A short time ago, I received a special gift from somebody that I admire greatly. It was totally unexpected, but I was very grateful for the gesture. Some people just think “give first”, and those people have it figured out. In this case I am certain that it is not a business strategy, rather it is just who he is.
The gentlemen’s name is Bob Burg. I did not ask him for anything; we had just been having dialog about an online purchase I had recently made of one of his audio cds. In return, I got a very unexpected gift. And I LOVE telling the story now.
A couple of weeks back, I spoke to another “giver”, Mr. Paul Castain. Of course, I told the story about what Bob had done for me. Paul’s response,
“Tim, I have heard one thousand of those stories about Bob”.
My only response was “WOW”.
I need to be clear about something. When I use the phrase “give-first mentality”, I don’t mean to give everything away for free. Last time I looked, businesses are developed to drive revenue, but hopefully change lives for the better as well.
The “extract value from people as soon as possible so you can ride off in to the sunset” strategy does not sit well with me. I truly believe if you “give-first”, good things will happen for you.
Don’t kid yourself, those who are paying attention know who the “value extractors” and the “value givers” are. Everyone claims to understand this concept, but do they really?
Here is one of my favourite quotes from Bob Burg:
“All the great fortunes in the world have been created by men and women who had a greater passion for what they were giving – their product, service or idea – than for what they were getting. And many of those great fortunes have been squandered by others who had a greater passion for what they were getting than what they were giving.”
You can check out Bob’s fantastic content (especially his new book “Adversaries Into Allies”) over at:
I watched Jon Bon Jovi on Oprah’s Masterclass TV series a few months ago. I really enjoyed his take on leadership and wanted to share it with you today:
“You have to lead by example. You have to be a good listener. You have to be a good friend. You have to know when to take a punch, and when to give one. Share the spotlight and take the spotlight. Love one another unconditionally, but push each other more than anyone else would.”
Pretty great quote from somebody you probably thought was just a rock star!
Have a great day!
“You miss 100% of the shots that you don’t take” – Wayne Gretzky, ex National Hockey League Super Star.
My sales spin is,
“If you don’t ask, there is no chance that you will get the answer you want”.
Confidence in the sales profession is paramount to success, but does not happen over night. If you are not in sales, please keep reading. This post has merit for whatever you may be “selling” in your personal or professional life. We have all been selling and negotiating from the moment that we could speak as toddlers!
Confidence allows people opportunities in life that they may not experience if they are tentative and uncertain. When people feel good about themselves, are not afraid to ask questions and involve themselves in potentially challenging situations, they will generally like the outcomes.
Do not mistake confidence for arrogance though. I have seen both, and one is very appealing in business and personal interactions. The other… well not so much!
When you combine confidence with most (or all) of the characteristics below in sales and/or life, very cool things can happen!
- Driven to succeed
- Independent worker and thinker
How did I know if somebody would make it in sales?
I have seen a lot of outside sales reps (retail reps too) come and go during my career. It took me a few years to really get a sense of what the signs were if they would succeed. I was quite certain most of the time, after our first couple of meetings.
What typically tipped me off?
- How they carried themselves (do they have a bounce in their step?)
- Dressed neatly (not necessarily the most expensive clothes) and cared about how they looked
- Solid handshake
- Maintained good eye contact
- Engaged well in conversation
- Wanted to learn / Inquisitive
- Enthusiastic / Excitable
- Personable / Outgoing
If you take a moment to digest that list, many of those attributes can be directly related to being confident. Imagine how different that list would be if you did not feel good about yourself and your abilities?
I urge you to start networking with people who are working towards similar goals if you are not already. It has become common knowledge that you start to portray similar characteristics to the 5 people who you are the closest with. Work on feeling more confident in areas of your personal and professional life that you don’t feel as comfortable in as soon as possible.
For me, getting up in front of crowds to speak was frightening for many years due to my stutter, and now there is nothing I would rather do. It was a long road, but I am glad that I am getting closer to where I need to be thanks to a strong support group of family, friends and Toastmasters.
Confidence does not happen over night, and you cannot push a “magic button” to change how you feel about yourself and your abilities. If you don’t try, you will never know what the outcome could have been. Once you “flip the switch” to knowing you will succeed, and not being afraid to fail, you will see positive changes in your life.
Some people just “sound” better on paper!” – Tim Mushey
I was on a webinar once, and after half an hour of the gentlemen saying how great the content was going to be, I thought of this quote.
At least if I was reading it, I could have skipped to the good stuff (if there was any)!
“The true excitement and sense of accomplishment is getting that order. The secret satisfaction is being planned, organized and ready to go to market each and every day” – Tim Mushey
As I was reviewing some notes a while ago, I realized that I had compiled a few personal quotes. I want to share three of my favourites with you this week!
Hope you enjoy it, here is Day 1:
“When you are thrown a fastball in baseball (a good scenario) hit it out of the park. When you are thrown a curveball (some adversity), be patient and don’t swing at it. Take a breath and deal with it. When another fastball comes, hit it out of the park.”
“As you get more experienced with curveballs, you will be able to hit them out of the park too. But when you first see them, they will seem impossible to even make contact with. As you get more experienced, you will be able to succeed, in spite of whatever life and business throws your way.” – Tim Mushey