Short steps, One at a time

A Little Equation that Creates Big Results "The purpose of man is in action not thought." - Thomas Carlyle

Often people will ask me how I get so much done in my life. They wonder at how I am able to accomplish so many things. The answer is found not in what a great person I am, but in an equation I came up with a few years ago and remind myself of on almost a daily basis. And when I live this equation out, it produces big results. What people don't seem to grasp is that this equation will work for anybody! Anyone can see results in their life if they will live it out!

This little equation, when it is understood, and acted upon, is perhaps the most powerful equation there is in regard to long-term achievement and accomplishment. Yet, this is not a complex equation. In fact, it is rather simple. So what is it?

Your short-term actions multiplied by time equals your long-term accomplishments.

If you want to see change in your life, see big results, the first thing you must do is change your current actions. Otherwise the old saying becomes a reality: "If you always do what you've always done, you'll always get what you always got!" But if we change our actions, we will see different results!

Most people want to accomplish a lot in their lives. Yet very few actually do. Why is this? It is because what they believe will equal their long-term accomplishments are wrong. Here are some of the things that people believe will create great accomplishments for them:

Beliefs
Vision
Big dreams
Ideas
Ideals
Values
Desire

The truth is that while these things are very important, they are not enough in and of themselves. We need to have the above underlying all that we do, but we need to actually do something! And this is where most people stop. We need to take action on our dreams and beliefs every day.

Here are some examples of how this works.

Who loses weight? The one who knows all about the benefits of exercise or the one who walks 3 miles a day?

Who retires early? The one who dreams of a house on the beach, or the one who invests $300 a month?

Who writes books? The one who desires to become a best-selling author, or the one who gets up early and writes for half an hour a day?

Who has the best marital relationship? The one who knows how much spending time with their spouse can improve their relationship, or the one who sits down and talks with their spouse every night?

Who makes the most sales? The one who believes they can become a great salesperson, or the one who makes 10 sales calls a day?

I think you get the point. When it all comes down to it, we must act upon our vision, beliefs, and ideals or we won't see them come to fruition. I see too many people who know what is right, but don't ever do anything about it. Imagine what a difference we could make in our own lives and the lives of others if we would simply begin to act upon on our beliefs!

When I get to the end of my life, I want to know that I have done all that I can to make this world a better place and to enhance the lives of those around me. I want to know that I gave it my best shot. And I am sure that you do to.

I remember reading an interview with an author who has written numerous books that have sold in the tens of millions. They asked him how he did it. His answer was that he got up every morning before anyone else in his family and wrote, long hand, with a pencil, for an hour. Then he quit and went about his day. But his short-term actions piled up. 7 hours a week. 30 hours a month. 365 hours a year. After a while, he had lots of books!

Some questions as we leave:

What long-term accomplishments do you want to see come to pass?
What short-term actions will you need to do over time to see them come to pass?
What will you do today to begin seeing your dreams come true?
What will you do this week to see them come true?

You can have an awesome future, filled with great achievements and results if you begin today to take action and make it a reality!

One more time, so you can plug it in, memorize it, and live it.

Your short-term actions multiplied by time equals your long-term accomplishments.

THINK POSITIVELY by Norman Vincent Peale

If you want to get somewhere, you have to know where you want to go and how to get there. Then never, never, never give up.

The secret of life isn't what happens to you, but what you do with what happens to you.

Help other people to cope with their problems and your own will be easier to cope with.

Never use the word impossible seriously again. Toss it into the verbal wastebasket.

Self-trust is the first secret of success. So believe in and trust yourself.

Stand up to your obstacles and do something about them. You will find that they haven't half the strength you think they have.

Joy increases as you give it, and diminishes as you try to keep it for yourself. In giving it, you will accumulate a deposit of joy greater than you ever believed possible.

How you think about a problem is more important than the problem itself - so always think positively.

Go at life with abandon; give it all you've got. And life will give all it has to you.

Winning

WINNING

"The harder you work, the harder it is to surrender."

Vince Lombardi

"Accept the challenges, so that you may feel the exhilaration of victory."

General George S. Patton

"Far better to dare mighty things, to win glorious triumphs, even though checkered by failure, than to take rank with those poor spirits who neither enjoy much nor suffer much, because they live in the gray twilight that knows not victory, nor defeat."

Theodore Roosevelt

"My philosophy of life is that if we make up our mind what we are going to make of our lives, then work hard toward that goal, we never lose - somehow we win out."

Ronald Reagan

WHAT CONSTITUTES A GOOD LIFE? by Jim Rohn

The ultimate _expression of life is not a paycheck. The ultimate _expression of life is not a Mercedes. The ultimate _expression of life is not a million dollars or a bank account or a home. Here's the ultimate _expression of life in my opinion, and that is living a good life. Here's what we must ask constantly, "What for me would be a good life?" And you have to keep going over and over the list. A list including areas such as spirituality, economics, health, relationships and recreation. What would constitute a good life? I've got a short list.

1) Productivity. You won't be happy if you don't produce. The game of life is not rest. We must rest, but only long enough to gather strength to get back to productivity. What's the reason for the seasons and the seeds, the soil and the sunshine, the rain and the miracle of life? It's to see what you can do with it. To try your hand, other people have tried their hand; here's what they did. You try your hand to see what you can do. So part of life is productivity.

2) Good friends. Friendship is probably the greatest support system in the world. Don't deny yourself the time to develop this support system. Nothing can match it. It's extraordinary in its benefit. Friends are those wonderful people who know all about you and still like you. A few years ago I lost one of my dearest friends. He died at age 53 - heart attack. David is gone, but he was one of my very special friends. I used to say of David that if I was stuck in a foreign jail somewhere accused unduly and if they would allow me one phone call, I would call David. Why? He would come and get me. That's a friend. Somebody who would come and get you. Now we've all got casual friends. And if you called them they would say, "Hey, if you get back, call me we'll have a party." So you've got to have both, real friends and casual friends.

3) Your culture. Your language, your music, the ceremonies, the traditions, the dress. All of that is so vitally important that you must keep it alive. In fact it is the uniqueness of all of us that when blended together brings vitality, energy, power, influence, uniqueness and rightness to the world.

4) Spirituality. It helps to form the foundation of the family that builds the nation. And make sure you study, practice and teach. Don't be careless about the spiritual part of your nature, it's what makes us who we are, different from animal, dogs, cats, birds and mice. Spirituality.

More from Lance

If children have the ability to ignore all odds and percentages, then maybe we can all learn from them. When you think about it, what other choice is there but to hope? We have two options, medically and emotionally: give up, or Fight Like Hell.

Lance Armstrong

The 3 Es

Enthusiasm

"There is a direct relationship between joy and effort. The joy of success is in ratio to the amount of effort expended to achieve it." -- Denis Waitley

"I can't imagine a person becoming a success who doesn't give this game of life everything he's got." -- Walter Cronkite

"In things pertaining to enthusiasm, no man is sane who does not know how to be insane on proper occasions." -- Doug Firebaugh

"There is real magic in enthusiasm. It spells the difference between mediocrity and accomplishment." -- Norman Vincent Peale

Excellence

"The will to win, the desire to succeed, the urge to reach your full potential. these are the keys that will unlock the door to personal excellence." -- Eddie Robinson

"Striving for perfection is the greatest stopper there is. It's your excuse to yourself for not doing anything. Instead, strive for excellence, doing you best." -- Sir Laurence Olivier

"The next time a customer in your store needs to know where something is -- pick yourself up and show them. Walk them there -- WOW them, sell them what they want, then sell them something extra. Rule -- Show, don't tell." -- Jeffrey Gitomer

"Excellence is the gradual result of always striving to do better." -- Pat Riley

Expectation

"Our limitations and success will be based, most often, on our own expectations for ourselves. What the mind dwells upon, the body acts upon." -- Denis Waitley

"The problem is not that there are problems. The problem is expecting otherwise and thinking that having problems is a problem." -- Theodore Rubin

"The Truest help we can render an afflicted man is not to take his burden from him, but to call out his best energy, that he may be able to bear the burden." -- Phillips Brooks

"You will never be happier than you expect. To change your happiness, change your expectation." -- Bette Davis

Ego's tricks

"One of the great dangers of transformational work is that the ego attempts to sidestep deep psychological work by leaping into the transcendent too soon. This is because the ego always fancies itself much more 'advanced' than it actually is."

-- Don Richard Riso and Russ Hudson

The Tibetan teacher, Chogyam Trungpa, warned of the trap of spiritual materialism. He says we must be ever diligent to spot the ego's use of the spiritual journey to further its own ends.

We may think it's spiritual to yearn for divine connection. And yet, if the longing is to fill an emptiness inside, just how does this differ from the one who yearns for money or possessions to fill the inner void? Do we look to our spiritual practices as proof of our evolved consciousness or as protection against fears?

Any time we use spiritual disciplines to maintain our identity and security, we are not yet on the path of genuine spiritual development.

"Enlightenment is ego's ultimate disappointment."

-- Chögyam Trungpa

Thinking!

"As a man thinks, so is he; as he continues to think, so he remains." - As A Man Thinketh

This is the cornerstone of James Allen's philosophy and the great masters down through time have all agreed. Earl Nightingale called it "the strangest secret" and Napoleon Hill wrote in Think and Grow Rich that "riches begin with a state of mind."

Looking deeper at James Allen's quote, we realize that what we create through our thoughts is a belief system, and that belief system is ultimately what determines whether we live a successful life.

If our belief system says we're fat because we were constantly told that as a child, or because over time we've developed that belief system, no amount of dieting or exercise will work to sustain permanent weight loss. Even though great discipline and sacrifice may shed some pounds, they'll eventually be regained.

The same goes for any shortcoming. Just pick one. Procrastination, tardiness, lack of follow through, fear of failure; they're all "qualities" that started in our thoughts, became entrenched in our belief system, and now are obstacles to building a better life.

Obviously the key to changing our belief system is changing our thoughts. Orison Swett Marden wrote in How to Get What You Want, "Stop thinking trouble if you want to attract its opposite; stop thinking poverty if you wish to attract plenty. Refuse to have anything to do with the things you fear, the things you do not want."

Instead we must think rightly about those things we want to attract. My friend, Mark Shearon, once posed a very enlightening question to a telephone audience, "Are you thinking about what you're thinking about?" Read that sentence again and read it carefully. It's not a play on words.

Marden goes on to write this passage about how much our thoughts influence the outcome of our life: "How often do we hear it said of some man, "Everything he undertakes succeeds," or "Everything he touches turns to gold?" Why? Because the man is constantly picturing to himself the success of his undertakings and he is backing up his vision by his efforts. By clinging to his vision, by vigorous resolution and persistent, determined endeavor he is
continually making himself a powerful magnet to draw his own to him. Consciously or unconsciously, he is using the divine intelligence or force by the use of which every human being may mold himself and his environment according to the pattern in his mind."

And that's worth thinking about.

Important things

Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no hope at all.

Dale Carnegie

Entrepreneurism

"Entrepreneurship is the art of finding profitable solutions to problems." -- Brian Tracy

"When everyone is looking for gold, it's a good time to be in the pick and shovel business." -- Mark Twain

"Kids ought to have two bicycles, one to ride and one to rent." -- Jim Rohn

"The future will be owned and operated by the entrepreneurially minded." -- Mark Victor Hansen

Sing your own song

"Since you are like no other being ever created since the beginning of time, you are incomparable."

-- Brenda Ueland

Great forces are directing you to conform to the patterns of your society. You have DNA that has been handed down from generation to generation, coding repeated behaviour patterns into your being. You have archetypal energies setting the standards for how you behave as a man or a woman, as husband or wife, as father or mother .... You are immersed in consensual reality, whereby the world around you reflects societal understanding of how life has been and is to be.

At the same time, you have an even greater force within you inspiring you to wake up and recognize the reality of who you are. This force, the creative power underlying the entire universe, is urging you to create brand new standards of reality.

The status quo is blind to our creative power. Create a brand new world for yourself, one that meets your deepest needs, and you will help raise the quality of consciousness of the entire world.

"You must be the change you wish to see in the world."

-- Gandhi

Open to trust

"When I grip the wheel too tight, I find I lose control."

-- Steve Rapson

WE SEEK TO CONTROL OUR LIVES WHEN WE DO NOT TRUST, WHEN WE DO NOT LOVE. Our ego, perceiving itself to be vulnerable and insecure, uses control in an effort to protect itself.

At the root of our need to control, we find FEAR. It may be fear of the unknown. Fear of not coping. Fear of loss. Or possibly even fear of looking stupid. And as our efforts to control other people and events invariably fail, our fear increases.

Trust, on the other hand, is a quality of the soul. While control is a tool of the mind, TRUST AND FAITH ARE ASPECTS OF THE HEART. Trust comes with the deep knowing that we are spiritual beings in physical bodies. When we trust enough in life to give up our need to control, we can relax and open to the flow of energy in our lives. This brings peace of mind.

"The only real security in life lies in relishing life's insecurity."

-- M. Scott Peck

"Do not abandon trust when your ego thinks things should be different than they are."

-- Wayne Dyer

THE KEY TO INFLUENCING OTHERS by Brian Tracy

One of the best ways to influence someone is to do something nice for him. I know many successful salespeople who make a habit of taking their prospects out to breakfast or lunch. During the breakfast or lunch, they do not talk about their products or services unless the client brings it up. They merely make small talk, ask questions and listen. They work on building trust, and they work on establishing a friendly relationship. At the end of the breakfast or lunch, they tell the prospect that they will be getting in touch with him sometime in the future with the possibility of talking to him about helping him in some way.

SEE THEM AS FRIENDS AND PARTNERS
The best salespeople and business people in America today are those who look upon their customers and prospective customers as friends and partners. They always look for ways to help their partners improve their lives in ways that are not directly related to the products or services they sell. They sow seeds, and they reap a harvest. They trigger a desire in people to reciprocate. When the time comes for those salespeople to approach their prospects with the possibility of buying their products or services, the prospects are wide open to the questions and inputs of the salespeople. The prospects have a deep-down desire to reciprocate.

SEND THANK YOU NOTES
One of the best ways to use this principle in your interactions is to continually look for ways to say and do positive things for people. Look for ways to do kind acts and favors for your friends and prospects. Send thank-you notes. Send birthday cards. Send clippings from newspapers about subjects that you feel may be of interest to them. Always keep your promises, and follow up on your commitments. Always do what you say you will do. Do everything possible to put in; knowing confidently that you will ultimately be able to get out far more. You will reap if you sow.

BE A GO-GIVER RATHER THAN A GO-GETTER
Someone has observed that no one ever built a statue to a person to acknowledge what he or she got out of life. Statues are built only to people to acknowledge what they gave. The most powerful, influential and successful people you will ever meet always look for ways to do nice things for others. When you meet someone under almost any circumstance, one of the best questions you can ask is this: "Is there anything that I can do for you?" Always look for ways to put in rather than to take out. The successful man or woman of today is a "go-giver" as well as a go-getter.

BE OPEN AND EMPATHETIC
The more that people feel that you are open and empathetic and sensitive to their needs and concerns, the more open they will be to your influencing them positively in some way. And the more you can influence others with the power and impact of your personality, the more you will accomplish, and the faster you will accomplish it. The more rapidly you will move toward the great success that you desire and deserve.

ACTION EXERCISES
First, look for ways to do nice things for other people, especially your family, friends, and customers. The more nice things you do for others, the better you feel about yourself. Second, take time to really listen to people, especially your staff and coworkers. The more and better you listen to others, the greater is your influence over them.

7 Things You Must Give to Others if You Want to Achieve Success!

A major part of the process of achieving success and living the kind of life that you dream of is to give. Many people think that to get what you want you have to take it. There is a universal truth though that the true path to get what you want is to give. When you give, you get. What you sow, you shall reap. If this is true, then what is it we must give? I'll show you the way...

1. Give Others Your Honesty. The world we live in has a simple rule that most follow: Lie when you have to. Unfortunately, this may make some people wealthy but it makes us humans poor. To achieve success is to become wealthy not only in money, but in character. To be successful, truly successful, is to be able to attain your goals and keep your character at the same time!

"Honesty is the most single most important factor having a direct bearing on the final success of an individual, corporation, or product." Ed McMahon

Mister McMahon is right, though others will tell you otherwise. Some people will say, "You have to bend the truth to get ahead." Not true. Some of the most successful people who have ever lived where honest people.

How about you? Are you honest in all things? The problem with little lies is they become big ones. Lies spin out of control. You get caught in one lie and you lie to get out of it etc.

In all things and at all times, give others your honesty.

2. Give Others Your Respect. Most of the time we give people respect based on what they have done or what they have accomplished. We gauge whether or not they are "worthy" of it based on what we know of what they have achieved or who they know or are related to.

But I believe we should have a higher standard: We respect people not for what they have done or for who they are related to or for what they can do for us. Instead, we respect people for simply being.

What would happen in our world, in our company, and yes, even in our families if we started with respect for everyone else rather than making them earn it? I think we would see that most people would live up to the respect that we give them!

3. Give Others Your Vulnerability. We are taught to "be strong." And yes, we should be strong. But we have also embraced something that I think keeps us from having the kind of life that we long for. It is an idea that keeps us from experiencing the kind of relationships that would bring deep meaning to us. It is the idea of vulnerability.

"But Chris, make yourself vulnerable and people will step all over you!" It is true that this will happen. But I have also seen that most people will be drawn to you. They will help you. They will open up to you. You see, we are all broken people inside. We all have secrets. Yes, everyone plays "the poser" at some point in their lives, but when one let's down their veil, others soon follow - and we all win.

4. Give Others Your Care. Too many people are running around this old earth not caring about others. The days of "Look Out for Number One" and "Winning Through Intimidation" are over! Let's bring about a new day when we can care about others AND succeed!

Take the time to show people you care. Listen to them. Empathize with them. Love them. Now, I don't mean that you have to go around hugging everyone - that probably wouldn't fly in corporate America anyway - but we can take some time to step back from business and be human! And I have found that when we do so, our business succeeds as well!

5. Give Others Your Passion. There is nothing this world needs more than passionate people. And people need passionate people. Living in this day and age can be tiring. The hustle and bustle of it all can wear you down and tire you out. Give your passion to others and fire them up.

Don't just be humdrum - be excited. Give people all the energy you can muster up. And you will find that energy reciprocal. They will get energized and passionate. This in turn will fire you up more when you are already charged and get you going altogether when you don't feel like moving at all!

6. Give Others Your Experience. We all have areas that we excel in and they are usually areas that we have experience in. One of the things we can do to make our lives more meaningful and be of utmost help to others is to show them the way through the experiences we have.

Sometimes it will be what they should do: Shortcuts to take, people to meet, etc. Sometimes it will be what they should not do: Shortcuts not to take and people to stay away from! Whatever it is, we can be of service to others by giving them our experience and ultimately it will make us all better!

7. Give Others Your Help. All in all, what we want to do is to help others. Zig Ziglar says that if we will "help enough others get what they want, we will in turn get what we want." If we want to be successful, we should consider ourselves servants of other people. What can we do to help them and make them better?

If you want to live the life you have always dreamed of ask yourself if you:

Give Others Your Honesty
Give Others Your Respect
Give Others Your Vulnerability
Give Others Your Care
Give Others Your Passion
Give Others Your Experience
Give Others Your Help

This is the true path to greatness and success, not only in business but in life!

PERSEVERANCE/PERSISTENCE

"When I have finally decided that a result is worth getting, I go ahead on it and make trail after trial until it comes."

Thomas Edison

"Perseverance is more Prevailing than violence and many things which cannot be overcome when they are together yield themselves up when taken little by little." -- Plutarch

"Courage and perseverance have a magical talisman, before which difficulties disappear and obstacles vanish into air."

John Quincy Adams

"The last dejected effort often becomes the winning stroke."

W.J. Cameron

What Are The 12 Dumbest Things Salespeople Do

We all make mistakes and some salespeople seem to make a lot of them. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. Now in my book - that's just plain STUPID!

Maybe this list will serve as a helpful reminder. Maybe it won't. But at least you're curious to learn what these blunders are or why would you keep reading this?

In any case here's my list of the 12 Dumbest Things Salespeople Do:

1. Relying on one relationship to protect your account. Why in the world would you put all your eggs in one basket? Excuse me - with one person. It doesn't make any sense and the bigger the account is the more vulnerable you become. There are five reasons why you should develop more than one relationship in all your accounts, especially the major ones:

First retirement - people do retire. Second is death - yep some people actually die at their desk. Sure it's not common, but it does happen. Third is resignation - people do leave for better opportunities and that happens more than you might imagine. Fourth is termination - some people actually get fired. Finally - and sure this is a long shot - some people win the Lottery.

Action-step. Build and cultivate a network within every major account you have. The biggest Rolodex usually WINS!

2. Putting your fate with mid-level managers instead of starting with the top gun. The worst thing you can do is to follow your instincts on this one. Your instincts tell you to start at the easiest point of entry in any organization. Why - because it's easy! Once you gain access at this point your instincts continue to give you bad advice. Soon you'll be thinking you can't go over the head of the person you currently have the relationship with.

Here's my advice and it works. Your first call should be to the CEO or president of the organization. Simply ask them, or their assistants, for their help in directing you to the right person. If you're doing this over the phone you should also ask them to transfer you to this key decision maker.

Action-step. Make your first call to the CEO. It's easier to let him direct you down the organizational chart then to have some mid-level manager try to take you up the same organizational chart.

3. Telling prospects/customers that you’re NEW. I know this is a big one because I hear it all the time. Sad to say many years ago I even used this same mindless introduction. Imagine walking into an account and telling your prospect/customer that you are the new sales REP for your company. For a moment let's switch gears.

Imagine boarding an airplane scheduled to fly from Chicago to San Francisco. Imagine also hearing the pilot welcome everybody on board and announcing that he is new at flying the 757 you are seated on. Also imagine your dentist refers you to a specialist for your very first root canal. And imagine that the specialist lets you know he's a recent Dental School graduate and you're his first patient. Now, how does that make you feel? That's how everyone feels when they're working with somebody who announces they are "NEW."

Action-step. If you're new to sales or are an experienced sales REP just getting started with a NEW company give some thought how you will introduce yourself. Just don't say that you're "NEW."

4. Doing price-driven quotes instead of value-structured proposals. If you're in sales you're likely to get requests on a daily basis for product quotes. Somebody wants you to quote on a particular product or a particular service. So, like someone following the Pied Piper you do exactly what they ask, namely you send them a quotation. Then you go ballistic when you lose the deal because you did not have the lowest price.

Look Bubba - when you send somebody your quote all you are really doing is sending them a price to look at. If you don't like that approach get out of the quotation business. Do sales proposals. Load them with value. Make your sales proposal scream value and always include a benefits page. Your benefits page should be positioned ahead of your pricing page.

Action-step. If you don't know anything about sales proposals I strongly suggest you do a search on Google.com and Amazon.com using the keywords "sales proposals." This is too important to be flying by the seat-of-your-ants!

5. Making sales calls like a tourist. Anytime you show up on a prospect's/customer's doorstep without written sales call objectives you are nothing more than a well paid tourist. I think you'll agree most people most of the time are too busy to waste their valuable time. When you show up planning to touch base, catch up, check up, and see what's going on - that's called "Wasting time." To get you started in the right direction, here's an example of a written sales call objective for an account you're calling on for the very first time. Simply stated your sales call objective could be written as follows:

"My objective for this sales call is to establish rapport, build some credibility, ask 3-5 open-ended questions, attempt to identify one common interest we have, and if the person is qualified to secure a confirmed follow-up appointment. Note how numbers make this objective even "More specific."

Action-step. Never leave home without written sales call objectives. The key word is "Never!"

6. Getting mugged by your own mouth. This is a very easy trap for a salesperson to collapse into especially if you're extroverted and talkative. If you're not careful with the language you use, you run the risk of sounding like the "Mediocre majority." For example, you should avoid using these phrases: I think, can I be honest, can I ask you a question, I know you're busy so I won't take up much of your time, how soon do you need it, I agree with you - But, what do I have to do to earn your business today, so - what do you think, I was wondering etc. I hope you get the picture and recognize that these phrases aren't inherently sinister. They are however over-used by the salespeople who are in the "Mediocre majority" category. Avoid them like the Plague!

Action-step. The more you prepare what you'll say and how you'll say it during a sales call the less likely you'll end up getting mugged by your own mouth.

7. Making the sales call a virtual “Improvisation.” The way my twisted mind works is there are only two types of sales calls. One is prepared and the other is a total improvisation. Let me concede right out of the chute, it's inconceivable to totally prepare for a sales call - the way I define the word prepare. It should also be inconceivable to you from this point on, that your sales calls should be a 100% improvisation. In this example, when I use the word prepare, I mean in writing.

Here's a short list of what I recommend you thoroughly prepare - in writing: Prepare how you call for appointments. Prepare your elevator speech. Prepare at least 12 open-ended questions. Prepare how you will segue into your presentation. Prepare how you will deal with the price objection. Also prepare how you will ask for the customer's commitment to order your product/service.

Action-step. Prepare in writing the words you will use in each of these key steps in your selling process. Preparation always sounds better than improvisation. Always!

8. Forgetting to develop the “Brand Called You.” One of the cardinal sins I observe salespeople making is your complete reliance on the branding of your products and your company. Please remember this. Most people don't buy the product. Most people don't buy the company. Most people buy - because they buy the relationship with the sales professional working with them.

I just ordered the autobiography written by PT Barnum. I can't wait to get my hands on this book. If you want to be remembered you have to be memorable and PT Barnum wrote the book on this topic. Marketing will win more sales than selling ever can. To be a success today, and in almost any business, you have to be an extraordinary marketer! You might want to buy Peter Montoya's book, "The Brand Called You."

Action-step. I believe everybody is unique. Discover your uniqueness and parade it around your sales territory. Forget about being boring, bland, and benign. Blending in is out! Standing out is in! Do everything you can to be different in a memorable way!

9. Playing the win-lose instead of the win-win game. This point is easy to say and hard to do because it involves a dramatic change in your thinking. In some cases, it may involve a lobotomy! Never offer a price concession without getting a concession from your prospect/customer. To do so means he wins and you lose. Whatever happened to the good old-fashioned game of win-win?

What happened to it is quite simple and very easy to fix. When ever someone asks you for a better price - ask them for a better deal - which could mean a larger quantity, something else added to the order, an extended contract etc.

Action-step. This one takes courage. Do you have what it takes to do what it takes to make your selling game a win-win game?

10. Putting your families on the veritable back-burner. Most people don't think bad things can happen to them. I think it's called the theory of self-exception. Maybe it's because you're so optimistic. You think you'll live for ever. You think your families will live for ever. Take it from me it doesn't always work out that way. Now rest assured, I hope it does for you and your family.

I just don't want you to bank on it. You see stuff happens: My first wife Louise died when she was 34 from cancer. My brother John died when he was 46 from a brain tumor. My brother Ray, a New York City firemen, was killed on 9/11 at the age of 46. Enough said!

Action-step. When you put your family on the back-burner you're risking life's biggest regret - "I wish I had spent more time with my family." To avoid this potential tragedy make your calendar the centerpiece of your life and make sure every member of your family is on your calendar.

11. Living life in the multi-tasking lane. This thing called multi-tasking isn't what it's cracked up to be. Sure it looks impressive to a casual observer to see you driving your car with a headset on and nibbling on your morning egg McMuffin. How many tasks can you do at the same time and do them equally well? Some people, notably researchers writing on the subject, are now saying that tasks completed by the multi-taskers are losing out in the quality department.

Hey - it's a No-Brainer - how many things can you do at the same time and do them all exceptionally well? Go figure! Two months ago in the men's room of one of my major clients I heard someone behind that closed door, and presumably in a seated position, talking on his cell phone, munching on what sounded like potato chips and flushing at the same time. How do you explain that to a customer? Would you actually say you're passing through Niagara Falls, thus accounting for the noise in the background? I think you get the point and I'll leave the rest to your imagination.

Action-step. This one is so easy it hurts! Start every day with a written list of what you want to get done during that day. Using numbers, be sure to prioritize your list. Do one thing at a time. Do the most important thing first. Don't do anything else unless it's more important than the next most important thing on your list. I told you this was easy - easy to say and hard to do.

12. Giving a “Gazillion people” your cell phone number. Man do I get a lot of heat when I talk about this in my No-Brainer Selling Skills Boot Camps and sales training programs. I've heard all the reasons why salespeople give every body their cell phone number. I know why people print their cell phone number on their business cards. I know why salespeople do this but I'm not sure it makes any sense.

Well it does make some sense if you're the kind of salesperson, who after giving 50 or more prospects/customers your cell phone number, goes immediately to a tattoo parlor and has 24/7 tattooed across your forehead. Maybe it would make some sense if you had the only cell phone in your sales territory. That would be a clear advantage for you. Whenever you give somebody your cell phone number it becomes the default number which people use to call you. The more people you give your cell phone number to, the more people will dial your cell phone number every time for every minuscule reason they want to talk to you.

You may like it this way but I sure don't. I have two cell phones- one in my car and one in my briefcase and I use them exclusively for making outbound calls. Until you experience this - you won't realize how much control over your life you give up every time you give someone else your cell phone number.

Action-step. Here's a suggestion. Get a stamp that allows you to print on the back of your business card the times during the day you check your voice mails and e-mails. Tell your customers, except for two or three of your biggest, you're disconnecting your cell phone number because it's taken over your life. My guess is you'll get some well deserved empathy and sympathy.

Struggle

A man found a cocoon of an emperor moth. He took it home so that he could watch the moth come out of the cocoon. On that day a small opening appeared, he sat and watched the moth for several hours as the moth struggled to force the body through that little hole.

Then it seemed to stop making any progress. It appeared as if it had gotten as far as it could and it could go no farther. It just seemed to be stuck. Then the man, in his kindness, decided to help the moth, so he took a pair of scissors and snipped off the remaining bit of the cocoon. The moth then emerged easily. But it had a swollen body and small, shriveled wings. The man continued to watch the moth because he expected that, at any moment, the wings would enlarge and expand to be able to support the body, which would contract in time. Neither happened! In fact, the little moth spent the rest of its life crawling around with a swollen body and shriveled wings. It was never able to fly.

What the man in his kindness and haste did not understand was that the restricting cocoon and the struggle required for the moth to get through the tiny opening was the way of forcing fluid from the body of the moth into its wings so that it would be ready for flight once it achieved its freedom from the cocoon. Freedom and flight would only come after the struggle. By depriving the moth of a struggle, he deprived the moth of health.

Sometimes struggles are exactly what we need in our life. If we were to go through our life without any obstacles, we would be crippled. We would not be as strong as what we could have been. Give every opportunity a chance. Leave no room for regrets.

THE SECRET TO INTENSE FOCUS by Chris Widener

One of the common elements you see in almost all successful people is focus. They saw what they wanted to achieve and they focused in on it like a laser. Then, when they become famous and we, the common folk, know their name, we are amazed at the focus they have.

Focus will set two people apart who have equal skills.

What I am about to say may appear to be blasphemous to some: Tiger Woods is not that much more highly skilled than the other top PGA players! No, I haven't lost my marbles. Take any of the big names and stick them on any course and on any given day they can shoot a 65 for 18 holes. You see, it isn't whether they can - they all CAN - it is whether or not they DO. And that is determined mostly by F-O-C-U-S.

Watch Tiger sometime in a close race to the finish. Watch when he hits a bad shot. Does he fall apart and grumble to anyone who will listen? No! In fact it is almost eerie to watch him lock back in, even more focused than ever. THAT is what makes him a champion. I truly believe it is Tiger's focus that has distinguished him from the rest of the field to become the best golfer ever.

The same is true with others who achieve great things, even in crucial and highly tense situations. Think John Elway in those final minutes of those games he brought the Broncos back in. Think of all of those last second shots that Michael Jordan took (that everyone in the entire arena knew he was going to take - including the other team). These were classic examples of focus.

So what can the average person do to increase their focus? There are some things to do to train yourself. You may never be Tiger Woods, either on the golf course or in the office, but you can increase your focus to where it needs to be to give you the success you desire.

In the remaining part of this article I want to show you how to stay away from a common mistake and turn toward a discipline of focus that will be the first step in greatly enhancing your ability to focus. I will show you a practice technique to use that will greatly enhance your focus and your performance.

The myth is that to focus we must push other things out of your mind. For example, people will say to an athlete, "Don't listen to the fans." Or someone will say to another, "Don't think about..." This doesn't work! For example, right now, do not picture your car. You thought of it right? Exactly. This myth actually gets you to focus on exactly what you don't want to focus on!

Instead, the secret to intense focus is to set your mind intently on what it is you want to focus in on. For example (I'm hoping we have some golfers here - and if not, make the changes you need to, but you should get the point), let's say you are standing over a ten foot putt.

What do you want to focus on? Making that putt! So what are the elements you should be aware of? Now focus on them. But go beyond mere observation. Most people just look at the line of the putt, take a guess on how hard to hit and fire away...

Here are some other things to do (remember the process here is to get you highly aware of your surroundings and to focus with intensity):

Look at the hole. Is the plastic cup even with the top of the grass or is it sunken in? How much? Bet you never noticed that before. Does the grass tip in at the edge or is it even? How long is the grass between you and the hole? Does it waver in length from foot to foot?

Is there sand along the way in your path? How much? What color? What size? Is it even or just for a section?

Are there any bugs sitting on the ground between you and the hole? Does the hill go up or down at all? Not significantly - you would have already noticed that - but even slightly?

Is there a slight wind? Can you feel it blowing on your face?

Lastly, imagine that ball rolling along that path, curving slightly if it has to, and falling in the hole. I mean, really create that movie in your head and watch it!

Now I can hear you asking, "Chris, is this the secret to making your putts?" No, but it's an example of how to focus... Be observant. Notice. Focus. Lock into your focal point(s).

The same could be done at a business meeting with all of the people there, what questions they are asking, what points are being made, what may come next, what the others are wearing, why they chose that outfit for this meeting (What were they were trying to accomplish etc).

The myth of most focus advice is to try to not focus on bad things.

The secret to intense focus is to focus to a higher degree than you normally do on the "good things" - the things you are trying to accomplish!

Give it a try for a week. Focus intensely on what it is you want to accomplish. Bring yourself to a much higher degree of awareness of the surroundings etc... and experience the power behind this methodology!

Then when you have taught yourself to do this for practice, it will become a part of you and you will start to do it naturally and that will be an incredible day!

THE SECRET LIFE by Stephen R. Covey

The secret life is the key to a quality life and that in turn is the key to a quality culture, products, and services. Once in New York City, I attended the Broadway play, The Secret Garden. The play was particularly poignant for me that evening because my mother had just died.

The Tony Award winning musical is the story of a young girl whose mother and father die of cholera in India as the play begins. She is sent to live with her uncle in a large British manor. The old house is filled with romantic spirits. As the restless girl explores the grounds of the estate, she discovers the entrance to the magical secret garden, a place where anything is possible.

When she first enters the garden, she finds that it appears to be dead, much like her cousin, a bedridden boy, and her uncle, still haunted by memories of his lovely wife who died giving birth to the boy. In harmony with natural laws and principles, the girl faithfully plants seeds and brings new life to the garden. As the roots are warmed and the garden cultivated, she brings about a dramatic transformation of her entire culture within one season.

In my many years of teaching and training, I have seen several such transformations brought about by proactive people who exercise principle-centered leadership and the Seven Habits in their secret, private, and public lives.

When I returned home to Salt Lake City the next day to speak at my mother's funeral, I referred to the Secret Garden, because for me and many others, my mother's home was a secret garden where we could escape and be nurtured by positive affirmation. In her eyes, all about us was good, and all that was good was possible.

Our Three Lives

We all live three lives: public, private and secret. In our public lives, we are seen and heard by colleagues, associates, and others within our circle of influence. In our private lives, we interact more intimately with spouses, family members, and close friends. The secret life is where your heart is, where your real motives are the ultimate desires of your life.

Many executives never visit the secret life. Their public and private lives are essentially scripted by who and what precedes and surrounds them or by the pressures of the environment. And so they never exercise that unique endowment of self-awareness the key to the secret life where you can stand apart from yourself and observe your own involvement.

Courage is required to explore our secret life because we must first withdraw from the social mirror, where we are fed positive and negative feedback continuously. As we get used to this social feedback, it becomes a comfort zone. And we may opt to avoid self-examination and idle away our time in a vacuum of reverie and rationalization. In that frame of mind, we have little sense of identity, safety, or security.

Examine Your Motives

The most critical junctures in my life take place when I visit my secret life and ask, "What do I think? What do I believe is right? What should my motives be?" These are times when I choose my motives. One such time occurred when I first heard Dag Hammarskjold say, "It is more noble to give yourself completely to one individual, than to labor diligently for the salvation of the masses." That statement had such a profound effect on me that I started to say to myself in regard to my relationships with other people, "Wait a minute it's my life. I can choose whether I want to make reconciliation with this person or not. I can choose my own motives."

One of the exciting fruits of the "secret garden" is an ability to consciously choose your own motives. Until you choose your own motives, you really can't choose to live your own life. Everything flows out of motive and motivation that is the root of our deepest desires.

Now, when I get into a frustrating or perplexing situation, I enter into my secret life. That's where I find not only motives but also correct principles; that's where the inner wisdom is. As I learn to be proactive in exploring the secret life, I tap into self-awareness, imagination, conscience, and into the exercise of free will to choose another motive.

People who regularly explore their secret life and examine their motives are better able to see into the hearts of others, practice real empathy, bestow real empowerment and affirm worth and identity.

A healthy secret life will benefit your private and public lives in many ways. For example, when I'm preparing to give a speech, I read aloud a favorite discourse on faith hope and charity because it helps me to purify my motive. I lose all desire to impress. My only desire is to bless. And when I go to a public setting with that motive, I have great confidence and inner peace. I feel more love for the people and feel much more authentic myself.

Executives who attend our leadership training in the mountain setting of Sundance often tell me, "This is the first time in many years that I've done any soul searching. I've seen myself as if for the first time, and I've resolved that my life is going to be different. I'm going to be true to what I really believe." Recently, many people have written me to say, "Your habits and principles have made the difference. I'd never really thought about some of them before, but I resonate with them." That's because these principles are found in people's secret life.

And yet most of us spend our busy days privately doing our thing, never pausing long enough to enter the secret life, the secret garden, where we can create masterpieces, discover great truths and enhance very aspect of our public and private lives.

Having a healthy secret life is the key to having a quality private and public life, as well as a quality culture, product or service.

Feathers in the Wind

There is a 19th century folktale about a man who went about town slandering the town's wise man. One day, he went to the wise man's home and asked for forgiveness. The wise man, realizing that this man had not internalized the gravity of his transgressions, told him that he would forgive him on one condition: that he go home, take a feather pillow from his house, cut it up, and scatter the feathers to the wind. After he had done so, he should then return to the wise man's house.

Though puzzled by this strange request, the man was happy to be let off with so easy a penance. He quickly cut up the pillow, scattered the feathers, and returned to the house.

"Am I now forgiven?" he asked.

"Just one more thing," the wise man said. "Go now and gather up all the feathers."

"But that's impossible. The wind has already scattered them."

"Precisely," he answered. "And though you may truly wish to correct the evil you have done, it is as impossible to repair the damage done by your words as it is to recover the feathers. Your words are out there in the marketplace, spreading hate, even as we speak."

IF by Rudyard Kipling

If you can keep your head when all about you

Are losing theirs and blaming it on you;
If you can trust yourself when all men doubt you,
But make allowance for their doubting too:

If you can wait and not be tired by waiting,

Or, being lied about, don't deal in lies,

Or being hated don't give way to hating,

And yet don't look too good, nor talk too wise;

If you can dream and not make dreams your master;

If you can think and not make thoughts your aim,

If you can meet with Triumph and Disaster

And treat those two impostors just the same:

If you can bear to hear the truth you've spoken

Twisted by knaves to make a trap for fools,

Or watch the things you gave your life to, broken,

And stoop and build'em up with worn-out tools;

If you can make one heap of all your winnings

And risk it on one turn of pitch-and-toss,

And lose, and start again at your beginnings,

And never breathe a word about your loss:

If you can force your heart and nerve and sinew

To serve your turn long after they are gone,

And so hold on when there is nothing in you

Except the will, which says to them: "Hold on!"

If you can talk with crowds and keep your virtue,

Or walk with Kings nor lose the common touch,

If neither foes nor loving friends can hurt you,

If all men count with you, but none too much:

If you can fill the unforgiving minute

With sixty seconds' worth of distance run,

Yours is the Earth and everything that's in it,

And…which is more…you'll be a Man, my son!

15 WAYS TO GET REALLY MOTIVATED IN SALES

First, recognize that motivation is an inside job. The word motivate means to impel, inspire, hope, stimulate, incite, propel, spur, goad, move, induce, prompt, instigate, fire, provoke, actuate, cause, egg on, drive, excite, and to trigger. Don’t wait for someone to motivate you, here are 15 ways you can motivate yourself.

1. Set daily, weekly, monthly, yearly and lifetime goals. A goal is a goal if it’s writing. Goals get you going in the direction that’s right for you.

2. Listen to a motivational tape/CD. Record into a tape recorder your favorite quotes, anecdotes and personal success stories. Play back your tape frequently. Nothing is more motivating than the sound of your own voice. Try it!

3. Get motivated to make better telephone calls by buying Art Sobczak’s new book, “How To Sell More In Less Time With No Rejection.” - visit his web site www.businessbyphone.com.

4. To overachieve every quota you are given take this advice. First write yourself a cheque dated for 12/31/04 payable to yourself and write how much you want to earn on the amount line. Make three laminated copies and put one in your briefcase, auto console, and home office. Second, always aim higher than the quota you are given. If you adjust your aim, the results will follow.

5. Buy an inspirational book of quotations and keep it in your car. Read three quotes daily. Remember - inspirational words usually inspire us.

6. Invest 15 minutes daily to read books and articles about the selling profession. This is gourmet food for your brain. Don’t skip a day.

7. Get a mentor, preferably one outside of your company. The truly successful people never go it alone.

8. To push-up your sales performance, prepare your own laminated cue cards. Create cue cards for making appointments, your 12 best questions, for handling the objections, and for asking for the deal. Each cue card should be prepared word-for-word. Your performances will sky-rocket.

9. Buy a composition notebook for your car. Record your successes, failures, and daily observations about your selling environment.

10. Read the “The Ancient Scrolls” an inspiring book by Tim Connor.

11. To get motivated about improving your personal financial situation, set a personal net worth goal and write it on a spread sheet, then review it monthly. Self worth increases proportionately with net worth.

12. Tell your family when you achieve 110% or more of your annual sales quota - you’ll take them anywhere they want to go on vacation.

13. Tell your family when you reach a new monthly sales record milestone, you’ll take them out to celebrate.

14. Select one song that really gets you moving and play it every morning as you back out of your driveway. (Queen is always good for that)

15. Make a dinner date with your spouse tonight then go some place special.

Every day is a great day, especially if you don’t see your name in the obituary section of the paper.

When you’re motivated you can make every day a masterpiece.