Part II: 25 Thoughts About Business, Selling and Success
In last week’s Monday Morning Mentor, I reviewed the first 13 of these 25 thoughts based on my experience coaching executives and teams. We now continue with the next twelve of these thoughts.
14) In about 118 seconds you are tuned out. Say things that get and keep attention and ultimately solve your customer’s problems and you will be heard.
15) A brand is just a promise made and kept to a customer. So focus on your promises.
16) You need to rent an instigator. One large client dubbed me the “interrupter”. You need someone to put life into your business and sales. You need someone to hear you sell, observe and coach you. Call your team. Talk to them. Advise and coach them. You’ll see what I mean if you do this. Don’t be cheap. Put money into building your people and you’ll increase the capacity of your business to hit larger visions and goals. Don’t do it and your vision and margins will be in the toilet.
17) The big recession wiped out any chance of an easy “yes”. Be proud that you are possessed with the future you’re creating, where you’re going and what you’re selling. Think you can do it without tons of effort. Lazy people drag us down with them. Don’t hang out with them. Don’t even hang out with yourself if you’re one of them.
18) Know your presentation – know your audience. Never wing it. You aren’t that good!
19) Buyers want to know things quickly. Moses got it down to two tablets, five bullet points each. We have to know the five or six issues clients face, what they mean and what a client has to do.
20) You’re in charge of your own success – there’s no white knight coming. Find a horse and ride it. Do you see a leader in the mirror? If you can’t lead – who will? You’re in trouble if it isn’t you. No one gives a darn about you! You need to lead you.
21) No great vision will work unless responsibility and accountability by a strong leader is behind it. You have to be yourself, your own style or you’ll lack sincerity.
22) Leaders climb to the top of the highest tree, assess the situation, and set the direction. The leader then discusses how to proceed and what the team needs, and with the managers, proceeds to assemble, organize and run the team who do the cutting. Then they climb the tree again, keep reading the signs, looking for opportunities and problems. If the leader is too involved in the day-by-day activities and cannot see the forest for the trees, they will fail to anticipate success in business and build on it. You won’t win more and grow. Balance thinking and action. Every business can survive with a little ready, fire, aim. GO for it. Any business leader must take these risks, move quickly and be smart.
23) To know and do nothing is the worst sin.
24) We get paid for bringing value to the marketplace. Money comes from value not banks, or capitalization.
25) One day you will wear silk underwear if you think through your success philosophy and act from it. Work on your success philosophy not just what you want.
Have a great week!
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