How Can I?

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We have all had to face change in our lives. From the earliest time it seems that change has been an integral part of life and living. Yet how often do we yearn for stability?

Everyone needs a measure of stability and predictability in their lives. It almost seems that we go through a never ending cycle of being confronted by change and the resultant disorder and confusion that comes with it, working like mad to make sense of it and restore some measure of order and predictability and then enjoying a brief respite before the whole thing starts again.

Sounds a little silly, doesn’t it? Yet, just imagine a situation where you knew exactly what was going to happen each and every minute of the day. There were no surprises, no problems to ponder and resolve, no challenges to overcome and nothing new to experience and learn. How would you like that constantly in your life? How would you feel?

BORED

Time would drag on interminably and you would become restless. Just think of the many time we have read of second generation rich kids who are given everything from a very early age and never have to struggle for anything.

How many of them ‘go off the rails’ so to speak. They turn to drink, drugs or even criminality. Why? Because they have no direction. There is nothing to achieve and so have no goals or aspirations. It seems that we humans have a need for direction and focus.

This implies that the current state of affairs is not necessarily ideal and that we must pursue some change in order to grow, develop and evolve.

Here’s a question for you. How do we measure the passage of time? By the amount of change that has occurred. If nothing is happening then time seems to drag. If we are busy doing things then time seems to fly.

Whether we like it or not, it appears that change is an essential ingredient for a full and happy life. In fact, it can be said that change is the only real constant there is in life. I have often said that you cannot master anything you do not understand and you cannot understand anything you are unable to learn.

What is the first step in learning? We must question, we must define and then evaluate the subject. Then we are engaged on the learning philosophy and so gain understanding.

Question 1: What is change?
Answer: Any alteration in time, place or circumstance.

Question 2: What is the best way to analyse change?
Answer: By compartmenting it into the various areas of life. For example:

• Personal
• Family
• Work
• Social
• Society
• World

It can be further compartmentalised into:

• Physical
• Emotional
• Spiritual

Question 3: What is the best way to decide on the impact of change?
Answer:

• Tolerable
• Overwhelming

Question 4: What is the best way to decide on the nature of change?
Answer:

• Positive
• Negative

It seems obvious that, unless you are a hermit and live in a cave on a mountainside you will experience change. That being the case we need to know how to cope with and manage change so that we may benefit and that others may benefit by our actions in response to change. When you stop and think about it, isn’t that the way society and civilisation is supposed to operate?

Let’s go a little further. Everyone needs some sort of focus in their lives. You could call it a goal or purpose; or, more accurately, a goal and a purpose. Now, any goal is a desired state, or circumstance or achievement. That presupposes that you are not “there” yet in terms of reaching that goal. The purpose is the reason why.

Therefore we all must undertake some sort of journey to reach the desired outcome. That then means a change of some sort from our existing circumstances. So, it would be fair to say we all have a journey we undertake as we go through life. It is a necessary function of living.

So, change is an essential part of life. It is through change that we grow and develop. Therefore we could describe our life as:

• We start out
• We experience change
• We learn
• We continue in an altered state towards our destination.

If we perceive our experience as negative we may, if we decide, end up further from where we wish to be than before. That is, we go backwards, we lose confidence and therefore are able to do less. Have you ever given up doing something because you lost confidence? It’s a terrible feeling.

The question is, how do you overcome negative change that threatens to derail your life in some fashion?

Firstly recognise that failure is an event. It is not you, but an experience.

Any experience is an opportunity to learn. How do you learn?

You question.

What questions do you ask?

• What happened?
• What did I want to happen?
• What can I do to accept that what has happened has happened?
• What can I do to change the situation for the better?
• Where do I start?
• Who can I get to help?
• What did I learn from the situation?
• What can I do to make sure I have a positive outcome next time?

Embracing change requires you to adopt a particular set of viewpoints.

• Whilst I may not be able to influence what has happened, I am responsible for my reaction to it.
• If I do not embrace change and do not change and adapt, I will become obsolete.

It has often been said that only the strong survive. In fact, it is those most adaptive to change who persist and win. The dinosaur was amongst the largest and strongest animals on the planet. Where are they now? They couldn’t adapt to climate change and perished. Yet ants have survived since the dawn of time. Why? They adapted.

In a less dramatic way, we must also adapt to whatever changes life throws at us, and continue our journey. If you look at it, we make many journeys in our lives, both personal and professional.

In sales, for example, the methods of selling have evolved and changed over the years. It used to be that a salesperson had to present, present, present and virtually bludgeon the customer into buying.

Not so today. Today we see the emergence of ‘consultative’ or ‘relationship’ selling. It is almost the opposite to present, present, present. Consultative selling recognises that customers are better informed and cannot simply be bullied or bamboozled into buying something. You have to explore what is important to the customer to establish their needs and wants and then try to match our product to those needs and wants.

There is finally a recognition that you cannot make up a person’s mind for them with any permanency and that the way to ongoing success relies on establishing and fostering relationships. A big change from the past sales thinking.

A great example of a sales organisation not adapting to change was a retail chain called Waltons. They had a large team of travelling sales people who would call on homes and present ‘specials’ to the housewives. They would also collect the account payments.

The stores themselves only accounted for about 40% of the revenue. Over the years more and more women went to work and sales decreased due to this social change. Waltons poured more and more time and effort into the travelling sales force and didn’t realise until too late that they had been made redundant by social change that they had not adapted to.

On a personal level you must recognise that your environment is continually changing on every level. Just look at the internet and the phenomenal growth of recent years.

As a sales professional, or in any occupation, you must continually upgrade your skill, knowledge and ability if you want to keep up, must less progress in your life.

You must be prepared to experience change willingly, be prepared to change what you do and continually learn to be successful in life and living. No longer is change simply a sequence of events. It is almost an avalanche as the rate of change increases almost daily.

Be flexible, be willing to learn and experiment. Above all, be willing to experience.

Life is, today, a journey to be experienced, to reset your journey in the light of changed circumstances and to press on to success. Your success will be determined by your willingness to be flexible and determined.

If you look at it, no change is negative. Certainly you will experience losses in life. It is inevitable. But no great achievement has ever been attained without challenges and losses. I don’t subscribe to the word loss.

Whenever life kicks me in the teeth I pick myself up and try to recognise the opportunity to learn that has just presented itself to me. Every experience, positive or negative is an opportunity to learn, to grow and progress. Successful living is about making progress towards your goals.

It is interesting to note that the best way you can achieve your goals is to help someone else achieve theirs. As you give, so shall you receive. That sounds almost like a religious sermon. It isn’t, it’s just an observable fact of life and living.

You expand your sphere of influence to the extent you assist others. You win respect, admiration and you will evolve into a leader.

Embrace change, you may even grow to like it. You will certainly grow and develop as a person as you do.

Tags: ability, achievement, business, challenges, change, focus, manager, predictability, sales, selling, understanding

You’re a competent sales consultant, right?

Given current economic circumstances, your results aren’t too bad, right?

Why bother to put a lot of time and effort into self improvement?

If you believe the pundits, the road to wealth is investment.

If you look at it from the perspective of investing in assets to increase your wealth it starts to look a little different.

Other than a house and a car, the only asset anyone has to produce income is their skills, knowledge and ability that they can offer to someone in return for income.

It is common knowledge that the better the asset the more people will pay for it. It is no different when you consider your skills, knowledge and ability. These are the assets you posses, so the higher the level of your skills, knowledge and abilities the higher price you can receive.

Value is relative. That is value can only be measured when you compare it with something. For example, in the case of a sales consultant their value is measured in terms of the finite results they produce. That is compared to the expected outcomes agreed upon, your KPIs.

Take a moment and reflect on how frequently you exceed your KPIs. Do you consistently exceed them? Or have they become the ceiling of your results?

I do not believe there is an individual on the planet who cannot improve in some aspect of their life. I’d be very interested to meet such a person.

If I am correct then it is logical to assume that each and every sales consultant in the company is capable of significant improvement in performance.

That is not to say that our consultants are not trying, or coasting, not at all.

Recently we had a discussion on expectations and how limiting, or liberating they can be.

Let’s go one step further and look at how you can invest in ourselves to produce a better you.

Think back to the time when mobile telephones were built like bricks. All you could do was either take or make a single call. Look at them today. The range of applications is mind boggling.

It is said the shelf life of a new computer model is about three months before an improved model is on the market. The rate of change in life is constantly accelerating and we need to be growing and expanding just to keep up.

So, investment in your skills, knowledge and abilities is vital if you are to realize your potential and live the successful life you want.

How do you do it?

Let’s look at it from the perspective of your professional life, although the same principles apply to your personal universe.

The very best professionals in any activity have a very thorough grasp of the basics of the activity and they continually revise the basics as well as look for the latest developments in their craft.

I recently sent an email to all consultants offering three e-books on selling skills. I am not surprised at the identity of those who responded.

It is no coincidence that those who responded are already producing good results, in spite of the difficult economic times we are facing.

This ties in completely in the level of expectation we have. If your attitude is, “near enough is good enough” then you have already lost the battle. I cannot emphasize enough that your expectations are what you create for your future. It is rare to exceed what you expect.

Even when you exceed your expectations, how strong is the urge to downplay the results and assign the cause to something other than yourself? “I was just lucky,” “Good fortune,” “It just fell into place.” All these statements go to undermine your strength as they deny the fact that any success is usually the result of YOUR effort, creativity, determination and courage.

Accept credit for what you can, and have achieved. Recognise however, that by tomorrow, today’s success will be history. Continuous effort, creation and action are the only paths to continuing success. To be able to do more you must know more and you can’t know more unless you take every opportunity to learn and develop.

It is human nature to want stability and predictability in our lives. But doing the same old things each and every day will never stretch you and bring about development. It is only when you step into the unknown, open your mind to new experiences, knowledge and viewpoints that you develop.

Unless each week, each day, each moment is a journey to continuous improvement, you will fall behind. It is far easier to be in front of the game than forever trying to catch up.

So, how do you start on the road to continuous improvement? You look at the successful people around you. Ask them what they do and how they do it.

It is a fact that if a successful person does something and you do the same thing, you will be successful. You may not do quite as well as the successful person, but that is only because you haven’t yet got the experience of doing the successful action.

You read books, listen to cds, read industry journals, you listen to your peers. It doesn’t mean that everything you read and hear will necessarily be beneficial, or applicable to your particular circumstance. But constant exposure to new information, viewpoints and experiences will have a cumulative effect and you will become far more professional in every way if you seek to learn.

We are unique individuals, and will put our own spin on whatever we try to do. That will produce a variation in the result and you must be prepared to do something new quite badly at first.

With practice, you will improve and, if you persist, learning from every mistake, you will master any skill, knowledge or ability.

• Ask questions.
• Read books.
• Observe successful people.
• Be prepared to try.
• Persist and you will succeed.

Tags: ability, attitude, cause, change, experience, focus, knowledge, mastery, personal-development

Have you ever wondered why it is that you find some activities easy to do and you have great skill in that area? Conversely, have you ever been frustrated at being weak at some things. Not seeming to ‘get it’ and failing or not performing well?

Why is it that some people are skillful in some areas and apparently ‘stupid’ in others?

It’s all to do with the fact that we are unique individuals and we all have skills somewhere. What determines our natural ability includes our experiences and the decisions we make about them.

Here’s an interesting observation. Have you noticed you seem to like those activities that you are good at and tend to avoid those you do not like? Those activities you do not like are, co-incidentally those you have less competence at.

Whether you like something because you are good at it or are good at it because you like it is not important. What is important is to recognize that the relationship exists.

If you think of something you are really good at you will find you tend to feel a certain way. Think for a moment and recreate the way you feel. What is the feeling like?

Observe your level of confidence about the activity? Yes, that’s right, you have a high level of certainty. What is that certainty based on? It’s based on previous successful actions.

When you do something successfully what were you thinking at the time? It varies according to the individual and the activity, but be assured, you will find that your were learning or realizing something as you went along.

The main reason we have a low level of ability in any area is that, firstly, we have in place a negative decision regarding the likelihood of success. This negative decision is the result of past negative experience.

The end result of past failure is often confusion and confusion is the result of unknowns. In other words there is something to learn that you did not learn.

Skill in any area of life operates on a gradient scale. The more you know the more you can do, the less you know the greater the difficulty and so your application of the skill suffers.

What is the answer? How can you get over the negatives that face you? The answer is quite simple. If you are having difficulty in an area of your life and you feel negative or unsure of whether you can succeed, recognize that you simply have a learning opportunity.

THERE IS SOMETHING TO KNOW YOU DON’T CURRENTLY KNOW. – THAT’S ALL THAT IS PREVENTING YOU FROM SUCCESS.

So, how do you address this? Whenever you need to learn you must:

ASK QUESTIONS

Go to someone who is successful in the area you are struggling with and ask them how they do it.

So many of us are unwilling to say, “I don’t know.” Please recognize that until you do you cannot progress in improving your skill, knowledge or ability.

The only thing standing in your way of improving your ability is you.

The pathway to increasing your ability in any area is as follows.

OBSERVE

Look realistically at the results of your actions.

BE HONEST WITH YOURSELF

The only one you will fool is yourself.

BE PREPARED TO ADMIT YOU DON’T KNOW

The first step to understanding is this recognition.

ASK QUESTIONS

Be prepared to learn from others.

TRY A DIFFERENT WAY

Try things and be prepared to fail. When you do, try something else until you find what works for you.

RECOGNISE THAT FAILURE IS AN EVENT –
IT IS NOT YOU

Failure is simply the opportunity to do things better next time

ABOVE ALL – PERSIST

The difference between a champion and an also ran is that the champion never gives up.

NEVER, NEVER, NEVER GIVE UP

Tags: ability, certainty, communicate, experience, focus, How Can I, knowledge, mastery, personal-development, success, understanding, win

Recession?

Over the last week there have been a number of economic indicators that have flown in the face of all the doom and gloom that has been suffocating us of late.

Unemployment had been expected to soar last month. What happened? It dropped in almost every state of Australia. We have been running at a trade surplus for February and March.

Housing approvals are up. Retail sales are up.
Economists are calling the results “rogue figures.” In English that simply means the outcomes are different to their opinions and so must be wrong in some way.

Last week we looked at perception and reality. In the case above, the estimates of the ‘economists’ are perceptions and the outcomes are reality.

When you have a recession you expect housing demand to drop, unemployment to soar, overseas trade to run at a deficit and retail spending to plunge.

In Forbes magazine, one of the most respected financial publications in the US, there was an article this week with the headline “The Recession is over.”

As in Australia, they pointed to a number of economic indicators that had ‘turned around’ and signs of the beginnings of a return of confidence and economic activity were evident.

That is not to say there will not be difficult times ahead and that we can now relax and we will see a return of the ‘good old days.”

What it does mean is that we are picking ourselves up, in spite of the doomsday predictors and the future is looking more positive than for some time.

Perception is a powerful force and we can put it to work for us all. How do we do that?

Let me tell you something interesting. The more agreement there is in terms of perception the greater chance it will become reality.

Therefore, what we can do is see all the positives in the services we offer and gain client’s agreement on those positives.

Did you know that every dollar that is spent in the economy can mean up to twenty dollars of wealth creation?

It’s called the accelerator effect. Here’s how it works.
You buy something for ten dollars
The seller makes one dollar profit
The nine dollars goes into wages, inventory costs etc
The worker buys food with his share of the nine dollars, say five dollars
The company buys more stock, say three dollars
The government gets one dollar in tax

Each of the recipients of money then spends it with similar outcomes. In our restricted example ten dollars becomes twenty dollars and that’s just the start of the process.

So, the confidence to spend one dollar is where it all starts. How a recession comes about is simply the unwillingness to spend, which shrinks the level of economic activity and so it goes.

The single most important driver of economic activity is CONFIDENCE.

Another way of saying confidence is certainty. Certainty comes from what you perceive; in other words, PERCEPTION.

Get enough people agreeing on something and it becomes REALITY.

Reality is a solid, concrete outcome.

So,

BE POSITIVE

GAIN AGREEMENT ON POSITIVES

INCREASE YOU CLIENT’S CERTAINTY BY BEING CERTAIN YOURSELF.

Remember, you get what you focus on.

Focus on avoiding failure and you will create failure.

Focus on finding ways to increase the positives in your life and you will prosper.

Tags: business, certainty, doom and gloom, economic indicators, experience, focus, lesson, live, sales, wealth creation

Not buying

One of the most misunderstood and feared aspects of life is rejection. No one wants to be rejected. It feels terrible. It feels like failure. It feels as if we are being judged as not good enough.

Think back to a time when you were rejected. Was it a positive time in your life? The answer is no. Rejection implies that we are a failure, particularly if we really wanted to be part of whatever we were reaching for. To be rejected is so closely related in our minds to failure that we will do almost anything to avoid it.

Therein lies the problem. Whenever you try to avoid a negative you first attract it in order to know what to avoid. This is a self-defeating action. You will attract and achieve what you focus on. Focus on negatives and you will achieve negatives, always. So, the question remains, how do you deal with rejection so that the outcome is positive?

You focus on the positive. So you need to look at what you really want. That is connection and a good relationship. Rather than trying to avoid rejection you must look at establishing rapport, gaining agreement and good communication.

Almost no one really understands what rejection is. If we are to successfully deal with rejection we must fully understand it. To understand rejection we must define it, we must recognise its origin and the implications of rejection whenever we experience it.

In order to understand anything we must learn and to learn we must question. First question:

What is rejection?

Rejection is:

Non acceptance of a circumstance, communication or person.

Second question:

Why does rejection occur?

The major reasons rejection occurs are, the person rejecting can see no benefit to themselves from the circumstance, communication or person or they see another alternative that is better for them. They either

• Misunderstand
• Regard it as unimportant
• Regard it as not relevant
• Don’t like it or the person
• It is not real to them
• It conflicts with their personal values
• They don’t want it

In summary whatever they are rejecting does not match their needs and wants as they perceive them. In life we focus on satisfying our needs and wants. How do we decide on what our needs and wants are? That’s an interesting question that could take hours to analyse. One useful way to look at it is that we adopt a viewpoint on everything we come in contact with in our lives.

If we are experiencing whatever it is for the first time we must learn about it in order to make sense of it and fit it into our body of knowledge. During the learning process we develop an attitude regarding whatever it is and then we behave consistent with our attitude.

One logical context to look at this is in terms of SURVIVAL. That is, we look at things in terms of benefit or otherwise to our personal survival in the first instance. We then evaluate whatever it is with a broader frame of reference, still using survival as the criteria. Does it benefit the survival of our loved ones, friends, society in general or mankind as a whole? Thus we arrive at a conclusion regarding whether it is a benefit or whether it satisfies our needs and wants.

Having developed an attitude our behaviour develops as a logical outcome of viewpoint and attitude. We will always behave in a manner that promotes our survival and is in line with what we believe to be true, our viewpoint.

Rejection is a two way street. Either you are being rejected or you are rejecting. Now, I have stated earlier that the feeling you get when you are rejected is mainly negative as it represents a loss, or failure.

We need to look at the action of rejection very carefully. In order to really understand rejection we must also look at the corollary of rejection, and that is acceptance. Whenever we make a choice we both accept and reject simultaneously.

We choose to buy a particular item of clothing at a department store. As we choose we also reject those items we examine and fail to buy. Does that make the items not chosen inferior to the item we purchase? No, it simply means we selected one that was most appropriate to our PERCEIVED NEEDS AND WANTS.

It may be that we didn’t like the item not chosen, or that we thought it was inferior to what we did eventually choose. But the important fact remains, we chose according to…

OUR VIEWPOINT

Our viewpoint is simply that which we believe is true for us. In other words, it is our reality. It is not necessarily the same reality that others see, it is just the way we see things.

Every day we are faced with choices we must make. Now, it is not possible to make a choice without rejecting some alternative. It is also not possible to live without making choices. Therefore acceptance and rejection are a natural and essential function of life and living.

Now, in order to establish any connection it is necessary to develop rapport, a relationship of some kind. That means establishing agreement in some fashion. For example, when we first meet someone we, depending on the circumstances, seek to establish a measure of agreement. That is, we share a common reality. If we start out disagreeing it is unlikely either person will accept the other. That means rejection. It is neither bad or good. It simply means an absence of shared reality, or agreement.

If we encounter rejection in our professional lives it doesn’t mean you are a failure. It means you have not yet achieved sufficient agreement to be able to share viewpoints and, ultimately, behaviour.

The question is; what can we do about it?
Let’s look at it logically. I know you have heard it all before and familiarity breeds contempt. Bear with me.

Obviously you have to BE THERE. We all know what that means, but few of us are able to achieve it for more than a few minutes at a time. Why is that?

So many of us are so busy with self talk that we scarcely have time to really look at and listen to the other person. We are busy working out what we are going to say next rather than simply being there and placing all our attention on the other person. It’s as if we are afraid we will forget what we want to, or need to say, so we ‘hold it in our minds’ and wait our opportunity to get it out.

Every time you do that you miss an opportunity to really find out what the other person’s viewpoint really is. So many times we try to impress with our viewpoint before we know the other person’s viewpoint.

Remember, nothing will change in the other person’s universe until their viewpoint changes and it will not change unless they have an opportunity to communicate and look at their viewpoint. It is really all about them.

Just a word on why being almost totally absorbed in the other person reduces rejection and promotes good relationships. It is  your subtext. If you are absorbed in the other person you will physically and emotionally reflect this. You may not necessarily be completely aware of it, but it will happen.

The other person will pick it up and feel good about. In effect you are saying to the other person, “You are the centre of the universe and I am vitally interested in you and what you have to say.” They will feel accepted and important. If they feel that way they are loath to reject you.

In effect you are allowing the other person to be as they are. Another word to describe it is tolerance. As people always look for equilibrium they will tend to reciprocate your attitude and accept you.

Life is a two way street and if you make life pleasant for others, it will come back. This obviously applies to all life, not just your professional duties.

In the present economic times people are facing possible rejection in many aspects of their lives, so any time you reduce that you are doing the other person a favour and enhancing your own chances of having a positive experience, both personally and professionally.

Tags: attention, attitude, attraction, business, making a sale, sales, sales rejection, sales resistance, selling

Alvin is a young man (see Alvin Bahn says thank you Ollie) I have mentored for quite some time. I won’t repeat the story he so eloquently told.
I received a call from him a short time ago. He is in Brisbane and I am based in Sydney. He told me he was moving from the Sales Manager role he had handled so effectively since being appointed two years ago.

He told me he was torn between loyalty and his comittment to the company that had treated him so well. He received an offer from another company to take over as State Manager, a huge step forward. He asked my what my attitude was to him moving.

I told him I was proud of what he had achieved and that he had to be true to his life goals, whatever he decided was good with me.

He took on the new role and I caught up with him in Brisbane the last time I was there. He looked just as I imagined he would. Someone fulfilling his destiny.

It really came home to me just how worthwhile it is to be able to work with people and see them begin to fulfill their potential. I salute Alvin and I am sure he will go a long way.

I love my work.

Live well,

Ollie Lind

It has been some time since I posted anything. I apologise. I have been caught up in a number of projects that are slowly coming to fruition. I have a poetry book coming out soon on my other site, ollielind.com

It has taken a lot of work but, when something is your passion, time is of little importance. I’ll talk a little about passion in a moment. I just want to share with you another project I have been working on that concerns howcani.biz.

In this busy day and age people don’t have the time to devote to setting an hour aside to watch a dvd unless they feel it’s worth the effort. Many prefer their information brief and to the point, in small bites.

To that end I am recording a number of cds on topics that concern everyone. Instead of recording a full hour on a subject I am doing six ten minute takes on various aspects. The time is the same, but you will be able to play just ten minutes while driving to work, or to Macdonalds or whatever.

That way you will be able to gain the information you need to improve your skills, knowledge and abilities in vital areas of your life. I did some test marketing of the concept and everyone I gave the cds to were very enthusiastic.

The cds will be available either to download or purchase and have delivered. The prices will be very affordable because I have a passion to share what I have learnt. Knowledge should be readily available to all, I will release these cds for the lowest prices I can.

Live well,

Ollie Lind

PS Watch this space for news of the first cd in the next week or so.

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Tags: art of public speaking, dynamic public speaking, effective public speaking, for public speaking, free public speaking tips, mastering public speaking, persuasive public speaking, tips for successful public speaking

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