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As I was reading my "Daily Impact" from Bob Burg this morning, I was driven to reflect on the many people who have invited me to connect, only to immediately pitch me on the services without knowing anything about my purpose, my vision, or my mission Bob Burg and John David Mann wrote in GO-GIVERS SELL MORE, "Important: Even online, people don’t do business with and refer business to those 'computers' they know like and trust, but rather with those people they know, like, and trust." "And this 'know, like, and trust' is always the result of relating to people in a very 'human way.'” There are three considerations in any presentation that affects sales when the seller has not built up a level of trust at any level as they focus on need. -> Need - Pitching (and I hate to be pitched) someone because you believe they need it is failing to learn if you have a prospect in the first place. It is an assumption. -> Want - Once a need is determined (and that comes from them, not you) you must learn if there is even a desire to act on the need. -> Will - Once the desire for the service or product is determined, you must learn if the prospect needs and wants it badly enough to take action. Before asking for the sale, determine the will. Sellers are best served to learn their purpose. Zig Ziglar, for example lived out his philosophy of, "You can get everything in life you want if you will just help enough other people get what they want." Playing catch as a kid, I learned that two people are needed, a pitcher and a catcher. If what you are throwing is not being caught, perhaps you need to spend more time understanding what makes someone else want to catch what you are pitching.
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 Change is inevitable.
Are you ready to embrace it and thrive? www.ncsbc.net/reg.aspx?mode=event&event=140440058 As a small business owner, navigating through uncertain times can be challenging, but it's also an opportunity for growth and success. Join us for "7 Principles for Growing Business in a World of Change," a workshop tailored to empower entrepreneurs like you to face change head-on and prosper. Developed with your needs in mind, this enlightening session will provide you with invaluable insights and practical strategies to navigate the ever-evolving business landscape. In this workshop, we'll cover: -> Staying Committed When Times Are Tough: Learn to identify that one thing that gets you out of bed in the morning. -> Communication That Leads to Connection: How you use your words matters. -> The Power of Being a Lifelong Learner: Embrace a mindset of continuous learning and growth to stay ahead in your industry and market. -> Leadership Thinking: Unleash your leadership potential by thinking the way high achievers think. -> Action Steps: Take what you learn and put it into actionable steps. Don't miss out on this opportunity to equip yourself with the tools and knowledge needed to thrive in today's dynamic business environment. Only those who embrace solid principles and practice well-honed fundamentals can adapt, improvise, and overcome. Is that you? Date: April 3, 2024 Time: 6:00 PM ET Location: Online – From the Comfort of Your Office or Home Cost: FREE Registration Required This event is generously sponsored by the Coastal Carolina Community College Small Business Center, committed to supporting entrepreneurs like you on your journey to success. REGISTER NOW to secure your spot in this thought-provoking workshop: REGISTER HERE https://www.ncsbc.net/reg.aspx?mode=event&event=140440058 Seize this opportunity to thrive amidst change. We look forward to having you join us!  If you are recruiting high quality individuals who understand the concepts of hard work, teamwork, and leadership, don’t overlook NCAA athletes.
Being an NCAA athlete is much like working a full-time job while attending college, especially in Division I. Watching the first round of the NCAA basketball tournament, also known as March Madness, the leadership lessons I learned as a college basketball player began streaming through my mind. Why college athletes? Let’s look at basketball players. Statistics show that of 18,816 men and 16,509 women NCAA basketball players, the percent who actually go pro are 1.2% and 0.8% respectively. That leaves a large talent pool for your organization to find the right fit for your organization’s culture, especially if yours is a culture of excellence. What do college athletes bring to the table? College athletes… -> set goals and are coachable. -> understand the concept of hard work. -> maintain a winning attitude that is infectious among others on their team and within their circles. -> are accustomed to working independently while maintaining the team relationship. -> make decisions and solve problems quickly. -> maintain a “We may be down, but we are never out,” attitude. -> don’t have to be the star to be a leader. These qualities were the highlights of the recruiting trip to my alma mater, The Citadel, The Military College of South Carolina where we recruited several athletes who became top performers and valuable members of our team. When looking for your organization to always do its best, be sure to recruit those who bring their best every day, the NCAA athlete.  Watching the 2024 ACC Basketball Championship Basketball Tournament final game, won by the 10th seeded North Carolina State (NC State) University Wolfpack over their arch rival and number 1 seeded University of North Carolina Tar Heels, I thought about the “Pay me more and I’ll do more” mindset permeating throughout the workforce.
In order to qualify for the NCAA Basketball Tournament, NC State would have to win the ACC tournament, a feat that would require them to win five games within five days while playing at one of the highest levels of competition in all of college basketball. They did it, defeating the Tarheels by the score of 84-76. In their victories, the Wolfpack subscribed to the same philosophy of life that successful people understand and incorporate into their lives, give more to become more and achieve more. Give More: -> They were willing to invest all they had each game for the opportunity to move up the bracket to the next game with higher competition. -> They chose to give all they had in each game without a guarantee of winning. -> In spite of injuries, several key players gave all they had each game. Become More: -> The Wolfpack became the first team in ACC basketball tournament history to win five games in five days. -> Despite being tired from four consecutive days of games, winning their semi-final game in overtime, they gave every ounce of strength they had to win the championship. Achieve More: -> As a result of giving more, the Wolfpack became the ACC champion, -> Because of their investment of giving more of themselves with no guarantees, the Wolfpack earned a berth in NCAA tournament. As a lover of basketball and a North Carolina Tar Heel fan, I could only marvel as the Wolfpack seemed to get stronger and more determined as the game went on. The Wolfpack’s effort during the entire tournament reminded me of encouraging words of Art Williams, “All you can do is all you can do. But all you can do is enough.” The wonderful thing about being human is the opportunity to choose. In life, you can choose to be good enough, average, good, excellent or elite. Many who choose to be good enough, average, or maybe even good are of the "give me more and I’ll do more" mindset. The NC State Wolfpack chose to be elite by giving more, with no guarantee of receiving more. Now they are called, “Champions!” What level are you going to choose? Embrace Change, Drive Growth: A Workshop for Small Business Owners
Eric Hoffer wrote, “In times of change learners inherit the earth while the learned find themselves beautifully equipped to deal with a world that no longer exists.” Change is inevitable. Are you prepared? Growth is a choice. Are you choosing to grow in the midst of the change? Small business owners face a multitude of challenges - recessionary economies, shifting social trends, soaring gas prices, and inflation. But are you prepared? Join us for an enlightening workshop where we'll equip you with insights to navigate these turbulent times. Only those who embrace solid principles and practice well-honed fundamentals can adapt, improvise, and overcome. Stay flexible to survive changing tides. Learn the essential principles for adapting, improvising, and overcoming obstacles. Delve into: -> Identifying seven principles for business success in changing times. -> Understanding the crucial ingredient for your business's survival. -> Applying principles in problem-solving. -> Transitioning from learning to action. Join us online from the comfort of your office or home at 6:00 PM ET on April 3, 2024 for this invaluable workshop, generously sponsored by the Coastal Carolina Community College Small Business Center. Registration is required for this FREE event. REGISTER NOW: https://www.ncsbc.net/reg.aspx?mode=event&event=140440058  Fruit trees and vines seek to grow to their fullest capacity to bring forth as much fruit as they are able.
When the ripened fruit of these trees and vines are picked, they serve to benefit those who partake of them. With proper feeding and care, they will produce fruit in season year after year, benefiting more and more people. However, once the ripened fruit is picked, it must be used or it will rot, doing no one any good. Leaders, coaches, mentors are much like the fruit tree in that they too continually seek to grow to their fullest potential, providing benefit to others who seek the nourishment of their knowledge, experiences, and wisdom, in accordance with the command given at creation to “be fruitful and multiply.” The best leaders, coaches, and mentors are like trees that are planted and carefully watered and fed, bringing forth their fruit in season. They have developed their skills and insights through years of development that included: -> limitless curiosity -> an endless search to grow to their fullest potential -> an understanding that to receive more, they had to become more -> a desire to help others reach their fullest potential The highest achievers and best leaders know that the end of formal schooling is only the true beginning of education, and they have strategies for increasing knowledge and gaining wisdom. Nick Saban challenges those around him to make one of five choices. They can choose to be… -> Bad -> Average -> Good -> Excellent -> Elite To be excellent or elite, you must decide to continuously seek out teachers, events, and opportunities to learn, work consistently to grow, and focus on each step of your journey. Once you stop growing and become complacent, you begin declining. You can either grow forward or decline. There is no staying the same.  I read a thought-provoking post by my friend, Steve Reed yesterday. Steve posted, “Gratitude is one of the most important aspects of life.”
If I were to ask for what you are grateful for today, I can only imagine the number of wonderful life outcomes that would be listed, and I would be extremely happy for you. How many would say that they are happy for the dark places they’ve gone to or are going through in their lives? I suspect not many. As I pondered Steve’s post and his question, “How are you doing with this?” I thought back to a presentation delivered during the weekly Ziglar Monday Morning Devotional by army veteran and motivational speaker, Trevon Ferguson who spoke about so much that grows in the dark places. How many of you are grateful for the dark places through which you have journeyed through life, which as Trevon reminded us, begins in a dark place. -> At our very beginning as the psalmist wrote, “For you formed my inward parts; you knitted me together in my mother's womb.” Ps 139:13 -> Practicing your sport, alone in an empty facility because you need to be better to play more. -> Think of how many major businesses faced extinction only to come out of the darkness as a powerful force. -> The seed that without the darkness of being surrounded by dirt is nothing more than a seed. Leaders recognize the times that they are a seed, in the darkness, surrounded by dirt. It is in that darkness that leaders sprout their roots and break through the ground with a vision into which their teams can identify. Zig Ziglar taught, “Your altitude is determined by your attitude of gratitude.” When you give thanks, do you include the dark places in life where you have grown?  The story of an explorer who sent a hand-picked team of twelve to scout out a new area and recommend whether they should endure the challenges of moving forward to a better life or remain in the comfort of their existing surroundings.
The scouts were gone for forty days, observing the inhabitants, sampling the fruits and game of the land, and charting the terrain. When the twelve returned, they reported on their observations and made their recommendations as to whether they should move forward or maintain the comfort of the status quo. Of the twelve scouts, ten recommended staying put while two recommended moving forward. People tend to enjoy the comfort of the discomfort they know over the discomfort of a new comfort level that can be achieved by seeing what can be and doing the work. When selecting the team with whom to build their vision, leaders must take pains to ensure that… -> The vision is extremely clear and shared by the entire team. -> An “Can do” attitude permeates throughout the organization. -> Everyone on the team has the commitment level to do the hard work. -> Each team member has the ability to develop the skills needed for the higher level. Organizations where all the members don’t buy into the vision, have the right attitude and where the commitment to hard work is not present won’t achieve at the levels to which they are capable. Jim Rohn gave an example of the way people will approach something when he shared his insights that of all lifeforms on earth, the only one that does not naturally seek to grow to its fullest potential is the human lifeform, and humans are the only ones who have the ability to choose. Make a choice now to be more so you can do and have more. Brian Kennedy works with small business owners and entrepreneurs who want more and are willing to do the work to do more. How can he help you? |
AuthorBrian Kennedy is an encourager who shepherds small business owners and entrepreneurs along the path of business success to preeminence by embracing time tested principles and executing the associated fundamentals daily. Archives
March 2024
Leadership
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