Your Opinion Matters!

Years ago the Pastor at my church started sending out a weekly email to the congregation related to the Sunday morning message. He and I spoke about it at the time and he said that he wasn't sure if anyone was reading them or if they or getting any value from them. He was thinking about stopping. I asked him, "Why?" and he said, "Because no one ever says anything or comments by sending an email back." He wasn't sure if his efforts were making a difference. As someone who had been building a subscription list and writing myself, for years prior to this, I told him, "That's normal, people don't say anything or if they do, it's seldom."

Earlier this year I had someone question the value of my blog articles. He said that not very many people were interested in what I was writing about or reading my information. His proof was the absence or minimal number of comments. Because I view my blog statistics regularly I know that traffic is steady. I also check my web site statistics frequently so I get to see how many people come from my blog directly to my web site and the evidence speaks for itself. I told him the absence of comments was meaningless because a low percentage of visitors bother to add any. They will comment if they feel strongly about what was said or they are in agreement, if they are appreciative and not shy to expressing their thanks or they will do so if they are in strong disagreement and not concerned about confrontation.

Just this week my Pastor and I discussed this same topic and once again he posed the same question and once again we discussed this topic and he suggested this might be a good topic to write about. Why do so few people express any sort of opinion?

People often hesitate to offer comments, an opinion, a thought that is a further extension of the original message, constructive criticism or even an expression of gratitude or thanks. Why don't people offer feedback? (Positive, negative, appreciative, inquisitive etc.)

I believe that many people don't feel worthy or that they are intelligent enough, or important or significant enough in comparison with the author or contributor. It could be they don't think that their opinion matters, or that their feedback will make a difference or that the author or originator cares to hear their thoughts. It's possible that they are concerned that they will come off looking foolish if they wish to say something that contradicts the article or information and they may prefer to avoid conflict. It may even be that what was said was beyond their level of expertise, comprehension or scope of knowledge and they don't feel confident enough to make any sort of observation.

People who write do so because they enjoy writing and hopefully because they have something worth saying which makes them good at it. That doesn't mean that they don't welcome your feedback especially in an interactive forum like blogging. I encourage you to comment, offer a thought, a suggestion your opposing view or your gratitude for the value you received or the thought provoking nature of the information.

Here are a few suggestions to get you started;

You have a wonderful way of expressing yourself!
Thanks for sharing!
I appreciate your insights!
How insightful!
This article really made me think!
What an excellent perspective!
I plan on putting these ideas into effect right away!
I respect your opinion however I disagree! Here's why... (A credible blogger will appreciate your honesty, approve your comment and welcome the opportunity respond)
I can really relate to what you said.
This article really hit home with me!

Many writers like myself write for the pleasure of writing first, however like a musician plays for the audience and a painter creates for the appreciative art lover, writers do so for their readership because you are our fans (or critics) and you keep us honest and also with your encouragement you give us the motivation to create again. Please keep in mind that you are qualified to provide feedback, it is welcomed and encouraged. Your opinion matters!

Marshall W. Northcott, Canada’s Sales Expert
http://www.marshallnorthcott.com/
Canada Wide Toll Free: 866-896-6603

Your comments, questions, feedback and additional insights are appreciated! Please take a moment to add your thoughts and feelings in the comment section below and if you would like me to respond please include your contact information.

Tough Talk for All Times

Back at the time that I started working in sales my impression is that I wasn’t all that different from most other people in my thinking. I certainly didn’t grow up in a family where I received any sort of encouragement to strive for greater achievement and I definitely wasn’t pushed in any direction. I was pretty free to do what I wanted and to go in the direction that I pleased with virtually no guidance from my parents. I don’t think that I was treated poorly or any differently than most other kids however, I also believe that it is that kind of upbringing that produces average and below average producers in society. I realize that people can also go overboard on this we’ve all seen stories of the parent that pushed their kid too hard, usually in sports or a career track which resulted in undesirable consequences. Yes, there is a line and we must be conscious of it and careful not to be overly excessive when it comes to encouraging, supporting and pushing.

A low percentage of the population are so tough on themselves that they have to be told to back off and cool it. These people are commonly referred to as “A” type personalities and estimates state that they make up less than fifteen percent of the human race. They are usually the ones who are excessive in the way that they push others. What I discovered about myself as I began to listen and read self improvement materials was that I wasn’t one of those “A” types who was going to make it under my own steam. I discovered that if in the future, I was going to out perform who I was in the present I was going to have to learn to reprogram my mind. I needed to replace the complacency (que sera sera) thinking and the we shall see what tomorrow brings, tomorrow behaviour. I had to learn to talk tougher to myself and expect more of myself so that I didn’t just accept the status quo.

Every now and again when I am asked to speak to a group and I am in one of those moods that I know I need a good talking to I take the opportunity to accomplish two objectives. First of all I will deliver a strong message to my audience with no sugar coating to get their attention, let them know I am serious and get them to get off their rusty dusties and take action! Secondly I will also take advantage of the opportunity to give myself a personal tune up! If I know I am in one of those moods where I want to let it rip, no holds barred, tear off the cover I will usually start off with a disclaimer. The disclaimer will sound something like this, “I am about to tell you like it is, with no sugar coating, if what I say sounds a little bit too strong or you take exception to some of the things that I am about to say, then please just pretend that I am having a conversation with myself and that you have been given the privilege of being able to listen in.” I will go on to explain that I learned a long time ago that in order to get myself to step up to the plate and be a man of action and conviction I had to learn to talk tough to myself and not allow myself to fall victim to my human tendencies. In addition, I will suggest that anyone in the audience who knows that they have a tendency to let themselves off the hook too easily and needs to learn to give themselves a good swift kick in the pants every now and again should take heed from my example and take on the responsibility of demanding more from themselves.

What do you or your people tell themselves, what is being accepted at face value, what bill of goods are you selling yourself everyday? Do you give yourself reasons why you must engage or excuses why you cannot? Would the conversation of your inner dialogue be worthy of recording and playing back for others or are you embarrassed by the self-imposed limitations and negativity of your self-talk?

In a difficult and challenging economy weak, critical talk can be disastrous. A downturned economy in some regards is like a purification process because it weeds out the timid and weak souls or those who in one way or another have run their business off the tracks.

You don’t need to be a mean spirited person or someone who is cold and callus that’s not what I am saying at all. It is necessary for you to be strong and have the guts and courage to not allow yourself to quit, cave in or cower in the face of adversity. In order to achieve long term success it is critical that you become a tough minded person. You must find ways to keep yourself mentally in the zone and up as often as possible. You and your people must learn to develop and higher level of expectation and engage in tough talk for all times.

Marshall W. Northcott, Canada’s Sales Expert
http://www.marshallnorthcott.com/
Canada Wide Toll Free: 866-896-6603

Your comments, questions, feedback and additional insights are appreciated! Please take a moment to add your thoughts and feelings in the comment section below and if you would like me to respond please include your contact information.

A Man with Experience

You don’t have to search too far to find someone who has attended training sessions in the past that were facilitated by a professional trainer or instructor who was reading theory from a training manual. It is, or becomes very obvious that they have little or no practical work experience in the sales profession. They are unable to deviate from what the book says and they will not allow the conversation to stray from the course curriculum.

I always make a point of telling people that I am a Consultative Sales Professional first! I don’t just spout some theory about something I read in a book. A long time ago I committed to being a student of my profession and since that time I have been on a mission to learn and put into practice anything I could that would help me increase my income earning potential and my ability to better service the needs of my clients.

People want, need and expect credibility in an instructor they need to know that the person that they are learning from has walked in their shoes. It only goes without saying that, “A man with experience with never be at the mercy of a man with a theory.”

Theory is important for people however, when they attend training theory is only part of the puzzle. They also need someone who can connect the dots for them and relate the ideas and thoughts in a manner that magnifies the message and lays it out so that it is reasonable and makes sense. On more than one occasion, I have had workshop participants tell me that they had heard the ideas before but because of the way that I explained them the concepts clicked and finally made sense. They were excited to get back to work and put into practice what they had learned in the training arena.

I have been in professional sales for over twenty years now and for most of those years my compensation has been fully or mostly commission based. I literally couldn’t afford to do anything other than my personal best! Many customers have decided in my favour over those years. I have won and I have lost and with each experience I have learned new life lessons. These lessons provide me with real life examples that I am able to share with people in training sessions. It is not uncommon for workshop attendees to ask questions that require a relevant example to help them better understand the idea, concept or technique being discussed. Those years of real life experience make a big difference for people wanting to learn.

People often learn more from a story or anecdotes than they do from discussing raw theory. Stories are an important part of bringing a message to life for people. They are an essential tool for any facilitator who is exceptionally good at drawing people in, getting the light bulb to turn on and making people want to change for the better. Initially I learned the art of leveraging stories in sales calls and today I often use personal and third party stories to trigger an emotional response, gain buy-in and increase the retention of the information shared.

I realize that it may sound like I am tooting my own horn and frankly, I am. It is important to understand that you cannot teach what you do not know and you cannot lead others where you dare not go yourself. The ability for sales people to show empathy for their clients is vital and I mastered that skill as a sales representative. Today, I show that same empathy for clients and their staff in my training presentations and seminars so that I relate and connect with them on a level that hits home and persuades them to make the appropriate changes.

Click here for the mp3 audio version of: A Man with Experience

Marshall W. Northcott, Canada’s Sales Expert
http://www.marshallnorthcott.com/
Canada Wide Toll Free: 866-896-6603

Your comments, questions, feedback and additional insights are appreciated! Please take a moment to add your thoughts and feelings in the comment section below and if you would like me to respond please include your contact information.

All Bets Are Off

I remember someone once saying to me, “Never confuse a person's honesty with their integrity.” I was confused by the statement and it took me a while to figure out exactly what it meant.

What they were saying was that even a person with a great deal of integrity will lie in a small to large way in order to cover up something that has the real or perceived potential to harm them. When I heard the statement, I had just been promoted into a Trainer and Recruiter role for a company and the statement was in reference to sales staff. I was told that even someone with a solid character will outright lie if they believe that their job or reputation is on the line. Being more honest and forthcoming than most people, (naïve some would say) I found this difficult to believe however, my experience has been that it is all too true.

When people feel backed into a corner, when there is undesirable pressure, in times when they feel a lack of control, when they must choose between what's right and what works in their favour, when their answer will make a difference between what is real and what they would prefer others to believe, when people fear having been caught crossing the line, when they know they are going to be held accountable, when their brain is jammed and they are unable to come up with a reasonable explanation or justification for their actions or inactions, many will take the path of dishonesty in hopes of saving face.

The problem with this is that it creates all kinds of other potential issues. It often only delays the inevitable and does more harm and creates more ill will in the long run.

This economic meltdown is a great example of what I am referring to. I am a big believer in keeping track of business opportunities by using a business forecast. What I am hearing from people right now is that all bets are off when it comes to relying on client commitments regarding impending business projects. Under normal market conditions an experienced sales professional can usually gather enough quality feedback during their sales interactions to make reasonably accurate predictions regarding closing percentages, approval dates and sales revenue volumes.

Due to the challenging and uncertain times that we find ourselves in, I am hearing that in many cases clients and/or prospects that could normally be counted on to provide honest feedback cannot. Those that extended verbal commitments are in some cases reeling back and making excuses for doing so while others have just left the sales rep hanging and won't return their calls and/or emails.

For those who like to play fair and forthright this can be disheartening and demotivating. My advice, stick with what you know has gotten you results in the past. Be persistent! Maintain your honesty and integrity. Don't confuse the honesty vs. integrity of others. Don’t push too hard, or lean on people, allow customers and prospects to save face if you sense the business is going sideways and that a potential for embarrassment exists. Otherwise, you may find that people will completely withdraw from you and even when opportunity does exist they will be reluctant to work with you because they won’t wish to face you.

Until we see blue skies and sunshine in the economy again, don't spend your commission cheque before you receive it because for now, all bets are off!

Click Here to Learn More About: Intensive Ten Day Sales Boot Camp

Marshall W. Northcott, Canada’s Sales Expert
http://www.marshallnorthcott.com/
Canada Wide Toll Free: 866-896-6603

Your comments, questions, feedback and additional insights are appreciated! Please take a moment to add your thoughts and feelings in the comment section below and if you would like me to respond please include your contact information.

The Big White Phantom Elephant

When I first started working with a Sales Manager and doing two person sales appointments I was a little concerned and nervous about how I was going to explain and justify his presence. I asked him, "How should I introduce you to people?" He told me and then I rebutted, "Aren't they going to think it is a little strange that you came along?" His very sound advice, "If you make a big deal about it, they will make a big deal about it and if you make a little deal about it they will make a little deal about it."

What I discovered was how unbelievably true this was! In addition, I found this held true in many other ways also. What else do you or others make a big deal about or over dramatize?

In what instances are you potentially drawing attention to things that don't really matter or even create unnecessary objections by over thinking or worrying excessively about them?

When or where are you drawing attention to The Big White Phantom Elephant in the room and taking your own mind or the thoughts of others off focus or creating unnecessary objections or stalls?

The law of attraction states that you get what you think about or you draw into your life what you focus your mental energies on.

In order to get less of what you don't want and more of what you desire you must minimize or eliminate those thoughts that draw in negativity (stalls, objections, unnecessary questions, skepticism etc.) and concentrate on the positive and optimistic aspects of what you are hoping to accomplish and have the capability of delivering.

Learn to put things into proper perspective and make a little deal about those situations or circumstances that can potentially side track you and cause others to lose sight of the big picture (deal). Become a top performer by mastering the skills that keep attention and interest focused on the issues and matters of significance. Effectively maintain or divert attention back towards what matters most and make a big deal of the big deal.

Click Here to Learn More About: Intensive Ten Day Sales Boot Camp

Marshall W. Northcott, Canada’s Sales Expert
http://www.marshallnorthcott.com/
Canada Wide Toll Free: 866-896-6603

Your comments, questions, feedback and additional insights are appreciated! Please take a moment to add your thoughts and feelings in the comment section below and if you would like me to respond please include your contact information.

Kick’n Out The Competition!

Your two biggest competitors will be status quo and yourself. Just like us, our prospects fight with their own comfort zones and it is often easier for them to stay with their current supplier even if they aren’t satisfied, because they have a fear of the unknown. After all, if they change suppliers not only will it require effort on their part, but what if it turns out to be a mistake and things become even worse? Status quo is better than risking embarrassment.

Kicking the competition out isn’t for the faint of heart. It isn’t an easy task but it sure is satisfying when you are successful in winning over the client’s business. You must understand your competition’s weaknesses and your strengths.

Ammunition will be required in order to convince the client to make a change. You will need to ask questions in order to uncover information. Why would they consider changing? Why are they using the supplier that they have now? Who was involved in that decision and how long ago was it? What were the deciding factors at that time and what’s changed since then? What would motivate them to let you become their supplier? What things would they like to improve upon when they make this decision? What do they like and dislike about their current situation? How do they feel about us? What do they know about our reputation in the industry?

Sometimes people don’t even know that they are dissatisfied because they have nothing to compare with. If there is no point of reference out there for people then it’s impossible for them to know any differently. That’s why we have to ask the right questions that solicit the correct responses. That’s how we open their eyes to the realization that a better solution exists. Never be afraid to face a competitive scenario. You can spend all your time worrying or you can just jump into the thick of things and let it happen. Learn to love it, feel the adrenaline rush.

Some prospects will openly admit that they have issues with their current supplier while others will hold their cards very tightly. They may even want to change, or hate their current supplier but they will never admit it for political reasons or because they don’t wish to take responsibility for bringing them in to begin with.

People hate “being sold” they are much more comfortable coming to the realization themselves that what you are offering is a better alternative. We have to become great at convincing people that we offer a better alternative and giving them reassurance that they will be pleased with their decision to change. Enthusiasm and persistence are critical when breaking into a competitive account. The customer may feel that their business dealings with the competition have grown old and stale. An injection of excitement, a clean state and a fresh outlook may be exactly what they are looking for. People don’t like being taken for granted, feeling that they are being taken advantage of or that they are unimportant in their supplier’s eyes. We keep our own customers by making them feel right and we steal business from the competition by catching them sleeping. Remember to romance your clients, never get complacent.

“You can’t climb the ladder of success with your hands in your pockets.”

Marshall W. Northcott, Canada’s Sales Expert
http://www.marshallnorthcott.com/
Canada Wide Toll Free: 866-896-6603

Your comments, questions, feedback and additional insights are appreciated! Please take a moment to add your thoughts and feelings in the comment section below and if you would like me to respond please include your contact information.

Overcoming Perpetual Lateness

Has anyone ever told you that you’ll probably show up late for your own funeral? Do you have struggles keeping to a schedule or have you given up even trying? Are people constantly angry or frustrated with you because you hold them up or make them late?

It has been my experience that those who disrespect their own time will be the most disrespectful of others time. In my last sales position before starting my training business I worked at a Community College. We would have regular meetings for the sales team which is very common in offices. We all knew about the meetings well in advance and there were approximately ten people who were expected to attend. One of my sales associates, a woman named Anne consistently showed up late for the meetings. She always showed up about ten minutes behind schedule and the General Manager made us all wait until she arrived because she didn’t wish to repeat herself. Her reason for showing up late was typically because she had been held up on the phone speaking with a client or prospect. I remember being very frustrated because the behaviour was consistent, nine of us who did show up on time, were punished because of one who didn’t. Nine of us suffered because of one person’s failure or inability to discipline herself and plan accordingly. I was also disappointed in the Manager’s unwillingness to do anything to change the situation. I’m certain that if Anne had shown up ten minutes late for one of those meetings and been told that she owed each of us ten minutes of her time for her tardiness in the form of sitting there for ninety minutes afterwards that she may have been humiliated into placing a higher priority on being in the room on time.

Showing up late is disrespectful to those who are counting on or waiting on you. When the behaviour is repetitive, it is absolutely selfish and sends a message that you do not care in general or about others. Perpetual lateness sets a poor example and makes you distrustful in the eyes of others. If you can’t be responsible and accountable enough to hold an appointment or meeting then why would anyone ever wish to trust you with anything else? Consistent tardiness is insensitive to the needs and wants of others and shows an arrogance or rudeness. Lastly, it is something that you would expect of a clueless, airhead not a mature, responsible individual who deserves greater opportunities and rewards in their life.

If we all recognize that perpetual lateness is such a undesirable trait then why do people continue to be this way? It is primarily because of their personality, bad habits and learned behaviours. They may be the type of person who dislikes being bound by time. They may be resistant to structure and in some instances they are so rebellious they won’t even wear a watch. Some people try to squeeze too much into their day or a specific block of time, they have a poor sense of timing or how long a task will take and they neglect to consider the consequences of who else it impacts when they rush at the last minute or simply show up late. People who are perpetually late don’t plan or think ahead and allow appropriate time for things like drive time, traffic, weather conditions or other circumstances. For some, it is a way in which people signify that they believe that they are more important, that their time is more valuable or that their agenda and schedule has a higher priority. They could potentially be individuals who have a poor sense of timing and lack the ability to effectively allocate sufficient time to various matters. In business it’s not uncommon that they just love interacting with people to the point that they get overly caught up in the social aspects of conversation to the point that they lose track or don’t even pay attention. There are people who lack a sense of urgency about their time and the tasks that are responsible to completing. There are also people known as crisis managers or fire fighters who constantly run on the redline in panic mode which in many instances they will complain about all the while feeling secretly important and needed on the inside because it feels good to be in demand even if it is created out of their own deficiencies.

Acknowledgment and acceptance of any problem or challenge is the first important step towards positive and permanent change. There are many reasons why you should change if you are perpetually late. First off, it tarnishes your reputation. You become known as someone who is unreliable, inconsistent and potentially scatterbrained. You are seen as an individual who cannot be trusted, recommended or referred because anyone who might even consider doing so will be concerned about the negative impact you will have on the relationships they have with those that they may wish to connect you with. Finally, it will mean improved balance and overall mental health in your personal and professional life because it will lower stress, improve your focus and elevate your performance level.

If you are one of those souls who suffers from perpetual lateness, the question becomes what can you do to overcome this challenge and begin arriving on time consistently?

1. You should make time in advance to visually review your time commitments (appointment schedule) and be sure to add in appropriate time between meetings and appointments for anything that may prevent you from sticking to your schedule.
2. Plan to show up for everything slightly ahead of schedule. This will allow you some breathing space to arrive calm, cool and collected with time to spare for those often over looked activities that can often make a huge difference.
3. Quit thinking about only yourself! Shift your thinking towards those that you are annoying, frustrating and letting down when you break a promise or commitment to be somewhere at a specific time.
4. Acquire and effectively leverage tools and resources (electronic or computerized devices) that serve as your memory and remind you with an alarm so that you can protect yourself against bad habits or your natural tendencies.
5. Stop yourself from squeezing in that one extra task or phone call that usually makes you late for a meeting and instead use that time to collect your thoughts and mentally prepare.
6. Be honest, get real and refuse to give yourself permission to create justifiable reasons out of what are really nothing more than excuses for tardiness.
7. If you absolutely must be late and it is totally unavoidable then give others fair warning by calling or emailing ahead so that they can adjust their schedule accordingly and better use of their time or cancel if necessary.

Perpetual lateness is self destructive and it has the potential to destroy all the good and hard work that you do. A few slight alterations to your thinking and actions is all that you require in order to overcome this challenge and free yourself from its harmful effects. Why not start a new trend today?

Click Here to Learn More About: Module 16 – Time, Territory and Account Management

Click Here to Learn More About: Module 17 – Practical Goal Setting

Marshall W. Northcott, Canada’s Sales Expert
http://www.marshallnorthcott.com/
Canada Wide Toll Free: 866-896-6603

Your comments, questions, feedback and additional insights are appreciated! Please take a moment to add your thoughts and feelings in the comment section below and if you would like me to respond please include your contact information.

It’s Not All About Price

Some people don’t think before they open their mouths and speak. I’m frequently faced with sales people who complain to me that their business is all about price. It frustrates me and I know from speaking with many clients that it annoys them to no end to hear this kind of talk from sales staff. That statement in almost all instances is absolutely asinine! Usually I respond by saying if that were true then why doesn’t your company fire all the sales people to eliminate the overhead, pay minimum wage staff to consistently research market pricing, set up an incredible web site with the lowest advertised price, effectively communicate this to the customer base and promise that they always guarantee the lowest price?

Then I will ask them if their company asks for a premium on some or all of their products and services. Undoubtedly the answer will be yes. To this I ask if they have customers who buy from them now and again the response is again yes! My reply, “Well I thought you said that all customers care about is price?” Obviously that isn’t the case or no one would be buying from your company. I will also ask them if there are associates in their company who are experiencing success and again the response is a resounding yes! So what’s different about them? Do they have all the naïve, ill-informed, brainless customers? Of course not!

How well do you really understand your business, the customer base and the product or services that you market? It is the responsibility of a Sales Professional to educate and deliver value to their customers. Anybody can get the business (give it away) when low price is the only consideration. Of course most intelligent decision makers want to get the best value when making a purchase but that is only one piece of the puzzle. Sales Professionals must apply sales skills and intellect in order to have and maintain success.

In most industries there are variables that set one vendor apart from another. Decision makers usually consider various criteria when making decisions. The criteria can vary widely from individual purchase to purchase and time related circumstances. Here are a few examples of variables that will typically be considered by buyers when making purchasing decisions:

• Most industries offer good, better and best items, therefore choices in grade and quality are usually considerations.
• Trust in the sales representative and supplier.
• A solid working relationship between vendor and supplier.
• Frequency of contact and level of service.
• Friendly and cooperative customer service and administrative support reduce hassles and client stress.
• Logistics, warehousing, product inventory and selection provide options to give the customer more control.
• General ease of doing business with the vendor or user friendliness with technical products makes you a more appealing alternative.
• Flexibility vs. rigid policies, procedures and business practices.
• Dependability of all departments and individuals servicing the account.
• Either your ability or the ability of the product and/or service to solve a specific problem, address a need or needs, fill a gap or help them to overcome a challenge or shortcoming compared with the current situation.
• Your communication and presentation skill level and ability to elevate awareness though influence, persuasion, education, information and justification.
• The degree of value that you build up in the mind of the customer or prospect in order to alter their perspective and make the asking price justified.

Customers are going to jam you on price, that is a reality of the sales profession. They want the lowest price so they can either minimize expenditures or be more profitable. That matters as long as they don’t have to sacrifice too much. Next time you point the finger at price just remember that there are three fingers pointing back at you and they are asking you to step up to the plate and be an accountable professional. The sort of whining described above, is unacceptable and it needs to be silenced! Get to the source of what really matters to the customer. Be profit minded and learn to deliver value to your clients, that is what your employer expects of you.

“You can either make money, or you can make excuses, but you can’t make both.”

Marshall W. Northcott, Canada’s Sales Expert
http://www.marshallnorthcott.com/
Canada Wide Toll Free: 866-896-6603

Your comments, questions, feedback and additional insights are appreciated! Please take a moment to add your thoughts and feelings in the comment section below and if you would like me to respond please include your contact information.

Success is…?

In one of the discussion groups that I’m a member of, an excellent question was asked by the group manager. He asked members to finish this thought, “Success is…” A large number of people participated in the discussion and there were some conventional responses like, “A journey not a destination” some humorous responses like, “A cheque with many commas in it” some heartfelt answers like, “The relationship that I have with family and friends” and some deeper thoughts such as, “Putting life’s priorities in their proper place.” These and many others were excellent answers that obviously had meaning to the respondents.

As I thought about this question and I reviewed the multitude of responses I attempted to formulate something that I could provide as a response that I would be comfortable submitting. I typed out an answer that was several sentences long however, after reviewing it and pondering over it for a few minutes I decided that I wasn’t completely please with it and so I deleted it.

This particular subject has great meaning to me which should make perfect sense when you consider what I have chosen as a career path. I decided to sleep on it and give it some thought for a day or so. As I gave it further consideration the answer that rang loud and clear for me is, “Success is mastery of one’s mind.”

I remember a hearing a story that was told by Donald Trump’s daughter. During the time period when Trump was in what seemed like financial ruins he and his daughter were walking together in New York City and they were conversing about something when he pointed towards a homeless person and ask her, “Do you know what the difference is between that guy and me?” He followed this question up with, “He’s about nine million dollars richer than I am.” Now since that time obviously Donald Trump has been able to turn things around and climb back up on top. From my perspective he has been able to do so because he has mastery over his mind specifically in the areas of business and finance.

To carry this thinking a few steps further I would submit that mastery over one’s mind would include many possibilities such as:

• Remaining optimistic when many would tell you there is nothing to be optimistic about.
• Being hopeful when others have given up.
• Being fearless when courage is absent.
• Practicing forgiveness when you've been wronged and you want to hate.
• Dusting yourself off and starting over when you’ve fallen even though it would be easier to give up.
• Finding happiness in what you’ve got even while you’re stretching for more.
• Standing firm when you want to run.
• Turning your excuses for failure or mediocrity into reasons.
• Having compassion when you would prefer to judge.
• Letting go of the junk and getting over your hang ups.
• Maintaining belief when the realists and their facts say otherwise.
• Having sensitivity in a desensitized world.
• Keeping it together when it’s easier to become unwound.
• Smiling when you prefer to frown.
• Finding the lesson in each of life’s let downs, disappointments, setbacks and failures so you can come back stronger and smarter next time.
• Keeping calm in emotionally turbulent times.
• Coming to terms with the fact that you don’t control all things or everyone that you’d like to.
• Being mentally tough without becoming cold and callous.
• Doing the right thing by loving even the unlovable.
• Keeping your edge and maintaining the will to win in all of life’s battles.
• Putting pride in its place so that it doesn’t cloud your thinking or destroy your personal or professional relationships.
• Feeling like a million buck even when you’re teetering on the brink of bankruptcy.
• Daring to dream big dreams especially when others are ridiculing you.
• Thinking healthy thoughts went you're hurting and you'd be more comfortable in misery and dispair.
• Breaking through the next mental barrier or challenge instead of breaking down.
• Attacking anxiety instead of having anxiety attacks.

As you begin to understand that all things in life are temporary even life itself and that everything that you gain in life whether it be material goods, financial prosperity, friendships or status can be gone in a heartbeat it is that which got you there that matters most. When you have mastery over your mind you have the ability to remain steady when faced with the storms of life. If you loose it all and you have the mental strength and emotional fortitude to bounce back from devastation that is success in its purest form.

Click Here to Learn More About: Module 21 – Elite Sales Management

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Click Here to Learn More About: Module 24 – Psychology of Leadership

Marshall W. Northcott, Canada’s Sales Expert
http://www.marshallnorthcott.com/
Canada Wide Toll Free: 866-896-6603

Your comments, questions, feedback and additional insights are appreciated! Please take a moment to add your thoughts and feelings in the comment section below and if you would like me to respond please include your contact information.

What Intimidates You?

According to the Oxford Paperback Dictionary the word intimidate means “to subdue or influence by frightening with threats or force.” The Merriam-Webster on-line Dictionary provides the definition “to make timid or fearful, or to compel or deter by or as if by threats.” These are both unusual definitions considering the common use of the word intimidation in the English language. For most people intimidation is a feeling or perception not based on a verbal message or physical threat but on an imagined danger, an uncomfortable place, a difficult situation or seemingly unfriendly person.

Even if you are the biggest, toughest, fiercest looking individual, you may have moments when you feel intimidated. You all have tasks that you are challenged with that seem beyond your personal limits. There are people that you encounter (or that you should be attempting to meet with) that seem larger than life to you. Even your perception of a large corporation because of its physical location, the building they operate from or the number of people that they employ can make you uncomfortable. During these times you may experience nervousness, sweaty palms (or worse). In extreme instances you may even feel physically ill.

Often, you will avoid these situations or people at all cost. For appearance sake you will do so by playing silly games with yourself or by staying busy focusing your energies in other directions. It may be possible to avoid moving forward and doing what is required indefinitely, but unfortunately it holds you back from personal growth and negatively impacts your self-image.

In some professions intimidation is part of the training. The professionals learn to walk, talk and dress with authority, which is all designed to have a psychological impact on you. Ever notice that police officers seldom smile, especially when on duty, and they often wear dark sunglasses when confronting people. Trial lawyers are trained on the subtle details of what to say, when to say it and how to say it. They know the importance of varying their voice, keeping a stone face, staying calm and they have a knack for turning confident adults into babbling idiots.

Most of us tend to be intimidated by the so-called “big shots” in life. Ironically, they are usually the easiest people to talk to and the easiest to get along with. They are at the top of their profession because of personal growth and little (if anything) intimidates them. They know who they are, what they stand for and the things they believe in. They faced their fears and have tackled their demons on the way up. The majority of these people don’t use intimidation tactics or any other silly mind games to impress people with how powerful or important they are. If indeed they are “the real thing” then they don’t have to. Strangely enough, that alone will make many people quake in their boots.

Whether it’s the real thing, or your perception, there’s nothing wrong with admitting that you are intimidated. The real crime is not being willing to get beyond it. It is important to be able to self diagnose what you are doing or what it is that is making you feel the way you do. Until you take some form of action to work your way through the source of intimidation, you will never retrain your brain and grow beyond it. It’s often been my experience that whenever I have forced myself to stretch and face the people, places and situations that intimidate me head on, I have been pleasantly surprised to discover that the very thing that was holding me back wasn’t as big and bad as I had imagined it to be. Going through this process time and time again makes you a bigger, better, mentally stronger person. It helps you shrink the perceived monsters, ghosts and phantoms of life down to manageable and miniscule size. When you repeat the process enough times, then you can overcome your intimidation and enjoy the challenges ahead. This is liberating, it creates a feeling of personal freedom that is priceless and a frame of mind that sees the world with a crystal clear clarity because you are no longer hung up on stuff that is quite insignificant when put into it’s proper perspective.

“You face your fears because you can’t go around them.” – Judi Dench (Aunt Agnis from the movie “The Shipping News”)

Marshall W. Northcott, Canada’s Sales Expert
http://www.marshallnorthcott.com/
Canada Wide Toll Free: 866-896-6603

Your comments, questions, feedback and additional insights are appreciated! Please take a moment to add your thoughts and feelings in the comment section below and if you would like me to respond please include your contact information.