Review Influencer, the Power to Change Anything
I am a big fan of Vital Smarts books, training, and CD’s. Their first book, Crucial Conversations, contains essential skills needed for success working with other people. It was only later in my studies that I realized that Vital Smarts borrowed liberally from the world of non-violent communications studies.
I wasn’t as enthused about the second book, (Crucial Confrontations), but felt it was worthwhile nontheless. I view it as a supplement to Crucial Conversations, which focuses mostly on the having conversations when there is a confrontation at stake.
Well, I’m extremely happy to say that Vital Smarts new book, Influencer – The Power to Change Anything, is not an example of the law of diminishing returns. This book is arguably the best thing coming out of Vital Smarts.
This book is a study of what works in the field of Influence, and borrows from social and positive psychology, management, sociology, and non-violent communications. The folks from Vital Smarts borrow from everybody, but come up with something that is cohesive, unique, and effective.
Mixed in with the data, are numerous examples and case studies that serve not only clarify the content, but make the book an easy read as well.
This book is a must read, (or a must listen to), if you want to understand the tools to make change in your life, your company, and your world. Whether you’re trying to lose weight or reduce disease progression in an impoverished country, Influencer has something for you.
Do Assholes Stink Up Your Day? Then Read On
I went to the book store to get my latest basketful of business CD’s. Almost as a joke, I picked up Robert Sutton’s book, The No Asshole Rule. I’ve worked with difficult people in the past, and hear stories from friends of mine inside and outside the industry about difficult people, including staff, coworkers, spouses, and others. I thought that this would be fun, and as Fat Albert says, “If I wasn’t careful, I might learn something, too”.
I did have fun, and I did learn something too. Sutton gives an overview of how assholes affect business, from a human relations, legal liability, operational cost, and in terms of loss sales and employee turnover. He does this using examples that are sickening, amazing, and (with the passage of time and no personal involvement) humorous as well.
These examples are also educational. Sutton gives a number of good tactics towards eliminating and disempowering the asshole. Sutton provides a number of good ways for companies and groups to avoid even hiring a difficult person.
Finally, Sutton steps into what is arguably dangerous territory. He talks about the positive side of the asshole, and turning on the inner asshole inside you.
The audio book is not without flaws. I didn’t think that the reader’s vocal temperment and pacing were in line with what Sutton was teaching. It just sounded a little bombastic to me. I felt that Sutton should have addressed more the dilemma of dealing with an asshole you have no power to get rid of, asshole management, I guess.
Finally, it might not be an appropriate book to listen to when traveling with passengers occupying booster seats in your car. So buy it, and put on those headphones.
Thank You to a Friend Who Made Me A Better Salesperson
Here’s some background for all those tuning in. Umar Hameed is a Master Practitioner in Neurolingistic Programming, or NLP. Umar is my best friend.
In October 2006, I wrote a yearly plan for 2007. My number one fear, the thing that I needed to overcome, was the fear of making cold calls. My mom died in 2007, and the resulting grief just made things worse. Umar gave me a session to work with me on the issues revolving around cold calling, and it worked beyond my wildest imagination, despite the fact that I was sceptical that these results could be achieved.
If you’re a salesperson who knows the job inside and out, and who has studied the profession, but for some reason is taking a dive, Umar could be the key to change things for you. Give him a call, at 410-949-7067, or send an email to Umar@productivitycubed.com.
Umar, This may sound corny, so if it is, I apologize. I am sincere. I’m up here working on my 2008 plan, and pulled up the 2006 plan. (no 2007 plan is why I’m here this year). In reviewing it, I found what my number one issue was that I wanted to address was in 2006. Instead of deleting it, I’m giving it to you as a trophy.
In 2006, I was paralyzed making calls. With my mom dying, it just got worse. Thanks to my session with you, my fear of making calls has not only disappeared; Making calls is the part of the job that I enjoy the most now, and I’ve enjoyed tremendous success because of it.
Thank you for being a friend and changing my life.
Paul
Here’s the “trophy” that I gave Umar. It’s a picture of the section of my mindmap that dealt with my fears, from 2006.
Bad Bakeoffs and the Solution to Them
I’ve been having a problem lately. I’ve got a new product, that a lot of customers want, and they want to test it. Our product works best with a long term trial in a production environment. In that scenario, it’s almost a certainty that the product will be sold.
I’ve had a few of those scenarios, but I’ve been also seeing my new dreaded enemy, they bakeoff. I’m not afraid that our product won’t win in a bakeoff, BUT I am afraid that our product will not differentiate itself in a bakeoff that is poorly conceived and executed.
I’m not blaming the engineers that are supporting these bakeoffs. For the most part, they know what they are doing is inadequate, and are extremely apologetic for the lack of time and resources to do a proper analysis.
Configuring and installing of equipment takes up much of the time, and the tests don’t mirror real life situations.
I looked at this issue and throught, why don’t we make a virtual lab for our customers? It would be a lab that provides a complete simulated server environment, complete with the necessary data, that a customer can use to test not just our products, but our competitors products as well.
This becomes a great marketing tool as well, because if it becomes widely adopted, we’ll get the names of the contacts at all those new opportunities that use this software.
We get value, the customer gets value. In this case, even the competition gets value, because they get a level playing field on which to compete.
The Intra-Office Microloan
One of the by-products of being relatively self-sufficient ( but not necessarily proficient or artistic) from a marketing and technical side is that I have grown impatient. With even a small company, things have to go through certain people, and that takes a lot of time, especially for small stuff. It’s so much easier sometimes to get the job done outside of the company.
I met this really nice woman on my block walking two beautiful dogs (labs?) a few weeks ago. We got to talking and she said that she was with the Grameen Foundation. I spoke with her about what they do, and realized that I had just read an article in the Harvard Business Review about the need to develop success metrics for microfinance, so I was able to sound like I knew what I was talking about.
Anyway, I’ve been thinking just how cool if companies had an internal microfinance program. In terms of administration, this could be handled like an expense report, only that instead of an expense, this becomes an investment.
The purpose of the intra-office microloan would be to enable employees to invest in low cost activities or purchases that either lower operating costs, or increase revenue.
Think about it. If I know there is something out there that I can do myself, that makes my company better, and costs less than $2000, it probably costs my company more in manpower to approve it, then the actual project will.
Let’s Fix the Toll Booth Situation
I sent this email to the Governors of Maryland and Delaware. Why am I putting this on this site? Because this is about customer service!Taxpayers are customers. Tollpayers are customers, and it’s time that our time, our money, and our environment are not taken for granted because the bureaucracy doesn’t care. If you have tolls in both directions on your highways, it’s time to revolt. Kindly cut and paste, and send to the bureaucrat of your choice.
Your honor,
I’d like to respectfully request that you remove the toll gates in one direction on I-95 and 895. With this one act, you could
1) Reduce pollution
2) Reduce traffic congestion
3) Save fuel
4) Save money
5) Make your voters happy with something that effects a large number of them every day.
6) Make the drive more for people who tourists who come to Baltimore.It amazes me that this has not been done before. I believe that you can see the logic in doing this, and realize that this is something that can be done with a minimum of state funds, possibly through a partnership with the trucking industry.
Thank you in advance for your consideration of this request. I’m posting this note and your response on my website www.salespowwow.com.
Paul Misner
paul@paulmisner.com
Managing the Micro Manager
I was 16 when I worked at a marine supply warehouse in Philadelphia. I was the youngest guy there, and worked with mostly older guys. It was there that I learned the lesson that I’ll pass to you today.
I worked hard, maybe a little too hard for some of the other guys. One day, one of the other guys said to me, “Hey come over here”. And this is what he told me.
“You’re working hard, but the bosses can’t see it. If you move the big boxes, it will look like you did more work.”
So what are your boss’s big boxes? Mine likes me to know where exactly the state of my renewal orders. He wants the order paperwork done as soon as possible. He wants the numbers right, and he wants a quick response on his requests.
If you find out the big boxes, your boss will be happy, and you’ll have less conflict.
The Importance of the Inside Sale
One of the things I did a number of years ago, at my first President’s Club was watch. I watched the people who were there with me. I also listened. I was watching and listening to figure out what things were common among these people that got them to sales success.
The answer might be different from what you might expect. The delta between an average performer and a someone going to club often did not have anything to do with work ethic, personality, or intellect.
The difference in Superstars and average performers often could be pegged to one thing, the ability of the Superstars to get large non-standard opportunities through my company’s bureaucracy.
Selling inside the company is very often just as important as selling in the field. Developing allies and relationships internally can help you accomplish things that, without such support, would be impossible.
Relationships develop over time. After being with a company for a while, one learns who will help and who will get in the way of your success. But newer people in an organization often don’t have the relationships needed for success, nor the time needed to start these relationships organically.
Next, I’ll write about the factors that control successful internal relationships, and give some advice to make the time to start these relationships shorter
Free Management “Library”
Authenticity Consulting has a pretty capable resource http://www.managementhelp.org/ , that has good overviews of a number of areas in management. I don’t think “library” is the best descriptor. The site has a good number of high level overviews on a number of business related topics.
Bookjive.com- Book Review Wiki
Want to get a quick overview of Made to Stick ? How about The 4 Hour Work Week? Bookjive.com has 100’s of reviews, submitted by readers, like you and me. Not just business, either. Quality runs from fantastic to non-existent, I’d recommend to look for highlighted stories recommended on the front page. Great place for you to do your book reports as well. If you sign up for their newsletter, you’ll get a PDF every month of the latest business books, including author bios.
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