Thursday, June 27, 2013
Since reading The Traveler's Gift by Andy Andrews which I highly recommend, I have been able to codify my life principles because they match those that he spelled out in the book. I want to share them with you:
1/ The buck stops here: Adversity is preparation for greatness
2/ I will see wisdom: I will chose my friends with care
3/ I am a person of action: I can make a decision and make it NOW!
4/ I have a decided heart: My destiny is assured
5/ Today I will choose to be happy: I am the possessor of a grateful heart
6/ I will greet this day with a forgiving spirit: I will forgive myself
7/ I will persist without exception: I will find a way where there is no way
You do not have to tell me anything about yourself other than what you believe in and I mean what you honestly believe in and I will tell you what you are and what you will become. It is that simple!
Believe in yourself ONLY if you have a self worth believing in,
dan
Friday, June 21, 2013
Do you like to annoy people? Does your boss?
By now most of you know how I feel about the Return on Investment (ROI) of cold calling. It is not good. Not good at all!
Jeffrey Gitomer sums up how I feel very succinctly as he is often prone to do.
Have
your boss sit down next to you and make cold calls himself. Let him annoy
the same people you're annoying. Let him see what a total waste of time cold
calling is – how it affects your mood, how it affects your belief system, how
it affects your personal pride, and how it affects your attitude. Then start to
call customers you're already doing business with, customers who love you. Ask
them if you can come over and help them out for an hour. Ask them if you can
come over and talk about how your service affects their business. Ask them if you can come
over and help build the relationship. Tell them you need to make a 'good will'
visit. Those are the people who will invite you right in and talk to you for a
half an hour and maybe help you earn a referral. That's where the money is in
sales, not in cold calling. Cold calling will annoy your boss. Imagine what it
does to your potential customers. Referrals – that's where the money is. "
Here
is an actual and factual example from one of our agents from an email
he sent me last month. How does this stack up against your ROI on Cold
Calling?
"Last month was referred to a customer from one of my other
customers.The
referral has netted us so far a profit of close to $20,000".
Trying not to annoy you with facts,
dan
Friday, June 14, 2013
Be Careful What You Plant
A successful businessman was
growing old and knew it was time to choose a successor to take over the
business.
Instead of choosing one of his Directors or his children, he decided to
do something different. He called all the young executives in his company
together.
He said, "It is time for me to step down and choose the next CEO. I have decided to choose one of you. " The young executives were shocked, but the boss continued. "I am going to give each one of you a SEED today -one very special SEED. I want you to plant the seed, water it, and come back here one year from today with what you have grown from the seed I have given you. I will then judge the plants that you bring, and the one I choose will be the next CEO."
One man, named Jim, was there that day and he, like the others, received a seed. He went home and excitedly, told his wife the story. She helped him get a pot, soil, and compost and he planted the seed. Every day, he would water it and watch to see if it had grown. After about three weeks, some of the other executives began to talk about their seeds and the plants that were beginning to grow.
Jim kept checking his seed, but nothing ever grew.
Three weeks, four weeks, five weeks went by, still nothing.
By now, others were talking about their plants, but Jim didn't have a plant and he felt like a failure.
Six months went by -- still nothing in Jim's pot. He just knew he had killed his seed.
Everyone else had trees and tall plants, but he had nothing. Jim didn't say anything to his colleagues, however, he just kept watering and fertilizing the soil- he so wanted the seed to grow.
A year finally went by and all the young executives of the company brought their plants to the CEO for inspection.
Jim told his wife that he wasn't going to take an empty pot. But she asked him to be honest about what happened.
Jim felt sick to his stomach; it was going to be the most embarrassing moment of his life, but he knew his wife was right. He took his empty pot to the board room.
When Jim arrived, he was amazed at the variety of plants grown by the other executives. They were beautiful - in all shapes and sizes. Jim put his empty pot on the floor and many of his colleagues laughed, a few felt sorry for him!
When the CEO arrived, he surveyed the room and greeted his young executives.
Jim just tried to hide in the back. "My, what great plants, trees, and flowers you have grown," said the CEO. "Today one of you will be appointed the next CEO!"
All of a sudden, the CEO spotted Jim at the back of the room with his empty pot. He ordered the Financial Director to bring him to the front. Jim was terrified. He thought, "The CEO knows I'm a failure! Maybe he will have me fired!"
When Jim got to the front, the CEO asked him what had happened to his seed. Jim told him the story.
The CEO asked everyone to sit down except Jim. He looked at Jim, and then announced to the young executives, "This is your next Chief Executive Officer! His name is Jim!"
He said, "It is time for me to step down and choose the next CEO. I have decided to choose one of you. " The young executives were shocked, but the boss continued. "I am going to give each one of you a SEED today -one very special SEED. I want you to plant the seed, water it, and come back here one year from today with what you have grown from the seed I have given you. I will then judge the plants that you bring, and the one I choose will be the next CEO."
One man, named Jim, was there that day and he, like the others, received a seed. He went home and excitedly, told his wife the story. She helped him get a pot, soil, and compost and he planted the seed. Every day, he would water it and watch to see if it had grown. After about three weeks, some of the other executives began to talk about their seeds and the plants that were beginning to grow.
Jim kept checking his seed, but nothing ever grew.
Three weeks, four weeks, five weeks went by, still nothing.
By now, others were talking about their plants, but Jim didn't have a plant and he felt like a failure.
Six months went by -- still nothing in Jim's pot. He just knew he had killed his seed.
Everyone else had trees and tall plants, but he had nothing. Jim didn't say anything to his colleagues, however, he just kept watering and fertilizing the soil- he so wanted the seed to grow.
A year finally went by and all the young executives of the company brought their plants to the CEO for inspection.
Jim told his wife that he wasn't going to take an empty pot. But she asked him to be honest about what happened.
Jim felt sick to his stomach; it was going to be the most embarrassing moment of his life, but he knew his wife was right. He took his empty pot to the board room.
When Jim arrived, he was amazed at the variety of plants grown by the other executives. They were beautiful - in all shapes and sizes. Jim put his empty pot on the floor and many of his colleagues laughed, a few felt sorry for him!
When the CEO arrived, he surveyed the room and greeted his young executives.
Jim just tried to hide in the back. "My, what great plants, trees, and flowers you have grown," said the CEO. "Today one of you will be appointed the next CEO!"
All of a sudden, the CEO spotted Jim at the back of the room with his empty pot. He ordered the Financial Director to bring him to the front. Jim was terrified. He thought, "The CEO knows I'm a failure! Maybe he will have me fired!"
When Jim got to the front, the CEO asked him what had happened to his seed. Jim told him the story.
The CEO asked everyone to sit down except Jim. He looked at Jim, and then announced to the young executives, "This is your next Chief Executive Officer! His name is Jim!"
Jim couldn't believe it. Jim
couldn't even grow his seed.
"How could he be the new CEO?" the others asked.
Then the CEO said, "One year ago today, I gave everyone in this room a seed. I told you to take the seed, plant it, water it, and bring it back to me today. But I gave you all boiled seeds; they were dead - it was not possiblefor them to grow.
All of you, except Jim, have brought me trees and plants and flowers. When you found that the seed would not grow, you substituted another seed for the one I gave you.
Jim was the only one with the courage and honesty to bring me a pot with my seed in it.
Therefore, he is the one who will be the new Chief Executive Officer!"
* If you plant honesty, you will reap trust* If you plant goodness, you will reap friends* If you plant humility, you will reap greatness* If you plant perseverance, you will reap contentment* If you plant consideration, you will reap perspective* If you plant hard work, you will reap success* If you plant forgiveness, you will reap reconciliation.
So, be careful what you plant now; it will determine what you will reap later.
"How could he be the new CEO?" the others asked.
Then the CEO said, "One year ago today, I gave everyone in this room a seed. I told you to take the seed, plant it, water it, and bring it back to me today. But I gave you all boiled seeds; they were dead - it was not possiblefor them to grow.
All of you, except Jim, have brought me trees and plants and flowers. When you found that the seed would not grow, you substituted another seed for the one I gave you.
Jim was the only one with the courage and honesty to bring me a pot with my seed in it.
Therefore, he is the one who will be the new Chief Executive Officer!"
* If you plant honesty, you will reap trust* If you plant goodness, you will reap friends* If you plant humility, you will reap greatness* If you plant perseverance, you will reap contentment* If you plant consideration, you will reap perspective* If you plant hard work, you will reap success* If you plant forgiveness, you will reap reconciliation.
So, be careful what you plant now; it will determine what you will reap later.
Have The Best Father's Day Ever,
dan
Thursday, June 6, 2013
Appreciation
An elderly American salesman arrived at French immigration at Paris's
Charles de Gaulle Airport and began fumbling for his passport. The
French official quickly grew impatient. "You have been to France
before, monsieur?" he asked in an unnecessarily aggressive tone.
"Yes, but it was a while back," replied the old, retired salesman, still
rummaging in his bag. "In that case," continued the official, doing
what passed for a
hostile impression of Inspector Clousseau, "you should know to have your
passport ready for inspection." "But the last time I came to France I
didn't have to show my passport or any documents," asserted the old
salesman. "It is not possible," snorted the Frenchman. "I'm telling
you, old
man, you Americans always have to show your passport on arrival in la
belle France!" The retired American salesman's patience, had suddenly
be worn thin.
He turned and fixed his icy stare on the the young French official and
strongly asserted: "And I'm telling you, son, that when I came ashore
on Omaha Beach, in Normandy, on D-Day, on June the 6th in the year 1944,
there was no d-a-m-n-e-d Frenchman on the beach asking to see my
passport!"
Moral of the story. True sales professionals know that in order to do what we do, we require a free democratic society. Sixty-nine years ago today several thousand Americans, British, Canadian and other allies paid the ultimate price, so that we may live, free.
Take a few minutes today to read about them at any one of the following sites:
http://www.dday.org/
http://www.army.mil/d-day/
http://www.dday.co.uk/
"You are about to embark upon the great crusade toward which we have striven these many months. The eyes of the world are upon you...I have full confidence in your courage, devotion to duty and skill in battle." - General Dwight D. Eisenhower
Moral of the story. True sales professionals know that in order to do what we do, we require a free democratic society. Sixty-nine years ago today several thousand Americans, British, Canadian and other allies paid the ultimate price, so that we may live, free.
Take a few minutes today to read about them at any one of the following sites:
http://www.dday.org/
http://www.army.mil/d-day/
http://www.dday.co.uk/
"You are about to embark upon the great crusade toward which we have striven these many months. The eyes of the world are upon you...I have full confidence in your courage, devotion to duty and skill in battle." - General Dwight D. Eisenhower
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