Here are some more BFO’s from February’s 2015 North American Business Excellence Forum (#BEF2015) and Awards. On the second day of the conference, we were privileged to be entertained, motivated and advised by Jeffrey Gitomer (@gitomer facebook.com/jeffreygitomer linkedin.com/in/jeffreygitomer) a well known speaker, blogger, author and trainer focused on sales. His style is rapid fire; I could barely keep up with him with my notes. Nevertheless, here are some of my top Gitomer BFO’s :
- Gitomer Rule #1 – Make the prospect laugh and think within the first minute, or you’ll spend the rest of your time trying to recover
- People don’t like to be sold, they like to buy – One of his core lessons
- Tell stories that make you believable, facts and figures are forgotten, stories are TOLD and RETOLD
- Control and engage a conversation by asking questions
- Service after the sale leads to both Reputation and Referrals
- Service response for non-salespeople is more powerful than sales – Everyone is in SALES
- You MUST be perceived to be EASY to do business with 7.365
- The biggest barrier to sales is fear of consequences
- Become known as a person and business of value.
And many, many more. I strongly suggest that you subscribe to Gitomer’s Sales Caffeine newsletter (www.salescaffeine.com) for further insight into sales and selling.
Brad Sugars, Founder and Chairman of ActionCOACH returned to the stage and spoke about some of the basic concepts that are the foundation of ActionCOACH. Here are some of my BFO’s from Brad, in no particular order:
- The ActionCOACH Formula for Change – (D x V) + F > R
- Dissatisfaction (with the current situation)
- Vision (what will be after the change)
- First Steps (make them easy)
- Resistance (to the change)
- BE x DO = HAVE – Ever wonder why most multi-million dollar lottery winners become worse off financially than they were before they won the millions within a shockingly short time? The answer is they didn’t have the BEing of a millionaire and therefore didn’t DO what millionaires do and therefore didn’t truly HAVE the millions. You must BE whatever you need to be in order to truly and continually achieve your goals.
- Living your life above the line of choice
- Above the line is Ownership, Accountability and Responsibility – have an OAR to steer your life
- Below the line is Blame, Excuses and Denial – you might as well stay in bed
- Watch of for the Taps on your Shoulder – Because problems that are unaddressed just get bigger as time passes, you need to tune into the early warnings, the “taps on your shoulder” before you get smacked with a a 2×4, or worse hit by a Mack truck further down the road of life
- If you build a business to be replicable (even if you have no plans to replicate) it will be stronger and more valuable – Propels you toward the ActionCOACH definition of a successful business A Commercial Profitable Enterprise That Works Without You
- If it is being done, it can be done, and therefore You/I Can Do It! – A great attitude to have in life
- Determine what is the highest and best use of your time, and adhere to it
Two more very important BFO’s from Brad Sugars:
- When you believe in your mission, you have a moral and ethical obligation to follow it
- Knowledge is not the problem, it is lack of ACTION
Finally, every speaker who presented at the BEF said the following in one way or another:
Schedule Time To Think
– Those who think govern those who labor
Last month I attended the 2015 North American Business Excellence Forum (#BEF2015) and Awards. I am proud that my client, the Winthrop University Hospital Department of Pediatrics won the 2015 Best Not-For-Profit Business Excellence Award for the combination of their STAR Program for children with special needs, their DOWN program for children with Down Syndrome and their Hempstead Pediatrics practice. In addition, The Cancer Center for Kids, Winthrop Women’s Wellness, and Women’s Contemporary Care Associates – Maternal Fetal Medicine were all finalists in more than one award category.
This year’s forum had some amazing keynote speakers whose presentations yielded many Blinding Flashes of the Obvious (BFOs). The following are some of the BFOs that struck a chord with me. I am sure that some of these will have a similar affect on you. If I am correct in that assumption, please join the conversation and add your comments to this post.
Our first speaker was Jonathan MacDonald (www.jonathanmacdonald.com @jmacdonald), a well known international speaker on perpetual change & how to think differently about the future of business, society & technology. Here goes:
- Beat competitors by solving problems faster and/or better than them – simple and straight to the point
- Establish a balance between rapid growth and tuning – sometimes growth needs to be briefly slowed down in order to fine tune operations in order to continue to consistently deliver.
- The concept of Phase Shifting – why some companies always seem to introduce new, very cool, innovative products. To state this as simply as possible, a company’s first product may be a phase or step along their journey toward their true goal. They continually solve the increasing difficulties while adding more value with each step. Think how the USA was able to land a man on the moon. Or, is the Apple watch the end game or a phase?
- The ideal members of your team are those who have the will to succeed – you can train everything except will.
Our next speaker was Brad Sugars – Founder and Chairman of ActionCOACH. Brad spoke about the 9 Potholes On The Road To Success:
- Pothole #1 – Superhero Complex
- Kills more businesses than any other pothole
- Learn the art and science of DELEGATION
- Pothole #2 – Scarcity Thinking
- Move away from Limitations / Lack mindset
- Move toward how Big is the market or how Big SHOULD my business be to accomplish my mission?
- Pothole #3 – Doubters
- They are all around you, learn to filter
- Pothole #4 – Bad Decisions
- Learn and move on
- Always Test & Measure to limit possible damage
- Pothole #5 – Out of Your Depth
- Learn to Earn
- Build a great team and delegate
- Pothole #6 – FEAR
- False Expectations Appearing Real – Collect the facts to eliminate the False
- Failure Expected And Realized – Move beyond your self-fulfilling prophecies
- Face Everything And Rise
- Pothole #7 – Short Term Thinking
- Plan / Execute / Measure / Review / Plan / Etc.
- Phase Shift
- Pothole #8 – Overwhelm
- Break the Overwhelm cycle by taking action – one step at a time
- Pothole #9 – Self Sabotage
- Have a good look at yourself in the mirror
To be continued.
“The function of leadership is to produce more leaders, not more followers.”
Which, of course leads to the question you should be asking yourself; Am I, and the systems in my business, division or area of responsibility focused on developing leaders? If not, why not?
Great, effective and admired leaders will tell you that one of the most gratifying aspects of leadership is developing and mentoring leaders. Don’t know how to begin? Two good places to start are The 5 Levels of Leadership: Proven Steps to Maximize Your Potential
by John C. Maxwell, and Instant Systems
by Bradley Sugars, the founder of ActionCOACH. After you read, talk with your mentor, advisor or coach to map out and follow your path to true leadership.