Articles by lisa

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I had lots of errands to run the other day. So, me being a go-get-it kind of gal, I began writing a list of all the things I wanted to get done that day. I needed to do some grocery shopping, get some cash, take some jackets to the cleaners and pick up some books. I was busy, busy, busy.

So I put on my cool sunglasses, grabbed my bag and went out to the car, jumped in, started off and drove down the road. Oh, about 1/2 kilometer later I realized I HAD NO IDEA WHERE I WAS GOING. I had no plan. I had lots of things I wanted to do, but didn’t know where I was headed. I hadn’t set a goal. I had just driven off.
Crazy.

You’re probably thinking, ‘What a nut. She jumps in the car to take care of something and then a piece down the road she realizes that she doesn’t even know where she’s going. Absolutely planless.’

I agree, pretty planless. You should always know where you’re going or you’re probably not going to get there.

Wait, now before you get too smug - tell me, what’s your plan? Where are you going? Do you have a destination or goal, or are you just aimlessly driving through life? Comfortable perhaps, especially if you have a nice car, but you’re not really going anywhere.

There’s no difference. If you don’t have a goal, you can’t be surprised if you don’t get anywhere; if you just keep driving in circles.  It’s amazing how many of us have no real goals. Nothing concrete to move towards, nowhere to head. It’s like me driving off to ‘take  care of things’  with  no real destination. I did want to get some things done, but I had no real plan. How should I know when I get there? How should I adjust the direction if I go astray? How should I know if I’m going forwards or backwards?

Your chances of getting somewhere, if you don’t know where you’re going, are pretty slim indeed. And you’ll never get the chance to congratulate yourself for reaching the goal you never set - and believe me, that’s half the fun.

So think about it, are you just enjoying the scenery or are you driving somewhere special? You actually can do both - you can drive towards a really wonderful destination and enjoy the scenery along the way (pit stops allowed!).

Happy motoring,
Lisa

A client of mine, who has become a close friend, bought himself a new horse. It had always been a childhood dream of Martin’s to have his own horse, and his business had become solid enough that he felt he could afford the time. Being a methodical person, he thought long and hard about the type of horse he wanted; what color it should be, how old and how big it should be. He really took his time deciding. He checked all the newspaper listings and looked at all the horses listed at the barn where he rode. He was really looking forward to becoming a horse owner and getting down to work.

In the back of his mind he sort of had a picture of himself loping over the prairie, looking a bit like the Marlboro Man (without the cigarette part).

Well, after a few months of looking, he finally found what he wanted in the newspaper - Buster, a 4 year old paint gelding, 1.55 at the withers, healthy and sound. Without much ado, he bought the horse and had him transported to his stable.

And what a gorgeous horse Buster was! Dark brown and white markings, with one blue eye. But, as wonderfully nice as he was to look at, Buster was a handful to manage. It seems that Buster had indeed noticed that his new owner only weighed about 85 kilos, where he himself weighed easily 600.

The first few weeks were exciting, especially for Buster. Martin was dragged through the pastures, his feet were stomped on, he was bit twice and thrown off once. Buster was really living it up.

Martin began to get nervous. He didn’t want to get dragged any more, he didn’t want his feet stomped on, his fingers bit or get his face rubbed in the dirt. He started avoiding working with Buster and finding excuses why he couldn’t drive out to the barn.

His Clint Eastwood dreams were waning, his hopes were fading fast. This horse seemed just too big and too scary for him to make it work.

After a few months he decided it was best to forget it and to sell Buster. His dream just wasn’t working out. The horse was too big, too rambunctious - simply too much horse. He was scared and he didn’t want to go on.

Martin found a good home for the horse with a professional rider and figured it was best. Somebody else should deal with him, and that somebody had to be pretty solid and tough.

The day Buster was to be picked up by the transporter, Martin went out to the pasture to bring him in. He looked at the grazing horse and knew that with him went his dream, but that’s how life worked some times. He sighed, nervously slipped the halter over his ears and lead Buster carefully in.  

Oh, I’d say as they were about half way to the gate, the horses in the other pasture suddenly began to run and buck, having a good, wild time. Buster’s head shot into the air, nostrils flaring, eyes wide. What was this? Playing without me? He gathered himself and prepared to take off - in a straight line over the top of his horrified owner.

Martin saw it coming and knew that this was going to hurt. But finally, in a moment of clarity, he suddenly knew what he had to do. He quickly turned toward Buster and stood his ground, trying to look big. He squared his shoulders and looked that horse straight in the eye. “Stop right there, Buster. Don’t you move. I’ve had it. It’s you or me.”

Buster stopped immediately and dropped his head. This was something new. This took all the fun out of it. He relaxed his muscles and chewed. Hmmm. ‘Well’, he seemed to think, ‘I guess that was a bad idea. We’ll just walk in then, we two.’

Martin stood there with Buster’s lead in his hand; larger, stronger and tougher than ever before. Buster was no longer a scary horse, just a big, powerful and beautiful dream and now he knew that he held that dream right in his hand.

Aren’t all big scary situations just like big scary horses? They often seem so insurmountable and bigger than life that we get all caught up in their magnitude. We get all caught up in the fact that this could hurt. We forget that big scary situations, like big scary horses, are just being big and scary because we’re being small and frightened. If you just stand up tall, square your shoulders, look those scary things straight in the eye, you see that they’re not really as big, as scary or as insurmountable as you thought.

Big things are only big if you are small.

Have you got any big scary horses? Don’t forget that the more powerful the dream, the more scary it seems if you let it make you feel small. So remember Martin and Buster the horse with one blue eye. Scary horses are only scary until you get big.

Happy horsing,
Lisa

 I was flying back to Austria a few years ago after spending some time in the US. I had a long and complex flight schedule with tight layovers, but with luck and good weather I figured I could easily get all my flights and arrive home in time to get to an event I had been looking very forward to attending. 

I reached London late after a bumpy ride from New York and had about 30 minutes to catch my connecting flight to Vienna. I made a wild dash from one terminal to the next to get to my gate - I didn’t even stop to shop.

I got there just in time, congratulating myself on my ability to dodge elderly English couples with sensible shoes and too much luggage. 

I walked over to the gate, ticket in hand, and joined the line behind a successful looking guy with a laptop and 3 or 4 newspapers under his arm. We hadn’t waited more than 5 minutes when the stewardess came out, switched the PA system on and shocked the masses. “I’m sorry. The flight to Vienna has been canceled. The next flight leaves in 5 hours.” 

After a brief moment of disbelief, a black cloud formed over the crowd. They became loud and angry and started yelling at that poor lady in red. Some of them really got worked up; they were missing connecting flights, they were losing time. They had places to go, people to meet and things to do. None of them was really in the mood to wait 5 hours for the next flight to Vienna. How could this happen? 

In the midst of all that chaos, the guy with the newspapers tucked under his arm sort of laughed and looked over at me. “Wonderful. Just enough time to see a bit of London.” He gathered his overcoat, dumped his newspapers onto one of the empty seats and headed out to catch a taxi. 

As I watched him go I realized that he was right. None of us could change the fact that the flight was canceled. None of us could change the fact that we were going to be late and miss our connecting flights. There was no changing what had happened. Most people were running around getting their blood pressure up, yelling at the stewardess and each other, looking for someone to blame. But not this guy. He was going to enjoy an unexpected afternoon in London. 

I didn’t go sightseeing in London that afternoon, but I did buy a good novel, drink an interesting cup of coffee and have a nap on my suitcase. I missed the event I had been looking forward to, but learned an important lesson that day. We can’t always change what happens to us, but we can always change how we respond to it. 

They can cancel your flight, but they can’t cancel your day. You do that yourself. 

Happy sightseeing!

I went to the eye doctor the other day to have my eyes checked and sure enough, I see poorly. So I went to an optician to order a new pair of snazzy glasses. 

It didn’t take too long, and a few days later I got a call that they were ready and I drove over to pick them up. The nice guy working there fitted them, told a few jokes about how wonderful I looked, and sent me on my way. 

My new glasses and I went out into the world. 

Wow. Peering through my new glasses the whole world seemed different. I saw that trees were already budding, getting ready for spring. I saw that the shop next to the optician had a freshly painted sign above the door. I saw a help-wanted sign in the window of a coffee house. I saw children laughing and playing at a playground. I saw how clear the air can be early in the morning. 

The whole world seemed brighter, newer, more friendly, more open, more inviting, more fun. 

Isn’t that interesting. The world didn’t change, only the way I saw it. My new glasses gave me the chance to see the world from a different perspective. I guess new glasses do that. 

Maybe what we all need are new glasses to look at our world through. Glasses that show us the chances, not the problems. Glasses that make the opportunities clear, the tools noticeable and goals within reach. Glasses that empower, strengthen and enliven us. Glasses that help us enjoy what we have now and see where we can go from here.

The world doesn’t define the chances and opportunities we have. Neither does it do this for others.
We define our chances and opportunities ourselves through the way we see and interpret the world and the events happening around us. We define our chances and opportunities through the glasses we wear.

Get yourself some glasses that’ll show you the opportunities and chances available to you now.  They’re out there, I guarantee you that. You just have to be able to see them.

Barack Obama’s inauguration is today, as we all know. What do you think - will he be able to make the changes he promises? Will he be able to turn the situation in America around? Maybe in the world?
I don’t really know, but I think he has a good chance. He has power, charisma, motivation and good rhetoric. The most important factor for me is that he is able to give people hope -  and hope is a very powerful tool.

If there is hope in tomorrow, there is power in today.

:-)
Well, I’ll be watching the inauguration - with a big smile and good feelings for the future.

Many people talk about the importance of setting goals for themselves and their businesses. And while just having a goal and an action plan on how to reach it is indisputably a good idea, let’s consider how high the chances of actually reaching those goals might really be. After setting a goal, most people/business begin great and follow their action plan with enthusiasm and elan. With time, however, many fall back into old habits, letting their goal slip further and further away, finally giving it up with a list of excuses such as lack of resources, time or opportunities.

Just having a goal and an action plan to reach it might not be enough to actually achieve that goal. It is impossible to consistently perform in a manner which is inconsistent to the view we hold of ourselves. First we must be, then we can do and only then can we have.

We might need to change our basic belief systems first. We have to redefine who we are before we can overcome that which has hindered us from reaching our goals in the first place.

So I challenge you to evaluate the beliefs you hold about yourself and your company. If they are inconsistent with your goals, then you need to begin your work at the base and re-align your belief systems first.

Our horses can help…

Join us at our information day on January 17, 2009 from 10:00 am until 12:00 pm.

Experience a free training session - get a first hand chance to feel the power of working with horses. Watch leaders like yourself communicating to and learning from the horses. Hear what experts have to say.

Free entrance includes access to training sessions, coffee, tea, spiced cider and much more.

Don’t miss the chance to get an upfront view of this powerful tool for change.

Gut Drasing, Drasinger Str. 134, 9201 Krumpendorf am Wörthersee, Austria. We’re easy to find, not far from Klagenfurt and Villach. Click here for a google map.

Our Excellence Enhancement team is looking forward to working with you.

Learn to cope with the unknown and perform perfectly though critical times in high-risk situations; become a strong and authentic leader, crisis-proof, responsible, grounded, trustworthy.
In times like these, with markets breaking down and leading companies as well as established banking institutions losing ground, you can successfully lead your company through stormy seas.

For easy registration click here

The days of easy sales are over. In times of financial uncertainty, saturated markets, stiff competition and increasing globalization, sales teams need to develop new skills, new viewpoints and ultimately new goals in order to survive in today’s business world. Just “making the sale” is no longer enough in this new environment - companies must be able to create and establish long term relationships with existing and potential customers in order to secure sustainable profits. 

Sales is a term that evokes differing emotions in people - in customers and sales representatives alike. Many think of sales in terms of a competitive transaction between two parties. If the sales representative wins, the customer buys the product. If the customer wins, he resists the pressure of the sales representative. Sales, in general, is viewed by many as an irritating, but necessary evil. 

It can be different, however. It can be an exciting, challenging, mutually beneficial situation based on the idea of building a relationship of trust and understanding in order to learn what the needs and desires of the client are before even raising the idea of initiating a transaction. A sales representative who has been thoroughly trained in the art of consultative selling will be able to offer the client something he himself truly values, increasing the likelihood that he will come away with more than just a sale. In the end, he will establish a long-term relationship with his client that will lead to many future sales and satisfying transactions.

Participants will learn to:

  • Employ a value approach in building a successful customer partnership
  • Successfully sell long-term relationships instead of discounted pricing
  • Make use of interviewing skills to drive the sales process in lieu of pitching products
  • Understand how the needs of different buyer and behavior types impact the sales process
  • Differentiate product/service and company in a competitive selling environment
  • Identify the top ten (10) closing techniques, and know when and how to use them
  • Recognize opportunities to add value to client’s business
  • Offer creative solutions and options for mutual gain
  • Use post-sales measurement to share data with sales management
  • Increase sales by understanding when and why buyers buy
  • Become a superb listener

Contact us for upcoming Consultative Sales Skills workshops or to organize a workshop specifically for your company.

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