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Upcoming Tele-seminar...
Sales
Seminar for the Rookie Salesperson
Wednesday, July 18, 2007 6:00 - 8:00 pm
Please send this invitation to anyone you know who is new at
selling or would like to hear some new ideas! This seminar is
also good for experienced sales people who would like to get
that "just started" enthusiasm going again.
Ready Call Toll Free Dial-In
Number (US): (888) 478-3352
Conference Code: 6359320
Call 978-257-0610
or e-mail me at
steve@prosperityinstitute.com for details......
Upcoming Classes...
Men's Put up, Shut up and
Wake up Weekend: A Gathering of Men's Wisdom
- July 20th,
If you know anyone who is
interested in working on themselves... please send them my
way... additional dates are 9/14, 11/9, 1/25/08, 3/28/08.
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The Thing That Holds Many People Back
I am a student of observation. I notice things. I pay
attention to the words that people use and the things that
trigger automatic responses in people. I pay attention to my
own reactions. I pay attention to the words that I use.
Sometimes I hear myself say things that are not in alignment
with my overall goals. Sometimes the people or situations that
I react to, actually require a new response from me. In a
cause and effect world, when I change... things change.
This is the "thing" that holds me back and many others.
Salespeople and business owners that I coach keep expecting
"others" to change. The word, "they" appears a lot in their
dialogue with me. "They" are doing this or not doing that. Who
are "they" anyway?
"They" are the people that bug us most often. "They" are
employees who are not delivering results. "They" are spouses,
business partners, bosses, customers' family, etc. "They" are
others, anyone but us.
Here is the secret. There is no "they'." In a cause and
effect world there is only me. There are only you.
When I change, things change period.
So how do we take this "victim" aspect on in ourselves?
We observe, we notice.
Start listening to the words that your employees use to
describe what is happening in your company. Listen to your
spouse, your children, and your boss; really listen to how
people describe their world.
Observe how others react in meetings, during family time,
when you are with friends, can you predict how some of these
people will respond in certain situations? Are their people
who you say; "I have their number?" "I know which buttons I
can push?"
Listen to your own use of words. Observe your own
tendencies to react to certain people or situations. Are you
in a predictable pattern? Do others have "your number, pushing
your buttons?"
Here are a few suggestions to help change your world:
- There is no "they." When you hear the word, challenge
it. You can ask, "Where are you in this?"
- Resolve to have no reaction, none, for awhile. First,
notice what you are feeling in your body. Think, "I am
feeling angry and I am not going to react."
- Say what you are feeling. You could say, "I am angry and
I want to discuss this further, let me think about this
awhile." Resolve to do something new with people or
situations that you usually react to.
- Whatever is happening in your life, think first, "ok, I
created this, how?" Then ask, "What action of mine created
this"? "What new action would create a new outcome?"
I work with business owners who often are complaining about
their employees, particularly about their salespeople. Here
again, owners are expecting others to change when the only
person that they can control is themselves. When they
change... things will change.
Look at how you can change. Look at shaking up the
operation or the support staff. Look at changing the way you
pay salespeople. Keep changing yourself, the way you operate
and things will change.
Try it or keep expecting that "they" will change.
Which one sounds easier?
Regards, Steve
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