Archive for August, 2017

#776 Everyone is Selling

Posted by frank August - 28 - 2017 - Monday ADD COMMENTS

Everyone is in sales. We’re all selling some of the time. Selling, in my lexicon, means convincing. You many not carry the title of salesperson but you are selling to make your living. The biggest differences between professional salespeople and all others are the compensation structure and the recognition and honing of the skills.

Doctors need to sell patients on healthier lifestyle choices.
Lawyers need to sell juries on the innocence of their client.
Moms sell kids on the need to read.
The admin person sells his supervisor on the need for a raise.
A good boss sells her people of the need to work harder and produce better results.
When you get pulled over you’re selling that cop on the idea that he doesn’t need to write you a ticket.

Can the doctor just tell you what to do? Sure he can but how does that usually work out?
Can you tell little Frankie to read more? Sure you can, but will he?
Can the boss simply order people to do more and better work? Of course he can but what will he get when he isn’t breathing down their necks?

• Selling is telling with enthusiasm and emotion.
• Selling is telling with a picture that takes people from where they are to where they want to be.
• Selling is stories of better outcomes based on similar circumstances.
• Selling is building the trust that allows one to suggest (sell) an idea.
• Selling is convincing old idea keepers that change can be good.
• Selling is looking out for the best interest of another and helping them to get there.
• You’re selling every time you contrive to bring someone to your point of view

I’ve studied sales (convincer strategies) for close to 40 years and here’s what I’ve found. Those with better sales skills, regardless of their profession, do better in life.
So get the images of Tin Men, Tommy Boy and Glengarry out of your head and embrace your inner salesperson.
Understanding this skill set will serve you well in every area of your life.

2017 Motto: Daily disciplines create desired outcomes

#775 Outsides Vs. Insides

Posted by frank August - 21 - 2017 - Monday ADD COMMENTS

You can’t know someone’s inside by judging their outside, yet, we do it all the time.
When I was a kid I was invited over to my friend Keith’s house. Keith’s Dad drove a Cadillac in the days when driving a Caddy meant you had money. Keith had nicer clothes than I did and had all the latest things a boy could want. When I came home I whined to my Mom about how much Keith’s family had compared to how little we had.
She explained the concept insides vs outsides, without ever demeaning Keith’s family. She explained the value of love and family vs. money and things and then she went to the bookcase, pulled out a book, and read me this poem:
RICHARD CORY
By Edward Arlington Robinson

Whenever Richard Cory went down town,
We people on the pavement looked at him:
He was a gentleman from sole to crown,
Clean favored, and imperially slim.

And he was always quietly arrayed,
And he was always human when he talked;
But still he fluttered pulses when he said,
‘Good-morning,’ and he glittered when he walked.

And he was rich – yes, richer than a king –
And admirably schooled in every grace:
In fine, we thought that he was everything
To make us wish that we were in his place.

So on we worked, and waited for the light,
And went without the meat, and cursed the bread;
And Richard Cory, one calm summer night,
Went home and put a bullet through his head.

2017 Motto: Daily disciplines create desired outcomes

#774 Now You vs. New You

Posted by frank August - 14 - 2017 - Monday ADD COMMENTS

In a contest of New You vs. Now You, Now You kicks butt…and that is not a good thing.
New you is the future you that you imagine and Now You is, well, You.

New You is 12lbs lighter and feels great, but Now you, just ordered the nachos an another beer.
New you is tobacco free and the picture of health. Now you went 12 hours without a smoke and then drove to 7-11 at midnight for a pack of Marlboros. New You is happily retired with the income he needs to live well in his twilight years. Now You just took a loan against his 401K and went to Vegas.

Now You is posing rationalizations and making judgments while New You doesn’t even get a lawyer!
The problem is that Now You is clever. He knows you inside and out because he is you. He knows exactly what arguments to make to convince you that the pleasure you seek now is OK and that there is plenty of time to work on New You. He’s a liar. He’s a snake oil salesman.

Take a small step toward New You today.

2017 Motto: Daily disciplines create desired outcomes

#773 One way to avoid anxiety

Posted by frank August - 7 - 2017 - Monday ADD COMMENTS

Goals without conscious gratitude and some planning are nothing more than vague, anxiety producing, dreams.
Having this ephemeral sense of something better and thinking in the periphery of your mind that there is something out there for you in the future is a formula for this constant low level anxiousness that plagues so many.
Your past does not equal your future. Your daily behaviors add up to your future.
My formula for losing that low level anxiety is first to be present. To feel where you are and find things to be consciously, outwardly, grateful for now.

There are a lot of people who died yesterday who would gladly take on your issues today.

Secondly, set your eye on the prize. Whatever it is that you think will improve your tomorrow’s needs to be written down and looked at often. With that in hand you can do a little bit each day to make it to that future and taking small steps toward something definitive alleviates that gnawing feeling that you should be doing something but you don’t know quite what it is.

2017 Motto: Daily disciplines create desired outcomes