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Balanced Leadership

As a speaker and experienced business professional, my goal will be to challenge you to think of your business and your relationships with your key constituents in new ways. As lifelong learners, we are compelled to see important things in a new light and our quest should be to go to where the puck is going not to where it has been. This has also been a prevailing theme in my career. From part-time trailer loader at UPS to President of The UPS Store and later UPS Supply Chain Solutions, this approach has helped me shape simple yet thought-provoking lessons into tangible results. I challenge myself and others to not stop at the first right answer and to consider these same things as they are managing their operations. It also is what led me to write my book “Tighten the Lug Nuts.”

As you are reading the signs of your industry and looking for ways to stay ahead of the pack in a dynamic market, I encourage you to holistically look at your business through the lens of what I call, Balanced Leadership. These are principles to manage by that, I believe, help optimize business performance while satisfying the needs of your customers, your people and your stakeholders. After 40 years, I continue to use this philosophy. For me, it has become invaluable, because I see so many leaders who focus only on one area of their business – usually the bottom line. By using such a myopic approach, these leaders are neglecting two very important business components that drive true success: the people and the processes.

 Balanced Leadership

It doesn’t matter who you are or what your job and level, as a leader you are responsible for balancing the needs of your three constituent groups: your people, your customers and your stakeholders.

• Balanced Leaders think like a customer and ensure their people think like a customer.

• Balanced Leaders act like an owner and understand the business and what makes it profitable.

• Balanced Leaders ensure their employees and stakeholders feel valued.

But where do you start? Which is the most important? How do you keep them equally in balance?

Let me address your most important constituent – your customer. For without them, your business wouldn’t exist.

Think Like Who?

Think like a customer. It a simple statement – pretty straight forward. But how do you breathe life into this concept for your customers to experience it and your people to understand it? The answer is fairly simple: It’s essential to create a brand identity from a customer perspective and then get your team to execute the organization’s customer strategy.

Here’s an example from my days at UPS Supply Chain Solutions. We were focusing on customers in the healthcare industry, and as a solution was being developed in concert with a large customer, the question was asked: who is the customer? Some in the group responded, “the patient.” Others said, "the healthcare provider” or, “the vendor network.” Still others felt that the customer was, “the hospitals, clinics and pharmaceutical companies.” 

At times, all may be right, but in this particular solution and for this strategy, the question had to be answered before they could move forward. Who is the customer? Once you establish this critical point, then you can establish some very important next steps in the process:

• What are you solving for?

• What won’t you compromise?

• What are your boundaries?

• What keeps the customer awake at night?

• What are the key metrics that you will hold yourself accountable to?

• What does good look like?

There are many other examples, but this is a fundamental question that must be answered to ensure everyone is in sync.

For us in UPS Supply Chain Solutions, and in particular our health care vertical, it became our mantra and part of our branding: “It’s a Patient, Not a Package.” Now, the branding is: “United Problem Solvers.” That’s thinking like a customer!

Constantly Question Your Status Quo

For you to think like a customer, you have to think and be a solutions provider. Ask yourself, how do I help my customer by providing them the best possible solution? It starts with asking your customer, “What keeps you awake at night?”, that begins the solution process. You’ll need to think about new opportunities to participate in the aftermarket industry or create new solutions … new ways of doing business that don’t currently exist.

Think like a customer by approaching each challenge as a true solutions provider. By watching you and seeing your example – your people need to embrace this concept so they will think like a customer in all they do. Doing so will help your team view the business from the eyes of the customer. This mindset and vision will better guide their decisions and actions.

Someone is going to be the best, so why not you and your team? Make sure you are tightening lug nuts in your control as you lead by example.

Rocky Romanella speaks, consults, trains and advises on leadership development, customer service and business optimization. The author of TIGHTEN THE LUG NUTS: The Principles of Balanced Leadership can be reached @ 949-551-2669.

Rocky Romanella

 

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Expectations

Only Accept a Person’s Best

Employees often live up to your expectations whether they are high or low. Balanced Leaders keep expectations high, but realistic.

If you expect someone to be sloppy or uncooperative – and communicate that expectation to them – you usually will get what you expect. However, if you have high, but realistic expectations they often will work hard to meet them. In expecting your employees to perform well: 

· Recognize each employee’s value. 

· Convey high expectations. 

· Emphasize future needs, not past problems.

 

Contributed by Rocky Romanella, Retired President of UPS Retail Operations, Keynote Speaker, Leadership, Motivation & Values.

Rocky Romanella, Retired President of UPS Retail Operations/Keynote Speaker

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Showing Genuine Interest in Others

When you show genuine interest in others, it shines a big attractive spotlight on you as someone with whom to cultivate a relationship.  We have all met people who are totally focused on themselves, their interests, and their goals.

Are they fun to talk to? 

Can you rely on them?

Are they people you want to help?

It is, of course, vital to know where you want to go in life.  But if you exclude others because of your self-absorption, you are actually slowing down your own progress.  Include others in your journey.  Work hard not to be egotistical or selfish.  Work diligently to increase the number of people you actively support and who support you. 

Helping others to progress is the proverbial two-sided coin.  It helps you to progress in equal measure.

“One of the most beautiful compensations of this life is that no one can sincerely try to help another without helping himself.” 

-- Ralph Waldo Emerson

 

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

 

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Get a Mentor

To keep yourself on track and consistently offering progress and earning trust, seek out a mentor.  Mentors help you see beyond your present vision by providing practical advice, ideas, and valuable concepts based on their unique experience and the wisdom gained from their failures, as well as their successes.  They can play a significant role in the life of a successful networker.  A person you respect can guide you and share their wisdom without reservation. 

Make a list of people you believe can impact your networking success. 

Who has earned your trust?

Find a way to connect with these people today.  Mentors should be role models of the kind of person you are working to become.  Be sure to get your advice from the veterans who have “been there, done that” and who sport the “I feel successful” T-shirt.   

A mentor can:

–  guide you in crafting networking goals.

–  make you accountable.

–  show you how to network

    (not just tell you or toss you an extremely well-put-together book on networking).

–  encourage you to network often.

–  offer you feedback and help you identify and overcome

Look for someone who:

–  listens to others and displays good communication skills.
–  demonstrates integrity and enthusiasm for their life and career. 

–  models continuous improvement and the importance of networking.

–  shares their mistakes and how they grew from these 

    learning experiences.

–  seeks opportunities for personal and professional growth.
–  stays informed by reading and attending seminars.

Use these high achievers wisely.  Do not abuse the privilege and start whining about how tough things are out there.  With this privilege comes responsibility.  You must bring value to the relationship.  If you start believing your short-term objectives are more important than your long-term relationships, you will betray the trust and do more harm than good.  Acknowledge your mentors as you progress.  Something as simple as a thank-you and a pat on the back can serve as their inspiration to continue being there for you. 

Continue to earn their trust.

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

 

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Write Catchy E-mail Subject Lines

The subject line of your e-mails needs to encourage the receiver to open it.  Create a signature file that includes your full name, e-mail address, and phone number so it will be easy for them to contact you.   Include in your signature file a brief but powerful statement of how you empower progress.

And make sure all your e-mails include the address to your own or your company’s Web site. 

Don’t have one? 

Get one, a good one.  

People often will check out your Web site just because you make it easy for them by including it in your correspondence.  Most people are curious and your Web presence can serve as another positive impression that builds trust. 

Your Web site must have up-to-date info, be attractive and easy to navigate, and be chock-full of testimonials from your thrilled customers and clients.

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

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Make Friends with the "Gatekeeper"

Hug a “gatekeeper.”

Make friends with the executive assistants of those you want to create a relationship with.  Executive assistants can become solid allies or your worst nightmare.  Do not make the mistake of taking them for granted or seeing them as obstacles to be overcome. 

Heck, they’re the ones who set up appointments for the decision maker.  And in a lot of cases…           THEY ARE THE DECISION MAKERS.

Get to know everyone in the office as individuals.  Talk with them.  Learn all the front-office folks’ names, special interests and hobbies, the names of their kids, and stuff like that.  Check for clues from what they display on their desks. 

Be dependable and genuine.  If you can build a solid bond with these key individuals, you will differentiate yourself from run-of-the-mill sales punks who ignore gatekeepers and just try to barge in to see the big chief. 

If gatekeepers know and respect you, they can recommend you when the need for your service arises.  They can keep you in the loop.  They can be your greatest champion.  Plus, executives respect you more if you have an authentic interest in their whole staff.  Most executives like and respect their assistants and value their insight, so if the assistant likes you, so will the person in charge.

To gain a possible inside track, ask assistants what groups their boss is active in.  Join those groups and get involved.  When decision makers see you engaged in activities outside of the office, they develop more confidence and respect for you.  That’s good.

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

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Four Steps Taken by Effective Networkers

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The four letters that make up the word CODE stand for the four steps consistently taken by the most effective networkers to crack the networking CODE and start building priceless business relationships.  Effective networkers:

C:  Create Personal Curb Appeal

Effective networkers feel successful and display a genuine desire to help others progress.  They look and act the part of someone you would want to have in your corner.

O:  Open Face-to-Face Relationships

Effective networkers research the various networking options and commit to a networking strategy.  They get out and about and reach out.  They open relationships.

D:  Deliver Solid First Impressions

Effective networkers know their first impression sets the foundation for all future impressions, and they make sure it’s a good one.

E:  Earn Trust

Effective networkers follow up and keep in touch.  They stay involved with the people they meet and earn their trust through a series of progress-based impressions.  They continually find ways to help. This is where most ineffective networkers drop the ball.

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

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Power of Networking

There are many benefits to harnessing the power of networking.   

Here are the Top Ten:

1.    Friendships and support

2.    Advice and access to different points of view

3.    New career paths, employment, and business opportunities

4.    Referrals and introductions to professionals

       and quality prospects

5.    Important information

       (Market/organizational shifts, upcoming events, etc.)

6.    Promotions or lateral moves within your organization

7.    Unique sales ideas from sales professionals in other fields

8.    Introductions to quality vendors and resources

9.    Advocates within related organizations and industries

10.  More sales

 “You have to accept that no matter where you work, you are not an employee;  you are in a business with one employee  yourself."              - Andrew S. Grove

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

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Capitalize on Opportunity

It's all about finishing well.  Understand the point-to-point mechanics of how your stuff ends up in your customers' hands.  Attach yourself to an order-understand the touch points from the consumer's initial awareness of the product or category through traditional advertising, online search, or social media all the way through the in-store merchandising experience-and see what you learn about potential weak spots in your competitor's assumptions.

Capitalize on opportunity.  "Whenever there's an opportunity for foot traffic, from either a season or a competitor, you really have to capitalize on it,"  "Regardless of whether you get the ad space, you always have an opportunity in stores to promote your product and take advantage of that traffic."

Plan for trouble.  Losing a key merchandising opportunity promised by an important partner happens in life and in business, but that doesn't mean you can't make doubly sure that won't happen today or tomorrow. And never stop working just because you've been told you got the ad.

Be ready when trouble arrives.  One of the most enduring lessons that an experience teaches is that you should have the resources ready when the opportunity (for the disaster) arises.  Having the foresight to train and retain the right resources is half the battle.

 

Contributed by Stephen Denny, Keynote Speaker & Author of Killing Giants, 10 Strategies to Topple the Goliath in Your Industry.

http://www.speakersforsuccess.com/stephen-denny/

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How Networking Can Work For You

Go to networking events expecting to have a positive experience.  As with any sales strategy: 

If you think networking is a bad idea,  you will prove yourself RIGHT.

Always act like an equal – because you are.  Sure, some in the room make more money than you today, but real wealth is measured by what you are and not by how much you have.  I know that sounds hokey, but it is still true.

You can act your way to better feelings, but rarely can you feel your way to better actions.  Repetition is the mother of skill and competence.  Feelings follow actions and behavior.  Do not wait to network when you feel like it, or you may never get rolling. 

Far too many professionals never network enough to develop the confidence that comes with experience.  They do not go through the networking process enough to get comfortable. 

Don’t feel that you’re good at conversation?  

Ask great questions and listen

Also, start reading for thirty minutes a day.  Take in all the information you can.  Read anything and everything so you can carry your share of the conversation. 

Live in a hockey town? 

Read the hockey scores even if you don’t know the meaning of a hat trick (Google it).  Pull your conversational weight. 

Knowledge about many issues and trends makes you more interesting. People coming in contact with you will more likely want to associate with you if you are well-read and knowledgeable (as long as what you are well-read and knowledgeable about isn’t just TV Guide and the National Enquirer).

Suggested reading:

Your local newspapers

Your local business journal

Your industry trade journals and newsletter

Publications that relate to your personal interests and specific industry.

Magazines:   Fast Company, Time, Newsweek, Selling Power, Fortune

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

 

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Crafted Goals to Stay in the Present

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Stating goals in the present tense tells our subconscious mind that we are committed – that the goals will not remain forever stuck in a future tense – as in, I WILL be wealthy.  Our mind takes ownership, sees the goal as an actuality (rather than a potentiality) – I AM wealthy – and works toward its realization. 

“Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.”       -- Sun Tzu

The subconscious mind chooses a path of least resistance. If we write, “I will be debt-free,” the subconscious mind does not act, because the “will” postpones the goal’s achievement to some indefinite time in the future.  When we craft a goal as if it were already achieved, already true, our minds want to make it happen.  Examples:

Daily, I am ...                          I weigh___ with a ___waist.

I know how to...                      My family and I are...            

I own...                                    I feel…

Well-crafted goals, stated in the present tense, serve as affirmations.  Think of affirmations as personalized powerful ads that you tell yourself over and over again about yourself and your life.  Get over any weird thoughts you might have about affirmations – we all use them.  We have lived our whole lives making affirmations.  Unfortunately, affirmations are often self-critical and self-limiting:

I am fat.                                              I am a lousy speller.

I am not a good salesman.                  I am always tired.

I know nothing about investments.     I’m destined to be poor.  

Be careful about everything you say to yourself, or think to yourself, about yourself, because you’ll end up being right. As Luigi Pirandello noted some time ago, “Così è (se vi pare)” – Right you are (if you think you are).

Your brain is a terrible thing to use against yourself.

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

 

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Create Personal Curb Appeal

Most people connect the term “curb appeal” to checking out a house or building from the street.  How does it look from the street?  Is it attractive to the eye from the outside?

Personal curb appeal involves much more than how you look on the outside.  Sure, you need to look sharp when networking, but real personal curb appeal originates from within.  Before you even start networking, you must feel it is inevitable that you will meet and help people.  You must feel it is inevitable that you will continue to progress.  It simply will happen.  It is happening.  You will help other people reach their goals.  You will reach your goals.  You are progressing and you help others progress. 

People pick up on that feeling.  It’s a buzz, an aura.  It surrounds you.  It’s appealing.  It draws the right people to you. 

Be a success in your own eyes. You have to feel successful.  Not Cocky or Uppity, just good about yourself.  This creates personal curb appeal.  You can’t go to a networking event looking for success.  You have to take success with you to the event.  Success breeds success.  Success attracts success. 

It is so important to feel successful, to feel like a winner.  Feeling successful makes you attractive.  You become attractive to be around.  You ooze confidence.  You create an aura of inevitability.  You must believe you can help.  That you will help.  It is inevitable.  At its core, having personal curb appeal is knowing that you can and will be progress for the people you meet.

Sometimes you are going to have to act more positive and confident than you feel.  If you do, you will soon start to feel more positive and confident.  Change the negative perceptions about yourself and you will easily build greater trust and rapport with others.  I know this is almost impossible to pull off, but try to compete only with yourself and do not compare yourself with others.  Your overriding goal is to be the best you can be. 

Don’t let anyone (including yourself) say you can’t do it.  

As a young student, Martin Luther King, Jr., was told by a teacher that he would never be able to speak with enough passion to motivate people into taking action.


Thomas Edison was told by educators that he was too stupid to comprehend anything.


Walt Disney was fired by a newspaper editor because he had "no good ideas."


Beethoven's music instructor once said of him, "As a composer, he is hopeless.”


A magazine editor once informed Emily Dickinson that he could not publish her poems because they failed to rhyme.

Michael Jordan was cut from his high school basketball team at the start of his sophomore year.   

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

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Goal Crafting

To work and win in this world of change we must dedicate ourselves to crafting personal and organizational goals that are so attractive, so alluring, that we are compelled to continually make choices that move us toward their accomplishment.

As a noun, craft can mean an object or machine designed for a journey, like a ship or an airplane.

As a verb, craft can mean to make or manufacture with skill and careful attention to detail. 

A goal is the aim, the objective, the purpose, the point.

Goal-crafting is the practice of creating personal and organizational targets that are so clear, so detailed, so sound, so enticing and leak proof that they actually become tools or vessels in our journey to their accomplishment. 

Our lives and organizations will surely change without well-crafted goals, but it is doubtful that they will progress.

Well-crafted, progress-based goals do not merely remind us of the desired destination; they help create the conditions and environment needed for their achievement.  They propel us into forward-focused action and strengthen our resolve to work and win in a world of change. 

“If a man knows not what harbor he seeks, any wind is the right wind.”           

-- Lucius Annaeus Seneca

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

 

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Don't Be Mumpsimus About Networking

One of the main reasons it is hard to have curb appeal when networking is FEAR. 

What will people think when I walk across a room and approach them to start a conversation?

Will they think I am stupid, boring, pushy? 

How’s my breath? 

It can be intimidating to approach someone and start a conversation. 

Ralph Waldo Emerson knew the way around this universal fear, but most of all he knew the way through it: Do the thing you fear and the death of fear is certain.”  

We all get all the butterflies in are stomach to fly in formation and then soar above their comfort zone to a new, more expansive comfort zone.  Don't make networking more complicated than it needs to be.  Develop strong networking skills so you can make connections without being rattled and intimidated.  The more intimidated you are by the process, the less appealing you are in the process.

Emerson’s advice will help you overcome the fear of meeting new people.  Use Nike’s formula and Just Do It!  These new contacts may eventually become strategic partners, customers, employees, employers, or even best friends.  Remember, most people enjoy offering assistance, information, and advice.  No one is getting voted off the island at the end of the event. 

You are the one who can stretch your own horizon.”

-- Rabbi Edgar F. Magnin

Zig Ziglar often uses a popular acronym for fear.   He says fear stands for:  False Evidence Appearing Real.   Right on, Zig. 

Really, do not be a Mumpsimus.  No, that is not misspelled and no, I didn’t call you a dirty word.  Well, maybe I did – sort of.

Mumpsimus (pronounced MUMP-si-mus) is a seldom-used word. 

Mumpsimus means: 

A. a person who persists in a mistaken expression or practice. 

B. an erroneous practice, use of language, or belief that is obstinately adhered to. 

In other words, the unfortunate state of mumpsimus means pigheaded adherence to a notion or expression that is popular but obviously wrong.  Do not be a mumpsimus about networking.  It is not some bad, hard, or artificial experience.  Resist the popular notion that networking is all fake sincerity and pushy behavior.  That is just not so.

Networking is not about arm-twisting.  It is not trying to get someone to do something that does not make sense for them to do.  It is not scary old backslapping sales shenanigans.  The simple fact is, most people are cool and want to meet you.  You will not find Eeyore or Oscar the Grouch at most networking events. 

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

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Humor into Your Daily Life

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People are often envious of those who are funny and able to make others laugh.  I know I am envious of Dennis Miller, Jack Black, early Steve Martin, and Bill Cosby, circa 1966.  Cosby’s comedy album “Wonderfulness” from that year is pure comedy gold.  Anyone can learn to be more humorous with a little practice.  Humor is a technique that can be learned, developed, and perfected  just like origami (OK, not like origami, but you get the idea). 

Incorporate humor into your daily life.  Once you cultivate humor, you have the foundation for intellectual rapport.  Not every attempt will get a knee-slapping belly laugh; your mission is bigger than that.  A comedian succeeds just by being funny, but a networker succeeds only when the humor helps to create a positive impression. 

But of course, humor will never substitute for solid listening skills.  Mix too much yuck-yuck with too little care or respect and you will plummet, crash, and burn.

Some people will not even desire or enjoy humor.  It will not take a rocket scientist to spot these folks because they will be the cats that won’t laugh at anything.  The best thing to do in this scenario is to play it straight.  Cut the humor and ask another open-ended question that gets them talking.  Remember, the goal is to deliver a solid first impression.  You are not auditioning for a gig on Jimmy Fallon.

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

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Networking Requires Talking to Strangers

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Networking requires assertiveness.  Some people find it easy to strike up conversations with strangers and keep track of old colleagues.  For others, networking is a tough, mysterious, and largely neglected process.  Be a conversation starter.  Talk to everyone, everywhere!  For most people, learning how to meet and talk with strangers isn't easy.  But do not ignore strangers. 

I know what your parents said, but you must talk to strangers.

A coaching client of mine had been trying for months to get a certain businessman to join him at a very active weekly networking event sponsored by his local Chamber of Commerce.  Finally this man came to the event. 

He walked into the room packed with people.  He looked at the pool of business professionals.  Looked at my client and said, “I don’t know anyone here.  I’m out of here!”  And he LEFT, literally turning his back on a roomful of opportunities. 

When my client told me about his misguided friend, it reminded me of the classic story of the two shoe-sales professionals who were sent to sell shoes to the Aborigines. 

One sends a telegram back to headquarters reading,   

“No opportunities here.  No one is wearing shoes.” 

The other sends a telegram back that says,

“Plenty of opportunities here.  No one is wearing shoes!”  

It is all in how you look at it.  You have to see strangers for what they are – opportunities.  Plus, when you talk to strangers they stop being strangers.  They might still seem strange, but they’re no longer strangers. 

At one point:

Bill Gates and Paul Allen were strangers.

You and your significant other were strangers.

Miles Davis and Charlie Parker were strangers.

Keith and Mick were strangers.

Oprah and Dr. Phil were strangers.

Nick and Jessica were strangers.

Sonny and Cher were strangers.

Those Google dudes were strangers.

Also, it is safe to assume that most people are at least a tad nervous at networking functions. Help others get more comfortable by approaching them first.  It is boring and close to a waste of time to attend a networking function and just stand around waiting for someone to come up to you and inquire about what you sell, or ask for your card. 

Commit yourself to proactively meeting new people.  Be open to new ideas and opportunities.  Find common interests. 

Find ways to help. 

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

 

 

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Achieving Peace of Mind

 

1.  How do you, your services, your ideas, your products,  your leadership style, your business plan and culture offer others peace of mind? 

2.  Is there peace of mind to be gained from working with you and for you?  Oh, yeah?  Like what?

3.  How can you and your organization be better positioned  in the minds of those you  wish to inspire to action?

4.  Do customers, clients, and guests take comfort or feel at ease knowing that you and your company are on the  case?  How so?

5.  How is accomplishing the goals you are committed to going to bring you peace of mind?

6.  How is working toward your goals bringing you peace of mind?

7.  How can you help coworkers, employees, and customers feel more peace of mind in their work and in their working relationship with you? 

8.  What aspect of your life and business should you improve to gain more peace of mind?

9. How is your customer service (internal and external) a catalyst for others to feel peace of mind?

10. How do you offer the Promise of Peace of Mind?

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

 

 

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Connecting with Successful People

The most successful, well-rounded and happy people are most often the ones who are best connected to other successful, well-rounded and happy people.  When these people need support or information, they know the right people to call. 

How well-connected you are determines your access to those with the most money, the best contacts, the real power and influence (not to mention the best seats at sporting events).  Being connected to the right people opens up opportunities for you and your company. 

“A noble person attracts noble people and knows how to hold onto them.”

-- Johann Wolfgang von Goethe

Building solid relationships with other professionals in your field is also a crucial part of career development and job-hunting.  During tough economic times, your network has the power to help you make a positive move and provide a stepping stone to your next career.  Best to develop your network before you need it. 

If you are already looking for a new job, deep down in your blood pumper you already know that you need to get out there and connect with people.  Sure, in a perfect world, your track record and past successes would speak for themselves, but without professional and personal contacts, your two-page spiffy resume on off-white professional-grade paper is likely going to just take up space in a pile on a hiring manager's overstimulated desk. 

You are going to have to log off Monster, move away from the keyboard, and find a room to work.

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

 

 

 

 

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Adapting Your Style to Deliver Solid First Impressions

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We each have our own style, our own way we like to communicate with others (different strokes for different folks).  This is a basic human fact.  Each interaction with other people requires you to assess the situation from a fresh perspective. 

It is also a fact that we need to connect when we meet someone.  Unfortunately, a tremendous amount of human energy is used unproductively in talking past or “at” each other.  We often fail to make a real connection with someone because we have a set of behavioral preferences that do not mesh with those of the person on the other side of our bifocals. Chameleons, modify their own preferences to make a favorable impression.   

Even though we are all unique, most people do fit into a certain style or predictable pattern of behavior.  People with similar styles tend to exhibit specific types of behavior common to that style. Such patterns of behavior influence how people prefer to communicate and interact.    

“Behavior is the mirror in which  everyone shows their image.”   

-- Johann Wolfgang von Goethe

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

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Sales is an Impressions Game

 

Unfortunately, far too many of us invest more energy in planning our weekends, or even what we’ll have for dinner, than we do our opportunities to prospects and customers.

Don't believe anyone who says sales is “just a numbers game.”  Sales is an Impressions Game – a Proof-of-Progress Game – The Ultimate Game of Trust.

Sure, the more contacts you make the better your odds – but you may also be blowing your chances for many potential relationships, not to mention time (yours and the prospect’s), by rushing through the process half-cocked with an indifferent attitude.  The worst time to think of what you're going to say is as it's coming out of your mouth.

Prepare, keep your enthusiasm, and be persistent.  Eighty percent of new sales are made on the fifth contact, yet the majority of salespeople give up after the second contact.  Give full attention to every relationship opportunity.   Being well organized makes it easier to build trust and offer progress.  

 

Contributed by:  Dean Lindsay, Award Winning Speaker & Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

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