Posts Tagged ‘Willingness’

When You Lose Your Walk-Away Power – You Lose Your Objectivity

February 13th, 2010



All prospects are not created equally. Some are worth the continued investment of your time, resources and energy, while others will only sap your motivation, as well give you ample frustration and send you to an early grave. (Sales grave, that is.) Why do salespeople give these poor prospects more time than they deserve? Here are a few reasons for you to consider. The salesperson:

1. Lacks an adequate number of good prospects – so spends time trying to turn poor ones into sales.


(good luck.)
2. Mistakenly believes (as well as some sales managers) that everyone is a good prospect. (Not so.)

3. Doesn’t know the difference between a good one and a poor one.

4. Is under pressure from management to see more people, close more deals, and KEEP BUSY. (most

of all, keep busy.)

5. Believes with enough time, the poor prospect will ‘come around’.

6. Believes that presentation skills or closing ability are the most important sales skills.


Well, enough of the list. What is walk-away power? It is the willingness and ability to say enough is enough and move on to the next prospect. It is that point in the sales process, the qualification portion, where you discover that this prospect is no longer worth additional time. Even if the prospect did buy, the sale would not justify all of the additional sales costs to close it. If the cost of the average sale today is over $125.00 per call (and this number depends on whose statistics you choose to believe – it can vary depending on the type of sales you do. i.e. telephone, travel over long distances. etc.), does it make sense to have 5 appointments to sell a product or service that will generate $400 in profits?

I am not suggesting that you walk away forever. Prospect’s circumstances can change. Today’s start-up can become tomorrow’s corporate giant. I am, however, suggesting that you weigh the consequences of spending too much time NOW with a poor prospect. Every hour you spend with a poor prospect is an hour you are not spending with a good one. And remember, while you are cultivating a poor prospect, your competitor may be cultivating your good ones.

Here is a simple technique to terminate a prospect. I have used it for years once I discovered that the prospect was no longer worth my NOW time.

Mr./Ms. Prospect, I appreciate the opportunity to discuss how our product/ service would benefit you. However, based on some of the information you have shared with me, I believe it is in your best interests if I get back to you in – 6 weeks, 6 months, 6 years – whatever).

Don’t waste time on poor prospects, they sabotage your success and attitudes.

By: Tim Connor

Your Power Of Choice

November 20th, 2009



Everyone has options. Everyone has choices. Not everyone always likes their choices or options, but they have them nonetheless in every situation whether they choose to see them or not.

From choosing your attitudes to your reactions and responses. From deciding to do nothing to taking some risk or action.

If I hear one time from some one “I am stuck. I don’t have any choices.”

Maybe the choices you do have will require courage, new learning, a willingness to try something new or the uncertainty of a new set of conditions or circumstances but please don’t say you don’t have any choices – we always have choices. Some may be less desirable, others may involve an ending or a new beginning but to say you don’t have choices is to be either naïve or totally closed minded.

The power of choice was given to each of us at birth, but most of us didn’t really start to exercise it until we could talk, walk, consider and think for ourselves.

What exactly is, the power of choice and how does it impact the quality of your life?

Choice as defined by Webster is: a decision to choose one thing, person, or course of action in preference to others. The power of choice is defined as: the chance or ability to choose between different things.

OK so now we have that out of the way how does this right, freedom, ability, skill, capacity or aptitude determine your life direction, outcomes and course?

The power of choice is not bestowed only on the rich, the young, working class people, married people, Americans or any other special group. Everyone has the power of choice, some people exercise it with intelligence, wisdom, experience and caution while others randomly approach their options with a carefree spirit without concern for future consequences or outcomes.
All choices and decisions have consequences. All actions have reactions. In physics and nature it’s called cause and effect. In all other life areas it is still called the same thing. If there is a drought, trees will die. If you don’t learn new skills and develop new attitudes you may be left behind in your career. If you don’t save or invest wisely you may end up broke. This list is far too long to give you more illustrations.

The simple truth is that life doesn’t pick on certain people and bestow certain benefits on others because of their heritage, gender, nationality or age. Life is truly a neutral concept. It’s what I like to cause the – Prize/Price relationship.

The Prize

The prize has no economic value, and once you win it, no one can take it from you. And you can’t buy it, you must earn it. The prize is worth whatever price you have to pay, but you must be willing to pay it. You can’t win the prize if you don’t pay the price. That’s just the way life is.

Many people feel or believe they are worthy of the prize, even though they have not yet paid the price. If this were the only requirement, it would be unnecessary to even have to pay a price. Everyone would win the prize just by showing up. Just being born would be enough to win the prize.

Unfortunately, if this were the case, the prize would have no value, and people would treat it with disrespect and scorn.

What gives the prize its value is not winning the prize itself or the value that other people put on the prize, but the price that each of us must pay to earn the right to win it and then enjoy it. I must admit that at times in my life, I thought I wanted the prize without paying the price. On one occasion, God chose to give me the prize without the payment of the price. In the end, I lost the prize. In fact, while I had it, it was filled with emptiness, envy, jealousy, sadness, and resentment.

The prize is not about race, gender, color, age, education, or cultural background. Everyone can win the prize.

So, our role is simple: Pay the price and if you win the prize, rejoice and be thankful; and if you don’t get the prize, rejoice and be thankful. Sound like a paradox? It is. God makes the rules. He determines the price and when you have earned the prize. What is the prize? It is spelled out clearly in the following pages.

The Price

Success, happiness, wealth, and peace all require that a price be paid to have and enjoy them. Some people pay the price willingly, while others pay it grudgingly, and most refuse to pay it at all. Some never know what the price is, because they fail to spend the time or invest the energy to discover it.

The price is not difficult, it is not life threatening, it doesn’t cost a dime, and it doesn’t take a lot of time. If this is true, why do so few people pay it? The price is called purpose, desire, and will. I can only tell you that when the price is paid, it always leads to the prize. The prize, however, might not always resemble the prize that we thought we should get or imagined, but—having paid the price–we always win a prize.

Paying this price is not a race. You can pay it as a teenager or on your deathbed or you can choose not to pay it at all. Winning the prize is not a competition between you and someone else, and you don’t get a bigger prize if you pay a bigger price. If you decide to pay the price sooner rather than later in life, you do, however, get to enjoy the fruits of the prize longer. Everyone who wins the prize has paid the price.

Now, it might appear to you that on some occasions someone has won the prize and didn’t pay the price. Do not be deceived. The prize is not always about power, fame, position, or wealth. Everyone can pay the price and, therefore, win the prize. The price someone must pay is not up to you or me. You might feel that someone else did not pay a big enough price for the prize. That is God’s call, so just relax and just pay the price with confidence, faith, and patience.

What is the price? It is responsibility, seeing no limitations, and taking positive, consistent, and focused action.

By: Tim Connor

Lessons From Military Leadership – Emphasize Your Indirect Power

October 22nd, 2009



One day in the motor pool, one of the best military leaders that I ever worked for shared with me some valuable insights into the nature of hard and soft power that stayed with me my entire career and helped me to become more effective as a small unit manager and leader. I think that these insights have a broad practical application to other businesses than just the military. By sharing these ideas with you I hope that you can draw some benefit from them as well.

 He defined hard power as the formal authority a leader derives from his legal position and established place in a strict hierarchy. These are sources of power that he is issued by virtue of the position, tradition and law. It turns out that these are the least persuasive forms of power and influence the leader has at his command. Leaders that immediately resort to their sources of hard power often have great difficulty in building teams across organizational boundaries and being good team players when they are in a complicated situation that requires communication and negotiation.

He then went on to describe soft power as the informal influence that leaders derive from the decisions of others to grant them authority. He explained that these can come from superior knowledge, reputation for integrity and good values, experience, persuasiveness, the willingness to be a good team player and listen to others and from a demonstrated concern for others and the willingness to risk personal reputation on their behalf.

A leader that has sources of soft, indirect power available to him will find that people willingly give him the benefit of the doubt and are more willing to join the team and put the group goals ahead of their own. This trust and confidence takes time to develop and can be lost much more quickly than it is earned.

Effective leaders can increase their soft power consistently over time until the point where their formal sources of authority need not even be considered. This is not to say that formal authority is a bad thing but only that it is less effective in the human dimension than socially constructed sources of power.

The practical implications of this for leaders you ask? Well, a leader who seeks to improve his indirect power pays a lot more attention to the environment and his people and their concerns and establishes strong and redundant communication networks that help to create communal visions and feedback loops to keep everybody on the same sheet of music. You will naturally demonstrate respect for alternative points of view and value openness and dissent as a means of moving closer to our goal than as a direct challenge to his own authority.

This is not a natural attitude for leaders to have inside an organization with a strong hierarchy and formal rank structure, but if the Army can do it then surely businesses can try the same approach and see how it fits.

Good luck to you and your teambuilding!

By: Ken Long