What Stops You Being the Same: Lessons on Luck and Getting Lucky
Hi Business Athlete,
Do you remember the old Charlie Tremendous Jones saying:
‘You’ll be the same in 5 years as you are today except for the two things –
The people you meet and the books you read..’
In today’s ‘easy access information world it is not only the people you meet and the books you read.
Its also the movies or YouTube or Facebook clips you watch.. the Wikipedia and Google facts you look up…and so much more..
We are all constantly being bombarded and influenced consciously and subconsciously by what we actively and passively soak up.
Here are just a few that have got into my psyche in the past week
THE MOVIE THAT INFLUENCED NEGOTIATIONS AND INFLUENCE IDEAS
I just finished watching a great movie recommended to me by a client Joshua Krueger, General Manager, Digital Sales at the West Australian.
He said ‘Leigh you must watch Draft Day… a Kevin Costner movie about the negotiations and backroom deals on NFL Draft day.’
If you’re into sales, leadership and negotiation you really should check it out.
10 Key points on Negotiations Success:
- Trusting your gut instinct
- Negotiations – selling the benefits to the other person
- Rapport – the power of friendship and back history
- Intention – being clear on your outcome
- Being flexible – looking at new options
- Involving (or not) others
- The power of asking
- The power of the pause – silence is powerful
- Getting results – a vision of the end in mind
- Having brass ****lls
THE YOUTUBE THAT INFLUENCED
I also watched a fascinating interview with the great Van Morrison.
Many people have written about Van the Man being a bit cantankerous but in this interview with his Dutch female saxophone player he opens up.
One of the key points that hit me was when he was talking about doing 6 sets a day 7 days a week when he and the band Them were playing in Hamburg in the 60’s.
He makes the point about staying ‘disciplined’ and not ‘be lazy…’ like some of his other music colleagues he worked with later on.
Van has won Six Grammy Awards, been inducted into the Rock and Roll and Songwriters Hall of Fame and released an album on average every 2 years since 1967 – 34 albums over the time.
He is not lazy that’s for sure.
JOHN LENNON AND THE WIKIPEDIA THAT INFLUENCEDHard Work + Imagine = Success
Just like the Beatles around the same time, doing hour upon hour – at least 4 one hour sets each night and sometimes more.
Here is a quote from Wikipedia on the subject.
“We had to play for hours and hours on end. Every song lasted twenty minutes and had twenty solos in it. That’s what improved the playing.
There was nobody to copy from. We played what we liked best and the Germans liked it as long as it was loud.”
The Beatles had been used to simply standing still when they had performed in Liverpool, but Koschmider would come to the front of the stage and loudly shout “Mach schau, mach schau!” (“make [a] show” or, more idiomatically, “put on a show” for the customers).
Harrison explained that this prompted Lennon to “dance around like a gorilla, and we’d all knock our heads together.”[
See the 5 key points – ‘that’s what improved our playing…’
- Out of the comfort zone
- Hour upon hour
- Customers demanding higher levels of performance
- Working together as a team
- Stretching, doing more, refining, polishing..
THE CLIENT THAT INFLUENCED
And finally, what one of my Financial Services clients said to me this week that gave me a huge kick.
I had been coaching her on getting a better result selling her Premium Services (higher fee) packages.
She demonstrated what she had been doing.
I then gave her a series of tips on how to do it better.
We recorded the session.
She took notes.
She went back and practiced.
And she reported
‘Leigh I have had a 100% conversion on the Premium Services packages using your tips..’
That brings joy to a middle aged (and sometimes grumpy) coaches heart.
- Be Coachable
- Take on new ideas and behaviours
- Get Better..
Like the Beatles, Van the Man and Kevin Costner in Draft Day, it’s the refinement and the application of the skills and strategies that deliver the exceptional results.
‘Oh but he or she is so gifted’ they will say..
But when you look behind the ‘gift’ story, in 9 out of 10 cases, you will see hours and hours of dedicated and focused practice.
THE BLOG QUOTE THAT INFLUENCED ON LUCK
It reminds me of the quote attributed to American Founder Thomas Jefferson
‘I’m a great believer in luck,
and I find the harder I work
the more I have of it.’
Then later adapted by everyone from golfer Gary Player to ‘the Donald’ Donald Trump
‘The harder I work,
the luckier I get..’
The people you meet and the books (videos, youtube’s, facebooks, movies… etc, etc..) you read…
We are what we eat….
If you like what you read here and you want more – come along on October 18th.
SUCCESS LEAVES CLUES
If you want great sales figures you need to:
1. Have great sales systems
2. Have great sales recruiting
3. Have great sales incentives
4. Have great sales training, coaching and mentoring
5. Have great products and services that have a competitive advantage
6. Have great sales leadership and management
7. Have a great sales and service culture
If you fail in any of these 7 areas, you will have sub standard sales results.
Stop Whining, Start Working
Too often I hear people saying:
‘I don’t have enough good leads..’
‘I want to close more and convert more..’
‘I’m sick of people buying on price..’
‘I can’t get or keep good sales people..’
In 99% of cases, it doesn’t take me too much diagnosis to discover they are breaking one of the 7 Sales RevUP success principles:
- Poor or no systems
- Poor or no sales training or mentoring
- Poor marketing message or marketing articulation
- Poor Sales Management systems or processes
- It goes on…
- But it is fixable… and fixable FAST…
- Better sales planning
- How to articulate their business solution or point of difference better
- How to ask better questions
- How to listen better
- How to coach, motivate and manage their teams better
- How to set better, bolder, more exciting goals
If any of these things interest you, get along to our FREE NEXT SALES REVUP DAY