Increase Sales Blog

Archive for the ‘Business Ethics’ Category

Working with individuals and organizations to improve the results is always interesting. One ongoing challenge is very large gap between knowing the results and then doing, taking the necessary actions to secure them.  Of course, some people have asked me this common sense question,  “How is this possible?”  Why do people not understand results?

I realized part of the source of this problem again as I heard a new economic statistic to demonstrate the results specific to the efforts to stimulate the US economy and grow business productivity.  This new, never before used figure, is called lives touched through the stimulus dollars.

Beyond being just plain ridiculous (using the talent intelligence of common sense) what perked my ears was the word “feelings.” This new metric would give people  good feelings about the stimulus and potentially may make people feel better about a proven ineffective government program. There have been very few government programs that have demonstrated a positive return on investment as government is inefficient and ineffective.

Remember E.T. and how his finger touched people and made things better? I am not sure how a cost of $194,000 per job can make anyone feel better and only adds to the confusion about results.

When the government is not honest about results and continually changes the metrics to measure results, how can the average employee who wants to do a good job not be confused?

Last Friday’s editorial discussed lies and business ethics. As long as those in management be them government officials or for profit management executives continue to ignore reality, these individuals will be living in the land of “Da Nile”  (denial) and the real lives touched will experience far more negative feelings and consequently negative results than positive ones.

Today I received a direct message from someone who was providing me a heads up about some comments made on a weekly business column I write for the Post-Tribune of Northwest Indiana. After responding with a quick thank for the heads up, I went and read the comments.

One of the comments was from an individual whom I have yet to meet and I discovered is connected with the other two through a couple of social media sites. An advantage of social media you can actually see the connections of others.

Two of the other three comments were from people who I have never met locally, but for whatever the reason have a professional dislike of me. What is interesting to note is that neither of these individuals had ever interacted with me within a workshop or as a client, but feel almost compelled to place a lot of attention of my business and now writing efforts.

Now for the purpose of this posting. I have a belief that these comments were a coordinated attack. My belief is without proof; however my intuitive sense is very strong and is based upon the past several months of ongoing remarks within social media made by two of these individuals.

Now I could have taken this belief and immediately responded, but my childhood lesson of count to 10, my positive core values and my triple filter are always present.

By asking myself is it kind?, is it necessary” and it is truthful?, I can quickly determine if and how I should respond.  Given that no matter what I would write, these folks appear to have “tight shorts” in other words are looking for an argument to keep the fueling their own personal fires, then it fails the necessary test because it is not necessary to engage in an argument with complete strangers who are truly unwilling to listen due to their personal agendas.

This story is an example of how our beliefs drive out actions creating our results.  The challenge is to take control of our actions through the awareness of those beliefs. And then we are better likely to secure the desired results.

Of course, when the desired results are clearly articulated, then it is much easier to redirect the beliefs and change the behaviors.  Since my goal is to increase sales, then by  examining those pre-determined  results I must ask myself can these individuals affect that goal?  In my analysis, no because of their small centers of influence.

The important lesson here is to think and be proactive with regards to your beliefs and your actions. By reacting to others can have long term detrimental affects not to mention conflict with your personal core values statement and business ethics.

In life, we literally can place our reactions into 3 circles of control. The first is what you can control and that is the smallest circle. Next comes the circle of what you can influence. That is a little larger. What you cannot control is the third and the largest circle. And this is where from my experiences in working with others as well as myself most people invest most of their limited resources of time, energy, money and emotions.

Awareness of our beliefs allows us to make better decisions and thus direct our behaviors. The end result is we can further unleash our potential and better secure our desired results while staying true to our core values and business ethics.

So maybe this is why the old adage of “Stop, Count to 10″ before you respond is still fairly applicable especially in today’s very connected world.

With the expansion of the green movement, the 3 Rs of Reuse, Recycle and Reduce have become well known in the business world.  Yet, a recent marketing website that I happened upon suggested the 3Rs are happening within marketing and specifically branding. This site, 101 cliches, has identified the top 101 common graphics and accompanying text (including cliches) for those branding messages.

Cliches and analogies are the backbone of any branding efforts. Marketing firms charge big bucks to help struggling small business owners and entrepreneurs demonstrate their uniqueness through their creative efforts.  Businesses are then able to stand out or be the Red Jacket as I often call it.

However after revisiting this site, 101 Cliches, the author suggests that the 3Rs are far more prevalent than many realized in many of the so called branding and marketing campaigns. And that is not good for small businesses because they are becoming the gray suits and not the Red Jacket.

For example, the reuse of cliches and accompanying graphics are easily seen.  When these specific creative ideas catch on, then they become recycled, the second R.  Finally, through the reuse and recycling, the marketing firm or creative agency can reduce their costs and enhance their bottom line.The end result is the customer or client loses both a unique, creative,  branding message and the dollars invested.

Creativity is, I believe, a talent intelligence and can be developed by anyone. Unfortunately, some people due to negative conditioning believe that they can never be creative and thus resign themselves to the creative energy or not so creative energy of others. Additionally, small business owners believe in these marketing experts and resign themselves to listening to this sometimes very expensive advice because after all these folks know what they are doing.

When I wrote my book (be the Red Jacket in a Sea of Gray Suits, The Keys to Unlocking Sales Success), the title (an analogy) is what drove the graphic. I then sent a rough and primitive sketch including colors to my marketing firm, Figment Creative Group and said “Make it pretty.” The individual responsible was able to in two efforts match his creative experience to my vision.

Creativity starts with words that convey your vision for your business or even yourself.  If you are having trouble, then possibly you may need to invest some additional time writing out (brainstorming) your vision using descriptive words. Sales Coaching Tip:  This is why having a vision statement within your strategic action plan is so critical.

Years ago when I started my business, I did have a challenge in designing the corporate logo for ADVANCED SYSTEMS.  Finally with the help of a graphic designer from Resource Associates Corporation, I was able to secure a unique logo.

The logo uses the letters of my company and the graphic in the middle represents a person in motion because what I do is to help people or organizations through change. Again,  I had a vision and the graphic person truly listened to the words within that vision.

If you are considering a marketing or branding campaign, just make sure you are receiving truly innovative results and not the tired and possibly false 3Rs of Reuse, Recycle and Reduce from creative efforts.

P.S. If a marketing firm engages in the 3Rs, what does that say about their values or business ethics?

The goal to increase sales is always present.  A recent article over at Salesopedia by Jim Meisenheimer Unconscious Selling Competence discussed the works of A. Maslow and his Learning Quadrant. My research suggested this was constructed by Thomas Gordon and was called Gordon’s Learning Ladder.

Regardless of the author (but I now need to engage in some additional research), the premise is that people walk through 4 stages of learning:

1. Unconscious incompetence – I do not know what I do not know
2. Conscious incompetence – I now know what I do not know
3. Conscious competence – I now know what I know
4. Unconscious competence – I now know what I know without thinking

To increase sales, the goal is to be unconsciously competent.  For this to happen goes beyond your own professional develo9pment and is truly about your business ethics.

People buy from people they know and trust. This suggests you must be authentic in all of your actions regardless if the other person is a possible customer.

When you have a clear articulated personal core values statement and you have invested the time to describe the behaviors associated with those values, then these behaviors should over time become part of your subconscious personality. When you met people, you do not think about being sincere, trustworthy, helpful, etc.  These values immediately are displayed.

Most people have met those sales professionals who will do anything, say anything to “close the deal.”  Also, we have probably encountered those salespersons who say all the right things, yet down deep inside of us we “sense” something is amiss.  Both of these types of selling professionals are probably operating under the fourth quadrant of being Unconsciously Competent however what is missing is positive business ethics.

Of course since both ethical and not so ethical people can be unconsciously competent when it comes to selling and achieving the goal to increase sales, this requires more diligence on the part of the buyer. And does suggest listening to that inner intuitive sense which some suggest is a talent intelligence for additional guidance.

Business ethics are not something one wears one day and discards the next. These behaviors are part of who you are each day.  Consistent demonstration of these unconscious competence behaviors will increase sales, improve your own credibility within the marketplace, allow you to be the Red Jacket and if you have a conscious provide you sleep filled nights.

The recent trial of the former Illinois governor Blagojevich to the indictment of baseball great Roger Clemens continue to demonstrate a lie is still a lie and there is a lot of lying going on in business ethics, congressional ethics as well as in life.  Of course, the irony here is that many others lie every day especially at the U.S. Federal level including Congress and the Presidency and get away with it. They face no jail time such as Martha Stewart did or other private citizens. Of course once in a while, one will be actually jailed for his or her lies especially if the follow the money could be documented, but these cases appear few and far between.

As long people continue to elect and support individuals who lie even if it has not been determined to be a felony, the American public and more importantly the American economy will continue to suffer.  What appears to have happened in somewhere during the last 50 years, the talent intelligence of common sense has left the building just like Elvis.

I am reminded of an old expression my father used with me.  If it looks like a duck, quacks like a duck and walks like a duck, it is probably a duck.

The majority of business people and people in general I believe are honest. Some do have higher levels of honesty than others who have taken to unethical behaviors such as plagiarizing the works of others. Yet with all the lies in Congress and the ability to get away with it does appear to becoming far more prevalent than in years gone by and even more unfortunately expected.

When we hear even honest people speak, we are being conditioned to think they are lying. Again, the talent intelligence of using common sense is not being actively practiced. The only negative aspect of all of this lying is not willing to confront those who are engaged in this deceitful behavior because that suggests being judgmental.

Maybe this is the desired result of all those who practice “selective judgmentism”  By refraining from being judgmental, we no longer feel comfortable calling a liar a lair. Instead we need to think carefully and intently about what we may have just seen or heard and believe another possible explanation.  “Selective judgemtism” is practiced proficient liars as an offensive strategy.

So what are your thoughts about  lies, damn lies and business ethics?

P.S. Here is an article to determine if your boss is lying.

As this is Friday, today’s posting is more of an editorial focusing on business ethics.  A recent comment published nationally (on Facebook) specific to the airplane crash that took former Sen. Stevens’ life and the lives of several passengers by an East Coast politician demonstrated how common civility appears to be a thing of the past.  To wish someone would die because you do not agree with his or her opinions is beyond belief and speaks the the lack of values and ethics.

Even though this is an extreme example, there are many others that can found every day. People take to making their lack of civil comments through social media because it becomes their own personal fog horn. In the process, they potentially defame and then attempt to engage those in their cross hairs into 140 character or wall postings arguments.

What happened to that well known invention called the telephone or to send a private letter via U.S. mail with constructive remarks?  And better yet, why not just agree to disagree?  The world would be very boring if everyone agreed. However disagreement can be handled with respect without rancor and name calling.

Of course for some, outrageous comments are all about getting personal attention (their ego is in hyper drive) and thinking they can get away with it.  Watch Congress any day of the week (both sides of the aisles) and listen to the live news feeds. Between all the miss information and downright lies, no wonder so many people are filled with such negativity. And the result is unfortunately this has found its way into the business market place.

In my opinion, positive business ethics and values are still practiced by the many people in the marketplace.  Unfortunately, the few who are uncivil continue to spoil it for the rest of us.  The good news is their actions reveal their values and now identify them as individuals with who you do not want to do business with.

Walk the Talk is a book title from Simple Truths and one I encourage people to purchase because it is not only a easy read and affordable, but a powerful one as well. One question in this book is “What does it take to walk the talk?”

This question is one that I continually answer for myself as sometimes it is far more easier to respond reactively than to be proactive specific to my business ethics and values.  In today’s very rich social media environment, some people are quite offended if you do not reach out to them even though to do so would be against your own ethics (better judgment) or would not be in alignment with your written marketing plan.

Every day many business owners and professionals get requests to befriend this or that friend or business, follow this person or get connected to another professional.  Yet some of these requests may create angst because you as a professional know the person making the request does not share your same values or ethics either from your personal dealings, your intuitive gut feelings or the trusted words of others.

So what do you do  to walk the talk?  Do you agree and then wonder if other people have similar knowledge about this person? However then you rationalize it by some reasoning mechanism such as:

• I’m just connecting with him or her.
• I’m not making a recommendation or actually buying his or her products or services?
• Everyone else does it. This is no big deal?
• By not connecting I may be losing a sale?
• I do not want him or her to think bad of me?

Social media in business as well as the turbulent economy not to mention the news where we view bad business ethics have created a very real challenge, in my opinion, for people to walk the talk.  There is negativity in the market place and people now have more public opportunities to share their negativity about your marketing messages.  Again, you can react and possibly violate your positive core values or you can be proactive by continuing to walk your talk and remember:

• Are your words and actions kind?
• Are your words and actions necessary?
• Are your words and actions truthful?
• Is silence your better response?

With the expansion of the WWW, this has increased marketing opportunities for people that may be positively or negatively received.  And it is how you deal with it will confirm you as a professional or not as one.

When noticing a negative reaction, the first action to take is to draw 3 circles that represent the 3 Spheres of Control. The innermost circle is what you can control; the next one is what you can influence and the third circle which is also the biggest one is what you cannot control. Keep this nearby because you will need to refer to it time and time again.

Action number two is to place your positive core values statement next to the diagram.  This is where you marry your business ethics (words) to your actual behaviors. Sales Training Coaching Tip:  If you do not have one, my suggestion is to create one.

The third action is to ask yourself:  Is this person part of my target market?

If yes, then determine if the negative reaction is justified and you may wish to make an outreach to this individual. Now if the answer is no, refer to the diagram you just drew along with your core values statement.

Action number four is to ask yourself:  If this person a center of influence specific to my target market?  This may require you to do some research using Google, chambers of commerce, social media sites such as LinkedIn or taking a trip to the local library and using their business index references.  Again if Yes, determine the appropriate action to take. If not, refer again to the 3 Spheres of Control and your core values statement.

Your final action is to look at your response if you determine one is required through these three filters:

• Is it kind?
• Is it truthful?
• Is it necessary?

In many cases, your response may have agreement to two of the three questions. However if you cannot secure a Yes to all three questions, then it is probably best to not send your response and ignore the negativity.

As long as you continue to abide by your positive core values and business ethics, negative comments to your marketing messages will roll off your back must like the water on a duck’s back.  Outsiders who may also be exposed will make those judgments about how you respond (again your business ethics) and remember in most cases “Silence is golden” still works even in this highly connected 21st century.

Saturday morning and just cleaned up 75 comments of which most were people just plugging in their websites or even more blatantly selling their wares.  So once again, a lot of people lack business and blogging ethics.

When I first started this business and sales blog, I truly attempted to give people who left comments the benefit of the doubt. In fact some others who had come by actually derided my efforts and probably from their perspective rightly so.

Now several months later, I am far more careful and unfortunately even more suspicious.  Shortly there will be a registration process to help eliminate some of these self serving individuals. I truly did not want to travel this path, but unfortunately it now appears a reality.

The purpose of this blog is to help, educate and receive feedback even if it is constructive criticism or disagreement from others who would also like to share their knowledge.  So I encourage those who wish to do that to please leave their comments and their websites or blog. However, if the only reason you are stopping by is to sell something or some other self serving behavior, please do not waste your time or mine. If I have any doubts about your business and blogging ethics, I will remove your comment.  Enjoy the weekend.

Appreciation or what some might call an attitude of gratitude goes a long way.  This appears to be supported by a survey conducted by Pitney Bowes and how people still prefer snail mail or those handwritten notes. Email is good for conveying some quick information, but it is truly impersonal. However, handwritten notes and cards truly demonstrate your business ethics.

When was the last time you sent off a Thank You note or even a Hello one?  Just think the last time you received such a note or card. How did it make you feel?  Do you not think your potential customers (a.k.a. prospects), current customers or even Centers of Influence to just family members would enjoy that same positive feeling?

Make acknowledging people part of your marketing plan by sending off at least one note a day. In a year that would be over 250 such cards or better yet think of it as bringing an additional 250 smiles into the world all by the few strokes of your hand. And best yet you are consistently demonstrating your business ethics just by taking this one simple action.

P.S. Today my card goes to Jeb Blount who mentioned be the Red jacket in his book – People Buy You. I just wrote about his book in yesterday’s sales blog posting as well as at EzineArticles.com and at Amazon.com.