Greatest Motivational Video EVER!

If you haven’t yet watched the original video from the TV show, “Britan’s Got Talent,” this is a must see…for anyone who has a dream.

When this 47 year-old unknown woman named Susan Boyle walks out onto the stage and fulfills her dream right in front of your eyes, it unleashes a spirit within to think, “If she can fulfill her destiny, then maybe, just maybe, there’s much more to be written about my own story as well.”

Whatever you’re doing at this moment, put it aside for six minutes and this video will not only brighten your day, it may change your life. Click here to start.

Life’s Important Lessons

I came across an email on my computer sent to me several years ago by Eileen Kennedy, Assistant to the President while I was selling for NetFrame Systems. Eileen passed away just a few weeks afterward. Definitely worth re-reading!

I’ve learned that the reason I liked my teacher was because she cried when we sang "Silent Night"…Age 6.

I’ve learned that you can’t hide a piece of broccoli in a glass of milk…Age 7.

I’ve learned that when I wave to people in the country, they stop what they are doing and wave back…Age 9.

I’ve learned that just when I get my room the way I like, Mom makes me clean it up…Age 13.

I’ve learned that if you want to cheer yourself up, you should try cheering someone else up…Age 14.

I’ve learned that although it’s hard to admit it, I’m secretly glad my parents are strict with me…Age 15.

I’ve learned that silent company is often more healing than words of  advice…Age 24.

I’ve learned that brushing my child’s hair is one of life’s great pleas ures…Age 26.

I’ve learned that wherever I go, the world’s worst drivers have followed me there…Age 29.

I’ve learned that if someone says unkind things about me, I must live life so that no one believes it…Age 39.

I’ve learned that there are people who love you dearly, but just don’t know how to show it…Age 41.

I’ve learned that you can make someone’s day by simply sending them  a little card…Age 44.

I’ve learned that the greater a person’s sense of guilt, the greater his need to blame others…Age 46.

I’ve learned that children and grandparents are natural allies…Age 47.

I’ve learned that singing "Amazing Grace" can lift my spirits for hours…Age 49.

I’ve learned that motel mattresses are better on the side away from the phone…Age 50.

I’ve learned that you can tell a lot about a man by the way he handles three things: a rainy day, losing a sale; and tangled Christmas tree lights…Age 51.

I’ve learned that keeping a vegetable garden is worth a medicine cabinet full of pills…Age 52.

I’ve learned that regardless of the relationship you had with your parents, you will miss them terribly after they’re gone…Age 53.

I’ve learned that making a living is not the same thing as making a life…Age 58.

I’ve learned that life sometimes does give you a second chance…Age 62.

I’ve learned that you shouldn’t go through life with a catchers mitt on both hands. You need to be able to throw something back…Age 64.

I’ve learned that if you pursue happiness, it will elude you.  But if  you focus on your family, the needs of others, your work, meeting new  people, and doing the very best you can, happiness will find you…Age 65.

I’ve learned that whenever I decide something with kindness, I usually make the right decision…Age 66.

I’ve learned that everyone can use a prayer…Age 72.

I’ve learned that it pays to believe in miracles. I’ve seen several…Age 73.

I’ve learned that even when I have pains, I don’t have to be one…Age 82

I’ve learned that every day you should reach out and touch someone. People love that human touch-holding hands, a warm hug, or just a friendly pat on the back…Age 85.

I’ve learned that I still have a lot to learn…Age 92.

Pass this on to people you care about. Sometimes they just need a little something to make them smile.

Negotiate Like a Dentist

You don’t need to be defensive on price—we already made this point. Very few people buy the product or service that has the absolute lowest price. What they buy is value, seeking the biggest bang for their buck. This includes evaluating their solution alternatives and making the best decision.

The challenge for salespeople is getting prospects to compare products in an equitable way. Selling professional services is a good example. Why would anyone want to pay in excess of a hundred dollars per hour for a good accountant, when they could have their taxes done at the local H&R Block office for $69.95? Likewise, why would it make sense to pay two or three times as much for an experienced software analyst when you can hire a bench technician from a local computer outlet for cheap?

It’s especially difficult to quantify benefits with intangibles. From the prospect’s point of view, is it better to pay less money for a less valuable resource, or to pay more for the appropriate level of expertise? Since customers cannot actually see the intangible (in this case, a service) before it’s delivered, they often struggle with making the best decision. That’s why, when my QBS clients ask me to help their salespeople justify the premiums they charge for a higher level of expertise, I suggest they should negotiate like a dentist. Here’s a cute little parable that illustrates my point.

One day, a dentist is examining a new patient in the chair.

“Hmmm,” the dentist says after reviewing the x-rays.

“What’s wrong?” asks the patient, sensing the dentist’s concern.

“It looks like we need to pull a bum tooth,” the dentist answers.

“Oh no!” the patient grimaces. “How much will that cost?”

“About a hundred dollars,” the dentist responds.

“How bad will it hurt?” the patient moaned.

“Not bad. It only takes a minute,” the dentist replies.

“Wait a second. You’re going to charge me a hundred bucks for something that only takes a minute?” the patient challenges.

“Well…how long would you like it to take?” asks the dentist.

To justify the value of your product or service, sometimes it’s necessary to change the prospect’s perspective. Would you rather pay a little more to have a tooth pulled quickly and painlessly, or some other alternative that is less expensive, but comes with a much higher personal cost?

How’s this for Ironic?

Last summer, I trained the inside sales organizations for one of the largest and most successful telebusiness companies headquartered in Austin, TX.

This company essentially works with Fortune 1000 corporations to expand their sales coverage by outsourcing their telebusiness, customer response center, and outbound lead generation functions. With literally hundreds of in-house salespeople, making thousands of calls every day, the amount of business that this company is able to generate has been wildly impressive (to say the least).

When I arrived on-site in Austin to deliver a Two-Day QBS Methodology Training at their corporate offices, I couldn’t help but notice that there was a sign posted on the glass on their main front door that said: No Soliciting!