Undercover Boss Vs Visible Leader

Whether it is a failing of mine or not, I had never seen a program called 'Undercover Boss' before. I had heard of it, but had never sat thru an episode to see what it was all about.

To be quite frank, I thought it was about the head of a company going to look at OTHER companies, the competition, to see what they were doing. That may sound ludicrous to many people reading this but in Sales, that happens. Maybe not the Boss but certainly sometimes you get someone come along answering an advertisement for staff and you take them on, train them up, give them all manner of resources like pitches and details about the company, even so far as giving them access to databases and then, one day...they are gone! They never show up again. They don't write, call or send flowers. It was a scouting trip. A reconnaissance mission for information.  It happens and is an occupational hazard.

I heard a story once of someone who had done just that.  They had arrived at an advertising company in London and had told them they had experience so their training was minimal. This was a spy from another ad agency.  They got a desk and a phone.  They started work.  During the first few days they got all the paperwork and all the information. In fact, they stayed there for two weeks because they had made a few sales and the company paid weekly by check, which the salespeople took to the companies bank and cashed them by arrangement..  On the Friday, once they had cashed their check, they decided to bail out.  They had taken paperwork home the night before and had everything on a memory stick.  They gave some excuse about going to Starbucks to get a coffee.  Suddenly, EVERYONE in the sales room wanted coffee. The order ended up as 9 cappuccino, 6 Latte, 5 Americano.  So another guy went with the spy to Starbucks.  Naturally, everyone paid up first.  Average coffee price in the UK: £2.50/ £3.00.  Many of the salespeople handed over a £5 note and expected change when they got back.  The two guys, the Spy and his helper, went to Starbucks with over £80 in cash.

Naturally, when they got to Starbucks the Spy gave the helper the paper with the order on it and went to the mensroom.  Never to be seen again.  He got the paperwork, the information, he got paid in cash and he got an £80 tip in cash.  The salespeople are STILL waiting for their coffee.

So with that in mind, going undercover, calling up other companies for information, sending an agent behind enemy lines, it all happens in the UK.

I was amazed at 'Undercover Boss' because this is the head of a company, and I admit that some of them are quite large, going undercover in their OWN company.

I can't believe that they could, even with make up and a disguise. pull this off.  What struck me more than that was this....

Why would you need to go 'undercover' in your own company to find out who, what, where, when and why about your business?

When I was the Sales Manager and the National Sales Trainer for Cable London/ Telewest/ Comcast I was never in my office.  I went out and saw people, I pitched up in offices and found a desk and a phone and worked there.  I got a feel for everything.  I was approached all the time, I was known, I was visible.

I couldn't have gone 'Undercover' no matter WHAT the disguise. 

The reason?  I think the clue is in the title.  Undercover BOSS!

Leaders cannot work undercover.  They can't function undercover.  Leaders lead alongside their people. 

Bosses are unknown and faceless.

Leaders are obvious, and recognizable.  That's why people follow Leaders, they recognize them.

Female Leadership

 

Over the 25 years that I have been in sales and consulting I have always noticed how difficult it was for any woman in a position of any semblance of authority.  Not only getting there but in dealing with the day to day agenda that being a woman can attract from 'colleagues'

In direct Sales, which is a tough, in your face, no holds barred, environment the level of sexism is high.  It is not as bad as it was in the 80's and 90's thankfully but it is still there.

I have never understood why the question arises about 'women having the right to be in charge, or get promoted etc.  Women have just as much right as anyone to be in a leadership position but a lot of the old 'dinosaur' managers and salespeople would want to make you think otherwise.

I have heard of and seen a few very competent and capable women be turned down for a sales job thru fear.  Not theirs; but the fear of the man recruiting them.  They were far, far more capable than any of the other candidates.  I checked the recruitment system of a major blue chip sales company in London once and when I saw the candidates that had been turned down for the role, and compared them with the candidates that had been employed, I was shocked.

I wasn't shocked at the decision after I heard the conversation that had taken place after the interviews.  the manager that had been interviewing had conducted the interview with his area Manager. 

The Area Manager had told him, "I agree that she is the best candidate but use your head.  She is married and 24 years old with no kids.  You are targeted for 12 members of your team.  She could get pregnant at any time and then have a year off at full pay and benefits and you have to make up the numbers.  She is probably looking for a job like this so she can do just that.  Are you prepared to cover for her for a year?"

There are worse stories than that, believe me. 

Door to door saleswomen being told to wear short skirts and unbutton their tops more so that they get attention and gain interest from the potential customers who open the door.

Derogatory remarks made about women at Director level.  Sexist remarks made during meetings.  Its a point scoring thing which, in every time I have heard it, I have called the perpetrator on their bullshit.  I don't want to hear it.  I don't think it fair.  It's unnecessary and quite frankly, as a man, I don't want to be associated with other men who behave like it.  It is unprofessional and not the kind of thing a leader or anyone who wanted to be a leader would think was correct behaviour.

There is always banter, and practical jokes and a few laughs to be had in any work environment but there is a line.

In this day and age there should be NO difference between a male leader and a female leader.  They are LEADERS.  They do their job, they do it with integrity, they do it with authenticity, and they do it brilliantly.  If they dont' it's because they did something wrong, it's not because they are a woman or a man. 

The more we can encourage women to make a name for themselves in business the better.  BUT we don't want anyone to go into business BECAUSE they are a woman.  I don't believe we should recruit women because we 'need a few to make it look good'.  People, whether they are male or female, should be employed, mentored, coached, and promoted thru a company because of what they can do, not what they are.

2013 Resolution

LOST:  

One whole year. Last seen yesterday.

Contains uncertainty, lazyness and no achievement.

Could you place an ad like that on January 1st 2013?

Be ashamed!! Be very ashamed.
2012 is the year the world ended.

2012 is the year the Mayans said it was going to be 'game over'.

Errm...

Actually:

2012 is nearly ended.

2012 is nearly over.

BUT...it had nothing to do with Myans/ Shmayans

It's New Years Day soon. What are you doing about it?

Plan ahead!
You don't need the end of the world being averted to realise that you are standing on the starting line of a whole new opportunity.

Do you wake up and say 'I can't wait to be mediocre today!'. I could tell you to get a life but why don't you just change the one you have?

Is watching TV tonight going to earn you money? Get you new clients? Expand your business? NO! So...Turn off the tube and get out your Notebook/ Planner!

If you are sitting there thinking 'Wow, a whole year ahead of me'? I guarantee you will soon be saying 'Where the hell did that year go?' And you will say that sooner than you think!

Hold on...ARE you sitting there thinking 'Wow, a whole year ahead of me'?  Have you ever had a deja vu feeling?  Didn't you say that LAST year?

What are you doing today? Watching TV? Reading the paper? Sleeping? Get off your ass and make a to do list and put a deadline in there!

2013 can be the best year ever if you make it so!

Go and do it. I am!

"Those who merely hope that conditions will change, their luck turn, or the person in front of or above them will either retire or die, merely see instead the success of those who grasp the opportunity of the present.  If you waste the valuable time of today, awaiting the promise of tomorrow, you will inevitably, always, be second the the person who, yesterday, prepared for today!" Dave Moore

The Secret to.....

Not unless you get off your ass
and do something it won't!!!!

I don't want to rain on any parade regarding the Law of Attraction but something really bothers me about the whole 'The Secret' industry.

I think the only people who are making any money out of using 'The Secret' are the people IN 'The Secret'.

I wonder how many people have crashed and burned after 'thinking positive' and 'asking' for what they want?  How many people are still waiting for the knock on the door from someone delivering their request?  Waiting for their lottery numbers to come up.  Waiting for the new car. Still looking for that parking space.

The people who are getting a large monthly input into their bank accounts are the people in the Secret.

What's more, the Secret has raised another challenge.  The word 'secret' is now a buzzword bandied about to make you buy other products.  I know, I know: we all like to know a secret but...
...take a look at Amazon....

I just typed in 'secret to sales...' and I can see 2,642 books with some permutation of SECRET in the title.

There IS no 'secret' to sales.  The answer is very simple.  And it is something many salespeople forget to do.  You can have all the answers and all the techniques and all the confidence you want but you have to remember one thing...you have to ASK FOR THE SALE!

You would be amazed at how many salespeople I have listened to on the phone and sat next to in peoples homes.  I have heard some of them talk and talk, sell and sell, and seen a potential customer switch off.  The salesperson talked the person OUT of the sale and....you guessed it...nothing was sold.  They forgot to ask for the sale.

There is no secret to selling.  It is common sense but now we have so many books on the subject with 'the SECRET to...' in the title it's madness!!!

The issue I have with The Law of Attraction as portrayed in The Secret is that it bangs on and on about 'asking for what you want' but gives the impression that that's all you do.  You then sit and wait and, lo and behold, it arrives.  That is BS!

Let's break The Law of Attraction down.  In fact lets just break down the word ATTRACTION.

Can you see a six letter word at the end of that word?

ACTION.

Yep, you have to DO something to get something.  You have to take action to receive what you want.  You can't just sit back and wait for your special delivery.  You order it and then you do something to make it happen.  You take action to make it real.  You do it yourself.  The Universe just helps you out.  THAT is what it does. 

Remember, when you think the universe is not working for you, get the hell out of its way, let it do its thing.  Don't be the obstacle of your own success.

I am a firm believer that everything is attainable and that you can have ANYTHING that you want but unfortunately, many people who watched The Secret think and believe that all you have to do is ask, write it down, believe that you already have it and, miraculously, it will appear. WRONG!

You have to take steps, take action, to make this happen. You have to give SOMETHING in order for the universe to deliver.

Lets put it like this.

Every week a man goes to church and prays for God to help him.
"Dear Lord I have no money, no job, a wife and family to feed, Please Lord let me win the lottery this week."
This happens each week for 6 weeks. The man does not win. He starts to become disillusioned, losing his faith, and starts to believe that no one is listening.
On that final prayer he says, "Dear Lord, please please let me win the lottery. I am destitute and have nothing. Please let me win the lottery"
SUDDENLY, there is a flash of lightning, a loud clap of thunder and clouds form over the church. The roof of the church parts and a blinding light shines down on the man and then, through the clouds and the smoke he hears a voice...
"Jim, meet me half way...BUY A LOTTERY TICKET!"

If you are waiting for opportunity to knock on your door, keep waiting. Do something to show opportunity where you live and that you are at home. You do it with Amazon!  You do it with everything else you order online!!  Make sure you do something to make it happen and be ready to receive.  If you don't, you might find what you were waiting for has been left with a neighbour!

Countdown to 2013

It has been a very changeable, happy, difficult, rewarding, challenging and eye opening year so far.
Aside from the personal losses, such as my Mother passing away, this year has been one of positive change.  What I would call one hell of a roller coaster year.  I am SO ready to begin a new year I am buzzing with excitement....so much to do and so much energy to make it happen!  Now the good news for you.....It’s that time of year again!

'Hmmm, do all those online courses
in my email box work?'

THINK!.....

Have you noticed that beginning in November, your Inbox fills up with all kinds of programs the sender claims “will make 2013 your best year ever!” Some of the ones I’ve received involve three day live events where they help you dig through your past and release all the limiting beliefs and negative self-talk that’s holding you back; another offers a “once-in-a-lifetime, special deal that will disappear at midnight” (I got that one three days running! Go figure that!) on a 36 CD program, complete with transcript, workbook and two live group calls, blah, blah, blah, work, work, work; and my favourite, the people who guarantee they will reveal how The Secret really works and how to make it work for you (which leads me to believe that the real secret to The Secret is all the people who are making a ton of money from telling other people how to get it to work)

What all these programs have in common, is they’re all about telling you things you can do and actions you can take, that will somehow magically turn you into “a money-making magnet.” But at the end of the day, all these live events, these “secrets”, these CDs and workbooks fundamentally are, are strategies, strategies that will supposedly “release negative patterns that are holding you back”, “rewire your brain for success”, or some equally bogus hype.

Why is it that all these claims, promises and allegations don’t work?

It’s very simple: what these programs are all about is teaching you a method, a strategy whereby you take something you’re doing, stop doing it, and instead do something else. Like the bright, glossy, shiny CD/DVD program they’re selling you.

I have news for you! Replacing one behavior with another behavior is not going to change your life or make a long-term difference on how successful you are in 2013. Substituting doing something with not doing something is a STRATEGY, and will only work as long as you maintain the willpower, vigilance and discipline to continue to do that strategy.

So, what's the real secret?

The real secret to lasting success is;

• Become a person who naturally and instinctively does whatever needs to be done to be successful.
• Become a person who easily and effortlessly acts and behaves in a certain way because that’s who you are.
• Don't use a strategy to fix what you’re doing or not doing. This won’t work because you’re still the same person you’ve always been, you’re just forcing yourself to act in a different manner.

And, that’s why you, and everyone else, inevitably fails and reverts back to doing what you always do.

You go back to being who you really are.

I know, it can be confusing, you might want to go back and read what the Real Secret is again.

My early Christmas gift to you...

It actually is possible to become the person who makes the choices you’d really like to make, who does the things you’d really like to do, so that you can achieve the success you really want to have. And it doesn’t involve dredging up the past or listening to dozens of CDs and filling out workbooks or flying across the country and spending thousands of dollars on a live event. You don’t need to develop your willpower, walk on fire or glass, be relentlessly vigilant or subject yourself to strict discipline for the rest of your life either.

What you do have to do is be willing to keep an open mind, and allow yourself to consider that something that sounds like the 21st century version of snake oil could actually work,

We are closing in on the New Year, and you, too, are probably getting a lot of emails from people who have products, on-line courses, are holding live events, etc. that promise to “make 2013 your best year ever!!”

I’m sure they have the best intentions, but…

What none of them seem to understand is that replacing one behavior with another behavior is a STRATEGY, and strategies like this only work as long as you have the willpower and the discipline to do them on a consistent basis.

For example, a diet is a strategy, making and prioritizing the next day’s To Do list is a strategy, only checking Twitter/ Facebook and your email twice a day at a predetermined time is a strategy – you get the picture? As long as you can make yourself do it, it works. And we all know that pretty much nobody is able to keep doing it for very long.

Great… so what does work?

What works is becoming the person who instinctively makes the choices you know you need to make to get you the results you’re looking to get. In other words, doing what needs to be done because that’s who you are.

Do something SCARY!!!

As the season changes and we venture into autumn the nights draw in earlier each evening.  We are in the run up to Hallowe'en and this time of year always has that sense of the unknown about it.  We start to think of Hallowe'en and the trick or treaters, ghosts, spirits....and in some cases...FEAR.

What do you fear?  What scares you?

Is it that call to a nightmare client?
Is it that dental appointment?
Is it that meeting with your boss about your performance (or lack of)?
Is it the flight that you have to take?
Is it getting in that elevator?
Is it........

Well, whatever it is, it's personal to you.

But, do you know what?

That thing you fear, that challenge you have, that one thing you are DREADING doing...

...you need to do it right now, and get it out of the way.

Step outside that comfort circle and do something scary, risky, out of the ordinary tomorrow.  Then do something like that every day!  then watch as your confidence grows.

You MUST have seen the first Alien movie where the alien bursts out of Cains chest at the dining table on board the Nostromo.

I always think of how different it would have been if I had been on that spaceship. Just as the little alien runs across the table I would have smashed it with a sledge hammer and flattened it. Then, I would have said a line that would have probably been a classic:

“If we had let that out of the room it would have killed everyone!”

Roll credits! Shortest movie in history but...

If you Kill the Monster Early then you save a lot of time and effort.

Preventing 'Death by Powerpoint'

I have sat through many presentations in my previous life as a Sales Director at companies like Telewest, Cable London and Holiday Ownership Exchange and believe me, I feel your pain when it comes to Slides or Powerpoint presentations.

As soon as you walk into the seminar room and you see the laptop and computer your heart sinks because you KNOW that not only have you got to listen to someone, you have to read the slides and, probably, make notes.

I love French Cinema and I speak a little French so I ignore the subtitles as much as I can but many people hate the idea of reading a movie, they want to watch one. 

It's the same with presentations.  Some people have EVERYTHING they say, EVERY WORD, up on that screen and they not only read the slide out but they POINT AT THE WORDS AS THEY GO ALONG!!!

That is a combination of lack of confidence, bad presentation skills and overkill.  It is such poor preparation that it borders on Preparation H!!

When these presenters look at the audience can't they see the sea of bored people with a glazed look on their faces. (I know, I was one of them).

Steve Jobs had a list of rulles for presentations.

1.   Open with words that are in line with the theme by using a headline.
2.   Make the theme clear and consistant so it sets the direction.
3.   Provide an outline.
4.   Open and close each section with a clear transition.
5.   Sell an experience.
6.   Use powerful words like Extraordinary, amazing, cool, awesome and incredible.
7.   Make numbers and statistics meaningful and then break them down.
8.   Analogies help connect the dots.
9.   Paint a simple picture that doesn't overwhelm.
10. Rehearse it.

In order to create a PowerPoint presentation that is engaging and compelling, use this list as rocket fuel that will fire your presentation to the stars.  It's a list of do's and dont's that has been built over years of experience.  Add what works for you and let me know your own tips.

1. Clip art is funny but don't even think about using crap that a 10 year old could have come up with.  Your credibility will be shot.  Limit the clip art or better still leave it out completely

2. Add an unexpected, personal, FUNNY photograph.
3. The slide is meant to reinforce the point you are making.  NOT THE OTHER WAY AROUND

4. Don't EVER say, "This one's a little hard to read." SLIDES ARE FREE. Split the slide into two.
5. Don't have your slides spin around or have moving text -It is very annoying!  I have heard salespeople in the audience next to me having side bets on which direction the slide will come in from. 
6. Don't put more than one point on a slide.
7. Count the laughs. At least one for every five slides. (If there's at least one laugh every five slides, you can count on one other thing: money.)
8. Use a white background. The fancy ones are distracting.  They are an embellishment that detracts from your message.
9. Include a logo. I put a bug-size logo in the lower right corner of every slide. I have no idea why, but no one has ever said anything to me. And I figure if it's good enough for MTV, Comedy Central or any of those Cable channels, it's good enough for me.
10. Use the font IMPACT. Set the master screen for 44pt and shadow the type.
11. Emphasize words by blowing them up a few point sizes. Make them a different colour. I use Purple.

12. If you're labouring over one slide that you are trying to "make work," delete it. It was probably a weak point.

13. Use slides that tell a story, rather than relate a fact. Stories are the most powerful part of the sale. Here's the rule: Facts and figures are forgotten, stories are remembered and retold.

14. Are your slides engaging? There are two kinds of slides: engaging and distracting. Review each slide and ask yourself, "How engaging is this slide?" If it's not engaging, then it's distracting, so why the hell are you using it?

15. Are your slides asking questions or making statements? Questions will promote conversation and engage. Statements are just that - There is no conversation.

16. How many of the claims that you makE in your sales presentation, by PowerPoint or verbally, are backed up with proof?

17. Incorporate video testimonial clips throughout your slide presentation to back up and prove that your claims are real and transferable-real, transferable, and acceptable to the customer.

By now you're probably totally disheartened about your PowerPoint presentation because I've exposed it for the powerless "point" it is. But take heart. Your competition's slide presentation is equally pathetic.

Here is the secret solution: Convert the time you're wasting by watching television reruns and use it to develop your own PowerPoint presentation that is 100 percent in terms of the customer's needs and desires. Your PowerPoint presentation should engage the prospective customer by asking questions and promoting dialogue, include a little humour to keep the sales presentation alive, and support every fact and claim with testimonials.

And by the way, there's one question that you better make certain appears toward the end of your PowerPoint presentation: a question that asks for the sale.

One of the best pieces of advice I can give you to make sure the Powerpoint presentation you are constructing is interesting is this.  When you are done, leave it for two days.  Then look at it again.  If it STILL looks great, use it.  That break will let your mind review it with fresh eyes.

 

*With thanks to Steve Jobs and Jeffrey Gitomer

You-Nique

Do you wonder what makes you different from everyone else? Are you looking for an answer to "What makes me special and unique?" that is more meaningful than just your fingerprints or a spiral of DNA?


Understanding how each of us is unique is an essential part of questioning who we are and why humanity exists. To help you find an answer to this ancient and universal question, we offer a new way of looking at things.

Are you Unique? Do you go your own way? Do you follow your own beliefs?

Being unique can make you start to feel awkward about who you are. If you are not like everybody else ... you can feel like you don't fit ... and don't belong.


And that is a horrible way to feel .. especially when you consider that everyone is unique. Everyone, underneath the things that define a generation or a culture, is truly unique and vastly different ... from the things they love -- to what inspires them or makes them laugh.


Do you remember the scene in The Life of Brian when, having been chased and followed by hundreds of people, Brian addresses the crowd from his bedroom window and there is the classic exchange...

Brian: You are all Individuals!
Lone Voice: I'm not!

Being an individual means you are unique.

Do you have any idea just how unique you are?

What makes you unique?
Is it what you do, or how you do what you do?

If you want to Stand Out, you have to be OutStanding.
It's a simple as that. And Simplicity rules.

Simplicity is harder than you think. We all have the ability to make things difficult. We analyse and go over details again and again when in fact what we should be doing is refining and streamlining.

If you want to be unique you have to strip everything down and discover just what sets you apart from everyone else.

Sustained success comes only when you take what's unique about you and figure out how to make it useful.

Whatever it is that you do to make yourself unique you have to decide whether or not it is something that will generate interest, business and raving fans (repeat customers).

What are your strengths? How do you use those strengths to overcome your competitors, if you consider your competitors?

Remember that there is no one else on this planet like you. No one else can do what you do, in the way you do it. If there were then I can guarantee that they wouldn't do what you do for the same reasons you do it.

The same thing applies to businesses and other types of organizations. But in this case, it is called branding and is known as what makes you stand apart and stand out from the crowd ... in both good and bad ways.


Being unique in business may be just what your company needs ... and should shout about. But just being different isn't what you want to focus on. Instead, you want to be distinctive -- in the things your customers and clients value most. And that is what finding your business niche is all about.

What brew do you want, Specifically?

Getting what you want in life, or a more positive outcome at least, is just like enjoying your favourite cup of Joe.

SO, there you are...thinking.  All day, thinking.  You drive to work and you are...thinking. You sit at your desk...thinking.  You drive home...thinking.

You do a lot of thinking.  We all do.  We think about good things.  We think about bad things.
Good, bad, funny, sad, pointless, important.  You name it!

When you are cruising through your day, there is a voice in your head telling you stuff, telling you what to do, telling you to do things.  Don't panic.  You're not going mad.  That's thinking.

Are you thinking good stuff or bad stuff because you need to check.  Bad stuff can make you SO depressed you are going to believe that it isn't worth even attempting something.  Why?  Because you have already predetermined that failure.

Hey, do something different.  Predetermine your success.

How many times have you worried about something, like a dental appointment, only to find that there was no pain, minimum amount of work needed, and on reflection, not a too shabby way of spending your morning?

Then again, it may have hurt, you needed root canal and it wasn't a great experience.  But think about it.  Would worrying have changed that?  Would being negative about it have changed that?  NO!

The conversations you have with yourself are the key driver to the outcome of whatever it is you are doing.

How many times have you gone into a meeting and thought, or even muttered to yourself, 'This is going to be a COMPLETE waste of time'?  Guess what?  Yeah, it was wasn't it?

'Why am I driving down here? There will be no parking spaces!'
'I won't be able to get a table at that restaurant tonight.'
'That person won't be interested in me.'

If you have ever thought like that then you are focusing on the negative.  You are focusing on what you DON'T want rather than what you DO.

Why do you do that in your head when you wouldn't dream of doing it out loud.

When you go into Starbucks and the Barista asks you what you want do you say, "Well, I don't want a Latte, and I don't want a Mocha, and a certainly don't want a Tea"?

That would be stupid right?

You ask for what you want.  "I'll have a Cappucino please."

So why don't you keep that mindset in everything? 

Be positive sounds like a bloodgroup but it's more than that.  If you believe in The Law of Attraction then can you imagine what sort of life you are going to enjoy if you continue to focus on the negative stuff?  Maybe you are already suffering that lifestyle.  Well STOP.  Right now. 

Be specific about what you want and be determined to get what you want from situations.

'I am going to enjoy this meeting and get my points across'
'I am going to park the car down here and then go to the restaurant'
'I am going to get a table at the restaurant tonight'
'I am going to have fun talking to that person'

Go for Cappucino in your life.  Be Specific!

Chasing Your Dream

I watched a dog yesterday.

It was sitting on the side of the road when a car drove past.

The dog was obviously bored and looking for something to do, waiting for something to come along, when along came an Alfa Romeo.

It drove past the dog, the dog looked at the car, then chased it.  It didn't have to chase the car for long as it stopped only a few hundred yards along the lane. 

I watched the dog.  It stopped when the car stopped and then, after giving the car a quick glance, walked back to where it had been sitting, sat down, and carried on staring across the fields.

Chasing that car seemed like a good idea at the time but the dog had overlooked one vital piece of the equation. 

It had no idea what to do with the car when it caught it!
                                               ____________________

What are you like when an opportunity comes your way? 

There you are, minding your own business, or dreaming about running your own business, when....BANG!

No, you haven't been hit by a car.  You have been waiting for something to come along and now you have seen a car appear on the horizon, like an idea or an opportunity.  Then it gets nearer and you start to look at it.  Then you get intrigued by it.  Then you chase your dream.  The car is off down the road and you are chasing it.

But when you catch the car, or the idea, what are you gonna do with it?  Are you going to get in the driving seat and drive it?

Where to?

Dogs chase cars with no idea what they are going to do with them when they catch them.
Conversely, Cats don't chase cars.  They look at the car going by and probably think 'Hmmm, nice car, Alfa Romeo' and carry on relaxing.  They just can't be bothered to seize opportunity.

Don't be a dog and chase things for no reason.  Don't be a cat either, and let opportunity go by.

Be someone who has the end in sight.  Know your destination.  Know your direction, plan your route, know why you are taking the journey and then, when an opportunity comes your way, chase it, get in the driving seat and hit the accelerator!

You-Nique

Do you wonder what makes you different from everyone else? Are you looking for an answer to "What makes me special and unique?" that is more meaningful than just your fingerprints or a spiral of DNA?


Understanding how each of us is unique is an essential part of questioning who we are and why humanity exists. To help you find an answer to this ancient and universal question, we offer a new way of looking at things.

Are you Unique?  Do you go your own way?  Do you follow your own beliefs?

Being unique can make you start to feel awkward about who you are. If you are not like everybody else ... you can feel like you don't fit ... and don't belong.


And that is a horrible way to feel .. especially when you consider that everyone is unique. Everyone, underneath the things that define a generation or a culture, is truly unique and vastly different ... from the things they love -- to what inspires them or makes them laugh.


Do you remember the scene in The Life of Brian when, having been chased and followed by hundreds of people, Brian addresses the crowd from his bedroom window and there is the classic exchange...

Brian: You are all Individuals!
Lone Voice: I'm not!

Being an individual means you are unique.

Do you have any idea just how unique you are?

What makes you unique?
Is it what you do, or how you do what you do?

If you want to Stand Out, you have to be OutStanding. 
It's a simple as that. And Simplicity rules.

Simplicity is harder than you think.  We all have the ability to make things difficult.  We analyse and go over details again and again when in fact what we should be doing is refining and streamlining.

If you want to be unique you have to strip everything down and discover just what sets you apart from everyone else.

Sustained success comes only when you take what's unique about you and figure out how to make it useful.

Whatever it is that you do to make yourself unique you have to decide whether or not it is something that will generate interest, business and raving fans (repeat customers).

What are your strengths?  How do you use those strengths to overcome your competitors, if you consider your competitors?

Remember that there is no one else on this planet like you.  No one else can do what you do, in the way you do it.  If there were then I can guarantee that they wouldn't do what you do for the same reasons you do it.

The same thing applies to businesses and other types of organizations. But in this case, it is called branding and is known as what makes you stand apart and stand out from the crowd ... in both good and bad ways.


Being unique in business may be just what your company needs ... and should shout about. But just being different isn't what you want to focus on. Instead, you want to be distinctive -- in the things your customers and clients value most. And that is what finding your business niche is all about.

That way, you begin to build loyalty to what makes you different ... like Classic Coke or Starbucks' coffeehouse experience that harkens back to Lloyds of London and the bankers that backed the shipping trade.


How To Make Your Business Unique


1. Largest Selection
One way that you can make your product or service stand out is to offer the largest selection of products, services or programs.
Example: Home Depot, E-Bay, Staples, Amazon.co.uk

2. Innovative Product
If you have a new product or a service that others don’t offer, you will have something that no one else can offer.
Example: Windows, Viagra, Value Program

3. Multiple Uses
Once you have a product or service to offer, look for other ways that the customer can use the same product or service.
Example: Baby carrier that has carriage base, electric can opener with knife sharpener, Aspirin can be used as pain reliever and heart attack preventative. Cell phone is a camera too.

4. Superior Customer Service
Keep reminding your customer that you are eager to help them by giving extra-ordinary support on your product or service.
Example: Nordstrom's is known for this. Doctors who make house calls, a mobile lawyer's office, a glass company that comes to your workplace to change the glass in your automobile are other examples.

5. Convenient Location
Make it easy for customers to do business with you by providing them access in exactly the place where they will need your product or service.
Example: Bank in the supermarket, ATM in airport, setting up a stand to sell umbrellas on a busy street corner on a rainy day.

6. Expert Consulting
If you have deep knowledge of your product or service, you can be useful in helping your customers before and after the sale is made.
Example: Computer sales person who understands connectivity issues and can help you integrate your equipment with the new computer. Estate Agent who has huge rolodex and provides referral to other vendors that new home owner would need.

7. Price
If you have a product or service with a high price, you offer prestige. If you offer the lowest price, the thrifty customer will be attracted to your product or service.
Example: High Price - Lexus, Canyon Ranch etc. Low price - Target, Wal-Mart

8. Lasting affect
The product or service you offer have a longer lasting affect than any others.
Example - Extra strength Tylenol, Bike lock that cannot be opened, car battery that lasts 5 years, long lasting car tires.

9. Guarantee
Offer a guarantee with your product or service.
Example: Money back if not satisfied. Free conversion back to previous vendor if not satisfied.

10. Packaging
Offer a package that is different from others. (prettier, stronger, environmentally friendly, easier to open, child-proof)
Example: Packaging material that dissolves in water, free gift wrapping for all purchases, child-proof aspirin bottles, juice drinks with straw.

Live Your Life

Here's a quote that I think it sums up one of the main tenets of the Dynamic-Life Academy's approach to Human Potential Technology.

"Live your life and forget about your age. That's the difference that makes the difference. A lot of people live their age and forget they have a life!"
David Moore - Dynamic-Life Academy

It was an off the cuff remark at a Seminar in London this month and when I said it I had to stop and think about it because it came from nowhere.  Just one of those occasions when, during a seminar, a question is asked and I make some sort of comeback.

But how right is it.  Have you noticed when you watch a movie from the 60s or 70s how old people look? You think they are 50 but actually they are 35!  All the joy and energy seems to have been sucked out of them and they are older than their years.

They are not living life, they are living their age. 

If you are going to do that why not pick an age that you really enjoyed and stick at it.  OK you may get older on paper but in the mind, where it really counts, you can stay 35 or whatever age is right for you.

Don't succumb to getting old in thought.  It will not serve you.

Take risks, take chance and seize the moment.

Remember, it is NEVER too late to have a happy childhood! ;-)

The Perfect Equation - Dynamic-Life Academy

Other than you, who is the enemy of your enemy?

Hmmmm, that's not something you have thought of much is it?

Think about it now.

Remember, "The enemy of my enemy is my friend"...or at least my temporary ally, united in a common cause ....

Like E=MC2...it's the perfect equation.

Sometimes these allies you don't know you have are actual physical people...and it is possible that they hate your enemy more than you do. It's logical. If you have an enemy then it's highly likely they are so odious that more people hate them than like them.

At other times these unexpected allies are psychological in nature.

Your enemies physical enemies. They are easy to spot because they are real. They are people he/ she has pissed off or else people that have pissed off him/ her. They are out to get your enemy, or at least your enemy thinks they are out to get them...perhaps because you make them think that!

Your enemies real and physical enemies can be incited against her (we shall call your enemy a her). This is known as the 'dog eat dog' ploy. This is analogous to throwing a single bone to a pair of starving hounds and is especially effective (and gratifying) when used to get one of your enemies to destroy the other, and hopefully destroying themselves in the process ;-).

The winner in such a fight will be weakened, and thus more susceptible to your attack.

You could play the double bluff and convince your enemy that the only way of defeating their real or imagined enemy is to join forces with you. This would allow you to create a whole catalogue of 'shadow enemies' to quixotically tilt against them, expending their limited resources, resources that are no longer at their disposal when they attempt to defend against your attack.

You gain an alliance by exaggerating the potential and plottings of her real - and imagined - enemies.  If she remains unresponsive to your 'peace' overtures, join her real enemies.  If possible, secretely.
 
The enemy of my enemy is my friend.

Your enemies psychological enemies. Psychological enemies are a little harder to spot. They are 'in her head', whether inherited strands of worry and phantoms of paranoia she has dragged behind her since childhood. Or they will be the entangled vines of doubt and disappointment you adeptly, adroitly, and rightly, plant in her mind thru your ability.

Unlike actual physical enemies, these psychological enemies are less tangible, and often impossible to get a grip on. What's good for your enemy is usually bad for you. on the flip side, what's bad for your enemy is bound to be good, or of advantage, for you.

Psychological disturbances are like frustration, irrational fears, and debilitating stress.  Although these are your enemy, are also your enemies enemy. Discovering that your enemy is plagued by one of these psychological enemies will not only give you insight into their thinking processes and beliefs, but will provide you with avenues for direct or oblique attack.

The enemy of my enemy really is my friend!

Message from Dave - Dynamic-Life Academy

I firmly believe that Human Beings have unlimited potential. We all have inner ability that will remain dormant throughout our lives unless we tap into it. I believe that a Human Potential Technology program can free the mind, the spirit and the body. I do not buy into the belief that we only use a third of our brains. I believe we use all of our brains, but only parts of the brain at any one time.

We are a collection of beings that can evolve, or progress, or remain stagnant. It is our choice but sometimes a person comes along who shakes you up, makes you think differently, scares you, antagonises you, compels you to take on board their ideas and thoughts. There is a deep paradox or contradiction in getting people to take action. It is hard-wired into the brain over millions of years evolution and each one of us has a collection of moments building on one another and gaining momentum can be difficult.

The basic tenet of every computer game is:
'You will be killed if you stand still'

It’s the same with life, and business.

It is my goal to make a constant, forward moving, powerful change in myself and in the world around me by pushing beyond limits set by other people who believe they know best. I choose to live in a world, a belief, where ANYTHING is possible. Anyone who tells me that something cannot be done is really telling me they don’t know how to do that something.

As a student of Iconoclastic thought I am amazed at how often I am told something can not be done when I have been doing it for ages. I live an abnormal life in an outstanding world and my beliefs sit way outside of social norms. I see normality of thought and action, of rules and ‘we always do things like this’ as limits, perimeter fences, which must be removed. I seek to transcend the commonality and the norm.

I am a pioneer of 21st Century thought. I believe that by controlling our ‘Inner Game’ we influence and change the reality around us. I do not tread a safe path but I only see failure as feedback. I do not buy into ‘try, try, try again’. I do, or do not. There is no try! I have no agenda, I come from no angle or direction. I flow like water.

I believe that the Human Potential Technology system I use is the best. It will change and it will grow. It is a collection of the state of the art techniques from NLP, Hypnosis, Persuasion, Inner Game, Seduction and Influence.

I have no way, as way. I have no limitation as limitation. I am your first, your last, and your only source of Human Potential Technology. I push the boundaries, limitations and expand the comfort circle of everyone that works for, or with, The Moore Consortium and the Dynamic-Life Academy.

SALES - Dynamic-Life Academy

The 21st Century Salesperson

This course is aimed specifically to enable new and experienced salespeople to break through to success in today’s environment. It is the people who have the right attitude, skill and knowledge that will be successful. Delegates will learn that those three ingredients are vital in the recipe for a successful sales career, thus enabling them to become better equipped to maximize their potential and skyrocket their performance.

Who is it for?
New salespeople, Experienced salespeople, New to the business or those who want to take the ball another 100 yards, Those who have had little or no training, Those who have read a book about, seen a film about or heard the words Body and Language together in a sentence, Anyone who wants to develop their sales skills
What will they learn?
How to Plan and manage a sales territory, Prospect and identify key decision-makers. Deconstructing the target and pre-planning, Plan and prepare a sales presentation, Open a sales presentation confidently, Recognise different types of buyers, Tailor a presentation to suit the situation, Be confident and assured enough to walk away from a non-productive meeting, use Power/ open/ closed questioning, defferentiate Features and benefits v Sales Criteria, Eliminate ‘buyers remorse’, Complete the sale with a full commitment, Getting referrals, Exceeding target consistently.

The Sales Course

Selling!  What an honourable profession!

Everyone sells. Some, though, are better at it than others.

That can be changed. Wherever you may be reading this, be it at home or in the office, look around you. That desk, that lamp, that sofa, chair, carpet, TV, computer etc. NONE of it would be there if someone hadn’t sold it to someone else.You may have decided to buy some of those things yourself but someone sold it to you at some point. You may even have sold it to yourself!

There is no escaping it. Selling is a profession, an art, and a way of life. Be it a car, washing machine or cable TV. Someone needs it! Someone sells it to someone else.

Everyone wants something but they don’t know what they want, how to get it, why they want it or what to do with it when they’ve got it.

Knocking on doors and cold calling over the telephone are difficult jobs, thankfully. If it was easy: everyone would be doing it. Salespeople see difficulties as opportunities.

Presentations differ. What works for one may not work for another. Opening statements come in all shapes and sizes. In this instance: size matters! The ones that are short, sharp and punchy and contain the minimum amount of information and pricing are the best.

In todays environment, using old sales training methods will leave you dead in the water. It is not a case of buyer beware but one of Seller AWARE! Know your product, know your customer.Our courses are structured from over twenty years of experience and are tailored to suit your specific requirements. Far too many companies have 'set' seminars that you have to pick relevant information and techniques out of...we don't...our courses are bespoke.

Dynamic-Life

Launching in May...

All under one banner...
All available from one source...
All online...and in person.....


Stay tuned...

INVITES FOR THE LAUNCH PARTY IN

LONDON WILL BE AVAILABLE ON

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Amazing

Well, you don't expect to see something like this when driving through snow on a motorway!!

Exception

You are the exception.

You are willing to work harder and be more generous than you have to be.

You will exhibit character, vision, passion, enthusiasm and patience.

You will be ready to inspire and lead. You will accept responsibility. You will maintain the highest standards as you set the rules.

You will be consistent.

You will have a clear vision of your mission. You will encourage teamwork and the formation of strong alliances. You will set the example. You operate at the Jedi level.

In dress, speech, demeanour and attitude, you show the way to your colleagues. Your values and ideals have been deeply considered. You guide yourself and others toward excellence, not perfection. You are always open to new ideas, suggestions and offers of assistance. You must never ask or expect others to do what you would not do. You will believe in your clients and colleagues and they will reward you with their support.


Never forget, it’s your life. You are the captain of your ship and this is your journey.

Many people feel that they have no control over their own lives. Remind them constantly that this is NOT true. Once we all understand that we are responsible for all out comes, good and bad (if there is such a thing!) then we understand why these outcomes occur. From then on we are able to direct our lives as we see fit.

Ab-Normal

Now this is a very important ‘thing’ to grasp.

How many ‘normal’ people mix with their ‘normal' friends?

When they go on holiday they go on their ‘normal' package deals to the usual 'normal' places. Year-in year-out.

They have their 'normal' mortgage, and they pay into their 'normal' pension fund all of their 'normal' working life.

Then they retire at the 'normal' retirement age.

Suddenly they’re 90, they are dying and they look back on their very 'normal' lives. Now at that moment in their time ‘normal’ becomes boring.

Boring becomes a waste of time. Their life becomes a waste of time. And they wish they hadn't been so ‘normal’. You’re going to die anyway. So you may as well make your life as exciting as possible. When you have free time use it well.
I do not advocate a normal life.

I advocate an AB-NORMAL life.

Something to be proud of and something others point at!

Don’t veg-out in front of the TV.
Go somewhere different.
Do something different.
Something exciting.
Talk to “mad” people, say “mad” things, do “mad” things…after all, as far as we know, you only live once.

Unless you happen to be James Bond in which case you only live twice!

But that is down to good scriptwriters. You write your own script!!

Living in The Matrix

I watched the Matrix the other night. I remember the first time I saw it at the cinema. It was one of the most thought provoking films I have seen. I liked the primary message of the movie. People get into deep trouble when they mistake what they perceive for reality.

Not many people realised that prior to the release of the movie, intelligence agencies were already using the term 'The Matrix' to describe the world.

In the movie, The Matrix is a very elaborate AI computer program that people believe is reality. Thier life force is harnessed to power the Matrix while their physical bodies are in pods. They believe that they are interacting in a real world.

Neo discovers the truth of the Matrix through the teaching of Morpheus. He can overcome the belief that the Matrix is reality. He rebels against the program that created the false reality and escapes the limits of the Matrix. Others believe that he has developed some form of superhuman ability but, in his own reality, he has recognised the truth of what is happening.

Escaping the Matrix is a metaphor for the mystic path to enlightenment.

The Matrix can be defined as the world that we perceive, which includes the physical world, as well as higher planes of emotions and thoughts, which also affect us.

The reality we perceive with our senses is not the true reality, but merely a small portion of reality, masquerading as the whole. But, unlike the "alternate reality" that Neo must extricate himself from, in our "reality," there is no need to rebel. Rather, our goal should be to transcend. We want to "be in this world, but not of it."

The outer world is a reflection of our inner thoughts and beliefs, whether individual or collective, which have been conditioned by our experience in the Matrix. Consequently, the Matrix is a learning environment, where we get feedback on how our thoughts manifest. Thankfully, our negative thoughts do not (typically) manifest instantaneously. Otherwise, we would risk the spontaneous destruction of our world by thinking negative thoughts.

Anyone who blindly accepts these prevalent, negative thoughts will have his or her life path dictated by the Matrix. But those who recognize that it is our collective thoughts and beliefs that power the Matrix will recognize the way out.