Accountability, Being an Owner, Business Coaching, Business Fundamentals, Mission, Sales, Success, Vision

2015 Business Excellence Forum – Blinding Flashes of the Obvious – Part 2


Here are some more BFO’s from February’s 2015 North American Business Excellence Forum (#BEF2015) and Awards.  On the second day of the conference, we were privileged to be entertained, motivated and advised by Jeffrey Gitomer (@gitomer facebook.com/jeffreygitomer linkedin.com/in/jeffreygitomer) a well known speaker, blogger, author and trainer focused on sales.  His style is rapid fire; I could barely keep up with him with my notes.  Nevertheless, here are some of my top Gitomer BFO’s :

  • Gitomer Rule #1 – Make the prospect laugh and think within the first minute, or you’ll spend the rest of your time trying to recover
  • People don’t like to be sold, they like to buy – One of his core lessons
  • Tell stories that make you believable, facts and figures are forgotten, stories are TOLD and RETOLD
  • Control and engage a conversation by asking questions
  • Service after the sale leads to both Reputation and Referrals
  • Service response for non-salespeople is more powerful than sales – Everyone is in SALES
  • You MUST be perceived to be EASY to do business with 7.365
  • The biggest barrier to sales is fear of consequences
  • Become known as a person and business of value.

And many, many more. I strongly suggest that you subscribe to Gitomer’s Sales Caffeine newsletter (www.salescaffeine.com) for further insight into sales and selling.

Brad Sugars, Founder and Chairman of ActionCOACH returned to the stage and spoke about some of the basic concepts that are the foundation of ActionCOACH.  Here are some of my BFO’s from Brad, in no particular order:

  • The ActionCOACH Formula for Change – (D x V) + F > R
    • Dissatisfaction (with the current situation)
    • Vision (what will be after the change)
    • First Steps (make them easy)
    • Resistance (to the change)
  • BE x DO = HAVE – Ever wonder why most multi-million dollar lottery winners become worse off financially than they were before they won the millions within a shockingly short time? The answer is they didn’t have the BEing of a millionaire and therefore didn’t DO what millionaires do and therefore didn’t truly HAVE the millions. You must BE whatever you need to be in order to truly and continually achieve your goals.
  • Living your life above the line of choice
    • Above the line is Ownership, Accountability and Responsibility – have an OAR to steer your life
    • Below the line is Blame, Excuses and Denial – you might as well stay in bed
  • Watch of for the Taps on your Shoulder – Because problems that are unaddressed just get bigger as time passes, you need to tune into the early warnings, the “taps on your shoulder” before you get smacked with a a 2×4, or worse hit by a Mack truck further down the road of life
  • If you build a business to be replicable (even if you have no plans to replicate) it will be stronger and more valuable – Propels you toward the ActionCOACH definition of a successful business A Commercial Profitable Enterprise That Works Without You
  • If it is being done, it can be done, and therefore You/I Can Do It! – A great attitude to have in life
  • Determine what is the highest and best use of your time, and adhere to it

Two more very important BFO’s from Brad Sugars:

  • When you believe in your mission, you have a moral and ethical obligation to follow it
  • Knowledge is not the problem, it is lack of ACTION

Finally, every speaker who presented at the BEF said the following in one way or another:

Schedule Time To Think – Those who think govern those who labor

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