I've read hundreds of sales messages and heard dozens of sales presentations. Probably 90 percent of them are full of words that are both trite and ineffective.
Here are the worst offenders:
1. "Exciting"
There is no word more boring than the word "exciting." Claiming that something is "exciting" tells everybody that it's not. Instead, find something about your offering that actually excites the customer's interest.
2. "Innovative"
Same here. I can't remember ever hearing Apple claim to be innovative; they just are. That's true of every company that actually innovates. For them, it's just normal everyday behavior. They don't have to point it out.
3. "Discount"
Let's leave this tired old term back in the world where "But, wait! There's more!" is state-of-the-art sales patter. Look, your stuff has a price and maybe you've got some flexibility. But offering a "discount"? How cheesy.
4. "Guarantee"
Everyone in the world who has an ounce of sense knows that a "guarantee" means absolutely nothing. "Guarantee" is just the word that people use when they're too chicken to use a word that has some real legal muscle, i.e. "warrantee."
5. "Honestly"
When this word comes out of your mouth, it makes everything else you've said so far seem like you were probably lying. Same thing goes for starting a sentence with "To tell the truth,..." Say whut? You've been BSing up until now?
6. "Collaborate"
How did this dreadful word get into the business vocabulary, anyway? Yes, you've got to work together with people to get stuff done, but "collaborate"? Hey, that's what the Vichy France did with the Nazis.
7. "Opportunity"
This is the classic case of a word that sounds positive but carries a huge load of "it's all about me." Calling any sales situation an "opportunity" is telling the customer that you're all about closing the deal. Just like any other opportunist.
8. "Quota"
On what planet does a customer care whether you make your numbers? Selling is all about helping the customer make the best decision...for the customer. When you're selling, your quota should be the farthest thing from your mind.
~From Inc.com
Showing posts with label achievement. Show all posts
Showing posts with label achievement. Show all posts
Monday, June 24, 2013
Monday, February 11, 2013
Leadership
When You Get Kicked in the Rear, You Know You’re Out in Front
By
Greek philosopher Aristotle said, “Criticism is something you can avoid easily—by saying nothing, doing nothing, and being nothing.” Obviously, that isn’t an option for anyone who wants to be successful as a leader.
Good leaders are active, and their actions often put them out front. That often draws criticism. When spectators watch a race, where do they focus their attention? On the front-runners! People watch their every action—and often criticize.
Since criticism is a part of leadership, you need to learn how to handle it constructively. The following has helped me to deal with criticism, so I pass it on to you.
Know yourself.
Do you really know yourself? Are you aware of your weaknesses as well as your strengths? Where do you fall short as a person and leader? Not sure what your weaknesses are? Ask five trustworthy people close to you. They’ll be able to tell you where you come up short.
Know the criticism – and the critics.
When you receive criticism, how do you tell if it’s constructive or destructive? (Some say constructive criticism is when I criticize you, but destructive criticism is when you criticize me!) Here are the questions I ask to get to determine what kind of criticism it is:
Let’s assume you now know yourself pretty well. You can tell when a criticism is way off-base; maybe it’s directed more at your position than at you. And you know when a criticism is 100% legitimate because it’s about a weakness that you’ve already discovered.
But what about the gray areas? The criticisms that might hold a grain of truth? A good leader stays open to improvement by:
Jonas Salk, developer of the Salk polio vaccine, had many critics in spite of his incredible contribution to medicine. Of criticism, he observed, “First people will tell you that you are wrong. Then they will tell you that you are right, but what you’re doing really isn’t important. Finally, they will admit that you are right and that what you are doing is very important; but after all, they knew it all the time.”
How do leaders who are out front handle this kind of fickle response from others?
The Serenity Prayer, made famous by Alcoholics Anonymous and other 12-step programs, gives direction in this area:
If you have endeavored to know yourself, and have worked hard to change yourself, then what more can you do?
Forget yourself.
The final step in the process of effectively handling criticism is to stop focusing on yourself. Secure people forget about themselves so they can focus on others. By doing this, they can face nearly any kind of criticism—and even serve the critic.
I try to live out a sentiment expressed by Parkenham Beatty, who advised, “By your own soul learn to live. And if men thwart you, take no heed. If men hate you, have no care: Sing your song, dream your dream, hope your hope and pray your prayer.”
As leaders, we must always be serious about our responsibilities, but it isn’t healthy for us to take ourselves too seriously. A Chinese proverb says, “Blessed are those who can laugh at themselves. They shall never cease to be entertained.”
My friend Joyce Meyer observes, “God will help you be all you can be, but He will never let you be successful at becoming someone else.” We can’t do more than try to be all that we can be. If we do that as leaders, we will give others our best, and we will sometimes takes hits from others. But that’s okay. That is the price for being out front.
Good leaders are active, and their actions often put them out front. That often draws criticism. When spectators watch a race, where do they focus their attention? On the front-runners! People watch their every action—and often criticize.
Since criticism is a part of leadership, you need to learn how to handle it constructively. The following has helped me to deal with criticism, so I pass it on to you.
Know yourself.
Do you really know yourself? Are you aware of your weaknesses as well as your strengths? Where do you fall short as a person and leader? Not sure what your weaknesses are? Ask five trustworthy people close to you. They’ll be able to tell you where you come up short.
Know the criticism – and the critics.
When you receive criticism, how do you tell if it’s constructive or destructive? (Some say constructive criticism is when I criticize you, but destructive criticism is when you criticize me!) Here are the questions I ask to get to determine what kind of criticism it is:
- Who criticized me? Adverse criticism from a wise person is more to be desired than the enthusiastic approval of a fool. The source often matters.
- How was it given? I try to discern whether the person was being judgmental or whether he gave me the benefit of the doubt and spoke with kindness.
- Why was it given? Was it given out of a personal hurt or for my benefit? Hurting people hurt people; they lash out or criticize to try to make themselves feel better, not to help the other person.
Let’s assume you now know yourself pretty well. You can tell when a criticism is way off-base; maybe it’s directed more at your position than at you. And you know when a criticism is 100% legitimate because it’s about a weakness that you’ve already discovered.
But what about the gray areas? The criticisms that might hold a grain of truth? A good leader stays open to improvement by:
- Not being defensive,
- Looking for the helpful grain of truth,
- Making the necessary changes, and
- Taking the high road.
Jonas Salk, developer of the Salk polio vaccine, had many critics in spite of his incredible contribution to medicine. Of criticism, he observed, “First people will tell you that you are wrong. Then they will tell you that you are right, but what you’re doing really isn’t important. Finally, they will admit that you are right and that what you are doing is very important; but after all, they knew it all the time.”
How do leaders who are out front handle this kind of fickle response from others?
The Serenity Prayer, made famous by Alcoholics Anonymous and other 12-step programs, gives direction in this area:
God, grant me the serenity
to accept the things I cannot change;
courage to change the things I can;
and wisdom to know the difference.
to accept the things I cannot change;
courage to change the things I can;
and wisdom to know the difference.
Forget yourself.
The final step in the process of effectively handling criticism is to stop focusing on yourself. Secure people forget about themselves so they can focus on others. By doing this, they can face nearly any kind of criticism—and even serve the critic.
I try to live out a sentiment expressed by Parkenham Beatty, who advised, “By your own soul learn to live. And if men thwart you, take no heed. If men hate you, have no care: Sing your song, dream your dream, hope your hope and pray your prayer.”
As leaders, we must always be serious about our responsibilities, but it isn’t healthy for us to take ourselves too seriously. A Chinese proverb says, “Blessed are those who can laugh at themselves. They shall never cease to be entertained.”
My friend Joyce Meyer observes, “God will help you be all you can be, but He will never let you be successful at becoming someone else.” We can’t do more than try to be all that we can be. If we do that as leaders, we will give others our best, and we will sometimes takes hits from others. But that’s okay. That is the price for being out front.
Monday, January 14, 2013
You've Got To Pay The Toll
Growing up in the Hampton Roads area as a youngster, I have seen my share of toll roads.
In fact, I remember along one particular expressway you couldn’t even get off an exit without paying.
As I grew up and began to travel I have been taken by surprise by unexpected toll booths. I would dare say, some of you reading this have been caught behind me as I fumbled in my car for change and enraging travelers stuck behind me.
I have heard it said, “The difference between good and great is often the sacrifice one is willing to make to achieve it.”
When we look at this in the perspective of the life we live compared to the life we really want, we see where it disconnects.
In one word, it’s SACRIFICE.
I have never met someone who didn’t want more, but the issue seems to be their ability to see this principle.
If you’ve ever sat frustrated with your lot in life, you know exactly what I am speaking of.
Deep down inside you know full well it is never about what others have done, or not done for you. It’s what you would not do for yourself.
I want to share three simple tips that will help you identify where you are in the process and what is truly required of you:
In fact, I remember along one particular expressway you couldn’t even get off an exit without paying.
As I grew up and began to travel I have been taken by surprise by unexpected toll booths. I would dare say, some of you reading this have been caught behind me as I fumbled in my car for change and enraging travelers stuck behind me.
I have heard it said, “The difference between good and great is often the sacrifice one is willing to make to achieve it.”
When we look at this in the perspective of the life we live compared to the life we really want, we see where it disconnects.
In one word, it’s SACRIFICE.
I have never met someone who didn’t want more, but the issue seems to be their ability to see this principle.
If you’ve ever sat frustrated with your lot in life, you know exactly what I am speaking of.
Deep down inside you know full well it is never about what others have done, or not done for you. It’s what you would not do for yourself.
I want to share three simple tips that will help you identify where you are in the process and what is truly required of you:
- It all starts with your attitude: Attitude is key! In fact, you can have all the intelligence in the world but if your attitude is one of negativity and strife; you will never attract the right life. I’ve seen people with all the potential in the world, but one blind spot in their attitude ruined any chance for them to step into greatness. We must address our internal expectations before we can expect to excel.
- Next, establish the right circle of accountability: To some, this is a dirty word. Some see accountability as a fence or barrier to progress. But if you adjust your thinking to see accountability as the structure that holds the bridge of ‘greatness’ up, you learn to embrace it. Imagine how nervous you would be to cross a bridge with no guard rails. Chances are you would turn around and seek out another route. Many are wandering now because they lack authentic accountability.
- Last, you have to take action: A good attitude without the proper action is like a brand new Ferrari without an engine. It’s going nowhere fast. Sure you look great standing next to it or even sitting behind the wheel. But it’s all a show. Action is the one part of the puzzle you cannot ignore. Life boils down to those who take action and those who do not. How many ideas have you filed away as ‘unattainable’ because you lingered too long? Action could have made you a millionaire five times over by now.
Greatness is not easily accessed.
If greatness was easily accessed, every person on earth would be realizing their power every single day.
But the sad reality is, it is not. Greatness costs. Often it costs more than most are willing to pay. We have to learn to sacrifice what we like to do now so we can live the way we desire in the future. Look at it as sowing seeds this year for the harvest coming next year.
See you at the TOP!
Early Jackson
If greatness was easily accessed, every person on earth would be realizing their power every single day.
But the sad reality is, it is not. Greatness costs. Often it costs more than most are willing to pay. We have to learn to sacrifice what we like to do now so we can live the way we desire in the future. Look at it as sowing seeds this year for the harvest coming next year.
See you at the TOP!
Early Jackson
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