Will Slattery CSP w/ Distinction and Associates Ltd.
# 138 210A-12A Street North T1K 6E1 Lethbridge, AB, Canada

How important is 'Teamwork'? I love this story that Havey MacKay tells: "A salesman is driving on a two-lane country road in a rainstorm and gets stuck in a ditch. He asks a farmer for help. The farmer hitches up Elmo, his blind mule, to the salesman's car and hollers out, "Pull, Sam, pull!" Nothing happens. He then tells, "Pull, Bessie, pull!" Still nothing happens. "Pull, Jackson, pull!" Still nothing. Finally he hollers, "Pull, Elmo, pull!" And Elmo rips the car right out of the ditch. The salesman is confused and says, "I don't understand. Why did you have to call out all those names?" The farmer states, "Look, if he didn't think he had help, he wouldn't ever try!"

Common reality and debate, which is more important 'People or Profits? This debate has been around for centuries. The most interesting aspect of this debate lies in which gathers long term stability over short term stability. Companies that focus more on its people than profit find in the long run they tend to be more successful than those companies that put all their focus on making a profit for a stronger bottom line today. So which is it, Profit or People? I have spent the past 20 plus years Coaching and Training across Canada, in businesses and remotely, my observation has been that companies that tend to focus more on their people tend to have much less turnover and more sustainable profit than those that tend to focus on Profits first. People mater, happy employees generate loyal customers which leads to more sustainable profits.

Sales Language; Average Sales People are eager to tell their story, "Our (product) will revelationize your (blank)." "Our (service) will make you more profitable." They maintain their focus on 'Let me tell you'!They want to SELL. A Professional Sales Person is eager to find out your 'WHY' before they share their WHAT and HOW! They maintain their focus on 'How can I be of Assistance', weither you buy or not. They want to help you make an INFORMED decision.

The language of Sales People. "The first meet and greet!" An Average Sales Person will open with their chosen words like; "Hi, how can I help you!" If the Probable Purchaser's response is "Just looking!" the Average Sales Associate will leave them alone, most likely actually forget them. A Professional Sales Persons language is different; " Welcome to ( ), my name us ( ), may I ask what has brought you into our ( ) today? If the response is "Just looking", the Professional will respond by say something like; "Great, may I direct you to save time?" "What may you be interested in?" Professional Sales People utilize language that is of a 'Consultative' nature. They are trying to 'Earn your business ', not 'Sell you something!

I heard this statement this morning; "You do not judge a persons character by the things that are going right, you judge a persons character by the actions and words they use when things are not going good." Powerful statement! "When the going gets tough, the tough get going," but not in a negative way that effects others but in a way that 'LIFTS' others 'UP' to meet the challenges and overcome them! Leadership is about providing 'Strength' to succeed, not 'punishment' for falling short! Great Leaders know this and will employ their efforts for 'good' not to 'destroy'!

The pulse of any organization is determined by 'gathering facts and feelings'. How is this accomplished? Well certainly not by siting in a office and reviewing sales and activity numbers. The 'walk about' is a process that some entrepreneurs utilize to gather actual and visual readings of how their company is doing. Leaders who want to know exactly how their Team is functioning, especially in today's economic situation, they need to actually discover by walking around and tal...king with each Team member and have frank and open, (non- judgemental), conversations. The Disney Corporation has been successful in creating the "Happiest Place on Earth" by utilizing this very same activity, "Walking the Park", and implementing a Training/ Coaching / Mentoring regiment that compliments the needs and creates the desired outcome they want to achieve, success! See more

Some Leaders in today's corporations still utilize the 'autocratic leadership' style that has been left over from the post-World War 11 era. The younger generation today demand a more 'inclusive style' of leadership, they need to feel part of the solution not intimidated as part of the problem. Managers who cling to the 'autocratic ' approach utilize 'physical presure' to make things happen. Whereas 'Leaders' that are more inclined to utilize a 'Inclusive Style' will emplo...y a 'psychological ' remedy to direct things to happen. What becomes evident in the 'autocratic ' approach is it creates conflict and moral issues. In these corporations a 'drifter' culture exists. In the 'Inclusive ' approach a more cohesive 'non-drifter' culture tends to dominate. In simple terms, the 'Autocratic Style' creates a revolving door environment whereas the 'Inclusive Style' creates harmony and longevity. See more