That phrase is familiar to all of us and we have heard athletes talk about getting back to the basics and that the team needs to do the “little things”. For top performers and producers it is critical that we stay clear on what those things are and continue to do them. It is easy to get caught up into the inner workings of projects and partnerships. However, if we don’t continue to stuff the funnel, then we will eventually come up short. Short on time, short on opportunities, short on results.
Michael Jordan and Larry Bird were know for always practicing the fundamentals and for consistently drilling themselves on free throws and easy shots. The professional golfers who score well are good at sinking putts that they should make. It is done by repetition and consistent focus on basics.
Time is the one thing that is equal for each of us. And time management is an area where we can be defeated. We should focus only on activities that produce results. Eliminate those which do not. Here are some ways you can hone in on what you want.
• Determine your 80/20 rule; Determine what it is that generates the most results for you and to have a plan to focus on those activities. Don’t waste time on those activities that do not help you produce the kind of results you are striving for. Normally 80% of your results will be a result of 20% of your activity. Focus on the 20% that really generates the results.
• Make a list of top priorities; Do this every day. Make a list of what your top priorities are each and every day. They will vary, but remember to stay focused on the most important activities.
• Know your CSF’s; These will be your Critical Success Factors. What are the critical elements that you MUST do in order to be successful.
• Control what you can control; You may not be able to control what someone else does, but you can control what you do. With every deal you put together, there are things you can control. Don’t try and force something to happen, it should come naturally if it is a good fit. Focus on those things you CAN control.
In order to consistently perform at a top level, keep in mind the “little things” we must do in order to be successful every day and eliminate those activities which deter us from achievement. You are the master of your destiny, so take control of it every day and determine what it is you will accomplish every day. Don’t forget the “little things”. Systems, management, external pressures will converge on you to knock you off course, but stand tall, refocus and claim the results you deserve in life.
To your success…
Respect the Torch!
Sunday, November 28, 2010
Sunday, November 21, 2010
A Thankful Attitude
This time of year, there seems to be a lot of emphasis on being thankful. And yes, that is a great attitude to have every day. Our attitude will determine a lot about what we receive in our lives because we basically receive what we give. If you project a lot of negatives, you will receive a lot of negativity. If you portrait a positive, cheerful attitude, then you will receive the same.
At Thanksgiving, I like to look around and evaluate what I have in my life. One of the great sales trainers, Brian Tracy, says that it is important for us to look around at everything in our lives and take responsibility for that. It is easy to look at the good in our lives and accept that we earned it and that we deserve it, but what about the not so good things, the failures. We must own that as well. Don’t be one of those people who blames other people for failures, disappointments, and lack of success. As leaders of our destiny, we survey the landscape of our world and take responsibility for everything. If we don’t like something, we determine what it is, and get concerned about replacing it with what we do want. We are the ones who shape our destiny.
Another aspect of our thankful attitude is the grass is always greener syndrome. It is way to fall into the trap of driving to someone else’s house in a nice neighborhood and being a little envious, or pulling up to a traffic light and noticing the car next to you is a lot nicer and more prestigious. It’s ok notice and maybe want to strive for something better, but you are where you are because of where your beliefs have taken you.
Having a thankful attitude will help determine what we receive in the future. Others will sense it in us and treat us accordingly. Feeling a sense of thankfulness will help us to project a positive outlook toward others. This will help attract positive things to ourselves.
When we have setbacks, we should be thankful in those too and not wallow in defeat or self pity. We can be thankful for the learning in the midst of an unfavorable outcome. Take a look at the scope of our life and be thankful for all the good we have. if you focus on what you have, then you will more thoroughly appreciate what the things that surround you. It is true that you receive what you give, so be a giver of what you want. If you want more love, then be the first to give. If you want more business, then give more value than is expected. If you want more friends, then be a friend first, and you will draw people to yourself. This is a simple principle.
One of the things I endeavor to do is to freely give of myself to others, charities, and events that I believe in, without the expectation of anything in return. This in turn paves the way for good to come my way. It is not a good practice to give, with the anticipation of getting something in return.
This whole concept is a HUGE key in business development. In a competitive environment, it may be a temptation to compare ourselves to others, to be envious of opportunities afforded others, to be jealous of the skills of another. You cannot control what someone else does, but you can control what you think and what you do. If you don’t like what you have at the moment, then get busy replacing it with what you want. That begins with a positive mental picture of who you are and what it is you want. Don’t spend you efforts wishing you could have the same opportunities that another has. You are the master of your destiny, so determine what it is you want, so you can get busy achieving it.
And at this time of year, be thankful for what you have and all the blessings that God has given you and make the very most of every day being the person you have always wanted to be by controlling your thinking and being thankful for the good in your life.
Happy Thanksgiving
At Thanksgiving, I like to look around and evaluate what I have in my life. One of the great sales trainers, Brian Tracy, says that it is important for us to look around at everything in our lives and take responsibility for that. It is easy to look at the good in our lives and accept that we earned it and that we deserve it, but what about the not so good things, the failures. We must own that as well. Don’t be one of those people who blames other people for failures, disappointments, and lack of success. As leaders of our destiny, we survey the landscape of our world and take responsibility for everything. If we don’t like something, we determine what it is, and get concerned about replacing it with what we do want. We are the ones who shape our destiny.
Another aspect of our thankful attitude is the grass is always greener syndrome. It is way to fall into the trap of driving to someone else’s house in a nice neighborhood and being a little envious, or pulling up to a traffic light and noticing the car next to you is a lot nicer and more prestigious. It’s ok notice and maybe want to strive for something better, but you are where you are because of where your beliefs have taken you.
Having a thankful attitude will help determine what we receive in the future. Others will sense it in us and treat us accordingly. Feeling a sense of thankfulness will help us to project a positive outlook toward others. This will help attract positive things to ourselves.
When we have setbacks, we should be thankful in those too and not wallow in defeat or self pity. We can be thankful for the learning in the midst of an unfavorable outcome. Take a look at the scope of our life and be thankful for all the good we have. if you focus on what you have, then you will more thoroughly appreciate what the things that surround you. It is true that you receive what you give, so be a giver of what you want. If you want more love, then be the first to give. If you want more business, then give more value than is expected. If you want more friends, then be a friend first, and you will draw people to yourself. This is a simple principle.
One of the things I endeavor to do is to freely give of myself to others, charities, and events that I believe in, without the expectation of anything in return. This in turn paves the way for good to come my way. It is not a good practice to give, with the anticipation of getting something in return.
This whole concept is a HUGE key in business development. In a competitive environment, it may be a temptation to compare ourselves to others, to be envious of opportunities afforded others, to be jealous of the skills of another. You cannot control what someone else does, but you can control what you think and what you do. If you don’t like what you have at the moment, then get busy replacing it with what you want. That begins with a positive mental picture of who you are and what it is you want. Don’t spend you efforts wishing you could have the same opportunities that another has. You are the master of your destiny, so determine what it is you want, so you can get busy achieving it.
And at this time of year, be thankful for what you have and all the blessings that God has given you and make the very most of every day being the person you have always wanted to be by controlling your thinking and being thankful for the good in your life.
Happy Thanksgiving
Sunday, November 14, 2010
Rise above
Earlier this week I was driving on a windy single lane road when I found myself behind someone dressed like Lance Armstrong (well, maybe not). Of course he would not get far enough over for me to pass comfortably. So I waited for the oncoming cars to pass and then finally got around him. Apparently I did not get far enough over because he gave me some sign language to tell me he was angry with me for not sharing the road. For a split second I thought about slowing or stopping my car to confront him, but if I did that I would have allowed him to drag me into his world and I would have allowed him to control me. Not where I want to be. Zig Ziglar used to talk about how some people live in a cat kickin world and that somebody had been kicking their cat long before you got there. (Not literally kicking the cat)
Have you ever been to a restaurant and received poor service and it was like the waitress didn’t care about the service they rendered? Or they were rude to you? Not exactly customer oriented. My point in all of this is that many times it has nothing to do with you, it is all about them. The most precious real estate is the mass between your ears and only you can control that. And I for one, REFUSE to let anyone else determine how I feel or put me into a mood. That’s not to say that it never happens, but I will not remain in that state for very long.
The power of refocusing is a tremendous asset in the battle for the land between the ears. You and I are totally empowered to change the way we feel by changing the way we view each situation. It all has to do with the power of focus. This allows us to aim at something different than we are currently focusing on and achieve greater results but not allowing external forces to dominate our thinking. I could have allowed that guy on the bike in spandex to get me to feel certain emotions, but should I allow someone in tights in a silly helmet to drag me down. He will have a lot of reciprocating results if he stays in that state. Here are some ways to get back on track when we get off the ball.
• Get specific on what is wrong, or what is holding us back: This simply is the process of getting clear on what is disturbing us. What is bugging you and why?
• Change your focus: So many people keep replaying incidents and events in their mind and stay stuck in that negative mental state. You can absolutely change how you feel by changing the way you view it. For example, I can imagine that guy on the bike in pink spandex, gold teeth and a mullet. You can make things humorous, you can brighten, magnify by the way you play it back in your mind.
• Resolve it: Move on, stop thinking and dwelling on negative emotions. Follow through and change your thinking anytime you feel yourself slipping back into that old way of thinking.
I use this in business too. I picture a meeting going the way I planned and the customer benefitting from the solution I present them. Sometimes a client doesn’t choose what i reccommend and I don’t like it. Ok, so when I don’t get a deal, do I let it consume me? No, I learn from it, see areas where I could do better and resolve not to make the same mistake again. It’s all between the ears. Controlling your thinking allows you to rise above negative situations in life and will help you enjoy life a little fuller each day.
Ignite your Passion!
Have you ever been to a restaurant and received poor service and it was like the waitress didn’t care about the service they rendered? Or they were rude to you? Not exactly customer oriented. My point in all of this is that many times it has nothing to do with you, it is all about them. The most precious real estate is the mass between your ears and only you can control that. And I for one, REFUSE to let anyone else determine how I feel or put me into a mood. That’s not to say that it never happens, but I will not remain in that state for very long.
The power of refocusing is a tremendous asset in the battle for the land between the ears. You and I are totally empowered to change the way we feel by changing the way we view each situation. It all has to do with the power of focus. This allows us to aim at something different than we are currently focusing on and achieve greater results but not allowing external forces to dominate our thinking. I could have allowed that guy on the bike in spandex to get me to feel certain emotions, but should I allow someone in tights in a silly helmet to drag me down. He will have a lot of reciprocating results if he stays in that state. Here are some ways to get back on track when we get off the ball.
• Get specific on what is wrong, or what is holding us back: This simply is the process of getting clear on what is disturbing us. What is bugging you and why?
• Change your focus: So many people keep replaying incidents and events in their mind and stay stuck in that negative mental state. You can absolutely change how you feel by changing the way you view it. For example, I can imagine that guy on the bike in pink spandex, gold teeth and a mullet. You can make things humorous, you can brighten, magnify by the way you play it back in your mind.
• Resolve it: Move on, stop thinking and dwelling on negative emotions. Follow through and change your thinking anytime you feel yourself slipping back into that old way of thinking.
I use this in business too. I picture a meeting going the way I planned and the customer benefitting from the solution I present them. Sometimes a client doesn’t choose what i reccommend and I don’t like it. Ok, so when I don’t get a deal, do I let it consume me? No, I learn from it, see areas where I could do better and resolve not to make the same mistake again. It’s all between the ears. Controlling your thinking allows you to rise above negative situations in life and will help you enjoy life a little fuller each day.
Ignite your Passion!
Sunday, November 7, 2010
Questions are the answer
Sometimes we get caught up telling someone something rather than asking questions to get to a point. Many years ago I was working as a supervisor over a crew operating some rather dangerous equipment. My boss came up to me and talked for a moment and then asked me “when would someone normally wear a particular piece of protective gear?” I looked over and saw someone not wearing the specific equipment he was referring to, then immediately made sure he put on the gear he should have been wearing all along. Had he just told me, I would have felt embarrassed.
He who asks the last question is in control. Children are a good example when they continually ask, “why?” Questions get the buyer involved. A great key in sales today an in using these techniques is that you must use them with integrity. You must believe in what you do with all your heart. You must use the product or service you are selling, or be willing to sell it to family or friends if using it isn’t practical.
When someone asks us a question and we know the answer, we are glad they asked it. If they ask a question and we don’t know the answer, we resent him for asking. That is some of the power of a well placed question. We don’t use these to manipulate people, but rather to help move things along and to get them to see things from a different point of view.
You never make a statement without following it with a questions. The reason for making a statement is to pave the way for a question. That is a good rule to follow in every situation, isn’t it?
We should develop a series of questions that we can use in a variety of situations that will help us get clarity and get the customer to think as well as come to a conclusion. Again, we do NOT use these to manipulate people. They are for gaining agreement, uncovering objections, and understanding their viewpoint. This will help us grasp how we can help them and add value to their business.
I’m going to give you a few to try out and you should work them into your conversations.
The first one is the “tie down”. This is fairly common and if used effectively it can be an excellent way of telling where the customer is regarding the buying cycle. The “tie down” is making a statement and then asking a question to verify that they are with you or can be used as a trust checker to see if they are understanding you. An example would be: “The economy is forcing companies to look at more way to control costs, isn’t it?” Or, “You want the most bang for the buck, don’t you?” It’s a way of gaining agreement without telling them directly.
Here is another one, it’s called the alternate of choice. It sort of narrows the options. Sometimes people should change something about the way they are doing something, so you offer them a choice. It’s like Henry Ford used to say when they rolled out the model “T”, he said, “you can have any color you want as long as it’s black.” Well the alternate of choice goes like this: “Would you like to change suppliers or just buy from someone else?” And other one would go like this; “When are you going to evaluate vendors, sometime in the near future, or before the end of the year?” You are helping the buyer be open to buying from you and by giving him a choice, you are giving him control as to how the details play out.
I recommend that you take some time to develop questions that are your own and ones you can use in a variety of situations. You will ask your way into more sales than you can talk yourself into. So make them part of you conversations and you will be amazed at how they work for you.
He who asks the last question is in control. Children are a good example when they continually ask, “why?” Questions get the buyer involved. A great key in sales today an in using these techniques is that you must use them with integrity. You must believe in what you do with all your heart. You must use the product or service you are selling, or be willing to sell it to family or friends if using it isn’t practical.
When someone asks us a question and we know the answer, we are glad they asked it. If they ask a question and we don’t know the answer, we resent him for asking. That is some of the power of a well placed question. We don’t use these to manipulate people, but rather to help move things along and to get them to see things from a different point of view.
You never make a statement without following it with a questions. The reason for making a statement is to pave the way for a question. That is a good rule to follow in every situation, isn’t it?
We should develop a series of questions that we can use in a variety of situations that will help us get clarity and get the customer to think as well as come to a conclusion. Again, we do NOT use these to manipulate people. They are for gaining agreement, uncovering objections, and understanding their viewpoint. This will help us grasp how we can help them and add value to their business.
I’m going to give you a few to try out and you should work them into your conversations.
The first one is the “tie down”. This is fairly common and if used effectively it can be an excellent way of telling where the customer is regarding the buying cycle. The “tie down” is making a statement and then asking a question to verify that they are with you or can be used as a trust checker to see if they are understanding you. An example would be: “The economy is forcing companies to look at more way to control costs, isn’t it?” Or, “You want the most bang for the buck, don’t you?” It’s a way of gaining agreement without telling them directly.
Here is another one, it’s called the alternate of choice. It sort of narrows the options. Sometimes people should change something about the way they are doing something, so you offer them a choice. It’s like Henry Ford used to say when they rolled out the model “T”, he said, “you can have any color you want as long as it’s black.” Well the alternate of choice goes like this: “Would you like to change suppliers or just buy from someone else?” And other one would go like this; “When are you going to evaluate vendors, sometime in the near future, or before the end of the year?” You are helping the buyer be open to buying from you and by giving him a choice, you are giving him control as to how the details play out.
I recommend that you take some time to develop questions that are your own and ones you can use in a variety of situations. You will ask your way into more sales than you can talk yourself into. So make them part of you conversations and you will be amazed at how they work for you.
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