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Name of author Rick Baker, P.Eng.

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Sales Tweet #100

by Rick Baker
On Dec 3, 2010
Sales Tweet #100 What do the purchasing people at your company do with all the brochures they get from sales people?
 
The Thinking Behind the Sales Tweet
3 points here: (1) In general: Sales people can learn from Purchasing people and vice-versa…so, we should encourage them to talk and help one another. (2) Specifically: Maybe your Purchasing people will be able to guide your Sales and Marketing people about brochures and how they help or do not help the Sales process. (3) About brochures and handouts: we must not assume they contain value for our Clients and Probable Clients – we must prove it and we must revisit that proof frequently to make sure our written sales-support ‘tools’ have not become stale dated.

Tags:

Sales | Thought Tweets

Confidence…a definition and more

by Rick Baker
On Dec 2, 2010
Def’n:  Confidence happens when you believe you have what it takes to excel, do well, or at least handle the task and situation at hand.
 
I like the StrengthsFinderthinking:
  • Every person has dominant talent themes.
  • If we so choose then we can gain knowledge in the area of these talent themes.
  • If we apply that knowledge and take persistent, focused action in the area of the talent themes then we become skilled.
When all of this is done… talent theme + knowledge + skill …we possess strength.
 
And, when tasks and situations arise requiring that strength…we know we have it…so we have confidence.
 

Tags:

Definitions - Spirited Words Defined

Sales Tweet #99

by Rick Baker
On Dec 2, 2010
Sales Tweet #99 Sure, Curiosity killed the cat...but it also pumped life and personality into the salesperson.
 
The Thinking Behind the Sales Tweet
Questions are a powerful tool. Questions are a wonderful ice-breaker for communication. Questions illustrate interest. Questions can serve as confirmation of trust. Questions live next door to creativity.

How to deal with people when their egos seem to be out of control

by Rick Baker
On Dec 1, 2010
First, spend the time to understand your own ego.
 
And, as you do that recognize you will tend to see yourself as less egotistic and possessing higher self-esteem than other people. At least, that’s the way most people view themselves, as compared with others.
 
Next, work to limit your judging of other people.
 
When you observe what you believe to be excess ego…you may be judging too harshly? Your judgement may be inaccurate? You may be unskilled at judging accurately?
 
Or, your judgement may be accurate.
 
Assuming your judgement is accurate – assuming the other person is showing an excess of ego – recognize you are seeing the other person’s reaction to fear. You probably will not be able to guess the fear. And the person with the big ego may not understand the fear that is causing excessive ego.
 
Recognize – your logic will not remove another person’s ego problem.  Ego is not about logic. Ego is about emotion. And the underlying driver is fear.
 
Next, analyse the situation.
 
Situations have a major influence on people’s feelings and actions. The situation includes something that is triggering fear in the high-ego person. To the extent you can alter the situation you may be able to reduce/remove the thing that is triggering the fear.
 
However; the situational thing that is triggering the person’s fear could be very broad/general. For example, most people show signs of changed behaviour when they are under stress. And, the stressful thing could be as broad as ‘having to go to work...and be around people’.
 
Does the person have a large ego in all situations?
 
If so then do what you can to avoid the person…you will not change the person.
 
If the person only shows ‘large ego’ in certain situations then do what you can to avoid those situations or remove them. If, for example, you are the boss then you can influence the situation. You can influence when, where, and how interactions happen with the person.
 
Neither feed nor assault the other person’s ego. Be matter-of-fact, not emotional. Make sure your actions align with your personal values…not the other person’s.
 
Do not criticize or work to outmuscle the other person because that could push things into ‘bully territory’.
 
Diffuse the situation rather than escalate it.

Sales Tweet #98

by Rick Baker
On Dec 1, 2010
Sales Tweet #98 A sales teacher asked about 6 degrees of separation. Ernest replied, ""That happened to my shoulder once"".
 
The Thinking Behind the Sales Tweet
Yet another piece of proof…it makes no sense to go to these sales-training classes!

It’s a stretch of the imagination to think injured joints and limbs have anything to do with selling. Sure, you have to twist buyers’ arms from time to time. But, it’s just plain illegal to twist them so hard you separate them from their shoulders.

Every good sales person knows that.

Ernest better mention this to his boss when he gets back to the office. Oh, maybe not, that guy never listens anyhow.

Tags:

Thought Tweets | Ernest Seller

On the realistic side of optimism

by Rick Baker
On Nov 30, 2010
Considering optimists and pessimists, optimists are more fun to be around.
 
That applies except, according to some, when one is in misery...then, similar company is enjoyed.
 
The point here: optimism is most valuable when it is within the zone of realism
 
Optimists can be annoying and disruptive.
 
The most extreme optimists can annoy almost everyone they deal with.
 
For optimism to contribute value it must fit within the bounds of realism.
 
The challenge is: realism is subjective (1).
 
Apparently, some of Guglielmo Marconi's relatives, including his father, thought Marconi was a bit of a lunatic. Marconi, of course, became an acclaimed inventor and a pioneer in the science of wireless transmissions. In that situation, the realists were wrong and Marconi's thoughts were prescient, not the imaginative rantings of a lunatic. Realism is subjective.
 
To the extent realists wish to influence optimists, realists need to base their influence on accurate thinking.
 
To the extent optimists wish to create change for the better, optimists need to accurately focus their optimism.
 
The balance between optimism and realism…. thought provoking.
 
Footnote:
 
(1) Realism is subjective. And, regardless of how well it is packaged in logical argument, subjectivity is often at the mercy of emotions.

Tags:

Hero Worship | Optimism & Pessimism

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