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Home » Business And Finance Articles » Monday Mindfulness

Monday Mindfulness

Table of Contents
1. On Special Offers and Invitations
2. On Our Dream
3. On Sincerity
4. On the Waitress Mentality
5. On Impact
6. On Useful Web Sites and Announcements
7. On Subscribing and Unsubscribing (at the end of newsletter)

Welcome to Monday Morning Mindfulness . . . to my clients, colleagues and friends. Join me every other Monday in getting motivated and inspired to act/think/feel differently.

1. ON SPECIAL OFFERS AND INVITATIONS

Would you like to be more successful with your business? Scroll down the page and listen to an audio message from Coach Sandra. http://www.schrift.com/welcome.htm

Would you like to be a paid speaker? Learn how to connect with your audience? Persuade people to act on what you say? You can get answers to these questions and more at: Approach the Coach. Go to http://www.schrift.com/approach and ask me your number-one question about speaking skills or speaking professionally. I will answer your questions by email within 48 hours.

What if you could have two coaches sitting by your side and guide you through the skill of speaking confidently and persuasively ? Now you can. An Audio CD , Power Presentations for Professionals, will help you master a few simple, yet sophisticated strategies. Do you want to learn how togive a compelling speech? Would you like to know what sets leaders apart? Are you ready to prepare a speech that hits your audiences hot buttons? In this audio CD, two professional speech coaches share the lessons they've learned from their combined 46 years in the field. High content and useful application for business professionals, emerging speakers and coaches. For full description and to order. http://www.schrift.com/Power_Presentations_for_Professionals (available as a CD or MP3 download)

2. ON OUR DREAM
Its the Dream

that something miraculous will happen
that it must happen-
that time will open
that the heart will open
that doors will open
that the rockface will open
that springs will gush-
that the dream will open,
that one morning we will glide into
some little harbor we didnt know was there.
--Olav Hauge

The Coach asks . . . what am I looking for? It could be right here maybe I have it?

3. ON SINCERITY

Professor Dacher Keltner did a study which indicates that the British have a more sincere, hard-to-fake smile than Americans. They are more likely to raise their cheeks when they smile, revealing the crows feet at the corners of their eyes. The smile doesnt fill our stomach, but you can take it to work and bring it to the platform. It will reduce our stress and that of others, help make an instant connection with people and provide an environment where anger is reduced an learning is increased. The Coach sings . . .When youre smilin, the whole world smiles with you.

4. ON THE WAITRESS MENTALITY

CEO, Carolyn Gable, www.newagetransportation.com who was formerly a waitress, learned how to get along with the bartender, the cook and everyone else to go home with money in her pocket. She brings that attitude to her business keeps her employees, customers, and bank happy. She also learns this from her truckload of children (total 7). That really great feeling when you can see your child start to read is similar to seeing your employee whos been struggling finally get it. She draws several parallels between her children and her employees.

1. Never take clients (children) for granted.
2. Keep your word and follow through on promises made to clients (children)
3. Hire employees with a positive attitude who will be enthusiastic about their work and your customers needs.
4. Never criticize the competition. Focus on your business, not theirs.

The Coach thinks . . . a heavy dose of optimism and sunny disposition is a great formula for personal and professional success.

5. ON IMPACT

Neale Donald Walsch, author of bestseller "Conversations with God: an Uncommon Dialogue, creates a fresh perspective on conversing with God. As a speaker, he engages his audiences with his light, humorous writing style and makes his heavy material palatable. Walschs impact is so big because he makes skillful use of modern communication tools. The former radio reporter and amateur actor knows that it is not only the content of a message that is important, but the delivery as well. The Coach sez . . .if you need some help on being a better public speaker now, go to: http://www.schrift.com/Power_Presentations_for_Professionals/

6. ON USEFUL WEBSITES AND ANNOUNCEMENTS

Visit my new Blog (an online journal) at www.schrift.com/blog Learn about the benefits of having a niche, Feel the Fear . . . and Speak Up!, and Ten Tips to Motivate Your Audience in to Action and on to Your Website. Tell me what you think . . . and add your own comments.

"Speak Like a Pro for Profit": Struggling to get clients? Want to have a full speaking calendar? This e-book contains proven tips and techniques to become a polished presenter to speak effectively to anyone, anywhere, with confidence. I wrote this for speakers, coaches, authors and business professionals who want to deliver masterful presentations and/or grow a profitable speaking business. Only $8.95. Go to http://www.schrift.com/speaklikeaproforprofit/index.htm for details. "This book provides practical and sound advice. I have worked with Sandra and find her knowledge and guidance invaluable." --Dr. Christine Wood, Pediatrician, speaker, author

Download reports to help you with your public speaking skills http://www.schrift.com/tips.htm

Are you looking for an effective spam killer? Test drive it at:http://www.cloudmark.com/desktop/

Here is a very valuable online color chart: http://www.flagdist.com/PMS%20color%20chart.htm

Lets meet in; Denver, May 9-13; Phoenix, AZ, May 21-23; Palo Alto, CA, June 20-28. When you are visiting San Diego, contact me,sandra@schrift.com Lets share conversation.

And here is another random article you might be interested in...

The Foundation Of Expectations

The strongest houses are built on the strongest foundations. No matter how well-constructed and reinforced the walls and roof are, none of it will stand under stress if the foundation is weak. Conversely, a strong foundation will help strengthen an imperfect structure.

The success of individuals on your sales team and the direction of your sales efforts are directly linked to the strength of the foundation of expectations the sales manager establishes for his or her team.

The link between a strong foundation of clear expectations and the closing of high-value business is obvious. We have previously discussed the relevance and impacts of compensation as an influencing factor in behavior and success. These compensation factors are usually apparent and easily quantified.

A sales manager's efforts in laying a strong foundation by setting expectations will not be as obvious to most salespeople as compensation. However, clear, focused expectations are an important aspect to performing the sales management function. Sales managers will need to spend more time explaining and implementing their foundational items than defining the compensation plan, but the time invested will lead to strong, repeatable revenue.

Components of a strong foundation are easily translated into expectations. First let's look at an individual example.

--Communication--

If a sales manager knows from a Select Metrix assessment that a salesperson's preferred communication style lends itself better to email for daily communication, don't expect the best results to come from a hurried phone conversation. The sales manager needs to set his or her own foundation and expectation for specific communication with this individual on most matters using email. Also, they will have to briefly outline and discuss the exceptions that would make a phone call the more effective choice (urgency comes to mind).

Now let's look at the expectations in a corporate example.

--Selling Process--

How does the sales manager act, or react, in a certain situation? Rather than being reactive, the sales manager should take a proactive approach and set expectations with their sales team well in advance.

If he feels most effective with 4 or 5 relevant pieces of information in front of him before discussing an opportunity, the proactive approach is to establish those criteria and expect them from the entire sales team. No playing favorites here - the salespeople must know that they are expected to have these pieces of data before discussing any potential prospects.

This data may be something as simple as being assured that the specifics of money, budget, timing and competitors are adequately qualified. Perhaps it's a warning flag item as a result of a competitor's tactics from a recent deal. If you set the expectation, most salespeople will respond accordingly. In terms of existing salespeople, it may take some time and a few painfully short conversations for the sales manager to receive the information she needs in advance. The ability of a sales team to qualify the proper information is one of, if not the most important aspects of a strong foundation.

--Two Suggestions--

One suggestion to help quantify this approach is to develop a clear process that has been laid out and explained to the sales team. We recently went through our own internal process in designing our soon-to-be-released AMP program (Amplify and Maximize Potential). Our internal process not only resulted in the AMP offering, but also built a foundation using our own products, capabilities, people and other resources. Internally, we all have a clear understanding of what AMP is intended to accomplish and how we will deliver the program. It took some time, but we feel that this proactive process will be effective in delivering the most effective program possible.

Another suggestion is to take the time to profile your ideal sale. You will be amazed at what kind of information you can gain from a detailed look at deals won and opportunities lost. You can also gain a perspective of your own internal impacts. Have you ever wondered how closely aligned your delivered product is with your sold product? The answer to that question can be enlightening. Personally, I like to ask salespeople if they have ever wondered what the impact of a deal, a concession, a rushed timeline could have on the janitor or the cleaning people. I usually receive a blank stare. The point is to understand that every decision has an impact on the organization in some way.

When a sales manager decides to be proactive -- build a foundation by setting expectations and following through â€" she is on her way to establishing an underlying strength on which she can place the building blocks for the structure of the sales organization.