If you play a word association game with yourself and pick “salesperson” as your word, I bet you finish up with more negative connections than positive.
It’s a bit strange when no money gets made until the sale is completed but that’s also at the root of the problem.
The “pushy, say-whatever’s-necessary, out-for-what he-or-she-can-get” stereotype of a salesman comes from our experience of people trying to force their agenda onto us.
And their agenda is making money by taking our money and giving back something of spurious value.
It Doesn’t Have To Be Like That
The Strategy of Preeminence is a fundamental mindset which Jay Abraham, one of my main marketing heroes learnt from a client.
Quite simply it is the ability to put your client’s needs ahead of your own and become their most trusted adviser. [continue reading…]
Internet marketing guru Frank Kern has an interesting exercise called Core Influence.
The basic idea is to describe your perfect day and find your Primary Driver Emotions.
Watch out for bad language in this video or a much longer version that is available on YouTube. [continue reading…]
Three examples of mission and you can see that these are much more closely linked to purpose and don’t have the snapshot effect of saying that’s been done.
“Google’s mission is to organize the world’s information and make it universally accessible and useful.” [continue reading…]
I have found a few examples of vision statements for businesses.
The first inspired Henry Ford
“I’m going to democratize the automobile, when I’m through, everybody will be able to afford one, and about everyone will have one”
In the early 20th century, Ford’s vision was very ambitious but we know how it turned out. [continue reading…]
You could put up an argument that this is either a vision or a mission statement.
It doesn’t have the imagery of the quotes from Martin Luther King and Winston Churchill but it still provides great purpose along with a sense of pride.
Here is what JKK said. [continue reading…]
Things looked bleak for the United Kingdom after France fell to Hitler and Nazi Germany and we had to evacuate our troops from Dunkirk. [continue reading…]
Notice how Martin Luther King paints word pictures which create an emotional response in this famous speech.
“I have a dream that one day this nation will rise up and live out the true meaning of its creed: “We hold these truths to be self-evident, that all men are created equal. [continue reading…]
I recommend many of my personal clients to read The E Myth Revisited by Michael Gerber and in particular I want them to read two chapters.
In my edition it’s Chapter 12 on Your Primary Aim and Chapter 13 on Your Strategic Objective.
These two chapters woke me up about this work / life balance topic and the amazing power you have as a business owner… if you decide to use it. [continue reading…]
My eyes were opened on this work life issue when I read the ground-breaking book “The E Myth Revisited: Why Most Small Businesses Don’t Work And What To Do About It” by Michael Gerber. As far as I’m concerned, it is a must read book for the vast majority of business owners.
In it, Gerber identifies three roles played by the business owner in a small business and believes that few do the last one well. [continue reading…]