Pathos Leadership Group

Sales Coaching Lessons from Kanye West and Taylor Swift

2009-09-16T11:09:00.002-05:00

By now you’ve probably seen/heard/read all about the Kanye West interruption of Taylor Swift’s acceptance speech at the MTV-VMA Award show… Even President Barack Obama when asked to comment on the situation called Kanye West a “jackass”! Regardless of where you weigh in on the situation, there are some great Sales Coaching lessons to be learned from the incident.

Here are the Top 5 Sales Coaching lessons from the incident:

To read the rest of this post, visit http://www.pathosleadershipgroup.com/

Sam Palazzolo

Pathos Leadership Group

Independent Contractor vs. Employee: Top 12 Reasons Why You Should Choose Pathos!

2009-09-10T17:34:00.004-05:00

Why should you and your organization work with Pathos Leadership Group on a contract basis versus hiring a full-time employee?

Here are the “Top 12” reasons why:

1.Reduced Overhead: We’ve been able to save our clients hundreds of thousands of dollars in the following types of overhead: Expenses, Payroll, Benefits, and Other overhead.

To see the rest of the "Top 12" reasons why Pathos Coaching (Business Coaching / Executive Coaching) and Leadership Development programs should be a part of your strategic plan, visit http://www.pathosleadershipgroup.com/.

Sam Palazzolo, MBA, CPLP, RODP
Pathos Leadership Group

Sales Coach: What Do You Do When They Don’t Buy From You?

2009-08-12T08:44:00.002-05:00

Sales Coach: What Do You Do When They Don’t Buy From You?
Seven Tips to Offset Lost Sales
By Sam Palazzolo, MBA, CPLP, RODP

You work hard to sell your product or service, right? Nothing is handed to you… Sometimes your sales cycle is short, other times it’s long. Regardless, as a sales professional you are out there pounding the pavement (or email system “virtually” pounding the internet superhighway) every day. Just when you think you’ve got the sale, the prospect puts the brakes on and calls a halt to the sales action. You hit the “pause” button as well and move on to another prospect. When you ultimately do buckle-back with the prospect, you find out that they’ve bought your product or service, just not from you! What went wrong? What will you do now? The following “Seven Tips to Offset Lost Sales” are for you if this scenario happens to you far too often (In our sales coaching practice, our clients learn that once is often enough!)

Read the entire entry here... http://www.pathosleadershipgroup.com/sales-coach-what-do-you-do-when-they-don%e2%80%99t-buy-from-you/

Business Coaching: The Goal of Work... You Dig?

2009-07-31T10:14:00.004-05:00

As a business coach, periodically I have a session that's so powerful that I just have to share... I just completed a business coaching session where I provided a group of clients with building blocks (ie, Group Coaching). "Building blocks? Those are for kids..." you might be saying, and the answer is "Yes!" Here's the exercise:

Today we wanted to discover "What We Are Building" in our work and in our lives. Each participant was provided with four building blocks. Remember building blocks when you were a kid? The possibilities were endless for you to mix/match/stack. The only boundaries imposed on your creation were set by your imagination. Well in our exercise, each participant was expected to build a structure from the blocks provided and tell the group:

What is the theme of your structure?

What is the inspiration for the creation? (ie, What life moment caused you to create the structure?)

Lastly, what is your message based on what you built?

Often times in Executive Coaching, we discuss something that is so powerful, so impactful, so perfect that clarity is gained and major advancements can be made by the individual both professionally as well as personally. This was one of those moments...

One of the participants structures was somewhat simple, but deep on interpretation. The theme for his four blocks which were stacked one on top of the other was "The Goal of Work... You Dig?" The inspiration was that this is where he perceived himself to be at this point in his life. He'd tried several solutions in the past, some worked while others didn't. However, now, at this point he reflected that the bottom block equated to these baseline experiences. The second block represented his "striving" to achieve. The third related to his failures, or negative influences that brought him down. And his fourth block, which was yellow and perched atop his structure, represented his never-ending quest to go for the gold in his life. The group applauded with a coll round of coffee house "snaps" of their fingers!

So what structure would you create? What would your theme be? What's your inspiration? Most importantly, what would your message be?

Sam Palazzolo @ Pathos Leadership Group

Business Coaching: Does Your Business Card Suck?

2009-07-25T08:14:00.002-05:00

Does your business card say who you are, what you do, and MOST IMPORTANTLY how you can be reached?

I got asked to present my upcoming book "Influential Sales: Achieve Selling Supremacy in the New Economy" to a business association yesterday. I really like the President who invited me, and even though I knew it would make for a long week, I agreed to present.

I had a great time, and the energy level in the room was outstanding! There was a lot of positive energy that allowed for a great networking atmosphere.

I gave my presentation, the people were really appreciative and departed with a bunch of new tools to use in their businesses.

This morning, I am writing "Thank You" emails to the group to show my appreciation, and that's when it hit me. Most people's business cards suck! One of the aspects that I love about a card is that it should show not only who you are, where you work and what you do... but the MOST IMPORTANT part is how people can get a hold of you! In this Web 2.0 world, why would you put a card together that isn't complete? And by "how people can get a hold of you" I am talking not only about phone numbers (Work/Cell), but the all important email address. Also, if I've got to search your card to find this information your prospect won't take the time! I am very curious... Your prospect won't be! Spell it out clearly/concisely for them, and for gosh sakes make it EASY!!!

So here's a tip, look at your card right now... Can you see who you are, where you work, what you do and how people can get a hold of you (Phone/Email/Skype/Twitter...)? If so, great job. If not, throw out your business cards and design new ones!

Sam Palazzolo, MBA, CPLP, RODP
Pathos Leadership Group

Business Coaching: Which of These Business Mistakes Did You Make in the First Half of 2009?

2009-07-07T17:51:00.006-05:00

If you’re like most of the business owners I worked with in my business coaching practice, the “New Economy” has allow you to make some mistakes during the first half of 2009. As we make the “turn” into the second half it’s important to reflect on those mistakes. This way, we won’t make them again in the second half of 2009! Here then, are the Top 12 Mistakes I’ve seen business owners make so far this year:

1. You said “Yes” When You Should Have Said “No”
There you were plugging along in your business in the first quarter, making the most of the action items you had on your agenda for the year. You’re cutting through them like a warm knife goes through butter! Then the phone rings… It’s one of your favorite clients calling to ask you a favor. It’s in the following moments where you will determine whether or not to stay the course for the year, or whether you will you will entertain reaching outside of your primary business to help. Granted, the new economy has caused us to rethink our revenue streams, and unfortunately entertain new business ventures that previously wouldn’t have been considered. In our new book “Influential Sales” we discuss how it is that you should stay within the primary boundaries of your service offerings. While it may seem to be a great idea to go outside of those boundaries in order to secure additional revenue, more times than not that strategy will backfire. So what should you do when you are offered such an opportunity? Should you really say “No”? E-mail us at info@pathosleadershipgroup.com and we’ll send you the way to say “Yes” through and “No”!

2. You’re Not Marketing on the Internet
It’s official, the Internet is here to stay! I find it hard to believe the number of businesses that believe that they do not need to have a presence on the Internet superhighway. Do they need a special invitation from Al Gore himself? What’s worse is that I continue to see people who do not utilize a website for their marketing or advertising purposes. Your 24 X7 marketing billboard should be firmly in place for the world to see, no note from Al required!

3. Social Media is Not in your Arsenal
There are so many options to connect right now online for free, from Facebook to LinkedIn to Twitter to MySpace to YouNameIt the opportunities to connect have never been greater or easier than they are right now. Each of these spaces should be utilized not only to tally your message, but to leverage your business. If you’re pre-teenage son, daughter or neighbor can do it, why aren’t you?

4. You Relied on “Old Techniques” in the “New Economy”
The new economy has caused each of us to stretch in different directions. This stretching has been most evident in old techniques versus new techniques. The new economy requires totally rethinking your techniques and how they can be applied in this new economy. We discuss this in-length in our book “Influential Sales”… If you’d like a FREE chapter, send us an email to info@pathosleadershipgroup.com.

5. You “Talked” when You should have “Listened”
Customers today behave unlike the customers of yesterday. They require better questions, ones that hit them right between the eyes and make them think about what it is that they can enjoy as a result of participating with your product or service. The customers of the new economy like to talk, and in order to do so you must ask questions that are powerful. When you do have such powerful questions and ask them, you must be in position to stay engaged in the conversation and continue to ask powerful questions. I can’t tell you how many times I’ve heard of successful salespeople talking themselves out of the sale, either because they lack powerful questions or they just can’t stay engaged in the conversation (They’re usually thinking ahead of the customer, trying to figure out what needs to be said next! Big mistake…) Just when the sales seem to be in reach, they blew it by asking questions and talking more than they should have. In this instance, the customer has sold them on “No”!

6. You got Nervous and Went into New Markets
When sales are down, you may have been tempted to enter into new markets and perhaps work with new customers. Granted, if the market you served disappeared, or got wiped out overnight thanks to the second half of 2008, you needed to head somewhere! However I saw far too many business leaders starting to panic way too early and head into markets that they had no expertise, nor any business being in. We had a saying in New Orleans that went something like “If you’re scared, say you’re scared!” I think the shoe fits perfectly here as well.

7. You Quit Too Soon
Again when sales are down, some leaders started to panic and they started looking for new opportunities (New market, your product, new salespeople...) However, by doing so they just quit too soon on their traditional business and service lines! How many times during the first half of 2009 did you find yourself questioning your current direction, or actually changing direction and sailing into new areas when if you had stayed the course you would have been better off?

8. You Stopped ABC’ing
The ABC’s of sales say that you should Always Be Closing. Many salespeople have moved away from this ABC philosophy. Why? I believe that they were under the impression that their “New Customers” in the “New Economy” were more intelligent and knew more about their products/services than they did. While in some instances, this was correct (What we call a “Transparent Transaction” at Pathos). However in far too many cases, this couldn’t be further from the truth. Instead, what happened was that salespeople stopped selling! Here’s a case in point… What used to take at least seven touches for a sale to be made, the new economy required no less than 10 to 12 touches. If your sales staff didn’t believe in the product, didn’t enjoy the accounts they were servicing, felt as though the grass was greener on the other side, or let’s just say they were weak then these were the true causes for the ABC’s of sales to cease.

9. You Stopped cold calling
Nobody likes to cold call, however what do you do when you run out of customers and their referrals? You’ve got to attempt to grow your business? Unfortunately whether you want to believe it or not, cold calling is an effective way of growing sales. The new economy has caused me and my clients to look at new strategies for how it is that we can effectively cold calling. Gone are the days of going through the phone book and dialing for dollars. Today’s cold calling strategy requires your best game plan!

10. Your Service Fell Short and You Didn’t Realize It!
So sales are down, and were co-piloting the Tidy Bowl boat which is about to go right down the pipe to Omaha! We’re trying new products, we’re looking at new services, we’re entering into new markets that we hadn’t thought of before and here is the worst part, customers are still defecting! Worse yet, we don’t even realize it! We’re so focused on new conquest sales that we have forgotten about the customers who have gotten us to where we are! In other words, our insatiable appetite for more sales, any sales at that matter, has led us to not fully engage with the clients we currently should be dealing with. Pay attention to your current customer base.

11. You Forgot Why You Do What You Do
Let’s reflect for a moment… Why did you get into the business you are in? Was it because you want to make some money? Was it because you love the long hours? Was it because you’ve got nothing better to do? The moments when the water level lowers, that’s when we get to see where the rocks are out in the lake. During the good times, when water and business are a plenty, you can scoot our boat right across the top of those rocks without any damage to the boat. However with this new economy, and the new water level associated with it, running our engine wide open could be devastating without proper navigation. Now we can buy some fancy equipment, and dodge those rocks and not cause any harm to our boat. But why are we really there? What do we enjoy the most during good times? What will we enjoy the most during future good times? Why do we do what it is that we do for a living?

12. You Thought You Could Go It Alone!
The old saying “When the going gets tough, the tough get going” is wrong! I see far too many CEO’s and Key Leaders in organizations today who believe that they can work their way out of this new economy by putting in longer/harder work days. That’s insane! The outcomes from their efforts include less productivity, less revenue, more weight gain, receding hairlines and marriages that end up on the rocks! It doesn’t have to be this way. If the first half of 2009 has not brought you to where you need to be, the year is still salvageable. We are working with leaders and their organizations on solid, scientific business principles that are allowing them to not only sustain, but grow their businesses in this new economy! Send us an e-mail today at info@pathosleadershipgroup.com and we’ll schedule a Complementary Coaching Strategy session. Unless that is, you’re satisfied with where you’re at?

Business Coaching: Dealing with Negative People

2009-07-02T15:53:00.003-05:00

We’ve all been there before… The day is moving along just like we hoped and then “WHAM” we run right into the negative wall, or in this case person. All the momentum we’ve been building is suddenly stopped dead in its tracks. Furthermore, the current moment has left the future direction and speed uncertain. So what do you do when you encounter negative people? The following seven tips should help you get back on track faster and move forward again.

Negative People Tip #1 – Get Back to Basics – What were you working on and why were you working on it? Identifying what the current project at hand is as well as why it’s important will get you refocused on what you were doing. Moving forward again will re-engage you!
Negative People Tip #2 – Forget About ‘Em – Perhaps the hardest aspect of dealing with negative people is putting their “negativity” behind you. However, you’ve got no control over them (even if they work for you), so move on. Consider your encounter with them to be just a speed-bump in the big road of life!
Negative People Tip #3 – Update Your Radar System – You are going to encounter negative people, even if you’re at Disney World (aka, the “happiest place on Earth”). If you know that you are going to encounter them, why not plan your “escape” before you get into the situation? Doing so will allow you to enter the situation with confidence and exit with panache!
Negative People Tip #4 – Be More Selective – You have a choice every hour of every day regarding what you will do and who you will do it with. Make better choices regarding what that is and who it is with!
Negative People Tip #5 – Dr. Phil Them – I don’t want you to break out your best Dr. Phil impression and ask negative people to lie down on your couch and say “tell me your problems?” However people are often negative because they are currently occupying a “negative” space in their lives. Asking why they are there and how you can help them get from there to a “positive” place just may be a difference maker!
Negative People Tip #6 – Go To Your Happy Place – Being negative is easy when it comes right down to it. It takes a lot of effort to stay positive when you encounter these types of individuals. When you do, remove yourself from the situation and go to a place where you can refocus, recharge and re-energize yourself!
Negative People Tip #7 – Stay Positive – Negative people want you to come over to their side if you’re positive. Just because they want you to join their “Pity Parade” doesn’t mean that you should. Avoid doing so at all costs!

Following these seven Negative People Tips will make you more productive and positive. One of my coaching clients told me “Life’s short, play positively and you’ll succeed!” I like that…

Take a moment to complete the “Dealing with Negative People Poll” and tell me how you deal with those negative people in your world. If I can further assist, reach out to me at sp@pathosleadershipgroup.com.

How Good is Your Sales Follow-up?

2009-05-19T17:08:00.005-05:00

I got a postcard in the mail today... Not that big of a deal, right? If you're like me, you get (and probably send) hundreds of postcards each month. But this one was different... It was for my daughter and it said "Happy Birthday from your orthodontist". Now I know what you're thinking, she's a kid that has braces, right? Wrong! This is from an orthodontist that we visited for an initial visit last year, but never "got around" to getting them on (Moment of Truth - My daughter realized there would be pain involved in wearing them, so no braces for her for the time being!).

So she gets a postcard for her birthday from someone that we don't even do business with. It made me wonder... Do you send out "Happy Birthday" postcards to your clients on their birthday? Do you stay in touch with the clients that currently do business with you, as well as those that have in the past? More importantly, do you send anything to prospective clients that decided for some reason or another (pain versus pleasure/devil I know versus the one I don't...) NOT to do business with you?

I am guessing that you don't. Make that, I am pretty confident that you don't! If you'd like information on how you can follow-up/follow-through like an "Influential Salesperson" then send me an email to info@pathosleadershipgroup.com and I'll be in touch!

Sam Palazzolo

Pathos Leadership Group

http://www.pathosleadershipgroup.com/

PS - The orthodontist was Terry Moore, DDS in Colleyville, TX. For less than $1 he might earn our business after all!

Are You Losing Sales Because Of Your First Impressions?

2009-05-12T16:24:00.004-05:00

Well, it happened again… I got a voicemail this morning from a prospective customer that wanted to discuss executive coaching with me. The gentleman spoke clearly, and was even so kind as to do the three actions I request in my voicemail (What… you don’t make a similar request for three items in your voicemail? Let me guess, you’re still saying “You’ve reached (Your Name), sorry I’m not in to speak with you, but please leave me your name, number and a brief message and I’ll return your call as soon as I can. Have a nice day!” You’re missing sales is you do…Send me an email and I’ll send you an article titled “Sales Saving Voicemail Scripts”).

I took good notes from the message he left and reached for the phone to return his call. That’s when it happened… Let’s just say that her name was Lola (Sing along with me, “Oh my Lola, la la la la Lola!”) Lola was not having a good day, it was apparent over the phone in the first three seconds of our conversation. That’s all it took for me to get the wrong mental picture of her, this prospect and his business! So I wonder, are you losing sales because of your first impression? In other words, are the people that are on your front line representative of you and your operation, or are they totally misleading in the wrong way? The following then is a list of 5 techniques you can “review” with your “first impression” staff so that the right impression is left every time!

Technique #1 – Smile – You can hear how someone feels through the phone! So if you are answering the phone with a frown on your face… smile. You might not be on candid camera (i.e., Punked!), but your customers will certainly feel the warmth.

Technique #2 – Serve – Why are you there? You are there to serve others, otherwise you should be in a backroom office with no phone in sight and far from the customers. If you are in the front of the customer experience line, you’ve got to have a serve mentality.

Technique #3 – Refresh – We all get in a bad mood… we’re human! However, when the phone rings or a customer walks in the front door, it is “Showtime” for those frontline employees. So adopt a “Showtime” mentality, but see if you can’t carry that mentality over when no customers are present!

Technique #4 – Clear – Clear the thoughts of workers that you can identify as struggling. It’s natural to want to help, so lend a hand and help them out. I think this is called teamwork or something…

Technique #5 – Get Real! – If you have associates that are not interested in putting your best foot forward, you’ve got to part company with them. There is only so much training and development that you can offer someone. If you notice that nothing is sticking from these sessions, part company with dignity!

I hope that these five techniques will allow you to stop losing sales because of those bad first impressions! If you’ve got other ideas, send me an email at info@pathosleadershipgroup.com .

Sam Palazzolo
Pathos Leadership Group – Home of the Influential Edge!
www.pathosleadershipgroup.com

Who the Hell is James Strock and Can He Save Leadership? 12 Tips on Becoming a More Effective Leader

2009-05-08T10:56:00.006-05:00

I had the opportunity to spend time with James Strock, author, speaker, and executive educator on 21st Century Leadership. If the saying “If you don’t know your history, you’re bound to repeat it!” is true, then you must get to know James and his work. He has the unique ability in possessing dual vision, with one eye on the past and the other towards the future.

His next book, “Serve to Lead: 21st Century Leadership System” discusses how leadership today is different. Here are twelve of his thoughts regarding just how different things are for leaders and the serious issues to be challenged with:

1. Technology – Is the vision of Hanna-Barbera and George Jetson very far off?
2. Ethics – We operate in a “transparent” society… Kiss privacy good-bye!
3. Service – Everyone can lead because it’s so easy to serve at the current time.
4. Empowering – Becoming “empowered” is easier today than it ever has been.
5. Consensual – There exists a consensual relationship between the leader/non-leader.
6. Love – The Beatles sang “all you need is love” and so does James!
7. Relationship Transition – There is today a transition from transaction to relationships.
8. Dynamic – Kick “static” relationships to the curb.
9. Custom – There is no universal or “one size fits all” leadership methodology.
10. Convergence – Leadership styles are converging (Think Mr. Cosmo Spacely meets John Maxwell)
11. Imagine – Another Beetle sighting… Think “strawberry fields forever!”
12. Public – There is no leadership in private?

If you don’t know James work, get to! He was motivational, inspirational and at times controversial. When was the last time you met someone that told you that Tom Peters and Jim Collins are wrong?

You can find out more about James at his website… http://www.jamesstrock.com/

If you’d like to see where you “rank” versus the 3,000+ business leaders that we surveyed for our book, “The Influential Leader” please visit http://www.gotinfluence.com/ and take the 2 minute survey. You’ll receive a report that shows where you compare versus them on the 10 critical skills that made them successful!

Sam Palazzolo, MBA, CPLP, RODP
Pathos Leadership Group
www.pathosleadershipgroup.com

Influential Customer Service 101 - XM Sucks !

2009-05-06T13:55:00.008-05:00

Many of you have heard me in my "Influential Customer Service" presentation talk about what happens when "Good Companies Go Bad!" For those that haven't seen me in action, Here's an example for you...

Thanks to Joe Vitale and his "Attractor Factor" earlier this year I got a new car. It's a beautiful Acura MDX in that dark burgundy color. The car is perfect, except for one thing... The XM radio. Now XM came with the vehicle for a three-month trial. I left terrestrial-radio behind almost three years ago and got a Sirius subscription. I was delirious with the Sirius Customer Service, the variety of channels, etc... It almost made my commutes bearable (almost!) So when I got this new car I was expecting the same level of outstanding service.

Well...XM sucks for several reasons. There are great customer service lessons to be learned from all this, so here goes:

My Trial Subscription Had Limited Channels - If you are going to offer your product/service for a "test-drive" like we do, why wouldn't you give prospective customers a feel of your entire product offering? Sign-up for our complimentary "Pathos Platform" and experience what I am talking about!

The Price Was Nearly Double What I Was Already Paying - If you have similar aspects of your product and your service is equal, how can you justify nearly double the price charged? I had an exchange with the Customer Service Representative at XM that honestly went like this....Sam "That price is nearly double what I am paying now!" XM CSR "Yes sir, that's the price." Sam "What's the logic behind that?" XM CSR "There is none sir."

There Is No Negotiating With XM - I could have lugged my old Sirius radio with all the wires and everything from my old car to the new one, but I opted to see if I couldn't retain some of the crisp/clutter-free interior styling of the vehicle. As such, I decided to make a run at XM to see if they could at least negotiate (Hey, my 3 month "FREE" trial was almost over!) I talked with an XM Customer Service Representative and asked if there were any "Economic Stimulus Packages" taking place (I had to inform them that I was talking about a discount, apparently the Training Department at XM hasn't had that comedy/humor training session with the economy being as it is!) They told me that if I paid in advance for an entire year that I would receive a month for free. One month? I asked if they could do better. The told me that if I prepaid for two years I would receive two months for free. I couldn't hang-up the phone fast enough!

My "FREE" Trial Just Billed Me - Imagine the look on my face when I received in the mail today a bill from XM for $7.58. The bill is broken down as follows - Invoice Fee $2.00, Late Fee $5.00, Tax-State $0.44 and Tax-Local $0.14. I called in to see what the deal was, as my official "FREE" trial ended at the end of last month. First I couldn't get to the right department (The automatic operator wouldn't give me the "For Billing Questions, Press 9" option). Next, when I did get to a "live" person, I could barely make out what they were saying (Watch for my "Customer Communication with Marbles in Your Mouth" training series coming soon!) Finally, I talked with someone that informed me that the bill was "in error"... Sure!

So here I am in this brand new car... still smells new even after three months! Unfortunately, I've reverted back to terrestrial radio for the time being (I'll be compromising that clean interior design by bringing over my old Sirius radio shortly!)

Sam Palazzolo, MBA, CPLP

Pathos Leadership Group

http://www.pathosleadershipgroup.com/

Is Cold Calling the Success Key to Sales?

2009-05-05T16:35:00.005-05:00

Pathos Leadership Group – Home of the Influential Edge!

Is Cold Calling the Key to Sales Success?
6 Strategies to Make Cold Calling an Effective Part of Sales
By Sam Palazzolo, MBA, CPLP

Another day, another dollar! If you’re like most sales professionals today, you’ve hit the wall regarding locating, identifying, prospecting, selling and delivering to new prospective customers. So what can you do? All of the “Sales Gurus” would tell you that cold calling is a total waste of your time! Why one even goes so far as to say that there is nothing that adds less value to a sales professional’s day than attempting to perform cold calls. I disagree! If your current customers are not referring you to new business (Problem in and of itself addressed in a later article) and you need new sales, you’d better be cold calling and reaching out to new prospective customers!

In this document I will share with you six tips, techniques, and tricks that you can implement into your sales process when you have run out of prospective candidates and need to cold call. After all, we only know so many people and so many people know us, right? We need to break outside of that “circle of friends” or contacts to increase our sales volumes… Here then are six tips to cold calling:

TIP #1 : Proper ID
Properly identifying your target industry and prospective candidates within the organization structure for customer-hood is crucial to your success. If you are targeting potential customers that cannot or won’t write a check for your product or service, then I would have to agree with the so-called Sales Gurus and say that you are wasting your time! Here is an example… I got an e-mail from Joe who is a Sales Pro in Cleveland, Ohio. Joe writes that his customer base has dried up and that he is cold calling prospective candidates within the same industry with little to no success. I picked up the phone and I called Joe. The first question out of my mouth was “Joe, before you even tell me what your cold calling script is, would you mind sharing with me the industry you are targeting, and tell me a little bit about the prospective customers there in?” Joe replied that he was targeting the manufacturing industry and furthermore that they were in a certain dollar annual sales revenue/number of employees range. Sounds like a solid plan, from Joe’s perspective. Unfortunately from my perspective, no one in this industry segment was purchasing now or were they purchasing within the previous 12 months! This revelation to Joe allowed him to see that he was fishing in the wrong pond. There simply were no fish present in the lake that he was fishing in!

Make certain you properly identify your prospects and whether or not they can buy.

Tip #2: Proper Script Please
In order for cold calling to be effective you need to develop the most high impact cold calling script that you can. “What does it look like?” you might ask. The high impact cold calling scripts that we utilize here at Pathos Leadership Group in our Business Development Operation for clients across the country consists of the following eight key characteristics:

Introductory Statement

Nice Tone

Who Are You

Why Are You Calling

Get To The Point

What Are The Benefits?

“Who Have You Helped” Testimonials

What Do You Want?

This simple formula for creating a cold calling script has left many a person on the other end doing exactly what we hoped to achieve, set an appointment! Unfortunately, most cold callers are hoping for dramatically different results than what can realistically be expected (i.e., Sell a product/service). So let’s get real before we even pick up the phone!

Make certain you’ve got the proper script which drives towards realistic results please.

Tip #3: Working with The Gatekeeper
There are several techniques that one can use to successfully work with the dreaded Gatekeeper. There job is to keep you out, and remember that your job is to get in! You have four choices, you can either navigate around the side (Left or right) or go up and over or below them (Joe would argue there are actually five, that they could stop you! Poor Joe…) However, nothing, let me repeat that, nothing is as important as forming an ally relationship with the Gatekeeper! One of the key characteristics identified in step number two (Proper Script Please) was that of being a nice.

Being nice? It is a given that we will be nice to the person whom we are attempting to reach (in the event that we ultimately do reach them!) However, I am always amazed when I listen in to recorded cold calling attempts when I hear that the cold caller is “not so nice” to the Gatekeeper! This leaves little doubt in my mind regarding why it is that so many cold callers are unsuccessful in their efforts and attempts today! If you are going to be nice to the prospective customer, then you had best be nice to the Gatekeeper of that prospective customer. It just makes sense!

In order to work effectively with the Gatekeeper, play nice!

Tip #4: Voice Mail Strategies
There is a school of thought out there by the Sales Gurus that says not to leave voicemails when cold calling. I’m going to let you in on a little secret. Guess what the Sales Gurus staff does when they reach out to prospective customers that they want to do business with? Lean in, here is the secret… They leave voicemails when cold calling! Now you may be thinking, “Well Sam, if I was a Sales Guru I would leave voicemails too because I would expect people to return my phone calls.” I’ll give you that! Being a Sales Guru has many advantages and this just may be one of them from many people’s perspective. However, from my perspective cold calling is a “level playing field” for all to operate on. While those Sales Gurus may have the name recognition that you desire, there is nothing that says that a prospective client will return their phone call any quicker over yours! What they may have that you don’t is a compelling reason in to return your phone call.

Give your prospective customers a reason to return your cold calls.

Tip #5: Consistency
The difference between below, or average sales and exceptional, or outstanding sales levels is caused primarily by your performance in the “consistency” arena. Most sales professionals attempt to perform one process or one procedure on day one. Those same sales professionals attempt to perform a different sales process, or procedure on day two and a third on day three. In other words they have no consistency when it comes to their “game plan.” They rely instead on their sales managers “Program of the Month” or “Good to Great Idea of the Day” to move them towards greater sales success. Don’t fall victim to the temptation of straying from the path in front of you. You must remain consistent and you must see the process through. What may turn out to be a decrease in productivity and profitability may in the end results in your success!

Be consistent for exceptional sales results.

Tip #6: Seek Help
I run into sales professionals all the time who ask me how it is that I know what it is that I know. I tell them it’s because I have failed far more often than they have. I always make a point of saying “Ask me how I know an idea won’t work or perhaps needs to be fine tuned, it’s because I’ve attempted it!” I say this not to brag, but instead to show that I am humble and that sometimes our best learning opportunities come from failure. Salespeople, always the skeptical bunch, often follow that up with a secondary question something like “Well if you fail so much, how come you are so successful?” The answer is simple, I was fortunate to have a great coach that took interest in my development and my income in that order. I learned the value of successful sales coaching and training early on and I would not be where I am today had I not had someone mentor me. If you think that I am above reproach when it comes to coaching and training, I continue to believe that I will never know it all and as I write this article today I have just completed an e-learning session with SalesForce.com on “Successful Sales Productivity, Efficiency, and Cooperation.”

Contact a Sales Coach to move your game to the next level!

Summary
I am convinced that there is no way that you will succeed in sales unless cold calling is a part of your process. While I do agree with the Sales Gurus when they say that referrals are a “better” way to get customers, what if you don’t have any? You’ve got to start somewhere! The six tips, techniques, and tricks identified above are the key to successful sales cold calling.

Got Influence? You’re either an “InfluencerR” or you’re being “InfluenceD”! Take the “Influential Leader Inventory” at www.GotInfluence.com and see where you rank against other leaders who have the “Influential Edge!” Sam Palazzolo, MBA, CPLP is the author of “The Influential Leader: 10 Critical Skills You MUST Possess For Success” as well as “Influential Sales: How to Achieve Selling Supremacy in the New Economy!” As President and Chief Influence Officer at Pathos Leadership Group, Sam conducts Influential Keynotes, Workshops, Webinars and one-on-one Coaching. Discover more at www.PathosLeadershipGroup.com, e-mail sp@pathosleadershipgroup.com or call 817-605-1942.

"Your Associate Said What and It Got Picked-up by ESPN, the AP, and the World?" How Training + Development Can Overcome a Disaster!

2009-03-27T08:40:00.004-05:00

The number of organizations that bring me in to help them with their communication skills usually have a "challenge" or "obstacle” that they are trying to overcome. I think of it as a deficiency that they are trying to “bulk-up” on! After all, who doesn’t want to equip their team with the best skills possible?

So what do you do when a disaster occurs? Witness the Dallas Police Department’s Officer Robert Powell. On Wednesday, March 18th he was on duty and witnessed a vehicle running a stop light. He did what any police officer would be expected to do… He flipped on the patrol car lights and pulled them over for this minor traffic violation. However, there’s more to this story because of the situation. Watch the video on ESPN here http://sports.espn.go.com/nfl/news/story?id=4017382.

So how can your Training and Development help when situations like this occur, and perhaps even more important how can you prevent them from occurring in the future? There’s a host of opportunities for you to take, both reactive (it already occurred) as well as proactive (it hasn’t occurred… yet!) Here’s my “Top 7” for you…

1. Assess each team member on desired Communication Skills
a. Presenting…
b. Speaking…
i. Crucial Conversations
ii. Sensitive Conversations
iii. Performance Conversations
c. Listening…
2. Identify the areas of “weakness” from the assessment and develop training
3. Perform Training with video feedback
4. Assess each team member post training to insure desired results are present
5. Coach Leaders/team members on communication
6. Present positive communication “episodes” or examples to the organization to remind them of the importance
7. Re-do annually!

Situations like this happen, granted it’s not every day ESPN or the AP picks them up! Most communication simply goes “under the radar” or unnoticed except for the individuals that are participating. Regardless of reactive or proactive stance, the above roadmap should allow you to set the proper tone for future desired communication.

If you’d like more information about my “Influential Communication” workshops send me a note to info@pathosleadershipgroup.com It may be the difference between showing up on ESPN with the caption “Weekend Warrior Looks To Go Pro!” or “Executive Explains What Went Wrong”…

Sam Palazzolo, MBA, CPLP
Pathos Leadership Group – Home of the Influential Edge!
www.pathosleadershipgroup.com

Is the Magic Back?

2009-03-22T18:32:00.000-05:00

Ahhhh... March Madness! Does anything quench the Influential Leader's sole like college basketball? I spent last week traveling, so what better way to take some "down" time to watch wall-to-wall basketball. Being a Big 10 Varsity Athlete, I was especially pleased to see Michigan State University and Tom Izzo breeze through their first two games. Hard to believe that it's been 30 years since Magic Johnson lead MSU to the title in 1979. Even more hard to believe that they won the 2000 championship!

So what's the secret to their success? Anyone that knows anything about Tom Izzo knows that it all boils down to one thing. Every team in the NCAA - Division 1 athletics has got star athletes. Every college hosts their teams in what could only be called modern day coliseums. Every team has great athletic training programs. So from athletes to facilities, everything is pretty even. What's the secret then?

The Influential Leader has the secret! It's hard work. So simple, yet few actually accomplish success because there is an extreme lack of hard work. Magic used to tell tales of running up and down the court in practice until he puked. So what are you working so hard at that you actually "puke" afterwards?

If you'd like to get the "Influential Edge" and start working hard, send me an email at sp@pathosleadershipgroup.com and let's start today! You'll join the thousands who've participated in our programs that are tasting success today, even in this economy! You'll also get in on the ground-floor of our exciting 2nd Quarter of 2009 programs. What are you waiting for? Oh you already work hard don't you? There's a big difference between working hard and hard work... Drop me a line and we'll spend 10 minutes together to see where we can go together!

Sam Palazzolo, CPLP
Pathos Leadership Group
www.pathosleadershipgroup.com

Types of Business Coaching

2009-03-20T10:51:00.000-05:00

Kris Koonar writes an excellent post on the types of Business Coaching available today! View it here... http://stepstosuccessmadesimple.com/blog/types-of-business-coaching.php

In our Executive Coaching practice here at Pathos Leadership Group, we touch all of the items mentioned. There seems to be a lot of confusion regarding what a coach will and won't do... Our answer is simple: "If you wan't to get the 'Influential Edge!' we've got to first and foremost determine what you want. From there, it's all hard work and effort!" In other words, there is no shortcut/magic pill which you can take to get to where "success" lives.

To schedule a Complimentary Coaching session send me an email (sp@pathosleadershipgroup.com) today... It will be the best 20 minutes you spend!

Sam Palazzolo, MBA, CPLP
Pathos Leadership Group

Is Executive Coaching Dead in this New Economy?

2009-03-19T16:16:00.001-05:00

I often get asked "Is Executive Coaching dead in this New Economy?" My answer is the same that I give to my clients that seek excellence... "Only if you suck!" Executives right now need coaching more than ever, even if they got some of that TARP money in their pockets (Come to think of it, they might be exactly who needs coaching!)

If you think executive coaching is dead, read this great article from some chaps in the UK: http://www.businesszone.co.uk/cgi-bin/item.cgi?id=196078&d=1095&h=1097&f=1096&dateformat=%25o-%25B-%25Y

Let me put the article in a different light... One of my clients asked me the other day "Sam... When will I no longer need you?" I told him "About 15 minutes after you pass-away!" Send me an email at sp@pathosleadershipgroup.com if you'd like a "Complimentary Coaching Session" with me... It will be the best 20 minutes you spend this year!

Verizon Wireless - That WasN'T Easy!

2009-03-05T08:19:00.000-06:00

In "The Influential Leader" I wrote about how mastering technology can make you truly influential (One of the ten critical skills identified as a result of interviewing 3,000+ business leaders coast-to-coast). Well, as a result you know that I am always looking for a way to maximize my time. I met with a client recently who told me about a great opportunity to do just that... Enter the new Blackberry Storm. Now this is an upgrade from my current PDA and I have been going round-and-round with AT&T about new phones/replacement phones/etc. lately. Did you know that the best deals on cell phones can be had when you switch phone companies? I interviewed an executive that said "You're just stupid if you don't switch from AT&T to Verizon every six months!" That's pretty powerful!

Well, I did just that! I ordered two new phones to keep me and my assistant on the same page. Our Blackberry Storms arrived on Tuesday and boy were they great to look at. I said "to look at" because neither was working! Here's the saga in a nutshell from an email I sent to the Opertions Director...As you can tell, it's been anything but "easy"!!!

Well, I think after spending 43 minutes last night and 21 minutes this morning on the line with Verizon that my cell phone activation is complete! Here were the issues that I encountered:

Both of my previous numbers were not “ported” over to Verizon.

The Verizon Customer Service department could only help me with one of the numbers last night. He recommended contacting the "Activation Center" which I did from my other line at 9:50pm. I sat on "Activation Center" hold for 12 minutes and then dumped the call when Verizon CS came back to me with a “plan”.

The Verizon CS “plan” is that I contact their “Port Center” first thing this morning (Another call). No big deal… it’s just my business line that’s not activated! I’m kind of excited because he says that the number doesn’t look like it’s been ported over for me… I may lose the number (No big deal again… it’s just my business line!)

However, the Verizon CS did review my account with me, and he mentioned that I had the Blackberry Enterprise Plan (Remember the one we looked at for $49 that you’d use if you had a Blackberry Enterprise Server at work?) I had him change this back to the Blackberry email and web plan that I had selected from my online order (Not certain where the disconnect is/was with this one?) He requested that when I contact the Port Center that I verify Blackberry service on my other line as well.

OPPORTUNITY – The Verizon CS agent reviews my entire plan/options with me. He says that he notices that I don’t have insurance for $4.99. He reminds me that the phone costs $550 and that (1) the technology is still very new and (2) he has lost/damaged/had stolen his phones in the past and this policy kept him from having to come out of pocket big time! I had insurance before with AT&T… I know it’s probably a waste of money (You could take me through the phone factory again right?)… But he does plant the seed. He can’t sell it, but he’s offering and setting it up for Verizon!

I contact the Verizon Port Center at 7:02am CST. The representative tells me that the number was not requested originally. I get transferred to a representative with an “easy” button. This new representative punches this “easy” button and makes it happen in like 30 seconds! She says that I should be able to use the phone now. I ask if we can review my Blackberry plan and she has to transfer me to another person.

The final person I talk to reviews my plan with me. Again, I am setup on the Blackberry Enterprise Server plan. We switch me to the other one. She also helps me get the insurance and offers the Verizon GPS for $9.95 a month (per line). I take the insurance, but decline the GPS (I can add it later!)

Here’s the real dagger for me… I hate sending my assistant off without her phone. Unfortunately, I sent the phone with my business number with her yesterday... i.e., the one that wasn't working (I thought it was the other line… stupid phones all look alike!).

When it’s all said and done, I am probably looking at 4+ hours of purchasing through using these new phones. I’d better pick up my pace and get some efficiencies quickly!

Wait... It get's more ironic! I am having a great conversation Wednesday morning with a Business Development Manager from non-other than Staples. After hearing my saga, she looks at me and says "Too bad they didn't have an "easy' button for you!" Yeah... too bad.

If you'd like to see how Verizon can implement an "easy" button and get on the Pathos "Customer Advocacy" train (The "One Call Resolution" train might go too fast for them!), send me an email (sp@pathosleadershipgroup.com) and I'll send you a link so you can view this "virtual" training-on-demand.

Sam Palazzolo, MBA, CPLP

If Seth Godin Said "It"... "It" Must Be True!

2009-02-26T11:44:00.001-06:00

Here's an article that I recently published in the National Speaker Association (NSA) North Texas chapter newsletter. If you belong to a professional association, this one's for you!

"Is The Expense of NSA Membership a Waste?"

I recently took the advice of Seth Godin (Author of "Tribes", "Purple Cow" and "Permission Marketing" to name a few). In an interview he said that right now in order to weather the current economic storm, businesses need to look at each of their expenses and cut out the wasteful ones. So I sat down and analyzed my business, one painful accounting expenditure at a time. I ultimately came to the NSA and NSA North Texas expenses. I looked at these expenses and like Seth said, asked myself if this was truly a waste? I came up with two conclusions...

First, I just returned from the NSA Winter Convention in Orlando, so the expenses were still fresh in my mind (They'll have a little more "sting" when the bill arrives next month!) It was a great opportunity to see old friends, meet new ones, bring my kids with me (My daughter celebrated her 8th birthday there! She celebrated with Mickey, I celebrated my 8th birthday with my Uncle Mike... but that's a different story!) and to learn new ways to take my business to the next level. I set a goal for myself to leave with no less than six $10,000 ideas. I left the first day with nine thanks to Jeff Magee, CSP! Was this expense worth it?

Second, I reviewed the NSA North Texas expenses associated with the meetings and sitting on the board. Even though I purchased a "Value Pass" the membership and meeting expense are high in comparison to the other associations I belong to (But I do get to attend a special session later this year!) I reviewed my notes from each of the presenters that have come through... Michael Port, Scott Halford, Jill Konrath, Chris Clark-Epstein, etc. What value did I receive from each that directly dropped to my business bottom line? I also looked at my time spent on the board. This is time away from my clients, students at the university where I instruct, and my family. Was this expense worth it?

I had a conversation with a "prospect" or potential member to the group, which cleared up all the analysis that I was trying to perform. She asked "What is the best part of being a member of NSA?" I told her the answer was simple for me, it's a place where you can go and learn how to best structure your business because everybody shares! So whether you take Seth's advice or mine, determine if the expense of your membership is truly bringing value to your business bottom line. If you're like me, this is a no-brainer!

From the Membership Desk... Sam Palazzolo, MBA, CPLP

What's In Your Cup...Starbucks Buyer Beware!

2009-02-03T15:47:00.000-06:00

A note from the frontline about how lousy customer service can kill the best coffee in the world.

I was as upset as the next guy when I heard that Starbucks would no longer be serving decaf after 12noon at their stores (See the Decaf Debate story at http://www.usnews.com/blogs/the-inside-job/2009/01/28/starbucks-calls-off-decaf--after-12-pm-.html . Also, if you want to see just how much caffeine you’re giving up, visit http://www.energyfiend.com/caffeine-content/starbucks-tall-decaf-coffee You’ll be blown away!) But I’ve had an experience today that left me looking for something to calm me down!

As many of you know, I am legendary for my “coffee connoisseurship” as often seen through my entire pot-drinking episodes (As a matter of fact, that FedEx Kinko’s commercial where the guy drinks the entire pot because of the “all-nighter” was stolen from me!). As a result of this elite club, I am the easiest guy in the world to buy gifts for! Let’s see, what do we get the guy who has everything, including a caffeine addiction? I got it, a Starbucks gift card! While not extremely creative, the shoe does fits so I am drinkin’ coffee!

Today I went to my local Starbucks to purchase a brew and hold a meeting. I walk in, promptly hand over one of the bazillion Starbucks cards I have at home and the Barista announces to me “You owe me 29 cents!” I don’t want to say that any “favors” should have been granted to extend me credit, or even comp me the 29 cents, but I’ve visited this Starbucks several times a week for the last year, I have my own “chair” complete with a nameplate, and the Barista even knows me by name and makes my drink for me when she sees me (Grande ½ & ½ please, room for cream/sugar…Nothing fancy!). During this entire time period, I’ve never paid with cash or coins or anything but one of these gift cards. I must have had a look on my face similar to the look I received when I was younger and started speaking to my Uncle Louie in English (Not a good idea in case you’re wondering! You’ve heard of the kid that grew up on the wrong side of the tracks? Uncle Louie grew up under the tracks!)

I was baffled. I was befuddled. I mean I was really baffuddled! I paid my 29 cents with a dollar in my pocket and have to admit that I had a difficult time concentrating on my meeting… Wouldn’t you? So here is what I pledge to do. For the next 30 days, not only will Starbucks not earn my decaf business, but they will forgo my caffeinated business as well!

So how are your “front-line” associates treating your customers? You know the ones…They usually earn the least yet have the maximum impact on your customers, many times being the only voice the customer hears! What are they doing? What are they saying? What are they not doing? Where are they falling short of your customer’s expectations? When was the last time you “listened-in” to their conversations? Here is what I am betting, you don’t know! Worse yet, you do know and your burying your head in the sand hoping that things will “get better” or that they’ll “get smarter” or that the problems will “go away” magically! Well they aren’t! You need a plan, you need clarity on that plan, you need an implementation schedule of that plan and a review of it once implemented to insure that you are getting what you want. Pretty simple? Pretty straight-forward?

Do You Run Your Business Like The Auto Industry? You’re Probably Closer Than You Think! How the science of influence and persuasion can bail you out

2008-12-11T17:55:00.000-06:00

Many of you know that I spent the majority of my “teeth-cutting” years in the auto industry. Working every aspect, from manufacturing, wholesale/distribution and retail gave me a unique perspective while watching the hearings over the past month. Well, I decided that I’d do my part to help the industry get back on their feet. You see, I have a vehicle that has a lease that’s concluding next month. No, I am not willing to pay full-sticker or more to support them, but with the lease expiring a trip to the local dealers was in order.

So off my seven-year old daughter and I headed last week to three dealerships (Note to consumers – Always bring young kids with you. You can leverage them as an exit strategy when you grow tired of the dealer's tactics!) We visited three dealerships and I believe that I’ve stumbled upon what the biggest problem is.

No, and let me be clear about this right from the get go, we were not treated badly or in a “customer unfriendly” manner. There’s already been enough written about that! My experience was a pleasant one. We were eagerly greeted by salesmen at each location and each seemed genuinely happy to see us (There were few/any other customers around). We had relatively little difficulty at each location selecting a vehicle and test-driving them. We even had no issues departing! There were none of the traditional “You can’t leave until you meet my manager” or “If I could get this vehicle to fit in your budget, would you be willing to drive it away today?” conversations (Kind of disappointing, I was ready to rumble and so was my seven-year old!)

Here is the interesting part, and perhaps the part that you can unfortunately relate to… No one followed-up with me to see how they could further assist me! There was no twenty-four hour call to say thank you for coming by, no seventy-two hour call to see where I was at in the purchase decision, no call at all!

So I started thinking, I wonder how many businesses out there meet a prospect and then never follow-up with them if they don’t buy right then and there? Do you behave like that? Worse yet, do the people that work for you behave like that?

The science of influence and persuasion points out two principles that should come to the rescue:

Consistency – Whatever your follow-up process is with your customers, you need to do it each and every time! Develop your follow-up schedule and stick to it, and make certain that you are measuring the follow-up procedures of your people so that you properly manage their actions. The current economy has caused the length of time between “investigation” and “purchase decision” to lengthen considerably. Follow-up, follow-up, follow-up should be your mantra as the leader!

Scarcity – When the customers are scarce, you’ve got to find a way to stay in touch with them. The one great thing about the car business is that incentives/loan rates change daily (make that hourly today!) This is exactly the type of information that you want to present to your customers so that you stay “in the loop” front and present with them. Remember, information that is new should be distributed immediately to your customers, not later on… NOW! Information is like fish… it’s best when it’s distributed fresh (no frozen comments here!)

As I was writing this, you’re never going to believe what just happened! That’s right, one of the salesman followed-up with me. He was neither “convincing” nor “sharing of information” with his call. He was using the same-old techniques that no longer work in this economy (I’ll let you guess what he said… write me an email at sp@pathosleadershipgroup.com and I’ll send you a copy of my book “The Influential Leader”).

So are you, or your people like the auto industry? If you’d like to make certain, write me an email and we’ll schedule a complimentary coaching session to assess where you, and your organization are at! Keep this in mind, the government probably isn’t going to bail you and your organization out anytime soon!

PS – I don’t know if any of the other salespeople will follow-up with me. Strike that, I definitely know one of them won’t. He never got my information to follow-up! (Your people do get follow-up information right?) Where have you gone Joe Girard?

You've got a Customer Testimonial...So What!?!

2008-12-08T10:02:00.000-06:00

I just visited a blog that discusses the use of testimonials on your website (You can read it here Word of Mouth with a Bigger Mouth). So should you, or shouldn't you use a customer's testimonial on your website? Here was my answer to the blog as well as my comments below:

Great post...You are correct when it comes to testimonials and the connection to influencing others through their use!

The principles from the science of influence and persuasion that you are referring to is something I describe in my book (The Influential Leader) as “Social Norm” and it is analogous to a “herding” mentality that is deep-rooted within each of us! Simply put, if we perceive others doing similar, we will follow.

The use of testimonials is a tricky one though…So beware! There is a right way and a wrong way to put testimonials on your website. Often times, it’s best to not have them at all! So what is right and what is wrong? Here are two examples:

“Scott was fantastic!” – TL
“Scott was a driving force in allowing our customers to develop trust in us. As a result, our sales are up 50% in the last quarter!” – Thomas Leonard, Epson Electronics Sales Director

I would encourage people that place testimonials to do the latter example! If I can further assist, please don’t hesitate to contact me.

Sam Palazzolo, CPLP, MBA

Unfortunately, most who have testimonials don't give enough of the 5W's (Who, What, Where, When and Why) and they certainly don't give the "How" towards their success. Worse still, they give a "confidential" name as to who had such nice words about them!

Don't get me wrong, testimonials are great when used properly. They build trust with people that might not know you. However, when used properly they can be better left "unsaid" if you know what i mean!

Are You a Professional Speaker? You are to Me!

2008-11-14T09:44:00.000-06:00

Are you like Cavett?

One of my favorite National Speaker Association “Voices of Experience” (VOE) tracks from the last year was on Cavett Robert and the impact he had on NSA’s organization and membership. You’ve probably heard the same track where everyone has such wonderful things to say about him. There are two thoughts that cross my mind as I recall it…

First, Cavett always sat in the front-row at every presentation he attended and took notes. He would always learn something from whoever was presenting and perhaps most importantly, he’d make a point of meeting the speaker afterward to tell them how he thought that they were the best speaker he’d heard! He didn’t stop paying compliments to those that gave presentations, he’d also tell people that he was having regular conversations with how they should become professional speakers (Legend has it that he’d even say the same to garbage men!) So do you act like Cavett? Who have you told that they speak great and that they should become a professional speaker? I know that my life changed dramatically the day Tim Durkin said something similar to me!

Second, I mentioned that everyone on the VOE had such wonderful things to say about Cavett. Who doesn’t like to hear good things about themselves? I only hope that they shared the same thoughts with him when he was still with us. November 14th is a reminder day for all members of NSA to remember Cavett. I say we celebrate the entire month by telling those we enjoy why they are special people in our lives. Who knows, maybe they’ll want to become members of NSA as well!

Visit our "Affiliates" page to learn how you can become certified with Pathos (www.PathosLeadershipGroup.com). The benefit to speakers, coaches or trainers is that you can compliment your A+ material with the breadth of ours (See all we have to offer on the Training page of the website).

Sam Palazzolo, CPLP
President & Chief Influence Officer
Pathos Leadership Group

Where Have All The Cowboys Gone - Influential Sales and the Economy

2008-11-11T08:14:00.000-06:00

Paula Cole asked a few years ago, and it bears repeating during this tough economic period..."Where have all the cowboys gone?" This past weekend, I met one that is worth telling you about.

On Sunday afternoon, my wife and family decided to have a little "family day" that consisted of us going to a few open houses and then visiting a couple of car dealerships. My kids initially resisted, but later loved tearing through the open homes (Sorry realtors!) We like to do this because it is a great learning experience to share with our kids what's really important. We always do a debrief after each home and discuss what they liked, what they didn't like, what we have at our current house, etc.

The highlight of the day was when we went to a few car dealerships. Here in Texas, because of the labor "blue" laws, dealerships can only be open one of the two weekend days. If they're open on Saturday, they must be closed on Sunday and vice-versa. Most chose this pattern, but a few like to "swim upstream" and close on Saturday to be open on Sunday. We chose to visit the ones that were open on Saturday and close on Sunday. Even though I worked in the car business for nearly 16 years, my wife summed it up when she explained to our oldest daughter when she asked "Why are we going there, they look closed?" My wife answered in her usually honest way by saying "This way we won't be bothered by any pushy salesperson!"

That's when we met him...The Cowboy! We visited the Park Place Lexus dealership in Grapevine, Texas expecting to be all alone, browsing the hundreds of new/used vehicles un-bothered. To our surprise, there was one lonely salesperson there to greet us. Now he was not pushy or obstructive to our mission, and many dealers post "inventory takers" at their lots on Sundays. That is to say, many Ford, Chrysler, GM, Hundai, Kia dealers. Here was a Lexus dealership doing the same! I was shocked, amazed and simultaneously horrified by our encounter.

How bad is the economy that a salesperson at the cream of the crop Lexus dealer in the country has to have "inventory takers" on the lot on a Sunday? This dealership won the Malcolm Baldridge Quality Award and the State of Texas Quality Award "equivalent" for goodness sake! Our salesperson, David greeted us with a great smile and was dressed casually for the Sunday (Except for the $7,500 watch he was sporting!) He was doing the same thing that other "less than" dealerships have to do to get sales leads.

Here's the bottom line...He was there so that he could sell a car or two in the coming week. He was missing the football games so that he could build his sales leads for the coming week. Was he successful? From the look of his portfolio notepad with all the names he had written down, he was getting the leads. Will they all buy from him? Who knows! But don't miss the point, he was working just as hard, if not harder, to do his job.

What do you do that others won't or aren't willing to do so that you can be the best in your position? Do you want to sell more, even in this economy? Here's an offer for you...The week of November 17th we'll be hosting an "Influential Sales" webinar series. You can read about it at http://www.pathosleadershipgroup.com/. We'll be discussing how you can get the "Influential Edge" to compete and win in today's tough economy. I want you to be a part of this webinar! Send me an email at sp@pathosleadershipgroup.com and I'll invite you to a complimentary overview, or "test drive" on how we perform our webinars for maximum impact!

Sam Palazzolo
President & Chief Influence Officer @ Pathos Leadership Group - Home of the Influential Edge!
Visit us at www.PathosLeadershipGroup.com

Rumors of my Death...

2008-10-13T07:45:00.000-05:00

Mark Twain said it, and now it's my opportunity too as well...

"The rumors of my death have been greatly exaggerated"

Imagine my surprise last Friday when I received a Google Alert on my name. Now the surprise shouldn't come from my name being out there in cyberspace (Last month I was published in 40+ periodicals from an article on "Influential Communication"). No, the surprise came because of who had me in their website, the Michigan Obituaries!

I was shocked...I was horrified...I was outraged...But most of all, I was reflective. As I looked at the words that summarized my life, there was so much more that I wanted to accomplish. There was so much more that I wanted to do. There were so many more people that I wanted to help!

OK, OK...It wasn't really my obituary, the name "Palazzolo" while not being that common a name outside the Italian community within the community can be strong in numbers. This weekend I played in a softball tournament (See...I couldn't really be dead, right?) and there was a gentleman that I met whose grandmother was a "Palazzolo"!

I read the obituary half a dozen times and then it sank in for me. I asked myself "What if this was the time to write your obituary? After all, I am getting older and I did pull a hamstring during game 1 of the softball tournament (It left for a really bad hobble/wobble and everyone calling me "Gimpy"...Apparently that was the 8th dwarf that never made it off of the cutting-room floor!)

In our "Influential Storyteller" sessions we look at this deep issue. What would your obituary say? Who would it mention as being left behind? What would be your greatest accomplishments? Where do you live? What were you best known for?

Perhaps the most important area discussed during this "Science of Influence" looks at leadership discussion is the most difficult for participants to grasp. It brings about tears during each and every session. The emotional impact is P-O-W-E-R-F-U-L (POWERFUL). Here's the "tear-jerker" question...

What legacy are you leaving behind?

Take a moment today...Look at the obituaries in your local paper and say a prayer for the families and friends who have lost a loved one. Then think of what if that was your name staring back at you from the black+white print? If it was written today, would you be happy with what it said? If it was written ten years from now, would you be even more pleased? What legacy did you leave behind? The issue of "legacy" is it that heart and sole of being an Influential Leader!

If you'd like more information on our "Influential Storyteller" or any of our other programs, please drop me a line at info@pathosleadershipgroup.com. We have sessions scheduled regularly through webinars, or we'd love to come to you/your organization!

SP

So What's Your Title? - How the Science of Influence Effects You!

2008-10-09T10:43:00.000-05:00

I received an email today...Not that big of a deal right? You probably did too! I read the message, but noticed something unusual that I wanted to bring to your attention. It was the "title" underneath the person's name that stood out...Here it is:

Peer Assistance and Leadership and Link Crew Sponsor Communication Applications, Psychology, Sociology Gallup Strengths: Self-Assurance, Focus, Learner, Relator, Ideation

You are probably asking the same question I asked myself..."What?" I'd ask each of us to look at our signature that gets sent out on each and every email that we send and reflect "What does this say about me?" or more importantly "Do I have a call to action that I want the person receiving my email to perform?"

A few years ago I had the experience of attending a workshop where all we did was develop our signature lines. I never realized the importance of that workshop until today! This one email signature strikes me as both odd and overly-informative simultaneously.

Now I know what some of you are going to say "Why do you care?" The reason I care is that in our Influential Communication workshop we discuss the accuracy of how every-little aspect of our public/private persona is multiplied by 10x when put into a non-verbal format. The reason being that we as human beings tend to "Dr. Phil" each and every email/text message/website that we encounter and analyze them six different ways 'til Sunday! What comes across as perhaps an "insiders Rosetta stone" turns into an outsiders puzzle. We often times are left guessing, and when it comes to "guessing" we generally do not guess correctly!

So what does your email signature line say to everyone, both insiders and outsiders? I'll bet you'll look at making a modification after reading this!

If you'd like more information on our upcoming Influential Communication session, please send me an email at info@pathosleadershipgroup.com... I'll be looking for your signature line!

Sam Palazzolo
President & Chief Influence Officer
Pathos Leadership Group
http://www.pathosleadershipgroup.com/

Look Who Was Listening to Mr. Influence?

2008-10-05T17:35:00.000-05:00

Earlier in the week I had a great time presenting to the TRMA (Telecommunications Risk Management Association) at their annual meeting in Alexandria, Virginia. I gave a keynote presentation on "Influential Customer Retention" and the people were really appreciative. I got one of my favorite quotes from an audience participant saying "My only regret is that we didn't have enough time together - - I want more!" I love talking about the Science of Influence, and in particular how using the study can advance your business leadership position. This one was no different. I made a claim during the presentation, that if you put to use the Science of Influence you'll have the opportunity to use it to your advantage on even the most skeptical of clients, your kids!

So what did I do yesterday? You guessed it...I spoke to a group of High School Students here in Dallas, Texas. Our topic was a splinter of Communication, one of the 10 Critical Skills I identified in "The Influential Leader", that being effective listening. The group was awesome and we had a good time. We identified several interesting ways in which they perform "Visual Listening", perfect if you are trying to sell to, or just plain communicate with this Generation Z group! If you'd like more information, please send me an email at sp@pathosleadershipgroup.com.

Next week is the last week to enroll in the "Influential Leader" webinar series which begins October 14th and runs for 10 consecutive weeks. During each week, we'll cover one of the 10 critical skills identified in "The Influential Leader". Each week, there will be a one-hour webinar on Tuesday that will overview the weeks topic (Perfect for the Chief Executive, Company President or Business Owner to see how they want to position the material in their organization.) On Thursday of the week there will be a four-hour workshop (Perfect for the Key Leaders in the organization.) If you want more information on this, please email me at info@pathosleadershipgroup.com.

What Can a Hurricane Do For You?

2008-09-12T09:21:00.000-05:00

Hurricanes are all the rage these days, and not in a good way for those in their way! As I watched Gustav take aim on the Louisiana coast the other week and Ike bear down on the Texas coast this week, I thought of the hurricane that has become synonymous with me and Pathos Leadership Group.

Four years ago on September 12th, 2004, a hurricane named Ivan was ripping through the warm waters of the Carribean. A category 3 hurricane, it was big and bad enough to consider a threat to all in its path. I was oblivious to it! After all, I lived in Dallas/Fort Worth, which is far enough inland to not have to worry about too many hurricanes. Unfortunately, I wasn't in land-locked DFW at the time.

A month earlier (August), I was chosen by my employer to host a recognition trip to Cancun, Mexico for 200 sales leaders. I'd helped structure the trip, how the candidates would qualify and even announced the winners. Usually, that's where my participation ended...Always the bridesmaid and never the bride. I rarely got to go on these recognition trips, which was really disappointing because they were always in great locations (NCAA Final 4 of the Men's Basketball Tournament, the Super Bowl, the NCAA Football National Championship, etc). This time, I petitioned and politicked hard to get on this trip to Mexico. I had never been to Mexico and these trips were first class all the way, so I worked to get on the "invite" list. NOTE: My mother always said be careful what you ask for! Your mother too? Small world...I should have listened.

When we landed in Cancun it was beautiful...Blue sky above, 90* temperature, 15 mph trade wind...Break out the Coppertone! 10 hours later the recognition dinner was in full swing with lots of dancing, drinking and whooping it up! Then the meeting planner approached me and looked terrible. Her hair was normally all spiked up and crazy looking. Now, with sweat dripping off the ends of her hair, she looked like a member of the Beattles who had just run a marathon! I asked her what was up and with panic filled eyes she told me "Hurricane Ivan is coming right at us! There's a 90% probability that it will be a direct hit on the peninsula of Cancun." I'll never forget that moment or the next one. Because the next moment I looked over at the table of VIP company executives. They were having a similar conversation with the senior executive. At the conclusion of his remarks, they all got up from their seats. From across the room, one looked directly at me, he even pointed to me to make certain that we'd made eye contact, and then he gave me the thumbs up. All of them then left the ballroom together and in a hurry.

I asked one of the other company rep's what are we doing? He told me that the executives were all getting on the G5 and heading back to Texas. I told him "Great, I haven't even unpacked my bags up in my room. Where are we meeting...In the lobby in 10 minutes?" He informed me that we weren't going anywhere, the executives were leaving...NOT US!

At that moment a range of emotions and thoughts went through my head. I felt betrayed and mad that the executives were leaving us behind. I was scared that I'd never see my Dad, Mom, wife and kids again. The hotel manager tried to reassure us that they had enough food and water for 14 days in the event of a direct hit. Unfortunately, if there was a direct hit everyone would be evacuated to the airport. There, they only had enough food and water for the thousands of people that would show up for 48 hours!

I went back to my room and called my Dad. He knew I was there and he was an avid weather watcher. He told me that the storm was coming right for me. He knew that I was in trouble. I put on the performance of a lifetime and told him and my Mom that I was OK and everything would work out. I had similar conversations with my wife and kids. After both conversations I hung up the phone and cried. I then dropped to my knees and prayed. I prayed for a way out. I prayed that I'd see my Dad again. I prayed that I'd see my family. Surely this isn't where it was supposed to end for me is it?

Right then and there I received a sign. It was more like a directive. The thought went through my head saying "If you get out of here, you've got to get out of here!" I had always said that I wanted my own business again. I had always loved the leadership topics. Right then and there I said to myself and God that if I get out of this alive, I am going to start my own company and do what I want to do. Four years ago today, the building blocks of what Pathos Leadership Group (http://www.pathosleadershipgroup.com/) were formed!

There have been three "flash points" in my life. Hurricane Ivan was one of them! So what can a hurricane do for you? If you're like me, everything! It can help you align what you've always said that you were going to do and get you to do it. In writing this, most of you will never feel the effects of a hurricane. Hopefully, you'll never feel the betrayal I experienced. Do you need a hurricane-like I experienced to change your thoughts and change your life? You decide...

The "Science of Influence", Barack Obama & The Democratic National Convention

2008-08-28T08:32:00.000-05:00

A client called me yesterday to ask me a question about the Democratic National Convention that is currently taking place in Denver. Just when you thought the opening ceremonies of the 2008 Olympics in Beijing couldn't be topped! He couldn't escape the press covereage, even though he tried! Here was his question, "The press is covering every aspect of the convention (Joe Biden, Hillary Clinton, Bill Clinton even Barack Obama's Wife and Kids (Michelle Obama + Malia Ann and Natasha), but where is Barack?"

Those of you who know the "Science of Influence" know that the Democratic National Committee has a lot to win this election year. They also have a lot to lose! Those behind the scenes, like Obama campaign manager David Plouffe know exactly what makes you and I "tick".

Why you don't see Barack Obama front and center initially at the Democratic National Convention is because of the "Science of Influence" principle of "Scarcity". As a society, we are hard-wired to want what there is little of, or what is scarce! David Plouffe and the rest of the Democratic Leadership know that if they flooded the convention with Barack Obama we would tune-out and potentially turn-off! My client remembered the story I told during one of my seminars about Eddie Murphy and Ritz Crackers. The "scarcity" scenario dictates whether you love them or see them as part of the scenary!

Let me go on record as saying that I am neither pro nor con regarding the Democratic Party, Barack Obama, his wife and kids, even the Clintons! There are plenty of blogs you can go to where they'll tell you exactly who to vote for (That's the "Science of Influence" principle of "Authority" at play). Instead, I'll encourage you to watch the convention and see if you can discover what "Science of Influence" principles are in action! It will make the event much more enjoyable, unless you're just watching for the firewords!

I've Seen The Future and It Looks Like This Guy!

2008-06-06T07:59:00.000-05:00

A guy walks into a coffee bar with a laptop, guitar, video camera and a cigar...

That's either the beginning of a really bad joke or what the Influential Tecky would take advantage of! (See http://www.pathosleadershipgroup.com/ for more information on the Influential Leader) I know how much you enjoy my jokes, even though I know they're funny! Obviously the answer is what the Influential Tecky would take advantage of, and it was an awesome experience for me to tell you about.

Many of you know that last year I had an "Attractor Factor" with Dr. Joe Vitale (http://www.mrfire.com/) from "The Secret" fame. Well, as fate would take me, I was introduced to Pat O'Bryan late last year. Pat wrote the book on internet marketing and entrepreneurship called "Your Portable Empire" (That's him in the picture...He looks pretty stressed out huh?). The theory behind the book is that if you get good at Technology (Hello Influential Tecky!), you can really set up home-base where ever you want and be where ever you want to be and still make a living. Simple, straight forward, and well worth the read (Find out more about Pat at his website http://www.patobryan.com/ ).

Tuesday night I was invited to meet with Pat. Now even though we're both in Texas, Pat lives down in the hill country (Wimberley, TX) and I live in the DFW Metroplex (Keller, TX), so there is about 250 miles between us. With gas being nearly $4/gallon, I wasn't scared of the "fill-up fee" of driving there. However, I don't have the time right now! And this is where Pat has filled the gap by finding http://www.justin.tv/ and creating his own television channel at http://www.portableempire.tv/ .

The broadcast was filled with Pat playing his guitar, drinking coffee, holding a cigar and talking to the audience of nearly 70 people about what he was up to. There was a chat feature where he could interact with us ("If what you're doing isn't working STOP doing it!" he told one person), and we could interact with each other! The hour was filled with great questions/answers on how to be successful on the net and more than one technical "opportunity" or challenge, but still a great time was had by all. I remember my family's first color television. An awesome day for the Palazzolo family and that's what this day reminded me of. I can still see my Dad adjusting the rabbit ears to pull in that reception...Good times!

My challenge to you is this...In "The Influential Leader" I talk about how technology is coming at us faster and more furious than ever before, and that we must truly be Masters of it in order to be influential. Watching Pat from Wimberley reminded me of how far we've come, and scared the you know what out of me regarding where we're going! It ought to do the same for you. So what are you doing today that is going to allow you to Master technology? Is it dusting off that Microsoft Office coursebook that brought us together for the first time? Are you going to search the net today for how you can become more influential? Are you going to write yourself an action plan on how you can stop wasting 15 minutes a day on nothing and start doing something technology related to make you better?

This weekend is an exciting time for me...It marks the launch of 2 new websites where I will serve those that want to get the "Influential Edge" working for them! One site (The "Influence Revolution" at http://www.influencerevolution.com/ ) is dedicated to reviewing the content of "The Influential Leader" where we'll work through the 10 Critical Skills identified to make you more successful. Here's the best part, there will be no travel for you or for me! No $4/gallon of gas being burned driving to/from the session, no being out of the office for the day, and no wasting of your time! What's in it for me...No planes/trains/automobiles and no phone calls from little girls asking "Daddy, when are you coming home?". We're going to be doing all of our training online via WebEx (http://www.pathosleadershipgroup.webex.com/). Real simple, real straight forward, real good! If you've got time to sit in on the "live" session, great! If you can't spare the hour at whatever time we're launching, great! Why "great"? Every session will be recorded so you can receive the information at your convenience, or participate in something termed "Virtual Training" or "Training on Demand".The other site (http://www.gotinfluence.com/) is dedicated to coaching. This business came out of nowhere for me last year when I had people approach me on taking them to their next level! I had a participant throw me the "Got Influence?" tagline to me similar to the "Got Milk?" campaign and well, it just made perfect sense to me to explore this deeper. I joined the International Coach Federation and began developing my skills as a coach to make certain I can provide 30x my clients investment in value. It's worked so far, and good news must get around because I was approached by Vistage International (www.vistage.com) to start Fort Worth, Texas' first Chief Executive membership group!

I'll be running limited introductory offers during the month of June and I hope you are fortunate to get one of the slots to work with me in these new endeavors...It's going to be awesome!

Who knows where this will lead us? I am dedicated to providing the best tools possible through the most comfortable medium for you! Who knows, someday you may be tuning in to watch Pat and I broadcasting live from a coffee house in Wimberley, Texas together!

Sam Palazzolo Speaker Video

2008-05-13T16:17:00.000-05:00

Here is a look at my newest Speaker Video...Check it out!

Can You Influence Trust?

2008-05-13T16:15:00.000-05:00

Today I was fortunate enough to sit-in on a conference call with Stephen M.R. Covey who wrote “The Speed of Trust”. His call was on the topic of trust and he asked participants to forward on to him a question regarding the difficulties they face in implementing trust into their daily lives (Both personal and professional).

Stephen brought up a great topic right off the bat. He said that one of the things that he’s noticed since publishing the book is that there has been so much “ripe” headlines that challenged trust. With the foreclosure market going crazy, gas prices hitting new highs, executives receiving record compensation levels, etc… there is no shortage of examples from which to choose! What’s a poor agent of trust to do? What all of this negative press leads to is a tremendous amount of distrust. Worse yet, people being people actually reciprocate this lack of trust towards others first and foremost! This leads to a downward spiral of trust. We don’t even give people the benefit of the doubt, we look at them with downward trust eyes.

This made Mr. Influence think…”Could there be a lesson from the ‘Science of Influence’ at work here?” Guess what, there is! Trust as you know, is the capstone skill you must possess for success in order to become an “Influential Leader” (Check out the book…You’ll love it!). If everyone is in a position of distrust and we are giving it right back to them, then we actually have two of the principles at play…Reciprocation and Social Norm.

How does the “Influential Leader” break away from the pack and make headway in a world that’s gone sans-trust? First they will have to initiate the giving of trust to the other party. Why? Because without giving trust first, nothing will happen. But what if I do not receive trust in return? You might not! Which is why the second point is strict measurement/evaluation. The “Influential Leader” must measure the return amount of trust. Now this isn’t to say measure it to the point of “keeping score” on a severity level. Instead, just measure whether the other party returned anything at all! Regardless of the size of the trust returned (Big or Small gesture), just say that you received trust. The evaluation of trust involves determining sooner rather than later if any trust was returned. Why? Because if none was returned, then continued deposits of trust may not be in your best interest (But certainly in the other party’s best interest…Just like they’d like it!).

So can you influence trust? The answer, YES! Remember, the “Influential Leader” gives first, gives often, but measures/manages who receives trust and how often to make certain that it is going to the right people!

Influential Legacy?

2008-04-21T10:46:00.000-05:00

What is your legacy? Really, what are you leaving behind for those you love to remember you by?

A year ago today my Father, Sam Palazzolo, passed away after what can only be described as a courageous battle with Alzheimer’s Dementia for several years. The last years of his life were not indicative at all of his life’s legacy or the influence he had while here. He was a single individual who touched many with the “love” that oozed from his being.

I spent the last year performing keynote addresses, seminars/workshops/webinars and coaching one-to-one around the country/internationally. I always made a point to introduce his favorite statue, a James Fraser bronze titled “End of the Trail”. To my Father this bronze represented how he wanted to “go out”, or his legacy as he saw things. The bronze represents a rendering of a despondent Indian and his forlorn horse, an enormous hit at the 1915 Panama-Pacific Exposition in San Francisco, that has come to symbolize the decline of Native Americans, "a moving parable of a losing people," as the sculptor put it. I was fortunate enough to view it in Oklahoma City (http://www.nationalcowboymuseum.org).

From my Father’s perspective the statue represented giving life your all. He used to tell me when all is said and done, that he wanted to be remembered by everyone as someone who gave it all he had. He wasn’t the fastest individual; didn’t believe that he was the smartest; but did believe in himself and that he had the persistence to be the best!

The result of giving everything he had touched many. To know him was to love him, because he loved you! That was his greatest legacy, LOVE.

In remembering his spirit today, I’d ask you to reach out to those you love and tell them that you love them. Amazing things will happen for you when you do…Some old-doors will probably shut (My Father would say that they probably should have shut a long time ago!). Some new-doors will open, and it is these new doors that you will find the most peace/harmony in walking through.

So what is your legacy? Drop me a note at spalazzolo@pathosleadershipgroup.com and let me know.

Thank you for all the love and support you have shown me and my family over the last year. I can’t tell you how much comfort your warm thoughts and prayers have done!

Sam P.

The Influential Decision Maker!

2008-04-18T16:31:00.000-05:00

Who gets the worm? Why the early bird, of course!

Who gets the business? Stay tuned...

This week marked another "fork in the road" opportunity for me. It was "man versus machine" time at the Palazzolo house. No, not me versus my computers! Instead, it was me versus my lawn mower. Yes, while most North Texans have already mowed their yards weekly for the last month, I have adopted a new "organic" approach and let my yard grow. Grow that is until I got a postcard from the home owners association requesting I take a "less than organic" approach. I'll spare the granola comments I spewed from my mouth upon receipt of said postcard for now!

Out to the garage I went to fire up old Toro. Last year, after 12 years of ownership I finally had him tuned-up. $95 later (I paid only $65 for him) I was guaranteed that "He'll run just like new!". I didn't purchase him new, so I assumed he'd run better than the sputtering/choking machine I'd experienced. Well, he did run great. He ran great that first time out of the shop. The rest of the season he was plagued with what I can only call "premature completion anxiety" for which I am certain there is a pill! The poor old-boy could barely finish the lawn without stalling 4-5 times...He was pathetic for a 15 year old! Well here was his opportunity to redeem himself after taking the Winter off. One pull (potato), two pulls (potato), three pulls (potato), four pulls (potato)...This could go on and on and on...because it did! Some twenty pulls later I decided that poor old Toro had seen his best days. My shoulder on the other hand would take some serious icing down by my massage therapist "Ms. Coors"!

Fortunately we have great neighbors who are lazy and don't cut their own lawns. My wife actually talked with several at an event known as "Bunco" or "Bunko" or however you spell it or drink it or whatever they do at those get togethers. These ladies in attendance were happy to recommend their own "crew" to her. I got their numbers the next morning and began to call. I left messages for all of them and asked them to come on down to my house and view the yard and give me an estimate. This might have been a sign that I did not get a single one of them on the phone! Guess what? Not one of them returned my phone calls! Business must be good this time of year in North Texas, so I did what any "organic" grower would do...I waited for the crew that handles my next door neighbor and approached them!

These guys were real good. They could have told me it was $100 per cutting and I would have said "Ok"! Fortunately they didn't and after a couple of go-'rounds we got to a price point that was mutually agreeable.

Here's the moral of the story...Business today does not always go to the best. I have no doubt in my mind that the crews recommended by the ladies of bunco/bunko may do a better job than the crew I ultimately hired. Unfortunately I'll never find out! Why? Because business today go's to the quick! The crew that I was able to have quick access to got the job. You will get more business than your counterparts if you are simply quicker than them. John Maxwell in his book "Talent is Never Enough" says this is true if you don't belive me!

Think quick, act quick, be quick. Jack be Nimble, Jack be Cashing Checks!

PS - I still have not received a call from any other lawn crew...Maybe they drove by and noticed my "organic" experience was no more!

The Influential Coach - Vistage VI

2008-04-14T10:26:00.000-05:00

Are You “Getting Real”?

I just completed a week-long training session in San Diego, California…It has got to be one of my favorite places on Earth! Six days with 22 of the best coaches in the country (No Mom…I didn’t count me!). The seminar focus was on how to be the best coach possible. Let me rephrase that…the BEST Coach you can be! It was an awesome experience and there were several times when I was driven to tears. Why?

The focal point of the week was spent on what I’ll call “Getting Real”. What exactly is “Getting Real”? This is the concept that Susan Scott tackles in her A1 book titled “Fierce Conversations”. Here’s the concept…Most conversations are either superficial, superfluous, non-value added, fake, crappy, avoiding the real issue, beating around the bush, miss the mark, etc. Why? Here comes the BIG Ah Hah for the week…There is pain associated with finding the truth, or “Getting Real”!

This probably never happens to you…You need to have a conversation about something, but you avoid having it. If you have the guts, you do have it, but you miss the mark regarding what the conversation is all about or should be about. The issue for the most part go’s unresolved…Regardless of how small, sooner or later this issue becomes HUGE and you are miserable. Here’s an analogy…A frog that gets placed in boiling water jumps out. Why? The frog senses the temperature difference (HOT!) and doesn’t want any part of it so it jumps out of the boiling water before becoming frog soup. On the other hand, a frog that is placed in a pot of water at tap temperature that then gets the heat turned on gets cooked! Why? The frog didn’t sense the temperature change and its fate or destiny was determined…One order of frog soup coming right up!

Consider that frog in the second example to be the issue that never gets resolved because we lack the courage to “Get Real” and have the fierce conversation…We’re frog soup!
So what kind of conversations are you avoiding in business? What conversations are you avoiding in your personal life? Which are the ones that will lead you to become soup like our green friend?

Here’s the plan…write me an email at spalazzolo@pathosleadershipgroup.com and tell me what your conversation is that you are going to hold to help you “Get Real” as well as the date you commit to having it. How will I help? I’ll email you on the date you say you are going to “Get Real” and have the fierce conversation. Why? If I don’t keep you honest and “inspect what we expect” you and I both know what’s going to happen…NOTHING!

Come on…Let’s “Get Real”!

New England – Don’t Like The Way Things Are Going?

2008-03-25T15:05:00.000-05:00

In 1492 Columbus sailed the ocean blue…Ok, I got the Italian reference out of the gates quickly today! In 1620, the Pilgrims landed on North American soil in what is now Plymouth, Massachusetts. During my New England trip I got to visit this town and take in the sights. As I stood at Plymouth Rock it was mesmerizing. Ok, it was absolutely terrible weather for sightseeing! But one of the things I love most about travelling the country performing the “Influential Leader” series is learning about the area’s history. On this day though, history-schmistory…The thoughts racing through my head were pre-empted by “What if…”. So I thought to myself there in that brutally cold March day with the gray clouds above and the rain/ice pellets blowing sideways into me…”I wonder if the Pilgrims were happy with where they landed?”.

I know that you can say that they didn’t know any better, right? I mean, they were pursuing the very freedoms from which they were persecuted for back home. That’s one of the reasons why they left in the first place. I’ll give them that…It’s a very compelling reason at that! So with the weather being the weather and all, I couldn’t help but think “If they had only caught a different trade wind or coastal current I could be standing in sunny and warm 80* temperatures in Plymouth, Florida”!

I read a book on the plane ride home by Timothy Koegel called “The Exceptional Presenter” (You can visit Tim at http://www.theexceptionalpresenter.com/ ). I am always looking to “flex” my Influential Leader mind and even though I hadn’t heard of Tim the title caught my eye so I picked it up. Reading the book proved to be some of my best spent time of the entire trip! One of the thoughts that he pursues is that you must exercise daily to see long term results. In other words, if you make minor modifications to your course today, you will reap huge benefits from that original modification years down the road. Want big results? Do a little each day that works towards those results.

Tim’s thoughts on changing course is kind of similar to our Pilgrims! If only they had caught one of those trade winds or currents, their future would have been forever changed. Deep Thought: Not only would their futures have been different, but so would our present!

Here’s the message…If you are unhappy with the current place you are in, then you need to do the things daily which will lead to long-term success. Don’t think that you can “flip the switch” down the road and make it happen. You’ve got to start now and stick to it. This will take discipline. This will take courage. This will require you to become an “Influential Leader”.
I told this during one of my Influential Leader sessions. A lady raised her hand and told me that the official term for the weather I experienced is “Raw”! Did I mention that I left my coat in Texas…

New England - The "Rock"!

2008-03-22T08:04:00.000-05:00

The last two weeks travels brought me to another Sam Palazzolo first…The New England states! There are several highlights to the trip, and several lowlights! Over the next several weeks I’ll write about them all. One of the high’s was going and visiting Plymouth, Massachusetts…Home of the Plymouth Rock.

I couldn’t help but stare at this iconic masterpiece that stands for so much. Imagine being there in 1620 with the Pilgrims as they set foot on land. If it was a day like mine, it was gray, cloudy one with an occasional misting rain that blew sideways in the bitterly cold 33* weather (Wind chill temperature=27*…Sam’s coat=Still in Texas!). Imagine the hopes and dreams of those involved that would get them to set out on a boat the size of most average houses today. Imagine the long, long, long journey across the Atlantic. Imagine what greeted them in Plymouth…Nothing. Nothing or was it Everything? I mean, today I can barely travel without a great cup of coffee in the morning, noon and night (Insert Starbucks plug here!). You know that the coffee generation is in full swing when people give you directions by telling you “You’ll drive a mile, take a right at the Starbucks and …”.

As I sat there and stared at this rock, I asked myself “What were they thinking?” and “What are you thinking not bringing a coat?” Perhaps their thoughts back then can give us some insight as to how we should think today. If your thought patterns are driving you to give everything that you have up in order to go for something you believe in is better, then you’ve arrived at the Rock with me that afternoon. I remember reading a quote from Tom Peters back in 1995 when he was saying “If you’re not pushing hard enough to get fired, you’re not pushing hard enough”. There weren’t any Pilgrims during my visit that weren’t made of cement or metal (i.e., Statues)! Who can blame them with the weather and all? If there had been, I bet we could have found out some pretty deep “Influential Leader” qualities. Qualities that would lead an individual to truly influence their future. Qualities that lead individuals to change the course of their future, and in so doing change history as we know it.

What are you doing? What are you actually doing to influence your future? Are you leading yourself to be something better? Are you pushing hard to get fired? Are you changing the course of history for yourself and others? If not, be more like a Pilgrim!

Here is how the story ends…Now a rock in any other town is simply called a rock. But not this one, this is the “Plymouth Rock” we’re talking about. Sean Connery and I met later that evening at a pub to discuss the Rock as it’s known locally and…

What FedEx Kinkos Could Learn From The Marriott?

2008-03-09T15:04:00.000-05:00

I had a conference a few weeks ago in San Francisco, CA...Ahh NOCAL! I love that part of the country. There just seems to be something there that sets me at ease...Perhaps its the people, perhaps the food, perhaps the drink (Perhaps a combination of all the above?).

Regardless, we had a great stay in Sonoma at one of the Marriott's properties (http://www.marriott.com/) and something special happened. Not only did the staff upon check-in invite my wife and I to a wine tasting that evening, but when they found out that it was her birthday they sent to our room an assortment of chocolates (My wife's favorite even!). It was an awesome experience and I couldn't thank the staff enough for their hospitality.

And now, the 360* turn...

I am preparing to go out on the road for two weeks to support my new book, "The Influential Leader". I prepare a one-page summary handout for those that join me for my presentations which I send over to FedEx Kinkos (www.fedex.com/us/officeprint/main/). I've done this for the past 4 years and it usually is a piece of cake. I upload my Adobe file (Much more reliable than trying to determine if my fonts will come through in Microsoft Word, PowerPoint, Excel or whatever). I then drop by the location (10 blocks from my house) a few hours later (They usually call me within a 2 hour window to let me know the job is done) and I am all set.

This time, my job could not be done to my specifications. They tried calling (I was giving a keynote, so I did not get their message until later in the day). When I called to check on the status (I was planning on going over to the store to pick-up my order), they couldn't really tell me what was wrong, something like the "cutter" wasn't working? I don't know all the FedEx Kinkos lingo, so I was a little lost. So I asked "Well what are you recommending?" which I didn't think was unreasonable. I had already paid for the job that now was not completed and they couldn't do the job (That much I was able to make out of the conversation).

They asked me to call another Kinkos to see if they could do it. They were even going to be nice enough to tell me which ones they recommended for the job. I didn't get it and I still don't? I told them that I was unwilling to contact another location and that they should do it for me...Then they should send over my files for production...Then upon completion, I'd like a call letting me know this. They said that I'd have to wait for the person that called and left a message on my machine!

About a half hour later the person that contacted me and left me a message called to say that she couldn't do the work. I explained to her that it would have been nice if she could have called me earlier (The window which I needed the product had long since passed!). She basically told me the same information as the previous unhelpful associate. I explained to her that that was not going to cut the mustard and on and on we went.

I finally picked up my material at 9:00pm that night at a location that is nearly 20 miles from my house (Versus the 10 blocks!). I got home and looked at the copies and they were all screwed-up! This morning I called and talked with a great/friendly associate that promised to get my jobs resubmitted and done properly. She went back and forth between me and the store to insure that the job would be done right. The only down-side to this was that (1) I would have to make the 20 mile treck back to the store, (2) it's put me way behind in the other tasks I need to knock out before going out of town and (3) this phone conversation with all the back-and-forth took 40 minutes!

The Marriott during our evenings provided a turn-down service in which they would leave my wife and I a special note..."Happy Birthday", "We're So Happy You're Here", "Please Join Us For a Welcome Reception Tonight"...Those cards and those times seem like ancient history (It was only 2 weeks ago!). Needless to say, the process has left me deeply influenced. I am considering a new provider for my copy needs...But my hotel will stay the same. I almost can't wait to get to one this week!

Can You Be Influential On LinkedIn?

2008-03-05T08:22:00.000-06:00

LinkedIn (www.linkedin.com) is one of those "virtual networking" opportunities. You have the opportunity to meet people from all over the world in your profession or in totally different ones and "network" with each other (Who knows what type of projects may come your way?).

The process of setting up ones profile and sending invitations to people for them to join your network seems harmless. But I had a question posed to me..."Can You Be Influential On LinkedIn?" I started wondering, as you probably wonder, is LinkedIn like second life? Is it really cool to be there but not a lot of money is being made? Exactly what type of influence can you have there?

You can view my profile by visiting www.linkedin.com/in/spalazzolo/

Please let me know your thoughts, or you can visit my website www.pathosleadershipgroup.com and get a FREE chapter from our new book, The Influential Leader.

Why Influence Matters?

2008-03-02T15:58:00.000-06:00

Over the next several days I will be posting comments/questions from a recent client engagement on my latest book, "The Influential Leader: 10 Critical Skills You Must Possess for Success!".

But before we do that, let's throw this one out to you. A client recently asked me if there was anything they could do to get people to "like" them better? So what do you do to get more people to like you, versus dislike you?

Some interesting conversations were had regarding:

•Physical Attractiveness
•Similarity
•Compliments
•Contact & Cooperation

But I'd like to know your thoughts...please drop me a line at spalazzolo@pathosleadershipgroup.com and I'll email you a summary of the results later in the week. You can always visit me online at www.pathosleadershipgroup.com, where I manage Pathos Leadership Group LLC. I often get asked, "What do you do?", well...we help organizations and their individuals master the "Science of Influence" so that they can become more efficient and make more money. If you've ever wondered why you did the same actions as a coworker and yet they got more recognition/rewards, then we're the guys to call!