Is There An Easy Method to Offering Suggestions?

Whenever I am presenting an idea or making a recommendation, I'm often uncertain of how it is going to be received. I'm fairly certain that my recommendations are solid. Do you have any suggestions?

Here's something to keep in mind: when you introduce any idea, recommendation, or proposal - the "opening line" can help set the mood for you audience and thus impact the likelihood of acceptance, rejection, "piggy-backing", or the request for further investigation or testing.

For example, here are a few different examples of strategically-placed opening lines to help illustrate the point:

· “Here's how we might want to approach this problem."

· “I would bet my reputation on this approach."

· “After a careful and thorough analysis of the relevant data, the key to solving this problem lays in the following area:"

· “I'm not certain there is any one elegant solution to this problem."

· “Here's what I have seen work very effectively at other organizations."

· “There are a number of effective ways to address this issue."

How confident do you think you would be in accepting the subsequent solution after hearing each of the above opening lines?

Tip: The next time you are planning to suggest, present or recommend something think carefully about that opening line. Be creative and be certain to have your main objective in mind when choosing it. Here is wishing you a fantastic week!

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Regards,

George F. Mancuso

Are you using your greatest strengths, attributes, and qualities in your work?

Are you using your greatest strengths, attributes, and qualities in your work?

If you wanted to become a professional athlete, early on in your quest you would pick the sport to focus your efforts on based on your strengths and attributes. Your speed, agility, physical strength, coordination, size, etc. would all play into your decision and you (or the coach) would pick which position you would be best- suited to play. If you wanted to be successful, you would play strategically to leverage those strengths and attributes.
You are (or desire to be) a professional or executive within management or sales arena. Are you playing to strategically leverage your strengths? Are making the most of your experiences, skills, passions, and abilities?

Tip: Take stock of your strengths and best attributes/qualities. List each of them and ask yourself if you are doing everything you can to leverage them in your practice and life, in general.

Regards,

George F. Mancuso
President
Client Growth Consultants

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How Do I Get My Sales Team Motivated In This Economy?

I am the president of a manufacturing firm that has a national footprint.  We have 12 outside sales men/women, 4 inside sales and/or sales support staff.  Our market share has seriously shrunk.  And taking your advice George, I started checking outside sales activities and true to your speculation, sales expenses were down significantly.  Until I spoke with you, I thought this was good thing but realize it meant our sales people are not traveling within their assigned territories as needed, to achieve enough success to keep our doors open.  We have an all hands meeting at the corporate office in two weeks.  HELP!  How do I get these folks back on track?

There is little doubt this meeting will truly must be a no nonsense father/son/daughter discussion.  There is no short answer(s) but I’m going to try within this newsletter to achieve mostly the highlights and hopefully get your mind stimulated for a plan for the future. 

1.    They must take ownership of their actions.  And not just by nodding their heads in affirmation but verbally and maybe even in writing for tough cases.  You must draw this out from within them.
2.    Do they love what they do or is this just a job and they are marching to a drummer that sees nothing but doom and gloom.  You must draw this out from within them.
3.    Do they have a “Sure Nuf” attitude?  Do they wake up each morning and say to themselves, this is going to be a terrible day?  Because if they do, it will be “sure ‘nuf.”  The opposite mindset must come into play.  You must draw this out from within them.
4.    Life doesn’t offer us a cake walk; it is filled with obstacles and challenges.  Why are they reacting the way that they are?  What happened to positive attitudes?  You must draw this out from within them.
5.    Determine if they are being honest with themselves.  Remind them that they wouldn’t want their spouse, kids, siblings or co-workers to lie to them.  So why lie to yourself?  Are they convinced they are really doing everything humanly possible to succeed?  You must draw this out from within them.
6.    Are ego’s getting in the way of success?  If one or more individuals are having unusual success and are they showing true team spirit and sharing that knowledge for the benefit of all?  You must draw this out from within them.
7.    If the company belonged to any given person on this team and they had check writing authority, ask them what they would do different, full well knowing that each check they write comes from THEIR checking account.
8.    If business isn’t going the way they would like, ask them, “What are they going to do to fix this?”  “What are their plans and goals?” You must draw this out from within them.
9.    When did they stop dreaming of success, achievements and personal gratification from their career paths?  You must draw this out from within them.
10.    And finally ask them the following; “What would they do different if each and every day you got into the passenger side of their car and rode with them each working day?”
11.    And finally, they must believe in you their leader.  And this honesty and sincerity must be drawn out from within you, by you and delivered to all of your teams.

As you can see, the burden has moved directly onto the shoulders of the president of this manufacturing company.  The responsibility is to get his staff, people he has lots of dollars invested in over the years back on track.  Hey we all need a kick in the butt every once in awhile and with this example a whole bunch of butt kicking is in order.  Of course I mean that in a very professional and not condescending or physical way.


Regards,
George Mancuso, President
Client Growth Consultants

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Balance In Our Lives Is Critical For Our Survival

Here is a topic that concerns me about all of us. It’s called BALANCE! I’m referring to the balance of work, family, health, sports, religion and everything else life has to offer us outside of our work. What are your thoughts?  Jesse R., Futures Trader, Florida

About a year ago, the writer of the question above woke up in an ambulance on the way to local Emergency Room with a possible diagnosis of a heart attack.  I am happy to tell you that Jesse did not have a heart attack but an attack of “Stress Level off the Charts.”  That’s known in the medical profession as “SLOTC” syndrome.  No not really, I just made that up but this IS an important story of life.

The writer above felt that he was programmed for stress and fast pace because of the career path he had chosen.  But was he?  Do you believe that you are programmed to handle stress as an every day event?  I am not speaking of “normal” (if there is such a thing) or everyday business or family pressure, but mountains of life threatening stress.

Many of us live in a fast paced environment and it typically can be filled with heavy duty levels of anxiety, traumas and constant worry.  But one thing I have taught myself is how to mentally take care of me.  Sure I still get excited and overflowing with enthusiasm when I make a great sale (or not) or sign a new client (or not) or help a colleague out of a mess, (or not). 

But I have stopped taking it personal and realize my human limitations. In years past, I lived every waking and many times every sleeping moment thinking about business and how to get ahead in the pursuit of personal success.  Today I “pay me” by prioritizing, working a plan and me not allowing anything to stand in the way of my loving family.  And in my humble opinion, paying yourself should always be part of your lifestyle.

Work is critical to our survival for without it, our cash flow shrinks quickly.  However, work has its place just like family, sports, religion etc.  Reflecting only on my life, nothing out ranks family and religion following by work and then all the “fun” stuff.  And speaking from only a personal platform, fun stuff includes sports, personal growth, continued learning and trying to make a difference in someone’s life each and every day I’m on this earth.

Now for me, the fast pace and high stress is typically short lived and replaced with gratification, fulfillment, contentment and an all round great feeling inside.  And that is how I believe that I keep from waking up in the back of an ambulance for an unplanned meeting with the cardiologist or neurosurgeon.


Regards,
George F. Mancuso
President
Client Growth Consultants
Grinnell, Iowa

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What Do You Want To Be When You Are All Grown Up?

Values, Visions and Missions are all important concepts that a sales or management professional should always be cognizant of to best serve themselves, their families, their constituents, their peers, employees and clientele.

I recently had coffee with a friend of mine who is an extremely talented lady.  Not only does she have her doctorate, but she is street smart, logical, dedicated, driven and exceptionally talented manager of people and problem solver.

She has reached a cross roads in her career and just felt she needed to speak with a friend for additional guidance.  And to say the least, I was honored she chose me. 

Her career path had suddenly offered her more than one opportunity with each being somewhat different from each other and she was conflicted.  After listening to her for several minutes, I felt compelled to ask her one simple question;  “What do you want to be when you are all grown up?”  Of course we both kind of laughed, but I chose to purse the question.  “I really mean that” I said.  “What do you want to be when you are all grown up?”

I continued with, “….these career opportunities – are they about the money, the prestige, the power, the personal gratification?  What is your vision for you?”

Exactly like employees, employers want to know what is in it for them.  What are you going to do better for me/us that you didn’t or weren’t able to do at your last career assignment?  What is going to make you feel good about you to ensure a lengthy tenure with me/us?

Vision is like painting a unique picture of what you ultimately want to become.  This is true for an individual or a company.  Vision’s impact should reflect the way you manage and the way you carry yourself through life.

Values are guiding principles, fundamental beliefs and expected behaviors.  Values will provide a cohesive culture that is critical in keeping one on track and supporting the realistic corporate culture of an organization, not to mention oneself.

Your Mission should be the fundamental purpose and inner core of Visions and Values.  If you only focus on the present, it emphasizes what you are at this instant and not what you strive to become.

With all that said, “….what do YOU want become when you are all grown up?”


Regards,
George F. Mancuso, CPC
President
Client Growth Resources

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