Leaders and Sacrifice

“Leadership is about inspiration-of oneself and of others. Great leadership is about human experiences, not processes. Leadership…is a human activity that comes from the heart and considers the hearts of others.”-
Lance Secretan

Simon Sinel bookIn his new book Leaders Eat Last, Simon Sinek says leaders must sacrifice for their people. They must be willing to put the needs of others before their own needs. It’s a choice: to look after the person on either side of us.

What Leaders Must Sacrifice:

• Micromanaging
Hire good people, trust your people, and check progress when appropriate. Having authority over their work is a key indicator for employee happiness. Give it to them and praise them when they’ve done well. Demonstrate your confidence in them.

• Self-Interest and Ego

Get in the trenches and work with your people at all levels. I read a story about a CEO who had succcessfully grown the business, and while it was doing well, sales had plateaued. He was advised to go down on the factory floor every week and spend time with his people, getting to know them. In six months, his profits took off because his people knew that he cared. They delivered better, faster service and higher quality. People respond when you know you care about them.

• Saving Face at the Expense of Your People
If you don’t back your people up when they are in crisis or conflict with vendors, clients, etc., then you send a very clear message of fear and mistrust. When you say you will support your people in difficult times and then fail to, your employees feel betrayed and abandoned. They will resent you and become cynical and fearful. None of that leads to high performance.

• Looking Good to Stockholders
At Next Jump in NY, CEO Charlie Kim spends significant money developing people- on training programs and mentoring- much to the chagrin of his investors. However, the results proved themselves and delighted stockholders. Many firms in this industry have double digit turnover rates, which can cost millions to replace. (Industry averages 150% of a person’s salary to replace them.) Because of the investment Charlie makes in his people, turnover is low single digit, and the quality of innovation, problem-solving capability, loyalty and engagement at the company have soared.

Keep expanding your capability as a leader! You will inspire others.

 

 

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Sales Tip: Overcome Objections by Leading with Them

Take a Tip from PR Specialists

Fired Up presenterIf you’ve ever watched a scandal unfold, you’ve seen how well or poorly it can be handled.  Most PR professionals believe in breaking an imminent story first, so that they can control the message and lead with the truth.  That’s good advice for sales as well.

If you know there is an obvious question or objection to your product or service,
after you have carefully listened to your prospects needs and concerns, control your message by overcoming any objections up front.  Lead with them, show why they are not true and give real case studies that back up what you say. Be relaxed and confident about any objections, not defensive or reactive.  That’s a position of strength and integrity, which positions you well versus your competition.

Take the time to truly study your competition, know your strengths and weaknesses and anticipate any possible objections. Overcome them with courage and data; it will serve you well.

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The Power of Choice: Stand in Your Power

Say No

There are so many times in our lives when we can choose to be courageous, strong, and live in our integrity, and there are times when some of us do not.
Regardless of peer or political pressure in any situation, you ultimately have yourself and God to be accountable to.  Live in the authentic nature of who you are, make decisions and take actions that resonate with you  and your values, and you will always be able to respect yourself.  There are infinite opportunities to do the right thing and be the best you can be.  Choose wisely.

 

“To win or lose,
To love or hate,
To try or quit,
To risk or withdraw,
To accelerate or hesitate,
To dream or stagnate,
To open or close,
To succeed or fail,
To live or die.
Everyone of these starts with a CHOICE.”
Snowden McFall

 

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Keeping Your Agreements

Make or Break Relationships in Business & at Home

Every notice there are some people you can count on absolutely to keep their word?  If they say they will do something for you, they do it.  If they can’t, they call and tell you why. If you have a meeting with them, they are there, on time, ready with what they promised.  It’s wonderful to do business with them, isn’t it?

And sadly, all too rare.  It’s become commonplace for people to not keep their promises.
Whether large financial institutions, investment firms, or your local telephone service, keeping promises has become a lost art. And that’s a mistake.

Whenever you make a commitment to someone saying you will do something by a certain time, you are making an agreement.  If you don’t keep it, it says volumes about your integrity and reliability.  It means you are not credible.

If you find you cannot honor a commitment, renegotiate it.  Reschedule the meeting, change the date, or explain why you cannot keep your commitment.  People will value you much more when you are a person of your word.  They will know they can trust you, that you are reliable.  And people do business with those they like and trust.