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Winning
Every Day - Nov. 2002
Message
of the Month
What's the most important step in making your dreams come true?
Focus!
Being focused on your dream is critical to making it become a reality.
Back in 1984, when I made a decision to take up the sport of luge and make a
run at the Olympics, I took an 8x10 photo of a luge racer and hung it up
across from my bed.
The first thing I saw every morning was "The Luge Man". He reminded
me to work out, eat right and surround myself with winners.
The last thing I saw every night before I turned off the lights was "The
Luge Man". All night long I would dream about the luge and about the
Olympics.
I never met "The Luge Man", but he is one of my heroes. He helped
keep me focused on my objective. And he was a factor that helped make my dream
come true.
I just read the story of someone else whose dream was focused by a
photograph...
The Great Depression was not kind to (legendary Hotelier) Conrad Hilton. After
the crash of 1929, people weren't traveling, and if they were, they weren't
staying in the hotels Hilton had acquired during the boom years of the 1920s.
By 1931, his creditors were threatening to foreclose, his laundry was in hock,
and he was borrowing money from a bellboy so he could eat. That year, Hilton
came across a photograph of the Waldorf Hotel with its six kitchens, 200
cooks, 500 waiters, 2000 rooms, and its private hospital and private railroad
siding in the basement. Hilton clipped the photograph out of the magazine and
wrote across it, "The Greatest of Them All."
The year 1931 was "a presumptuous, an outrageous time to dream,"
Hilton later wrote. But he put the photo of the Waldorf in his wallet, and
when he had a desk again, slipped the picture under the glass top. From then
on it was always in front of him. As he worked his way back up and acquired
new bigger desks, he would slip the cherished photo under the glass. Eighteen
years later, in October 1949, Conrad Hilton acquired the Waldorf.
That picture gave Hilton's dream shape and substance. There was something for
his mind to focus upon . It became a cue for his behavior.
Book
of the Month
“How to be a Hero to Your Kids” by Josh McDowell and Dick Day is this
month’s featured book.
You don't have to be a super parent to be a hero to your kids! All it takes is
love, motivation, and a workable plan.
In this book you will discover how McDowell and Day's "recipe" for
positive parenting can transform you into a real hero to your kids. You will
learn how to demonstrate the kind of compassion, character and consistency
that all adds up to being a positive role model.
You will find being a hero is practical, fulfilling, and even fun. But, most
of all, it will build the kind of relationship with your kids that will equip
them to live fulfilled and abundant lives, even in a dangerous and hostile
world.
What else could any super parent want?
Four
Qualities of a Helpsman - By Curt Tueffert
Note from Ruben:
Most people that are not in the Sales Profession would never think of reading
an article on sales. What I found out was that we are all in sales. When you
speak to somebody (your kids, your wife, your husband, your boss, your friends
or colleagues) and are trying to get a point across you are selling. I found
that sales techniques (when used ethically) are really communication and
persuasion techniques. They help in developing leadership.
With that said, I am proud to be able to share this article with you. Curt
Tueffert is a mentor of mine. Curt teaches Sales and Marketing at the
University of Houston, and is an expert on communication skills.
I know you will enjoy his insight....
Four Qualities of a Helpsman - By Curt Tueffert
I first heard the term "Helpsman" from Bob Patterson, the CEO of
Digital Consulting and Software Services. The idea is that selling has been
tied to the word "salesman" for too long. The connection is often a
negative thing. However, associating the term "helpsman" to selling
is completely different. It sets us apart, redefines the relationship between
the two parties, and makes for a renewed interest in serving others.
Someone once said there are no new ideas, just recycled old ideas. I think
they were listening to the radio at the time, hearing many recycled songs that
were popular 20 and 30 years ago, now making a comeback. Helpsman is a fresh,
new idea.
I have built much of my career in the profession of selling. I devote all my
time now, training sales people, teaching them new ideas, new habits, and ways
to become more effective and efficient in their chosen field. Helpsman is a
new idea that can enhance your career.
There are 4 qualities of a Helpsman:
1. A Helpsman helps people think. This might seem elementary, yet we often
rush so quickly into our sales pitch or presentation that we forget to ask
good open ended questions. Our questioning should help our prospect and client
think. Think about why they are talking to us. Think about the problem they
may have. Think about identifying what that problem is. We then help them
develop that problem into something that has an impact, ramification, or
effect. We as helpsmen help our customers think beyond the problem or the
pain, and into the future. A future where they see them using new tools, new
ideas, or new products to achieve their goals and objectives.
2. A Helpsman helps people decide. Once you have identified a problem,
challenge, desire, or opportunity, you have the responsibility, as a helpsman,
to help your customer decide the proper course of action. Naturally, that
course of action includes your product or service. Yet, if you are doing your
job as a helpsman correctly, perhaps the logical thing is to recommend a
different solution that does not include your product or service. You are
still acting as a helpsman.
3. A Helpsman helps people imagine. That's right. Imagine what it would be
like when.....Imagine what the impact of ____________________ would be to your
employees. Image how must faster you could retire with ___________ investment.
You, as a helpsman, have to paint vivid pictures in the mind of your prospect
and client about the solution to their challenge. Here is an example,
"Imagine having a sales trainer that custom develops your training,
invests in understanding the subtle changes in your sales force, and provides
value before, during, and after the training via automated email training
snippets." It is my job to create the vivid picture and the outcome of
using my product or service.
4. A Helpsman helps people win. People do things for their benefit not yours.
Once you understand this, you'll know that a helpsman seeks ways to help their
clients win. As a helpsman, you need to dig deeper into the world of your
prospect or client so you know what that win is for them. Once understood, you
begin to act on their interest to make their decision a WIN for them. Here is
an example: While working with a smaller association, trying to secure a sales
training contract, I knew the win for the executive director, would be an
awesome turnout and content packed training. This outcome would position the
executive director as a leader in their state association and in the nation.
My goal as a helpsman was to insure a victory for this person, so they would
enhance their career.
What will it take for you to change from being a salesman to a helpsman? How
can I help you in this process? My goal has always been to enhance performance
with motivational coaching. Becoming a helpsman is just one of the ways that
can be done!
On
the Lighter Side
Ever wonder...
Why didn't Noah swat those two mosquitoes?
Why do they sterilize the needle for lethal injections?
You know that indestructible black box that is used on airplanes? Why don't
they make the whole plane out of that stuff?
Why don't sheep shrink when it rains?
Why are they called apartments when they are all stuck together?
If flying is so safe, why do they call the airport the terminal?
Family
Matters
In the next few issues, I will share with you some basic principles of
parenting that come from McDowell and Day's "How to be a Hero to your
Kids". This month you will get an overview. Then, in each of the next six
issues, you will get details on one of the six ingredients of effective
parenting.
Their recipe for strengthening the relationship with your kids has six
ingredients. They must be used in the correct order. They build on each other.
Acceptance
Acceptance is the absolute foundation of a good relationship with your
children. The ideal to aim for is unconditional acceptance - communicating
your love in such a way that your children know, no matter what they might do
or say, no matter how badly they fail or foul things up, that Mom and Dad love
them anyway. When children feel accepted, they feel secure.
Appreciation
Accepting your child builds his or her self-worth and sense of security.
Appreciation adds a sense of significance, the idea that, "Hey I'm
important! Mom and Dad like to have me around - they're proud of me!" To
practice appreciation, become a good finder. Look for opportunities to
sincerely praise, compliment, and encourage your kids.
Affection
Children who grow up without affection are more apt to get involved in
pre-marital sex as teenagers. They are looking for the love they never felt
they got when they were small. Children can't get too much affection.
Physically, you should touch them with plenty of hugs, kisses, shoulder pats,
and back rubs. Verbally, you should tell them you love them.
Availability
How can you show acceptance, appreciation, and affection if you are not
around? While quality time is good, there is no substitute for quantity time.
Accountability
Accountability teaches a child obedience, which helps the child develop
self-discipline. Without a good sense of accountability, a child will never
have the self-discipline to deal with authority. Not only does a hero hold his
children accountable and responsible for what they do; a hero is willing to
make himself accountable to his children!
Authority
Authority suggests leadership - and that's what parents are, leaders in their
homes. Authority is about guiding, role-modeling, and setting examples. The
children know the limits, but they also know there is freedom to make good
choices within those limits. Loving authority gives a child a sense of
self-decisiveness, being able to make the right choice about how to act, what
to say, what to do.
Quotes
of the Month
"If no one ever took risks, Michaelangelo would have painted the Sistine
Floor."
-Neil Simon
"When any young student asks me, "Do you think I should be a
dancer?" I always say, "If you have to ask, then the answer is
no."
-Martha Graham
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