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A Monster Of A Leadership Challenge: The Creature That Ate Your Career
PERMISSION TO REPUBLISH: This article may be republished in newsletters and on web sites provided attribution is provided to the author, and it appears with the included copyright, resource box and live web site link. Email notice of intent to publish is appreciated but not required: mail to: brent@actionleadership.comWord count: 815A Monster Of A Leadership Challenge: The Creature That Ate Your Career by Brent FilsonIn the 1964 movie, "Ghidorah, the Three-Headed Monster", King Ghidorah was a gigantic, dragon-like creature that came from outer space. It had three heads on long necks, bat-like wings, no arms, and twin tails. It terrorized Tokyo until Godzilla, in a role reversal as protector rather than destroyer, defeated it in a terrible battle and chased it back into outer space.As a leader, you don't have to go to the movies to face Ghidorah. You do it every day. Ghidorah is the three-headed monster of fear, failure, and self-doubt. How you deal with the triple threat will determine to a great extent how your career develops.Though fear, failure and self-doubt are e

istoric events, etc.) to address the relevent decision elements, so there will be no internal disruption when they take an action.

POWER AND CONTROL

Folks learning Buying Facilitation recognize that facilitating buying decisions has a much shorter time cycle, broader prospect reach, and greater success factor than pushing/pitching/presenting product, by a factor of at least 200%. Yet I hear them say: ‘But I'm used to being in control. If I'm going to help them make their own decision I'm out of control and I have to give the client too much power.'

What power and control do sellers actually ha

Collect Your Past Due Receivables Now
You can collect those past due receivables. All it takes is a little planning and a commitment to follow the plan. A sale doesn't take place until the money is in your bank account. Past dues can put a clamp on many aspects of your business as it chokes off its very lifeblood…cash.Your past due problem can be brought under control in a matter of days or weeks, with the proper design and implementation of a collection "system." When I refer to "system" I am not referring to a machine, but a step-by-step process that is followed with all of your accounts.Several years ago, I had problems with my accounts receivable. As I look back, it was because I treated them nonchalantly in the beginning. I might send out some letters or pick up the phone when I had some time or when cash flow became a concern. Unfortunately, at that point, I was already in a stressful situation and it had a clear detrimental effect on my efforts. I had no clear system and it cost me dearly. At a point of near desperation, I developed a system, which I tested and measured repeatedly for effectiveness, and continue to tweak from

For centuries – at least since the serpent convinced Eve to eat the apple – sellers have assumed that getting the right information about a product into the right hands would offer a good chance of a sale.

But if you look at the numbers over the years, the success rate from prospecting to close has remained the same: in general, you close approximately 7% of your identified buyer population.

One would think that with the latest technology and techniques, with what you've learned about buyers over the years, with everything from predictors to salesforce.com to technology to new sales methods, the odds would change. But, if they change at all, the differential is minimal. You're still looking at a 90% failure rate, no matter what sales method, what predictive technology, what demographic study.

What's the deal? Why is this happening? I have a theory (You knew I would, right?): sellers believe that by doing all the right things, the prospect will know how to buy.

Let me say that a different way: the basic belief is that if you give the right people the right information at the right time, presented in just the right way, and you ask the right questions to learn just the right data about them and then pitch the product data accordingly, they will know how to buy. Right?

Why have you believed that? Because you haven't known how to get into the secret world of buyers. Because you've based your sales strategies on product sale. Because you've determined that information exchange (pitching and presenting, gathering client data) gets prospects to buy. Because as a breed (and I'm one so I can say this), sellers are arrogant, and assume we can somehow manipulate the situation in just the right way to close the deal (It's a power and control thing.).

But it doesn't work, or you'd close all of the deals that you think you should close. And you don't. And there doesn't seem to be a parallel equation between how well you sell, how great your product is, how appropriate your buyer is, how much your buyer needs the product, how much money your buyer has – and how soon they come back, if indeed they do.

I train clients in many industries, from banking to technology, from consulting to cosmetics, from 8 figure deals with highly complex sales to $15 sales. It all ends up the same: the buyer buy only when they align their internal systems (beliefs, values, relationships issues, management issues, initiatives, historic events, etc.) to address the relevent decision elements, so there will be no internal disruption when they take an action.

POWER AND CONTROL

What power and control do sellers actually hav

Payroll Tax Software
Payroll tax software programs help you to deal with your payroll taxes and take benefit of any unknown deductions, credits and exceptions that you may otherwise be ignore off. The greatest advantage of using payroll tax software is speed and accuracy with modest human resource utilization.There are a number of payroll tax software products available in the market and most are designed to handle various tax forms and rates. Some provide tax saving tips with IRS (Internal Revenue Service) forms and tax reference library, in some you can directly fill on-screen IRS forms, some has single user and multi-user versions, some provides vendor reports, earnings reports and unemployment reports which makes payroll data entry easy. Almost all payroll tax software programs have the alarming option to informing you the right time to file the tax. The software also helps you in scampering through the numerous tax calculations.Many companies have incorporated the tax rates in their payroll software programs which enable calculating and printing payroll and tax amount simultaneously. Thus these software progra

s would change. But, if they change at all, the differential is minimal. You're still looking at a 90% failure rate, no matter what sales method, what predictive technology, what demographic study.

What's the deal? Why is this happening? I have a theory (You knew I would, right?): sellers believe that by doing all the right things, the prospect will know how to buy.

POWER AND CONTROL

What power and control do sellers actually ha

Build Your Own MLM Prospecting System
Ok, we’ve heard it all before. “Join now and we’ll build it for you”, or “Join our downline building club and you’ll get rich”. In fact, I receive several emails per day promising some variation of these statements. I’m sure you’ve seen them too.Let’s be completely honest. I’ve even fallen for several of these lies and scams myself, and you guessed it, not one of them made me rich.I’ll agree, an automated system would be great, but the truth is that it will never provide a long-term successful income. You see, people want to work with people, not web sites or emails, and with a failure rate of nearly 98%, there’s no debate that something is not working as promised.The question is what portion of the MLM Prospecting System needs to be overhauled and stream lined.The answer is All of It!Let me explain. You’ve probably been told to write down a list of your family and friends, order an affiliate web site, send out thousands of emails, or even waste money sending packages of flyers, booklets, audios or videos.Don’t feel bad, I’ve tried it too, and all I accomplished

hen pitch the product data accordingly, they will know how to buy. Right?

POWER AND CONTROL

What power and control do sellers actually ha

The Makers of Business Cards
Business cards are often associated as your companies branding identity. It serves as a networking tool that keeps an open communication among your clients, existing customers and your target audience.From the makers of business cards, they would like to impose a cost-effective and efficient marketing campaign. Through the business cards you both attain success for the campaign and achieve the most affordable marketing strategy.Basically business cards are crafted with top notch materials and high-tech printing equipments. Developed with its standard size of 2 x 3.5 these cards are so easy to handle and be distributed. With its size and portability you have no reasons why not to bring the cards with you.Sometimes these are the mentality of businesses, they could not bring something with them because they thought it occupies too much space, hard to carry and they feel uneasiness. But what they do not know is that these cards can help much in their promotion and advertising because anytime of the day they can meet possible clients anywhere they go.Business cards production can be easi

s that you think you should close. And you don't. And there doesn't seem to be a parallel equation between how well you sell, how great your product is, how appropriate your buyer is, how much your buyer needs the product, how much money your buyer has – and how soon they come back, if indeed they do.

POWER AND CONTROL

What power and control do sellers actually ha

Interviewing Principles and Practices
Interviewing principles and practices do not vary often. First off, the term principle means a basic truth or belief. Therefore, an interviewing principle is a system of how interviews are normally conducted. As far as a practice is concerned, an interviewing practice is the usual, customary way it is performed. It also means an action done many times over to acquire skill. Therefore, interviewing principles and practices are the customary ways an interviewer asks the same set of questions that pertain to a specific job.Just remember the old adage; Practice makes Perfect! When it comes to it, an applicant needs to be able to share his or her talents with the interviewer. It should be done in such a way as to almost “draw” a picture for the interviewer. You need to be able to conduct yourself in the same manner for every job interview, since there are always others vying for the same position. Therefore, you may well guess that the first interview will not go as well as you plan, but being able to repeat the process (conducting more interviews with other companies) will make you more proficient at it. Tr

istoric events, etc.) to address the relevent decision elements, so there will be no internal disruption when they take an action.

POWER AND CONTROL

What power and control do sellers actually have? When you're using product/information-based sales methods, you actually have control only over your product data; you have no control over the buyer's internal, hidden, buying decisions.

When using product-based sales methods – pitching, gathering problem-based data, designing ‘solutions' you believe they need - you're merely guessing at all of the internal variables that need to be managed before a decision gets made: you don't live within the buyer's culture and truly have no idea how to effect change within it.

That's right. I know you hate to hear this, but you are merely guessing.

* Do you know how your product would fit into their problem space? Probably.

* Do you know how your product would take care of the problem appropriately to give them what they say they want/need? Probably.

* Do you know how the buyer's historic system created and maintain the problem that your product solves? Probably not.

* Do you know exactly how the buying decision will get made, or how the internal systems variables (people, interventions, policies, relationships) need to be managed so a decision can get made congruently, that will address all hidden, unique issues? Probably not.

* Do you know how historic decisioning procedures help prejudice current decision behaviors? Probably not.

* Do you know how relationships with current vendors or partners need to be managed so they will congruently become part of the change? Probably not.

Yet until these are all managed, buyers won't buy. In fact, when your selling patterns only deal with solving what appears to be the identified problem, you actually giving up power and control because the power in the sales relationship lies with the buyer. Sales, as it is now, is an inappropriate model to support the buying decision process.

The decision is much bigger than choosing the right product.

INFORMATION

Let me give you an axiom: Information does not teach people how to make a decision.

While you're shaking your head in agreement, note that information is exactly what you use to get a closed deal. And that is the exact problem with the sales process. Information is being pushed in or pulled out. All, ALL, current sales methods use information as the main focus.

But if information doesn't teach people how to decide, then what does?

And, if you don't give them product information, how will you sell

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Opportunity is everywhere and most successful Entrepreneurs are not so much concerned with finding opportunity as they are with finding the most juicy opportunity. Simply because time is precious and compounding the seed capital account is a race against time.

People are quitting there day jobs in droves and working from home. It makes sense on so many levels, not to mention the advantages of no daily commute and pyjama profits.

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