Why I mention this, is I wonder how much all of us can achieve if we stretched ourself like this in all aspects of our life continually.  Anyway, I ran out of things to say 5 blog entries ago…

Namaste

Shane Gibson

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As a sales person and a motivational speaker I like to move around a lot, and it was to my surprise that I was able to sit and focus for that entire 24 hours.  My goal was $2500 but i think it looks like we raised $1700.00 (unofficial number).

And by the way I mean “we,” kind messages and encouragement from my virtual running mates really helped keep me going.  (Thanks Duane Storey, Rebecca Bollwitt,  Karen Hamilton, Ayeza Garcia, Isabella Mori, Danny Dang, Mehnaz Thawer, INVOKE, Barbara Doduk, TAGGA, Raul and Colleen Vince. you were all awesome)  Then of course the RedBull ( 2 cans…. no Vodka) came out in full force around 4:30 pm today, I was pretty sure if I closed my eyes for a nap I’d be gone.  Gregory Pinch who introduced me to the MSMF and Yam De La Pena who provided comedic relief played a big part too.

What I liked about this event was that it really proves that there can be a real connection socially (for good) online.  I used my e-mail list, facebook connections, meetup friends, and even did a skype podcast with Fred Shadian today while he was on the island.

Keep Blogging!

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This is blogathon entry number 46 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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The Idea
If you want customers to become your brand ambassadors, you’ve got to go “way” overboard on satisfaction. Amazon did. Satisfied that he did not receive the package, they sent a replacement immediately, and it arrived on Christmas Eve. Naturally, Nocera has been talking, and writing, about the experience ever since.

The Risk
The risk here is perceived, not real. Even if one or two customers went to great lengths to rip you off, you’d be ahead in terms of your investment in customer loyalty.

The Reward
What is your return/guarantee policy? If you are a consultant, do you guarantee results or no invoice is cut? If you’re a realtor do you guarantee to sell a home in 90 days or lose your commission? It’s the niche or the ditch—how will you make your guarantee a powerful differentiator?

The Call to Action
If you were Amazon, would you have done the same? What if the customer was an average Joe (or Jo) instead of a business writer (I wonder if that came up). Would you still do it? If you’re looking for an adrenaline rush, look for an opportunity to go this crazy!

Neil Godin (a.k.a The Turnaround Guy) is a native of Vancouver, Canada, and is president of Neil Godin International Inc. A former business journalist, he is one of North America’s leading business speakers, trainers and writers. As a conference speaker and seminar leader, he has addressed more than 300,000 people from coast to coast.

This is blogathon entry number 45 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Everything from new ways of mashing up web content or great gadgets like the Flip Video they seem to be on it.  Of course being a sales person myself I like his straight forward rants.

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Nicks Online Copywriting blog is invaluable as a resource.

This for me is a five star resource.

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This is blogathon entry number 42 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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This is blogathon entry number 41 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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This is blogathon entry number 40 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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This is blogathon entry number 39 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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This is blogathon entry number 39 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Become a CMA in British Columbia

Learn about the CMA Designation across Canada

Book Shane Gibson for your next conference

Title: The Career Maker – Relationship Development Skills

This is blogathon entry number 38 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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How can you make the most of your membership in a Board of Trade or community based operation? If you expand your social network and build bridges to other industries, opportunity is everywhere.

One of the first questions we ask when considering getting involved in any association or venture is “What is our return on investment?” It’s all about ROI; unfortunately, most organizations have a narrow definition and limited strategy to maximize their ROI.

If an organization is “money-in money-out” focused with their return on investment measurement, they are simply missing out on long-term business growth. The 360-degree ROI model as seen below takes into account a full spectrum of revenue, brand and relationship multipliers that progressive organizations are using to fully engage the marketplace and maximize their true return on investment, as well as what Darcy Rezac calls “Return on Relationships.”

When an enterprise is involved in their community or a professional association like The Vancouver Board of Trade, they need to measure ROI in many ways to truly see the full impact of their contribution, networking and branding activities. Following are the fundamental areas we should consider.

Reputation and trust-building

“Business moves at the speed of trust,” says best-selling author Stephen Covey. By making a commitment to be involved, engaged and visible in our business community, we make it easier for our clients to trust us and be exposed to positive word-of-mouth within the community. As more people get to know us and the work we do it takes the fear out saying “yes” to doing business with us.

Corporate capacity building

Our ability to build relationships, communicate, sell, market, and lead is critical to our success as an organization. Through educational programs, networking opportunities, and exposure to your communities business leaders you are growing your individual team members’ capacity and in turn your overall organization competitiveness.

Brand association, PR and exposure

Your people are your brand. With every interaction with the community they have the opportunity to promote your brand, and tell your unique story. People buy from people, and face to face is your best currency.

Business intelligence

You have to have your finger on the pulse of what’s going on in your industry, your clients’ industries and the economy in general. Usually by the time it’s reported in the news, it has already happened. Getting involved allows you to see the trends as they are…Read the rest at BoardofTrade.com

This is blogathon entry number 37 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Many years ago I was a top producing local radio advertising salesperson in the Twin Cities market of Halifax and Dartmouth, Nova Scotia, Canada.

On the East Coast of Canada the harsh winters literally crippled automobile sales. In December, January and February it is not uncommon to have sub-zero temperatures and three snow storms in a month that range from a half metre to a metre and a half of snow. One early November day I called on John Gwynne-Timothy, the new owner of a small car dealership called Twin Cities Plymouth Chrysler. He told me that it did not make good sense to advertise in November, December or January because of the ferocious winters. Chrysler Canada had instructed him to put aside C$100 000 for each of the three winter months, strictly for losses. He was also told to cut back on advertising and save the money for peak season. I could understand their thinking – first you have to find the car under the snow before you can show it that time of year.

“The best time to gain market share is in a down economy” – Bill Gibson

My response to John was that with every adversity there is an opportunity and the best time to gain market share is in a down economy. I added that most of the competitive dealerships would also be cutting back on advertising and the buying of inventory during that period. The advertising noise level in the market place was far less in the winter months. This would make it easier to dominate the market with less spending. The other dealers also were not buying cars at the auctions and it would be the best time to buy.
Here was the strategy:

* He went to the automobile auctions and bought at low, low prices. (If you buy right, you can sell right).
* On Friday afternoons at 4 pm we cleaned out his huge service department and decorated it with colourful streamers, balloons and so on.
* We then brought into the service department many of the especially low-price used cars and new ones.
* On the Friday morning we hit with newspaper and radio advertising – all day Friday and all day Saturday. In the weekly and monthly magazines we advertised the Winter Sale Bonanza Friday and Saturday at Twin Cities Plymouth Chrysler.
* We had live onsite radio announcers and upbeat music playing in the service depart-ment on the weekends and we sold cars until 9 pm on Friday and Saturday.

The final result was that Gwynne-Timothy profited C$100 000 per month in December, January and February. He budgeted for a C$300 000 loss and instead made C$300 000. In actuality, he was C$600 000 ahead.

“You can gain market share in a tough economy if you take control of your own economy”

In February, the competition eventually tried to counter attack – after laughing at him for what they thought was a waste of advertising money in December and January – but it was too late. He already had momentum. This momentum carried over to peak months from March to October with astronomical sales. He had gained huge market share in the down months that positively impacted the best months.

Within a year Gwynne-Timothy sold his small dealership for a huge profit and bought the largest Ford dealership in Atlantic Canada. Today he is a multimillionaire, simply by being innovative and proactive in a down economy – in Canada during the winter months. The following graph shows that 20% of a smaller market can be larger than 10% of a big market. It is easier to gain market share in a down economy.

A few years later, as a consultant in Canada, I had another client named Terry Straker. At the top of the economy he was grossing C$200 000 a month with his bedding and bedroom furniture stores in Calgary, Alberta. The country went into a recession and competition got stiffer. Eighteen months later, at the bottom of the economy, Terry grossed over C$1 million in one month – a 400% increase.

How did he do it? He got innovative and aggressive. He knew cash was king so he negotiated hard when buying. He then increased his advertising in the right mediums that targeted his market. Through research he knew the best days and best weeks to advertise. He increased sales training to twice a week. He tied in with charities and ran innovative promotions.

Straker once ran a promotion called Mr Money, where he dressed his brother up in a Mr Money outfit, and on Friday he announced to the media that Mr Money was dropping C$5 000 from the roof of his biggest store on Saturday. The plan was to drop C$500 an hour in small bills for 10 hours. Ten thousand people showed up and he got massive publicity. He had the biggest day ever. The reason is that in a down economy people want money.

He used endless creative traffic building ideas. Among them was a promotion with Salvatore (Sal) Stallone, Sylvester Stallone’s brother. Rocky II had just opened in the theatres.

“At the bottom of the economy, Terry grossed over C$1 million in one month – a 400% increase”

Even though the economy was down, Terry increased his sales by 400%. I acknowledge that, yes, with the new credit act, increased interest rates, hikes in petrol and electricity prices and the power crisis there could be tighter times ahead for many businesses in South Africa.

The solution is to believe you can gain market share in a tough economy if you take control of your own economy and get creative, innovative and pro-active. Do not wait for others or external factors to do it for you. Take control.

About Bill Gibson

Bill Gibson lives in South Africa and is the chairperson of Knowledge Brokers International SA (Pty) Ltd. He is the author of the book Boost your business in any economy, and the writer and developer of several sales, marketing and entrepreneurial training systems.  Bill Gibson can be reached at +27 11 784 1720 or info@kbitraining.com

This is blogathon entry number 36 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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My favourite martial arts instructor, Sensei David Harris would always share with me the importance of daily activities toward a common goal.   If for any reason you feel that you are in a plateau, you can continue your level of progression by reading a book on the subject that you are pursuing, you can watch a video on the related subject, you can read a book or magazine, you can attend a seminar or you can even mentally rehearse your desired outcome for your success.

What is most important is to do something regardless of how small or how large.  By taking action daily you create the motion towards your desired achievement.  Another step to consider is to stay focused on the end result and be realistic with your approach by taking a step-by-step progression that leads you to your ultimate goal.  There is a Hawaiian saying: “When the surf is high, go surfing and when the water is calm, wax your board.”  Timing is of the essence when riding the wave of momentum.  If you hop on too early, you might crash.  If you hop on too late, you miss the wave.  By timing the wave correctly, you enjoy the ride all the way to the beach.

Fred Shadian

This is blogathon entry number 35 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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The Vancouver Sun newspaper says “Ian Watt is the star of his own business video, transforming his blog into a live show in which he tours Vancouver dispensing advice, hitting real estate hot buttons, winning over fans and enraging critics.”

Here’s an example of the type of video that Ian uses to market himself and brand himself as a Real Estate Sales Professional, what I like about this is his candid common sense approach is something a number of his peers could benefit from emulating:

This is blogathon entry number 34 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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How has HR changed over the past 10 years?

HR has changed dramatically over the past decade. Some of the more significant changes are: demographics changes including the aging workforce and declining birth rates in most developed nations and at the same time exploding birth rates in most developing nations; the emergence of four distinctly different age groups working at the same time; the global nature of business with massive mergers and acquisitions as well as outsourcing of labour; plus technological advances affecting the need for skills and knowledge upgrading; the proliferation of internet recruiting, flexible HR policies, employment branding; plus an unprecedented talent and skills shortage that will continue in many countries for the next two decades.

What is the key to pre-screening and selecting the right people for a team?

The quick answer is to “pre-screen for competency and select for character”. What this means is that the entire pre-screening process should focus on answering the fundamental question, “does the person possess the necessary skills, knowledge and experience to do the job?” In other words, are they competent (able) to do the job? Once you are satisfied that the applicant possesses the requisite abilities then the selection process begins. It is here that you need to “select” the best candidate in terms of best fit with the company. To do this you must focus your energies on examining the person’s character which is made up of their attitude, and personality. The most insightful part of the selection process is the face-to-face interview.

What are some of the main reasons that some sales people are successful and others are not?

Contemporary wisdom suggests that the key to successful selling lies within the sales person’s skills, knowledge and selling techniques. Although I agree that these issues are all important, I believe that the single biggest contributor to selling success is the person’s attitude. Their attitude entails many elements, such as their attitudes: towards themselves in the role of professional selling, their attitude as it relates towards the selling process; their attitude towards the company they represent, the products and services they offer their attitudes toward their customers, and their team-mates. These attitudes will ultimately determine their level of selling success.

As a respected authority on customer retainment as well, how is it possible to turn a one-time buyer into a life-time customer?

People the world over complain to me that there is no customer loyalty and that a client will change suppliers to save even a tiny bit of money. I feel this is an over-simplification of the issue. Yes, people are always seeking bargains, but at the end of the day it’s value for money that will win out. I don’t believe that a company has to be the lowest priced provider; rather they need to fully understand the needs of their clients and then exceed the customer’s expectations. This is done by investing in client relationship building, having highly skilled and knowledgeable, sales, and customer service professionals, and constantly seeking ways to improve the life and or business of your clients. By adopting this “imbedded partnership mindset” you will become the supplier of choice for your key accounts.

In your best-selling book “the ABCs of Making Money”, what are some of the strategies that ordinary people can implement to create extraordinary wealth?

Actually, the answer to this question lies within the title of my book; it’s what I refer to as the “ABCs” approach and is doable by anyone who has the desire to succeed and is prepared to put the effort in. It all starts with adopting the right attitudes. By understanding the attitudes of successful, wealthy people, and then engaging in highly effective day to day behaviours (such as living within your means, investing your money at an early age, develop critical skills in the areas of selling, communicating, negotiating and priority management; and finally applying the principles of creating money by owning your business and developing numerous sources of passive income… the idea of earning money even while I sleep is very appealing to me!

This is blogathon entry number 33 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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The Board has helped me grow my personal network, increase my personal leadership capacity and even after several years as a  member I now see an endless flow of new business coming in from referrals and opportunities at the Board.

Fiona’s question is: “What qualities of a successful leader are also shared by successful sales people?”

Answer: Due to 18 hours of typing (my hands are a bit stiff) I will be answering this in audio or podcasting format! But here’s the coles notes version:

1. Vision
2. Influence
3. Networking Skills
4. Coaching and Mentoring Skills
5. Teaching and Training Skills

This is blogathon entry number 31 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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This podcast is on how to run effective sales meetings.

This is blogathon entry number 30 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Question: Dear Shane “stop presenting, stop selling, be prepared to leave” do you agree or disagree with this statement?

Answer: Dear Darren,

Darren this is very connected with the previous question you asked.  It would be too much of a cliche for me to urge sales people to be solution finders and not product peddlers or pitch artists.  Now with that said I will say this: many people even when asking questions or listening are still selling or presenting.

Standing in front of a room full of executives with their custom graphic designed PowerPoints they roll through their clever presentation based upon the research and previous needs asessment they did on the company.  Even at this point, a final presentation, not engaging the client in questions, dialogue, and involving them in collaboratively defining what a successful solution will look like can be fatal for a deal maker. (Maybe fatal is a little extreme, but it is a deal killer).

“Be prepared to leave!”

This is a bold statement that is powerful.  Prospects can smell weakness and desperation.  If we are willing to do a deal at a low margin, bending over backwards for them to get the deal this causes all kinds of challenges:

#1) People like to do business with top organizations and top sales people, and they rarely grovel for business

#2) If the client does business with us, generally the repeat business will also be at a low margin.

#3) If you’re supposed to be in a leadership position as a solutions provider it will be tough to implement because the client won’t respect us.

Being willing to walk away from deals that aren’t ideal or that are one sided in the clients favor is an attribute of a big deal closer.  Bill Gibson likes to say: “You don’t get out of life what you want or deserve, you get what you negotiate.”

This is blogathon entry number 29 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Dear Shane,

What advice could you give to employers that are seeking to hire top sales performers in what is still an employees’ job market (especially when we refer to top sales producers)?

Dear Minto: There are several factors that we need to look at when recruiting top performing sales people.  The first step in my opinion is to:

Write up a complete description of the type of sales job it is, including the following:

1. Amount of phone selling, cold calling, proposal writing, group presentations.
2. Geographical area
3. Amount of travel
4. Amount of time away from home
5. Level of independence
6. Hours expected to work
7. Work culture of the company
8. Reporting and paper work expected
9. Client entertainment factor
10. Type of customers or potential customers
11. Level of acceptance by the customer in reference to
    • the company
    • the products and service
    • the industry
12. Level of selling
    • Product/service focused
    • Relationship marketing focused
    • Customer and solution focused.
13. Size of average sale
14. Length of the selling cycle and any other important factors you can think of.
15. Trade show selling and seminar selling etc.

With the above job description in mind, carefully describe the characteristics, behaviors, values, skills, experience and abilities you require in this person.

Secondly realize that top producers are rarely ever unemployed.  Being in the recruiting business you know that top producers are constantly being courted for other job positions.  My suggestion is hire in advance, network where these producers work and play, and even offer finders fees to your own internal sales team if they find you a winner.

My last thought is winners like to win, and they like to win quick.  If you’re recruiting top performers you better have a sales opportunity and a process that enables them to hit home runs early.  Showing up to a disorganized sales environment with no sales process or culture is something that will quickly repel most top producers.

Thanks again Minto for your contribution to the MSMF Blogathon!

This is blogathon entry number 28 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Question: Dear Shane “You get more from the questions you ask than the stories you tell” do you agree or disagree with this statement?

Answer: Dear Darren,

I absolutely agree with this statement.  My favorite stat that I like to share with audiences is that great sales people and great leaders listen 70% of the time and ask intellient questions and make powerful statements the other 30% of the time.  One of my other favorites is a quote from Zig Ziglar and this is what he said “I have never heard someone listen their way out of deal… but I’ve heard lots of people talk their way out of a deal.”

Having a solid strategy for questioning clients or what we at KBI like to call “Needs Analysis Selling” is  vital especially in closing large, or complex sales transactions.  As a leader in a negotiation this process also becomes vital in helping the leader build bridges and connect with those that they are networking with.  By asking intelligent questions we display our insight, show the other person we are genuinely interested in them and help people look at themselves and their business in a different context (usually involving our company and solutions).  If we ask great questions and use the conversation to build strong rapport and trust often the deal will close itself.

This is blogathon entry number 27 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Question: Dear Shane “Leadership is taken not given” do you agree or disagree with this statement.

Answer: Dear Darren,

Thank-you for your generous contribution to the MSMF and the Natalie E Pinch Memorial Library.  Your question is a great one.  Although leaders can be “made” or developed one cannot give another person leadership.  They can give them a position or a title but this is not necessarily the mark of a leader, we have all seen children born into wealthy families squander their wealth because they were given a title or a place in society.

Leadership development is a two way street.  The leader and the developing leader must have a high level or rapport, a solid mentoring relationship and the mentee or developing leader must be willing to answer the call to leadership.

I see so many managers today frustrated because they want someone to succeed more than the other person actually wants to ascend from a leadership perspective.  The potential leader must step up to the plate, fully understanding what price and sacrifice must be made to take their life or business to the next level.  Then they must step forward and through action demonstrate their intent.

Does this answer your question?

This is blogathon entry number 26 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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This is blogathon entry number 25 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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This is blogathon entry number 24 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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We are often mentoring people because we have a road map or insight on how to get somewhere that they want to get to. It’s okay for someone to outgrow the mentor or even outgrow their goals before they get there. As a team we can mentor someone on starting a successful consulting practice, we can even train a sales force of 500 or 1000 people, but when the mentee starts requiring advice beyond our scope and experience at we know it’s time to help them find a new mentor. Some people may see it as a failure to no longer be able to offer additional insight or direction to a mentee, but we would like you to reflect on the following quote from an unknown Japanese author:

“The test of a good teacher is not how many questions he can ask his pupils that they will answer readily, but how many questions he inspires them to ask him which he finds it hard to answer.”

- Japan 300 B.C. – Author Unknown

This is blogathon entry number 22 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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This is blogathon entry number 21 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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In helping people set effective goals we need to be to answer yes to the following questions:
• Is the goal S.M.A.R.T?
• Does the goal inspire them?
• Have you connected or aligned it with their values?

S.M.A.R.T Goals

The S.M.A.R.T acronym for goal setting has been used for decades and it’s still one of the best formulas I have seen. S.M.A.R.T goals are as follows:

Specific – the goal is focused
Measurable – there are benchmarks and metrics in place to measure progress and confirm success
Achievable – based upon the individual’s assets, skills, attitudes and behviours the goal is achievable
Realistic – Considering all of the factors influencing the goal is it plausible it will be achieved or are we setting this person up for failure?
Timely – set a specific time for completion (there are no unrealistic goals only unrealistictimelines)

Inspiring
“Have a goal so big that it scares your neighbours”

When helping people set goals try not to make them too safe. We don’t want goals that far outpace someones self-concept but we also want goals that make them stretch and keep them up at night (or more importantly out of bed early and excited).

The word inspiring actually comes from the Latin word Inspiro which means to breath upon. to breath into… to put the spirit within. As mentors if we are to inspire others and pit the spirit within them we must first be inspired ourselves. Be passionate and excited when helping people set goals.

Values Alignment

When developing goals it is important to put them through the “values test” to make sure that the goals were are helping them set will help them feel on purpose while striving toward them.

One approach to doing this is to simply list all of the core activities, people, and daily disciplines associated with the goal and then compare them with the mentee’s values. If 70% or more of the activities and disciplines fulfill their core values then chances are the goal will be an energizing, pleasurable thing for them to work toward. If it is less than 70% it is suggested you help them build a new path to the goal or find a new goal that satiate their core values and drivers.

This is blogathon entry number 20 for the MSMF Blogathon. Visit this page to learn how you can support this cause. Also if you live in Vancouver please check out the Vancouver Board of Trade’s Leaders of Tomorrow Mentorship Program.

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Too many organizations invest heavily in recruitment yet fail to retain star performers because they lack a thorough plan and process for starting their people right and continuing to develop them. Winners want to win quickly; hire a winner and you have to have the tools and mentorship program in place to help them win.

Furthermore winners leave when there’s no more challenge or personal or professional growth opportunities. When recruiting University Graduates one interesting statistic to note is that “More than 60% of college and graduate students listed mentoring as a criterion for selecting an employer after graduation” (MMHA)

In a recent study of 3000 companies done by Accenture Analytics and 18 other organizations globally found that the top 25% of companies in multiple industries as compared to the bottom 25% were those organizations that had significantly more mature and effective human resource development plans with strong leadership and mentorship development components in those plans. The bottom-line is mentorship and people development makes a difference to your bottom line.

The need for mentorship is particularily true for the millenial generation or generation Y.  This demographic tends not be of the live to work mentality.  They don’t just talk about “balanced lifestyle” like their boomer parents did, they put lifestlye first and see work as a tool to support that lifestyle.  Recent studies also show that without mentorship Generation Y is not equipped with the contrast between their sheltered (and good for them by the way!) upbringing and the realities of the work-force and the demand of society financially, socially, and otherwise.

Having a solid mentoring process along with training, personal development and a good dose of entertainment can help retain the up and coming star players of tomorrow.

This is blogathon entry number 19 for the MSMF Blogathon. Visit this page to learn how you can support this cause. Also if you live in Vancouver please check out the Vancouver Board of Trade’s Leaders of Tomorrow Mentorship Program.

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This may not seem like a big deal but what we’re losing is the tradition of connection between our elders or mentors and the next generation. What’s lost here are the high impact tidbits of tacit knowledge, the street smart lessons, insights learned in the school of life, values, access to the mentors resources and networks, and opportunity to learn the often untold principles of success that aren’t taught in University or found online. In all of it’s glory it’s too easy to hop onto the web and get an answer (who writes that stuff anyway?). But it’s about using the information and sifting through what is relevant and what is not. The very personal exchange that occurs through mentorship and even connecting with our peers is lost. The information age has spawned the disinformation age. Try weeding through and verifying the facts you find on one of the 9 billion WebPages indexed by Google and MSN.

As mentors and leaders this knowledge and ability we have comes with a responsibility. We believe strongly that if members of our community can share the roadmaps they have discovered and experienced, along with their insights from these journeys be it for business, personal, marital or spiritual success and through sharing this insight by investing as little as a couple hours a month the difference that can be made in many lives will be massive. Doing this within our community, including the chance to increase our shared prosperity will build the kind of high impact legacy we can all be proud of.

This is blogathon entry number 18 for the MSMF Blogathon. Visit this page to learn how you can support this cause.  Also if you live in Vancouver please check out the Vancouver Board of Trade’s Leaders of Tomorrow Mentorship Program.

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The Role of Mentorship provides an important role in the development of global socio-economic infrastructures. It provides critical capacity building support and opportunity for entrepreneurs, corporate executives and government officials and leaders in creating long term stability and competitiveness for nations and their economies. Mentorship in the areas such as fine arts, sciences, and the not for profit sector is paramount to improving and sustaining the quality of our lives as a whole. Building capacity is means strengthening and increasing insight, ability and talents, as well as visioning and implementation and execution skills in a specific discipline or disciplines. For instance Vancouver’s economy boasts a strong, growing high tech sector but still has only begun to tap its global potential.

This is largely attributed to capacity gaps in marketing technologies and distributing them on a broader platform. In order to increase the capacity to grow and export Vancouver’s technology base and applications, building the sector’s mentorship capacity and resources can help the key entrepreneurs, executives and innovators within the local technology sectors meet their full global market potential. Mentorship can provide a prospective road map from someone else who has walked the path before – like an entrepreneur who taken a tech company from 12 employees in a basement apartment to 500 employees and a listing on the TSE with global distribution.

Typically, however, the steps, pitfalls, and challenges aren’t well documented traditionally; they’re taught, and modeled by mentors and leaders and passed on to their protégées and partners. Its a proven fact that the higher mentorship capacity levels you have and the higher the quality of mentorship in your community the higher capacity economically, environmentally, and socially you will have. Unlike traditional education environments, corporate training programs and courses, mentorship is a very personalized form of support and transferring knowledge. It is primarily based on a specific relationship between two people and at times between an individual or group of individuals or advisors. [This is the first post of a two post series on this topic Click Here to Read Part 2]

This is blogathon entry number 17 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Over the past couple of years I have found that there is another way one could look at our definition.  “Sales is about creating an environment where an act of faith can take place .”  The first enviroment we need to create so an act of faith can take place is within us.

Faith is a belief, and intense belief.  We first must be able to truly visualize ourself succeeding and wholly believe in that picture.  World class athletes from skiers, to ice skaters to rowers at the Olympic level use visualization as a tool for mentally preparing themselves to win.  The difference between Gold and Bronze in giant slalom is usually less than .5 seconds.  With all of these skiers basically around the same weight, level of fitness and level of training it eventually boils down to a mental game.

There are many factors that effect our ability to intensely believe that we can win (some of them we will discuss in future blog entries and podcasts) but here’s the shortlist

Self-Esteem and Self-Worth: A sense of our own value and ability based upon mutliple belief structures

Training: Repeated feedback and on-going progress offers proof of success and mental conditioning

Self-talk: The constant dialogue we have with ourselves, the questions we ask, and we respond mentally to what happens to us impacts this as well.

External Models of Possibility: Mentors, Leaders, and other performers that we can model our strategy after assists us in seeing what is possible.

Association: Once again, who we associate with on a regular basis will impact our standards and our concept of what is possible (Olympians tend to train with Olympians).

So before we put our “out-side world” plan together for success we need to make sure that we have put together a solid internal plan for mental and emotional fortitude.  The bottom-line is that our business development plans must have a personal development plan connected to them if we’re going to perform at our best.

This is blogathon entry number 16 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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? Raising Revenues: Show them how their overall volume can be increased. In other words, an increase in sales. They know that an increase in sales means more profit if the expenses are well managed.

? Increase Efficiency: They want more return for their money invested. If they can see that their staff and management will become more efficient, or their equipment or other capital and human assets will be more efficient than the chance of their buy-in is higher.

? Keeping Shareholders Happy: Keeping the Shareholders happy means that you are showing them ways to improve the value of the company inturn improving the value of the shares, or returning a bigger profit so that larger dividends are declared and paid to the Shareholders.

? Lowering Cost Of Production: Again, more logical, linear, left brain appeal to the top level decision makers. Lower costs equal better margins, which means better profit.

? Increasing Market Share: They are interested in advertising, marketing and business development strategies, tactics and methods to increase Market Share. Also gaining a bigger share of the average client’s or customer’s wallet (spend) is also increasing market share to them.

? Higher Return On Investment: Can you show them how they will get a bigger return on their investment for the money they invest in your services, products, ideas and concepts?

? Dealing With Market Changes: A sudden down swing in the economy, a new big competitor grabbing market share, a sudden market switch to a new technology, a new way of doing business, new government regulations that affect them adversely, a major change in consumer behaviour are all examples of market changes that corporations have to adjust to and capitalise on.

This is blogathon entry number 15 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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This quote albeit brief says a lot.  Fred Shadian a good friend and mentor of mine has told many many times that 90% of achieving a goal is knowing why we’re doing it.  Too often I see people half way to their goal and they cool off, coast or just plain quit.  Other people with less talent, ability and charisma pass by them and claim the prize.

Knowing why is about creating a burning desire, a passion that cannot be subdued.  The flame of desire needs to be stoked with personal dialogue and constant visualization to stay alive.

When I talk about dialogue, what I am referring to are the questions we ask our self.  After setting a goal (or dusting off an old one) it’s important to ask ourself the following questions:

1. If I follow-through on this goal how will achieving it impact my finances, family life, health, spirituality in the next 3 months? 12 months? 3 years? and 5 years?
2. If I don’t follow-through on this commitment to myself how will it impact my finances, family life, health, spirituality in the next 3 months? 12 months? 3 years? and 5 years?
3. What is the price I need to pay to achieve this goal?
4. What is the price I will pay for not working toward this goal?

Questions like this create leverage, they bring home the reality that our daily activities shape our long-term happiness and well being.  The leverage and positive pressure that desire puts on us also helps us tap into resources and capabilities that we rarely use when we are just coasting along.  Make a habit everyday of asking yourself these four questions about your major life goals and your daily disciplines. It creates a level of awareness, focus and intensity that few people possess.

This is blogathon entry number 14 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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“Find a short or long-term strategic partner with the resources that offset the need for investment. A great idea for a concept, product, service or a business that requires specific expertise is often held back by the lack of it, or enough money to hire someone with such expertise. However, there are ways to get around these obstacles.

Scott, a young Johannesburg entrepreneur, investigated suppliers of a high-precision grinding machine, used for the highly specialised grinding down of high-tolerance material. During his search, he found an owner who was a partly retired engineer and who was not using his grinding machine. Scott and an associate entered into an agreement that gave them one year to generate revenue with the machine. If successful, they would buy the machine by paying an agreed monthly amount.

They launched their business this way. Without this deal, they could never have raised the money to buy the machine in their first year of operations. Another option would have been to give the owner of the grinder a share of the business. Then Scott could have avoided paying for the machine entirely. The advantage to this approach is that you may be able to go to market much faster than you would if you were waiting until you were able to raise the capital to build your product or open your business. In the case of the grinder, Scott gained valuable equipment, but you can also gain expertise that is needed – not just hired expertise, but expertise with a stake in the business. A strategic partner who has suitable expertise may be exactly what you need, provided you are able to work with this person.

At the onset, negotiate a reasonable buy-out option, so that eventually you can be the full owner of your business or concept. It does not mean that you are compelled to buy your partner out – it just gives you the option. Your investor may be more valuable to you as a long-term business partner. You could also negotiate a ceiling amount – the partner is automatically bought out once this amount is paid out. This figure would have to take into account a mutually determined base value of the investment in services, support, overheads and expertise. You may need a third party to help with this. Be sure not to give away too much in the beginning. Expertise is not the only resource you may need. Under certain circumstances, it could be in your interest to open a small business via a large company that allows you to use unused machines. In turn, they could either receive revenue, a percentage of the business or both. Resources cost money. You can trade either shared revenue or equity for the resources. However, remember that equity, once traded, may be gone forever.”

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Stephen Jagger will be talking about using the web and technology to amplify your small business and help you move into the big leagues.

Norman Stowe will be talking about how to effectively work with the media using PR and other tools.

I will be talking about how to build personal relationships that develop depth and credibility and in turn create an endless stream of referals for sales people and entrepreneurs.

Here’s the Board’s description of the event:

In today’s business climate, a small business can position themselves strategically to compete with some of the fastest growing companies in the world.

These experts offer clear guidelines and a wealth of information on how to make a big impact with your clients, raise your company’s profile, and use the power of technology to move your business ahead.

Focus your brand, communicate effectively, fine tune your online presence and your small business will not only succeed, but make a big impact.

It will be interesting to see how we contrast and overlap with our approaches.  I know both Steve and I are big believers in using technology and the web but both of us use the tools a little differently.  Norman Stowe’s events have involved people like the Dalai Lama and Bill Clinton and will have a very global view of branding and networking.

I have a couple of extra tickets for people who are not already members of the Vancouver Board of Trade.  Drop me an e-mail (shane@kbitraining.com) this weekend with your name, telephone number and company info and I’ll hook you up (first come first serve).

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I’m looking forward to your feeback on this new assessment.

This is blogathon entry number 8 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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There are often other factors that help trigger the buying process. By spotting these factors in situations, you immediately become aware of a need, want, or desire. Within your industry, it is important to know what these factors or motivations are and how these factors could trigger specific buying motives.

Examples:
1. Someone just received a promotion
2. Money has just been won or inherited
3. There is an addition to the family
4. Just bought a house
5. Just moved
6. It is a birthday or anniversary
7. There has just been an amalgamation of companies
8. There is a new executive team
9. Someone has passed away
10. The market has gone for a dive and business is tough
11. Centralizing or decentralizing of a company
12. New budget year coming up
13. A land mark. A 50th anniversary or 21st birthday
14. A wedding
15. Move to a new building
16. Just secured a major contract or was awarded a huge project
17. Share price dropped
18. Has decided to start exporting
19. News headline that scares people
7-12 Principles of Selling
20. Special time of year – Religious Holidays, Summer Vacation
21. A heavy snow fall
22. A heat wave
23. A cold snap
24. A new face
25. A new law has been introduced
26. A change in government
27. A new growth trend
28. A market switching quickly from one item or system to another
29. Person or company reaching a different status level
30. A new competitor has moved on to the scene
31. Someone recently started a business
32. A new area is being developed
33. Someone recently got fit, lost weight, new look
34. A celebration, for example a big sports win!
35. A company has lost its position in the market place
36. A company has gained a higher position in the market
37. Government de-regulations of crown corporations (parastatals—a company
or agency owned or controlled wholly or partly by the government)
38. A natural disaster
39. A crime wave
40. A huge event … Olympics, Expo, World Cup etc.
41. An industry boom, i.e. tourism
42. Someone received poor service from a competitor

As a professional salesperson, it is important to have your “sales opportunity antenna” up at all times. This way you can take advantage of using the right timing. Right timing means you have caught the client at a time of high need, high want, or high desire. During these times, customers buy much quicker, and much more easily.

Bill Gibson is a motivational sales speaker based in South Africa who has addressed over one million people on stages in Canada, USA, Asia, and Africa over the past 30 years.

This is blogathon entry number 9 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Motivation
The successful salesperson who is motivated:
• desires to be the best.
• is competitive by nature.
• has the edge through customer service.
• turns problems into opportunities.
• moves, stands, and talks in a positive way.
• refrains from negative, pessimistic statements, and ignores those made by other
people.

Following is a break-down of these success qualities:

Precision
The successful salesperson is precise, focused and detail-oriented:
a) Focused:
• The ability to decide what is important
• The willingness to tackle unpleasant jobs
• The willingness to spend time convincing the prospective client that the car is right for them—therefore price may not be such an important issue
b) Detail-oriented:
• Doing the job consistently and systematically
• Planning and organizing
• Keeping notes of appointments, actions, reminders, and deadlines

Direction
The successful salesperson has positive direction.
a) Assertive:
• Tough-minded and confident in negotiation
• Believes in themselves and believes in the product and an ability to show it
• Handles negatives and insults well
b) Relationship:
• Builds rapport with prospects, customers and colleagues
• Understands that people buy from people
• Focuses 100% on prospects by listening and maintaining an acceptable level of eye contact
• Praises service staff and reception staff internally and externally

Flexibility
The successful salesperson is flexible. They possess the ability to:
• read people and situations and to adapt their behavior.
• get excited when the customer gets excited or be business-like when the customer is business-like.
• adjust their posture, volume, and tone of voice to match their client.

This study very quickly summarizes the many characteristics that most of us need to rise above average in sales and in business.

This is blogathon entry number 8 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Is deviance from truly ethical behavior appropriate or inappropriate, in the end? I kind of feel it is somewhat inappropriate.

This question was posed in context of my four part blog entry on ethics in selling.  Lets look at deviance for a moment.  Dictionary.com defines it as “One that differs from a norm, especially a person whose behavior and attitudes differ from accepted social standards.”  In my opinion deviating from social norms, politically correct pressures, or cultural traditions (including corporate culture) is not necessarily a bad thing in business and in life.  Alexander Graham Bell was seen as a deviant in many aspects, so was Martin Luther King.

For me Raul’s question made me think of the Dalai Lama’s comments on creating Karma.  For good or bad karma to be created he states, there are three elements. #1) Intent #2) Action #3) Result.  I think as we look at the result of our actions, in causing harm to others, or advancing at the loss of others with harmful or un-ethical behavior and succeeding in doing so then this behavior is absolutely inappropriate.  So in short, next time one feels like labeling someone a deviant the questions we must ask are “What was their intent?”…”Did they act upon this intent?” and “Did their actions cause harm or suffering to others?”

This is blogathon entry number 7 for the MSMF Blogathon.  Visit this page to learn how you can support this cause.

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Situational ethics relies on one principle—what best serves oneself at a given time or in a given circumstance. This person’s behavior rises and falls as they tend to justify the deviance from true ethical behavior based upon each circumstance. Comments from situationally ethical people may include:
• “If I didn’t take advantage of this someone else would!”
• “It’s just business, don’t take this personally.”
• “It’s only illegal if you get caught.”
• “They won’t know the difference between the old stock and the new stock; we can easily charge the same price.”
• “This is the only way to get ahead today…. Everyone else is taking shortcuts!”
These people blend into society and have the veneer (appearance) that they are just like you and I. Although they understand right from wrong, and often weigh the crime against the potential punishment, deep down their choice is unethical as long as their exposure to risk is low or non-existent. Even when caught, this fraudster will often justify their actions playing the victim of society or the mega-corporation for which they work. Their actions may have come from a feeling of desperation or being “caught.” When issues like addiction in the workplace (i.e. drugs, gambling, and alcohol) come into play, their recklessness or behaviors often become more risky as they look for a quick exit, or out of desperation are looking for more funds to fuel their habits.

The situationally ethical person is not without hope. Often this person has formed a false belief that they can only get ahead if others lose. They could also have low selfworth or self-esteem and not believe that they can achieve success legitimately. Taking some of the steps described in other modules around building self-confidence and associating with positive and successful people can be a first step to moving toward a more confident and productive mental picture of ourselves.

Association (people who we connect with over time) can also erode one’s moral compass. Another cause of situational ethics is caused by social or peer ethics. Who we socialize with, their conversations, personal beliefs and ethics can begin to warp our own outlook. In the instance of the Enron Scandal, many otherwise law-abiding citizens accepted and enabled the behaviors of senior management because it became a cultural norm or social ethic. The situationally ethical person can change their associations, find new positive peopleor organizations to work with and over time this new environment can help them develop a more accurate and healthy set of personal and business ethical boundaries.

This is Blog Entry #5 for the Vancouver Blogathon. A 24 hour blogging marathon for charity. Please check out my charity the MSMF foundation and help us bring hope and prosperity to children in rural India.

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Those who hire unethical people often revere them for a short period of time as they tend to be results-oriented people. Without the confines of ethical, environmental, or legal restrictions, profits may appear in the short term. However, the company eventually suffers for collecting funds without a conscience, and inevitably lawsuits, government intervention, criminal charges, and consumer backlash all follow. There are a series of high-profile ethics cases in the United States where people are now spending a lifetime in jail, while the corporation sits in receivership (bankruptcy). One such case is the Enron Scandal.

Next Blog Entry “The Situationally Ethical” person.

This is Blog Entry #4 for the Vancouver Blogathon. A 24 hour blogging marathon for charity.  Please check out my charity the MSMF foundation and help us bring hope and prosperity to children in rural India.

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Intro to sales ethics:

What are ethics? Ethical behavior can be described as conforming to accepted standards of social or professional actions. Therefore unethical behavior is viewed as wrong, not conforming to accepted standards or professional actions, contrary to conscience, or morality, or law.

There is no such thing as “ethical selling.” You are either ethical as a person or you are not. The issue of discussing ethics in sales somewhat misses the global aspect of the concept of ethics. Whether we are in the office or at home, 24 hours a day, 365 days a year, we are judged by our behavior. Our personal friends and community network and our business network are inseparably integrated. Ethics have no boundaries as we live in a globally connected world.

In the NHL (National Hockey League) if a player is convicted of drinking and driving, the league suspends them. Although the unethical activity occurred outside of work hours, the league understands the impact of a team member’s behavior on the sport. We are always representing our organization’s brand—even when we are not in uniform. Conversely non-business activities like volunteering at your local soup kitchen to help
feed the homeless, or with a local community group, positively affects your personal and business brand.

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With that said lets get back to the topic of Murphy’s Sales and Technology law: “If something can go wrong, there’s a good chance it will.”  If you sell software or web based technology my suggestion is to heed this law and prepare for the worst. (I myself am an optimist, this is both a strength and a potential risk in business)  What this means is if you are going to a clients office to demonstrate software or a web application we must assume and prepare for the following circumstances:

Dead laptop: Always bring your presentation on a USB or even e-mail it to your client in advance asking that they have a back-up laptop just incase.  If you’re selling ina team environment get each team member to bring their own laptops (with the presentation or softare required)

Dead projector or bulb: If you’re using a projector assume the bulb could die or the projector itself could malfunction.  Bring a back-up bulb, suggest the client readies their projector just in case and always bring a hard copy of your presentation in case of technical failure (one copy for each person in attendance)

Error messages or no web connection:  Assume that where ever you plan on doing your web based demo could have a loss of connectivity also assume that your software may not load, even with 99.9% effectivenes you could be the .01%.  My suggestion is that you also have an offline non-live demo in the form of screen captures in PowerPoint so that you can walk clients through a simulated version of what your software can do.

The reality is that most prospects and clients realize that no software, web application, or presentation enviroment is perfect but or response to the challenge will often determine if we are seen as problem solving, flexible solution providers or someone they choose to pass over in their search for a supplier.

Shane Gibson

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