People buy from people they like

Are your salespeople “likable”? 

Would your prospects like to hang out with your salespeople? 

Do YOU like your salespeople?

Yes, or not yes

When your prospects say no, hear it as “not yes yet”.  You have not convinced them that it’s worth it to THEM to trade their big pile of money for your little (as they see it for them) pile of benefits – yet.

Don’t give up.  Make it compelling and harder and harder for them to say not yes, until you get many more yeses!

Yes?  Or not yes?

So what’s the truth?

When it comes to your products and services compared to competitors’ products and services – what’s the truth?  Are yours better? 

(And if the truth is NOT in your favor, then you need to go back to the R & D phase)

How does your customer know that?  Communicating the truth to people it matters to is perhaps the most important thing you can do to grow your company.  How’s it getting done?

Giving yourself

You can’t give what you don’t have or don’t know how to give.  The best gift you can give the people around you is the gift of your own personal development.

Work on you.

Two steps back

Sometimes career/field changes are good and necessary and what we need.  But when we change careers after years of learning and getting good at it, we are starting over – the learning curve, the contacts, the skills, the results.

If you keep learning, growing and practicing in the same general area, you eventually become one of the best in the world at it – and that’s a recipe for success.

Wouldn’t you say?

Free markets = High standards of living

We must keep our markets free to keep our societies free.  There will always be a gap between rich and poor in capitalistic countries, but not nearly as big of a gap as in countries that are not free.

There’s more hope in being poor with rich people around us, than being poor with nothing but poor around us.

Right?

Who’s to stop you?

Free markets are fantastic things.  You can go out and make whatever contribution to others you want for your own reasons…and be rewarded if you do it well and people like it and want it, and learn if they don’t.

Isn’t life great?

Validation

How do you know you’re getting it right in your business?

Four things:

1. Your customers are happy or better
2. Most of your employees are happy/satisfied
3. You are making an acceptable profit or better
4. You feel good or better personally

How many of these indicators are right for you right now?

People Issues

Great leaders love people, as imperfect as people are. Knowing when to ignore people problems, intervene, be soft and subtle, be tough, be blunt, or to just fire someone, is an art.

Dealing with some inconsistency, some warts, and some outright mistakes are all in a day’s work in getting the best out of the diverse individuals on your team.

Right?

People Are Difficult

I don’t like this one. I don’t want to work with that one. She talks too much. He’s always late. He points out others’ flaws. She is insulted easily.

People are different. There will never be a group of people with the exact qualities any one of them wants.

The leader’s choice is to magnify the “problems” or smooth them out and keep the team productive and moving forward.

Smoooooth….