The Need To Be Reminded

The famous eighteen century British author Samuel Johnson said: “People need to be reminded more often than they need to be instructed.” I think this is right. Most of us know what to do but from time to time we need to be reminded about it in order to do it consistently and more often. I think of this all the time when I am involved in training and coaching. This blog is also about reminding us to keep on track over the long haul. Allow yourself to constantly be reminded!

Would Or Could?

Consider the difference between the sense of learned helplessness in the statement; "If I could I would" to the more self asserting and proactive; "If I would I could". Which approach do you usually take? This is not a chicken and egg type of a question. It is a question of the precedence of taking action (cause) over getting results (effect). If you would you could!

Best Deal Or Lowest Price?

What you should be looking for is the best deal, not necessarily the lowest price. Lowest price and the best deal is not always the same thing. The best deal could be the lowest cost of ownership or the best longevity or some other factor rather than price. Service costs or other charges can eat the profitability out of any business opportunity, if you are not careful. Always go for the best deal!

Feature, Benefit, Nail Down

One of the first sales techniques I learned, many years ago, was the "feature-benefit-nail down" routine. It says don't talk about your product, talk about what your product can produce in your customer's life. Whenever persuading someone, focus on what's in it for them. Talk to them about the benefit, consequence, and significance of what your offer can do for them and they will like to do business with you.

The Reality Principle

Jack Welch of General Electric is a strong proponent of the reality principle. You have to look at the world as it really is, not as you wish it to be. The idea is to be brutally honest about what is the reality of the situation in order to assess it and action it properly. When you are making your plans of action they have to address reality (what really is) to be effective. Adhering to the reality principle is a wise thing to do.

Understand The Motivation Of Others

You should be aware that when people do you favors, they do them to you for reasons entirely their own. (The same thing is true for you when you decide to reciprocate in return.) This is not a problem as long as you realize that there are usually hidden motives underneath the surface. Try to understand what motivate other people and if you are okay with your conclusions don't be afraid to play along with it.

What Have You Always Wanted To Do?

What have you always wanted to do but never had the courage to attempt? The answer to that question may well be the most deep down desire of your heart. Maybe it is the very reason for what you are supposed to do in life. The fact that you always wanted to do this but were afraid to attempt it indicates that, beyond fear, you may be uniquely equipped to carry that thing out after all.