What difference would it make in your life if you had an absolutely unshakable confidence in your ability to achieve anything you really put your mind to? Identify Your Biggest Dream A young woman wrote to me recently, telling me that her whole life had taken a different turn since she heard me ask the question, “What one great thing would you dare to dream if you knew you could not fail?” She wrote that, up to that time, this was a question she had never even dared to consider, but now, she thought of nothing else. She had realized, in a great, blinding flash of clarity, that the main thing separating her from her hopes and dreams was the… Read more
Only the truly competent individual can be free of politics in an organization. When you’re really good at what you do, you can rise above politics. It’s the mediocrities at work who have to play games and every study shows that although they sometimes succeed in the short-term, they invariably fail when everyone figures them out. Do What You Have To DoSelect your work carefully and if you don’t love what you’re doing enough to want to be the best at it, get out! Flee from the boring or unsatisfying job as you would from a burning building. Working at something you don’t care about is the very best way to waste your life. Remember, this life is not a… Read more
There are two techniques that can be useful in developing the foresight that is a hallmark of effective leaders. Practice Crisis AnticipationThe first is called “crisis anticipation” and it involves looking ahead as far as you can and asking, “What could possibly change or go wrong that would threaten our survival?” Think About The Worst Possible EventFor example, what would you do if interest rates doubled, as they have done in the past? What if your best-selling product, or service, suddenly stopped selling, as often happens in high-tech industries in times of rapid change. What if a key executive died unexpectedly or your offices with all your records were destroyed by fire? What if you lost your key customer or… Read more
Before you begin work, always ask yourself, “Is this task in the top 20% of my activities or in the bottom 80%?” The 80/20 Rule is one of the most helpful of all concepts of time and life management. It is also called the Pareto Principle after its founder, the Italian economist Vilfredo Pareto, who first wrote about it in 1895. Pareto noticed that people in his society seemed to divide naturally into what he called the “vital few,” the top 20% in terms of money and influence, and the “trivial many,” the bottom 80%. The Great Discovery He later discovered that virtually all economic activity was subject to this Pareto Principle as well. For example, this rule says that… Read more
Don’t get caught not listening to your potential customer. This is critical to your sales success.
Paraphrase Your Customer’s Words
The customer is only sure that you have been listening when you paraphrase what they have said and feed it back in your own words. This is where the rubber meets the road in effective listening. This is where you demonstrate in no uncertain terms to the prospect that your listening has been real and sincere. This is where you show the prospect that you were paying complete attention to what he or she was saying. Paraphrasing is how you prove it…. Read more