In the mid 90’s many thought that the Detroit Red Wings Hockey team would never live up to the hype and expectations set before them. They were arguably the most talented team, the highest salary in the league, and had some of the most devoted fans anywhere. After a series of disappointing playoff runs in which the highly favored Red Wings saw early exits. Their quest of winning the Stanley Cup seemed more and more like a long shot.
In 1997 they found themselves in familiar territory. It was late in the season and the Wings were gearing up for the playoffs and faced their rival once again. They game was highly anticipated and built up by the media. The Red Wings had been consistently manhandled by this team and the contest was expected to be competitive but it was doubtful that the Wings would be able to match the intensity of physical play dealt by the Avalanche (the rival). The Wings were known for their skill, scoring, and puck possession. Many critics said that they were soft, old, and didn’t have the stamina to endure the grind of the playoffs.
So, the game went as many thought it would. Halfway through the game, the Avalanche were leading and they had all the momentum. The commentators were calling the game as if it were already over, as if they expected the Wings to lay down and play dead. Then something happened! The game got physical and the Red Wings stood up to the rival. It was like they had finally had enough and drew a line in the sand. I watched them come together as a team, empty themselves, and fight back like they never had before. So, they matched the physical play, but they were still losing badly and time was running out. They took control of the game from that point on and tied the game and sent it into overtime. Then they won in overtime. That game changed everything. You saw a new poise, and new attitude and a new level of courage and confidence that they didn’t display previously. They went on to win the Stanley Cup two years in a row and dominate their rival for a few years. The adversity helped them rise above mediocrity.
They did a few things that we can use to take it up a notch in our business and profession as well. It is know as F.A.T. They Fought hard Acted bold and Thought big. FAT!
Fight hard: Like my hockey team, you must be at a point where you don’t hold anything back and see yourself on the winning side of your challenge. Give everything you have to be the best you can be and do it for the right reasons.
Act bold: Every person has inhibitions. We must face up to whatever the challenge is and have the determination and willpower to see it ALL the way through. Many sales professionals don’t do the little things that separate them from the competition. Many are afraid to call on an account, or to visit them or think that a task is too hard for them. Stand up and be bold. Do the things that are hard and call that account that always shuts you down and do it with boldness.
Think big: Don’t ever settle. Have big dreams and aspirations. Those who achieve things in this world have dreams and aspirations maybe beyond what they think that they can accomplish. Have a vision for your success that is unreasonable and expect it. Someone once told me: “if you aim for the moon, you might hit the telephone pole. But if you aim for the telephone pole, you might hit your foot.”
Live life, expecting great things to happen and get out there and MAKE it happen by Fighting hard, Acting bold and Thinking big.
To your success.
Ignite your passion!
Sunday, October 17, 2010
Sunday, October 3, 2010
2 Minute Think
This is sort of an expansion on what I wrote last week on the NLP topic. But we will focus more on your belief system and the mental process of making a clear picture of the result that you want.
I have an old audio recording of this production called “The One Minute Salesman”. It is a skit illustrating how the technique is used in a number of ways and boils down to a simple principle of what you picture, if what you will get. If you walk into an appointment thinking about all the things that can go wrong, you will inevitably bring them upon yourself and attract them to your life. One example was a man describing his mental thought process a few minutes before he goes into a sales call. He described in detail what he went through every time he was about to go in the door to an appointment and he would mentally prepare for all the things that could go wrong and how he would react. In the skit he described how much fun it was when he began selling and when the going got tough he called upon his self discipline and worked harder, however after a period of time he became burned out and it became more difficult and was no longer fun. The turning point in the role play was where the salesman learned to picture a positive outcome instead of a negative one and to really “care” about how his product would help the buyer.
To me is goes without saying that if you do not believe in what you are selling or it does not offer any real benefit to the end user, you are simply a peddler. If you are selling something you don't believe in, or wouldn't sell it to a family member, then find something you do believe in. The consumer is more educated and sophisticated today and we must respect that. We cannot sell something simply for the sake of making a buck because a smart consumer will be able to sense it. I have made a lot of friends that I have done business with over the years because I have learned to put myself in their shoes and see things from their perspective.
Here are a couple of things that have made a difference for me and will for you too if you use them.
• The Two Minute Think: Before you go into any situation (whether professional or personal), think only positive things and go through it in detail. Think about all the transitions, see the other person benefitting, and imagine every step in a clear positive, relaxed way. Before you go into your next situation, STOP! Take 2 minutes to run through it in your mind. Close your eyes and get clear on all the positive steps that will take place. See the other person reacting in a positive way and yourself exuding confidence. Picture all your preparation paying off. Then go and execute.
• The “Caring” Piece: I mentioned in one of my previous blogs, that a CFO I sold said to me that he meets with a lot of salesman and that the reason he chose to do business with me was because he believed in me and I was obviously not a peddler. When we care (for lack of a better term), we will invariably relate to the buyer in a way that we will connect with them and truly understand how they think and how we can help them. And if we cannot really add significant benefit to them, then move on.
These two things have made an impact on those who applied the principles. There are tons of people out there selling stuff and many of them are good at what they do. And YOU can make a difference because of what you bring to the table by doing the extra and involving yourself.
Give everything you’ve got and…
Ignite your passion!
I have an old audio recording of this production called “The One Minute Salesman”. It is a skit illustrating how the technique is used in a number of ways and boils down to a simple principle of what you picture, if what you will get. If you walk into an appointment thinking about all the things that can go wrong, you will inevitably bring them upon yourself and attract them to your life. One example was a man describing his mental thought process a few minutes before he goes into a sales call. He described in detail what he went through every time he was about to go in the door to an appointment and he would mentally prepare for all the things that could go wrong and how he would react. In the skit he described how much fun it was when he began selling and when the going got tough he called upon his self discipline and worked harder, however after a period of time he became burned out and it became more difficult and was no longer fun. The turning point in the role play was where the salesman learned to picture a positive outcome instead of a negative one and to really “care” about how his product would help the buyer.
To me is goes without saying that if you do not believe in what you are selling or it does not offer any real benefit to the end user, you are simply a peddler. If you are selling something you don't believe in, or wouldn't sell it to a family member, then find something you do believe in. The consumer is more educated and sophisticated today and we must respect that. We cannot sell something simply for the sake of making a buck because a smart consumer will be able to sense it. I have made a lot of friends that I have done business with over the years because I have learned to put myself in their shoes and see things from their perspective.
Here are a couple of things that have made a difference for me and will for you too if you use them.
• The Two Minute Think: Before you go into any situation (whether professional or personal), think only positive things and go through it in detail. Think about all the transitions, see the other person benefitting, and imagine every step in a clear positive, relaxed way. Before you go into your next situation, STOP! Take 2 minutes to run through it in your mind. Close your eyes and get clear on all the positive steps that will take place. See the other person reacting in a positive way and yourself exuding confidence. Picture all your preparation paying off. Then go and execute.
• The “Caring” Piece: I mentioned in one of my previous blogs, that a CFO I sold said to me that he meets with a lot of salesman and that the reason he chose to do business with me was because he believed in me and I was obviously not a peddler. When we care (for lack of a better term), we will invariably relate to the buyer in a way that we will connect with them and truly understand how they think and how we can help them. And if we cannot really add significant benefit to them, then move on.
These two things have made an impact on those who applied the principles. There are tons of people out there selling stuff and many of them are good at what they do. And YOU can make a difference because of what you bring to the table by doing the extra and involving yourself.
Give everything you’ve got and…
Ignite your passion!
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