Don’t Wait, Create!

It was 12:58pm on Wednesday, January 25th. I had just resigned a mere 3.5 hours ago and was celebrating what’s next over a beer with my husband of 17 years. As we were planning and discovering things for me to do in the next 28 days before starting work again, I somehow had the common sense to remember I had bought a ticket to a Dale Carnegie Institute/Jeffrey Gitomer Reslilient Leadership session…which was going to start at 3pm that afternoon. How coincidental??

So, we finished plotting out a grand plan for the next month and beyond, and I rushed home to brush my teeth and head over to the Embassy Suites in Greenville, SC. I’m a fan of Gitomer already – I subscribe to his sales/marketing e-zine and have dabbled in his Ace of Sales email program. What I wasn’t prepared for a was a solid 2.5 hours of atta-girl, motivational inspiration to go conquer my new opportunity. Yes, I had pretty high expectations given my familiarity with his content, but I got totally immersed into his direct Jersey boy why-haven’t-you-bought-an-iPad-yet performance that hit a nerve with me every time he opened his mouth.

So, here are the big idea take-aways from Gitomer’s session. Some are quite practical and simple, a few are merely thought-provoking, while others require action or change. I personally walked away with a rekindled confidence to move on to what’s next – smothered in a notion of Hell Yes!

JEFFREY GITOMER: Resilient Leadership Principles

  • open a biz opportunity with ‘before we get started…’ – sets a relaxed, informal, truthful tone from the outset
  • laugh or think in the first minute of new biz opportunity, otherwise you’ll spend the rest of the meeting recovering
  • show pix of your kids whenever you can – create the emotional appeal
  • sales are made emotionally, justified logically
  • substitute television for writing/reading and you win
  • loosen up – today’s Presidential candidates don’t even wear ties
  • always train new employees for attitude first – start with yourself
  • coach the player; lead the team
  • stay coach-able yourself
  • the more you study it, the better you are at teaching it
  • people need to see your believe to become believers themselves
  • don’t lead by example, set the standard
  • react, respond, recover – how you do these as a leader determines your success
  • if you ever SAY you are the boss, you’re probably not
  • if you hire an eagle, they will fly
  • make your social media policy focus on what you CAN do, not what you can’t
  • if your people are better at things, you will win
  • have a bad minute, not a bad day
  • replace the word change with opportunity to get a different reaction
  • set earnings expectations & minimums, not quotas
  • strive for loyalty, not satisfaction
  • teach how to earn referrals, not make cold calls
  • teach testimonials, not a sales pitch
  • teach buying motives, not sales skills
  • if someone on your team leaves for a competitor, it’s YOUR fault
  • treat everyone like a one year old – without the baby talk!

 

Advertisements

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s