How to measure success?
Some use money; others position; some a lack of failure.
I choose to measure success by viewing what would be different if I had not been part of the result.
Years ago I sold the largest project of its kind in Canada. In my defence I was too young and callow to know what I was doing was not 'right' so I was able to secure a positive result. Was I successful? Well, I did not make a ton of money because my Manager discounted the price for his reasons. BUT, I was successful.
In my naiveté I was able to affect a change in the landscape specifications after the Tender closed. Through my efforts the complete look and feel of the project was changed to what I was selling. Since then literally millions of people have enjoyed the results of my labours without even being aware of my contribution. I think that was a success.
Later I was part of helping a Municipality in securing a new piece of Fire Apparatus. Cold calling enabled me to uncover a brand new opportunity and to work with the Chief on setting the specification for the truck. Many bid but only mine met all the requirements and we successfully entered into service protecting a City of 30,000 for almost 25 years. I think that was a success.
Selling software to Primary Care I enabled the providers to improve the quality of their lives and the care they provided. On average that had a positive impact on the lives of 2,000 patients per. I surely view that as a success.
As a Shriner I am part of an organization that runs 22 Hospitals for the treatment of Children with specific health challenges. At $3,000,000 per day it is an enterprise that demands a lot of all Shriners to deliver. However, we are a highly successful organization because crippled, burned, cleft palate and spinal chord injured children have better lives at no cost to their families because of the effort we put in.
So I postulate that success is not measured by what we receive but more so by what our absence means.
Be successful in your life by making sure your contribution benefits others; the dollars will look after themselves.
2012/11/01
2012/10/29
It's been so long and now there needs to be some Value.
Years actually since I've posted here.
What's going on?
Well, I have had a couple of jobs, made some bad decisions and suffered some Corporate whims BUT I'm still here.
Nearly 6 months ago I found myself summarily dismissed mostly because there was, and still is, a shortage of money to run the company. I began to search again however, I was determined this time to go where I would be rewarded for the effort I produce and the person I am.
After not one but several instances where I was the 'First Loser' my confidence was shot and doubts began to surface. It does not help when you are on EI and receive constant messages from the Government telling you re-training is possible and paid for under the Employment Act; wow! I could become an Air Traffic Controller, or a Hair Dresser, or even an EMT.
I'm not focused enough to stare at a screen all shift and would be sorely tempted to mess with people; nothing really dangerous but a wee bit pucker inducing. I am not in touch with my inner woman enough to keep a straight face while doing a blue rinse, and I certainly have dealt with enough pain and suffering in my own life to not want to endure someone else's.
So I sell!
The core of selling has never changed from the first transaction. What has changed is the methods we use to arrive at the destination.
Every day the consumer becomes somewhat better informed. Every day competitors become somewhat more desperate to make sales. Every day there are more challenges to our time than we have time to manage.
How can we as Sellers make it better?
Identify, carefully, what really matters to our customers. Know it is not their job to remember us but ours to be unforgettable to them.
Ask questions and listen; REALLY listen. Make sure you understand their real need and confirm with them, in your own words, to be certain they know you understand. Create VALUE for your customer while becoming unforgettable.
Value is truly subjective..... If I came to you and said I could get you a 75% DISCOUNT on a brand new car, that would have value for you. Wouldn't it?
If I told you the car was a brand new Bentley GT; would there still be the same value?
Yes, I can get you a brand new Bentley GT for only $100,000 which is more than $300,000 from list. That makes it a great value doesn't it?
NO!!!!!!
If you have no need for a Bentley or can't afford to insure or run it then there is no value to you.
My vision of value is not yours nor the customers; so I make certain I know what is of maximum value for them before I even try and offer a solution; IF I have one!
Honesty is your best friend all the time. If you can't provide what they need then tell them up front.
Keep your value and recognition high by getting permission to keep in touch.
Then be sure to send 99 messages (or touches) that have nothing to do with you or your product. Send them information on anything that your questions have determined to be of value to them.
The 1 message you send that is an advertisement will be gratefully received and remembered because the vast percentage of what you have given them is valuable.
Work smarter. Listen harder. Become valuable and I promise you will become unforgettable.
What's going on?
Well, I have had a couple of jobs, made some bad decisions and suffered some Corporate whims BUT I'm still here.
Nearly 6 months ago I found myself summarily dismissed mostly because there was, and still is, a shortage of money to run the company. I began to search again however, I was determined this time to go where I would be rewarded for the effort I produce and the person I am.
After not one but several instances where I was the 'First Loser' my confidence was shot and doubts began to surface. It does not help when you are on EI and receive constant messages from the Government telling you re-training is possible and paid for under the Employment Act; wow! I could become an Air Traffic Controller, or a Hair Dresser, or even an EMT.
I'm not focused enough to stare at a screen all shift and would be sorely tempted to mess with people; nothing really dangerous but a wee bit pucker inducing. I am not in touch with my inner woman enough to keep a straight face while doing a blue rinse, and I certainly have dealt with enough pain and suffering in my own life to not want to endure someone else's.
So I sell!
The core of selling has never changed from the first transaction. What has changed is the methods we use to arrive at the destination.
Every day the consumer becomes somewhat better informed. Every day competitors become somewhat more desperate to make sales. Every day there are more challenges to our time than we have time to manage.
How can we as Sellers make it better?
Identify, carefully, what really matters to our customers. Know it is not their job to remember us but ours to be unforgettable to them.
Ask questions and listen; REALLY listen. Make sure you understand their real need and confirm with them, in your own words, to be certain they know you understand. Create VALUE for your customer while becoming unforgettable.
Value is truly subjective..... If I came to you and said I could get you a 75% DISCOUNT on a brand new car, that would have value for you. Wouldn't it?
If I told you the car was a brand new Bentley GT; would there still be the same value?
Yes, I can get you a brand new Bentley GT for only $100,000 which is more than $300,000 from list. That makes it a great value doesn't it?
NO!!!!!!
If you have no need for a Bentley or can't afford to insure or run it then there is no value to you.
My vision of value is not yours nor the customers; so I make certain I know what is of maximum value for them before I even try and offer a solution; IF I have one!
Honesty is your best friend all the time. If you can't provide what they need then tell them up front.
Keep your value and recognition high by getting permission to keep in touch.
Then be sure to send 99 messages (or touches) that have nothing to do with you or your product. Send them information on anything that your questions have determined to be of value to them.
The 1 message you send that is an advertisement will be gratefully received and remembered because the vast percentage of what you have given them is valuable.
Work smarter. Listen harder. Become valuable and I promise you will become unforgettable.
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