Everybody Knows:
You can't be all things to all people.
You can't do all things at once.
You can't do all things equally well.
You can't do all things better than everyone else.
Your humanity is showing just like everyone else's.
So:
You have to find out who you are, and be that.
You have to decide what comes first, and do that.
You have to discover your strengths, and use them.
You have to learn not to compete with others,
Because no one else is in the contest of *being you*.
Then:
You will have learned to accept your own uniqueness.
You will have learned to set priorities and make decisions.
You will have learned to live with your limitations.
You will have learned to give yourself the respect that is due.
And you'll be a most vital mortal.
Dare To Believe:
That you are a wonderful, unique person.
That you are a once-in-all-history event.
That it's more than a right, it's your duty, to be who you are.
That life is not a problem to solve, but a gift to cherish.
And you'll be able to stay one up on what used to get you down.
Everybody Knows:
You can't be all things to all people.
You can't do all things at once.
You can't do all things equally well.
You can't do all things better than everyone else.
Your humanity i ...
刚看到很有意思的一句话： Deliberate Ignorance Can Be a Winning Tactic
The key to success with the strategy is that “the party manipulating the flow of information must deliberately choose to remain uninformed as well.” It isn’t the most new-fangled strategy, nor is it the most ethical one. But an explicit understanding of the idea could help you defend against being tactically left in the dark.
We are always left in some sort of darkness because you really don't know what you don't know; i.e., there is always something you don't know and often you don't know what that is. That is a form of automatic ignorance. If you think you know it all, then that is deliberate arrogance. Which is more affordable-- ignorance or arrogance?
Ignoring your selling skills weaknesses. Fix: Notice what you don’t do so well and get training to fill the gaps.
Not keeping your pipeline primed. Fix: Schedule quality time for cold-calling and asking for referrals; then do it.
Insufficiently researching a prospect. Fix: Use the web to discover where your offering fits before the sales call.
Failing to follow-up on prospects. Fix: Schedule follow-up activities immediately after the customer contact.
Calling on contacts that have no budget. Fix: Qualify your prospects in your first conversation with them.
Presenting in a non-stop sales pitch. Fix: Ask questions that draw out wants, needs and opportunities; then address them.
Failure to listen to the customer. Fix: Focus on everything about the customer: words, gestures, tonality and context.
Developing an account but not closing it. Fix: Make a final check for agreement and then close. Just do it.
Continuing to sell after you’ve closed. Fix: When you get a “yes,” stop talking, smile, and take the order. It’s that simple.
Forgetting to ask for a referral. Fix: At closing, obtain a promise of a referral; request one after you’re sure the customer is delighted.
Not being objective. Fix: Seek the truth, not what makes you or your manager feel good. When you want know what the customer is thinking, ask.
Not being objective. Fix: Seek the truth, not what makes you or your manager feel good. When you want know what the customer is thinking, ask.
Ignorance of the competition. Fix: Research your market and build your value proposition around capabilities that you have and they don’t.
Insufficient planning. Fix: For every engagement, know what, why, when and how the customer will buy…and how much they’re willing to pay.
Ignoring your sales strength. Fix: Review before every sales call why your company is the best and why you’re the best person to buy from.
Insufficient product knowledge. Fix: Bone up on your offerings both by using them them yourself and watching customers use them.
Insufficient business knowledge. Fix: Research your target industry and its basic business models before you start calling on customers.
Ignorance of how the customer buys. Fix: Find out what “gotchas” within the customer’s purchasing process and plan how to overcome them.
Trying to close too soon. Fix: Ask confirming questions and listen to the customer’s answers carefully. If there’s still resistance, it’s too soon to close.
Failure to follow-up after a sale. Fix: After each sale closes, schedule a series of follow-up phone calls and email to check on the customer’s status.
Not building a long-term relationship. Fix: Find additional opportunities to sell the customer and to the other prospects in the customer’s firm.
It’s not hard to get motivated. In fact, it’s easy. For example, right now I’m motivated to play a computer game. But I’m writing my blog instead, because I’m also motivated to make this blog successful.
The trick about motivation isn’t simply to get motivated, but to get motivated to do the things that will make you more successful. So here’s an easy way to do this. Ask yourself the following seven questions, taking at least ten seconds per question to let your brain come up with an answer:
1. What is my purpose for working? Why are you working and why in sales? Do you genuinely want to help people? Would you get bored if you weren’t making money? Do you simply want a paycheck to feed your family? There’s no “right” answer, but you need to know why you’re working, if you’re going to be motivated to take action to fulfill that purpose.
2. How does what I sell tie into my purpose? The more closely you associate, in your mind, your purpose with whatever you’re selling, the easier you’ll be able to motivate yourself to do what’s necessary to make a sale. For example, if you’re turned on by helping people (your purpose), then you should focus on those aspects of what you’re selling that are truly helpful.
3. How do my managers’ goals tie into that purpose? Most of the time, your managers want you to be successful because that help them fulfill their objectives. Aligning your purpose with your managers’ objectives removes the notion that you’re being “forced” to work and the feeling of resistance that comes from being pressured.
4. How does my company’s strategy tie into my purpose? Most companies are founded with some kind of larger goal in mind. (For example, many high tech firms want to “change the world.”) Aligning your purpose with your firm’s corporate strategy puts your day-to-day activities into a larger context, making you part of a greater whole.
5. What are my specific, ambitious goals? Now that you’ve got everything aligned, set ambitious goals that, if achieved, will create success for yourself, your products, your manager and your company. We’re not talking about meeting quota; we’re talking about a goal that will inspire you — and make you 100 percent certain that you’ll be fulfilling your purpose.
6. What is my plan to achieve those goals? Review your step-by-step plan to bring you closer to your goals. (If you don’t have a plan yet, this is the time to create one.) Confirm that the steps are workable and reasonable. Don’t be afraid to change the plan as you get closer to the goal and understand better what needs to be done.
7. What can I do RIGHT NOW to achieve those goals? Motivation feeds on momentum. If you take action, right now, when you’re contemplating these questions, it will carry you through the day, keeping you focused on the activities that will lead you towards your goals and the fulfillment of your purpose.
嗯~这是我每次给新人讲解Forecasting的时候必show得视频，重点是： Prevention Better Than Cure
Analysis - Collects relevant data, study & analysis it.
Forecast - Utilize strategy tools to make prediction.
Plan - Be prepared before any steps.
发表于 13-4-2008 01:56 PM
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笑一笑, 感觉这世界多美好
~我电子邮件视频给你好了
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