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DM
The Author, Founder and Creator of REGENERETICS
Saturday, 29 May 2010
Thursday, 15 April 2010
Monday, 12 April 2010
hold your plums:Easy question about left hand drive
hold your plums:wasy question about left hand drive
Unbelievable phone in question and answer in Liverpool...
Unbelievable phone in question and answer in Liverpool...
Tuesday, 6 April 2010
The Raft of Knowledge
Have you ever read a post on here and wondered what it was about and then, for whatever mysterious reason, you started to think differently and realise that this is one of the most relevant posts to you?
I find that when I, think about the other possibilities these teachings will give you, and you open your mind, to me, its as if this is going to help take you to the next stage.
For all the new fish out there, the leap from “new to sales” to “Experienced Salsperson” is a small but difficult leap. There are a lot of patterns, exercises, beliefs, understandings and attitudinal work that you need to take on board. There are lots of people who have a wealth of knowledge and there is lot to be said for reading tons of information before even thinking of saying something yourself.
In my career I have trained people in how to sell. That's what I do. I teach people how to Firewalk, Glasswalk and smash wood Karate style. I have done this all over the world. In all that time I see common thread throughout all of those seminars. The successful people are the ones who study, listen, learn and then go out and do it. The Mega-Successful are the ones who do it without thinking about it. It has become part of them, its second nature.
Selling is the oldest profession there is. Some say prostitution is the oldest but even that is someone selling themselves to someone else. Wherever you are reading this, if you are at work, in an Internet cafe or at home, look around you. Apart from nature, everything you see was sold to someone by someone else. If you have skill in selling you can sell yourself and that's what allows you to sell the product. We put ourselves in the market and we make ourselves a hot commodity. We have all the tools we need within us. I run workshops and seminars on a number of subjects and all the time I hear of "rejection" and "objection". These are related, you reject because you object and vica versa. In a sale if they object, what do you do? I spent years looking at and learning different ways to counter objections, what to say when they say...etc. These were really good but they didn't work well in the real world and then I had what is known as a BGO. A Blinding Glimpse of the Obvious. Objections are state related. I hear people like Bandler and Ross Jeffries saying the same thing. If you don't like the answer, change the state! The objection is now over there, they can't cling onto it.
The point I am making is that in the teaching of all of these tools and techniques you have to take them on and make them second nature.
Basic facts of approaching anyone to sell them something are:
1. Never take their first response as being something written in stone.
2. Anything they offer is a toy for me to play with. Like Jeet Kune Do.
3. They can say and do what they want; I control where my energy goes.
4. Anything they offer is information I can use.
5. 90% of people are running on autopilot 90% of the time.
6. Never attach excessive meaning. Nothing has any meaning except the meaning you give it
7. Never think by your own agenda. Don't bait your hook with food you like.
That is the 7-step rule that will allow you to walk through the world getting the best of anything you want. Do not make the mistake that these tips are exclusively for sales. You can use them on anyone to get anything. You will have the tools and techniques at hand and you can call on them without thinking. Once you have the techniques, don't stress about them. Don't even attempt to remember them. Just use them. It’s like a new language. After a while you think in two ways.
We have 2 brains. We have 2 different kinds of intelligence; rational and emotional. When we cannot decide we say we are 'in 2 minds'.
The techniques you are learning form a part of your EQ. That's your Emotional Intelligence. Your EQ is more important than your IQ. The IQ test may help you get a job but your EQ will help you keep it. A high IQ is around 135. Many people with IQ's of 135 and above work for people with IQ's of 100 or less. Why? Because the person with the high EQ, the one who knows how to relate to other people, talk to other people and interact with other people in a manner they like, is always going to be way ahead of the game and have people following him. Because they do it naturally. Far better than knowing how long it takes three men to fill a bath with water halfway up a mountain in a thunderstorm. That IQ. You put people at ease and have them jumping through hoops. That’s EQ. That’s where the results are.
I always, now, describe the techniques, tools, patterns, closes, etc as a raft. A raft is very handy if you want to get from one side of a river to another. You may want to get from the unsuccessful side of the river to the side where infinite power and success are available. But once you have reached the other side, you no longer need the raft itself. In fact, if you want to grow, and continue your journey, you have to leave the raft behind.
The challenge that we have, as humans, is that we tend to fall in love with the raft. We start to think, "This raft has been good. It's a useful raft. It's served me well. This raft is tip top!" But if we hang on to the teachings they will become a hindrance. No words, anyone's, can see for you. You must do that yourself
The trick is this. By integrating the raft, or what we took on board while on the journey, into our being and into our unconsciousness it becomes second nature and we see opportunity, we hear opportunity and we create opportunity all around us.
Being awake to openings, opportunity and life is the best way to be. Your energy level is high, your awareness is at peak level and your state is at optimum level. You become a magnet for opportunity. It seeks you out. And once you become one with the teachings, you will always be ready.
Keep the Faith
I find that when I, think about the other possibilities these teachings will give you, and you open your mind, to me, its as if this is going to help take you to the next stage.
For all the new fish out there, the leap from “new to sales” to “Experienced Salsperson” is a small but difficult leap. There are a lot of patterns, exercises, beliefs, understandings and attitudinal work that you need to take on board. There are lots of people who have a wealth of knowledge and there is lot to be said for reading tons of information before even thinking of saying something yourself.
In my career I have trained people in how to sell. That's what I do. I teach people how to Firewalk, Glasswalk and smash wood Karate style. I have done this all over the world. In all that time I see common thread throughout all of those seminars. The successful people are the ones who study, listen, learn and then go out and do it. The Mega-Successful are the ones who do it without thinking about it. It has become part of them, its second nature.
Selling is the oldest profession there is. Some say prostitution is the oldest but even that is someone selling themselves to someone else. Wherever you are reading this, if you are at work, in an Internet cafe or at home, look around you. Apart from nature, everything you see was sold to someone by someone else. If you have skill in selling you can sell yourself and that's what allows you to sell the product. We put ourselves in the market and we make ourselves a hot commodity. We have all the tools we need within us. I run workshops and seminars on a number of subjects and all the time I hear of "rejection" and "objection". These are related, you reject because you object and vica versa. In a sale if they object, what do you do? I spent years looking at and learning different ways to counter objections, what to say when they say...etc. These were really good but they didn't work well in the real world and then I had what is known as a BGO. A Blinding Glimpse of the Obvious. Objections are state related. I hear people like Bandler and Ross Jeffries saying the same thing. If you don't like the answer, change the state! The objection is now over there, they can't cling onto it.
The point I am making is that in the teaching of all of these tools and techniques you have to take them on and make them second nature.
Basic facts of approaching anyone to sell them something are:
1. Never take their first response as being something written in stone.
2. Anything they offer is a toy for me to play with. Like Jeet Kune Do.
3. They can say and do what they want; I control where my energy goes.
4. Anything they offer is information I can use.
5. 90% of people are running on autopilot 90% of the time.
6. Never attach excessive meaning. Nothing has any meaning except the meaning you give it
7. Never think by your own agenda. Don't bait your hook with food you like.
That is the 7-step rule that will allow you to walk through the world getting the best of anything you want. Do not make the mistake that these tips are exclusively for sales. You can use them on anyone to get anything. You will have the tools and techniques at hand and you can call on them without thinking. Once you have the techniques, don't stress about them. Don't even attempt to remember them. Just use them. It’s like a new language. After a while you think in two ways.
We have 2 brains. We have 2 different kinds of intelligence; rational and emotional. When we cannot decide we say we are 'in 2 minds'.
The techniques you are learning form a part of your EQ. That's your Emotional Intelligence. Your EQ is more important than your IQ. The IQ test may help you get a job but your EQ will help you keep it. A high IQ is around 135. Many people with IQ's of 135 and above work for people with IQ's of 100 or less. Why? Because the person with the high EQ, the one who knows how to relate to other people, talk to other people and interact with other people in a manner they like, is always going to be way ahead of the game and have people following him. Because they do it naturally. Far better than knowing how long it takes three men to fill a bath with water halfway up a mountain in a thunderstorm. That IQ. You put people at ease and have them jumping through hoops. That’s EQ. That’s where the results are.
I always, now, describe the techniques, tools, patterns, closes, etc as a raft. A raft is very handy if you want to get from one side of a river to another. You may want to get from the unsuccessful side of the river to the side where infinite power and success are available. But once you have reached the other side, you no longer need the raft itself. In fact, if you want to grow, and continue your journey, you have to leave the raft behind.
The challenge that we have, as humans, is that we tend to fall in love with the raft. We start to think, "This raft has been good. It's a useful raft. It's served me well. This raft is tip top!" But if we hang on to the teachings they will become a hindrance. No words, anyone's, can see for you. You must do that yourself
The trick is this. By integrating the raft, or what we took on board while on the journey, into our being and into our unconsciousness it becomes second nature and we see opportunity, we hear opportunity and we create opportunity all around us.
Being awake to openings, opportunity and life is the best way to be. Your energy level is high, your awareness is at peak level and your state is at optimum level. You become a magnet for opportunity. It seeks you out. And once you become one with the teachings, you will always be ready.
Keep the Faith
Tuesday, 2 February 2010
Firewalking.
Questions.
1 How does it work?
2 Why use it as a metaphor?
3 Is it a con?
Answers.
1 State of Mind, Focus, Belief, Physiology and...Physics.
2 Its dangerous and if you do it you will believe you can achieve anything..
3 No.
...In that order!
Click play!!!
This is a TV Firewalk event for a show called Date My Mate...Boy were they surprised at 'the date'!! ;-)
Thursday, 7 January 2010
Cable London
This is me, Terry Hannell and Sean Quigley after we beat three other Cable Companies to win a quiz on the Family Channel. Thats Cheggers handing the cheque over.
Look at the faces of the losers in the background lololol...Gutted!
10 Things to remember about Cold-Calling
1. SHUT UP AND LISTEN MORE TO YOUR PROSPECT - It's really amazing how much you canlearn from prospects by just letting them do all the talking. Here’s a clue: The letters in the word LISTEN also spell the word SILENT.
2. STOP CALLING LOW-LEVEL EXECUTIVES - Start at the top of the food chain and makeyour first contact with the Business Owner! As they say in the Guggenheim Museum...Start At The Top. Your top level prospect will chime in with ‘Actually you should talk to (someone) who heads up my marketing here’. You have a choice. You can always call them on it and say, ‘Hold on, he will only refer it back to you. YOU are the one who can cut through the red tape and make this happen’. Or you could say, ‘thanks, can you transfer me?’ and then tell this Marketing guy that his boss recommends He talks to YOU!
3. CONTACT PROSPECTS THAT SAID NO TO YOU SIX MONTHS AGO! Remember, all prospect decisions are not set in stone. Also the person who told you no may have moved on, died or come to their senses. They said NO in a situation that was ‘then’. This is ‘now!’
4. IF YOU DON"T DO ANY RESEARCH ON YOUR PROSPECT PRIOR TO PICKING UP THE TELEPHONE THEN YOU'RE STUPID. At least take a minute or two and do some homework. The moreeffort you make when researching your prospect then the more effort your prospect will make to speak with you on the telephone. Don’t do too much. You don’t need to be an expert on what they do. That’s their job. Be an expert on what you do and let them tell you how great they are.
5. NEVER EVER GIVE UP AFTER THE FIRST, SECOND, THIRD, FOURTH AND FIFTH CONTACT! Keep calling your prospect till they say NO. Don’t hang up unless they either buy or die. You would be amazed at how close people are to a yes when they give up.
6. BE ENTHUSIASTIC - HAVE SOME PERSONALITY ON THE TELEPHONE. If you're not excitingto speak with on the telephone than how can you expect your prospect to even give you a millisecond of their time? You have to believe in yourself and your product and convey that over the phone. If you sound like you don’t care, they will assume you don’t care and guess what...neither will they!
7. PAUSE LIKE A BROKEN CLOCK - Pausing after your prospect's name and while your interacting with your prospects lets your prospect know they're important. It lets them know that you have a genuine interest in them. Pausing is a powerful sales tool. Most people find silence uncomfortable. You need to learn to embrace silence. When you ask for the money, STFU! That stands for Shut The Fuck Up. The first one to speak loses. My record on the phone is 3:27 minutes. Face to face? 12:47 minutes.
8. KNOW YOUR PRODUCT/SERVICE LIKE YOU KNOW HOW TO WALK. The more you know about what you sell helps to create an atmosphere of consultative selling rather than product or service pushing. People buy from confident people. If you are confident about your business then you will convey that. People feel safe if they are spending money with someone who is confident. That said, don’t bluff if you don’t know the answer to something. Say so and tell them you will find out. They will like that. Not only because you will appear confident but also because you want to make sure that have the right information and you recognise that the point is important to them.
9. FOLLOW UP WITH YOUR PROSPECTS. Most sales are lost because you don't go the distanceto follow up with your prospect. You will be amazed at the amount of repeat business that isn't done. Follow up with a reason. If you sent information and you told them you were going to follow up in a couple of day then call them and remind them why you are calling. Don’t just call and pass the time of day. The girl in starbucks is there for that when they buy their latte in the morning. When they buy, and you deliver, call them and thank them and ask for more business. If you don’t ask you don’t get.
10. IT'S OK TO FAIL - If something doesn't work then just try something else. If you fail, learn why and DONT DO IT AGAIN. Cold Calling is not about throwing darts, it's about strategy and being innovative. And failure isn't failure. It's something else. Just like Broke is temporary but Poor is a condition. Failure isn't forever. Fail is feedback. When a person says no, that’s when your job as a salesperson starts.
2. STOP CALLING LOW-LEVEL EXECUTIVES - Start at the top of the food chain and makeyour first contact with the Business Owner! As they say in the Guggenheim Museum...Start At The Top. Your top level prospect will chime in with ‘Actually you should talk to (someone) who heads up my marketing here’. You have a choice. You can always call them on it and say, ‘Hold on, he will only refer it back to you. YOU are the one who can cut through the red tape and make this happen’. Or you could say, ‘thanks, can you transfer me?’ and then tell this Marketing guy that his boss recommends He talks to YOU!
3. CONTACT PROSPECTS THAT SAID NO TO YOU SIX MONTHS AGO! Remember, all prospect decisions are not set in stone. Also the person who told you no may have moved on, died or come to their senses. They said NO in a situation that was ‘then’. This is ‘now!’
4. IF YOU DON"T DO ANY RESEARCH ON YOUR PROSPECT PRIOR TO PICKING UP THE TELEPHONE THEN YOU'RE STUPID. At least take a minute or two and do some homework. The moreeffort you make when researching your prospect then the more effort your prospect will make to speak with you on the telephone. Don’t do too much. You don’t need to be an expert on what they do. That’s their job. Be an expert on what you do and let them tell you how great they are.
5. NEVER EVER GIVE UP AFTER THE FIRST, SECOND, THIRD, FOURTH AND FIFTH CONTACT! Keep calling your prospect till they say NO. Don’t hang up unless they either buy or die. You would be amazed at how close people are to a yes when they give up.
6. BE ENTHUSIASTIC - HAVE SOME PERSONALITY ON THE TELEPHONE. If you're not excitingto speak with on the telephone than how can you expect your prospect to even give you a millisecond of their time? You have to believe in yourself and your product and convey that over the phone. If you sound like you don’t care, they will assume you don’t care and guess what...neither will they!
7. PAUSE LIKE A BROKEN CLOCK - Pausing after your prospect's name and while your interacting with your prospects lets your prospect know they're important. It lets them know that you have a genuine interest in them. Pausing is a powerful sales tool. Most people find silence uncomfortable. You need to learn to embrace silence. When you ask for the money, STFU! That stands for Shut The Fuck Up. The first one to speak loses. My record on the phone is 3:27 minutes. Face to face? 12:47 minutes.
8. KNOW YOUR PRODUCT/SERVICE LIKE YOU KNOW HOW TO WALK. The more you know about what you sell helps to create an atmosphere of consultative selling rather than product or service pushing. People buy from confident people. If you are confident about your business then you will convey that. People feel safe if they are spending money with someone who is confident. That said, don’t bluff if you don’t know the answer to something. Say so and tell them you will find out. They will like that. Not only because you will appear confident but also because you want to make sure that have the right information and you recognise that the point is important to them.
9. FOLLOW UP WITH YOUR PROSPECTS. Most sales are lost because you don't go the distanceto follow up with your prospect. You will be amazed at the amount of repeat business that isn't done. Follow up with a reason. If you sent information and you told them you were going to follow up in a couple of day then call them and remind them why you are calling. Don’t just call and pass the time of day. The girl in starbucks is there for that when they buy their latte in the morning. When they buy, and you deliver, call them and thank them and ask for more business. If you don’t ask you don’t get.
10. IT'S OK TO FAIL - If something doesn't work then just try something else. If you fail, learn why and DONT DO IT AGAIN. Cold Calling is not about throwing darts, it's about strategy and being innovative. And failure isn't failure. It's something else. Just like Broke is temporary but Poor is a condition. Failure isn't forever. Fail is feedback. When a person says no, that’s when your job as a salesperson starts.
Saturday, 2 January 2010
Time for a Wake-Up call
So here we are in a New Year and I am looking at a few newspapers. The broadsheets and the tabloids. I have been watching the news and listening to the radio and checking out the internet and I have seen some amazing stats.
36m mobile phones sold.
£3.5 BILLION taken in Oxford Street over the Christmas shopping period.
The average spend per person at Christmas was £85. (Which means if someone spent less than that on you tell him or her to take a hike!)
There was more money spent over the bar on alcohol than any other Christmas season.
More Champagne was sold this year.
More Holidays were given as Christmas presents than any year before.
More people ate out at Christmas than any year before.
More people had a catered Christmas or just had their Christmas Dinner at a restaurant than ever before.
More money was taken at the sales than ever before.
The queues were longer than any other year.
As I was reading all of this a couple of words kept popping into my head.
I don’t know whether these stats are real or just hype but even if the figures are half of those listed the same two words keep popping in my head.
As I walked around the streets of London buying presents I saw lots of people laden down with bags. The restaurants were full. The champagne bar was three deep in Selfridges. The food hall in Selfridges was packed to the rafters. You would need a shoehorn to get in. There was a queue for the changing rooms in all the major stores.
Those two words came back into my head.
The theatres were packed with people buying tickets for West End shows at £65 plus per time as presents.
Those two words?
Wait...there isn't a cab around. They are all full. Every cab driving by has a passenger. The tubes are packed. The streets are packed. Everywhere is packed and people are spending money like no tomorrow. 
"Cab!"
Great, he saw me.
"Where to Guv?"
"Monument, please." I said as I got in and closed the door with a satisfying clunk.
I am now in the back of the cab. Outside there are thousands of people with millions of carrier bags going in billions of directions. Billions of pounds being spent.
What were those two words again...?
"Done all your shopping?" the driver asked me.
"I think so," I replied, "It's a nightmare out there."
"Yeah..." he laughed, "Credit Crunch!?!?"
Oh yeah, those were the two words...what happened to that?
Resolutions
Happy New Year
New Year's Resolutions are a great way to set your intent for a positive, fulfilling year of growth and accomplishment. But, on the other hand, when the year ends, if you haven't completely fulfilled your resolutions, it can be frustrating.
This usually happens because New Year's resolutions are often too vague, and don't include practical steps that lead to a clearly defined goal.
So today, by all means, make your usual big-picture resolutions. But, in addition, I'm going to suggest you make some sub-resolutions.
Each of these sub-resolutions is designed to give you a long-term benefit (some of them even for a lifetime) with a minimum amount of time and effort. In fact, each of these sub-resolutions can be completed in anything from a few minutes to, at the very most, a few hours. And they're all either free or very cheap .For most of you, many of these items fall into the category of things you've "been meaning to do." Since chances are that you have already accomplished at least a few of the items on the list below, there's no reason why you can't take half a day this week and get at least six more of the items below done.
So, in the interest of the betterment of your future, the management of your life, and the fresh start of a new year, here are
THINGS YOU CAN DO IN ONE DAY TO IMPROVE YOUR LIFE
1. Register your full name as a web domain if you haven't yet. You never know when you're going to want your personal website. If www.[yourname].com is already taken, don't worry - there are alternatives. For example, who owns jamesjoyce.com? Answer: A bar in Dublin beat the author's estate to it. But there are always other options, like hyphenating the name and getting james-joyce.net or james-joyce.org (check those sites now if you'd like), or choosing less common TLDs (or end letters) like .ws or .me.
For more information, homestead.com is a great site to register and design your own website.
2. Call your mobile phone provider. Ask if you can get a better calling plan based on your usage. This way you can afford to do the next item on this list.
3. Subscribe to a newspaper or magazine. Choose a topic that you don't know about - be it politics, fashion, culture, or technology- and sign up for the best periodical covering that topic. Rather than choosing the most popular magazine, select one that offers the most in-depth and interesting coverage, like Wired for technology or Foreign Affairs for politics or Mental Floss for culture. Yes, you could read it all online, but it's great to have a physical magazine to read when you're on the subway or on an aeroplane or waiting in line somewhere.
4. Get a passport if you don't have one. If yours has expired, get it renewed now. You never know when that great travel opportunity is going to occur, and you don't want to get stuck at home while your friends are at some great concert at the Acropolis in Greece.
5. Back it up. Most people don't take the time to do this, and regret it later. So copy your entire hard drive onto an external drive or USB stick immediately; if possible, download a program like Acronis True Image that will simplify the restoring process and regularly make backups (or for Mac owners, start using Time Machine or SuperDuper). Also backup your mobile phone, PDA, and any other personal-information-storing device.
6. While you're at it, make photocopies of your credit cards, passport, drivers license, birth certificate, and other important papers. If you keep a journal or anything similarly irreplaceable, photocopy that. Keep these in a safe deposit box, parent's house, locked file cabinet, or any other secure location, preferably outside your own house. They'll be invaluable in the event of theft, loss, fire, or any other unplanned incident.
7. Look through your refrigerator and cabinets. Read the labels on the food. Stop buying anything high in saturated fats, trans fats,cholesterol, and sodium. And start shopping healthier today.
8. Get business cards. Don't have a business? It doesn't matter. Sites like vistaprint.com will send you 250 free ones (though there's a shipping fee of under £6). Never hurts to look professional
9. Learn how you work: I'm often asked what books I found the most useful for learning Sales, NLP and Business. I will be posting my recommendations next.
10. This is not for everyone, but some of you--and you know who you are--definitely need to do this: Throw out all your socks. Every last one. Now go buy new pairs that actually match and don't have holes in them. You'll feel like a new man. Remember, get black socks. White socks are for athletic activities only. I don't want to catch any of you guys here wearing white socks in the boardroom!
11. Buy a suit. (Or a dress if you're a woman.) But don't just get any suit or dress. Get one that's slightly closer to the size you want to be this year, whether it be a little bigger or a little smaller than your current measurements. Try it on every Saturday morning as a reminder to yourself to get in shape this year; until, one day, it fits perfectly, and you wear it out and feel like a million pounds
12. Decide to actually become a millionaire.
Happy New Year
Well how was your Christmas and New Year. Mine was good and now with 2010 here I have major plans both business wise and personal. Business will be discussed on here, personal is mine so it wont be!! Ha Ha.
I saw the new year in coughing my guts up and wheezing from a cough that developed the day before but now, as I write, I have beaten it with something called Benalyn Mucus (Catchy title, huh?).
It was recommended to me by the pharmacist in Boots the Chemist on New Years Day.
"It's the best" she said before finding that they had sold out.
She then shouted across the store, "Can someone check if we have any Mucus out in the Storeroom?"
That was a head turner!!!!
They didnt...so I bought it in Sainsbury's. If you get a cough, buy it...it kicks ass!!
I saw the new year in coughing my guts up and wheezing from a cough that developed the day before but now, as I write, I have beaten it with something called Benalyn Mucus (Catchy title, huh?).
It was recommended to me by the pharmacist in Boots the Chemist on New Years Day.
"It's the best" she said before finding that they had sold out.
She then shouted across the store, "Can someone check if we have any Mucus out in the Storeroom?"
That was a head turner!!!!
They didnt...so I bought it in Sainsbury's. If you get a cough, buy it...it kicks ass!!
Monday, 21 December 2009
Winston Churchill
I visited the Winston Churchill Exhibition at the Cabinet War Rooms on Saturday and I was amazed at the detail and level of information contained in the Museum, along with many of Churchills clothes, personal items and papers. From a discarded Cigar butt to the flag that draped his coffin it is an exhibition to see again and again.
I have long regarded him as the Greatest Britain of the 20th Century and seeing the rooms such as his bedroom, study, broadcast room, map room and cabinet war room it confirms my opinion that without Churchill there would have been jackboots on the streets of London. His leadership skills were unusual but very effective. In fact, if you are going to lead a country through a war and win it you are obviously doing something very, very right.
I have been looking at the leadership model of Churchill and find the following components...
I have long regarded him as the Greatest Britain of the 20th Century and seeing the rooms such as his bedroom, study, broadcast room, map room and cabinet war room it confirms my opinion that without Churchill there would have been jackboots on the streets of London. His leadership skills were unusual but very effective. In fact, if you are going to lead a country through a war and win it you are obviously doing something very, very right.
I have been looking at the leadership model of Churchill and find the following components...
A man of great Integrity Churchill was 65 years old when he first became Prime Minister. Despite his age he had enormous
There is no doubt that the extensive experience that Churchill had accumulated (including his mistakes and failings) were central to his leadership style. This experience helped to found his Vision . The lessons he learnt helped him to be Decisive and make the right decisions.
Leadership is nowadays all the rage. There are countless, books, articles, websites and conferences devoted to leadership and developing the qualities of great leadership. In light of his iconic status, the Churchill leadership traits exhibited in 1940-45 are set to be discussed and debated by scholars for years to come.
Charisma
Of course leadership itself is neither necessarily good nor desirable (Hitler, Stalin, Mao et al). Neither is it all about "charisma". Of course many leaders have been described as charismatic many were not.
Churchill, like Abe Lincoln, was not a particularly charismatic leader. This is in contrast to the devilishly charismatic Hitler. While Churchill had a powerful personality and wonderful Communication skills, no one wished to award him dictatorial powers for life (unlike Adolf!). Hitler radiated an almost super-human charisma. It has been said that after meeting Churchill you believed you could achieve anything. After meeting Hitler you believed that he could achieve anything! Churchill used this inspirational effect to build vital Collaborations
This difference between Churchillian Inspirational Leadership and Hitlerian Charismatic Leadership is wonderfully explored in Andrew Roberts' highly readable, stimulating and entertaining book "Hitler and Churchill - Secrets of Leadership".
It can be argued that far from leadership being "about charisma", rather charisma itself can weaken effective leadership: often leading to inflexibility, over confidence, inflated egos and "spin" over substance.
So leadership is not necessarily a good thing nor is it about charisma. In reality its not about a specific list of traits either. No two great leaders will possess the same list of traits or competencies.
Leadership is ultimately about getting things done that Drive to Take Action - and get results and imrpove performance. Its the ability to influence, motivate and provide the tools and environment to others so that they can best contribute towards the successful attainment of the goals of their community or organisation. Winston Churchill was a man of immense Courage and Creativity, these and his other qualities shaped the war during
I cannot recommend the Cabinet War Rooms to you highly enough. Take a trip there and you will be amazed.
Thursday, 3 December 2009
Typical Call
Heres a transcript of a call...the opener...
"Hi, Its Dave Moore from Pulse Media. How are you?"
"Fine thanks."
"Good. Tell me, are you the person who handles the marketing for your company?"
"Yes, why? What is this about?"
"I am the publisher for XXXXXXXXXXXXXX for the NHS. I believe my readership, the NHS, is your target market, is that right?"
"Yes but I am not interested in advertising with you."
"I know. And the reason I know that is because if you were interested you would have called me. You would have been on the phone biting my hand off to get involved in the opportunity I have here."
"Really!"
"Yes, really. I know that you, like me, get lots of calls like this each day. Whats more, I have learnt that at least one of the calls is a special one; one that is worth listening to. This call is yours. Why dont you work more extensively with the NHS?"
"Its a difficult market to get into."
"I hear that a lot. Many of the companies that work with me had the same problem in the past. Fact is...I am already into the NHS on a number of projects and I can bring you in with us on this project."
"How would you do that?"
Bingo!
"Hi, Its Dave Moore from Pulse Media. How are you?"
"Fine thanks."
"Good. Tell me, are you the person who handles the marketing for your company?"
"Yes, why? What is this about?"
"I am the publisher for XXXXXXXXXXXXXX for the NHS. I believe my readership, the NHS, is your target market, is that right?"
"Yes but I am not interested in advertising with you."
"I know. And the reason I know that is because if you were interested you would have called me. You would have been on the phone biting my hand off to get involved in the opportunity I have here."
"Really!"
"Yes, really. I know that you, like me, get lots of calls like this each day. Whats more, I have learnt that at least one of the calls is a special one; one that is worth listening to. This call is yours. Why dont you work more extensively with the NHS?"
"Its a difficult market to get into."
"I hear that a lot. Many of the companies that work with me had the same problem in the past. Fact is...I am already into the NHS on a number of projects and I can bring you in with us on this project."
"How would you do that?"
Bingo!
Is Your Sales Manager An Idiot?
Yes, its true, if you're a sales manager and encourage or require your sales reps to make more than 25 calls a day then I personally think youre completely nuts! Youre crazy and you know nothing about the sales cycle. For you, achieving your sales numbers is all about the quantity of calls, but not the quality of the call itself. You want the best of both worlds, but the reality is you cannot have both.
With "too much" quantity, you sacrifice quality and as a result, you're actually creating limitations on the success of both you and your sales team.
The sales cycle begins with research. Research allows you as a salesperson to engage your prospect with qualifying questions to uncover needs. How can you take a genuine interest in your prospect with the expectation of making more than 25 calls a day? It's just not realistic.
Making more than 25 cold calls doesnt preposition you for sales success, it positions you for sales failure. Such an unrealistic sales goal of 25 or more calls is a myth. It's a belief system that is incorrect. Its a 'DISBELIEF' system. It makes you less effective, leads to job dissatisfaction and contributes to false beliefs that cold calling is an ineffective way to generate new business.
Many years ago, I became a victim to this school of sales thought. It made sense to me. It was my world. I was told that I could not be successful with less calls and that the only way to make my sales quota was to fire up my telephone and make from 50 to 65 or more cold calls a day. If you had told me to make less than 25 cold calls then my first reaction would have been, "Well, its all a numbers game and how can I make my sales quota by dialing less than half the required cold calls?" That was my thought process then, but today, its the reverse. It's a whole different story.
How did I go from one extreme to another extreme?
Its actually a simple answer. I learned the hard way. This article will hopefully be an eye opener for many and you can use this information to speed up your sales success! The reason why I was a former believer was because I didnt have a clear understanding of the entire sales process. I didnt fully understand each stage of the sales process. As a result, I was more focused on the mechanics of picking up the telephone and how fast I could get to the next call rather than on the exchange of engaging dialogue with my prospect. I was not taking a genuine interest in my prospect, but rather, I bought into an unhealthy belief system that started with my sales manager.
This unhealthy belief system (more calls equals more sales) removes the most important part of the sales process and this missing element is called consultative selling. This type of selling requires research, engaging dialogue and makes you put the prospect first. It's a more productive way to earn new business and with the expectation of some Sales Managers that you need to make more than 25 calls a day to make your numbers is just not true. It's not realistic. Don't buy into their misunderstandings and fears. Your success is not about quantity, it's about finding a healthy and realistic balance between quantity and quality.
With "too much" quantity, you sacrifice quality and as a result, you're actually creating limitations on the success of both you and your sales team.
The sales cycle begins with research. Research allows you as a salesperson to engage your prospect with qualifying questions to uncover needs. How can you take a genuine interest in your prospect with the expectation of making more than 25 calls a day? It's just not realistic.
Making more than 25 cold calls doesnt preposition you for sales success, it positions you for sales failure. Such an unrealistic sales goal of 25 or more calls is a myth. It's a belief system that is incorrect. Its a 'DISBELIEF' system. It makes you less effective, leads to job dissatisfaction and contributes to false beliefs that cold calling is an ineffective way to generate new business.
Many years ago, I became a victim to this school of sales thought. It made sense to me. It was my world. I was told that I could not be successful with less calls and that the only way to make my sales quota was to fire up my telephone and make from 50 to 65 or more cold calls a day. If you had told me to make less than 25 cold calls then my first reaction would have been, "Well, its all a numbers game and how can I make my sales quota by dialing less than half the required cold calls?" That was my thought process then, but today, its the reverse. It's a whole different story.
How did I go from one extreme to another extreme?
Its actually a simple answer. I learned the hard way. This article will hopefully be an eye opener for many and you can use this information to speed up your sales success! The reason why I was a former believer was because I didnt have a clear understanding of the entire sales process. I didnt fully understand each stage of the sales process. As a result, I was more focused on the mechanics of picking up the telephone and how fast I could get to the next call rather than on the exchange of engaging dialogue with my prospect. I was not taking a genuine interest in my prospect, but rather, I bought into an unhealthy belief system that started with my sales manager.
This unhealthy belief system (more calls equals more sales) removes the most important part of the sales process and this missing element is called consultative selling. This type of selling requires research, engaging dialogue and makes you put the prospect first. It's a more productive way to earn new business and with the expectation of some Sales Managers that you need to make more than 25 calls a day to make your numbers is just not true. It's not realistic. Don't buy into their misunderstandings and fears. Your success is not about quantity, it's about finding a healthy and realistic balance between quantity and quality.
Wednesday, 2 December 2009
Fantastic response
I just spoke to a potential client and she said. "Sorry, I cant think and I cant TALK until February!"
"I said "When in February shall I call you?"
Silence at the other end...
"Have you started already?" I asked.
"I said "When in February shall I call you?"
Silence at the other end...
"Have you started already?" I asked.
Wednesday, 25 November 2009
Responses
Sometimes it is like pulling teeth. You email the confirmation over to your client and you write 'Please reply with "I AGREE TO YOUR TERMS AND CONDITIONS" and that is all I need to secure your position.'
What comes back more often than not?
"OK"
"GO AHEAD"
"YES WE WOULD LIKE TO"
"PLEASE TAKE THIS AS A GO AHEAD"
and the best one of all...
"WHAT DO YOU NEED FROM ME TO BOOK THIS?"
Christ on a bike!!!!! What do you have to do to get through to some people?????
What comes back more often than not?
"OK"
"GO AHEAD"
"YES WE WOULD LIKE TO"
"PLEASE TAKE THIS AS A GO AHEAD"
and the best one of all...
"WHAT DO YOU NEED FROM ME TO BOOK THIS?"
Christ on a bike!!!!! What do you have to do to get through to some people?????
Tuesday, 24 November 2009
Sales Epidemic
There seems to be a hell of a lot of people off work at the moment. Flu, Cold, one of my people is off with Pig Flu (well, he is a bit of a swine!) and it seems like they are dropping like flies...at both ends of the phone.
The weather is bad; so it cant be sunbathing. The TV is rubbish; so it cant be that. What could it be? Not the truth!!??? Surely not!!! In a SALES ROOM?????
The weather is bad; so it cant be sunbathing. The TV is rubbish; so it cant be that. What could it be? Not the truth!!??? Surely not!!! In a SALES ROOM?????
Monday, 23 November 2009
Motivation
I recommend that you print this and put it where you can see it. In those down times when you get 'no,no,no' from your prospects, read it and then pick up the phone or knock on another door...
"I had it in my heart. I believed in myself,
and I had confidence. I knew how to do it,
had natural talent and pursued it."
Muhammad Ali
"I had it in my heart. I believed in myself,
and I had confidence. I knew how to do it,
had natural talent and pursued it."
Muhammad Ali
Puck It!!!
When asked about his outstanding performance on the ice, Wayne Gretzky replied, "A good hockey player plays where the puck is. A great hockey player plays where the puck is going to be."
Where is your business focusing? I've found that one of the most powerful practices as an entrepreneur is to spend a day away from the office, dream a little, and envision my company 1, 3, 5 years into the future.
When I occasionally "fly into the future" it makes it easier to come back to the present, push through obstacles, and chart my course to the future I have envisioned.
Spend some time in the future and you'll be able to "skate to where the puck is going to be!"
Where is your business focusing? I've found that one of the most powerful practices as an entrepreneur is to spend a day away from the office, dream a little, and envision my company 1, 3, 5 years into the future.
When I occasionally "fly into the future" it makes it easier to come back to the present, push through obstacles, and chart my course to the future I have envisioned.
Spend some time in the future and you'll be able to "skate to where the puck is going to be!"
Friday, 20 November 2009
Glengarry Glen Ross
Blake: You're talking about what.You're talking about... Bitching about that sale you shot, some sonofabitch who don't wanna buy land, some broad you're trying to screw, so forth. Let's talk about something important. They all here?
Williamson: All but one.
Blake: I'm going anyway. Let's talk about something important. Put. That coffee. Down. Coffee's for closers only. You think I'm fucking with you? I am not fucking with you. I'm here from downtown. I'm here from Mitch and Murray. And I'm here on a mission of mercy. Your name's Levine? You call yourself a salesman you son of a bitch?
Dave Moss: I don't gotta sit here and listen to this shit.
Blake: You certainly don't pal, 'cause the good news is - you're fired. The bad news is - you've got, all of you've got just one week to regain your jobs starting with tonight. Starting with tonight's sit. Oh? Have I got your attention now? Good. "Cause we're adding a little something to this month's sales contest. As you all know first prize is a Cadillac El Dorado. Anyone wanna see second prize? Second prize is a set of steak knives. Third prize is you're fired. Get the picture? You laughing now? You got leads. Mitch and Murray paid good money, get their names to sell them. you can't close the leads youre given you can't close shit. You ARE shit. Hit the bricks pal, and beat it 'cause you are going OUT.
Shelley Levene: The leads are weak.
Blake: The leads are weak? Fucking leads are weak. You're weak. I've been in this business 15 years...
Dave Moss: What's your name?
Blake: Fuck you. That's my name. You know why, mister? You drove a Hyundai to get here. I drove an eighty-thousand dollar BMW. THAT'S my name. And your name is you're wanting. You can't play in the man's game, you can't close them - go home and tell your wife your troubles. Because only one thing counts in this life: Get them to sign on the line which is dotted. You hear me you fucking faggots? A-B-C. A-Always, B-Be, C-Closing. Always be closing. ALWAYS BE CLOSING. A-I-D-A. Attention, Interest, Decision, Action. Attention - Do I have you attention? Interest - Are you interested? I know you are, because it's fuck or walk. You close or you hit the bricks. Decision - Have you made your decision, for Christ? And Action. A-I-D-A. Get out there - you got the prospects coming in. You think they came in to get out of the rain? A guy don't walk on the lot lest he wants to buy. They're sitting out there waiting to give you their money. Are you gonna take it? Are you man enough to take it? What's the problem, pal?
Dave Moss: You - Moss. You're such a hero, you're so rich, how come you're coming down here wasting your time with such a bunch of bums?
Blake: You see this watch? You see this watch?
Dave Moss: Yeah.
Blake: That watch costs more than you car. I made $970,000 last year. How much'd you make? You see pal, that's who I am, and you're nothing. Nice guy? I don't give a shit. Good father? Fuck you! Go home and play with your kids. You wanna work here - close! You think this is abuse? You think this is abuse, you cocksucker? You can't take this, how can you take the abuse you get on a sit? You don't like it, leave. _I_ can go out there tonight with the materials you've got and make myself $15,000. Tonight! In two hours! Can you? Can YOU? Go and do likewise. A-I-D-A. Get mad you son of a bitches. get mad. You want to know what it takes to sell real estate? It takes BRASS BALLS to sell real estate. Go and do likewise gents. Money's out there. You pick it up, it's yours. You don't, I got no sympathy for you. You wanna go out on those sits tonight and close, CLOSE. It's yours. If not you're gonna be shining my shoes. And you know what you'll be saying - a bunch of losers sittin' around in a bar. 'Oh yeah. I used to be a salesman. It's a tough racket.' These are the new leads. These are the Glengarry leads. And to you they're gold, and you don't get them. Why? Because to give them to you is just throwing them away. They're for closers. I'd wish you good luck but you wouldn't know what to do with it if you got it. And to answer you question, pal, why am I here? I came here because Mitch and Murray asked me to. They asked me for a favor. I said the real favor, follow my advice and fire your fucking ass because a loser is a loser.
Williamson: All but one.
Blake: I'm going anyway. Let's talk about something important. Put. That coffee. Down. Coffee's for closers only. You think I'm fucking with you? I am not fucking with you. I'm here from downtown. I'm here from Mitch and Murray. And I'm here on a mission of mercy. Your name's Levine? You call yourself a salesman you son of a bitch?
Dave Moss: I don't gotta sit here and listen to this shit.
Blake: You certainly don't pal, 'cause the good news is - you're fired. The bad news is - you've got, all of you've got just one week to regain your jobs starting with tonight. Starting with tonight's sit. Oh? Have I got your attention now? Good. "Cause we're adding a little something to this month's sales contest. As you all know first prize is a Cadillac El Dorado. Anyone wanna see second prize? Second prize is a set of steak knives. Third prize is you're fired. Get the picture? You laughing now? You got leads. Mitch and Murray paid good money, get their names to sell them. you can't close the leads youre given you can't close shit. You ARE shit. Hit the bricks pal, and beat it 'cause you are going OUT.
Shelley Levene: The leads are weak.
Blake: The leads are weak? Fucking leads are weak. You're weak. I've been in this business 15 years...
Dave Moss: What's your name?
Blake: Fuck you. That's my name. You know why, mister? You drove a Hyundai to get here. I drove an eighty-thousand dollar BMW. THAT'S my name. And your name is you're wanting. You can't play in the man's game, you can't close them - go home and tell your wife your troubles. Because only one thing counts in this life: Get them to sign on the line which is dotted. You hear me you fucking faggots? A-B-C. A-Always, B-Be, C-Closing. Always be closing. ALWAYS BE CLOSING. A-I-D-A. Attention, Interest, Decision, Action. Attention - Do I have you attention? Interest - Are you interested? I know you are, because it's fuck or walk. You close or you hit the bricks. Decision - Have you made your decision, for Christ? And Action. A-I-D-A. Get out there - you got the prospects coming in. You think they came in to get out of the rain? A guy don't walk on the lot lest he wants to buy. They're sitting out there waiting to give you their money. Are you gonna take it? Are you man enough to take it? What's the problem, pal?
Dave Moss: You - Moss. You're such a hero, you're so rich, how come you're coming down here wasting your time with such a bunch of bums?
Blake: You see this watch? You see this watch?
Dave Moss: Yeah.
Blake: That watch costs more than you car. I made $970,000 last year. How much'd you make? You see pal, that's who I am, and you're nothing. Nice guy? I don't give a shit. Good father? Fuck you! Go home and play with your kids. You wanna work here - close! You think this is abuse? You think this is abuse, you cocksucker? You can't take this, how can you take the abuse you get on a sit? You don't like it, leave. _I_ can go out there tonight with the materials you've got and make myself $15,000. Tonight! In two hours! Can you? Can YOU? Go and do likewise. A-I-D-A. Get mad you son of a bitches. get mad. You want to know what it takes to sell real estate? It takes BRASS BALLS to sell real estate. Go and do likewise gents. Money's out there. You pick it up, it's yours. You don't, I got no sympathy for you. You wanna go out on those sits tonight and close, CLOSE. It's yours. If not you're gonna be shining my shoes. And you know what you'll be saying - a bunch of losers sittin' around in a bar. 'Oh yeah. I used to be a salesman. It's a tough racket.' These are the new leads. These are the Glengarry leads. And to you they're gold, and you don't get them. Why? Because to give them to you is just throwing them away. They're for closers. I'd wish you good luck but you wouldn't know what to do with it if you got it. And to answer you question, pal, why am I here? I came here because Mitch and Murray asked me to. They asked me for a favor. I said the real favor, follow my advice and fire your fucking ass because a loser is a loser.
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