Archive for the ‘Discipline’ Category

The Devil in the Details

Who would imagine 2 little letters could make such a difference?
devil in the details 2A few weeks ago I received 2 emails. One was offering new business owners the opportunity to gain visibility in a new online and print business magazine. The other was inviting me to the launch party for a new magazine with the same name. I opened the first email, clicked the link and checked out the advertising, featured business owners and comtemplated whether or not it would reach my target market. Next, I reviewed the launch party invitation, thinking what fun it would be have a new group to network with. Looked interesting, so I forwarded to my friend, asking her if she might want to go to the party and to check out the magazine at blahblahblah.com.

Within 5 minutes an email popped up with the subject “Are You Kidding???!!!”    misinterpretation2

Not the usual subject line, I opened it immediately, curious what I must be kidding about. The site I had directed her to was “completely inappropriate and perhaps there was a side of me she didn’t know about-had I actually looked at the site??” Indeed I had and proceeded to reopen the link I sent her…now this was not at all what had popped up the first time!! What happened to the professional headshots and enthusiastic offers of products and services from optimistic entrepreneurs? I closed it and tried again…same thing. I went back to the email with the invitation and clicked on the site…same thing. Had I been hallucinating??
I deleted everything, completely baffled.

A few days ago another email came from “the magazine”. Curious, I opened it and clicked on the link to the site and waited with anticipation as the smiling faces of up and coming entrepreneurs appeared on the screen. Phew! Very carefully, I studied the link…
Two little letters made all the difference!

communication

 

We all process massive amounts of information on a daily basis. Often answering emails or texting, talking on the phone, listening to music and eating at the same time. It is VERY easy to miss the details. Seemingly minor details can lead to major miscommunications.

 

 

Adopt these simple habits to insure “the devil in the details” doesn’t get the best of you:
-Contrary to popular opinion, multi-tasking is not efficient. Focus on the task at hand until it is complete can result in up to 80% time savings.skills_lge
-Finish one task before moving to the next, stopping and starting is inefficient. According to a USAA study, the mind can only focus on one thing at a a time.
-Always check your work (sound familiar?).
-Use spellcheck.
-Let a document, letter, critical email, etc. sit for a few hours and come back to it with fresh eyes-amazing what you might catch.
-Take a break-get up and move around-long bouts in front of the computer or a project are not productive. Your mind and body need to be renergized about every 90 minutes (every 20-30 according to Jim Loehr and Tony Schwartz in their book “The Power of Full Engagement”).
-Drink water-your  mind needs hydration to function at it’s best.

“Small differences in your performance can lead to large differences in your results”-Brian Tracy, coach, author, speaker

How has “the devil in the details” impacted you!!! Please share your stories and the small differences you applied to make sure it wouldn’t happen again.

Posted in Basics, Discipline, Habits, Peak Performance, Productivity, Success | No Comments »

18 Disciplines of Selling

The first quarter of 2010 is coming to a close-have you closed as many sales as you planned? If you are like many, sales is a complex, frustrating activity that can deflate your ego as fast as a pin in a balloon. I continue to hear this from my clients, colleagues, friends and even strangers I happen to strike up a conversation with while waiting in lines, sitting on the bus, even in passing on the street! What is it about having to present a prospect with value worth more than the price that can send an otherwise confident, articulate, enthusiastic adult running for the door?  The magic words, “let me think about it”, bring instant relief to many and justification for the retreat.
back_to_basicsI began sharing the 18 Disciplines of Sales used by a consistently successful sales associate and 2 time recipient of the Brian Tracy award for Sales Excellence. In past blog posts these were presented a few at a time. Considering the consistently recurring sales theme, it seemed timely to share all 18 at once. Hope these offer some relief from frustration. Sales CAN go according to plan. Apply these basics and make the second quarter of 2010 exceed your expectations:
1. Be PROUD of whatever role you are in and act like it. Perception is reality.  CONFIDENCE SELLS!!
2. Act like a WINNER. People gravitate to those they perceive as winners. Success is an attitude.
3. Expect SUCCESSS and er, NEVER, NEVER, NEVER give up. Success requires persistence.                         getting-organized2
4. Be PASSIONATE about what you do and show it. People feel passion and they pay for passion.
5. Get ORGANIZED. If you live in clutter your mind is cluttered.  
6. Set written, clear, concise, smart GOALS. Commit 2 minutes a day to think about and write them down.
7. Have a daily, prioritized PLAN. Must apply this discipline. Prepare it at night and let your superconscious mind go to work on it. Stay focused and insure that what you are doing “right now” is the one thing that will move your business forward.
8. Have a clear idea of who your TARGET CUSTOMER is. Work hard to narrow it down so your prospecting time is effective. Be aware of opportunities right in front of you.
9. Selling is about RELATIONSHIPS and effective communication. Identify who you are speaking with and what their needs are. People buy from those who understand them. Leverage tools out there, like D.I.S.C., to sharpen your listening and communication skills.
10. Clearly understand your UNIQUE SELLING PROPOSITION (USP). What sets you and your business apart from others? Know and be able to articulate it. The time spent figuring this out is worth every minute (or hour!!).
11. Create a POWERFUL 10 second MESSAGE. Only 2% of all salespeople can articulate what they do in 10 seconds. DSC00354Answer WII-FM (what’s in it for me?).

12. In it’s most basic form, selling is a game of NUMBERS. Talk with alot of people, sell to them all. ASK for appointments. ASK for referrals.
13. LISTEN!! the prospect will tell you how to sell them.
14. Be CONSISTANT and PERSISTANT. 80% of ALL sales are made on the FIFTH to TWELTH contact.  48% of salespeople NEVER follow up with a prospect        

15. Understand that closing is NOT A BIG EVENT…It’s Incidental!
16. Understand what you are willing to give up to get what you want.
17. TRACK EVERYTHING…hours, cost, leads, customers…..
18. Work HARD and work SMART . What you put into it is what you get out of it.
Now get out there and SELL!!!!!!

Posted in Basics, Discipline, Goal Achievement, Goal Setting, Productivity, Sales, Success | 1 Comment »