Food for Thought "If you have the right people, with good, basic values and good work ethic, you can have a tremendous journey."

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Food for Thought 2 "The follow-up in my Food for Thought series, with more focus on my experiences with Six Sigma and Kaizen."

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June 25, 2010


Filed under: Food for thought for friends — Alec @ 6:10 am

Accept failure as a normal part of living. View it as part of the process of exploring your world; make a note of its lessons and move on.
~Tom Hobson~ from

June 23, 2010

The right mental attitude

Filed under: Food for thought for friends — Alec @ 9:53 am

Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude.
~Thomas Jefferson~ from

June 22, 2010

Filed under: Food for thought for friends — Alec @ 5:50 pm

Optimistic … Are You Really? 

“Optimism is the faith that leads to achievement. Nothing can be done without hope and confidence.” ~ Helen Keller
What you believe will directly influence your results.

Your confidence is impacted by feelings of positivity.

And confidence sells.

“Pessimism leads to weakness, optimism to power.” ~ William James


  • Do you feel optimistic: all of the time, some of the time, none of the time?
  • If you did not answer “all of the time,” what impact might that be having on your confidence? Your results?
  • Can others see and feel your optimism?

“The average pencil is 7 inches long with just a half-inch eraser – in case you thought optimism was dead.” ~ Robert Brault


From RAC newsletter

If optimism seems out of reach for you, cultivate it by committing yourself to a cause, a plan, or a value system. This growth toward a meaningful end will help you rise above day-to-day setbacks.

“Perpetual optimism is a force multiplier.” ~ Colin Powell


Choose to move forward regardless of setbacks. Accept the fact of where you are, but never let go of the perspective “I will prevail!” It will help you restore your faith in yourself.

June 21, 2010

Thirst for change

Filed under: Food for thought for friends — Alec @ 7:25 am

I thirst for tradition while I search for change.  I love looking for process improvements and change to make things better.    But my inner self is seeped in tradition that gives me a basis for accepting change.

June 18, 2010

Sales 101

Filed under: Food for thought for friends — Alec @ 11:07 am

I lost a sale today, yup!    I failed to call on an existing client for the last 3 months and they hired someone else.   Just goes to show that we must keep in touch

June 9, 2010

Mastering the Complex Sale, find the pain

Filed under: Food for thought for friends — Alec @ 8:02 pm

This is from notes sent to me from a seminar that Fred Pieplow went to titled – ‘Mastering the Complex Sale’.  At the time, I was selling large factory automation systems for large steel and aluminum manufacturers.  To do so, we had to deal with purchasing, engineering, operations, and even the union – hence the complexity.

 Go for the no – if you determine you are not likely to win the order, move on, do NOT send a lot of time and energy trying to win the unwinable.

  • Stop creating interest in your products – start revealing the pain inside the customer’s organization.
  • No flinching! – be prepared – and act prepared even when you are not.
  • Define the problem in terms of the pain inside the customer’s organization.
  • Map a solution to relieve the pain.
  • Constantly disqualify yourself in front of the most senior buying influence.  That forces them to explain to their team why your disqualifier is not correct.  Once that happens, you have the order.
  • Do NOT confuse activity with progress.
  • The price is set by your customer’s pain level, not your cost or the competition.
  • All decisions are emotional – then we develop facts to justify our decision.
  • If you understand the source of the pain better than the competition – there is no competition.

Leadership versus Sales

Filed under: Food for thought for friends — Alec @ 7:58 pm

Sometimes it is very hard to differentiate Leadership and Sales.     If we are to be truly great leaders, we must be really exceptional at selling our ideas.   And if we want to sell our ideas, we must be truly great leaders.

I approve of profiling!

Filed under: Food for thought for friends — Alec @ 7:33 pm

Yup,  A little levity, I profile dogs, cats and skunks.   Let me explain!     I love to jog,  or some way Wog (10 to 12 minute mile).   Today as I was jogging a skunk appeared in my path.    I immediately profiled, stopped, and waited for it to pass.   Later in my run I met a lovely young person jogging with her Doberman, I profiled, and moved off the path to let her pass.    A week ago,  a cat crossed my path,   I profiled and continued to run.   Several months ago when running along a very isolated country road at pack of 3 large wild dogs were running across a field in front of me, I profiled and stopped and waited for them to go along their way.

Sales Graduate level class 401 tip

Filed under: Food for thought for friends — Alec @ 9:36 am

Ditch the Script,   (From RAC) 

Salespeople get a bad rap. How many times have you been on the receiving end of a sales professional’s script? Scripted agendas are why your prospects think that salespeople are going to waste their time. Stand apart from the sales crowd! Focus on what you are going to ASK your prospect, instead of what you think you should TELL them. Then continue the conversation bouncing your next questions off of their answers to your previous questions. 

Here’s a fun way to practice … enlist the help of a spouse, partner, colleague, or better yet, a child. (Kids are already EXCELLENT at this!) Your mission, should you choose to accept it, is to only ask questions for 10 full minutes. And no cheating and just asking “Why?” over and over. If you do ask a question twice, you’re out! Time to get creative with your questioning … and isn’t that what a good needs discovery session is all about?

June 1, 2010

Generational differences in Leadership

Filed under: Food for thought for friends — Alec @ 3:34 pm

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