From the monthly archives:

December 2010

Leadership

It’s not about control.
Let me put it another way… It’s NOT about control.
I’m sorry, one more time… IT’S NOT ABOUT CONTROL!

So here’s my advice…
Stop trying to control everything.

I was having a conversation with an aspiring young salesperson recently who had just spent a few days and a few hundred dollars learning the “Art of Selling”.

The “whole trick”, he said, is to stay in control of the process… and that, he said, means asking questions.

“So THAT’S the trick,” said I.

“Yup,” he said…
“Ask questions… stay in control… close sales.”

I’m not really into tricks… so I asked a question :)

**********************************************************************************************************

Now I must tell you… I really disagree with his line of thinking.

And while I completely understand the important role of questions in the sales process… I see their usefulness for a very different reason. You see, I don’t believe the purpose IS to stay in control… in fact, I don’t even believe it’s in the best interest of the salesperson to try to stay in control.

Even more to the point…

If we are dealing with a true decision maker who has ultimate “yes” or “no” authority and complete purchasing power… then we are absolutely kidding ourselves if we think we are in control at all.

And that statement is true whether we are dealing with the CEO in a corporate boardroom… or a consumer shopping from the comfort of their own livingroom.

Questions are important, to be sure… but only to clarify… qualify… and build honest rapport.

**********************************************************************************************************

Okay, so what’s all this, “Ask and you will receive…” stuff from the Scripture verse in Part 1?

Here’s what I believe.

Ask, and you will receive… an answer.
Plain and simple.
And that is all we can ask.

Ask a general question, and you will receive… a general answer.
Ask an ambiguous question, and you will receive… an ambiguous answer.
Ask a clear and specific question, and you will receive… a clear and specific answer.

In any new interaction, business or otherwise, we ask questions that allow us to determine what, if any, potential relationship exists.

Is this person a potential fit in any area of my life? Are they someone who is interested in the same hobby or issues… do they have similar hot-buttons… were they raised with the same core principles? Can I invite them to an event… maybe to my church… or are they an ideal prospect for my product or service? Do I even trust them at all? Do they trust me?

We simply clarify, qualify and build honest rapport… that’s it.
Whatever we don’t know, we ask. For example,

We clarify their priorities, experiences, buying habits, thought processes and preferences.
We clarify their comfort levels, goals, current relationships, time-tables and expectations.
We clarify the next step… who needs what… who’s doing what… and who’s paying for what.

Yes, we clarify all of the unknowns so that agreement can be reached… even if that agreement means we’re not right for each other and we agree to part friends.

Ask… and you’ll receive an answer.

 

A few real life examples next time.

 

Photo Credit:

Victor Bezrukov

Share

{ 1 comment }

Leadership

From the time I was quite young, one of my favorite Scripture verses was one that suggested that we should,

ASK, and we’ll receive
SEEK, and we’ll find
KNOCK, and the door will be opened

As a kid, I remember thinking it was pretty cool the day I figured out that the first letter of each word… Ask… Seek… Knock… spelled A.S.K.

Hmm… I thought, maybe this “asking” stuff is really important after all.

Yes, maybe our ability or inability to ask the right questions… of the right people… in the proper manner… with the right intention… and at the perfect time, can be THE critical factor in either moving our Vision ahead… or… spending another month or another year or more stuck for what seems an eternity.

Yes, ask and you will receive… I like that :)

Now, of course, what that particular verse doesn’t say is exactly what we’ll receive… but alas, I digress. Besides, I think I’ve got this one figured out.

***********************************************************************************************************

Fast forward.

Many years after this first little revelation about the importance of asking, another point of view on the same subject burst onto the scene… in the form of a boss… an influencer… though this one was not all that positive.

Determined, yes.
Positive, no.
A mentor, never.

No, this was one of several real control freaks that entered my world as I set off early on a career in selling and then ultimately as I transitioned to the Executive Suite and all the negotiating and posturing and game-playing that came with it.

“YOU MUST ASK QUESTIONS,” I was told, “WHOEVER ASKS THE QUESTIONS IS IN CONTROL!!! AND IN BUSINESS AND IN LIFE… IT’S ALL ABOUT CONTROL!!!”

Hmm…

Looking back, I suppose it was to him… but I’ve found that many situations in life are outside of our control. I’ve also observed that most people don’t much like to be under our control… and most conversations and relationships tend to work better when we give up control.

“Now hey, wait…” you shout, “I thought you just said learning to ask questions was critical to our success. Are you now saying it’s not that important?”

Good question, glad you asked :)

 

The answer, next time.

 

Photo Credit:

Victor Bezrukov

Share

{ 0 comments }

Who Needs A Coach Anyway?

by Steve Buelow

Leadership

For the second time in as many months I have hired a coach, and I am quite close to bringing on a third.

Three coaches! What does anyone need with three coaches, you say.

Pretty simple, really.

When it comes to coaching, I like a fair amount of specialization.

So a month ago, I made the first of four significant payments toward coaching services that will begin in February and that I expect will profoundly affect various outcomes and success in my business and financial life.

Then earlier today, I came to agreement with an individual who I believe will absolutely help me improve my physical life and conditioning beginning in January, and finally… I am speaking regularly with a leadership coach who has shown a willingness to help me grow my personal and spiritual relationships.

You see, in each case, some introspection led me to believe that I need to move. Yes, in fact, I need to make several major moves and I need to make those moves with purpose and passion and vision and… with the help of others.

Who needs a coach, you ask?
Well, it turns out… just about everyone.

***********************************************************************************************************

Since 1987, I have been Blessed to serve as President and CEO to fourteen thousand employees from countless and diverse industries and backgrounds.

Along the way, I suppose I have counseled hundreds of them on one topic or another, often sharing in absolute joys of life with some while simultaneously trying to make sense of literal tragedies with others.

I have also coached scores of real players to aim higher than they thought reasonable… and to accomplish more than they thought possible.

And during this time, I am thankful to have had the opportunity to mentor a handful of true superstars.

But here’s the important part.

I could never have done any of those without wonderful people who gave selflessly to pour light and life and energy into me… and who saw in me what even I could not see.

So who needs a coach, you ask?
Well, just about everyone.
And for sure… the coach.

 

I look forward to speaking with you soon.

 

Photo Credit:

The Wandering Angel

Share

{ 0 comments }

On A Mission From God… :)

by Steve Buelow

 

A friend and I were visiting over coffee a few weeks ago in a terrific health-focused restaurant that she had recently purchased.

And yes, I actually DO believe that coffee can qualify as health-food, but alas… I digress :)

I listened intently as Sue spoke,

of her Vision…
of her Passion…
and of her Ministry.

Ministry?

Yes, she’s on a Mission from God… and, I believe… so are you.

***********************************************************************************************************

Ministry, like all forms of leadership, entails a delicate balance of servanthood, judgment and influence.

It is ART mixed with FAITH… a powerful combination that has the power to impact every person with whom we come into contact, and certainly those with whom we really connect.

When we lead by example, our lives and our work become living testimonies to the principles that we hold most dear… to the beliefs and values that guide our decisions, our priorities, our convictions and our relationships with others.

And in that process, we may suddenly find that we’ve become a source of strength, motivation, and encouragement to others at the very moment that they really needed…

…a minister.

Tag… your it :)

 

I look forward to hearing from you.

Video Credit:

LBC

Share

{ 0 comments }