Posts Tagged selling

In Your Business (or Personal) Life, What is Mindfulness?

Extracts from Quick Guide V: How to Apply Mindfulness to Business.

Front Cover 8.5x5.25

 Mindfulness

Mindfulness means moment-to-moment, non-judgmental awareness. It is cultivated by refining our capacity to pay attention, intentionally, in the present moment, and then sustaining that attention over time as best we can. In the process, we become more in touch with our life as it is unfolding.
Jon Kabat-Zinn

Allow me to add my own business related definition.

Mindfulness is responding in the present moment without reacting through anger, shame, hurt or (the most likely feeling) fear. Instead it’s about having faith-in-self to use your intuition to respond with passion, curiosity to learn, composure, patience, compassion, harmony, and timing to complete whatever is incomplete in your approach to business relationships.


Mindfulness
Approach

If you are mindful of, moment by moment, you…

  • Demonstrate faith-in self, passion, curiosity to learn, composure, patience, and compassion.
  • Avoid both panicking and reacting out of anger, shame, hurt, and fear – instead, under-react.
  • Create harmony and resonance to nurture The Master Mind.

A Master Mind may be created through the bringing together or blending, in a spirit of perfect harmony, of two or more minds. Out of this harmonious blending the chemistry of the mind creates a third mind which be appropriated and used by one or all of the individual minds.
from The Law of Success, Napoleon Hill

  • Complete incompletions (when the future presents them to you and in the past you may have reacted negatively) to time.

Then, with these intentions, actions and qualities you apply…

The Mystique

You will induce everything that’s incomplete in your approach to your business relationship. This is the future’s gift to the present moment. You are given the opportunity to rise above anger, shame, hurt, and fear (borne of the past tense).

When you complete anything in your business approach that is incomplete, it travels into the past and need never return. If you react negatively, i.e. it remains incomplete, it travels into the past before returning to the future – so that you attract the same source of anger, shame, hurt, and fear once again.

The goals of nurturing healthy business relationships may be financial success and kudos but these things are not the purpose.

The real purpose of any relationship, business or otherwise, is the development of self (consciousness) to be the very best at what you do.

When you achieve the above, the goals and purpose become one. You cannot fail because there is no one better and you have no fear of not-success – because…

The Mystique
Genuinely having no fear tells you that not-success no longer exists.

There’s a corollary to this. To release your fear you need to approach not-success. Which is why I encourage you to…

Include not-success as well as success in what you want.

Get it?

Shine on…!
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Paul C Burr
Business/Personal Performance Coach & Author
Facebook:
Beowulf (>16,000 followers)

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The Currency of All Relationships: Truth, Trust and Passion

QG3 BookCoverPreview.do

Shine on…!
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Paul C Burr

Business/Personal Performance Coach & Author

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Top Salespeople in the Future will Forge Truth…

Extract from Quick Guide – How Top Salespeople Sell

Picture courtesy of Electronic Payments Coalition

truth-magnifying-glassThe higher up a corporate customer’s management hierarchy you call, the more uncertainty there is to deal with. At operational levels, you deal with business unit managers who, by and large, are all measured against the same tangible yardsticks of performance.

Once above that level you deal with leaders of change who, by definition, are looking to do things that haven’t been done before. They focus on defining and creating new realities. They are the ‘harbingers’ of tomorrow’s world.

The ‘harbingers’ delve into the unknown. Their task is becoming increasingly difficult because the unknown, aided and abetted by ever increasing changes in technology, is getting larger and darker. There’s much more data about what’s going on but can it be extrapolated with confidence into the future?

There is very little data that accurately measures what the world or business may look like in anything beyond six weeks hence.

I went to series of banking seminars in and around mid 2008. Were there ‘green shoots’ appearing in the economy? Were we in an elongated dip? Were we starting a ‘double dip’? Nobody could predict accurately. Any form of optimism was mooted very cautiously. More data was called for. More analyses were completed. Did they make any of the forecasts more believable? No. Bankers and politician’s couldn’t predict the future with any sense of accuracy. They/we still can’t.

We live with more data, more unknowns and more uncertainty than we ever have because the future happens a lot more quickly than it used to.

The more uncertainty faced, the more we need to put trust in our advisors and ourselves. But trust is not truth.

Trust is the gap between what we know and what we put our faith in.

Here lies the role for, dare I say, a ‘newish’ generation of salespeople. There was a biggish fad a few years ago to develop salespeople to become ‘trusted expert advisors’. My personal experience is that you can count on one hand the number of ‘broad-based industry experts’ in, for example, a global IT sales organisation who know as much about, say, banking as the bankers themselves. And even then you might find you have three or more of your fingers missing.

The new sales role is more than mentoring and different. The relationship with the customer still requires a huge amount of trust but the ‘new salesperson’ doesn’t need to be an industry expert. Instead, they develop the expertise to help explore uncertainty and find answers in the hidden nooks and crannies of the psyche of their customers’ organisation.

By psyche, I mean the intellectual and emotional capabilities of its leaders and workforce. These salespeople don’t have magical answers. Instead, they have magical questions that spark the customers imagination into collaboratively putting together a believable ‘image-in-ions’.

This is about making the sales/customer relationship equation: 1 + 1=3. The sum of the parts is more than each party can bring to the table on their own. But this is a relationship that transcends trust, it’s rooted in truth. There are no hidden agendas.

When you exchange truth with another wholly, you no longer need to trust them. What remains is your trust in yourself.

This is more than being an ‘honest broker’. The salesperson of the future will still bring skills and know-how of their own industry to the table. BUT, the top salesperson will be an intrepid explorer too; capable of guiding clients into the unknown and back again safely. They achieve this by knowing how to find and help release that which holds the client back, namely fear.

Only four things hold us back in life: shame, anger, sadness and fear. When you look inside these negative emotions, you discover they’re all fear. The opposite of truth is falsity. Behind all falsity lies fear.

The top salesperson earns the customer’s trust because they deal in truth, and only truth. Truth drives out falsity which ultimately releases fear. More than trust, truth forges a relationship that can connect to the ‘greater good’ for all involved.

A business world forged by relationships rooted in truth might be a pipe dream. But we have to imagine it before we can create it. As we look back over history and specifically the world economy over last few years, it begs the question, “What sustainable alternative do we have?”

Shine on…!
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Paul C Burr
Author of Quick Guide: How Top Salespeople Sell, Learn to Love and Be Loved in Return, 2012: a twist in the tail and Defrag your Soul

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