Small transactions in awesomeness
Part of Western culture, the science and technology we developed is measuring things, even things that are unmeasurable. I think one of the pleasures of art is it takes us away from the world of measurement and allows us to feel enormous dwells of emotion.
““You can’t manage what you can’t measure.””
The level of intimacy
When self-disclosure works out well, it can have positive effects for interpersonal relationships. I think the purpose of your self-disclosure should be to enhance the communication and the relationship, not to divert attention, seek sympathy, or manipulate the other person. And intelligence is the ability to change your mind when presented with accurate information that contradicts your beliefs.
““People are happy to accept information as long as it’s wrapped in entertainment and stories.””
Do not compromise
People who can make an emotional connection between their work and something socially meaningful to them are more likely to find satisfaction. And they are better able to adapt to the inevitable stresses and compromises that come with working in the world. The three things one should never compromise:
1. Your integrity
2. Your values
3. Your principles
I think you should stay true to yourself in all you do, as authenticity cannot be faked.
““Most of the successful people I’ve known are the ones who do more listening than talking.””
How do we differentiate?
Image c/o The NY Times
Control is a major human addiction, and thinking we have control by keeping everything in our heads is deceiving. When we combine money and psychology then we’ll begin to understand that there is more to a rich life than just numbers in a spreadsheet. During my study of human behaviour and psychology, I became fixated on this question: "Why do we know what we should do but still don't do it?" I think that regardless of our backgrounds, we can lead a fulfilling life. While a higher income can be a significant aid, similar to improving fitness, we all have the potential to enhance our lives starting from where we are now.
Smiling is leadership
I think that we need to look out for the three clever stories that makes us move to silence or violence:
“It’s not my fault.”- Victim
“It’s all my fault.”- Villain
“And there’s nothing else I can do.” - Helplessnes
““There are two very powerful things which are always underestimated, silence and smiles. A smile can solve many
problems, and silence can help avoid many problems.””
The scoreboard never lies
I think systems are more powerful and effectiveness than goals. My ultimate aspiration is to maintain lifelong health, mobility, abundant energy, and endurance, enabling me to enjoy playing with my great grandchildren. To achieve this, I recognise the importance of establishing a set of disciplines to guide my actions. While goals are valuable for providing clarity on what needs to be accomplished, they only serve as a temporary guide. It's crucial to emphasise that the system or process we adopt is the key differentiating factor, and this system encompasses a collection of habits that support my long-term vision. Once I know the direction I'm heading, I can set the goals aside and focus on faithfully following the system. This is because achieving a goal might bring momentary satisfaction, but it's the consistent adherence to a well-designed system that leads to lasting and meaningful results.
If you fix the outcomes
Image c/o Linkedin
What are the habits behind the outcome?
When you focus on improving the outcomes you desire, your habits will naturally fall into place. I think the way you perceive yourself has a significant impact on your daily actions. As you encounter different experiences in life, the lens through which you view yourself affects how you interpret and respond to them. For a habit to truly endure over time, it must align with your core identity. When your actions are in harmony with your internal beliefs and values, you're more likely to sustain those habits in the long run. In essence, congruence between your actions and your identity plays a crucial role in fostering lasting habits.
Expectation vs. anticipation
Working together or purchasing this product or service is bound to be an amazing experience. The outcome of this collaboration or purchase will significantly influence whether customers will choose to return for more or hire the company for future projects. In both business and life, striking the right balance between making enticing promises and avoiding overpromising is crucial because it's essential to deliver on what you have pledged. The truth is our satisfaction with any outcome often depends on the expectations we had before attaining it. It's the desire and anticipation that drive our actions, not merely the eventual reward.
““Perceived value motivates you to act, actual value motivates you to repeat the action.”
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Think about it
When you win, be kind.
When you are ignored, be kind.
When you are stuck, be kind.
When you are upset, be kind.
When disappointed, be kind.
When you are in doubt, be kind.
When you are scared, be kind.
Kindness is defined in the Oxford English dictionary as the quality of being friendly, generous, and considerate. Being kind is not a sign of weakness and I think kindness will always serve you well.
Free consultative advice
What becomes more and more evident is that consultants who approach their clients with a highly strategic mindset and lead with valuable insights and advice, tend to achieve better outcomes compared to those who simply position themselves as low-cost options. When we delve into possessing business acumen and comprehending the underlying reasons behind our clients' or potential clients' need for change within the next 12 to 18 months, we uncover factors that will profoundly impact their businesses. These are the aspects with significant implications, and our role is to identify how we can assist them. I think we possess an abundance of valuable insights that we often fail to acknowledge, which our clients would truly appreciate.
The top 1%
There are a few essential skills and qualities that are important to acquire if you want to become a top sales earner, for example:
1. The tonality of how you deliver your message is important.
2. Persuasion techniques can significantly impact your sales performance.
3. Negotiation skills are paramount when it comes to reaching mutually beneficial agreements with clients.
4. Skilful questioning helps build rapport, gather valuable information, and demonstrate your expertise in solving their problems.
5. I think identifying and addressing the underlying problems or challenges your client’s face will make you stand out as a valuable partner.
6. Understanding human behaviour, including psychological triggers and decision-making processes, will give you an edge in sales.
7. Emotional intelligence plays a crucial role in sales by helping you build rapport, connect on a deeper level, and address the emotional needs of your clients effectively.
Remember, becoming a top sales earner takes time, dedication, and continuous improvement. It's an ongoing journey of learning and refining your skills to consistently deliver exceptional results. I think building a strong network, adapting to market trends, honing your product knowledge, and cultivating a strong work ethic are also essential elements for long-term success in sales. Contact me via e-mail for sales training and workshops.
Do you value experience?
Information and insight are not interchangeable, even though anyone can easily access information through platforms like Google or ChatGPT. It's possible to gather information, but information alone does not equate to insight or wisdom. I think information does not possess the same value as what we refer to as situational knowledge. Situational knowledge stems from experience, enabling individuals to determine what’s good, right, and true, as well as what’s suitable for specific circumstances.
These are your options
Why would you recommend doing this instead of that?
When we approach this challenge, we should consider the appropriate framework, methodology, and process. People strive to improve and excel in various areas, including sales acumen, however, what truly sets someone apart is their business argument. I think the key differentiator lies in possessing situational knowledge. It may be referred to as situational awareness or experience, but I prefer to call it situational knowledge because it signifies having encountered similar situations and observed different decisions and outcomes. Therefore, your understanding of the context in which the client operates becomes the basis for providing advice.
Shaping the future
As time goes on, an increasing number of business inquiries will shift towards behavioural and psychological aspects. I think this shift is due to the growing recognition that relying solely on past data to forecast future behaviour is becoming less reliable. Consequently, a significant portion of business inquiries will essentially transform into marketing questions, and as a result, it will become essential to give marketing a higher priority in the business hierarchy. The significance of marketing in terms of driving innovation and facilitating change has now been amplified by a factor of five.
Performance is important
Humans have developed the ability to make decisions based on selecting the option with the least catastrophic worst case scenario. This decision-making process involves taking a modular approach, addressing one stage at a time. Additionally, if a product can be easily reversed, removed, or sold, it becomes psychologically easier for the consumer, even if the product itself remains unchanged. I think in today's world, the role of marketers has become increasingly crucial and this demands that both their status and influence should be elevated. Understanding the desires, needs, motivations, and fears of consumers should be of paramount importance, it’s ten times more significant in 2023 compared to 2019, and the reasons for this heightened significance are widely known.
““It’s impossible for a man to learn what he thinks he already knows.””
Ask better questions
I think asking questions is a fundamental characteristic of brilliant thinkers as they understand that questioning allows them to explore new ideas, challenge assumptions, and gain a deeper understanding of the world around them. I also think asking questions pushes the boundaries of knowledge by identifying gaps, challenging assumptions, promoting critical thinking, stimulating curiosity, inspiring innovative solutions, and fostering collaboration. By constantly questioning, brilliant thinkers are able to expand the frontiers of knowledge and make significant advancements in their respective fields.
Evolved states of being
The person who exhibits the most kindness in a group often possesses great intelligence. When we encounter someone who differs from us in appearance, behaviour, love preferences, or lifestyle, our initial reaction tends to be either fear or judgment, and this response is rooted in our evolutionary history. As a species, we survived by being cautious of unfamiliar beings, and in order to display kindness, we must suppress this instinctual response and redirect our thinking. I think empathy and compassion are advanced emotional states that necessitate the ability to transcend our primal urges. Unfortunately, those in positions of power perceive empathy and kindness as weaknesses and view vulnerable individuals as mere stepping stones to further their own ambitions.
““People appreciate when you’re curious about them, rather than focusing on your own needs and what you can get from them.””
Adding value
In order to increase the likelihood of customers buying from you, it is crucial to shift your focus from your own world to theirs. Unfortunately, most salespersons tend to view the world solely through their own perspective, but there is a small percentage, around 1%, who understand the importance of seeing things from the customer's point of view. As a salesperson, it is essential to demonstrate that you perceive the world in the same way as your customers do. This can be achieved by adopting their language and phraseology, and by repeating the specific words they use, thus showing that you have truly listened. Additionally, mirroring their tone of voice, volume, and pace can also help establish a sense of comfort and connection. I think by being relatable to customers, they will feel more at ease with you, which in turn increases the likelihood of them making a purchase.
Elements of value
The value pyramid is usually represented in building blocks and fall into four different categories: functional, emotional, life-changing, and social impact. The elements of value pyramid are a marketing tool that identifies the key elements customers value when choosing to buy goods and services. I think organisations can leverage this tool to improve the customer experience, target specific psychographics, and increase their value proposition.