Do You Have Resolve?

"I fear all we have done is to awaken a sleeping giant and fill him with a terrible resolve."
~ Isoroku Yamamato

After the attack on Pearl Harbor Admiral Yamamoto, of the Japanese navy, made the above statement reflecting his apprehension of what was about to come. At the beginning of each year millions of people go through the time honored tradition of making resolutions. We resolve to do better, be better and make a difference. We resolve to change. But are we filled with a terrible resolve? A resolve that can withstand any circumstance, any condition and any setback? You know the kind of resolve I'm talking about. The resolve that we see highlighted on the silver screen from "Rudy" to the guy who saws his arm off to free himself from a giant boulder. We see it on the news when our soldiers are interviewed protecting what we value so dearly. We see it in the determination to do what others can't or won't. We see it and we respect it. We admire it. But does the seeing fuel our own personal resolve? Does it make us more determined to follow through on the simple little things we resolve to do to be better and make the world a better place? An opportunity awaits us all - not just at the beginning of the year, but every day. To resolve and persevere through setbacks. By all means make resolutions this year. Awaken a giant within. Fill yourself with a terrible resolve. Make it real. Make it a "No Matter What Resolution" This year make it a resolution to be a person of resolve.

I Resolve - No Matter What...

From Aida to Dread

"Sales are contingent on the attitude of the salesman - not the attitude of the prospect." ~ W. Clement Stone

Salespeople all over the world are saying "What Happened?" Things changed! The Buyer is now in control.Every product, every service and every transaction has become a commodity where buyers can just jump on the internet and get price, quotes and all the information they need to compare. What is a salesperson to do? It used to be so easy we say. All we had to do was follow the old standby that every sales class taught us AIDA. Attention ~ Interest ~ Desire ~ Action. But now... It's a different model. Now it's DREAD. The buyer has a DESIRE ~ They do RESEARCH ~ They ENGAGE sellers ~ They APPRAISE their choices ~ Then they DECIDE. What's a salesperson to do?

The answer is ~ Engage. Buyers now have more information. Buyers now have more options. But just like in the AIDA model where the key was found in translating Desire into Action the new paradigm puts an emphasis on maintaining Engagement. Buyers certainly have access to more choices. Buyers will evaluate who they've engaged with and may appraise their options often after the initial contacts. Great salespeople will keep buyers engaged and stay actively engaged with them through their decision. Desire to Action? - Now it's all about Engagement to Decision. The more things change, the more they...


5 Lies We Tell Ourselves

"Deed, not words shall speak to me." ~ John Fletcher

What if we were visited tonight by the ghosts that went to see Ebeneezer Scrooge? What if they came and said to us "Come On - Be honest about a few things." What are 5 Lies we tell ourselves?

Why Do We Blog?

The Lie ~ "Because we want to connect, inform, educate and give something back. Because we want to share insights and perspective.

The Truth ~ It's Because of our Ego.

Why Don't We Call More?

The Lie ~ Because it's inefficient, people don't like it. It's outdated, a waste of time and other methods of contact work much better.

The Truth ~ Because we don't like difficult things. We are lazy, try to avoid possible conflict and discomfort. We want to be passively read, respected and liked. Because calls take a whole lot of work & effort.

Why Do We Use Social Media?

The Lie ~ Because it's the mode that everyone is using. Because it's the future. Because I'm smart. Because I'm getting huge exposure. Because more people can see, connect with and like me.

The Truth ~ Because it's entertaining and we can turn it off like TV.

Why Do We Follow Less Than Follow Us?

The Lie ~ Because we filter for quality. Because we are selective.

The Truth ~ Because we are Divas that think we're all that - We're Not.

Why Don't We Say Less and Do More?

The Lie ~ Because we need to get our word out and build a large following to effect change. We need a lot of connections.

The Truth ~ Come On - Be Honest...

"A thousand words will not leave so deep an impression as one deed."

Eat, Pray and Love?

"Kites rise highest against the wind-not with it." - Winston S. Churchill

Sales is a funny business. No really - it's a really funny business. Why? Because there is no single "right way" of getting business and making people happy. This in turn drives a multitude of experts to hang up a shingle that says "Here is how you sell". Now naturally the next step is we need people to tune in and turn on to our message. So what do people that want to consult, or teach sales, do in order to get people to listen? We make it warm and fuzzy. People like to hear about soft skills, relationship building, inspirational stories and stuff that makes them feel good - it's human nature. Be good, sincere and caring is our message. Ask questions and think about what the client wants first. Be prepared and diligent and everything else will take care of itself. Then you will be able to just "Eat, Pray and Love". That's a really nice message - it resonates. It's warm and fuzzy. It's all true and it really sells. It sells because it's human nature - it's golden rule stuff. But here is the brutal, unadulterated truth ~ If you really want to be good at sales - You have to do stuff that most people don't want to do. You have to hear stuff that most people don't want to hear. You have to ask questions that most people don't ask. You have to have a sense of urgency that most people don't have. You need drive, courage and the character to keep going when most people give up. Want to be good at sales? Instead of Eat, Pray and Love. Try ~ Call, Listen and Drive.
Call more people than others do. Listen more intently and ask the tough questions that others don't. Drive your conversations to next actions and continue driving when you want to give up. Have an unrelenting sense of urgency. Be more dependable than anyone else and provide more value than anyone else - anywhere. That's what drives sales success first and foremost - then by all means...

Take a moment to Eat, Pray and Love.

Do What You Must

."A man does what he must - in spite of personal consequences, in spite of obstacles and dangers and pressures - and that is the basis of all human morality." Winston S. Churchill

I had dinner recently with an old boss and a new friend. It's kind of funny how that works in life. The line that was necessary when you work for, or report to, someone vanishes once you are away from the shared arena and day to day cauldron of expectations. It's replaced by anecdotes, memories and respect. We shared a steak and a beer and great conversation about a new venture he was starting with a couple of former Navy Seals. The discussion turned to character traits, business lessons learned and what was at the core of things and people in life. John smiled when he spoke of his children and we shared pictures. Then we spoke about the "core" of people. We spoke about character and what we wanted for our children and he asked me what I treasure in people. I responded "The Core". Some people have a core that is like tempered steel. It is a self defined set of principles that they have determined will drive their life. It's an honor thing. An uncompromising, unwavering no matter what thing. Some people define their core by what others believe are unreasonable expectations and those are the people I respect. They hold unreasonable expectations of themselves and those they come to respect. Circumstance and conditions are irrelevant to their core. Churchill said "A man does what he must - in spite of personal consequences, in spite of obstacles and dangers and pressures - and that is the basis of all human morality." Each of us determines what we "must" do. Each of us determines our core and how strong and unrelenting that core will be. What earns respect?

A well defined and tempered steel core.