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Sep 15, 2013
06 September 2013
Values and Ethics Written by matthew@thesalesjournal.net
After reading Marshall Goldsmiths “Leaders Make Values Visible”, his article reminded to review where my thoughts and practice were with my own business values and here is where I encourage you to revisit yours.
“Ultimately, our actions will say much more to clients about our values and our leadership skills than our words ever can. If our actions are wise, no one will care if the words on the wall are not perfect” Marshall Goldsmith
Many offices and desks have some sort of inspirational words either on their walls or framed words on their desks with the hope that those beside ourselves will read. In the corporate world I know they held hope that when great words were seen and read that great behavior would follow. Having said that, what does your corporate credo say? I imagine you want there to be a clear correlation between the ‘words on the wall’ and your actions.
It is very clear that corporations and individuals try to use the latest “buzzwords” in hopes of being congruent in both speech and actions. For example, how often have you seen the words “customer satisfaction," and "customer delight” on the company’s literature when you take your car in to be serviced? I know I have a pen proclaiming “the customer is always right” from my local shop.
I happen to love words and strive often to increase my vocabulary. What I have found in companies I have worked with or researched, is many times there is almost no correlation between the words on the wall and the behavior of its leadership team. As Marshall says: "Every company wants integrity,respect for people, quality, customer satisfaction, innovation, and "return for shareholders." Sometimes companies get creative and toss in something about "community" or "suppliers." I’ve seen many of the same messages lose their meaning because, unfortunately, behavior doesn’t follow the Corporate mindset; leaving the words to quickly lose their real meaning to employees.
Attempting to combining one's values and ethics in one place and putting it out there for the world to see can be a challenging experience.
What are values? Your values are the things that you believe are important in the way you live and work. They should determine your priorities, and deep down they're probably the measures you use to tell if your life is turning out the way you want it to.(1)
When the things that you do and the way you behave match your values, life is usually good – you're satisfied and content. But when they don't align, that's when things feel... wrong. This can be a real source of unhappiness. This is why making a conscious effort to identify your values is so important.
What are Ethics?Also known as moral philosophy, ethics seek to resolve questions dealing with human morality—concepts such as good and evil, right and wrong, virtue and vice, justice and crime. (2)
Businesses that have been found to do the best job of living their values work to develop an ethical environment in which employees can thrive and that can be seen in the way they handle and address their clients. I agree with Marshall that the real cause of success- or failure- is always the people not the words.
Read more:05 September 2013
Desire without expectation Written by matthew@thesalesjournal.net
Desire without expectation is nothing more than wishful thinking. The vast majority of people wish positive but expect negative. (Your Name) expect only positive things to flow to you. ~A Born Rich Affirmation
Please, let me first define what an affirmation is: According to Scott Armstrong of the Boulder Coaching Academy, "Affirmations, really, are simple. They are you being in conscious control of your thoughts. They are short, powerful statements. When you say them or think them or even hear them, they become the thoughts that create your reality. Affirmations, then, are your conscious thoughts."
Often when I ask the Universe for what I want to manifest in my life I often use the word desire. For example: If I'm asking for a perfect day I'll say; Infinite Spirit, my desire is for a perfect day today. A day where everything comes my way and where everything goes my way. Or, Infinite Spirit, I desire to write a magnificent blog. One that touches and inspires every person who reads it.
To just desire this perfect day or magnificent blog is wishful thinking. For a desire to become reality requires that it be backed-up by expectation. Meaning, I must have faith that the day I ask for will indeed be the day I receive, or the blog I wrote will inspire the people I wanted it to. Expectation is that faith.
Now here is where most people trip up. They ask their higher power for what they want, but a little voice in the back of their mind whispers to them, "You can ask for it all you want but you probably won't get it." And when they don't receive what they asked for they believe that the Universe has conspired against them. When in reality they really didn't fully expect it in the first place.
Here is the formula: Ask + Faith + Expectation = Whatever You Desire
With Love,
To purchase Michael's best selling book, Overpowering Fear - Defeating the #1 Challenge in Sales and Life: www.OverpoweringFear.com/book.html
To contact Michael:
04 September 2013
How effective are voice mails? Written by matthew@thesalesjournal.net
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How effective are voice mails? Many sales people struggle with the decision as to whether they should leave a voice mail message or not. In a consultative sales environment, once you have identified your ideal client profile and you havedeveloped the most effective messaging the question is not whether you should leave a voice mail or not. The challenge is to craft a message that is concise, short and relevant while still personal. The main objective is to be heard. Whether somebody picks up the phone or your phone attempt goes into voice mail, there is only a couple of seconds you have to get your prospect's attention. Your message should always be tailored to meet their needs, it is not an opportunity to pitch your service or product. Every phone interaction is an interruption of their day. Unless you have something to offer that will make their life easier, they will not pay attention. Remember, nobody wants to be sold to, so the more you talk about the challenges that your audiences might face, the higher the likelihood that they will listen. Be courteous and respectful Be relevant Hi, I am calling you from XYZ company to see if you want to talk to us about our superior accounting system. Our clients love our solution and we pride ourselves in having the best customer service in the industry. Maybe we can set-up a time to talk so I can tell you more about our system. Please call me at xxx-xxx-xxxx. Hi, my name is xxxx xxxx and I am calling from XYZ company. We work with companies in your industry to help them streamline their financial transactions to optimize resources and monitor cash flow. I also sent you an email, but will follow up with another message to determine if you are interested in a conversation. I will call you again If I don't hear back before end of week. Be personal
Don't take yourself too seriously Practice
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