Salesman’s Prayer

Prayer From The Greatest Salesman In The World … by Og Mandino

Oh creator of all things, help me. For this day I go out into the world naked and alone, and without your hand to guide me I will wander far from the path which leads to success and happiness.

I ask not for gold or garments or even opportunities equal to my abilities; instead, guide me so that I may acquire ability equal to my opportunities.

You have taught the lion and the eagle how to hunt and prosper with teeth and claw. Teach me how to hunt with words and prosper with love so that I may be a lion among men and an eagle in the market place.

Help me to remain humble through obstacles and failures; yet hide not from mine eyes the prize that will come with victory.

Assign me tasks to which others have failed, yet guide me to pluck the seeds of success from their failures. Confront me with fears that will temper my spirit; yet endow me with courage to laugh at my misgivings.

Spare me sufficient days to reach my goals; yet help me to live this day as though it be my last.

Guide me in my words that they may bear fruit; yet silence me from gossip that none be maligned.

Discipline me in the habit of trying and trying and trying again; yet show me the way to make use of the law of averages. Favor me with alertness to recognize opportunity; yet endow me with patience which will concentrate my strength.

Bathe me in good habits that the bad ones may drown; yet grant me compassion for the weaknesses in others. Suffer me to know that all things shall pass; yet help me to count my blessings of today.

Expose me to hate so it not be a stranger; yet fill my cup with love to turn strangers into friends.

But all these things only if thy will. I am a small and a lonely grape clutching the vine yet thou hast made me different from all the others. Verily, there must be a special place for me. Guide me. Show me the way.

Let me become all you planned for me when my seed was planted and selected by you to sprout in the vineyard of the world.

Help this humble salesman.

Guide me, God.

RELATIONAL LIFE, SALES, AND BEING

My Father Bob

“If you’re in this for the money, you are only about half paid…”

Bob Hammond (1921-2004)
Motivational Speaker/Dad

My father, Bob Hammond, grew up in Iowa during the Great Depression.
He was poor but received two years of college before being enlisted in the Army Air Corps during World War II.
He was an elite P-51 fighter pilot in the Asian Theater and was a decorated soldier.
He drank for 30+ years as he processed the experience. Consequently, our family grew up within the confines of alcoholism, divorce, and dysfunction.

As I got older, and my father got sober, we forged a relationship for a lifetime.
His support for me going to Humboldt State University, coupled with a mutual
spiritual revival, made for a lifelong friendship until his death in
2004. My father always supported my educational goals and expressed
confidence in me; he always believed in my choices and was available 24/7.
He was a people person and an expert salesman. He was relational in every way. People were his passion.

The lessons my father taught me had to do with relationships. People were priority.
For example, he came to work with me one day at the Tri City Weekly in Downtown Eureka to attend and contribute to a sales meeting. I was so proud and excited for my cohorts to hear the wisdom of this sage businessman and sales expert! He was my dad—coming to share his heart.

We gathered around, pen and paper in hand to hear from Bob Hammond, Sales Extraordinaire. We were ready…
He sat down at our office at 6th and D St. and we expected at least 30-45 minute training about the secrets of great sales. No Dice. No even close…

He sat cross-legged in his chair, took a deep breath, and uttered words that were simple and profound and have taken me 15 years to really comprehend….He simply stated:
“IF YOU ARE IN SALES FOR THE MONEY, YOU ARE ONLY HALF PAID.”
That was it. No prelude, no commentary, no addenda—Just 13 words spoken with authenticity and belief.
I must admit, I was a bit annoyed and aghast he didn’t have a strong follow-up and more to add. He didn’t need to.

His point was just this: In business, as in life, people and relationships are key. They are the reason for why we do what we do in business and commerce and in life. The Free Market System is lacking, even meaningless, without good relationships, friendships, and the joy of living a life full of meaningful experiences with fellow human beings.

My dad was a people guy, a hugger who loved crossword puzzles, plants, music, people, and God most of all.
His legacy of kindness, acceptance, thankfulness, gratitude, and forgiveness will always be with me.
As an alcoholic, he always had a special place in his heart for those who struggled with alcoholism. He modeled non-judgment and kindness toward all. My father left an inherent sense of godliness, spiritual value, and
a kindness that transcends most people you’ll ever meet. Although he
was a warrior in World War II and killed many while flying a P51
Mustang, the rest of his life was spent building, not destroying.
He’ll always be remembered in our family as the ice cream grandpa, who always loved Humboldt County and
insisted on multiple gallons of ice cream with each and every visit. Here’s to the legacy of a great guy, a great sales person… one of the Greatest Generation. May we approach our lives, careers, and business with a relational dimension and the kindness and care that all people want and need. Thanks dad for modeling this respect and honor for people in your quiet, but profound lesson.

Scott Hammond is the author of Every Day Dad: The Guide to Becoming a Better Father, a parenting expert, and the father of 9 children, who offers a unique point of view on fathering and intentional parenting. Scott is an award winning professional speaker and a recognized business consultant and leadership coach.
Scott motivates and inspires others toward positive, personal change and growth with his comfortable style, authenticity, and transparency. Using real-life stories, Scott shares how you can overcome life and parenting obstacles and become a better person.
Scott resides in McKinleyville, California with his wife of 27 years, Joni, and their kids. To connect with Scott, visit BecomeABetterFather.com

20 Steps to Compelling Goals

20 Steps to Compelling Goals

1. Have SMART goals
2. Have strategies that work– Make sure your goals are workable, realistic, and actionable.
3. Have good implementation—follow through and be methodical, sequential and incremental.  Start small and do not despise the day of small beginnings.
4. Accountability—be accountable to trusted advisors and mentors and those more experienced.  Coach and mentor others as well.  Hold yourself and others accountable to your goals.
5. Minimize distraction—focus on what’s important—keep the main thing the main thing
6. Commit to your goals and plans—daily review your goals and adjust as needed
7. Communicate your goals, with all stakeholders and family members—don’t do this in a corner.
8. Post written goals publicly—be very public and very accountable and very up front with  goals
9. Get family buy in and immediately—kid buying in and commitment to everyone involved.  Share what you have in mind with others who play a role in the plans success and achievement.
10. 10. Have daily, weekly, monthly meetings to review goals and progress
11. Develop reasonable implementation schedule and stick to it—calendarize!
12. Do your plans, see what happens, adjust as needed, and keep in touch with those who can help you stay on track.  Accountability works great!
13. Evaluate—revisit current goals and paradigms and find what works and what doesn’t.  Implement change immediately.  If it works.  Do not fix it.
14. Think out of the box—creatively brainstorm. Be fearless and try new things.  Get feedback from trusted advisors and mentors.
15. Go away—go somewhere way from all distraction and develop a compelling parenting plan.
16. Create a culture of accountability, celebration and clarity—celebrate achievement by awarding team and individual accomplishment.  Give public and private encouragement and praise. reward achievement
17. Communicate expectations—have courageous conversations and be clear on expectations. Communicate, communicate, and communicate.
18. Leverage your time and manager prime times of the day—the times where energy is the highest and most focused.
19. Just do it—plan the work and work the plan. Commit to high performance.  Kill procrastination and perfectionism.  Keep a sense of humor.  Learn to grow and change.  It back in action and get involved.
20. Dream it, write it down, and just do it— rediscover your passion, mission and purpose today.  You have a choice, time, resources, and ability.  Now it’s up to you.

Prayer from the Greatest Salesman in the World

Prayer From The Greatest Salesman In The World … by Og Mandino

Oh creator of all things, help me. For this day I go out into the world naked and alone, and without your hand to guide me I will wander far from the path which leads to success and happiness.

I ask not for gold or garments or even opportunities equal to my abilities; instead, guide me so that I may acquire ability equal to my opportunities.

You have taught the lion and the eagle how to hunt and prosper with teeth and claw. Teach me how to hunt with words and prosper with love so that I may be a lion among men and an eagle in the market place.

Help me to remain humble through obstacles and failures; yet hide not from mine eyes the prize that will come with victory.

Assign me tasks to which others have failed, yet guide me to pluck the seeds of success from their failures. Confront me with fears that will temper my spirit; yet endow me with courage to laugh at my misgivings.

Spare me sufficient days to reach my goals; yet help me to live this day as though it be my last.

Guide me in my words that they may bear fruit; yet silence me from gossip that none be maligned.

Discipline me in the habit of trying and trying and trying again; yet show me the way to make use of the law of averages. Favor me with alertness to recognize opportunity; yet endow me with patience which will concentrate my strength.

Bathe me in good habits that the bad ones may drown; yet grant me compassion for the weaknesses in others. Suffer me to know that all things shall pass; yet help me to count my blessings of today.

Expose me to hate so it not be a stranger; yet fill my cup with love to turn strangers into friends.

But all these things only if thy will. I am a small and a lonely grape clutching the vine yet thou hast made me different from all the others. Verily, there must be a special place for me. Guide me. Show me the way.

Let me become all you planned for me when my seed was planted and selected by you to sprout in the vineyard of the world.

Help this humble salesman.

Guide me, God.

10 Principles of Leadership

Fear of Speaking

How I Overcame the Fear of Public Speaking

By

Arnold Sanow, MBA, CSP

Rapid heart beat, sweaty palms, nausea, frequent bathroom breaks, may sound like some terrible sickness, but to many of us the diagnosis is speakers anxiety or fear of speaking in front of a group.

In fact, according to the book of lists, the #1 fear of most Americans is speaking in front of a group with the fear of death a distant #6.

For most of my life I had this terrible affliction, I was afraid to speak up for the fear of looking like a fool and being rejected by my peers. In fact, at staff meetings, I would never contradict ideas or voice my opinion and when it came to speaking to a big group I would always find an excuse to get out of it.

There were a number of steps that helped my transformation and if adhered to can help you become more confident and master this most important skill.

1. Join Toastmasters International – My involvement with Toastmasters was life-changing. Toastmasters is a non-profit organization that helps people master their communication and speaking skills. It’s easy to set up a group in your organization or join an existing one. Through a combination of exercises and positive feedback by the other participants you will see your speaking skills and confidence reach new levels. Contact their national office at 1-800-9-wespeak.

2. Get Rid of the Beliefs and Behaviors that Cause Fear. Many of our fears about public speaking come about due to unwarranted and unjustified thoughts. Here are some negative affirmations and beliefs to put out of your mind forever.

*Speaking is dangerous to my well being.

*I failed before in a speaking situation. I will probably fail again.

*A survey says that public speaking is the #1 fear, so it must be my #1 fear.

*The audience wants me to fail. The audience is my enemy.

*I don’t have the physical appearance or natural ability. My talents and looks are

limited.

*I may make a mistake. I want to be perfect.

*Jimmy Stewart, Willard Scott and Johnny Carson have feared it. Therefore, I ought

to fear it and avoid it.

As Abraham Lincoln said, “You are what you think”. Before each speaking

opportunity, think and write out positive affirmations (i.e. “I’m a great speaker”) and

you will eventually believe it and become it.

3. Practice … Practice … Practice - Learning to become a confident speaker is like learning to swim. You can watch people swim, read about it, listen to people talk about it but if you don’t get into the water you’ll never learn. Take every opportunity you can to speak!

4. Focus on a Friendly Face – Everytime you speak there is always at least one person who is smiling, looking at you or nodding in agreement. Keep your eyes on them until you feel relaxed.

5. Visualize the Audience in Their Underwear – Winston Churchill used this technique to overcome those apprehensive, grim looking people in the audience. It immediately calmed his fears by realizing that everyone is just a person like himself.

6. Plan – 90% of a good presentation revolves around good planning. If you want to decrease your anxiety — know your audience, research your topic, prepare a good outline and then follow it.

7. Visualize a Successful Presentation – Picture the opening, body and the close. Picture everyone smiling, laughing at your humor, applause at appropriate times and then coming up afterwards telling you about the great job you did.

8. Use your Own Style – Be yourself. Many fears can be attributed to a speaker trying to adapt to a style that is not their own.

9. Get to the Meeting Early – If possible, I’m always at my speaking engagements at least three hours before I’m scheduled to go on. By being early, I can check out and get comfortable with the room, practice my presentation, and get to know some of the participants.

10. Meditate – One exercise I use is a relaxation exercise which involves tensing up parts of the body and then relaxing them. For example, I will tense my hands, then relax them. Do this with your hands, feet, head and entire body until you feel totally comfortable.

As Walter Cronkite says, “It’s natural to have butterflies, the secret is to get them to fly in formation”. By following the formation above, your fears will be replaced with confidence.

Better Talking/Communication Paradigm

SAY IT RIGHT & WIN MORE OFTEN

The Better Talking Paradigm

In addition to thinking better, another big a part of creating a DONE BUSINESS is to employ a better manner of communicating with the people who can help you get more of what you want.  This would include customers and prospects, employees, centers of influence, consultants and coaches, and of course, friends and family members.  The Better Talking Paradigm is a series of steps to follow when informing others, enlisting support, or assigning tasks and responsibilities.  By working the steps you can expect to enjoy better results because those to whom you speak will more clearly understand what you expect from them.  This makes success come more easily. 

HERE’S WHAT YOU MUST DO:

1.            Make your listener want to hear you.  Open a channel then briefly state your point up front.

2.            Ask that judgment be suspended until you’re through talking.

3.            Send your message.  Describe the behavior you want.  Present win/win scenarios.  Don’t talk too much.

4.            Confirm both the receipt and understanding of your message.  Agree on fulfillment criteria and time lines.

5.            Get a committed response, a promise of action.

6.            Follow up, observe activity and results.

7.            If necessary, repeat the process more forcefully.

Your communication may necessitate a bit of planning; working on a step-by-step Game Plan of implementation so proper/timely execution can occur and the things you want can get done right the first time so they don’t have to be done over. 

Often the intent of talking is to persuade people.  Centuries ago Aristotle posited that for verbal persuasion to be truly effective, three elements must be present: trust, logic, and emotion.  You need to make a good first impression by establishing trust, through attitude, body language, voice tone and personal packaging, (how you look).  You have to present your case with indisputable logic.  And you have to give a tug to the emotions.  Then people will want to do what you want and you will win more often. 

“If all my possessions were taken from me with one exception, I would choose to keep the power for speech, for by it I would soon regain all the rest.”  – Daniel Webster

Thanks to Dr. Richard Borough

Why Do we Struggle?

WHY WE STRUGGLE

Do not be an indentured servant to your business, employees, and customers. Avoid the traps that if allowed to run amuck will conspire to tighten the chains of business bondage and kill your spirit.

1. TUNNEL VISION: Habits determine destiny. A lot of business owners are former technicians now masquerading as owners. They think they’re owners, but they don’t act the part. As once-accomplished technicians, they have a hard time letting go of such expertise and familiarity. They remain trapped in a technical tunnel vision comfort zone and mindset. Technical expertise is not enough when it some to managing a growing and thriving business. That takes an involvement in the big picture and in the strategy and in the leadership skills necessary to run a business successfully for the long haul.

2. BUSYNESS: Too many business owners confuse activity with accomplishment. They confuse busyness with results, hard work with working smarter, perspiration with purpose, and efficiency (doing things right) with effectiveness (doing the right things). Instead of working smarter, many hold tight to the delusion that working harder and harder is the solution. They keep trying to shift into higher and higher gears. The more the business grows, the harder they work, the more imprisoned they become. Truth is no matter how much energy you expend, the wrong strategies will inevitably lead to poor results—less freedom and more headaches. It’s like trying to catch fish in a pond with your bare hands. No matter how many hours you work or how deep you wade, a poor strategy leads to poor results—no fish dinner!

3. DOPEY DOER-SHIP: Instead of leadership, many business owners excel at doer-ship. They micromanage, like to touch and control everything. They trust no one but themselves. They believe no one does it as well as them. They seldom delegate, if at all. They mistake activity for leadership. Instead of thinking and leading like owners, they think and behave like employees. Instead of reflecting and planning, they excel at sweating and doing. They act like they have a job instead of owning a business. To lead effectively, you must trust others. Failing to develop leadership skill can cost you dearly.

4. INADEQUATE OR MISSING SYSTEMS: Most business owners don’t know how to re-engineer their operation to be more systems-dependent and professionally equipped with plans, policies, and procedures. They don’t create and document the specific processes outlining repeatable ways to do things right. They don’t write down the policies and procedures it takes to create a well-organized, smoothly running, easy-to-manage operation. Without defining and documenting the work that needs to be done, you can’t delegate effectively and in so doing, gradually remove yourself from your technician role. Tragically, you may unknowingly, reactively, and accidentally create an owner-centered and owner-dependent business. Until systems run your business, you’ll

always feel a little out of control and you’ll be trapped, and that’s never good.

5. ESCALATING COMPLEXITY: All business owners struggle against escalating complexity. Some lose the battle. As growth brings them an increasing number of customers, transactions, and problems they eventually reach a limit, a tipping point. Then the next little straw crushes them. Of course growing pains are unavoidable but if left unchecked they can make predictability nearly impossible. The good news is that with decent leadership and good systems, complexity can be restrained so your growth issues won’t overwhelm you.

6. MISSING MEASUREMENT AND POOR SCOREKEEPING: It’s easy to screw up when it comes to keeping score. Many business owners fail to install the most telling and helpful measurement devices. They don’t check on the status of “the money” often enough or they don’t understand the data they get, let alone know what do as a result of either bad news or good news. To end the struggle you have to keep track of helpful indicators. The money for sure, but other things too, like the degree of customer satisfaction, time spent working, and stress levels, especially yours. Master measurement and scorekeeping and you can predict the future more accurately. Then everything can get better, much better. And that’s a good thing.

7. LOUSY COMMUNICATION: Communication matters. Most business owners are not communication experts, especially in the beginning. High schools and colleges do not offer courses in how to communicate by talking. They should because there’s not much that matters quite as much, but they don’t. So it’s incumbent upon you to figure out how to speak effectively, how to use words to persuade others to do more of what you want, to willing want to follow your lead. You can find effective communication models described in many books and seminars. Read a book or two. Enroll in a seminar. Do it soon. It’ll be time and money well spent.

8. CRAPPY CASH FLOW: Happiness in business is positive cash flow—the money that comes from strong sales, from collecting what’s owed, and from controlling costs and payables. Planning your marketing and promotional activities so they produce intended results, adjusting systems to accommodate growth, and anticipating future money needs, this is the pure work of business itself. Do this well and become a cash flow wizard.

Freedom is what you want…lots and lots of freedom…and money…and contentment too. To make that happen simply follow the done business recipe. Embrace the seven commitments, work the thirteen commitments, and resolve the reasons why we struggle. Piece of cake!

Thanks to Dr. Richard Borough

How are You Percieved?

Perception is Reality…

How do Your Customers Really See You?

To keep both our internal (employees) and external customers happy we need to have a thorough understanding of their likes and dislikes. To make sure you are keeping them happy and delivering the best possible service ask yourself, your staff and above all your customers the following questions;

How well do we deliver what we promise?

How often do we do things right the first time?

How often do we do things right on time?

How quickly do we respond to your requests for service?

How accessible are we when you need to contact us?

How helpful and polite are we?

How well do we speak your language?

How hard do you think we work at keeping you a satisfied client?

How much confidence do you have in our products or services?

How well do we understand and try to meet your special needs and requests?

Overall, how would you rate the appearance of our facilities, products and people?

Overall, how would you rate the quality of our service?

Overall, how would you rate the quality of our service compared to our competitors?

How willing would you be to recommend us?

How willing would you be to buy from us again?

Alive Presentations

How To Make Your Sales Presentation Come Alive!

Arnold Sanow- www.arnoldsanow.com

Just knowing the features and benefits about our products and services does not guarantee sales. To sell our products and services we must be able to tell stories and create pictures in the minds of our customers to excite their imagination. A story can either be dull and uninteresting or it can come alive. To put imagination into your sales story and increase your closing opportunities answer the questions below.

    Get out the list of your product and service’s persuasive features and benefits to your customers. If you don’t have a list make one. Next to each feature and benefit put the answers to the questions below. (a feature is the characteristic about your product or service and the benefit is the result)

1.      What’s the most dramatic statement I can make about this feature and benefit?

2.      What’s the most arresting visual presentation of this feature and benefit to set a customer thinking about it?

3.      What’s the most searching question I can ask about this feature and benefit to set a customer thinking about it?

4.      What are the most interesting success story or sales examples I can give to back up the claims I make for this feature and benefit?

5.      Which are my best, most impressively written testimonials, the ones most likely to get attention either because of the person giving the testimonial or of what it says.

6.      What is the most dramatic action I can perform to hold and impress my customer while dealing with this feature or benefit?

7.      What is the most compelling logic I can find in relating this feature and benefit to others?

8.      What is the most effective demonstration I can make of this feature and benefit?

9.      What customer participation can I devise, in this feature and benefit so that my customer becomes part of the act?

10.  What practical test can I suggest for proving the validity of my claim for this feature and benefit?

     To further increase your opportunities and kick start some life into your business, ask yourself, your staff and your customers these questions about your product and services:

     Can the products/services be put to other uses? Can it be adapted? What else is like this? What other ideas does this suggest? What could we copy? What could be modified?,  Given a new twist? Changed in color, meaning, sound, motion, odor, form, shape?  Any other changes possible? Can it be magnified? What can be added? More time? Greater Frequency? Stronger? Higher?  Longer? Shorter? What can we substitute? What else instead? Other ingredients? Rearrange? Change the schedule? Reverse it? Combine it? Different Purposes?

       Remember that you only get one chance to make a good impression. By putting some “zip” into your sales presentation you’ll close more sales and see your business skyrocket to the top!

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