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Thought(s) for the Week

Posted on February 27, 2011 under Thoughts for the Week.


 ”Great minds discuss ideas, average minds discuss events, small minds discuss people.”  -Eleanor Roosevelt

 “Do what you can, with what you have, where you are.”  –Theodore Roosevelt


“It is never too late to be what you might have been.”  –George Eliot


Imperfection is beauty, madness is genius and it’s better to be absolutely ridiculous than absolutely boring.”  –Marilyn Monroe (Marliyn: Her Life In Her Own Words)


*Plan every day in advance; the time spent planning will increase your productivity immeasurably (think Stephen Covey’s concept of ‘sharpening the saw”)

*Always work from a list; a list that has gone from your head to a piece of paper – you HAVE to write it down (make your list the night before)


Avoiding networking because you don’t like to hear the word ‘no’ is non-sensical; ‘no’ is the second best answer after ‘yes’; at least you know where you stand.  How many contacts have you added on LINKEDIN this week?

 And finally as you begin a new week, never forget that  respect, integrity, kindness, thoughtfulness, appreciation, listening (you’ve heard this one from me 1,000,000 times),  and common decency will pay off in a big way.  These are the building blocks of long term sustainable relationships (i.e. more sales; more commission $$$).

Pay it forward, do good, thanks for being here.

“Great selling is a process artfully done.”  

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Dear World…………….

Posted on February 23, 2011 under Life 101.

I often wrestle with what constitutes the appropriate level of personal content for a ‘business’ blog.  I’m hopeful that on those occasions where I ‘cross the line’ (today?),  you’ll let me know.

In my January 30, 2011, post (Sales 101:  “Don’t worry, be happy” & Sell More) I challenged each of you to relax, close your eyes, and think about the things that make you HAPPY.  I truly believe this little exercise (if it becomes a habit) will make you a better (sales) person.

As I am sure is the case with 99.9% of you, when I close my eyes and think of those things that make me happy, my wife, daughter, son, son-in-law, and Grand Kids ‘pop up’ pretty quickly (as does watching a beautiful sunset with friends).

And, as long as I am speaking of things that make me HAPPY, our “little girl’ will turn 30 this Saturday.   Last weekend, her husband Dan threw her a surprise party.  Lots of friends, co-workers, sorority sisters,and  her Mom and me.  ’Little” brother Ross even did what it took to make the trip to Cincinnati to be a part of the surprise.  WOW!!!!   How fun is that!?!  Makes me smile just thinking about it -   not to mention HAPPY!

And now to the crux of today’s post:  Dear World………………………………

When Corey started kindergarten in Tampa back in 1986,  one of my clients (head of purchasing for Eastern Airlines in Miami – remember them?) gave me a copy of the ‘poem’ below.  I’ve shared it with lots of folks over the years, and in honor of Corey’s big milestone (think HAPPY), I thought I’d share it with all of you out there with  ‘little girls’ *of your own.  Enjoy!

*or ‘little guys’ as the case might be - these thoughts are certainly gender neutral

Dear World………………………..

OUR LITTLE GIRL starts school today…………..It’s going to be sort of strange and new to her for a while and we wish you would treat her gently.

You see, up to now she’s known only love and security.  She has been cuddled and kissed a lot……We have always been near to calm her fears and protect her tender feelings.

But now things are going to be different.

This morning she is going to walk down the front steps, wave her hand and start out on a great adventure…..It is an adventure that might take her across continents, across oceans……..It’s an adventure that will probably include adversity and frustration and sorrow……To live her life in the world she will have to live in will require faith and love and courage.

So World, we wish you would sort of look after her…..Take her by the hand and teach her things she will have to know.

But do it gently, if you can.

She will have to learn, we know, that all people are not just; that all men are not truthful.

But teach her also that for every scoundrel there is a hero………………That for every pretender there is a sincere leader……………Teach her that for every enemy, there are a hundred friends.

Steer her away from narrow mindedness, if you can……………….and teach her the secret of quiet laughter.

In school World, teach her it is far more honorable to fail than to cheat………..Teach her to have faith in her own ideas, even if many say they won’t work…………..Teach her to be gentle with gentle people and patient with tough people.

Try to give our daughter the strength not to follow the crowd when everyone is getting on the bandwagon……………..Teach her to listen to everyone………..but teach her also to filter all she hears on a screen of truth.

Teach her, if you can, how to laugh when she’s sad….Teach her there is no shame in tears…………………….Teach her there can be glory in failure and despair in success.

Treat her gently World, if you can, but don’t coddle her………………Because only the test of fire makes fine steel………………….Let her have the courage to fight injustice………………Let her be brave in defense of the weak.

Teach her always to have sublime faith in herself because then she will always have sublime faith in mankind.

This is quite an order, World, but see what you can do…………………………She’s such a nice little girl, our daughter.

“Great selling is a process artfully done.”  

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Thought(s) For the Week

Posted on February 21, 2011 under Thoughts for the Week.


“Do one thing every day that scares you.”  -Eleanor Roosevelt


“The two most powerful things in existence: a kind word and a thoughtful gesture.”  –Ken Langone, Founder, Home Depot


“A man without a smiling face must not open a shop.”  -Chinese Proverb


“I guess it comes down to a simple choice, really.   Get busy living, or get busy dying.”   –The Shawshank Redemption, Tim Robbins

And finally, as you head into a new week, consider asking the following questions of your best customer(s): “How are we doing………………compared to a year ago?  Compared to six months ago?  Are we helping you sleep better at night?

Pay it forward, do good, make a difference, thanks for being here.

“Great selling is a process artfully done.”  

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Thought for the Week

Posted on February 13, 2011 under Thoughts for the Week.

From Daniel Goleman:

“Great leaders move us.  They ignite our passion and inspire the best in us.  When we try to explain why they are so effective, we speak of strategy, vision or perhaps powerful ideas.  But the reality is much more primal:  Great leadership works through the emotions.”

Hire people with emotion.

Promote people with emotion.

Evaluate people based upon their emotion.

Acknowledge emotion.

Lead with emotion.

Sell with emotion.

Make it a great week, pay it forward, call all your customers, offer no excuses, execute, listen harder, smile more, and at all costs  — avoid drama.

“Great selling is a process artfully done.”  

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Sales 101: Remembering People’s Names and Listening (redux)

Posted on February 11, 2011 under Sales 101.

In honor of the Packers’ big win last Sunday (Congratulations Cheeseheads!!!!),  I thought I’d share a couple of thoughts from Vince Lombardi.

Once you learn to quit, it becomes a habit.”

“The measure of who we are is what we do with what we have.”

The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but a lack of will.”

And perhaps my favorite:  “Practice does not make perfect; perfect practice makes perfect.”

Which is a great segue into today’s topic:  listening and remembering names (abbreviated to L/RN for the balance of the post).

These are both skills that require discipline and practice, practice, and more practice.  I talk about them all the time.  L/RN should become core competencies for all professional sales people. 

Listening  (vs. hearing) shows respect, kindness, a willingness to collaborate, thoughtfulness, an openness to learning, and is key to making a sale and keeping the business.

Remembering someone’s name is the #1 way to make a great second impression and  shows that you are all about the other guy ( which is what sales (and life) should be all about.

If you are so inclined, there are hundreds of books out there on the subject, but to my way of thinking, the key is to raise your own personal sense of awareness and become obsessive about L/RN and practice, practice, practice.

Have a great weekend and remember to pay it forward.  Thanks for being here.

“Great selling is a process artfully done.”  

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Thought for the Week

Posted on February 6, 2011 under Thoughts for the Week.

A man found a cocoon of a butterfly.
One day a small opening appeared.
He sat and watched the butterfly for several hours as it struggled to squeeze its body through the tiny hole.
Then it stopped, as if it couldn’t go further.

So the man decided to help the butterfly.
He took a pair of scissors and snipped off the remaining bits of cocoon.
The butterfly emerged easily but it had a swollen body and shriveled wings.

The man continued to watch it, expecting that any minute the wings would enlarge
and expand enough to support the body,
Neither happened!
In fact the butterfly spent the rest of its life crawling around.
It was never able to fly.

What the man in his kindness and haste did not understand:
The restricting cocoon and the struggle required by the butterfly to get through the opening
was a way of forcing the fluid from the body into the wings so that it would be ready for flight once that was achieved.

Sometimes struggles are exactly
what we need in our lives.
Going through life with no obstacles would cripple us.
We will not be as strong as we could have been
and we would never fly

So have a nice day, pay it forward, live simply, smile a lot, be friendly, teach well  and struggle a little.

“Great selling is a process artfully done.”  

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