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Dogs And Prospects

I've always been naturally good with dogs. Not Dog Whisperer good, but good none the less. In fact, when Cindy and I first began dating, it was her family poodle, Schnooky, that sealed the deal for me with Cindy's heart. (Seems I was the only guy Cindy ever dated who Schnooky trusted, and Cindy figured if Schnooky trusted me, maybe she could too.)

Shopping for a stocking stuffer this year, Cindy stumbled across "Cesar's Way: The Natural, Everyday Guide to Understanding and Correcting Common Dog Problems." Knowing my love of dogs and my admiration for the way Cesar handles them, she bought me a copy.

First of all, this book is a must-read for anyone who owns a dog, provided he or she is willing to let go of  human ego and the un-dog-like need to humanize the pet. The simple, undeniable fact, is that a dog will be happiest when it is allowed to be a dog, treated like a dog and related to like a dog, and a miserable, neurotic wreck if its owner insists on turning it into a four-legged human. For example, did you know that your dog will actually be happier if it must earn its food? For millions of years, dogs did not eat until after they hunted, and caught, their prey. Then, after they gorged themselves on the kill, they played, then rested.

The very notion of having to earn a meal is instinctive, yet almost every dog in America is denied this thrill every time a bowl of food is "lovingly" placed. Want a happier dog? Want to demonstrate true love for your pet? From this moment on, feed not only your dog's belly, but its desire to earn its meal by making it sit and stay until calm before you place the bowl. (Yes, even that simple act of obeying its "pack leader's" command and submitting to that control will help create a more well-balanced, happy dog.)

Second, this book is an absolute must-read for anyone who sells to corporate executives, because virtually every concept Cesar explains is a direct metaphor for sales in corporate America.

Take "energy" for example. In the book, Cesar explains how a dog can immediately sense the energy of any person it encounters. He then discusses how the wrong energy will create fear, hostility and a wide range of other negative emotional responses, but the right energy -- calm-assertive energy -- will trigger almost any dog to assume a calm-submissive role. (It's millions of years of dog-pack dynamics that makes this behavior instinctive.)

Buy the book and read it cover-to-cover. Then, the next time you're heading on a sales call, imagine yourself as the alpha dog entering the pack. Become the calm, assertive leader the pack wants to follow, and enter the room knowing that you're in charge.

Worst-case scenario, you'll share the leadership role with the top executive in the room, and virtually eliminate the pack's ability to influence his or her thinking.

Best-case scenario you'll own the room completely.

Gill E. Wagner, Sage of Selling
President of Honest Selling
Founder of the Yellow-Tie International Business Development Association

Five Most Important Things Dad Taught Me

Everything good I know about ethics and leadership I learned by watching my father sell remodeling services in the kitchens and backyards of homeowners. The five most important things I remember him teaching me are:

"Be absolutely honest no matter what."
This rule will sometimes cost you a sale, but it will never cost you a customer. And it will always produce referrals you wouldn't otherwise have received. (My top 10 referrals of all time, based on size of project sold, came from people who didn't hire me because I told them the truth.)

FYI: Absolute honesty has also closed untold sales I would never have closed. Despite my not being able to "overcome the objection" the prospect threw in my path, I was almost immediately hired by virtue of the fact that I told the absolute truth.

"Personal relationships based on mutual trust and respect are the cornerstones of all businesses, no matter the size."
I've worked with companies from one person to who-knows-how-many-thousand people, and I can say without reservation that every relationship I've seen that was founded in dishonesty was either a disaster in progress or one waiting to happen.

"The only way to earn trust is to be trustworthy."
Dad also said, "You can't fake trustworthy" and "Anyone who says he can teach you a technique for generating trust should not be trusted." (I smile whenever I think of that last one.)

"If you demand respect, you will get it. Then it is yours to keep or lose based on your actions."
Dad's point was that you don't earn respect, you demand it. Then you earn the right to keep it.

When I work with salespeople it's really important for them to grasp the difference, because it's the key to getting off their knees and to stopping overbearing executives from pushing them around.

"You are your brand. Make it a good one!"
This may sound like a superfluff comment at first, but it's actually the most profoundly important ethical guideline I've ever learned. Whether I'm riding my bike, selling something, fundraising for a charity or stopping to help at an accident, the idea that every action defines my very being has helped me make more smart choices than stupid ones.

Lord knows I've still made my share of blunders, but at least I always found my way back to Dad's advice, and the personal brand it creates.

I wish you your most honest year ever in 2007, and the rewards that honesty will reap.

Gill E. Wagner, Sage of Selling
President of Honest Selling
Founder of the Yellow-Tie International Business Development Association

Stumped For A Fun Gift?

If you're stumped for a last-minute holiday gift that is guaranteed to please anyone, I suggest you try Codebreaker, by Doublestar, LLC.

Part family glue, part memory barbell, part critical-thinking aerobics, this creative, award-winning adaptation of the old Concentration game is perfect for bridging the generation gap at any holiday gathering or family dinner table.

You can see a short video of how Codebreaker will inject fun and brain aerobics into your family gathering on the Cogno website at http://www.cogno.com. (No, I don't get anything for recommending it!)

Happy Holidays!

Gill

I Have To Shut Up For A Change

In my last post, I said that to find new and interesting ideas you should force yourself to try new things. On January 23, I'm putting that concept into practice by keeping my opinions to myself for a day.

On that date, I have the distinct pleasure of filling the role of Master of Ceremonies (which means I must talk, but I don't get to say anything) at "The 18 Percent Solution -- Avoid The Pain Of Business Failure And Win The Race To Success."

It's amazing how much I learn when I zip my lip -- I've learned a ton just by watching this group of dynamic experts and professional speakers collaborate to create a totally unique learning experience that is unlike any conference or training event I've ever seen.

And the really cool news -- as Master of Ceremonies I get to offer the people I know a discount if they want to attend.

Here's the opening blurb for the one-day conference:

The U.S. Department of Commerce reports:

• Only 18 percent of businesses see a 10th anniversary.
• Those that make it do so by seeking knowledgeable help.

Let our powerhouse lineup of business experts and professional speakers be your pit crew on January 23, and we'll help you win the race to 10 successful years.

If you're in (or can be in) St. Louis on January 23, and you want to learn exactly what it takes to ensure that your business sees its 10th anniversary, then here's how you can save $40 off the standard conference price.

1. On or before January 3 (when the early-bird discount ends) visit https://secure.yellow-tie.net/register-stlouis/
2. Fill out the form
3. In the [Special Instructions] field type: Wagner
4. Pick the member's rate for the event

For a full description of this innovation event, see http://yellow-tie.com/18.

If you decide to attend and are traveling to St. Louis, let me know and I'll hook you up with hotel information that will make it a smooth trip. (We can even enjoy dinner together the night before if you like.)

Gill E. Wagner, Sage of Selling
President of Honest Selling
Founder of the Yellow-Tie International Business Development Association

Where Is Inspiration?

Two weeks ago, I had three meetings (sales call, lunch, sales call) back to back to back in the same area -- about 15 miles from my office.

At about 11 a.m. the day before these meetings, my lunch got canceled. Not really having time to drive back and forth, I was therefore faced with eating alone. And since I really hate eating alone, I thought, "How can I be absolutely sure I get a lunch date for tomorrow, given the short notice?"

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From: Gill E. Wagner
To: [Full Name]
Subject: I Need A Lunch Date Tomorrow In The West End

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Hi, [FirstName],

I had lunch scheduled for tomorrow (Friday) in the Central West End, but it got canceled. However, I have meetings in the area before and after, so I have a choice to make:

1. I can eat alone.
2. I can find someone eating alone and ask if he or she wants company.
3. I can ask people to join me for lunch last minute.

Option 1 is out -- I hate eating alone.

Option 2 is always fun, but sometimes people are cranky and don't want company -- which dumps me right back into Option 1, which you already know I hate.

So I choose Option 3. And I'm thinking a Wisdom Swap might be just the ticket.

Here's how this works (someone must play timekeeper):

• We each buy our own meal. (That's the only cost.)
• One person gets one minute to pose a question to the group. (After you ask the question you must zip your lip so that others are free to brainstorm without interruption.)
• Three people get two minutes to offer an answer to your question.
• The first person gets 30 seconds to ask a follow-up question that one person will answer for 60 more seconds.

We do this throughout the entire meal, and we all get to look back and say, "I can't believe how much smarter I got in the last hour and a half."

If you're free from 11:30 a.m. to 1 p.m. and want to participate in this Wisdom Swap lunch, reply before 4 p.m. today and make a rock-solid commitment to being there.

After I know how many, I'll pick the place and let you know where. (If we get a really big group, we'll probably break into smaller groups given the short notice.)

Please don't make me eat alone!

Thanks,

Gill

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Here were my stats:

• I used mail merge to send 367 personal e-mails.
• 20 people replied and said they would attend.
• 71 replied and said some form of "I can't make this one but it sounds great. Please invite me next time."
• 12 people showed up, participated and gave glowing reviews after the lunch ended.

Want to hear something interesting? I actually made up the term "Wisdom Swap" and invented the Wisdom Swap process while I was writing the invitation -- now I'm trademarking it.

Where is inspiration? It's hiding in the shadows of complacency. To find it, do something different.

Gill E. Wagner, Sage of Selling
President of Honest Selling
Founder of the Yellow-Tie International Business Development Association