May the joke be with you…
Need to improve your humor? Become a student of humor.
1. Visit comedy clubs. Study delivery and timing. Watch audience reaction. Observe what makes them laugh. What makes you laugh?
2. Watch comedy shows on TV/Cable. The older shows tend to be funnier. Make a note of what’s funny. Bugs Bunny is funny. Actions, vocal tones, facial expressions, words, types of stories.
3. Read joke books, or books that are funny. Milton Berle’s joke book is particularly good. Books written by humorists like Dave Barry, Art Buchwald, and Lewis Grizzard are great.
4. Join Toastmasters. They have advanced programs in humorous speaking.
5. Watch and listen to children very carefully. Kids are naturally funny in both words and actions.
6. Read history. The truth is often stranger and funnier than fiction.
7. Take humor risks where you don’t have much to lose — at home, with friends, in divorce court, in prison, etc.
8. Take a professional comedian or joke writer to lunch. By spending time with professionals you will learn the make-up of humor.
9. Practice making funny faces and gestures in the mirror. If you’re really brave use the rear view mirror.
10. Get out your high school yearbook. Talk about funny — look up your picture. Or your girlfriend’s.
11. Take an acting class. This is a good way to come out of your shell. A friend of mine told me that I was acting like a jerk. I told him I wasn’t acting.
12. Carry audio tapes of your favorite comedians with you in the car. Pop them in before you make a sales call to get a lift (or an idea).
13. Start looking for humor in your everyday life. Try to appreciate it as it is happening, instead of always in hindsight.
14. Practice exaggerating your gestures and experimenting with your posture. A lot of humor is body language humor. Learn to be funny without saying a word.
15. Hang around funny people. It’s amazing how your humor will increase when you’re in the company of people who are funny.
15.5 Laugh a lot. If you’re serious about using humor, start smiling and laughing more.
That make you look smart!
Smart lead-in questions
What makes you think…
How do you select…
What’s most important to you about…
Where do you see…
How have you employed…
What has been your experience with…
If you could change one thing about…
How would you improve…
What plans have you made to…
Smart follow-up questions to smart lead-in questions
· How will you do that?
No-means-Yes closing questions…
· Can you see any reason not to —————-?
Smart closing strategy…
· What’s the risk? If the risk is low, what are the possible rewards?
· Fair enough?
· Is there any additional information you need to decide?
· Can you see any reason not to proceed?
· Is there anything else (more) you need to know?
· How will you deal with that?
· What plans have you made to handle that?
· How will you use that to your advantage?
· How will your toughest competitor react to that?
(naming the competitor is infinitely more painful)
· If you ———— how would you use your —– to build your business?
· If you were able to achieve those goals, would ———– be worth it?
· Isn’t that what you really want?
· How are you taking advantage of the ———— opportunity?
· Is anyone you’re doing business with ————?
· Are you looking for new ——————–?
· Are you looking to make more ————?
· How much is one new customer worth?
· How much is one new business friend or relationship worth?
· How often do you ——————- ?
Most people avoid decision making, responsibility, and won’t take ownership because…They are unsure of themselves
They are unsure of their ability to handle the problem
They are afraid it will get them in trouble
They are afraid it will make them look bad
They are afraid it will look like it was their fault
They made a wrong decision before and were chastised
They are afraid the boss will yell at them
They are afraid it will go on their record
They are afraid it will make them lose their job
They don’t want the hassle
They don’t like, or are afraid of, conflict
They don’t think it’s their job
They lack the motivation
They could get sued
They know they can’t fix it
People reject or don’t want to deal
with complaints or problems for these very same reasons!
There are elements and factors that enter your mind as you make choices. Regardless of the decision at hand: yes, no, put off, act, buy, don’t buy, date, or reject, the questions below will help your conscious and sub-conscious mind understand the decision making process in yourself – AND help you understand the decision making process of others.
Here is what goes through your mind as you make a decision:
•What’s the circumstance?
•What’s the reason?
•What’s the motive?
•What’s the risk?
•What are the potential consequences?
•What are my fears?
•What’s the reward?
•What’s the real issue?
•What’s the real barrier?
•What’s the money?
•What’s the perceived value?
•What’s the measurable value?
•What’s the social value?
•What’s the objective?
•What is my desired result?
•What am I hoping for?
•What is the outcome likely to be?
•What if it isn’t?
•Who gets hurt?
•What are the elements?
•What has been my past experience?
•What is my experience-based knowledge?
•Should I counsel anyone?
•Do I have to decide now?
•Is this temporary or permanent?
•Do I trust the other person?
•What’s the deadline or the urgency?
•What is my gut telling me?
Keep in mind all decisions involve some sort of risk. Risk involves and creates fear. The greater the risk, the more measured, deliberate, and collaborative the process. It’s always a judgment call, and fear often interferes with sound judgment.
The secret to winning
1. Achieve and maintain a positive attitude…
* You become what you think about.
2. Develop, define and act on clear goals…
* Goals are the roadmap to success.
* You may have to change direction… but do not quit or turn back.
3. Unyielding determination…
* The self drive.
* Don’t dwell on the problem, concentrate on the solution.
4. You must have energy…
* This means health on top of attitude.
5. Persistence is a selfishness…
* Wanting to do it for yourself.
6. The ability to take NO for an answer and not quit…
* It takes 7-10 exposures for the average yes.
* As a kid in the supermarket you screamed and were willing to get hit to get a yes from your mother.
* You will hear the word no 116,000 times in your lifetime.
7. Get support from others…
* There is nothing like an occasional “way to go”.
8. Ask for help if you need it or don’t know the answers…
* Getting help is often the difference between achieve and fail to achieve.
*If you need money, reach for your own wallet – others will (almost) never lend when you really need it.
* If you need it, don’t show it.
9. Keep a constant sense of humor…
* Good humor will create winning situations.
10. Believe in yourself…
* You control the most important tool in selling, your mind.
11. Believe in what you’re doing…
* If you don’t, no one else will, if you do others will follow.
* Show pride.
12. Be prepared…
* Be ready to make the sale or achieve the goal with tools, questions and answers.
* The will to win is nothing without the will to prepare to win.
13. Create your own luck…
* Luck creation – develop good habits/execute solid fundamentals.
* Self-management (priority not pressure).
* Timely, consistent hard work makes luck.
* Make every day as productive as the day before you go on vacation.
14. Follow-up, follow-up, follow-up…
* If it takes between five and ten exposures before a sale is made or a goal is accomplished, be prepared to do whatever it takes to get to the 10th meeting.
*The essence of persistence is follow-up.
15. To get commitments – you must give commitments
* Live up to yours to set an example for others to live up to theirs.
*Whatever you do, do it passionately.
* Failure is an event, not a person.
* Every obstacle presents an opportunity… If you’re looking for it.
*You only fail when you quit.
* Enthusiasm – from the Greek entheos meaning the God within.
Words to build a network — and a life by…
Mackay Maxim — People aren’t strangers if you’ve already met them. The trick is to meet them Before you need their help.
Mackay Maxim — If everyone in your network is the same as you, it’s not a network, it’s an anthill.
Mackay Maxim — In networking, you’re only as good as what you give away.
Mackay Maxim — Cream doesn’t rise to the top, it works its way up.
Mackay Maxim — 2am is a lousy time to try to make new friends.
Mackay Maxim — Your network is the best, most empathic, and most credible reflection of your success and your talents.
Mackay Maxim — If you network hard for thirty-five years and build pivotal contacts in strategic areas of business, you can become an overnight success.
Mackay Maxim — Most people think they can get by on charm alone. I wouldn’t advise it.
Mackay Maxim –Networking is not a numbers game. The idea is not to se how many people you can meet. The idea is to compile a list of people you can count on.
Mackay Maxim — The wise person isn’t the one who makes the fewest mistakes. It’s the one who learns the most from them.
Mackay Maxim — When God closes a door, somewhere God always opens a window.
Mackay Maxim — You can’t always be an expert. You can’t always know an expert. But you can always hire an expert.
Mackay Maxim — Your best network will develop from what you do best.
Mackay Maxim — Prepare to win — Then prepare to dazzle.
Dig Your Well Before You’re Thirsty
The Only Networking Book You’ll Ever Need