I recently signed up for Jeffrey Gitomer's Sales Caffeine newsletter and the first article was incredible. The article reflect's on Napoleon Hill's great classic Think and Grow Rich and the idea of persistence. THE REASON I found this article so timely is that in a downturn economy, such as we are, we need to persevere through the negativity and excuses and Make It Happen! This is especially true in recruiting - but can be applied to almost any profession.
Don't let the media beat you down with negative reports and growing unemployment figures, take your confidence and make something happen. I am.....
Special thanks to Jeffrey Gitomer for this great article, I hope you all enjoy it as much as I did!
Why do some persist and some quit? Because...
Is there a secret to follow-up? No.
Is there a best way to follow-up? No.
Why do people quit too soon? Big question.
Why do you quit too soon? Bigger question.
Have you ever read Think and Grow Rich? Biggest question.
Reason? Think and Grow Rich (written by Napoleon Hill 70 years ago) has an entire chapter on persistence that provides real insight as to the characteristics of what makes some stick at it until they win, while others stop either just after they start, or stop just before they are about to taste victory.
Rather than be so presumptuous as to paraphrase the great Napoleon Hill, I am going to give you the EXACT words of the master. Here are some excerpts (and insights) on persistence quoted exactly as they were written seven decades ago that are still applicable to your sales process today.
Persistence is a state of mind, therefore it can be cultivated. Like all states of mind, persistence is based upon definite causes, among them these:
a. Definiteness of purpose. Knowing what one wants is the first and, perhaps, the most important step toward the development of persistence. A strong motive forces one to surmount many difficulties.
b. Desire. It is comparatively easy to acquire and to maintain persistence in pursuing the object of intense desire.
c. Self-reliance. Belief in one's ability to carry out a plan encourages one to follow the plan through with persistence. (Self-reliance can be developed through the principle described in the chapter on autosuggestion).
d. Definiteness of plans. Organized plans, even though they may be weak and entirely impractical, encourage persistence.
e. Accurate knowledge. Knowing that one's plans are sound, based upon experience or observation, encourages persistence; "guessing" instead of "knowing" destroys persistence.
f. Cooperation. Sympathy, understanding, and harmonious cooperation with others tend to develop persistence.
g. Will-power. The habit of concentrating one's thoughts upon the building of plans for the attainment of a definiteness of purpose leads to persistence.
h. Habit. Persistence is the direct result of habit. The mind absorbs and becomes a part of the daily experience upon which it feeds. Fear, the worst of all enemies, can be effectively cured by forced repetition of acts of courage. Everyone who has seen active service in war knows this.
How to Develop Persistence.
There are four simple steps which lead to the habit of persistence. They call for no great amount of intelligence, no particular amount of education, and but little time or effort. The necessary steps are:
1. A definite purpose backed by burning desire for its fulfillment.
2. A definite plan, expressed in continuous action.
3. A mind closed tightly against all negative and discouraging influences, including negative suggestions of relatives, friends and acquaintances.
4. A friendly alliance with one or more persons who will encourage one to follow through with both plan and purpose.
These four steps are essential for success in all walks of life. The entire purpose of the principles of the (Think and Grow Rich) philosophy is to enable one to take these four steps as a matter of habit.
Now I will grant you that some people will have read this and spit the word "Hokey" at the end. Reason? It's too simple and does not have an immediate "how to" answer attached to it.
The secret of persistence is not an "answer," it's a "realization." And if you read the above and didn't "get it." You will get beat by someone who did.
The Napoleon Hill philosophy of persistence is strong, yet soft. The only omission from the strategy is that it leaves out "what" to persist with. Let me give you that answer in a word -- value. Something more than you calling to imply, "I'm calling about the money, is it ready yet? Can I come over and pick it up now?"
Want a few value ideas? Here are four. You may not like them. They require work.
Get your prospect a sales lead. Give your prospect an idea how to serve his customers better. Give your prospect ten things he can do to improve his morale, productivity, absenteeism, or profit. Get your prospect some free publicity or media exposure.
Get the idea? See the work? Now look past the work to the victory. If you can see clear to victory, then the secret of persistence is at last yours. And add to that the final wisdom of Hill: What you need to develop persistence is will-power and desire. In other words, how bad do you want it? And how far are you willing to go to get it? Unless the answer is all the way, you will not persist, you will give up.
Want more Napoleon Hill on persistence? His persistence inventory is an all time classic self-evaluation, and it's yours for the asking. Go to www.gitomer.com - register if you're a first time user, and enter the words HILL PERSIST in the GitBit box.
Jeffrey Gitomer is the author of The Little Red Book of Selling and eight other business books on sales, customer loyalty, and personal development. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on sales, customer loyalty, and personal development at www.trainone.com. Jeffrey conducts more than 100 personalized, customized seminars and keynotes a year. To find out more, visit www.gitomer.com. Jeffrey can be reached at 704.333.1112 or by e-mail at salesman@gitomer.com
Friday, December 12, 2008
Friday, November 14, 2008
Good Communicator
While I rarely use this forum to rant or rave about my personal experiences in recruiting, I feel it necessary today as an outlet for stress. Be forewarned....
I am not sure how many resumes I review weekly, but it is probably enough to start a collection that would surmount my baseball card collection growing up. And while I find it interesting how many variations there are for resume structure, there is one underlying theme to binds almost all resumes together - the fact that candidates find it necessary to articulate that they are a "good communicator" or have "strong communication skills". I know, I know, this is trivial in the grand scheme of recruiting; however, when was the last time somone admitted in an interview that they had poor communication skills? I have yet to interview a candidate who made such an admission.
Ok, I am off my soapbox. I hope everyone has a great weekend and go forth and communicate.
I am not sure how many resumes I review weekly, but it is probably enough to start a collection that would surmount my baseball card collection growing up. And while I find it interesting how many variations there are for resume structure, there is one underlying theme to binds almost all resumes together - the fact that candidates find it necessary to articulate that they are a "good communicator" or have "strong communication skills". I know, I know, this is trivial in the grand scheme of recruiting; however, when was the last time somone admitted in an interview that they had poor communication skills? I have yet to interview a candidate who made such an admission.
Ok, I am off my soapbox. I hope everyone has a great weekend and go forth and communicate.
Tuesday, November 11, 2008
Friday, November 7, 2008
Obama vs. Unemployment
As President elect Obama prepares to take office in a few short months, one of the pressing issues he is going to face almost immediately will be the rising unemployment rate. CNN.com and Chris Isidore report that the October unemployment numbers are going to continue there negative trend. While disheartening, I would like to note there are industries that are thriving right now. Alternative energy and bio-tech are just two of the growth industries and the function of Supply Chain is in very high demand.
Don't let the doom and gloom get you down - this downturn might just be the catalyst you need to jumpstart your career in a new industry!
NEW YORK (CNNMoney.com) -- Here's the challenge facing President-elect Barack Obama as he weighs how to create more jobs: another half-million jobs likely will be lost between now and Inauguration Day.
That's not even counting the 200,000 jobs that economists believe employers trimmed last month, according to estimates from Briefing.com. The October jobs report will be released this Friday.
The unemployment rate is expected to climb to 6.3% from 6.1% and match the worst reading of the decade. And economists all seem to agree the worst is yet to come.
At some point next year the unemployment rate is forecast to pass 7%, a level not seen since 1993.
And monthly job losses of 200,000 or more are expected to become the norm, not the exception, as the full impact of the credit crisis is felt more keenly on Main Street.
Economists generally believe there's little Obama can do to stop more job losses in the short-term, even if he's able to get a new economic stimulus package passed by the lame-duck Congress and signed into law by President Bush.
"Superman couldn't change what's in store for the U.S. economy. It's going to be ugly," said Rich Yamarone, director of economic research at Argus Research.
Andrew Reina, a practice director for the staffing firm Ajilon Finance Solutions, said caution has become the watchword for companies making hiring decisions because of uncertainty about business conditions.
Even if they aren't cutting jobs, they're likely leaving more positions open this year and could push back hiring plans for 2009 until later in the year. Reina agrees that President-elect Obama won't be able to change that outlook in the near term.
"It's an uphill battle. He's going to have a lot of work on his hands early on," he said.
Big Three eyes help to save jobs
One of the immediate questions facing the Obama administration is what help, if any, to extend to the battered U.S. automakers, who may seek the same kind of financial help that banks and Wall Street firms have received recently. General Motors (GM, Fortune 500) issued a statement Wednesday suggesting it is looking forward to that kind of help from that the new administration.
"GM welcomes President-elect Obama's pledge to support our nation's domestic auto industry in its ongoing efforts to transform its business and develop new technologies," the company said. "This support will enable a competitive U.S. industry to contribute significantly to our nation's economic revival."
The Center for Automotive Research, a Michigan think tank, issued a study Wednesday that showed 2.5 million jobs could be lost in the next year if GM, Ford Motor (F, Fortune 500) and Chrysler were forced by the downturn to shutdown half of their U.S. plants.
"To permit any of the Detroit Three manufacturers to collapse would scar the U.S. economy further at a time when it can ill afford another blow," said David Cole, CAR's chairman. "The likelihood of one or two of the Detroit Three manufacturers ending operations is very real."
But many of those plants could be lost even if government help is made available, especially if auto sales stay weak and credit to car buyers and dealers remain tight.
Along those lines, experts say that worries about the economy, not necessarily policy changes from Obama, will keep employers from adding staff. Even those who expect some kind of stimulus plan getting past Congress say more job losses are already certain.
"I think businesses are going to do what they're going to do, regardless of government policy, at least over the next six months," said Mark Zandi, chief economist of Moody's Economy.com, who forecasts job losses between 150,000 and 200,000 a month over the next six months.
Recovery not likely until 2010
Another economist suggested that the positive effects from a stimulus package would not be felt until spring or early summer 2009 at the earliest and that there would be no significant job gains until 2010.
"Classically, employment is a lagging indicator that will decline well into the recovery period," Brian Bethune chief U.S. financial economist for research firm Global Insight. "Assuming the recession lasts until middle of 2009, it may be another six to eight beyond that before employment stabilizes."
This doesn't mean that Obama is powerless to help create jobs for the longer-term. And economists say things could be worse if the new administration makes the wrong decisions.
Mark Vitner, senior economist with Wachovia, said unemployment could rise as high as 8.5% in the first quarter of 2010 if Congress does approve help for state and local governments and move ahead on public works projects as part of a stimulus package.
Vitner also is worried that employers will pull back on hiring even more if they sense that an Obama administration will make it easier for unions to organize non-union companies.
But he doesn't believe either Obama or the congressional Democrats will actually push an anti-business agenda.
Much of the current job weakness stems from credit tightening, which makes it more difficult for large and small businesses to get the financing they need to expand and hire more workers.
But Vitner said there is relatively little that either Obama or the current Bush administration will be able to do to get banks and Wall Street firms lending again, despite talk about pushing financial institutions to use the $700 billion in federal help to start making loans.
Don't let the doom and gloom get you down - this downturn might just be the catalyst you need to jumpstart your career in a new industry!
It Will be Hard to Create Jobs
Unemployment is likely to rise during the first year of Obama's term, no matter what steps he takes.
By Chris Isidore, CNNMoney.com senior writer
Last Updated: November 5, 2008: 2:49 PM ET
Unemployment is likely to rise during the first year of Obama's term, no matter what steps he takes.
By Chris Isidore, CNNMoney.com senior writer
Last Updated: November 5, 2008: 2:49 PM ET
NEW YORK (CNNMoney.com) -- Here's the challenge facing President-elect Barack Obama as he weighs how to create more jobs: another half-million jobs likely will be lost between now and Inauguration Day.
That's not even counting the 200,000 jobs that economists believe employers trimmed last month, according to estimates from Briefing.com. The October jobs report will be released this Friday.
The unemployment rate is expected to climb to 6.3% from 6.1% and match the worst reading of the decade. And economists all seem to agree the worst is yet to come.
At some point next year the unemployment rate is forecast to pass 7%, a level not seen since 1993.
And monthly job losses of 200,000 or more are expected to become the norm, not the exception, as the full impact of the credit crisis is felt more keenly on Main Street.
Economists generally believe there's little Obama can do to stop more job losses in the short-term, even if he's able to get a new economic stimulus package passed by the lame-duck Congress and signed into law by President Bush.
"Superman couldn't change what's in store for the U.S. economy. It's going to be ugly," said Rich Yamarone, director of economic research at Argus Research.
Andrew Reina, a practice director for the staffing firm Ajilon Finance Solutions, said caution has become the watchword for companies making hiring decisions because of uncertainty about business conditions.
Even if they aren't cutting jobs, they're likely leaving more positions open this year and could push back hiring plans for 2009 until later in the year. Reina agrees that President-elect Obama won't be able to change that outlook in the near term.
"It's an uphill battle. He's going to have a lot of work on his hands early on," he said.
Big Three eyes help to save jobs
One of the immediate questions facing the Obama administration is what help, if any, to extend to the battered U.S. automakers, who may seek the same kind of financial help that banks and Wall Street firms have received recently. General Motors (GM, Fortune 500) issued a statement Wednesday suggesting it is looking forward to that kind of help from that the new administration.
"GM welcomes President-elect Obama's pledge to support our nation's domestic auto industry in its ongoing efforts to transform its business and develop new technologies," the company said. "This support will enable a competitive U.S. industry to contribute significantly to our nation's economic revival."
The Center for Automotive Research, a Michigan think tank, issued a study Wednesday that showed 2.5 million jobs could be lost in the next year if GM, Ford Motor (F, Fortune 500) and Chrysler were forced by the downturn to shutdown half of their U.S. plants.
"To permit any of the Detroit Three manufacturers to collapse would scar the U.S. economy further at a time when it can ill afford another blow," said David Cole, CAR's chairman. "The likelihood of one or two of the Detroit Three manufacturers ending operations is very real."
But many of those plants could be lost even if government help is made available, especially if auto sales stay weak and credit to car buyers and dealers remain tight.
Along those lines, experts say that worries about the economy, not necessarily policy changes from Obama, will keep employers from adding staff. Even those who expect some kind of stimulus plan getting past Congress say more job losses are already certain.
"I think businesses are going to do what they're going to do, regardless of government policy, at least over the next six months," said Mark Zandi, chief economist of Moody's Economy.com, who forecasts job losses between 150,000 and 200,000 a month over the next six months.
Recovery not likely until 2010
Another economist suggested that the positive effects from a stimulus package would not be felt until spring or early summer 2009 at the earliest and that there would be no significant job gains until 2010.
"Classically, employment is a lagging indicator that will decline well into the recovery period," Brian Bethune chief U.S. financial economist for research firm Global Insight. "Assuming the recession lasts until middle of 2009, it may be another six to eight beyond that before employment stabilizes."
This doesn't mean that Obama is powerless to help create jobs for the longer-term. And economists say things could be worse if the new administration makes the wrong decisions.
Mark Vitner, senior economist with Wachovia, said unemployment could rise as high as 8.5% in the first quarter of 2010 if Congress does approve help for state and local governments and move ahead on public works projects as part of a stimulus package.
Vitner also is worried that employers will pull back on hiring even more if they sense that an Obama administration will make it easier for unions to organize non-union companies.
But he doesn't believe either Obama or the congressional Democrats will actually push an anti-business agenda.
Much of the current job weakness stems from credit tightening, which makes it more difficult for large and small businesses to get the financing they need to expand and hire more workers.
But Vitner said there is relatively little that either Obama or the current Bush administration will be able to do to get banks and Wall Street firms lending again, despite talk about pushing financial institutions to use the $700 billion in federal help to start making loans.
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