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Name of author Rick Baker, P.Eng.

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Sales Tweet #315

by Rick Baker
On Sep 30, 2011
Sales Tweet #315 "If you don't execute your ideas, they die." Roger Von Oech
 
The Thinking Behind the Sales Tweet
That’s an oxymoronic or at least paradoxical ifferism…ie, it is an aphorism that begins with ‘if’. An aphorism is an original thought expressed concisely in a memorable way….memorable wisdom. [that's an 8-word example of how to hit a bunch of nuances in our wonderful English language...even though, I believe, it fails to meet the rules of proper grammar]

Tags:

Beyond Business | Humour | Thought Tweets

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Too much batter on your business ideas?

by Rick Baker
On Sep 29, 2011
Perhaps…I’m a bit unusual.
 
I say that because on a more-or-less regular basis people give me funny looks. From my perspective, these looks on people’s faces range from ‘pained’ to ‘puzzled’ to ‘I’m going to get even with this guy…if he ever stops talking’. I am not saying I know for sure that’s what people are thinking or feeling; I’m just saying that’s what it looks like their faces are trying to tell me.
 
Q: When does this happen most?
 
A: Well…it happens when I express ideas…ideas I would describe as ‘creative ideas’.
 
Here’s the sequence: I express a creative idea then people look pained or puzzled or annoyed. This does not happen every time I express creative ideas but it does happen often enough to cause me to write about it, which is what I am doing here.
 
Q: Is this a good thing or a bad thing?
 
A: Overall, I think it is a good thing…and…it is particularly good when people look that way then do not batter my ideas too much. If they batter my ideas too much then it isn’t such a good thing.
 
Q: What do I mean by ‘batter my ideas’?
 
A: I am going to borrow from John P. Kotter, the author of ‘buy-in, saving your good idea from getting shot down’.
 
John P. Kotter says there are four ways to kill good ideas:
  1. Fear mongering [playing on fearful memories]
  2. Death by delay [dragging out the process]
  3. Confusion [presenting irrelevant facts]
  4. Ridicule [character assassination…of the person with the good idea]
When I hear things like fear mongering, death by delay, confusion, and ridicule I know the look of pain/puzzlement/annoyance isn’t a good thing. I know I have not pre-paved the path for good discussion let alone pre-paved the path for change.
 
When I don’t hear those 4 ‘bad’ things…that’s good.
 
When I don’t hear those 4 ‘bad things’ I generally see and hear one of the following:
  • Nothing
  • An effort to change the topic
  • Questions
I like it best when I hear Questions because that lets me know there will not be too much battering of my business ideas.

Tags:

Beyond Business

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People lie…get over it!

by Rick Baker
On Sep 8, 2011
Many years ago the sales people at my company were discussing buyers’ objections. The salespeople, more or less en masse, were troubled by what they perceived to be unfair treatment. Most of the sales people felt buyers were tricking them by stating false objections. In plain words – the buyers were lying to them. The buyers were saying things like “Your pricing is too high” when in fact the pricing was not too high. This annoyed my salespeople.
 
In an effort to help, I wrote a little piece titled ‘The Facts of Lies’.
 
Here is an excerpt from that piece:
 
“…don't be overly judgmental about people because of their lies. Everybody ‘Lies’ all the time...so, it really isn't that big of a deal. It simply ‘is’ ...‘what it is’. And, our motive - our motive - is not windfall, win-lose money, or power, or fame...etc. We just want to provide some Value to energy/environment users...make the world or at least Ontario a little bit better place for future generations...and make a few bucks as is required in commercial business.”
 
 So, in summary:
  • everyone lies
  • lies are far more common than facts
  • we don't judge - we observe, we listen.”
Since I wrote that note, I have learned much more about people. I now have a much better understanding around why people lie. As I blend in my new knowledge and re-think the topic of ‘lies’ I see no need to change the thrust of my advice to salespeople.
 
And, I offer that advice to leaders – not just salespeople.
 
When you realize you are biased - when you realize your filters cause you to judge others more harshly than you judge yourself – that’s an important starting place.
 
Next - you can be comfortable looking beyond the vast majority of those things most folks describe as 'lies'. Imagine yourself in a place where you are immune to other people’s lies. I don’t mean you are unable to see or hear the lies…I mean you can breathe other people’s lies in and you do not feel ill in any way….you can let other people’s lies get into in your ears and you don’t feel dizzy in any way….and I mean you can watch other people as they lie to you and your eyes do not squint in any way.
 
Imagine you are immune to other people’s lies…other people’s lies are their issue. You can observe the lies coming at you from all directions in a variety of different forms and none of the lies phase you. 
 
You do not ‘take it personal’.
 
Imagine yourself in that place - that’s a good place to be.

Tags:

Beyond Business | Communication: Improving Communication

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Sales Tweets #288

by Rick Baker
On Aug 24, 2011
Sales Tweet #288 Failing is OK. Figuring out how it happened is better.
 
The Thinking Behind the Sales Tweet
We hear recommendations like, ‘fail often and fail quickly’. The point being: do not expect perfection. Some say, if you succeed 51% of the time then you will ultimately be a winner. Regardless of the statistics on the right balance between successes and failure, there is no question – failing can be very educational. But, you only receive education when you are willing to learn and you take the time to learn.

Tags:

Beyond Business | Thought Tweets

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Sales Tweet #264

by Rick Baker
On Jul 21, 2011
Sales Tweet #264 Doubters do not build.
 
The Thinking Behind the Sales Tweet
That’s a fact. You can read about it in a Thought Post… at https://rickbaker.ca/post/2011/06/16/Doubters-done28099t-build!.aspx

Tags:

Beyond Business | Thought Tweets

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The Facts of Lies

by Rick Baker
On Jul 8, 2011
I read this recently and I had to smile…
 
Damn it – people lie.
 
All the time.
 
Rather than complaining about it, get on with living in the real world.
 
Get on with Selling.
 
Start understanding people.
 
Stop ranting about all the people who lie.
 
THINK

Tags:

Beyond Business

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