Somewhere along the way, we have all grown self-important as we find ourselves becoming entrenched in the day-to-day activities of office work. The vacation, somewhere along the way, has taken a back seat to “business as usual.”
This is a huge error in judgment. We have become too busy to care for the only differentiating factor we have, ourselves. I have no intention of waxing eloquent by suggesting you do something that is totally out of the realm of possibility. Read the rest of this entry »
The word “regret” has very little room in your future vocabulary. What you don’t want, and can’t afford to happen, is to look back in your past and utter the useless phrase, ”If only I had…”
Good, bad or indifferent, everything that happened in the past has fast become yesterday’s news. Granted, you probably learned something from each mistake you made (hopefully), and you took a bow or two for your success stories. Good for you, in both instances. Read the rest of this entry »
Do you feel comfortable when asking your customers, “How was your experience with us?” Here is a better question: Do you even ask your clients about their recent trip? I am betting you don’t. And the reason why you don’t is because you are afraid of the answer. Am I getting close?
In a number of cases, you should be hesitant. The truth is that you are in total control of this answer. It is up to you to make your clients, customers, and guests feel very special. If you want a reply that will make you smile and feel good, do what needs doing to make that smile appear more often than not. It really is not much harder than that. Read the rest of this entry »
The truth about common sense is that it is not common at all. During this year’s Super Bowl Game, I found myself discussing this topic on-and-off during the many commercial breaks.
What I personally find to be incredibly obvious does not appear to be acceptable behavior by a great number of others. It has taken me many years to come to terms with this understanding. Not everybody thinks, nor behaves, like me.
Here is a question for you: Read the rest of this entry »
New Orleans is where I first read the four words in today’s title, and they immediately caught my attention. I was waiting for a flight to Atlanta while reading the Sunday edition of The Times – Picayune wondering what the heck a “Poboy” was on the breakfast menu.
Refuse To Be Bored read the headline.
Just the day before, I had shown a slide during a franchise presentation which read “Mistakes are never boring.” I think this is why I made the connection with this particular headline. I wanted to know more. Read the rest of this entry »
“What’s that sound?
I didn’t notice it yesterday?
There it goes again!”
These were my exact words a week or two back, when my clothes dryer began squeaking for what I could best determine was for no reason what so ever. Like many people who share my upbeat attitude toward life, I knew that it would probably go away as fast as it came. I went back to living my life.
But when it started to make the same noise again the next day, I took notice. Read the rest of this entry »
This week’s message comes via an article I read recently, in some well-known magazine. Dick Nettell was running the transition between Bank of America and FleetBoston (his first job was as an 18-year-old ‘lot boy’ cleaning company vehicles.) Dick’s personal leadership philosophy contains five bullet points. I feel they are worth sharing. Read the rest of this entry »
We all have ideas. In fact, ideas are a dime a dozen. The sad truth is that most ideas die on the vine, without being given the opportunity to prove themselves as ‘great ideas’ or otherwise. Ideas can disappear as fast as they appear.
I read this passage just last week: ” We all get great ideas while taking a shower. Too bad 99% of them stay in the shower.” Sad but true.
When asked why you didn’t act on a particular brainchild of yours, three of the more popular knee-jerk excuses include: Read the rest of this entry »
I recently found myself surfing the net and I came across the lyrics to one of my favorite songs by Ralph McTell.
Ralph used to busk for money in the subway systems of Paris. “Busking” is a term for playing music in public for handouts. (I did that once in NYC – but that is another story for another day.)
In any event, Streets of London is a song that reminds us that as bad as it may get sometimes, one doesn’t have to look too far to see that others may be worse off. Read the rest of this entry »
‘Too Many Choices’
That was the headline of the article I read on page 14 of a recent edition of the AARP Bulletin. (That is a weekly news rag for us fossils… and fossils to be.)
The subhead read, “From cookies to cell phones, dog food to discount drug cards, are Americans finding that more is less?”
I have believed this has been the case for years, ever since I focused on the choices we have in hand soap today. Don’t get me started on the available options you have when trying to put an end to a simple headache. Read the rest of this entry »
I recently spotted a headline that read, “Young entrepreneur has business bean for marketing coffee.”
The article was about a ten-year-old boy named Stephen who was running a three-person business from his front lawn while learning about the rudiments of turning a buck. Little does he know that what he is learning today will serve him well for the next 50+ years.
Says the young man: “It takes a lot of hard work to show up every morning.” There are literally thousands of adults today who were apparently sick on the day this lesson was taught. Read the rest of this entry »
Every book on sales from the early 1800’s to today takes a few paragraphs to remind those in the sales profession that a great deal of rejection comes with the territory. Not me. I don’t buy it.
But if you insist on interpreting less-than-positive events as a rejection, then be my guest. But, please, understand that this is an exercise in futility.
If you place any credibility in my writings, observations and personal experiences please absorb the following advice: Taking rejection personally is an enormous waste of time. Sales comes with a whole bunch of “No’s” attached to this profession. These responses usually have nothing to do with you. Read the rest of this entry »
Not Taking Pride In Your Job Is a Common Mistake
What you do for a living is important. It affects more people than you will ever know. If you haven’t already done so, it is about time to adopt the following mantra: “I am in position to make a difference in people’s lives.”
Maybe your immediate supervisors or family members are too busy with their own problems that they fail to reinforce the importance of your contributions. Amateurs can easily get bent out of shape when this happens. True professionals however, know the importance of his or her contributions Read the rest of this entry »
As bizarre as it sounds, a “me against you” mentality is a common practice among salespeople. I personally believe this is an example of a misdirected competitive spirit that pits the salesperson against the prospect. It implies that when push comes to shove there will be a winner and a loser. Sales should not (and does not) happen this way.
In today’s world where instant gratification seems to be the accepted way of life, prospects and potential new clients have numerous options when it comes to buying anything. Read the rest of this entry »
No truer words have ever been spoken than the short phrase, “Talk is cheap.” There is not a business, still in business today, that does not profess that they provide superior customer service. I often have to remind these very same businesses that “it isn’t wise to bite the hand that feeds you,” and that “customers are your only source of revenue.” The truth is that nobody seems to be paying attention to me, or these cogent reminders. Service today, if I may candy-coat it, stinks and there are no signs that it is going to get any better.
Let’s look at this “service” thing from a slightly different angle. Read the rest of this entry »
Over the years I have witnessed many travel professionals exhibit an attitude of superiority. They talk and act in somewhat of a demeaning fashion. They fail to remember that their prospects also have access to the Internet and know how to Google.
I suppose acting like this can soften the blow when rejection enters the picture. After all, the guy who just turned down your supremely researched and thought-out itinerary must be a dummy, right? But all this does is insure rejection.
Most people are smarter than you give them credit for. Read the rest of this entry »
Your Competitive Spirit Is Not Ready For Prime Time
I bet that if we were to play tennis and, just short of taking your first serve, I declared you the winner, you would feel somewhat less than fulfilled. Likewise, if we were going to play golf and I declared you the winner on the practice putting green, I don’t think you would cherish the victory.
Then I ask you: Why do so many salespeople want to accept victory before having the chance to earn it? Competition is what makes the game, (any game) worth playing. Read the rest of this entry »
Not Permitting Mistakes Could Be Your Biggest Mistake
What stops most people from identifying and pursuing what they want to achieve? The answer: Fear. Fear of what? Fear of failure or, on a more incremental basis, the fear of making mistakes.
Here’s how you can completely reverse that psychology: Give yourself permission to make mistakes. The reason for this is because mistakes lead to growth and growth leads to success.
You heard me right. I’m not suggesting that you commit flagrant fouls. I’m simply suggesting that you allow yourself to experiment and extend beyond your current comfort zone. Read the rest of this entry »
One of the medical miracles that I find most amazing is not a new discovery. The recent sequencing of the human genome, the discovery of new disease markers and antigens, the clinical applications of gene splicing and recombinant DNA are all mindboggling. But, frankly, the one that bowls me over every time is the good old “placebo effect.” This is where, say, 100 patients are given a white pill to cure a medical problem. Fifty patients get the real medicine and the other fifty get nothing more than white powder (the “placebo”). Yet, some significant percentage of the placebo group (sometimes well more than half) will show symptom relief or even get cured.
This proves, beyond any doubt, the staggering importance of the mind and a person’s attitude. If a positive attitude can cure a medical problem without medicine, what can it do for a “sales” problem? Read the rest of this entry »
There Are Still Some Good Organizations Out There: Be One!
Being a “non-auto mechanic”, I blamed it on the cold weather. Soon I caved in and determined the screeching sound coming from the engine area of my Ford Explorer might be a little more pressing than just a cool breeze rushing across the big thing next to the battery.
In addition to not having a regular medical doctor, I don’t have a regular auto mechanic since “my guy” closed shop at midnight and did not leave a forwarding address.
Long story short: I did not know where to turn. Read the rest of this entry »
This may sound elementary and even absurdly obvious, but if you have any access to the daily news these days – you have to admit that failing to accept responsibility of one’s actions seems to be becoming an epidemic. “Don’t blame me. You don’t know the pressure I’m under.”
Here is the bare truth, the uncomfortable facts. If you don’t make something happen, chances are nobody will. You must make it your business to grow your business. Not assuming responsibility for what happens in your career, week, day or next sales call is a huge error in judgment. Read the rest of this entry »