Without this, nobody will buy (product or idea) from you…

A poor communicator will start with this question: What should I say so that they buy into my (idea / opportunity / vision / product)?

A good communicator will start with this question: Before I think about what should I say, I will ask: what are the reasons my audience will buy into my (idea / opportunity / vision / product)?
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If you work for Mary Kay, Disney, or Cutco, you’ve seen it in action.

Like a proven magic trick, it inspires the crowd with great predictability, yet the audience rarely understands how it worked.

We are talking about Recognition – high quality, strategic Recognition.

Recognition used with a sales team, customer base, or group of followers, is so easily misunderstood from the outside looking in.
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Recognition of, encouragement towards, and hope for – more success. The topic of success, understandably, sits at the core of almost any sales meeting, anywhere in the world.

Attention should be given to this question – how do you define success?

Christopher Morley once wrote, “To live ones life in ones own way, that is to have succeeded.”

How do you define success?

Mark Twain said, “You succeed when your vocation becomes your vacation.”

How do you define Success?
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One day, a man is walking the street, and he comes across a worker, laying bricks.

“What are you doing here?” asks the first man.

“Laying bricks,” replies the worker.

The man walks a littler further, and comes across another worker, laying bricks.

“What are you doing here?” he asks.

“Building a wall,” replies the worker.
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Chris Rock, Clint Eastwood, Lady Gaga… they’ve got it.
Authenticity – what is it? (Besides an overused, yet often misunderstood quality)

Does it increase sales? Leadership ability? Let’s see.

Imagine a house…
… One room is who you are when you go to work.
… The next room is who you are with your family.
… The next room is who you are with strangers.
… The next room is who you are with friends.
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“Call in the inspired bard Demodocus. God has given the man the gift of song.”

These words from the ancient Greek epic poem, the Odyssey, reference our long held belief about talent -the belief that super human performers enter the world with a predetermined gift.

We love to categorize the greats as inspired, gifted, divinely guided – talented. After all, isn’t it a little easier to accept our own challenges to perform, when we can attribute the success of others to something so far from our control – like talent?
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If we meet at Stacey’s local coffee shop in Falls Church, VA, it’s different than meeting in the boardroom of the Tower Club in Washington D.C. Is your automobile a storage bin or a sanctuary?

Should you put a trophy on your bookshelf, or a picture of your family? Cluttered desk – or a pristine workspace?
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Your customers don’t care about your prices.

Yet, over 80% of sales professionals end up giving their mental energy to negotiating on – price.

“Mine’s cheaper than theirs!” Is that really the case to win on?
No way. Trying to sell, based on price, is a lose-lose situation.
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[After you read this, share your best story, comments or thoughts about the difference between a PT and a QS. Can’t wait to read your replies.]

Look at people.

In any organization, you’ll see two ends of the spectrum, when it comes to attitude.

Over here, you have Possibility Thinkers. Possibility Thinkers have vision, hope, and faith. They believe in growth, solutions and dreams.

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(In 12 Minutes or less) Experts Reveal Their #1 Strategy or Insight On Creating
Immediate, Dramatic, and Lasting Results In Their One-one-one Coaching Conversations

Les McKeown advises C-level teams at Fortune 500 companies on high-performance personal and organizational development. His next book, “Predictable Success: Getting Your Organization On the Growth Track – and Keeping It There” is released by Greenleaf Press on June 7

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