It’s NOT Common Core that’s the Problem

I surely can’t speak for the professional educators, or the Governments Dept of Education, or the Governor’s who have enacted “Common Core” …

I am fortunate enough to have grown up on a tomato farm in southern New Jersey in the 50’s and 60’s. My teachers (most of them) taught my father in the same small elementary school I attended (Grade K-5) I graduated from Paulsboro H.S. in Paulsboro, N.J. in the Top 20% (30 of 150) Our Top Students went to Princeton and the University of Pennsylvania I went to the University of South Dakota because my Coach knew the Athletic Director there and they offered me a scholarship (I didn’t know a person in S.D. at the time I boarded a plane to fly there)

My H.S. Chemistry teacher told me I was a good Chemistry student, so I majored in Chemistry. Ultimately I converted to math and because I enlisted into the USMC Platoon Leaders Class (PLC) commissioning program and was accepted into Flight school I took some engineering classes my last two years which is what I would have majored in IF I’d only know then what I knew at the end of college – oh well, such is life.

This picture is a picture of “my tools” then (1964-1968) – I’ll call them – “Old Core” and for us then they were certainly “common”

I had a passion for flying then; I still do today and would continue to do it if they’d let me (“common sense” and “age” preclude such activities at a commercial level today)

PASSION in my mind is the key to success – regardless of your pursuit in life or your station.  I ran across this YouTube clip this week and for my money this young woman – Valentina Lisitsa possesses and demonstrates unsurpassed Passion (please take 7:34 of your day and listen and watch this pianist play Beethoven’s “Appassionata”)

Passion and talent has and will always propel society forward … education’s main purpose in my opinion should be to identify and nurture our children’s passions and talents – the tools we use will certainly advance because those with that passion and talent will see to it. If you think a minute about Valentina’s performance – she was taught, played on a wonderful piano someone developed, and played music written 200 years ago by Beethoven, I call this a “perfect storm” if you will.  Question is – where do these talents, passions and inspirations come from?  I believe from God.  I don’t know everything about every Religion, but I do know every Religion states their God provides all his children talents, spiritual gifts, etc; I’d like to call these things our Genius.  We all have a unique genius and as Dick Richards in his book “Is your genius at work? 4 key questions to ask before your next career move.” Richards writes, “The renaissance of genius has been encouraged by Wayne Dyer in The Power of Intention, James Hillman in The soul’s Code, Deepak Chopra in Seven Spiritual Laws of success, Gary Zukav in Seat of the Soul … Hillman offers – each person bears a uniqueness that asks to be lived and that is already present before it is lived.

We all have these gifts, mine is flying, Valentina’s is piano – what is yours? What is your child’s genius?  This is a better question to ask.

Finally, I believe once we discover our passion, our genius, if you will – we then MUST use it in the best way possible to benefit ourselves, our family, our society and ultimately our world.  Our “Moral Conviction’s” need to abide the naysayers, the temptations of this world and stay true to ourselves and our Genius.

Common Core is NOT the issue … living our lives in harmony with our higher Power’s gifts, talents, passions and genius – that’s the life we should seek with all our heart, mind and soul.

Namaste



HOPE is a four letter word!

Have you ever found yourself working with a prospect for any extended period of time?  All of your interactions have been positive; they appear to like you and by all indications are interested in your ideas. They request a proposal (RFP) and you spend hours creating one. You give them your – unique selling proposition (USP) and they respond with the magic words (be honest now … you’ve heard it before, perhaps many times before!)

“Everything looks great. Let me get back to you in a few days and we can move forward.”

“Boom” (followed with the corresponding fist pump) … “it’s all over but the shout.” Back to the paperwork – you update your sales funnel forecast and then begin that dreaded wait for the “big” call.

A couple of days go by … nothing … a few more days – still no call. You tell yourself “He’s probably busy…no time to become a pest …I’m sure he’ll reach out soon.” Days turn into a week and still – nothing. You finally decide to follow up but are surprised that calls aren’t returned and your texts and emails seem to have been intercepted by the NSA.

Sound familiar?

What went wrong?

How can you prevent this from happening again?

Here’s some practical advice to help you kick the “Hopeium” habit and begin filling your sales funnel with real opportunities!

Start by asking fewer “hopeful” questions. They add little value and make it too easy for your customer to be agreeable. When salesmen “probe” and only look for good news that’s typically what they find. Asking hopeful questions like “Are we still on track to get the contract signed this week?” or “Do you have everything you need?”  These questions might make YOU feel better but they don’t encourage honest feedback from the prospect.

Let’s eliminate “Hopeium” from your approach.  Start by asking questions focused on uncovering the real problems/issues in the prospects mind about the proposal you’ve presented.  Questions like “I sense that this RFP has you nervous, does it?” give the prospect permission to share their concerns (“Yes, I’m still a little nervous”). This way they don’t feel the pressure of having to introduce bad news to you because you’ve already broken that ground for them.

Some of you may be thinking its risky business to introduce negativity, fears, uncertainties or doubts during the selling process.  And odds are pretty good that your funnels are full of stalled opportunities right now – wrapped in nothing but good news. You don’t have a clue as to why the deal isn’t moving forward and you keep “hoping” that something will happen.  It’s time – you need to re-evaluate your approach.

When you ask questions focused on flushing out bad news, one of two things will happen. Your prospect will either validate the bad news (“Yes, I’m still a little nervous about price”) or they will push back and defend their position (“No I’m not nervous about the pricing model, as a matter of fact, this looks like something we can do”) … either reply is good; you’ve encouraged them to share their reality and that’s where sincere opportunities are created.

Your success is a function of how well you discover, probe and resolve your prospects concerns. The critical piece that most reps overlook is creating an environment where it’s safe for buyers to share their uneasiness. If the customer thinks you will resist or balk at bad news, there is a good chance that you’re not going to hear any. At least not until it is too late.

You can build a sales career by knowing how to get customers to say “yes.”  BUT you get to the top by making it easier for them to say “no.”



How’s that “hope and change” … working out for you now???

Just a thought … brought to you by your local Coach.