Professional Service Provider: Pump up Your Self-Esteem

Although self esteem is important to all entrepreneurs, it’s more critical to professional service providers because the value you are selling is based on your skills, abilities and flaws

Alan Weiss delivered a full day workshop to a group of professional service providers – consultants, coaches, advisers, trainers and professional speakers. Weiss is a successful independent consultant. He earns a seven figure income from his home with no staff. He is the author of “Million Dollar Consulting” along with at least 40 other books.

He covered a variety of topics in the program. It’s curious how he emphasized the importance of self-esteem to the success of professional service providers. But perhaps he simply recognized the difficulties that many battle with this elusive trait.

To support the need for self-esteem some of the questions from the audience illustrated the doubts of those individuals. While listening to the questions and answers I was reminded of some of my own doubts both past and present.

This article is the result of my notes from that workshop and my own thoughts while connecting the dots.

Alan’s advice was to imagine waking up every morning with the attitude that you have a lot of value and wonder to whom you can provide that to. That’s a better way to start the day, rather than hoping you are going to make a sale today.

Competence alone doesn’t ensure high fees. It needs to be coupled with strong self esteem. Self-esteem rescues you from the “inputs trap” and would instead base your fee on outcomes. Successful people care about the results not the hours you put in.

Strong self-esteem breeds higher confidence levels. Higher confidence enables you to be in the moment. This allows you to listen and think better when talking with clients. Confidence gives you more control of the conversation and hence your success. Confidence enables you to ask better questions to gain more information and negotiating power.

Your self-confidence assures the client of their smart decision to hire you.  It also makes it easier for you to ask clients for testimonials that both boost your self-esteem and attract more clients.

Your high self confidence allows you to reframe a client’s perceived negative into a positive.

Where do you find confidence and self esteem?

First recognize your own worth. Review your achievements – especially the results you achieved for your clients. Perhaps you should review this list every morning.

Recognize and build upon your strengths. Minimize the attention and energy that can be wasted fumbling with weaknesses. Keep your eyes on the road you want to follow not the boulders or soft shoulders.

Develop your skills – your performance skills and your communication skills. You need the first set so you can deliver as promised. You need the second set to sell yourself and your value.

Get better organized. The simplest sign that you are organized is that you know where things are – both physical and intellectually. Knowing where things are will help you feel more in control. Coupled with locating things is the ability to understand, create and follow systems. Knowing what the next steps are boosts confidence.

Associate with people who make you feel better about yourself. Not sycophants but associates who you respect.

Most importantly don’t be afraid to fail. That might be tough because many of us were taught to avoid failure or that it was shameful. Failure is a natural part of the learning and growing process.

Here’s one more thing that Alan Weiss did that seemed to convey his tremendous self confidence. He revealed some past flaws and embarrassing moments. The willingness to openly admit to human frailty seems to exhibit more self confidence and hence competence to your listeners.

© George Torok helps entrepreneurs build their self-esteem and most importantly their business. If you want tips to help with your marketing visit www.PowerMarketingBlog.com  If you want to improve your presentation skills visit www.SpeechCoachforExecutives.com  If you want motivational boosts visit http://motivationalspeaker1.wordpress.com/  If you want to talk directly to George Torok call 905-335-1997

George Torok Host of Business in Motion Business Speaker Listen to Business in Motion audio PodCasts On iTunes Business in Motion on Facebook

Choose To Be Happy

Guest Post by WAYNE VANWYCK

“Most folks are about as happy as they make up their minds to be.” ~  Abraham Lincoln

 

When my daughter was about nine and preparing for school, she stomped her feet angrily and declared, “I hate static cling!” I laughed out loud, struck by the absurdity of this disgruntled pronouncement and I gave her a hug, “Static cling doesn’t care if you hate it. Being upset and angry at static cling will in no way change how it behaves. There is no use being upset. The question is, what can you do about it?”

Getting angry at something you can do nothing about is a waste of time and energy. It just makes you look foolish. The real question is; what can you do about it.

For years, in our programs, we’ve been teaching that if you don’t like something, you only have three reasonable choices:

1. Do everything in your power to change it.
2. Accept it the way it is.
3. Remove yourself from the situation.

However, although it makes little or no sense, many people choose a fourth response - they complain.

There are several common statements that slip into the conversation of the average salesperson:

• I hate traffic jams
• I hate technology
• I hate this lousy weather
• I hate this recession

Like static cling, these are conditions over which you have little or no control. Traffic, technology, and weather don’t care if you like them or not. Consider whether you can do anything to change what is irritating you. If not, accept it or remove yourself, because complaining is negative and demoralizing to you and the people with whom you share your grumblings.

Of course, there are circumstances over which you can exercise some control:

• I hate making cold calls
• I hate being stood up on an appointment
• I hate asking for referrals

It doesn’t matter if you like them or not! Can you do anything to change the situation? If you hate doing what’s required to be a successful salesperson, perhaps you’re in the wrong job. Change.

If you don’t like being stood up on appointments and it happens frequently, ask yourself what you’re doing that may be causing this. Are the appointments firm or tentative? Are you confirming them before you go? If you’re driving a long distance to this appointment, are you preparing a back-up plan, perhaps arranging alternatives if the appointment is a bust? Do everything you can to change the situation.

With allowances for clinical depression, most of us can choose whether to be happy or angry, satisfied or dissatisfied. We can observe the same situation through a different lens and interpret it to make us either happy or miserable. If you want to be happy, make up your mind to be happy. Why would you choose otherwise?

Choose to be Happy - Guest Post by Wayne Vanwyck of The Achievement Centre

George Torok Host of Business in Motion Business Speaker
Listen to Business in Motion audio PodCasts On iTunes Business in Motion on Facebook

Who's Responsible for Your Success?

The 10 Reasons Why You Don't Sell as Much as You Could (or Should)
and What To Do About It
by Jim Domanski


Be real honest with yourself: are you selling as much as you could ... or as much as you should? If you have that vague and uneasy feeling that maybe you could be doing better but you're not precisely certain why you're not, then this article might give you some much needed perspective


1. You lack product knowledge
You might not be excelling at selling because you lack product knowledge. Maybe you're new to the job. Maybe you haven't been diligent in learning more about your products and services.

Here's the good news: you can readily fix this. Learn your products inside out. Review brochures, manuals, white papers, special reports. Read industry magazines. Subscribe to industry e-newsletters. Visit competitive web sites. Find a savvy mentor. Pick your boss's brain. Do SOMETHING. Invest a few extra hours a week. Eat lunch at your desk and read. Stay and extra half hour. Take stuff home.

2. You don't use the skills that you got when trained
You might not be selling to the degree that you would like because you are NOT using the skills you were taught in training. The trouble with learning new skills and techniques is that it means CHANGING your selling behaviour. Most people resist change even if that change means better results.

This is easy enough to fix too: find someone that will act as a coach, a cheerleader or conscience. Most often it's your manager. Engage him or her. Call them to task. Get trained again if necessary. Get them to monitor your calls and analyze what you are doing well and not so well. Get them to pat you on the back or kick you on the backside. Do SOMETHING and start applying what you learned.

3. You abuse the skills that you got in training
You may not be a good seller because you 'abuse' what you learned. This is different from #2 where you don't use ANY of the new skills. In this case, you don't use what you learned well. You have diluted, changed or altered the selling skills and techniques; you go half way; you cut a corner or two... or three...or four; you don't follow through; you've whittled away a tactic. You may not even know it.

The best thing to do is get yourself a coach - a manager, a friend, a mentor, an outsider- to objectively listen and analyze your calls. Be open to their remarks. Get training. Get your manager to provide constructive feedback.

4. You lack experience.
You're new to sales. You've just come off training. You haven't made enough calls to get a complete feel for your selling environment. You haven't dealt enough with customers or prospects. You haven't had enough victories or defeats. You lack the experience that only comes with time and effort. You lack the volume work that provides insights, confidence and savvy.

The solution? Don't quit. Keep plugging away. Keep a log book of experiences. Jot things down. Chat with others. Learn. Store those experiences somewhere. Above all, be sure to keep dialling. You'll learn by doing. Mistakes are great teachers; so are successes. Push yourself.

5. You quit too soon
Speaking of quitting: you might not be as successful as you could be simply because you quit too soon or you too easily. Quitting means any number of things. It means stopping an activity short of completion. For instance, instead of making 70 dials you quit at 55. Instead of making four or five follow up you quit at one or two. If a prospect says 'no' when you ask for the sale instead of querying further you crumble like a house cards and hang up.

What's the answer? Buck up, baby! Grow a spine. Don't be a wimp. Push a little further. Push a little harder. It won't hurt a bit and it WILL help your sales.

6. You need an attitude adjustment
Attitude can be a real sales killer and it may be holding you back from extraordinary results. Look, if you don't like your boss; if you're convinced your prices are "always" too high; if you feel your list is lousy; or you think that your competition has a better product, a better offer, better terms ... whatever; then quit. Don't waste any more of your time.

Or, alternatively, you can change your attitude. It's as simple as that. Make a choice. Negative thoughts and beliefs will hold you back from succeeding. So here's what to do. Stop whining. Stop blaming and finger pointing. And above all, stop excusing yourself. Your sales success is YOUR responsibility.

Here's what you should do: grab a yellow sheet of paper and a red marker. Write these words on it in big letters, "So, what am I going to do about it?" Post it where it will always be visible. When you feel yourself going down the self pity path, look at the poster and thing about solutions or hard work.

7. You're complacent
You might not be selling as much as you could or should because of complacency. It means you are content, perhaps even smug about your sales results. You're happy with what you are making and achieving. This is not necessarily a bad thing provided you are meeting or exceeding your objectives.

The only trouble with complacency is that it's a slippery slope. It gets easy to stop doing the things that made you successful...and you don't realize it. One day you wake up and you're behind the game. Complacency is common and it creeps up on everyone from time to time.

The good news is that complacency is relatively easy to fix. Push yourself every day by trying something new or setting more challenging objectives. Make 10 more calls. Push for one more sale. Get in 15 minutes earlier. Prospect a half hour longer. Stay an hour later once a week.

8. You're lazy
Ouch! Being lazy is different than being complacent. Lazy is several steps past complacency. Laziness is knowing what to do but consciously choosing not to do it. And excusing it. Laziness is seeing what needs to be done and ignoring it.

No one likes to admit that he or she is lazy but if your sales are down and they've been down for a while, you need to have a little 'heart-to-heart' with yourself. Only you can answer the question. As for the solution; it's self-evident.

9. You don't invest in yourself
Your sales might not be where you want them because you have done little or nothing to help get yourself to the next level. You haven't invested the time or the money for self-improvement. That you are reading this article is a good start but let me ask, have you bought a book or DVD on sales in the last six months? Have you thought of hiring a coach? The moment you invest a few bucks of your own money is the moment you have something to lose. It is also the moment you want an ROI. You create risk with an investment.

Next step? Visit a bookstore one day this week. Browse the marketing and sales selves. Find something to buy and read. Then schedule a half hour a day or a couple of hours a week to read and learn new techniques. (Not sure what to buy? See "I recommend "Smart Calling" - see the column below for more information)

10. You don't have the talent
Maybe your sales aren't so great because you lack the talent. Talent is an inherent ability to do well or at least, well enough. Not everyone has it. I can't dance a lick. I have NO talent for it. Can't sing either. Wasn't blessed with it. Golf? I play but it's a torture to watch.

Some people aren't cut out to be sales people because they don't have the talent. If you have tried everything suggested here, if you have moved from sales job to sales job and have not been 'successful' then maybe you don't have the talent. Maybe you should move on to something else. No shame in that. Call it a moment of truth but it could make your life a whole lot more enjoyable.

Summary
If you haven't gathered by now, your success is up to you. It's your choice. Making certain choices is not always easy but it is the only path to sales success. Choose wisely.


Jim Domanski
President, Teleconcepts Consulting
http://www.teleconceptsconsulting.com/
B to B, outbound tele-sales consulting and training services
Phone: 613 591 1998
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Powerful advice from Jim. If you are successful - you are responsible. If you are not - you are responsible.

George Torok

Fail Often, Fail Fast, Fail Cheap

That's powerful advice from Jim Estill. He is a successful entrepreneur who build his business from nothing to annual revenue of over $300 million. He then sold the business - like a smart entrepreneur.

I have shared the stage with Jim as presenters and expert panelists. Jim has much wisdom to offer. Of all the advice I've gathered from him this one resonates with me the most.

"Fail often, fail fast, fail cheap." - Jim Estill

Just imagine how "the fear of failing" can halt success. Instead, Jim suggests that we accept failures as necessary to growth.

Jim Estill discusses each point in more detail in this article.


For Better Innovation - Fail Often, Fail Fast, Fail Cheapby Jim Estill

Companies need to be encouraging of failure. Too often people are disciplined for trying things that do not work. I advocate the opposite. Praise those who try - even if they fail.
Read the rest of this article at For Better Innovation - Fail Often, Fail Fast, Fail Cheap

This line in the article particulaily jumped out at me.

"Having failures does not make you a failure. Not trying makes you a failure."


George Torok

Host of Business in Motion

20 Essential Resources for Your Current Career or Your Next

Here is a helpful list of resources for managing and growing your career.

"The work place is ever changing and you don’t want to get passed up for a raise or get laid off for becoming a stale employee. Click on the links below to be part of the cutting edge and show your boss and co-workers you are looking ahead and ready for anything. Or if you are unemployed, these sites will help you get ready for your next job."

20 Essential Resources for Your Current Career or Your Next

Are You Galvanized or Paralyzed?

By Jim Estill

These are uncertain times. Many people and companies are facing hardship. This is a world of great economic turbulence. This turbulence has two effects on people - it can paralyze them so they do nothing and simply retreat into their shell and "complain" how harsh the world is to them. In others, it galvanizes them to take action.

The current conditions just are. Accept them. Use the harshness to create energy and action.

Not all actions are the right actions but taking some action is much healthier than not. This is a good time to "Fail Often, Fail Fast, Fail Cheap". Try new things. Some will work, others might not. To fail is not to be a failure, to not try is to be a failure.
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Read the rest of this article at Canadian Marketing blog.

Read Jim Estill's CEO Blog - Time Leadership.

Jim Estill was a guest of the Business in Motion Radio show.

George Torok

Cursing your luck? Think Again

Unemployed? Lucky you!
Good luck, bad luck -- it's all how you perceive your lot in life

GEORGE TOROK
The Hamilton Spectator (Mar 18, 2009)

You lost your job -- how lucky can you get?

Luck is more a matter of perspective than it is the roll of the dice.

If luck is a matter of random chance then mathematically every one of us is equally lucky. Whether you think you are lucky or not is irrelevant. The real question is how lucky do you feel. Because, how you feel, will determine your actions and outcome.

Read the rest of this article as published in Hamilton Spectator.


George Torok
Canadian Business Speaker
Motivational Speaker

Leadership in Tough Times

Leadership in Tough Times

By Peter Urs Bender


The economy is slowing. All you hear are the cries of economists, businessmen, and governments moaning that things aren't good, and aren't going to get better anytime soon. In spite of, or perhaps because of that, I have had a greater request for management consulting jobs in the last few months than ever before.

If you're "leading from within" the first thing you should ask yourself is: "What is a Tough Time?" The answer is that's it's a perception. What you see is what you get…and all the predictions and projections of the experts often become self-fulfilling prophecies because they are creating the "perception" that things are "tough". But are they really that bad?

If the economy is bad, we say it's a recession.If we lose our job, it's a depression. Everything is relative yet someone, somewhere is always worse off.

Imagine, for instance, you lived thousands of years ago. You're working hard on the farm and suddenly the Mongols appear on your doorstep. They destroy your crops, abduct your women, and kill your family members. That's a Tough Time made even worse by the fact that innocents are dying in the onslaught. In some places in the world, such as the Middle East, Africa, and even parts of Europe, it's still pretty bad.


That isn't happening here in Canada, but it does seem as if we're going through Tough Times. I'm not making light of it. But realize that a Tough Time is "as we see it". We we feel is real. Welcome to reality.


In my book Leadership From Within I say there are five elements to leadership. They're important for your self-fulfillment in the best of times, but in bad times it's even more important to do a reality check. Not only be tell yourself "things could always be worse", but try to maintain a positive attitude. In the past I used to tell my consulting clients not to associate with a negative people. Today, I tell them to run away from them.


Here are the five elements you need to work on.

Know yourself
In good times you do what helps you develop your potential-in Tough Times we have to do what helps to pay the bills. You might need to work overtime without charging your company for it to keep your job. You might take on extra projects at home that formerly you did on company time. You might have to help your company reduce expenses (fly economy, not business class; schedule a few visits together; cut down on business lunches), and you might have to reduce personal expenses at home. You will do whatever you must to keep afloat.


Have a vision
In Tough Times it's of crucial importance to have a positive vision of what will happen later. It's important in good times, too, but when the going gets rough it's imperative to look beyond the immediate mess. Remember, Tough Times won't last. Things always change. Those who most successfully rise above their current difficulties are those who can see things positively, even in a negative time. Here is where religious believers can have an advantage over non-believers. They see their leaders suffering but not breaking. They are inspired by forward-looking visions. Studies also show that people who keep a positive attitude also tend to have less mental and emotional problems, less physical sickness, and better all-round health.


Take Risks
In good times you can take risks fairly easily, knowing you mostly always have a fallback position. In Tough Times, don't take large financial risks if you can't afford them. The risks you take should be those which will position you to capitalize on them when times get better. If you're in the management planning area, don't hesitate to take on extra work in the execution of tasks. If you are in inside sales, put on a hat and knock on doors for your company in new markets. Look for additional things you can do to benefit your company. When things improve, your efforts will be remembered (we hope!).


Communicate
Talk nicely to yourself. Talk positively about the things you accomplish and will accomplish in the company and in your life. Don't bitch and complain about Tough Times. Tell yourself and others to enjoy what they have now…if could be worse. The economy might go down, but it's not exactly as if you're on the Titanic, though it might sometimes feel like it. If you have an option, ask yourself which you would prefer: to be where your are now, or in the greatest luxury liner ever built, in a first-class suite with all the trimmings, on the night of April 14, 1912.


Check your progress and results
In good times it's important to set benchmarks and check your results against them. In Tough Times it's even more important. Keep your personal financial books in order as much as possible. Pay your bills on time. If you can't, send regular partial payments. Look after your health. Take care of it. After all, when your body kicks out, you're done. By keeping a positive outlook you'll probably be able to keep at bay the things that can drag others down. But there are no absolute guarantees. Even if you follow all the leadership strategies I've outlined here, things still might turn out sour. Life isn't fair! That's life!


Peter Urs Bender is a well known Canadian management consultant, and author of three best-selling books: Leadership From Within, Secrets of Power Presentations, and Secrets of Power Marketing. His fourth book, Secrets of Face-to-Face Communication, is now in bookstores.

Visit http://www.peterursbender.com/

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My dear friend and mentor Peter Urs Bender died in March 2005 - long before our current economic crisis yet his words seem so appropriate for us today.

What does that tell you? That this isn't the first time we face a crisis nor the worst. Suck it up and look for the opportunities folks. It might be cliche - but it's true - when the going gets tough the tough gets going.


George Torok
Motivational Business Speaker
Canadian Business Speaker

Nobody can eat 50 eggs

Nobody can eat 50 eggs - Paul Newman in Cool Hand Luke

The movie, Cool Hand Luke is a powerful and entertaining movie even today. It's about life, enterpreneurship and success.

Paul Newman plays the rebel, labeled Cool Hand Luke in this movie by the character played by George Kennedy after Luke (Newman) bluffs his way to win a poker game with nothing.

Not only is Newman a cool character - he is a guy who won't quit. In a boxing match with Kennedy- Luke gets his clock kicked yet won't stop. He just keeps struggling to his feet. Kennedy wants to stop ponding him and beggs Luke to stay down. Cool Hand Luke (Newman) feebily replies, "You're gonna hafta kill me first."

To the suprise of everyone, Kennedy walks away and Luke wins by default. He just won't quit.

One of the most memorable lines and scences from the movie is "I can eat 50 eggs." It's a bold knee jerk statement. When pushed Luke promises to do that within 1 hour."

Here is that scene. It's Paul Newman in of his most memorable scenes. Who else could make a big deal of eating boiled eggs? Notice that his former boxing partner played by George Kennedy converts to Luke's biggest fan.





George Torok
Read Cool Hand Luke for Entrepreneurs
Business Speaker
Paul Newman
Cool Hand Luke

Success Secret: Scare Yourself

Success Secret: Scare Yourself

Scare yourself at least once a year. Success comes from doing something different or differently. Often that thing is scary. It doesn't need to be life threatening - just scary.

For example, I am afraid of heights and flying. You might find that funny because I do fly quite a bit. It is always an uncomfortable experience for me. Lots of self talk and misdirection.

So you might imagine my reaction when I had the opportunity to take a helicopter flight from Vancouver to Victoria. I was petrified. The travel agent suggested that it might be fun. It was the most convenient arrangment.

I waited two days before I called the travel agent back. I decided to scare myself. I took the helicoper flight and it was okay. Not great - just okay.

What have you done recently to scare yourself?


George Torok
Canadian Motivational Speaker
Business in Motion - radio show

Success Breeds Success

Success breeds success

When you are on a roll you tend to be more successful.

Why is that?

When you are successful it is likely that you are doing the right things. And when you are rewarded with success you will tend to continue doing the right things. If what you are doing is working you will probably stick with it. Does that make sense?

If you are doing something that results in success you will most likely continue to do that. Its not all that complicated. They teach rats and pigeons to push buttons for food and when they discover the magic button the rats and pigeons keeping pushing the same button.

Success breeds success.

And if you discover the magic button and remember to push it you are at least as smart as a rat or pigeon. If you feel insulted by that comparison just think about the people who are dumber then rats and pigeons. Because they fail to notice the results of pushing the right button.

Smart people are willing to learn from whatever or whoever is teaching the lesson whether it is a rat or a pigeon. Dumb people think, “It is only a rat. What can it teach me?” Smart people always look for the lesson. Dumb people judge the teacher and miss the lesson.

When you are successful you tend to be more optimistic. Success makes you feel more righteous, more confident and more valuable. Therefore you will present yourself with more confidence and confidence sells. Confidence assures your prospects that you believe in what you sell. Desperation is a deal killer.

A little bit of arrogance makes your prospects wonder if they are missing out on a good thing. Repeat – “a little bit”.


Success breeds success.
Successful people associate with successful people.
Successful people learn from successful people.

Success breeds success.

George Torok
Host of Business in Motion
Marketing Specialist
Motivational Speaker

Motivation: Our Fear Shapes Our Direction

We are often guided by fear
Sometimes we are trapped by our fears – the fear behind us and the fear ahead of us. If we are not moving it is because both fears have us paralyzed. When we do move, we move in the direction of the lesser fear.

We are plagued by our fears. Most of us don’t want others to know about our fears. Anyone who states, “ Nothing scares me.” is afraid to admit their fears.

You don’t need to admit all your fears to others but you must be honest with yourself.

So what do you fear today? It is failing, succeeding, embarrassment, pain or uncertainty?

Fear wins when you move in the opposite direction.

You win when you move in the direction of the fear.

Did you win or lose today? Did you move toward or away from your fears?

George Torok
Host of Business in Motion

Resilience: New Blog

Resilience: New Blog

Sharon Bar-David has a new blog on the topic of resilience in the workplace.
I found this excerpt from a recent post on her blog particularly grabbing.
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Resilience, according to one definition, is ‘The ability to recover quickly from setbacks’. Clearly, the execs in the study demonstrated superb resilience. The problem for most ordinary folks, however, is that they let their fear of the world ‘out there’ drive their actions. They fret that they may not survive if they ever lost their current position and this serves as a deterrent from taking proactive action. I have seen, in the course of my change-related workshops, many a good people staying long after they needed to leave, or fearing to speak up solely due to their horror of what may happen and their lack of trust in their own resilience.So yes, resilience is key: nurturing our resilience, believing in it, trusting in it.
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How resilient are you – and what do you do to build and maintain your resilience?

Because there is one thing you can count on – that is change. And not always the change that you anticipate.


George Torok
Business in Motion

Entrepreneur Emotional Rollercoaster

What is the biggest challenge of being an entrepreneur?

I believe that it is riding the emotional rollercoaster.

An entrepreneur is very much like an old time explorer – limited resources, frightened team members, no map, bad weather, unmarked shoals…

While facing all these obstacles and trying to lead a mutinous crew the entrepreneur must project a positive face and message. Meanwhile the entrepreneur might not feel so confident.

I believe the toughest part of being an entrepreneur is riding the emotional ups and downs – because they happen every day. You feel great at 7:35 am, not so sure at 8:02, shaking with fear at 9:15, hopeful at 10:01, jubilant at 10:39 then frustrated at 11:29. Yes, that is the exciting ride of the entrepreneur.

Okay – get ready for the afternoon.


George Torok, host
Business In Motion