When you’re in dialogue with another person, you’ve got to “go with the flow”. These dialogues can be electronic or live.
If the person you’re interacting with is slammed and needs a piece of information fast, don’t launch into your life story. Cut to the chase and give them the information. If they want to shoot the breeze and your schedule allows it, relax and engage in some of that, too, as appropriate.
When a person adjusts to another’s style and situational needs, it can lower tension and increase productivity.
This adaptive behavior requires intentionality until it becomes natural. Like so many other things in life the return is there as long as one is willing to make the adjustments.
Next week: I goof off.
Your boss can have a major impact on your success. Explore with them how they can help you.
Treat him or her like royalty. Always make your word “concrete” with this person.
How can you make their life easier? How can you make them look good to their superiors?
Present this person with issues and answers. Learn from them.
Bundle your questions for them. (You don’t have to call this person five times per day.)
Keep your personal issues to yourself. Err on the side of non-disclosure.
Find out your boss’s priorities and align yours with them as best you can. (Remember: these change.)
Earn their respect and then treasure it.
Next week: Secret Number Ten.
Time on this planet is too precious to spend gobs of it in ways that don’t make your heart sing.
Happiness in work affects all other areas of your life, including health.
So, does your work matter to you? Are you challenged? Is it satisfying?
Importantly, are you appreciated? Are you proud?
Don’t blink because years will fly by that you will regret.
Happiness leads to excellence. And dollars follow excellence. Not the other way around.
Also, if you are interested in what you do, that in turn will make you more interesting! True story.
Next week: Secret Number Nine.
“Be a Great Listener”. This one sounds kind of easy doesn’t it? Here’s one of those areas that people often give themselves a higher grade than they deserve when they do self-assessment.
Great listening is not just being silent when the other person is talking. It’s being engaged with what they are saying. It’s giving them 100% of your energy at that moment. It’s making them the center of your universe. Now, given those standards: Do you still rate yourself currently as a “Great” Listener?
We have a lot of noise in our heads, don’t we? Our “to do” lists, “Oops I forgot to pay that bill”, or “I’m hungry”, or even our anxiety that this person is taking too long to get to the point, etc. A million things.
Becoming a better listener starts with intent. It will not be achieved accidentally. And it does take discipline.
The payoff is there, though. This skill definitely improves dialogues and enhances relationships. Ponder the rewards and then consider working to improve this skill. It’s actually rather calming and fun.
Next week: Secret Number Eight.
<a href="http://www.hypersmash.com">HyperSmash.com</a>
Often we take an action and then maybe follow-up once or even twice. And then if a certain result is not achieved, what happens next? NOTHING. Let's be honest, we drop the ball.
Somewhere in our brain, we give ourselves a free pass to move on to the next thing.
The truth of the matter is, if we really want something badly enough, we can make it happen.
Rewards can come from sheer persistence.
This is another terrific example of how to move from good to great.
As hard as it is to accept: Don't give up!
Next week: Secret Number Seven
Most people pay some attention to creating a good first impression.
But what about adjusting the paradigm, taking into account that we continually need to impress.
We always need to show up on time, look presentable, offer a firm handshake, exhibit a “Can Do” attitude, smile and be prepared. Incidentally, “on time” is 10-15 minutes early, often referred to as “(Vince) Lombardi Time”.
And what about handshakes? Unless you’re a million years old and frail, handshakes should be firm.
Notice I did not say “bone crushing”! Limpy handshakes are gross. If a man offers me a handshake that is, shall we say “adjusted”, I will seize the opportunity to remind him that I ain’t dead yet.
Final tip on this subject, always look the other person in the eye when shaking hands. If it’s not 100% clear that they know your name and company name, It helps to simply say “Mary Ellen Forszt, Solutions Unlimited. Nice to meet you.” This is a good opportunity to ascertain how they want to be addressed, too.
Next week: Secret Number Six.
Have you ever gone into a situation under-prepared and been caught? That’s a bad feeling.
Being prepared puts you at ease. When prepared, you can relax and pay attention to both the verbal and non-verbal cues that are in play. It’s actually a terrific stress reducer.
Since no one can argue that being prepared is a bad idea, the discussion lies in the margin as to how to optimally prepare. This relates back to reviewing the objective of the interaction. If you are a key presenter and you’re at a critical impasse, then more preparation is called for. Obviously slides have to be readied in advance. But also prepare your questions in advance, or FOR SURE, you will forget some. Have the things with you that you need.
Murphy’s Law lurks around every corner, meaning, “what can go wrong, will go wrong”.
Showing up prepared is both smart and respectful. Since time is our scarcest resource, we need to spend it wisely.
Next week: Secret Number Five.
In general, to be effective goals need to satisfy three criteria: Goals need to be specific, measurable and realistic. The three categories of goals are Performance Goals (which measure outcome), Behavior Goals (which measure activity) and Conversion Goals (which measure efficiency). Which of the three do you think is most critical? People differ on their opinion.
Behavior Goals measure “what am I doing?”
Conversion Goals measure “how well am I doing it?”
Performance Goals measure “is what I’m doing producing results?”
Once long term (Performance) goals have been set , what’s next?
As a human being I find contentment in setting and achieving Behavioral Goals every day. I find that when I write down what I need to do, it helps. I really need to hold myself accountable. Currently I use a whiteboard in my office so that my daily “to do” list is really in my face. On the occasional day where I slip and don’t write things down, I notice a distinct drop in my productivity.
However, as a business owner, I know that Behavior Goals mean nothing to my banker. Business is all about outcome. But Behavior Goals are more controllable, whereas outcomes are not.
I think the crucial component around goal setting is accountability. Putting something in writing is a contract with yourself. Besides it’s fun to check things off a daily list!
Next week: Secret Number Four.
Mary Ellen’s “Top 10 Secrets to Success”; Number Two
What a privilege it’s been interviewing thousands of top sales performers over the last two decades. Plus dozens of sales training professionals have conveyed their intelligence to us as well.
In the spirit of sharing some of this wisdom, weekly I will post 10 Secrets I’ve learned.
Secret Number Two: Make Your Word Concrete. Simply put, do what you say you’re going to do!
Do you ever say stuff and not follow through? Even if it’s well intended behavior, this is not good for you OR the person you are addressing. You feel remorse (or at least you should) when you give your word and then drop the ball. The person you’re speaking to chalks it up at “he’s full of it”. And categorizes you as someone who can’t be counted on. Nobody wins.
One of the five essential elements of building trust relates to “Dependability”. Actually, it’s not easy to be dependable. Because it takes EFFORT to complete a promise. But if you value your reputation as being a person who keeps their word, then it’s well worth the effort. I’ve been cultivating this trait for about a decade and it’s now become a stress reducer. I don’t overpromise or overcommit. If I’m not sure that something is going to happen, I’ll set it up as “we plan to have this to you by the end of the week, I’ll keep you posted”. Even socially. “Are you coming to this event?” I might say “It’s on my calendar as something fun to do, so we’ll see.”
The effort required centers on the concept of thought followed by more careful word selection. And becoming comfortable with not pleasing people all the time.
People who can be relied on are rare. Do you want to join this club? If so, practice making your word concrete. Meaning solid!
Next week: Secret Number Three.
|
RSS Feed
