Want to sell more? Stop being a wimp! Be a Black Belt!

Business Man Kick 250wSome years ago I attended a sales seminar for martial arts professionals. The presenter was introduced as one of America’s top car sales reps- and they made it a point to tell us he was not a Black Belt.

He looks us in the eyes, hands on hip and says…

“Every one of you started martial arts as a wimp or a blimp!”

Whoa! This guy had some real hutzpah to call out a room full of Black Belts!

The room went silent. Was this the calm before the charge?

We started to look back and forth at one another. Who was he calling a wimp? Who was he calling a blimp?

I turned to my wife, chuckled a little and said- “You know what, this guy is right!”

He was right on two levels. First he wanted to impress on us that everyone sought our services with an agenda. Most people who start a martial arts program are looking for either fitness or personal development. He’d done his homework, most of started the same way.

He also wanted us to know that in the sales process, many of us were still carrying some of our old baggage. When it came to sales, many of us were still wimps!

Big tough black belts afraid to make a sales call. Afraid to pitch value against price instead of caving. Afraid to close even though we, of all people, actually live our lives utilizing the same benefits we share with our customers.

What are we so afraid of?

Click here to find out!!! Read the rest of this article on JenningsWire!

Jim is now a featured blogger on JenningsWire! You’ll find his articles plus posts from America’s leading experts in business, life and personal development…

Half and full-day training sessions for peak performance in business! Sales, customer service, leadership and more...call 800-786-8502 or click here!

Half and full-day training sessions for peak performance in business! Sales, customer service, leadership and more…call 800-786-8502 or CLICK HERE!

 

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More Business Advice from Black Belts: Asakura Soteki

Samurai Bow SmallIn the spirit of full disclosure, Asakura Soteki lived long before there was any notion of the Black Belt. Soteki was Samurai- the legendary class of ancient Japanese warriors.

Soteki was a warrior until his death in 1555 at age 79- not a bad run even by today’s standards! Like many Samurai, he also fancied himself something of a poet and his words of wisdom survive to this day.

Here are some of Soteki’s best thoughts- at least those I think apply best to business and real life today…

“A master will incur the punishment inflicted on his retainers, and his retainers will incur that inflicted on their master. Master and retainer together should not be negligent.”

Shouldn’t we carve those words above the door of every Wall Street investment bank and on the dome of the U.S. Capital?

One more for D.C. might be…

“A master should not unreasonably make requests for the possession of his retainers…”

Here’s one for the HR folks to consider- or anyone charged with hiring and managing employees:

“A man who would have a gardener do a carpenter’s job, or a carpenter do a gardener’s job, is no judge of men and is highly incompetent.

“No matter how bright a person is, he will have his strong and weak points. If one will comply with men’s various abilities and use them appropriately, all matters will be assigned correctly and the master will be without trouble.”

Ummm…

Finally, my favorite bit of philosophy from Soteki has to do with perseverance.

It seems to me that the people who are most successful are not people who have never faced adversity or failure, but are those people who learn how to transform defeat into even greater victories.

Soteki wrote:

“A general of great merit should be said to be a man who has met with at least one great defeat.”

Thank you Soteki Sensei for helping me feel better about my own defeats! I’m feeling quite meritorious about now!

Quotations from: Ideals of the Samurai: Writings of Japanese Warriors, translation by William Scott Wilson

Ideals of the Samurai Cover

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Black Belt Leadership: Trust and Compassion

Four business executives having meeting in boardroomAccording to a new report by Chad Brooks in the FOXBusiness.com Small Business Center:

“While they may be charged with leading their companies, business executives still have plenty of room for improvement when it comes to their leadership skills, a new study finds.

“Research from communications firm Ketchum revealed that just 34 percent of consumers worldwide view business chiefs as effective leaders and only 35 percent believe they are effective communicators.”

It’s interesting to point out that the title of this article was “Employees More Trusted Than Managers.”

Leadership should not be restricted to the top brass, but those at the top should certainly demonstrate the qualities of effective leadership. A leader is someone with the ability to attract willing followers- and perception of trust plays a big part in that ability.

In THINK Like a BLACK BELT I shared 3 essential qualities of Leadership:

  • Courage
  • Compassion
  • Wisdom

Let’s focus on compassion…

From THINK Like a BLACK BELT:

“Compassion is the selfless quality of concern for others. Without compassion, the leader becomes a dictator.

“As a leader, power is your ability to act effectively to help others realize true success and happiness. The greatest leaders have always placed their concerns for the welfare of others in equal, if not superior priority, to their own benefit.

“The dictator crosses the line to where his own benefits outweigh those of the people who trust and follow him.”

To be effective, a leader must be perceived as placing the needs of followers as a top priority.

Granted, it’s not always easy to preserve this perception, especially when tough decisions have to be made. And- it’s not always fair to paint a leader as lacking compassion because he or she has to execute those tough decisions.

However…

Perception is not usually based on an isolated event, unless the leader is disconnected from followers. That’s why the study Brooks cites shows a correlation between lack of communication skill and effective leadership.

Communication is a key expression of caring and compassion. If you care, and you want people to know you care- you’ve got to let them know. More important, they’ve got to know you’re listening- to their needs, concerns and desires.

Compassion is important internally, and externally as an expression of your brand.

Back to the article:

“‘In 2012, we found that leadership credibility hinged on a combination of open and transparent communication, decisive action and the personal presence of the leader,’ said Rod Cartwright, partner and director of Ketchum’s Global Corporate Practice. ‘With the crisis of leadership and communication continuing to have a direct commercial impact, our 2013 study shows that this formula for establishing meaningful, authentic leadership remains as robust as ever and will only grow in importance over the coming decade.’”

The trust of consumers, employees and peers is earned. Compassion- an expression of sincere caring for the welfare of others, is essential in building that trust.

And that trust is the mark of an effective leader.

Leadership Chapter Excerpt

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SPECIAL REPORT: Workplace Bullying- Why “The Five” are wrong and why you can’t afford to ignore the problem one more minute…and yes- there is a problem!

Several states are proposing legislation to combat bullying in the workplace. The folks on FOX News “The Five” debated the issue- and they completely missed the point…

Greg Gutfeld fired the first volley:

“What a great problem to have in America. Having a workplace bully means that you’re at work- you have a job; that’s a good thing! I think a lot of people would like to have this problem…”


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Seriously?

Workplace bullying is an issue whether you appreciate it or not…a very expensive issue…

…and it’s about to get a lot more expensive…

…especially if your organization does not have a comprehensive policy and training program on workplace respect and civility.

Eric Bolling posed a sensible question that highlights the confusion over this issue:

“How do you define it? …what if I don’t like someone? What- do I have to be nice to them or they’re going to say they’re bullied?”

No-

First of all, bullying, harassment and incivility are three distinct issues. Each contributes to the enormous drain of resources on business, but it’s important to define each clearly to assure the most effective response.

Incivility…

This is where it all starts. Simple rudeness, offensive language, idol gossip and low levels of shunning all belong in under the category of incivility.

This is not usually the level that merits legal action, but incivility does still cost you real money.

Tangible effects include reduced productivity, increased lost days and use of sick time. If nothing else, a culture of incivility and disrespect stifles innovation and creativity- a hidden cost no business can afford in these challenging times.

Bullied woman comfortedIn worst cases, a pervasive culture of incivility causes serious stress that leads to real illness, higher insurance costs and replacement costs as employees leave.

Lao Tzu said, “Do the difficult things while they are easy and do the great things while they are small.”

Installing a clear Respect Policy and handling the issue in this phase can literally save you millions- because millions is what you pay when disrespect escalates to the next level…

Bullying…

Unchecked, constant incivility can easily rise to the level of bullying. In fact, the generally accepted definition of bullying implies a consistent pattern of sustained behavior.

When the commentators on The Five worry about a lawsuit rising from every rude comment, they show that they simply don’t understand the real issue- and unfortunately, many business people don’t either.

An isolated rude or offensive comment is an example of incivility, but is not in itself an example of bullying or harassment.

One of the most comprehensive and useful definitions of workplace bullying comes from the UK’s Amicus MSF trade union as published by BullyOnline.org:

“Persistent, offensive, abusive, intimidating or insulting behavior, abuse of power or unfair penal sanctions which makes the recipient feel upset, threatened, humiliated or vulnerable, which undermines their self-confidence and which may cause them to suffer stress.”

Address the components of persistent abusive behavior and abuse of power and you all but eliminate the bullying problem.

You certainly don’t want to fire people for minor acts of incivility- but when someone becomes a bully, even a high producer- it’s time to chop some heads. When the boss abuses power- you’re heading for court.

A bully can reduce the productivity of a target by 50%- if the target chooses to stay in your employ. Productivity for other people in the area where bullying occurs can drop as much as 38%.

Getting expensive enough yet?

And that’s before we factor in legal costs if the employee decides to take action- and you don’t necessarily need new legislation for that to happen.

Think it’s not a problem in your company?

InsuranceJournal.com reports that “Half the employers in a 2011 survey by the management association reported incidents of bullying in their workplace, and about a fourth of human resource professionals themselves said they had been bullied.”

Do you want to install a Respect Policy and training program now, or face the possibility of litigation later on?

More important, do you want to nip incivility and bullying in the bud? Or- are you willing to take a chance on the behavior rising to the next and most damaging level…

Harrassment…

This is the $95 million level…

That’s the current record for a judgement on a single harassment action. If you Ashley Alfond Harassment 275wreally want to scare yourself at this point, read “95 million reasons why you MUST offer Respect Training in the workplace.” In that article I share all the tragic details of Ashley Alfond vs. Aaron’s Sales, now a landmark case.

Harassment has traditionally been thought of in terms of sexual aggression. Proposed new legislation broadens the scope of harassment complaints to include persistent incivility and bullying.

Again from InsuranceJournal.com:

“‘I believe this is the new claim that employers will deal with. This will replace sexual harassment,’ said Sharon Parella, a management-side employment lawyer in New York. ‘People who oppose it say these laws will force people to be polite at work. But you can no longer go to work and act like a beast and get away with it.’”

And if you allow people in your organization to act like beasts, well- you’re going to end up paying for it.

The Black Belt Perspective…

Life is tough- and if you’re going to make it, you’ve got to be tough too.

You certainly aren’t doing yourself or anyone else any good if you develop a reputation for over-sensitivity. You don’t want to be filing complaints every time someone snaps at you- especially in the heat of battle or if you genuinely asked for it!

However…

We’re not talking about childish schoolyard antics here. Act professionally. Your job does not include making other people’s lives miserable.

For most people, work is not optional. There is a built-in disparity of power and authority in the workplace that can exacerbate the problem of bad behavior on the job.

There is no reason to tolerate incivility at any level in the workplace.

When I’m training front-line employees in Workplace Respect, part of the discussion is focused on simply not accepting the role of victim. Part of the responsibility of the employee is to report incivility.

Standing up to genuine incivility, bullying and harassment in the workplace does not make you a whiner or a coward- it is an act of courage.

As an employer, your part is to encourage employees to identify and report incidents.

When an employee has the courage to address and report bad behavior, they should be treated seriously- they may be saving you millions!

I enjoy The Five- their lively discussions are entertaining and informative. This time they just got it wrong. Workplace bullying is a serious issue.

Dana Perino asked, “Are we trying to legislate away something that is human nature?”

Forget about the coming legislation- act now. Incivility is not the default human condition, but it does grow best in a vacuum.

Install a clear Respect Policy and a comprehensive Respect Training Program. You won’t have to wait to see a real, positive impact on your bottom line and best of all…

…you won’t end up in the courtroom or the headlines!

Black Belt Respect Banner 460w
Don’t wait until you have a problem, or until the problem starts getting expensive!

Increase productivity, creativity and employee loyalty TODAY!

Book Jim Bouchard’s BLACK BELT RESPECT training program for your organization TODAY!

Call 800-786-8502 or click here for more information…

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Want to preserve your self-esteem? Don’t buy dreams! The truth and myths about MLM…

We’re still celebrating National Self-Esteem Month. We moved this article up in our editorial schedule because there are few things more damaging to self-esteem than failing in business- especially if you started that business from a position of desperation or hardship. In tough times, glittering offers to make fast cash by starting your own business can be very tempting. Just make sure you pick your business carefully- be sure the deck is not stacked against you…

Woman with cash money

  • Make money from home!
  • Earn income quickly!
  • It’s more about more than selling…it’s about helping others!
  • Low start-up! High commissions!

Add photos of people standing next to any or all of the following…

  • Yacht
  • Sports car
  • Ski resort
  • Pool
  • Tropical paradise
  • Fake pile of money

…and you’ve got all the ingredients to make your dreams come true…except the 3 most important ingredients in business success:

  • Blood
  • Sweat
  • Tears

You become a Black Belt through hard work, discipline, focus and perseverance.

In martial arts we call this process “Kung Fu.”

In business you can call this process- well you can call it Kung Fu in business too!

No matter what opportunity anyone is trying to sell you, unless you’re willing to invest serious time, energy and effort in your success all you’ve bought is a dream- not a business.

Can you make money at network marketing?

Sure- you can make money in any business. But don’t buy a dream! Buy a good business!

If you want to realize your dreams with your own business, choose a product or service that provides demonstrated value in the market. At the end of the day fruit juice is fruit juice- despite the clinical research you cite to justify charging 10 times the grocery store price because yours is infused with micro-nutrients from some previously undiscovered tropical berry.

Know the odds before the fight…

Robert Fitzpatrick gives fair warning in his appearance on Penn & Teller’s Showtime program Bullshit…

“The documented odds of success (in multi-level marketing) are worse than playing the roulette tables at Las Vegas.”

But he’s a skeptic, right? No doubt he was a disgruntled network marketing failure who just didn’t focus enough time and energy on his business, right?

False ProfitsWell- no.

Fitzpatrick runs a website called PyramidSchemeAlert.org. He’s a noted authority on multi-level marketing and author of False Profits.

And before you start selling your fruit juice to your friends, relatives, neighbors and co-workers, understand that the real money direct sales is is not in direct sales…it’s in getting your friends, relatives, neighbors and co-workers to sign on as reps in your downline.

According to PyramidSchemeAlert.org, 99% of all network marketing consultants/advisors/associates/affiliates/coaches lose money on the retail end.

Now…THINK Like a BLACK BELT!

A Black Belt knows you never win a fight in the ring- you win a fight in the gym. Long ago Sun Tzu taught:

“Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.”

Know what you’re getting into. Know your ground! Know your enemy! Know your SELF!

Do you have the drive, diligence, ambition, discipline, focus and time to make your business work?

I’m not saying all network marketing opportunities are lousy, but plenty of them are. Do everything you can to succeed in your business before you plunk down your membership fee or place your first inventory order. Research any prospective company diligently.

During the research for this post, I was privileged to welcome Robert Fitzpatrick as a guest on THINK Like a BLACK BELT Conversations. Here are some takeaways from that conversation that can help you choose your business opportunity wisely:

  • Be sure there is profit in the retail end of the business
  • Look for opportunities where you have some degree of geographic protection
  • Avoid companies who emphasize recruiting other representatives over retail sales
  • Avoid products that have readily available alternatives at drastically lower prices
  • Be very cautious of high start-up or buy in levels

Preparation, training and awareness keeps a Black Belt from being crushed by an opponent…

…and may keep you from being crushed under a pyramid!

Here’s our THINK Like a BLACK BELT Conversation with Robert Fitzpatrick, author of False Profits and founder of PyramidSchemeAlert.org

Spreecast Promo Robert Fitzpatrick 460w

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