Business Leadership Skills 02 (Feb 13 - Apr 15)

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Move out of your Comfort Zone

Any change, or even an attempt to change anything you are doing, makes you uncomfortable. Have you ever felt out of your comfort zone by attempting to change?

Has change ever made you experience stress and tension? If the change is too extreme, your physical and mental health can be affected.

You will experience sleeplessness, indigestion, or fatigue. You may react with impatience, irritability or anger. You will often feel as if you are on an emotional roller-coaster.

Raise Your Internal Standards

So if you want to sell more and earn more, you must increase your self-concept level of income. You must increase the amount you believe yourself capable of earning. You must raise your aspirations, set higher goals, and make detailed plans to achieve them.

You must begin to see yourself and think about yourself as capable of being one of the highest earning salespeople in your field. You must take charge of developing a new self-concept for sales and income that is more consistent with what you really want to accomplish.

Build Your Self-Concept Level of Income

Your self-concept determines your levels of performance and effectiveness in everything you do. In sales, you have a series of mini-self-concepts that govern every activity of selling. You have a self-concept for prospecting, for using the telephone, for cold calling, for making appointments, for qualifying, for presenting, for answering questions, for closing, for getting referrals, and for making follow-up sales.

You have a self-concept of your level of product knowledge, your personal management skills, your level of motivation and for the way that you relate to different types of customers. In every case, you will always perform in a manner consistent with your self-concept.

The Key to Peak Performance

Wherever you have a high self-concept, you perform well. If you enjoy working on the telephone, you look forward eagerly to telephone prospecting and selling and you do it well. If you have a high self-concept for making presentations or for closing sales, you feel comfortable and competent whenever you are doing them.

Wherever you feel tense or uneasy in selling, it means that you have a low self-concept in that area. You do not feel comfortable when you are engaged in that activity. You probably avoid that activity as much as possible.

This is normal and natural. The only question is, What are you going to do about it?

Action Exercises

Here are two actions you can take immediately to get better results.

First, set a goal today to become one of the highest earning people in your field. Then, back your goal with action by committing to becoming very good in every area of selling.

Second, see yourself, imagine and visualize yourself as if you are already very good at what you do. Create within yourself the feeling of success and accomplishment.


Source: Brian Tracy International

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"A vision is a clearly-articulated, results-oriented picture of a future you intend to create. It is a dream with direction." -- Jesse Stoner Zemel

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"Good management consists in showing average people how to do the work of superior people"

- John. D. Rockefeller

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"He that respects himself is safe from others; he wears a coat of mail that none can pierce. "
-- Henry Wadsworth Longfellow

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"The difference between fifteen minutes of fame and a decade of dominance is your Big Idea."
- Dan Kennedy

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"Your network is your net worth."
- Craig Ballantyne

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"The most common cause of executive failure is inability or unwillingness to change with the demands of a new position.

The executive who keeps on doing what he has done successfully before is almost bound to fail."


- Peter Drucker

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Admit to your staff when you have made a wrong decision, because chances are they already know.

Not being able to say when you are wrong diminishes your effectiveness in the work place.

Managers who narrow in on the blame and refuse to admit that they are wrong are viewed by their employees as weak and dishonest.

Eventually, employees lose respect for the manager and good workers move on.

People openly respect a person when they are big enough to admit that they erred in some way or other.

- Oscar Gutierrez

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Listen, Listen, Listen...

In our time-starved society, attentiveness and listening skills seem to have fallen to the wayside.

In order to make those with whom you communicate feel important, brush up on your listening skills.

Make sure to give the speaker your undivided attention: regardless of how great you are at multi-tasking, treating an individual as a "task" is not a good idea.

Eye-contact, nodding in agreement, asking leading questions and using your face to provide feedback also contribute to a positive communication experience that will foster the growth of the relationship.


Source: www.wisdomtips.com

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"The key is not to prioritize what's on your schedule, but to schedule your priorities."
- Stephen Covey