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Secret Number Six: Become Unstoppable

4/27/2012

 
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

Secret Number Five: Practice Ongoing “Impression Management”.

4/19/2012

 
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.

Secret Number Four: Preparation.

4/12/2012

 

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.

Secret Number Three: “Don’t Think It, Ink It!”.

4/5/2012

 


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 Forszt

    Founder and President of Solutions Unlimited USA.
    20 years of hearing "what good sounds like" by interviewing thousands of top-performing sales representatives provides a deep understanding of what it takes to make it to the top.
    And stay there!

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