Archive for November, 2017

#788 It ain’t easy

Posted by frank November - 20 - 2017 - Monday ADD COMMENTS

Just because she makes it look easy doesn’t mean she isn’t exerting a ton of effort.
Great communicators are like that. They have superlative people skills. They think before they speak. They anticipate needs. They think about you in advance of meeting you and have a feel for how the conversation or meeting will flow best. They look for what’s good and raise a flag over it. You leave encounters with them feeling better about yourself and smiling about the time you spent together. They’re straight without being blunt or rude.
To the casual observer they make it look easy, like it comes naturally. Lots of people talk about them like they have it made, like they float through life in a Teflon vest.
The truth is they work at it. They think constantly. They anticipate needs, moods and reactions and craft their remarks to maximize the effectiveness of the conversation.
The blunt, rude, and crass believe that the great communicators are too soft, too easy on people. But here’s the truth; they are effective and that’s why they excel and attract people who are happy to listen and to follow.
More than good education, high SAT scores, natural abilities in math or science or studying your ass off, your ability to move people will determine your success.
Making it look easy doesn’t mean it isn’t deliberate and well thought out; it just means they’re good.

2017 Motto: Daily disciplines create desired outcomes.

#787 Are You Attractive?

Posted by frank November - 13 - 2017 - Monday ADD COMMENTS

Think of someone you are attracted to; someone you look forward to seeing and really like to be around. Are they churlish? Do they complain incessantly? Do they make the worst of every situation?
Likely not. The people we want to be around are more often pleasant with a positive outlook. They smile more than they frown and they usually rebound rather quickly from minor inconveniences.
If you want people to be attracted to you, you have to be attractive. If you’ve gotten into the habit of complaining about traffic, the weather, the crowds, the customers, the politicians or celebrities, you’re unattractive!
It’s easy to slip into the bitching and moaning thing. For some reason it seems to be a fairly natural state we have to learn and discipline ourselves out of. Watch a two year old. A bump brings tears as does the taking away of a toy, or a bath, the veggies they don’t want or a denial of the cookie they do want to eat. They can pitch a fit at any small slight. They don’t govern their emotional state, they roll with how they feel in the moment.
We may have the same feelings. We may feel slighted, frustrated, or annoyed but we get to CHOOSE our state. If we are of the mind to do so, we can set the temperature of our day; we can control our emotional weather.

2017 motto: Daily disciplines create desired outcomes

#786 Do you have the sales gene?

Posted by frank November - 6 - 2017 - Monday ADD COMMENTS

Are you born to sell or do you learn to sell? I believe that if you have someone else’s strategy you can do whatever they can do. If you lifted the same weights, ate the same foods and DID THE SAME DRUGS you could be as big as Arnold.
We’ll get in to this more in the coming weeks but for now let me tell you that I have found there are a few common traits among great salespeople. Let me tell you a story about one of them.

Vinny was a rock star salesperson. He consistently placed in the top five slots of a very talented team of forty. Vinny was terminally upbeat. He embodied the principle of “lemons in to lemonade”.
I was on a president’s club trip with Vinny and sat down for a chat with his very new bride. “So what is it like being married to Vin? He must keep you in a good mood all the time!” She said, “Yeah, he’s a lot of fun but he’s also a nag.” “A Nag?” “Yeah like if he wants to invite his brothers to the ski house for the weekend and I may not think it is the right time he asks, then he asks again, then he proposes it in a different way, then he offers to make up for it with another trip, then he waits a day and askes again, he’s just doesn’t hear NO!”
I smiled at this because what Vinny’s wife calls nagging, I call persistence it is the reason she was sitting on a beautiful beach; all expenses paid, and it is the number one quality I see shared by great salespeople. Vin may have had a life that conditioned him to be like that but make no mistake, it is not in his DNA, it is a learned skill and you too can work on your persistence muscle to make your sales grow to ginormous proportions…drug free.

2017 motto: Daily disciplines create desired outcomes