![]() |
||
| March 9, 2007 | ||
A Publication of Richard Flint Seminars |
||
In this issue: |
||
|
|
Recently, I was getting my hair cut and Claudia, my stylist, asked me, “Do you remember Sarah who was here the last time you were here?” The look on my face must have said I wasn’t sure. “She was the one who was complaining about how all her friends were taking advantage of her. You told her she needed to realize these people were not her friends. You told her she needed to test them by asking them to help her, rather than her always taking care of them.” There was this pause and a little smirk on her face. “She took your advice and guess what?” |
I looked at Claudia through the mirror that was in front of me and replied, “They didn’t want to help her. In fact, I would bet some of them got upset with her for asking for help.” “You got it. She said to tell you she doesn’t have any friends anymore.” Michelle came to me very upset. I could tell by the look in her eyes she was really fuming. “I can’t believe it! I just can’t believe it!” “What can’t you believe?” “All these people who said there were my friend were just using me. They would come to me with their problems, because they knew I would help them. I would take my time, show them what they needed to do and then, help them do it,” she shouted as she walked around the room in circles. There was this long pause as she tapped her foot over and over again on the floor. “I trusted that these people were my friends. I never thought they were just using me and my intellectual property, but you know what?” Before I could answer her question, she blurted out in an even a louder voice, “They weren’t and aren’t my friends. I had a situation where I needed them to help me and they were too busy. They weren’t really too busy; they just didn’t want to help me. I have gone out of my way for these people. I have given up my time to help them because they were in a crisis. Now, now when I need them, they are nowhere to be found. You can bet I won’t help them again.” Lately, I have had several conversations like these with people. Those they thought were their friends were only there to use their heart. It seems that friendship is being redefined today. What once was a word with a depth of meaning has become a shallow word that is based on one person being required to help another because of the friendship. John is a person I know and consider to be a friend. Not long ago he told me this story. “Richard, I was dating this young lady and I had grown to care about her. She seemed to care about me until I wouldn’t do what she wanted me to do. She came to me and told, not asked, but told me to give her $200. I looked at her and asked her why I should give her $200? She looked me squarely in the eyes and informed me that because of our friendship I should take care of her and that meant giving her money when she needed it.” Knowing John, the story made me laugh. John is not a person one tells what he HAS to do. “Okay, what did you do?” I asked already knowing the answer. He smiled his John smile and said, “I told her our friendship was not that great. I informed her I hadn’t taken her to raise or to be her bank. If that was what she was looking for, she needed to find another person. I couldn’t believe she felt I owed her the money because we were friends.” How many times has a person had a friendship abused? How many times has one person thought that because of a “friendship” another was supposed to do whatever they wanted them to do. This has become another illustration of how shallow our society has become. Friendship is not about taking advantage of another person; it is about sharing with another life that you feel connected to. This raises an interesting question: What Does A Real Friend Look Like? Let me see if I can draw a mental picture here. First, a real friend finds a solid point of connection with a person. A true friend is not one who is there to see what they can take from another person. Their presence is one of support. They are there and don’t disappear when support becomes a two way street. A real friend is one who refuses to play games with you. They are not going to tell you what you want to hear if it is not the truth. Their spirit connection is based on respect and they will not allow one to mess up their life by telling them what they want to hear. A real friend will invest the time and energy to listen, not just expect to be listened to. Friendship is a two way street; it is not one giving and the other always taking. It is being there with the right spirit for each other. A real friend enjoys the energy connection. Friendship is about mental and emotional connection. The connection is about kindred spirits; it is about people feeling good in the presence of another. The energy that is shared creates a sense of fulfillment and a desire to get to know each other more. A real friend never takes the friendship for granted. True friendship is a unique experience. Most people have very few real friends in their life; they will have many who are an acquaintance, but not a friend. Recognizing the difference is important. Mistaking one who is simply an acquaintance for a friend will create emotional confusion and lead to conflict. A real friend doesn’t steal from their friend. It is tragic to say, but true. Most people who enter one’s life are not there to add to their life, but to see what they can take from the other person. Without this realization a person is setting self up for some very painful experiences. What does one do when they realize the person who they thought was their friend, is not really a friend?
Having a true friend is a unique relationship. Look at those considered to be a friend. Study their behavior and ask, “Who’s My Friend?” |
|
Today is about unusual business I was visiting with a regional manager who works for a major company and we were talking about the transition his company is going through. The company emphasis is on meeting numbers and if the numbers are not met, there will be some people who will not be working with the company. I asked, “Does upper management realize the challenges the marketplace is going through and how those challenges are affecting their budget?” “Richard, most of them are so far removed from the marketplace they don’t have any idea what is happening. They have lost touch with the customer and rather than providing support for their sales force, they are just increasing the pressure to sell.” There was this pause and then this statement. “Many of them need to exit their office and walk into the world of their salespeople. If they would do that, they would have an idea of what is happening. The sales force is young and hasn’t been through a market like this. They are not lazy by any means; they are just frozen in their imagination. The last thing they need is more pressure to produce numbers. What they do need is help in finding the pathway to making the sale in a market that is a little crazy right now.” His words are so correct. The business environment is challenging; what was once an easy sale is now demanding a different presence. Many who call themselves a “leader” have no idea what is really happening. What they do know is that sales are down, profit is not what it used to be and they have to answer to others who are only concerned about numbers. I believe there is business in any market; the reality that must be faced is it is no longer business as usual. Today is about unusual business. That demands a stronger presence from leadership; it demands a greater personal touch. Here is what I feel is needed from leadership today:
The role of leadership is to lead; they must be the frontline to creating the pathway that allows their people to be prepared to have a quality presence in any market. If leadership is not providing this, they are creating a sense of doubt within their people; that doubt will affect their presence and be translated into lower sales. It is no longer leadership as usual; it is time for unusual leadership. |
|
Getting back to the basics I was talking to a group of salespeople about the market they were working in and seeking to get a sense of what they were feeling. One young salesperson looked at me and said in a very serious tone, “This is a tough market. People don’t want to buy. They don’t even want to be bothered with your sales pitch. I just don’t know what to do.” His statement is the same as I am hearing in most venues where I go. Selling is more challenging! It requires a different type of presence; it takes sharper skills; it is really a market that demands going back to the basics. Here is the interesting part – many salespeople have either forgotten what the basics are or have never used them. What does it mean to “Go Back To The Basics?” Back to prospecting. That is the front door to finding customers and there are people who want to buy in any market. Asking the right questions to the right people. Too many salespeople have built their relationship with those who aren’t really the decision maker. They need to find the path to the real decision maker and sit as a student in front of them. Stay focused on making the sale, not getting the order. When business is good, too many salespeople get spoiled with how easy it is to get business, BUT in a business environment that is not order driven, they have to sell. Investigate to find where their real need is right now. As the marketplace is going through redefinition, the needs of the company must be adapting. Your value is not in doing business as usual, but in finding where they are going and adapt your presentation to go with them. Challenge yourself to have a greater presence of value. This is so important; you are either going to look like everyone else out there who is lost, or you are going to arrive prepared to have a presence that stands above the crowd. Sharpen your skills. This is what it is all about. It is about sharpening your skills of focus, research, communication and solution finding. It is about having such a presence of value, that an unusual business increases your value, rather than diminishing it. |
|
Building your own business Over and over, I am asked by those who are setting up their own business, “Richard, what does it take to succeed in this business?” Most who arrive are not prepared to be in business; they are looking for the escape route out of the world they don’t like. Building your own business requires the following: Believing in yourself.
Unrelentless commitment.
Investigate all areas before you jump in with both feet.
Listen with your eyes wide open.
Don’t run when you need to be walking.
It is your business; treat it as a business, not a toy to play with. |
![]() |
Confusion vs. clarity Those of you who know me know that my mind never shuts off. It is always filtering information in order to find the pathway I can present to you that will help you find the clarity in life. Too many people desire the clarity, but continue the confusion. Confusion is much easier than clarity. Why! Confusion doesn’t take work; all you have to do is nothing to have it. That’s not hard; that is why the Circle of Sameness is where most people want to live. If you really want clarity, you must:
|
I would love to hear your thoughts about the articles in my newsletter. Email me at Richard@RichardFlint.com |
![]() |
July 20-22, 2007 Miami, Florida |
![]() |
![]() |
| Read all of Richard’s newsletters here: Newsletter Archives Visit Us At |