The Better Choice

Life is all about choices. The fact is, regardless of the circumstances you were born into better choices result in a better life. 

 

While success is a relative term the most successful people simply made better choices to get there. Your own level of success is clearly impacted by your starting point in life. If you’ve added on to whatever you started with then you’ve experienced at least some measure of success in your life. That is most likely due in part to the choices you’ve made in life. 

 

But here’s a choice many people don’t too often consider…it’s the choice to be better everyday. It’s the conscious choice that says today I will do something to be better than I was yesterday. 

 

What did you do today to better yourself? What are you planning to do tomorrow? What about yesterday? How about the day before that or the day before that? How many days has it been since you could specifically say what action you took, intentionally, to improve one area of your life? 

 

Even if it’s reading one page from a book it can help. Even a 5 minute walk is better than no walk. Skipping that coffee stop on the way to work a couple of days a week could have a significant impact on your overall financial well-being. 

 

Choices that look little can turn out to be huge. 

 

One choice, even a small choice, to take action each day to improve yourself could add up to a gigantically better life and ultimately huge success. 


So start making that choice this very day. It’s the choice I call the better choice because it’s all about being better, even just a little better, today than you were yesterday. When you make that choice today then tomorrow will be better because of it. 

How to Sell More

I’ve been involved in sales training a long time. I’ve been selling even longer than that. I suppose that would be obvious that someone should actually be in sales before they start teaching others how to sell. But it shouldn’t be obvious. There are many people and companies around that offer sales training that have little or no sales experience. What they actually offer is sales theory, not professional selling skills training. 

 

Sometimes they offer “people skills” or “soft skills” but those are very different than actual sales training.

 

My suggestion is that you never accept a single word of advice on how to sell from someone who has never sold. If they have not experienced first hand the incredible high of earning a challenging prospects trust and their business along with it, then they don’t know enough about sales to teach you a thing. 

 

If they have never felt the utter hopelessness of losing a sale they know they should have had then they don’t understand the psychology of professional selling and they should offer training on how to be a fraud instead.

 

So, now that I have that out of my system I have another suggestion if you want to sell more….stop trying so hard to sell. Instead start helping your customers and prospects buy more. 

 

The difference between selling and helping people buy is not just words. When you help people buy rather than trying to sell them something everything changes. Your approach changes. The questions you ask customers change. How you advocate your product or service changes. 

 

How the customer perceives you changes. 

 

Salespeople who sell ask questions to determine if they might be able to convince the customer to buy their product. Salespeople who help customers buy ask questions to see if their product will really help the customer. 

 

Salespeople who sell are prepared to negotiate a price lower than they want. Salespeople who help customers buy know they are far less likely to be asked to negotiate the price. The customer sees the value in the product AND the sales professional representing it. 

 

Salespeople who sell see every question as a potential objection. Salespeople who help customers buy see every objection as an opportunity. 

 

Salespeople who sell work hard for their sales. Salespeople who help customers buy work incredibly hard too yet often feel as if they are hardly working. 

 

Salespeople who sell manage customer transactions. Salespeople who help customers buy manage customer relationships. 

 

Salespeople who sell can make a lot of money. Salespeople who help customers buy make more…and they have a heck of a lot more fun doing it. 

 

If you’re not sure which type of salesperson you are I have a question for you that might help. Can you say, with great specificity, exactly how your product or service helped your last five customers reach one of their goals or objectives?


If you can’t answer that, with specifics, then you might be doing too much selling and not enough helping. Think about that before your next sales call.

The Value of Uncertainty

Most people like to know. They like to know what’s coming next. That like to know what will happen next year. They like to know how every decision will turn out, sometimes even before they make the decision. 

 

Many so called “experts” would have us believe that to succeed we need to remove as much uncertainty from our life as possible. They see uncertainties as leading to a lack of control. They say it adds stress to our lives that we don’t need. 

 

Since they are experts I suppose they are right about all of that. But here’s the thing; without uncertainty there are no possibilities. Possibilities and innovation come directly from uncertainty.

 

We also need some stress in our lives. It’s what causes us to take action. A life with absolutely no stress is a life of immobility. It is a life lived stuck where it’s at with little reason to grow and expand. It is likely a passionless life as well. Not all stress is bad and thinking that it is only adds the kind of stress that is bad for us.

 

As to uncertainty, think of all the things you take for granted that you wouldn’t have if not for uncertainty. 

 

The mere fact that you’re able to read this came from uncertainty. Whether you’re reading this on a computer, a tablet or a smartphone none of those would have ever been invented if the inventors were certain they couldn’t make anything better than a pencil and paper. I’d hazard a big guess that they had no conclusive idea how their inventions would turn out but they put the uncertainty aside and began anyway.

 

Do you suppose Tim Berners-Lee was certain how the whole World Wide Web thing would work out? Do you think he could have imagined its impact on the world? He didn’t let his uncertainty stop him and neither should you.

 

The list could go on forever. Virtually everything that was once thought impossible came about because someone decided to embrace the uncertainty of what could be possible.

 

Certainty is boring. Embrace the unknowns in your life and be excited about the possibilities ahead. Never believe that “good enough” is good enough. Look for “better” in every part of your life. There is something you’re uncertain about in your life and it’s possible that uncertainty could be the thing that makes a difference in the lives of many many people.


Go for it!


The Trouble with Managing People

I write about this topic from time-to-time but it never gets old. People still make this leadership mistake with great regularity.

 

The mistake they make is trying to use their leadership position to manage people. Let me say this yet again: managing people is impossible. People refuse to be managed, they want to be led. 

 

For those of you who refuse to acknowledge the difference between managing and leading I say this: you are doomed to a life of limited leadership. Worse, you have sentenced the people you are supposed to be leading to a life of limited potential.

 

It really is that big of a deal that you understand the very real difference between managing and leading.

 

You manage things. Things like a budget, a building, and a process. You manage things that don’t think, don’t have feelings, don’t have goals and objectives, and don’t care one iota what you think of them. 

 

But people do think, they do have feelings, they (hopefully) have goals and objectives. And they care what you as their leader think of them. That’s why they must be led, not managed.

 

People who feel managed are most always under-performers. Even if they are doing well they would do better if they were led instead of managed. People who feel managed are frequently said to be “problem people” in their workplace. The truth is that they are unlikely to be the actual problem. It’s far more likely that the problem is the person who is supposed to be leading them but is managing them instead. 

 

There are people who would tell you that the difference between managing and leading is pure semantics. But they would be mistaken. The differences are substantial and one of the biggest ones is mindset. Managers can afford to be dispassionate, in fact it’s a strength for managers. Leaders must be passionate. They have to truly care about the people they lead. They have to be as motivated to help their people succeed as they are to succeed themselves. 

 

A management mindset sees people as an asset or as capital to be used. Managers think in terms of “spending time on” their people when their people need help. A leadership mindset sees people as a human being to be nurtured and developed. Leaders think of “investing time with” their people when their people need help. 

 

The difference in outcomes produced by those two mindsets is like night and day. 

 

I know you’re not going to like this but if you have “problem people” in your organization then you need to make certain that you are not the root of the problem. If you’re trying to manage your people then the “problem” with your people is most likely you.


Leaders lead people and managers manage stuff. The best leaders know how…and when, to manage and the best managers know how…and when, to lead. There’s no crime in not being able to do both, you just have to acknowledge it and not try to manage people who need to be led.

 

 

The Best School in the World

Almost every successful person in the world attended this school. I should probably remove that “almost” qualifier and say every successful person. It is a tough school with lessons so difficult they often seem insurmountable. Some people, the less successful types, don’t even have the courage to walk through the virtual doors of this school. 

 

It’s the school known as “The School of Hard Knocks.” Some people call it the school of life.

 

For those of you unfamiliar with this school it isn’t found in a building. It’s not located in any particular place. The school never closes, not even when you want it to. When you’re trying something new or working your butt off to succeed you can find yourself in this “school” with no notice. All of the sudden it just happens!

 

The “classes” taught there can be very challenging but once learned they tend to stay with you forever. They are frequently life changing. They are most often self-taught. The “tests” associated with these classes can leave scars that last a long time. Some of the scars can be seen but many of them are only felt. But the feeling can be incredibly painful. 

 

These lessons cannot be bought, they must be earned. As difficult as they can be I’d encourage anyone to attend “The School of Hard Knocks” because some of life’s best lessons are taught there. It seems as if that Hard Knocks place is the one that shows you how to use all those fancy degrees and formal education you received from the other schools.


Don’t shy away from life’s tough lessons. The stuff you learn in a school with four walls can help you make a living but the stuff you learn outside those walls can help you make a life.


Why Are You Hesitating?

There are many things that can limit a person’s ability to lead. Hesitating when action is required is one of the more common characteristics of weak leadership. 

 

There is rarely a perfect time to act. If you wait for that perfect time when all the stars are aligned and every conceivable obstacle has been removed then it’s likely you’ll never act at all. Sitting still makes it impossible to go anywhere so unless you’re already exactly where you want to be you better do something.

 

Some leaders hesitate because they are afraid of risk. Well here’s the deal…risk is mandatory if success and growth are your goals. The legendary Randy Gage (if he’s not a legend he should be) wrote a book in 2013 called “Risky is the New Safe.” The title pretty much says it all. I highly recommend this book if you’re struggling to take the leap of trying something new. It’s available on Amazon for under 10 bucks but it’s value remains priceless. 

 

The fact is the riskiest thing you can do in almost any situation is nothing. Yet nothing is what way too many people in leadership positions do when action is called for. That’s a direct path to failure.

 

Limited leaders also hesitate because they know that they need help yet they refuse to ask for it. They see acknowledging that they need help as a sign of weakness. Even the biggest most powerful trains sometimes need an extra engine to get going. Perhaps you need a boost too. It’s not a weakness to ask for help, it is in fact a sign of strength. If you need help ask anyone and everyone until you have the help you need to succeed.

 

Many failed leaders procrastinated past their window of opportunity. They may have convinced themselves that they were being patient. They were really hiding in their comfort zones waiting for the opportunity to pass. Their belief is that if you didn’t try then you cannot fail. They didn’t realize that their failure to try was their biggest failure of all. 

 

Patience is the acceptance that things can happen in a different order than you had in mind. When you don’t know what to do next just do the next right thing. The “order” of things will work themselves out if you keep doing the next right thing. 

 

Joseph Addison said “He who hesitates is lost.” He said that in 1713. I’m thinking life moved a little slower back then. Today that phrase might be updated to say, “if you even think about thinking about hesitating you have zero chance to succeed.”


Business and life in general move so fast these days that not only do you lose if you hesitate, you’re not even in the game. 

Stop Waiting and Start Doing

I once changed roles in a company I was working for and I had the opportunity to review the team I was leaving behind with their incoming leader. We talked about the strengths and weaknesses and how he could help each of them to continue to grow. 

When discussing a particular employee I made the comment that this person would do anything you asked them to do to the very best of their ability. That was their strength. Their weakness was that if you didn’t ask them to do anything then nothing is exactly what they would do. Nothing! The person completely lacked initiative. 

That’s a huge challenge for many people in the workplace today. They wait and wait to be told what to do. When they are told what to do they will need explicit instructions on when to start and how to do it. You may tell them to do something every Monday morning for a year but the first Monday morning you fail to tell them to do it do not be surprised when it doesn’t get done. 

There are lots of reasons some people lack initiative.

Some have what’s called Bounded Rationality. That’s a fancy way of saying they can’t even consider doing something they are not told to do. If it is something not entirely within their comfort zone they won’t even consider doing it unless they are explicitly directed to do it. They may not feel especially qualified to do it and unsure where to start. That’s an initiative killer too.

Some people are lazy. They expend the majority of their energy finding ways to NOT accomplish something. But as a leader you should know this: they were not born lazy. Somewhere along the way they lost their motivation and with it their initiative. Perhaps a former boss or teacher told them they would never succeed. Maybe someone told them they didn’t have what it takes to excel. Sadly they may have believed that.

If you have the audacity the call yourself a leader then never give up on someone who may be lazy today. Discover their motivators and help them find their initiative again. That is not a burden for an Authentic Leader, it is a challenge they enthusiastically accept. 

Some people who seem to lack initiative have learned that if they wait long enough to take action that someone, likely you, will come along to rescue them. Their lack of initiative is strategic. 

They know that you or someone else you assign will swoop in to get the work done. In these cases you as a leader are at least party responsible for their lack of initiative. You have taught them that they do not need to be accountable. You deny them the opportunity to learn and grow. You limit their opportunities to learn decision making and correcting mistakes they may have made. 

If they are thinking they cannot succeed you have solidified their thinking. That’s not effective leadership. 

Sometimes too much initiative can actually lead to what appears to be a lack of initiative. When a person says yes to more than they can handle they may become so overburdened that they don’t know where to begin…so they don’t. 

As a leader you must not allow your people to become so weighted down with work that they can’t maintain their forward momentum. When that happens most leaders wonder what happened to their former top performer. What they don’t realize is that what happened to them was inattentive leadership. 

If you’re not yet a leader but you want to be then you must make taking the initiative a habit. If you hope for greater success in the future then stop hoping and start taking the initiative. 

 

Make no mistake about this absolute fact: if you always wait for someone to tell you what to do you can be certain that someone will always be telling you what to do.