Posted: October 29, 2021 | Categories: Leadership, Team Building

Part of my coaching involves helping companies build collaborative teams.  This process requires working with highly responsible people who know how to confront problems directly with no excuses or blame.  We respect these qualities.

On the other hand, have you ever worked with someone who rarely admitted a mistake?  Such folks aren’t gaining respect…they are sacrificing it.  Here is an example I’ll never forget:

One afternoon about 30 years ago I was playing baseball with my then 5-year old son in our back yard.  Kevin was practicing hitting, and I made a comment that seems to stun him.  His face looked puzzled, and he said, “Dad, was that a put down?”  I started to respond by rationalizing and being defensive.  Then I stopped mid-sentence and said, “You’re right, Kevin.  That was a put-down, and I was wrong to say that.  I am sorry.”  Kevin’s reaction was very calm.  He said, “OK”.  This was a teachable moment for me.  I learned that people who like and trust us don’t expect us to be perfect.  When we make a mistake and don’t own up to it, we can confuse people.  When we admit our mistakes and apologize,, we strengthen trust and respect, and most important, the relationships.  It has been estimated that nearly 50% of all business failures can be attributed to mistakes that are made but not admitted.  Here’s the message:  When we make a mistake, own up to it.  We will gain respect and help open the door to stronger team collaboration.

Posted: October 21, 2021 | Categories: Presentation skills, Sales, Self-Improvement

If you were to review all the commencement addresses since the beginning of time, you would probably be able to make a list of the most vital qualities of success on one page.  I would like to focus on self-discipline.  This attribute is sometimes referred to as the “ironclad quality of success”.  Let me illustrate:

Early in my career, I worked as an account representative for a leadership training company.  I had made a key appointment with the head of a company.  Because I was a rookie, it was required that I have my mentor with me on the appointment.  Jim and I met in the parking lot 15 minutes before the scheduled appointment.  The first question Jim asked me was, “Steve…what is your goal for this call?”  I replied, “I already achieved it.  I got the appointment.  We’ll just go where the music takes us”.  Jim frowned, and said, “Steve, let’s talk through this”  Lesson learned: I should not start preparing for my appointment in the parking lot.  If we are serious about what we do, we prepare thoroughly.

Now let’s look at a “right way” example:  A client of mine had been working to secure a big account for several weeks.  She was competing against some tough opponents.  She got the contract.  Afterwards, she asked the business owner why she was chosen and not one of the others.  The answer was simple:  The boss said, “Because you do your homework”  We can all tell when someone has done their homework, and we respect and appreciate that quality. We believe such a person is self-disciplined, and can be counted on.  Message: Prepare relentlessly.

One final note:  Given all the technology we have today, if we arrive on a sales call having carefully reviewed the prospect’s website, they will know it.  In other words, don’t start off with the question, “So what exactly is it that you do here?”  (Ouch)

Posted: October 20, 2021 | Categories: Leadership, Self-Improvement, Team Building

This week we received the sad news that General Colin Powell died at age 84.  He was a world-renowned statesman, diplomat, Secretary of State, and four-star General.

The son of Jamaican Immigrants, he was born in Harlem, New York in 1937.  He was raised in the South in tough times, General Powell reached his success through hard work, strong ethics, and love of his country.  In 1995 he wrote his book, “My American Journey”.  Contained in this book were his 13 “Rules for living”.  Of all the attachments I send to my clients and friends, these rules are at the “top of the Hit Parade”.  Here they are:

1. It ain’t as bad as you think.  It will look better in the morning.
2. Get mad, then get over it.
3. Avoid having your ego so close to your position that, when your position falls, your ego goes with it.
4. It can be done!
5. Be careful what you choose.  You may get it.
6. Don’t let adverse facts stand in the way of a good decision.
7. You can’t make someone else’s choices.
8.  Check small things.
9. Share credit.
10. Remain calm.  Be kind.
11. Have a vision.  Be demanding.
12. Don’t take counsel of your fears or naysayers.
13. Perpetual optimism is a force multiplier.

I have found these rules to be helpful when I am dealing with situations, problems, crises, and making decisions.  They may do the same for you!

Posted: August 31, 2021 | Categories: Leadership, Presentation skills, Sales, Team Building

Have you ever been to a meeting and afterwards heard someone say, “I was going to say something.” Too bad. What if there comment or suggestion that could have increased the profitability of the company, or even saved it from bankruptcy? Idea fluency is vital in a fully-functioning organization. How do we create an atmosphere that encourages even the most reserved to speak up? Here is an example that demonstrates how:

I have a client who sells heavy duty manufacturing equipment. Last week he went to visit a customer, and he gave two different presentations. The first was to the top management team. As you would guess, meetings are a regular thing for them. Each participant had their questions, and they had a hearty product discussion with Carl (My client).

For the next meeting, Carl addressed a group who worked in manufacturing. These people are the ones who operate the machines. This group rarely attends sales presentations and they were reluctant to speak up and ask questions. Carl could sense their reluctance. The seating was in a horseshoe formation, and Carl walked inside the horseshoe to make a more intimate interaction. While respecting personal space, he asked a question to one of the more shy people. At first the participant was nervous, but he soon overcame his fear and started to ask questions and give input. That opened up the floodgates. One by one, others began giving their comments, and Carl could feel the temperature of the group rise.  It was a lively discussion. Carl had strengthened trust with the group and received valuable input that proved very helpful in writing his proposal.  Carl valued and respected everyone’s input, and he got it. Remember to EN-COURAGE others to build a more collaborative team by creating an environment that opens them up.

Posted: July 30, 2021 | Categories: Leadership

One of my favorite readings is Desiderata.  Contained in its words is a familiar formula for a peaceful soul.  One of my favorite phrases in Desiderata is, “As far as possible and without surrender, be on good terms with others”.  It is something we can apply every day.  Here is an example:

I have a new neighbor across the street, and one of their frequent guests makes a habit of parking their car in front of my house.  On the days when I mow the lawn, I cannot fully complete my job with the car parked there.  My thinking began to take a wrong turn.  “That takes a lot of nerve.  Why can’t they part in front of their own lawn?”  Then I put on the brakes, and decided on another option:  Why not go over there, introduce myself in a friendly way, and request that they move the car so that is doesn’t get hammered with grass clippings when I am mowing?  We had a nice friendly conversation, and they invited me to swim in their pool.  Not only did I solve my problem, I gained a new friend.

I think it is important to note that these folks were nice, friendly people.  They reacted positively to my respectful approach.  I have found that about 90% of the time when we approach people in a friendly way, they respond well.  Occasionally we run in to someone who is frustrated and bitter, and they may not be recceptive.  Just remember, most people respond favorably when we begin in a friendly way.  If we keep this in mind, we can have more friends and less stress.  That’s good time management!