When the pressure is on integrity gets tested.

The seas are full of Pirates and temptation is everywhere.

A business must be built on values, ethics and purpose.
Most of all, it must be in the best interests of your customer.

Inevitably, people will fail, buckle and corrupt.
Inevitably some will do the easy thing.
Inevitably they will fail.

The right thing is more often the difficult thing.
The difficult thing always rewards.

Next time you take the easy road ask yourself one long term question;

“Where will this lead?”

The answer will tell you lots (about your own business).

Sales people hate it.
Snarling Receptionists defend against it.
Bosses don’t want to hear about it.
Yet companies need it.

Imagine a beautiful hotel.
Imagine their sublime marketing.
Imagine a beautiful charming Receptionist.
Imagine an even more beautiful smile.
Imagine a cheery welcome.
Imagine a brilliant friendly greeting.

The salesman says, “I am a sales man trying to see your Buyer.”

Imagine the response.

The beautiful hotel turns to a cold clinical mood.
The marketing promise is only for paying guests.
The beautiful charming Receptionist growls and bears her clenched teeth.
The beautiful smile quickly fades.
The welcome disappears.
Friendly is no longer.

Now tell me how your salesman feels?

Better still, tell me what he might say about your hotel when he becomes the customer?

One thing is for sure, he will.

Don’t be.
The gentle soul had fallen foul of an angry client.
The client was a bully and scaremongering his craft.
The gentle soul was terrified when he heard those immortal words;

“I’ll destroy your reputation.”

He wouldn’t.
He couldn’t.
He can’t.

The gentle soul is a good person who works hard to make a humble living.
He is patient, kind and diligent.
Big bully is none of the above.
Gentle soul didn’t see it that way.

You see, your reputation is never in the hands of a bully, it’s in the hands of your own work.
Next time the bully calls, remember his threats just reinforce his own reputation as …… (fill in the blank)

You have some customers that simply drain you.
They consume far more than they provide.

If you do more and go the extra mile, they will …. want more.
Give them something as ‘standard’ it becomes their norm.
Throw in an extra benefit and they whine if it isn’t there next time.

You still need to do more, work harder and go the extra mile.
But not at any cost.
Value yourself, your business and your worth.
Say no and say goodbye.

That way, you can spend all that extra time with the customers who value you, appreciate you and will refer you.

It’s easy for the little guy to be the big shot.
Sometimes a little power goes to a big head.

Tempting to say yes when you really mean no.
Tempting to swagger and sway.
Tempting to enjoy the feeling of power or even control.

Thing is, it doesn’t last.
It damages your brand.
Destroys your credibility.
Shatters your reputation.
And finally weakens your worth.

Next time, if the answer is no, say no.
If the answer is maybe say maybe.
If the answer is yes, say yes.

Next time, remember the impact of short term ego trips.

It’s easy to be an amateur expert.
Easy to roll out a few clichés.
Easy even to look sincere.

‘Spokespeople’ do it all the time.
Watch the News.
They look the part, sound the part and even know the facts.

What’s missing?
The passion.

Look at their eyes, listen to the tone, seek the raw emotion.
Fading a little?

Next time you interview, add in a box called ‘Passion’.

See how they score.
The answer will tell you lots.

The decision to buy from you is not ‘a decision’ it’s two.

Before the appointment there is a decision to give you the appointment.
That decision is based on what you have already said and done.
That also means there is an appetite to buy.

The second decision comes when you are there.
What you do, how you do it, what you say.

If your sales people are not getting appointments they are also failing to make sales.

Isn’t it worth examining how they try to get appointments first?

You shouldn’t.
They validate you.
They create a choice.
A choice creates a market.
A market allows for sales.
Sales lead to profit.

Competition allows you shine.
It allows you strategize, innovate and excel.

Next time your people say “I hate competition”.
Look deeper.

Not really but we often let it slip.

If you really want that job, really really, figure out what you bring.
If you want to work with them ask yourself what you add.

If money is your starting point, don’t be surprised if the answer is ‘no’.
That’s how buyers (in a much more savvy market) will see your worth.

The only way to create something new is to do it differently.
That’s how great brands are born.

If your answer to a customer begins with …. “We have never done that before.”
You have created opportunity and threat.

How you answer will seal your fate.

They are interested because it’s new and that’s why they want you.
If your answer shows fear, fright and someone who is unsure, you will create doubt.

To lead, to pioneer, to trail blaze you must say yes and you must push yourself, your colleagues and your ingenuity.
That’s what successful companies, leaders, problem solvers and pioneers do …. Every day.

Next time remember these words …. “Of course we can.”
Assuming you want to lead and stand out from the crowd.