Hooks…

Do hooks lead to successful performance?  I mean marketing professionals and salespeople like to leverage some sort of “hook” when prospecting for prospective customers, true?  I’m no different.  I’m selling my book, The Peace and Power of a Positive Perspective ©, at King Soopers grocery stores in the Denver area thanks to the Authors in Grocery Stores program.  Can you guess my hook?

During a recent store event I sold a few books; got the proverbial “definitely maybe” from others; and received several compliments…  mostly about my shirts vs. my book.  Ironically, one of those compliments came from none other than the King Soopers store manager.  I hooked him to the point that he said, “Gary, I need to up my shirt game” and he did.  (Hard to see but under his work vest is a very cool, Jurassic Park design.) 

This event reminded me of my years as the Master Sales Enablement Advisor at Oracle NetSuite.  (BTW - I’m still offering sales enablement consulting; shirts and all.)  The challenge back then was working with senior, successful, business owners and sales professionals in NetSuite’s Partner Channel.  My assignment centered around a 3-day, in-person, “selling fundamentals” class.  Imagine; senior, successful sales and business professionals spending 3 full days with me; in-person; in a ”fundamentals” class no less! 

Now the class was anything but Sales 101.  The class title was a hook.  The “fundamentals” part focused on the key aspects of selling NetSuite.  I needed hooks to keep my audience engaged.  The loud shirts helped but there was more to it than that.  In fact, every visual I used throughout the 3 days; every exercise; every role play (yep, role plays); everything designed into the class had hooks. I know how hard it is to keep a salesperson’s attention let alone a successful business owner.  After all, I are one HaHa!  But it takes more than hooks to succeed. 

Sales success is all about performance.  I was chatting about performance as related to hooks and attention spans with a friend and former colleague of mine recently, Mike Demmert.  (He attended my class but really only remembers my shirts!)  One of the positioning statements I used then and continue to use today comes from Anders Ericsson in his book Peak: Secrets from the New Science of Expertise© 

You seldom improve much without giving the task your full attention. 

Ah yes, “full attention”.  How do you compete for your customers’ full attention in today’s day and age?  Successful performance and full attention is a two-way commitment.  As a customer have you ever dealt with a salesperson who seemed distracted; seemed not to be giving you his or her full attention?  Me too.  Who wants to do business with someone who isn’t giving their full attention? 

Mike shared this formula about performance that comes from The Inner Game of Tennis: The Classic Guide to the Mental Side of Peak Performance ©: 

P = P – i 

W. Timothy Gallwey 

Performance is equal to Potential minus interference. 

Makes sense, yes?  When you focus on the task at hand your potential is high.  Unfortunately, there’s lots of interference reducing that potential.  Our Unknown Sage wonders if appearances (aka hooks) have become more important: 

Peter's Placebo 

An ounce of image is worth a pound of performance. 

Well, I can’t deny the impact image (aka hooks) have on attracting potential customers.  But to keep them as a customer, it’s performance that makes the difference.                                   

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

To Dad…

Happy Father’s Day coming this Sunday!  Aren’t fathers and grandfathers great?  The memory of my father still brings a proud smile to my face (and my heart!).  If you’re lucky enough to have living fathers and grandfathers, give them a hug Sunday. 

We fathers are so proud when our children demonstrate the skill of common sense we hope we have instilled in them: 

Kid wisdom: 

When your Dad is mad at you and asks you, “Do I look stupid?”  Don't answer him. 

Michael 

Sometimes our Dads employ “tough-love”.  The worst years of my life occurred when I tried that approach.  I wasn’t skilled at it; didn’t like the outcome; and today would caution any young father to be wary of this idea.  If I could do it over again, I would do it differently. 

The good news is my children are resilient.  Yours are too I bet.  (Passed down from us?)  If we are tough with them from time-to-time, they know it’s not permanent - kids are smart: 

A flustered father, stressed out from his day at work, was unsuccessfully texting his kids to come in for dinner.  Finally, he walks out on his porch and yells for his kids to come in. 

At that point one youngster turns to his brother and asks, “I can’t remember, which one am I - Jesus Christ or God Dammit?” 

Unknown Sage 

Some fathers have a very entertaining view of the world.  Take Mike Jaeger’s: 

Tell a man there are 300 billion stars in the universe and he'll believe you.  Tell him the plate you're handing him is very hot and he'll have to touch it to believe it.

Dads today take great pride in continuing to provide a home for their families, even as the definition of “home” evolves: 

Home, nowadays, is a place where part of the family waits ‘til the rest of the family brings the car back. 

Earl Wilson 

Because my sons have children in their lives, I get to be the grandfather now!   Being the grandfather has responsibilities, too: 

Sometimes the only difference we can make is passing our wisdom on to someone else who will make the bigger difference. 

Linda B. Gray 

The older I get the more appreciative I am of the love and devotion I received from my father.   He wanted his sons to make a difference.  He also wanted us to be patient with his quirks.  I remember after my Mom died, my Dad ate his dinners at the hospital cafeteria two blocks from his house.  It might have been for the convenience; maybe for the memory of the last place he saw his wife alive. 

He ate dinner there every evening for over twenty years.  So long, that the employees all thought Al Pokorn actually worked there.  One summer, he was even invited to their company picnic!  I didn’t mind this innocent charade.  But when he won the TV in the employee raffle, I told him he had to give it back! 

We are all a little quirky I suppose.  Today when my children use one of my little sayings, or demonstrate a family value or tradition that has been passed down from father to son, it brings a proud smile to my face (and my heart)! 

So, here’s to my Dad; and your Dad; and everyone’s Dad and their family traditions.  They have helped us all make a difference - a tradition to be passed down. 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

Memorable…

I’m reading Churchill A Biography © by Roy Jenkins.  Churchill of course, was a world famous leader with a world famous persona and someone often quoted even today - 59 years after his passing.  59 years after?  I’d call that memorable. 

His critics (of which he had many) would suggest what he spoke about and how he spoke it was, 

     More memorable than meaningful 

                        Roy Jenkins 

Winston Churchill certainly had a memorable style.  He was meaningful, too.  Here’s what I found on Google (but don’t ask me to remember where I found it): 

Historians widely attribute Churchill with being “the greatest statesman of the 20th century.” Churchill was an effective leader and statesman because of his tremendous ability to inspire people; his unique strategic insight; his relentless passion; and his imperturbable personality. 

In addition to being highly publicized during his time, Churchill was highly criticized.  To be fair, that’s nothing unique.  He was a politician and a leader.  Plenty of fodder for criticism there: 

The trouble with practical jokes is that very often they get elected. 

Will Rogers 

When I led sales teams I always worried about connecting with my salespeople.  When criticized, it made me feel I was failing them; made me question my inspirational skills.  Criticism can have that effect.  We all have our critics, even the great ones.  But meaningful leaders don’t let criticism get in the way: 

The secret of managing is to keep the guys who hate you away from the guys who are undecided. 

Casey Stengel 

I get the challenge of being meaningful in the 21^st century.  As a leader or a parent or a teacher or just an individual, meaningfulness in today’s day and age seems to be fleeting.  Is it going the way of memorable? 

Have you noticed the disappearance of memorable, especially as it pertains to social media?  Maybe it’s related to our ever-shortening attention span which I wrote about recently.  (Did you see it?  Do you remember it?)  Maybe we are losing “memorable” on purpose: 

Irish Blessing: 

May you never forget what is worth remembering, or remember what is worth forgetting. 

Unknown Sage 

Struggling with “worth remembering” vs. forgetting happens to me all the time.  I see something posted on LinkedIn, Facebook, or some other social media site and it doesn’t register immediately.  When I go back and try to find it I feel the weight of 2.5 quintillion bytes of Internet data (that’s 2,500,000,000,000,000,000) created each day preventing the ability to retrieve anything.  Meaningful; memorable; it doesn’t matter; it’s buried. 

“Don ‘t worry, Gary” you might offer; just use the Google machine.  Ian Leslie wrote this about that in Curious ©: 

Human memory is inefficient and unreliable in comparison to machine memory, but it's this very unpredictability that's the source of our creativity.  It makes connections we'd never consciously think of making, smashing together atoms that our conscious minds keep separate.  Digital databases cannot yet replicate the kind of serendipity that enables the unconscious human mind to make novel patterns and see powerful new analogies, of the kind that lead to our most creative break throughs.  The more we outsource our memories to Google, the less we are nourishing the wonderfully accidental creativity of our unconscious. 

Not being “wonderfully accidental” might mean we are all becoming less memorable (and less meaningful, too).  Relying on Google and the AI machines can lead to diminishing meaningful, don’t you think?  Ah yes, “thinking”… don’t get me started! 

                                                            GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.