Posts tagged ‘Getting results’

Here is the truth concerning poor performance, especially in the worlds of selling and leadership. Facts alone do not excite people to take action.

Here is the answer to getting people to take action. Use emotion to sell the idea and the logic (facts) will justify their need to take action.

While it is true that some organizations attempt to eliminate the development of relationships in the buyer-seller environment (WalMart is an example), it is still the emotion side that gets people to take immediate action. If you are not getting any immediate reactions or focused questions about implementation, then you are not hitting the emotion buttons.

Ineffective leaders and sales people use a form of “corporate speak” in their presentations that provide logic and facts for the audience without any emotional spirit. And, they are surprised when no one responds to their message with action or action commitments. What is happening here?

Usually this is a style related issue with the leader or sales person having a behavioral combination that minimizes the preference for emotion. These people actually believe that logic will persuade others to take action and emotion should be left out. They present their logic and expect people to accept it at face value and take action.

This assumption is flat out wrong! Sales training 101 clearly states that “ALL DECISIONS ARE 100% EMOTIONAL” and then we use logic to justify our emotional decision. More than once I have been called on this statement by the people who believe in their logical explanations. Well, after a few examples that hit home for the individuals, we agree that emotion must have a major bearing on our decision making process.

The best method to use to get emotional buy-in to a decision is to tell a story. Let the story grab the attention of the audience / listener. Allow the listeners to place themselves in the story and feel the emotions – good or bad emotions depends upon the message and solution. When people get involved they are more likely to commit to action during a debrief or call to action.

Use this tip to improve your sales results or your leadership effectiveness. If you want more ideas for improving your results and getting to the next level – call us at 901-757-4434 and ask about our coaching programs.

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Posted by Voss Graham on May 14, 2009 at 5:00 am under Coaching.
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Yes, the purpose of having a coach is to help you think differently. New thoughts or a new way to think about issues allows for learning at the highest levels. Self discovery of the answers to either an old or new problem is the way of the winner. Are you using a coach? Are you learning new things or ways to handle old problems?

Good coaches know how to ask the right questions to help you discover the new answers to any type of problem, issue, challenge or opportunity. A good coach is usually a generalist in pure knowledge or has years of experience – applying knowledge in different situations. Thus, the experience is practical rather than conceptual. Beware of the ivory tower type of coach who tells you everything. These people have not necessarily been on the field of play in any capacity. Some get degrees and teach, some get certified (without any practical knowledge) and others are just looking for work and become a “coach.”

When you are looking for a coach to help you or your team get to the next level, look for people who have been real experience. And, while experience is a good thing, good to great performance is more important. So, if you are looking for sales coaching find someone with sales experience. If you are looking for a management or leadership coach, find someone who has been running a company for many years.

Use a coach to learn to think about things differently, with greater clarity and with a focus upon results. Getting results is still the real game. Getting results is the key to people noticing who you are and what you do. When you do things very well, others want to work with you because you are one of the best.

Even the great Tiger Woods has a coach to remind him of the right ways to approach the game of golf – including the basic swing mechanics. This is the number one golfer in the world AND HE HAS A COACH.

Do you have a coach who can get you to the next level? Are you an expert at everything you do? Is there something that you want to do better, yet, are not sure how to do it? Are you technically outstanding – with people skills that hinder your success? You can improve – if you want to improve.

If you are looking for a good business coach, there are good ones available. We have been coaching executives, fast trackers, sales managers and sales people for over a decade with outstanding results. At one company, we have the reputation of the “promoters” since we got so many people promoted using our processes. Can me at 901-757-4434 and set up a time to discuss what you want to improve.

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Posted by Voss Graham on April 2, 2009 at 5:30 am under Coaching.
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I have to ask you this serious question: Are You Going Through the Motions or Focusing on Your Objectives? I realized this past weekend how easy it is to forgot or overlook the real objectives in any situation.

Okay, so what happened to allow for this realization? This past weekend I was entertaining myself by playing a computer game on my computer. Since computer games are really designed for you to win – if you follow the correct game strategy and stay true to the objectives.

This is why the great “ah-ha” happened. I realized I was focusing on the activities of moving cards, rather than the objective of “turning” the cards. Now that may seem like a small difference – yet, the change in results were significant. So I began to expand my thinking regarding the “right” focus in several areas of our business. Again, the ideas and information flowed into focus.

I need to do more focusing on objectives rather than just going through the motions of past practices!

The trap of going through the motions of past practices is around us everyday. We must make choices to excel in life and business. Our choices are not difficult in most cases – just relate your choices to your overarching goals and objectives. Continue reading ‘Are You Going Through the Motions or Focusing on Objectives?’ »

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Posted by Voss Graham on March 30, 2009 at 5:18 am under Personal Development.
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Okay, there is no rocket science involved with increasing your productivity and gaining additional time for high performance outcomes. Its all about how you handle the highest priorities. You know, the reasons you are on the payroll or driving your business. Priorities are at the pinnacle of importance.

Most people have no clue as to what priorities are. They have no lists – to do list, goals, objectives or any type of action plan. They tend to “wing it” regarding their time. They get things done based upon two factors: 1) They do what they are told to do by someone else (reaching the goals others have set). or,
2) Just doing what is fun and easy – no real effort involved.

So what separates the high performers from the “thundering herd” of individuals today? Continue reading ‘Priorities Drive Productivity and Time Management’ »

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Posted by Voss Graham on February 13, 2009 at 5:07 am under Performance management.
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