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Name of author Rick Baker, P.Eng.

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Sales Tweet #265

by Rick Baker
On Jul 22, 2011
Sales Tweet #265 The Boss was having a really tough day. He called the local Urologist and was put on hold.
 
The Thinking Behind the Sales Tweet
And, wouldn’t you know that’s the day Ernest chose to ask for a raise. He decided to soften The Boss up by bringing him a coffee. When The Boss saw the coffee he grimaced….even more than he normally does when he sees Ernest at his door. He must have really grimaced because Ernest caught on…and Ernest asked him if he would rather have a tea…or maybe a nice cold glass of lemonade…with extra ice…

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Ernest Seller | Thought Tweets

Sales Meeting – Agenda or No Agenda?

by Rick Baker
On Jul 21, 2011
Here’s a way to look at why a meeting agenda is an important tool and why sharing views on ‘Why are we meeting?’ are important.
 
Create an agenda, review it at least a day or two before the meeting. Then quickly review it when the meeting starts. If, at the beginning of the meeting, people are on different wavelengths then that’s a big problem.
 
Something must be done to correct that problem.
 
Here is a set of steps you can discuss with your sales people…
  1. Always have meeting agendas.
  2. When the meeting with the Client/Probable Client begins, confirm the agenda...if there is any hesitation on the Client’s part...take the time to understand the situation and decide whether the situation is better or worse than the situation you thought was agreed to under the agenda.
  3. If it is worse then step back and do not start the meeting until you believe something has changed for the better. If nothing changes for the better....you should recognize the Client probably does not want to do the business meeting with you at this time. Have strategies ready for that situation. Let the Client know you are sensing maybe this not the right time for the Client to do the meeting. See how the Client reacts. Perhaps, insist on returning later rather than proceeding. Use your judgment.
  4. If the situation is better than expected under the agenda...try to go with it. Try to understand what has changed and what the Client is now thinking and wanting. Then decide whether or not you can get that done, and make money. If you feel you are not prepared then maybe you will be uncomfortable and that may be a good reason to re-book the meeting? Or, maybe you will sense a major opportunity and go with the flow as it takes you to even greater success than anticipated?
  5. Rarely do people want to stick with the pre-planned agenda. That comes out when the agenda is being reviewed at the very beginning of the meeting....so, the meeting rarely goes exactly as anticipated.
  6. So, try to adjust what you say to optimize/maximize the situation. The main point: do not assume the situation…understand the situation.
  7. Never give “canned” presentations or spiels...and, rarely use the same approach twice even if you are selling the same thing. [about the underlining…I have found many Sales people really struggle with this one. Ordinary Sales people really struggle with it.]
  8. The keys are: understanding what the Client wants...and recognizing situations change. Situations will change between the times you book the meetings/set the agendas and when you visit to have the meetings. Don’t assume or take chances: figure out those changes.

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Sales

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

Measuring Emotions & Feelings

by Rick Baker
On Jul 20, 2011
We don't bother to measure our feelings and emotions.
 
At least most of us, most of the time, don't measure our feelings and emotions.
 
That's not to say we don't 'register' our feelings and emotions. And, that's not to say we don't behave in accordance with our feelings and emotions.
 
We do those things.
 
We do register the fact we feel this way or that. And, we do recognize our feelings and emotions play a role in what we do.
 
We just don't measure what's going on.
 
Maybe we are generally content with our feelings and emotions...so, why bother analysing them or taking the time to measure them?
 
Maybe we don't think we can do much about our feelings and emotions...like, they happen and that's it?
 
Maybe we've thought of measuring our emotions and feelings but couldn't quickly identify how that might be done...then, we got busy and that thought slipped away?
 
Regardless, maybe today we are thinking it would be a good idea to figure out a way to measure our emotions and feelings.
 
If that's something you’d like to do then there are simple ways to do it.
 
About a dozen years ago Brian Tracy recommended a technique which is simple and helpful. He recommended a scale from Minus10-to-Plus10.
  • a rating of ‘Minus 10’ means you have the most negative possible feeling about the situation at hand. As examples...utter disgust and raging anger
  • a rating of ‘Zero’ is absolutely neutral...take it or leave it
  • a rating of ‘Plus 10’ is the most positive feeling about the situation. As examples…sheer bliss and pure love
I like the Minus10-to-Plus10 approach much better than any other 'yardstick' for measuring emotions/feelings.
 
A Minus10-to-Plus10 approach forces us to accept the reality of negatives and positives.
 
It also makes sure we do not lose track of the fact, when you boil it down, we only have 2 types of emotions:
  • Emotions that make us feel Good
  • Emotions that make us feel Bad
That helps remove all the mumbo jumbo about optimists versus pessimists. Everyone experiences Good feelings and everyone has Bad feelings.
 
A Minus10-to-Plus10 approach also allows us a wide enough range to make and be pleased about baby-steps of improvement.
 
It’s easy to give and receive advice like, "Your problem is you don't have a positive mental attitude. Think positive and all will be well."
 
On the other hand, that's not really very practical. To alter our feelings, if our goal is to have more good feelings then, we need to overcome deeply ingrained Bad Habits...some of which we know and can identify...and some of which are deeply rooted in our subconscious.
 
While we may never uncover the deep roots of habits we can always register and measure our feelings and emotions.
 
Using a Minus10-to-Plus10 Scale© we can calibrate any and all our feelings [or emotions if you prefer to describe it that way]. Some of this goes without saying...catastrophes can generate extreme frustration or anger or compassion or grief, etc. Other feelings and emotions, the ones that we experience throughout every waking moment of every day, are more subtle and their root causes are less clear. Regardless, the feelings and emotions influence what we do next...they influence how we feel next…and, repeating, they influence what we do next. And, they generate patterns of behaviour that show up later...including years later.
 
We can choose the behaviours we desire then create those behaviours.
 
We can use the Minus10-to-Plus10 Scale© to create those behaviours.

Sales Tweet #263

by Rick Baker
On Jul 20, 2011
Sales Tweet #263 Ernest asked a store clerk if the spray would be good for wasps. The clerk said, “No it will kill them”.
 
The Thinking Behind the Sales Tweet
Ernest, without skipping a beat, said that’s terrific and he struck up a conversation with the sales clerk. “How do you like working in a hardware store?” he asked. The clerk replied, “It’s better than my last job in the construction trade. One day the inspector came by and asked me what I was making. I told him I was making minimum wage. But, I have a plan. I’m studying software so I can get out of hardware”. Ernest was impressed.

Tags:

Ernest Seller | Thought Tweets

Our Changing Brains

by Rick Baker
On Jul 19, 2011
Here’s what I think...
  • When we behave [take action], our behaviour alters our brain…maybe only a little, maybe much more than a little…depending on the situation...and the nature of our behaviour [our action].
  • When we think, our thoughts alter our brain… maybe only a little, maybe much more than a little…depending on the situation around and the nature of our thoughts…probably, also depending on the strength of the emotions/feelings we are experiencing at the time we are thinking.
  • When we are not consciously behaving or thinking [for example, when we are asleep] things happen inside us that alter our brain… maybe only a little, maybe more than a little…likely, these changes are minor but they build over time. For example, brain-things likely happen during our sleep to place experiences of the day into our ‘memory bank’.
Considering the fact we are thinking and behaving 100% of the time we are conscious and we are not conscious the rest of our living hours…
 
I am saying our brain is constantly changing…physically…maybe a little, maybe much more than a little…but always at least a little.
 
I recognize this has not been verified empirically…i.e., it is not proven.
 
It seems to me this is just common sense.
 
While many people have said our brains are like computers I do not agree with that. Our brains have wiring, connections, and on-off switches like computers. Maybe once they are established most or maybe all of the connections are unchangeable. Maybe some of the brain wires are unchangeable. Regardless, the brain wires are replacing themselves, and growing, and moving around and the connections are multiplying/popping up in new places and dying/ceasing activity in some places. And, the switches are doing that too.
 
On a macro scale the brain is changing slowly unless there is a catastrophe like a stroke.
 
On a micro scale the little pieces of stuff in the brain are in a constant state of flux…ebbing and flowing with our thoughts, our behaviour, and all the mysterious workings of our subconscious.
 
Certain behaviours and thoughts align with Good Work Habits. The more of these behaviours and thoughts we do/have the more we will self-inflict brain changes aligned with Good Work Habits…as described in the Napoleon Hill classic ‘Think and Grow Rich’. [Note: I do not recall Napoleon Hill ever indicating the brain itself changed. Rather, he said our thoughts resonated and connected with “Universal Intelligence”.]
 
Certain behaviours and thoughts align with Bad Work Habits. The less of these behaviours and thoughts we do/have the less we will self-inflict brain changes aligned with Bad Work Habits. As in – Don’t Think and Don’t Grow Poor’.
 
The truly great news is recent scientific developments have provided much new evidence to illustrate/suggest the above is more than just directionally correct.
 
While many have said Think and Grow Rich is a nice little motivational book, recent scientific developments are illustrating/suggesting the book contains ‘the secret’ – as in the book, ‘The Secret’ - to successful business [and life].
 
Recent scientific developments are beginning to validate the fact business people who desire riches can get them using a Think and Grow Rich process. This validation will help business people understand how simple actions [New Work Things] can generate material people changes and those people changes can generate profitable business.

Copyright © 2012. W.F.C (Rick) Baker. All Rights Reserved.