing is how we do everything. If the candidate can make quick decisions on unimportant stuff, then he/she can likely make quick decisions on important stuff. If the candidate takes more than sixty seconds with a simple luncheon menu, you’re going to have problems with him/her.If the candidate says, “I’ve never eaten here before, what’s good?” that could mean, “I’m not comfortable with new surroundings. I might be able to become comfortable with a little help from someone who’s experienced this before, but right now, I don’t know what to do (have).”“Hmm, I’m not sure what to have. What are you having?” can mean "I will be making the vast majority of my decisions based on consensus. That means I will be polling people so I can decide what I should do next."Studying the menu and flipping pages back and forth several times means they can’t decide. They are indecisive.During the meal if I hear “Maybe I should have ordered what you did,” he/she spends too much time on second guessing their decisions. Likely, direction will change like the wind.There are many more things that can be translated from the test but the key here is if you are going to place someone in a position of leadership, they had better be able to stand on their own two feet, accepting the results of their decisions and not afraid to make them.This test never fails, unless the candidate knows about the test in advance and knew where they were going to be eating. Is it hard science? No, but it is a good indicator of how people react in everyday situations. If picking lunch is a stressful event, good luck on the hard stuff. Want to find out what your sales manager or GM is really like? Take them for lunch. You’ll see what I mean. As a point of interest here, during the meal, you can even discuss with your candidate your observations while ordering lunch. It's a great icebreaker into the whole discussion of decisiveness and can actually be used as a tool to help start a conversation with salespeople who seem to be struggling.---Kevin Burns - Corporate Attitude Expertwww.kevburns.com/blogTuesday, September 1, 2009
Lunch Menu Leadership Test by Kevin Burns
Based on the conclusively proven notion of "how you do one thing is how you do everything," comes my Lunch Menu Leadership Test.So who is the test meant for? The test is applicable if ever you are in the position, or even on a selection committee, to hire for any of the following positions: CEO, CO, Mr. Big, VIP, administration, administrator, baron, big brother, big cheese, big man, big wheel, boss, brass, businessman, chief, commander, director, directorate, don, entrepreneur, exec, godfather, government, governor, head, head honcho, head man, heavyweight, hierarchy, high priest, higher-up, industrialist, key player, kingfish, kingpin, leader, leadership dude, management, manager, meal ticket, number one, officer, official, point man, skipper, sales manager, supervisor, top, top brass, tycoon or any other position in the upstairs upper echelon - you know, that place with the gold-encrusted toilets - yes, up there.The test is relatively simple and takes only a moment to complete. Here's how it works. Take your candidate up for promotion for lunch, nothing really fancy just a place where the menu wouldn’t be too foreign to an average Joe. Once seated, either your host/hostess or a server will swing by with menus and say something like this: “Good afternoon and welcome to the Monkey Bar & Grill. My name is Peter and I will be your server today. Can I start you folks with a couple of beverages before I tell you about our fantastic luncheon specials today?”(Jeez, did you order a story? I don’t remember ordering a story.)Anyway, back to the test. Once Peter drops the menus on the table and rattles off the luncheon specials for the day, once he turns his back and runs to fetch your beverages, start the clock and say nothing more. Simply open your menu, pretend you’re looking at it and observe what transpires next. This IS the test.If the candidate closes his/her menu in under sixty seconds with a decision made for lunch, you have a winner. Here’s my thinking, if someone about to be moved into a leadership position can not make a decision for themselves in under sixty seconds, a simple decision about what to eat, then how in the world would they be able to make far more important decisions affecting the entire organization?The key to the Lunch Menu Leadership Test is the following philosophy: How we do one thing is how we do everything. If the candidate can make quick decisions on unimportant stuff, then he/she can likely make quick decisions on important stuff. If the candidate takes more than sixty seconds with a simple luncheon menu, you’re going to have problems with him/her.If the candidate says, “I’ve never eaten here before, what’s good?” that could mean, “I’m not comfortable with new surroundings. I might be able to become comfortable with a little help from someone who’s experienced this before, but right now, I don’t know what to do (have).”“Hmm, I’m not sure what to have. What are you having?” can mean "I will be making the vast majority of my decisions based on consensus. That means I will be polling people so I can decide what I should do next."Studying the menu and flipping pages back and forth several times means they can’t decide. They are indecisive.During the meal if I hear “Maybe I should have ordered what you did,” he/she spends too much time on second guessing their decisions. Likely, direction will change like the wind.There are many more things that can be translated from the test but the key here is if you are going to place someone in a position of leadership, they had better be able to stand on their own two feet, accepting the results of their decisions and not afraid to make them.This test never fails, unless the candidate knows about the test in advance and knew where they were going to be eating. Is it hard science? No, but it is a good indicator of how people react in everyday situations. If picking lunch is a stressful event, good luck on the hard stuff. Want to find out what your sales manager or GM is really like? Take them for lunch. You’ll see what I mean. As a point of interest here, during the meal, you can even discuss with your candidate your observations while ordering lunch. It's a great icebreaker into the whole discussion of decisiveness and can actually be used as a tool to help start a conversation with salespeople who seem to be struggling.---Kevin Burns - Corporate Attitude Expertwww.kevburns.com/blogTuesday, September 1, 2009
Friday, August 28, 2009
Not So Crazy Eights!
I personally love this advice from Larry Winget's "People Are Idiots And I Can Prove It" http://books.google.com/books?id=cEn_K1DQ-XoC&printsec=frontcover&dq=inauthor:Larry+inauthor:Winget&ei=6BOYSoD0B4KGkATHpYiRAQ#v=onepage&q=&f=false
- Life is not made up of the haves and have-nots - Life is made up of the wills and will-nots.
- A promise to try - is a promise to fail
- Do what you said you would do, when you said you would do it, the way you said you would do it.
- The man that does not read good books has no advantage over the man who can’t read them.
- Folks are about as happy as they make up their minds to be
- Sometimes a laugh is the only weapon we have
- He that walketh with wise men shall be wise - He that walketh with a dumb ass shall also be known as a dumb ass
- Your life is your own damn fault.
Take responsibility for it.
Learn what you need to do to fix it.
Take action on what you’ve learned.
Enjoy the results.
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