Author, Business Keynote Speaker | Dean Lindsay, Sales, Customer Service, Leadership, Business Networking Speaker

Posts Tagged ‘marketing’

Logotherapy, Viktor Frankl Teachings for Business Progress 1-2-3

by Dean Lindsay, from The Progress Challenge : Working and Winning in a World of Change

Link to part one of Dr. Viktor Frankl, life of

Link to part two of Dr. Viktor Frankl, life of

Logotherapy, Viktor Frankl Teachings for Business Progress # 1. 

Harness the Freedom of Choice.

As markets continue to fluctuate, business challenges mount, and personal issues multiply, we each have the freedom to choose our reaction.  A resourceful attitude toward a challenge is essential if the challenge is to be met. Dr. Frankl’s pregnant wife, his parents and brother were all killed during their incarceration in Nazi prison camps.  He’d lost everything, he said, that could be taken from a person, except one thing: “the last of the human freedoms, to choose one’s attitude in any given set of circumstances, to choose one’s own way.”  We each have the power to choose, but that power is wasted if we do not exercise it.

In the face of inescapable uncertainty (i.e., business challenges, a slowing economy, stiff competition), we must fire up the unwavering determination that comes from possessing strong reasons to overcome our daily challenges.  Frankl was a man of action.  He believed we must act, must do, must persist.

Logotherapy, Viktor Frankl Teachings for Business Progress #2. 

Take Responsibility for Actions.

Frankl taught that life has an urgency to which people must respond if decisions are to be meaningful.  Each of us must take responsibility for where we are in our financial situation, in our relationships, and in our career, because it is our decisions that put us there.  We have the power of choice and are responsible for those choices.  We have not only a right, but a responsibility, to fulfill our individual potential, according to Frankl. 

 “Life ultimately means taking the responsibility to find the right answers

to its problems and to fulfill the tasks which it constantly sets for each individual.”

– Dr. Viktor Frankl

Frankl discovered that it is not what happens to us that matters.  It is how we respond to what happens that is significant.  Same with business.  We cannot control all the elements of our personal life or business.

-         Trucks break down.

-         Water heaters burst. 

-         Computers crash (so do entire economies). 

-         Customers move. 

-         Kids get sick. 

-         Venders go out of business. 

-         Things happen. 

The only things we can control are our responses, our decisions, our actions.  Our actions are our responsibility.

Uncoming Posts: Logotherapy, Viktor Frankl Teachings for Business Progress # 3, Some interesting and overlooked Frankl Facts and the BEST Dr. Viktor Frankl Quotes

“As friend, colleague and assistant to Dr. Viktor Frankl for over twenty years, I can confidently share with you that Dean Lindsay gets it!  His ability to integrate the inspirational theories of Dr. Viktor Frankl with contemporary business needs is extraordinary.  Dean’s application of Frankl’s concepts of “freedom of choice” and “the defiant power of the human spirit” to modern business/sales is powerfully motivating.  The Progress Challenge goes beyond telling us to “just do it” and, in a very readable way, tells us how to do it – or, in Dean’s words, how to be progress.  A must read for business success!”
 – Jay I. Levinson, Ph.D.
Former Special Assistant to Dr. Viktor Frankl

Be Progress.

More on Dean Lindsay

Link to part one of Dr. Viktor Frankl, life of

Link to part two of Dr. Viktor Frankl, life of

More on The Progress Challenge : Working and Winning in a World of Change

Click for Video Clips of Dean in action.

Selling In A Down Economy and Tough Times : Harnessing the Power in Numbers

“One of the most beautiful compensations of this life is that no one can sincerely try to help another without helping himself.”  – Ralph Waldo Emerson

When challenged with selling in a down economy, it is important to remember that there is still power in numbers.  And by numbers I do not mean the stock market average or the sinking worth of our homes.  I mean people power.  It is well documented that most people have some form of relationship with around 250 people (widely referred to as their Circle of Influence).   These are not 250 people we would invite to our Christmas – Hanukkah – or even Festivus party (just a little something for the Seinfeld fans).

These are 250 people we know directly or indirectly, ranging from family members to random contacts that involve some amount of persuasion.  This persuasion is used all the time to recommend a good restaurant, shoe store, plastic surgeon, energy drink, personal trainer, handyman , florist or _____(insert your profession here).

Theoretically, each of our 250-some-odd contacts could recommend us and our services to 250 additional people.  That is cool to think about and empowering to consider!

But here’s the rub:
Just because they COULD recommend us, our products, and our services to 250 others does not mean that they ARE or that they WILL.

It comes down to trust and value. 

This is especially true when selling in a down economy and tough times.  Trust is a feeling.  It is a buzz.   Trust is fluid.  It is fragile. Value is established in the mind of the beholder.  Trust between people is built moment by moment, year to year. Value is established over time.   It takes a series of progress based impressions.

How do we build trust?

How do we establish value?

Think about the people you trust.

Why do you trust them?

Is it because they said “Trust me” or “You can trust me”?  No, these people have proven themselves trustworthy by continually doing things in a way that has built our trust.   They got to know us.   They care about us.   They are reliable.

Some quick questions to ask yourself:

Do people have a trusting impression of you and your services?  Why, or why not?

Do they see you, your company, and your services as providing progress?

Do they value what you do for them and others?

Enough to recommend you to others?

Enough to use your service themselves?

Do they value their relationship with you?

Do they feel that a relationship with you means progress for them?

In short, they earned our trust by “giving a hoot.” Few people give a hoot these days. When we show genuine interest in others, it shines a big attractive spotlight on uw as someone with whom to cultivate a relationship. Work diligently to increase the number of people you actively support and who support you.  Helping others to progress is the proverbial two-sided coin. It helps us to progress in equal measure.

Be Progress.

Selling in a Down Economy and Tough Times : Harnessing the Power of Numbers by Dean Lindsay (Author of The Progress Challenge and Cracking the Networking CODE)

You can’t achieve your best in these challenging business times without learning the all-important art of connecting. As William Allman, the author of Stone Age Present, states, “The key to our species’ success is our great skill in making close alliances with others.” True enough. There are many benefits to harnessing the power of building priceless business relationships and Cracking the Networking CODE. These benefits become even more priceless in times of economic uncertainty. Here are the Top Ten benefits of sales training that addresses the power of business networking:

The Top Ten Benefits of Business Networking

1. Friendships and support

2. Advice and access to different points of view

3. New career paths, employment, and business opportunities

4. Referrals and introductions to professionals and quality prospects

5. Important information
(Market/organizational shifts, upcoming events, etc.)

6. Promotions or lateral moves within your organization

7. Unique sales ideas from sales professionals in other fields

8. Introductions to quality vendors and resources

9. Advocates within related organizations and industries

10. More sales

“You have to accept that no matter where you work, you are not an employee; you are in a business with one employee – yourself.”  – Andrew S. Grove

I am honored to share that my book, Cracking the Networking CODE: Steps to Priceless Business Relationships is Recommended Reading by the United Professional Sales Association, Networking Times and Profit magazine.

Even cooler that it has been endorsed Ken Blanchard – author of The One Minute Manager and Brian Tracy along with many others. Jay Conrad Levinson – the author of Guerrilla Marketing, thought so much of the CODE that he wrote the book’s foreword.

Please contact me to discuss our customized sales training programs and our business networking training programs.

Let’s Connect:

FaceBook: http://www.facebook.com/people/Dean-Lindsay/1018367929?sid=0

Twitter Link:  http://twitter.com/deanlindsay
LinkedIn:  http://www.linkedin.com/in/deanlindsay
Video clips of me in action at YouTube:   http://www.youtube.com/user/TheProgressAgent (more videos posting shortly)

Be Progress.

“Our answer must consist not in talk and medication, but in right action and in right conduct. Life ultimately means taking the responsibility to find the right answers to its problems and to fulfill the tasks which it constantly sets for each individual.”
- Viktor Frankl

Exchange the word “Life” with “Business” in this opening quote and you have a powerful truism for business.
Viktor Frankel (1905-1997) really knew what he was talking about. He had this ‘being human thing’ figured out. He was one of the greatest European philosophers and psychiatrists of the Twentieth Century. The U.S. Library of Congress named, Dr. Frankel’s enlightening book, Man’s Search for Meaning as one of the 10 books that “made the most difference in people’s lives.”

Frankel lectured in over 40 countries and even fulfilled a visiting professorship at Southern Methodist University. He developed his philosophy known as Logotherapy in the 1930s (Logos is “meaning” in Greek). I recently had the privilege of participating in the thirteenth World Congress of Viktor Frankel’s Logotherapy. In this challenging time for businesses, we can benefit greatly from a look into his teachings. Here is some wisdom from Dr. Frankel and how it relates to business.

We have the Freedom of Choice. Dr. Frankel’s pregnant wife, his parents and brother were all killed during their incarceration in Nazi prison camps. It was in these camps that Dr. Frankel validated his theories. He lost everything, he said, that could be taken from a prisoner, except one thing; “the last of the human freedoms, to choose one’s attitude in any given set of circumstances, to choose one’s own way.” As the markets continue to fluctuate and business challenges mount, you have the freedom to choose your reaction. A resourceful attitude towards a challenge is paramount if the challenge is to be met.

Our Responses Count. According to Frankel, it is not what happens to you that matters. It is how you respond to what happens that is significant. Same with business. You can not control all the elements of business. Trucks breakdown. Greenspan sleeps. Things happen. How will you respond to unforeseen events? What will you DO? The only things you can control are your responses, your decisions, your actions.

We Must Fight. Standing up to adversity ( i.e. business challenges, the slowing economy) is something Dr. Frankel believed in . Frankel was an ACTION man. In the face of inescapable uncertainty, you must have unwavering determination to overcome the challenges that face you daily in the business world.

Focus on Fulfilling Unique Potential. We not only have a right, but a responsibility, to fulfill our individual potential, according to Frankel. He stressed the using of one’s inner resources to achieve personal goals and find personal truth. The same truth applies to every corporation or business. Each employee, no matter the position or responsibility, has unique strengths, that when utilized, prove to be vital in creating the future of the organization.

Behavior is Driven by Internal Purpose. Great managers know this. It is imperative to understand what the employee is about. Why are they working for the organization? What drives them? Gaining insight into a person’s reasons for working goes a long way in helping the employee reach their full potential.
Responsible-ness -is the center of Frankel’s work. Each of us must take responsibility for where we are in our relationships, financial situation, job situation and businesses because of our decisions that put us there.

Being Responsible, Finding and Making the Most of Individual Strengths, Overcoming Adversity, the Freedom and Power of Choice, ACTION – Frankel would have been the ultimate sales manager or at least a world class CEO.

Nothing in the world can take the place of Persistence.
Talent will not; nothing is more common than
unsuccessful men with talent.
Genius will not; unrewarded genius is almost a proverb.
Education will not; the world is full of educated derelicts
Persistence and Determination alone are omnipotent.
- Calvin Coolidge

Many highly revered books on the subject of selling contend that it takes five to 10 follow-up actions with a prospect to make the first sale. Obviously, persistence is a key ingredient for sales success. The greatest sales skills in the world are useless unless combined with the correct amount of persistence. Consider:

Persistence is a Byproduct of Passion. If you see persistence, passion is at work. Passion leads to a zest for the pursuit. Plus, passion is extremely attractive. Passion is dramatically damaged by discouragement, cynicism and apathy. If you are going to be a top sales pro you must eliminate these from your vocabulary and behavior. The challenge is that facing what could be many months of sales effort can be discouraging and lead to a loss of passion. Don’t focus on the long sales process. Instead break it into a series of short steps.

Sell Yourself on Your Sales Goals. To keep the passion, constantly remind yourself of the benefits you are expecting from your efforts. Keeping your thoughts constantly on the benefits of your sales goals will allow you to dispense with failure quickly and decisively re-adjust your sales efforts .

Persistence is Not Pushy. Persistence is sometimes confused with being pushy and a lack or respect for the prospect. Sales persistence demands respect for and good rapport with your prospects. It is much easier to follow-up with someone you have a good relationship with. Your ability to follow-up will determine your success in sales. If you ever feel that your prospect is pulling back because of your follow up, you may want to try saying something like, “I don’t want to seem over eager or as anything less than professional. How would you like me to follow up with you?”

Keep Your Sense of Humor. Professionals who maintain a sense of humor gain respect. Plus it’s good for you. When you laugh, you release endorphins in the brain that make you feel better. You have more energy to tackle sales challenges. People are drawn to people that are upbeat and have a positive jovial frame of mind.

Do Not To Take Rejection Personally. I know this is tough, especially when you have passion for what you do. But consider that a huge reason so many sales people never persist is they take every sales rejection, setback, or failure personally. To an unhealthy degree, they equate the success their product or service with their personal self-esteem and thus each business setback becomes a personal failure. Work hard to get out of the limiting habit of beating yourself up mentally when you can’t get to the decision maker, when the presentation doesn’t go well, when you forget to pop an Altoids in your mouth after that lunch of garlic and onions. By focusing on blaming yourself, you are seriously breaking down your level of resolve and persistence and believe me there are plenty of other people out there who are only too willing to do that for you. Give yourself a break. You ain’t perfect and wouldn’t the rest of us feel weird if you were.

Things Can and Do Go Wrong. Each lost sale, missed opportunity or A / V problem should not be allowed to become an emotional ‘downer’. Self pity is not part of a rocking sales professional’s make up. Re-frame the setback to your advantage. Invest the time in stepping back and analyzing what went wrong. Play the event back in your mind and try to find the words or solutions that might have made the difference. Consider that by eliminating another sales idea that didn’t work, the path to sales success became clearer. Pay constant attention to implementing necessary changes in marketing and sales strategy, while keeping long term goals the same.

Go. Do Try. The average, self-made millionaire in this country was broke, bankrupt or financially destitute 3.7 times before becoming a financial success. Even Wal-Mart, a two billion-dollar corporation founded from nothing, had to struggle to avoid financial collapse in the early days. But Sam Walton was extremely extremely persistent and I hear Wal-Mart is doing pretty good these days. Don’t quit. Keeping doing something you believe will lead to progress. We haven’t lost until we quit trying. As the Japanese proverb teaches, the eventual winners are those who ‘fall down seven times, get up eight.’

Be Progress.