Do you believe you are a talented person? Do you feel you have any natural gifts that make you outstanding? Even if you say “No”, I am going to do my best to convince you that you are wrong.  I believe our belief system affects our perception and thereby our feeling of self worth.  We must believe that we do have individual talents and natural gifts that make each of us talented in our own right.

“Hide not your talents. They for use were made. What’s a sundial in the shade?” – Benjamin Franklin

It is easy for us to think of and amazing artist and say, “Wow, that person has amazing talent.” The fact is that we are right. However, when we think of ourselves and say, I don’t have any real talent, we are equally as wrong. Yes we do have talents and we need to see ourselves as someone special.  We are just talented in a different way.

The fact is most of us who don’t have brilliant careers in the arts have been trained to see ourselves as lacking in talent. True, we may be hard workers, and in many cases, we may be willing to learn what we have to learn in order to do well in our jobs, but we don’t see ourselves as talented. We just view what we do as a normal part of everyday life that requires no talent or special gift.

“I believe that every person is born with talent.” – Maya Angelou

Truth be told, all of us have some natural talent. In reality, our talent may not lie in the arts, sports, medicine or technology. Maybe we have the ability to remember numbers, or to help people we know work through their problems. Possibly, we can do amazing things with our hands and possess the ability to repair anything we see that is broken. Maybe we can balance 10 things at once and have the ability to multi-task without so much as breaking a sweat.

My point is that there are many kinds of talent, just as there are many kinds of people, and all are valuable. We need to break the negative process of selling ourselves short. We need to destroy our limited thinking and start believing in ourselves. In fact, we need to start encouraging ourselves with positive thoughts and healthy self-talk. We need to become the first member of our newly formed fan club.

“Every man has his own vocation, talent is the call.” – Ralph Waldo Emerson

What are your special talents and natural gifts? Take the time to sit down and answer this powerful question.  Make a list of all your talents and review the list on a regular basis. Accept that you are truly rare, one of a kind and for that reason you are your own masterpiece. Say it out loud, “ I talented and gifted in my own unique way.” When you raise your self-concept your life will begin to change in many aspects. You will see life through a new and vibrant lens because of the paradigm shift. This will open up many new possibilities for you and your future.

Isn’t it great to know that you are a talented individual? I am thrilled that I could be the one to share the good news with you. You came to this earth equipped for greatness and destined to do something special with your life.  Now grab your talents and go make a difference to someone else who needs to know they are talented too.

It is in our moments of decision that our destiny is truly shaped. We can truly create a compelling future and shape our own destiny by making high quality decisions. The key to making superior decisions lies in our ability to ask high quality questions? If we ask a better question, we will get a better answer. The converse is also true. Ask a bad question and you will get a bad answer.

So here it is again, the moment when we must decide. The paralyzing fear of actually choosing can render us helpless. Our mind begins to process the bad questions brought about by the emotion of fear. What if I make the wrong choice? What if what I choose to do doesn’t work? What if other people don’t agree with my decision? And then you start to sweat and your stomach aches and your head hurts and pretty soon you start to wonder if maybe you should decide not to decide.

What if you have no other choice but to make a real decision? Maybe you “have to” choose between one path and another.  Or maybe you’re tired of feeling paralyzed, of being hesitant and you commit yourself to finally bite the bullet and actually do something.  You realize you have no other choice but to take some kind of action. How do you destroy the path of limited thinking that invites fear and doubt into your journey?

Well, here’s an idea that may help.  This is a proven concept that will actually produce a better decision and set in motion a new series of actions that will produce a great result.  The key is to turn the situation or challenge into a powerful and positive question. Once your power question is in place, make a list of your choices by answering the question. You must be in a great state of mind and think solutions at all times when addressing the question. Then, with all answers in hand, rank each answer with number one being the most acceptable, then number two, and so on.

Now, focus all your personal focus on your number one solution. Immediately place your energy into your number one solution and question the idea up.  Look for ways to magnify and multiply the value inside the newly adopted idea. Work through the idea to seek out all the benefits of the successful implementation of the idea. Examine any obstacles you see concerning the implementation and put plans in motion to reduce the likelihood those obstacles will occur. Get excited about the process and take massive action now.

Once you’ve chosen to take action on the new idea, commit to it. Really give the idea your best effort and then pour your heart and soul into the implementation.  Stay flexible in your approach and remember delays in result are not actually denials of the opportunity to see the idea become successful. Stick through all the challenges and keep yourself on a straight track by focusing on the outcome you desire.

When you’re stuck, remember that any step in the right direction is a milestone. There’s more than one route to any destination, and this method will give you the breathing room you need to get going. Have fun along the journey and be proud that you have taken action.

During a recent trip to Edmonton I encountered someone who made an indelible impression on me. In fact, he captured my attention, made me laugh and yes he even closed the master closer. He did all of this in a matter of minutes by following several basic selling principles. As a matter of fact, I would say he was truly a professional at his trade. Ragged clothing, mussed hair, torn up shoes and rotting teeth aside, this man was at the very least a “sophisticated beggar” and at the most someone’s child who somehow, somewhere and someway lost his way in life.

It is amazing how some of life’s greatest lessons come from the least likely people or circumstances. The truth is there are an abundance of lessons available to all of us if we simply open our eyes and our hearts to the endless possibilities. So many times we are so caught up in “our own little world or pressing problems” that we are blind to the  magical moments that surround us. I try to keep my head on a swivel at all times so I don’t miss these moments. This “by chance” encounter on a street corner in Edmonton was a great example of one of those magical moments.

As I left the restaurant with my business associates, Gordon and Bruce, we were immediately confronted by an abrasive person demanding money. Yes, I said demanding money and he was doing so in such a manner that someone’s desire to help would quickly diminish. Simply stated, the approach was flawed and overbearing. I have stopped many times to buy someone  a meal, a pair of shoes , a coat or to provide some type of help when I felt strongly they truly needed assistance. I have also refused many times when I thought the spare change or money requested would go straight to booze or drugs. This was one of those times that I simply said no.

As I waited on the light to change, Gordon and I were involved in a great conversation. Excitement was in the air because we were embarking on a great new business venture that we were individually and collectively stoked about. All of the sudden, I felt a light tap on my shoulder and as I turned to see who was behind me, I heard a very kind voice say, “Excuse me sir, may I ask you a question?” I looked into the eyes of a man whose face could tell you a million stories. I said, “sure, go ahead?”

He said, ” If I tell you a joke and make you laugh, will you give me a dollar?” I found this approach to be very engaging. Think about it for a minute. The gentleman opened the conversation with a polite permission based question. He made great eye contact, smiled and spoke in a pleasant voice. He then used a strategy I have taught my students for years by offering me value before he asked me for money.  Not bad, for a beggar on a street corner in Edmonton. Every salesperson could learn from this man’s approach.

I responded, “sure if the joke’s clean go ahead”. He immediately became very animated in his movements. I was shocked as he used great communication skills to tell his joke. This man used voice inflection, cadence changes and planned pauses to deliver the joke with impact. One thing you can’t really teach is timing .. and this man had great comedic timing. Obviously he had mastered his presentation skills. It is safe to assume he had delivered this joke over and over and over until it was second nature to him. Truth be told, it was hilarious and we all burst out laughing when he finished.

At this point, he gently held his hand out with his palm facing the sky as if to say “pay me now.” It was his very sophisticated yet subtle version of a closing question. I reached in my pocket and gave the man a 20 to 1 return on his original request. He had definitely exceeded my expectations in every way.  As I handed him the $20.00 he thanked me graciously and wished me a great “rest of the day.” I thanked him for the laugh and the enjoyable experience. As he walked away, I saw him stop and gently tap another business person on the shoulder. When is the best time to close a sale … right after you just closed one.

Gordon, Bruce and I discussed the moment and I told them I would use this story in an upcoming segment of Morning Coffee on paultvlive, our web based Learning Management System. I wish all my students would follow the guiding principles of selling that this man used that day in Edmonton. This man was much more than a “Sophisticated Beggar” ; he was a truly great sales professional.

Developing a powerful “E Learning Experience “ is about creating a Simple, Affordable, Fun and Efficient method of learning. The “Wow” Effect  should come about not because of a Flashy Interface but because the E Learning System provides the end user with the best opportunity to reach their individual goals. I believe any feature set that serves to complicate usage or in some way slows down the users experience should be avoided at all cost. I firmly believe choosing Simple over Flashy when it comes to software and application development will always be a better decision.  I  believe a great E Learning Application should require you to do less while creating more impact.

This belief system is critically important as you develop a new application. It is easy to get caught up in the excitement of building a Flashy Feature.  It can be exciting to chase down a rainbow. The real problem lies in the truth that you don’t always find a pot of gold at the end of the rainbow. Sometimes you can actually lose by creating a flashy feature that on the surface looks great but in application the feature  complicates the end user experience and thereby serves to diminish usage. If we can’t make it simple for the end user we will throw the “Flash in the Trash.”

We are in a new era of software development today. The end of the Technocrat era  came about due to a game changing revelation: the vast majority of the world was composed of non-technical people. Artists, accountants, authors, history majors and other unexpected consumers roamed the prehistoric landscape outside the hallowed engineering halls. Software development is no longer a “programmer only” business model. Today software is truly developed through the inclusion of the thoughts, ideas, emotions and needs of many people.

In The Past:

You see in the past, the programmers treated their customers just like other programmers. They made them memorize crazy expert keyboard conventions and loaded the product with dozens of obscure features. Some flashy, some complicated and yes some features were simple. Why did this happen? This is what the programmers wanted out of a piece of software, so they assumed that the customers must want the same. These assumptions in many cases were flawed from the outset.

Today Is A Customer Needs Based Approach:

Practical needs: If anyone had ever asked the customer they would have learned the customer simply wanted a product that worked. For example, the product obviously needed to save time and money. Does it meet this standard. They wanted the product to be intuitive in use and practical in application. Does it meet this standard?

Emotional needs: Another obvious and key distinction is that the customer also wanted products that actually possessed less tangible benefits. They wanted applications that treated them with kindness and understanding if they made a mistake. They even wanted to use products that were attractive and conferred status. The customers desired programs that appealed to the softer aspects of their humanity. A product that enriched their daily experience instead of one that created more complexity.

I finally asked my customer who wanted “The Flash” a few questions regarding his real “E Learning” goals? Questions that were designed to force a different level of thought regarding the “Wow Effect” he was seeking. Through a very engaging conversation we arrived at a few points of agreement.

1. The end user needs to be wowed by the results they achieve.
2. The end user needs to find their use of the application as a simple tool that solves complex issues.
3. The end user need to have fun using the application.
4. The end user needs to be able to afford the application and in fact see the application as a value add not a cost or expense.

Throwing the “Flash in the Trash” is not about building a boring or ugly application. It is not about forgetting the power of a great Brand or ignoring the need for a proper look and feel. This approach is not about ignoring stakeholders or rejecting concepts. This approach is about asking better questions. It is about eliminating steps and enhancing the simplicity of usage. It is about building applications that are S.A.F.E.. Safe because they are simple to understand and use. Safe because they are affordable and add value. Safe because they are fun and serve to enhance the experience of the user. Safe because they are efficient and help people do less while receiving more impact.

6 years ago we made the transition from a “Live Event” education company to a full circle education company offering our content through a series of web based learning applications. We immediately decided that we needed to seek the opinions of our on line audience by asking them to rate each education episode at the conclusion of viewing. We felt this approach would serve as a meaningful measurement tool for our learning management system’s effectiveness.

When deciding what would be the best method for asking for the feedback we traveled down the YouTube Highway and simply mirrored their 1 to 5 star approach. This decision seemed logical enough and we felt strongly this would help us make decisions about future content development. As the ratings began to flow in through the system we were puzzled by the data we received.

I seemed that on line students took an all or nothing approach to ranking content. Any other words, it was either 5 or 1 in most cases. This phenomenon really skewed the data and didn’t provide us with the answers we were seeking. I am sure there are many reasons why this approach is true of on line learners. My opinion is fairly cut and dried. I believe powerful videos … meaningful messages … create impact and therefore action by the viewer. Anything less seems to result in a more apathetic action on the part of the viewing audience.

I recently was sent a blog by great friends at Big Bang Technology regarding the same subject. This blog seems to share my opinion and is from the good folks at You Tube. In fact, I thought you might find their information useful so I have included a link to their blog. http://youtube-global.blogspot.com/2009/09/five-stars-dominate-ratings.html

This article is written specifically for individuals who have a burning desire and a willingness to do the work in order to achieve at the Ultimate Level. I always laugh when you see a speaker ask this question; “How many of you really want to win?” I’ve often wondered if the speaker really expected someone to stand up and shout out, “Not me man, I want to lose!” So let’s accept that we all want to win. That’s really not the point, in my opinion. The key is simple: Wanting to and be willing to and actually doing what you must in order to be the best requires completely different levels of commitment. This article is about what you do after your losses. How do you respond?

“The key is not the will to win… everybody has that; winners know it is the will to prepare to win that is important.” – Bobby Knight

Now it is time for some “Straight Talk” from me directly to you. Are you happy where you are in your career today? Are you achieving at the Level that fulfills you personally? Do you feel you are coming close to reaching your personal potential? Do others look up to you and admire whom you are and what you do as a sales associate, sales manager, parts counter associate, technician, General Manager or Dealer? Are you considered a Leader at your Dealership? What about in your State, Region, Country or Industry? How far up the ladder of success must we climb before you become unnoticed? How far must we take the questions before your impact becomes so distant no one even knows your name? Tough but fair questions for those who want the Highest Level of Success Possible? One more question; “Can you live with the pain of not fulfilling yourself?”

“Pain is temporary. It may last a minute, or an hour, or a day, or a year, but eventually it will subside and something else will take its place. If I quit, however, it lasts forever.” - Lance Armstrong

Now it is time to explore the “Loss to Lesson” Formula for success. I have shared this with many people and I will tell you only 2% take massive action and utilize the process. I am very proud of this select group of people because they are the students of mine who have accomplished miraculous achievements in many areas of their lives. From a struggling sales person on the verge of quitting, who owns a Dealership today, to a Dealer, who had rampant turnover because he was abusive to his people, who now owns multiple franchises and has garnered the love and respect of his people, to many stories of fathers and mothers who had let their careers rob them of the joy of being real Parents to their children, who today have reconnected with their families and found immense happiness. This formula works if you follow the steps consistently and Take Action.

“Action may not always bring happiness, but there is no happiness without action.” - Benjamin Disraeli

Loss To Lesson Formula:

Change Your State: Anytime we experience a loss, set back or disappointment it is only natural that it will affect our outlook and our emotions in a negative manner. For this reason, it is critical that we manage our state so we can be more effective and efficient. Negative emotions rob us of our capacity to perform at a high level. The key is to interrupt the negative pattern and change your state into a positive emotional platform. Immediately after the loss do something that stokes your emotions in a positive way and then move on to Step two.

Reduce the Loss to Writing: First things first, you need to go purchase a hard cover journal unless you are organized and savvy enough to do this on your computer. Any time you experience a loss of any kind, a set back or disappointment, at the end of the day right a one-paragraph explanation of what happened. The key is to be brutally honest with yourself about what happened and why? Our goal is “To Kill the Loss Monster while it is little” and actually turn the experience into a Learning Event.

Question Up The Event: The next part of the formula is to answer these questions about the events or circumstances that created the loss, set back or disappointment. What did I do well this time? What will I do differently better next time in order to produce the desired result? What will I never do again in order to produce the results I desire? What is the most important thing I have learned from this experience and how will I use it to produce better results in the future? Remember, when you ask better questions, you always get better answers.

Take Massive Action Now: From the empowering questions and supporting answers you will find pearls of wisdom.  These pearls of wisdom will allow you to reduce your future mistakes and avoid the pitfalls that created previous losses. Unlike most people you will actually benefit from your losses because you will see the power of the lessons contained within each loss. The key is to Take Massive Action on what you Learn from the Loss.

Our current approach to the problem is flawed from almost every angle. As and Industry our tendency is to Recruit Fast, Train Seldom, Never Coach and Fire Slow. Let me pull the curtain back on this Game Plan: It Does Not Work. The days of hiring in groups and throwing the “New Hires” on the floor to see who sticks are gone. Letting poorly prepared people practice on Real Customers is Insanely Ineffective and Expensive. This approach is a “band aid on a cut” mentality at best. Have you really solved anything by plugging a group of new people into the same flawed approach? The answer is No.

Recruit Slower to Get Better Recruits- How do you get a job in Automotive Sales? Show up for the interview. If it is really that easy to get a position in sales at your Dealership you are approaching the recruiting process incorrectly. If the sales position is so easily filled, what does it say about the value of the position? What is your interview process? How many people interview the potential candidates? Have you created a “Talent Indicator” Standards Evaluation Process? What are your Scoring Standards for Hiring?

The Remedy: The fact is the more difficult you make the hiring process, the interview process; the higher quality recruit you will attract and ultimately hire. You must slow down the process and create a defined Recruiting Plan. In our Leadership Programs we teach Dealers and Managers a new Recruiting Process that serves to limit “miss-hires” and improve final candidate selection. The Solution; Raise Your Recruiting Standards and never settle because you are Short of People.

Create a 12 Week Campaign- What currently happens at your Dealership when a new group of sales candidates show up for their new career in Sales? What strategies do you have in place that will allow you to properly direct their Career Path from Day One in a successful manner? Is their a “90 Day Process Plan” at your dealership with check points along the way? Does each New Hire have a defined game plan for Growth targeted to their Individual Point of Need? The odds are you just said, “No” or Not Really”. The solution requires hard work and daily diligence but the results are amazing.

The Remedy: You must create a 12 week Education Program designed to enhance the individual’s opportunity for success. Each week you must assign specific Learning Objectives and hold the new recruits responsible for the successful completion of those objectives. The only way to advance to “Week Two” is to complete the assignments from “Week One” and the same should be true of each subsequent week during the first 90 days. Let me share a business fact with you; a sales professional is a person who works on themselves everyday. Individuals who prove themselves unwilling, early in their career, to work on their personal development will not enhance your Dealership or Team.

The 20 Minute Daily Solution - How many days a week do you teach and educate your people? What does your on-going training program require of the student? Is the program pre-planned, well prepared and powerfully delivered? Is the content assigned based on the individual needs of students? Are you a Learning Organization from Top to Bottom? Do you coach around the processes you have taught? Are you providing guidance and feedback regarding each student’s progress or lack thereof? If not, here is a solution.

The Remedy: Schedule 20 Minute a Day Practice, Drill and Rehearse Sessions designed to develop and improve the Knowledge, Attitude, Skills and Habits of your recruits. Each daily session should have specific content designed to close a perceived Gap. The Rules; Start and End on Time; don’t combine the teaching sessions with a Sales Meeting; Have Fun and Teach Like there is No Tomorrow.

Stay True To Your Standards: The Brutal Fact is that we hang on to people far too long that are not a fit for our organization. There are many reasons why we make the mistake. The key is to commit today to stop making this costly mistake.

The Remedy: When you have provided the person every opportunity to be successful and they simply don’t have the knowledge or possess the skills, demonstrate the attitude or possess the winning habits required to be successful don’t be hesitant in your decision. The key is to support your team and “Fire rapidly and Stop the Bleeding.”