Recognizing Perfectionism - Do You Think You Are A Perfectionist?

What does a perfectionist look like? Bo Derek in the movie “10” will always epitomize a man’s vision of what a perfect woman should look like. Movies and television are great ways for us to explore the physical boundaries of fantasy.

The pursuit of perfect physical attributes will continue to keep plastic surgeons wealthy. But what about those of us who live with the personality of a perfectionist? There are no plastic surgeons to reshape the way we think, or react with others.

However, there are ways we can learn to cope.

Telltale Traits of A Perfectionist

The Iron Lady - Watch Meryl Streep play former British Prime Minister Margaret Thatcher in the movie, “Iron Lady.” Thatcher earned the moniker “iron lady” because she had a strong moral compass of what was right—and wrong—in the world. She was a perfectionist who stuck by her strict standards and took hard lines against policies she felt did not work toward the greater good.

The movie, is an intimate portrait of Great Britain’s first and only female Prime Minister. Thatcher ran a tight ship and was one of the 20^th century’s most famous and influential women.

Margaret Thatcher is an example of a principled leader who places a great deal of worth on integrity. Perfectionists are orderly, want the job done right, and pursue a vision of perfection. They have a strong sense of right and wrong, and in pursuit of perfection, their worst nightmare is that they might get it wrong.

What is A Perfectionist?

I am the sort of person who believes that mistakes can provide a great learning experience, but perfectionists have a difficult time giving themselves permission to be wrong. They look around and see everything that isn’t done right—and they resent it. This can turn into self-loathing and self-mutilation if it gets too far out of hand.

Remember Natalie Portman’s descent in the movie “Black Swan.” A perfectionist can feel anger when things don’t turn out as well as they feel they should.

This is an extreme reaction. Most perfectionists are merely content to point out the incompetence and disorganization they see around them. Because of this, they can be very judgmental—on themselves and those that work with them.

How Does A Perfectionist Think?

Perfectionists see themselves as just trying to do the right thing with as few errors as possible. They are attracted to things that work for the greater good and projects that will help them become better people. That’s why they get critical when they see lax standards in either themselves or others.

Here’s how to tell if you work or live with a perfectionist: They...

• Don’t look for shortcuts; they want the job done right.
• Like schedules and lists.
• Have a relentless eye for details—like bad grammar and spelling.
• Do not have warm people skills.
• Take great pains, and then give them to others.
• Want work done to a standard, and will tell you what it is.
• Notice incompetence and this BUGS them.

Stephen Covey of The Seven Habits of Highly Effective People writes, “Our security comes from knowing that correct principles do not change. We can depend on them. Principles don’t react to anything. They don’t get mad and treat us differently. Principles are deep, fundamental truths... they are rightly woven threads running with exactness, consistency, beauty, and strength throughout the fabric of life.”

Do you notice how many times the word “principle” comes up? Stephen Covey cares about quality and he loves a good plan. He is a perfectionist.

How To Spot A Perfectionist

Behavior may be the same for a variety of people; it’s the reason for the behavior that distinguishes us.

Let’s use an example. Leaders and thinkers always prepare for a meeting. Why do they want to be prepared? There are several reasons, and they depend on our personality types:

• Achiever—want to look good.
• Risk-adverse—reduce fear of failure.
• Domineering—in control
• Analytical—have all the information.
• A perfectionist, however, would want to be prepared so everything runs according to plan.

I am analytical and I need all the information that I need to making a decision because I want to make sure that the decision that I make is the best possible decision for the issue at hand. For a perfectionist, however, there is only one moral standard, and that is moored to authority, plans, and principles.

Listen to Them

Perfectionists are remarkable leaders because they feel that they lead by moral example and inspire others to live the same way. Here are some typical comments that you can typically hear from them:

• I am a serious, no-nonsense type of person.
• I follow my conscience.
• I feel like I am living with a judge inside my head – one that is harsh and judgmental.
• I believe that right is right and wrong is wrong—that’s all there is to it.
• I don’t understand why so many people have lax standards.
• I have to do it, or it won’t get done the right way.

How To Motivate A Perfectionist

Hillary Clinton  is a perfectionist. I am certain that you know several others. Here are some tips to help you motivate the perfectionists in your life to perform at their best:

• Combine strong values with a vision of high standards.
• Show integrity.
• Arrange feedback from people they respect.
• Create and maintain structure and clear channels of authority.
• Provide accountability and guidelines—they thrive on it.
• Provide appreciation and recognition.
• Set limits on their responsibilities so they know they won’t be blamed for a mistake.
• Attract a perfectionist as a new client by helping them to find ways to justify their actions—they do not change their minds easily.
• Provide them with everything so they know what is required—they really need the rules.

History is full of perfectionists who left their comfortable lives to do something extraordinary because they felt it was a higher calling. Their talents are well worth our time and effort to uncover.

Do you think you are a perfectionist?

What tips do you have for motivating others like you?

What are your greatest strengths?

Stop Making Excuses

Excuses Are Like...

When a salesperson is not closing sales, the excuses start coming out. There are all kinds of them.

• My prospects are all broke.
• The economy's tough.
• People don't want our stuff.
• No one wants to work during the holidays.

Right now there are a lot of people watching and worrying about the "economy." And for many, it's a convenient excuse. Right now there are probably at least a few other salespeople who you've talked with who are making excuses and talking about how tough it is out there. The fact is this is all just talk.

You create your own reality.

If you think things are bad, or are going to be bad, then they will be. You'll hold back and not give it your all subconsciously if you think this way. How will a bad "economy" really affect you anyway? Have you ever seen an "economy?" Ever touched one? Smelled one? The "economy" is just an idea. It's a not a real thing.

What matters is what's going on with each and every single individual prospect that you are selling to or can sell to. That's what matters. So if you want to sell more, right now, then start focusing on what matters.

Go out and find people who have problems ... or pain ... or needs. There are always plenty of those! Maybe it's more difficult now, but then again maybe it's not. Determining a need gets REALLY easy during times like these. Overcoming fears to satisfy those needs can become more of a challenge.

There's always an excuse available.

Stop making excuses.

Go find a pain and create a sale.

Who are your Ideal Target Audience?

Narrowing your focus to one primary group of people is often difficult for small business owners. They want to help everyone and very often their product or service can help a variety of people.

It also goes against human nature to narrow your focus in order to grow a business. Common sense seems to tell us if we want to grow our business big, we need to appeal to more people.

In reality the opposite is true. When we narrow our focus to a particular group of people, we become an expert in solving their particular problems. We get to know them very well and we can develop additional products and services to fill their needs.

So how do you decide to whom to market?

Here are some tips:

1. Think about the type of people who can MOST benefit from what you have to offer.
2. Think about who you would most enjoy helping or working.
3. Think about the type of people who will be easiest to reach, AND who will be most receptive to what you are selling. These will be people who KNOW they have the problem you can solve and are LOOKING for a solution.
4. Know that just because you select a particular group of people to focus your marketing on, does NOT mean you can't help others who may come to you. It only means you are going to focus your proactive marketing efforts on the target group you select.
5. Lastly, don't over-think it. Listen to your gut, pick a group you feel you can really help, and proceed with the development of your marketing plan. Marketing is a fluid process. The important thing is to start. You can always refine your audience and your plan later as you learn more. 

Use our marketing kits to reach your target audience!

Don't be Reactive - Focus on What’s Next

Magnify What’s Best and Focus on Your Future

Most people are busy juggling a life that includes an overwhelming amount of work, home, family, and children, as well as faith-based and community activities. Each event or activity in isolation has priority and importance, however many of us deal with colliding priorities every day. You become instantly stressed. Your competing priorities are not going away. Therefore the question becomes how can you contribute your best to every priority as well as be the best you can be!

Stop and Breathe. Not every situation or competing priority deserves crisis status. Stop… take a deep breath and think. Take an extra minute to think about what the next best step really is. When you take these few minutes to breathe and think, you will be much less reactive and much more proactive. Living in a constant reactive state reinforces feelings of frustration, self-criticism, and self-doubt. Being proactive reinforces confidence and competence.

Forget Perfection: Pursuing perfection is not an asset. Mistakes and challenges are inevitable; therefore, the pursuit of perfection only serves to focus on what did not go well or right.

However, if you give yourself permission to believe you are perfect just the way you are, you give yourself permission to focus on your strengths. Commit to always maximize your strengths and you will find the flaws slip away.

"I swing big with everything I got. I hit big or I miss big. I like to live as big as I can.” ~ Babe Ruth

Focus on what is next. Get out of the past and focus on the future. Learn to widen your view so you do not miss any opportunities.

Illuminating the possibilities and opportunities that abound in everyday circumstances increases your options, energizes situations, and inspires you and others.

Develop the habit of looking ahead. Where do you see yourself tomorrow, next month, or next year? All accomplishments begin with an idea, a seed, a dream. Create a Dream inventory and list all of your ideas and dreams that matter to you—no matter how extravagant or insignificant they may seem. It’s impossible to emphasize strongly enough the power of creative and uninhibited imagination. Do not let life stifle yours.

Your unlimited success depends on your ability to magnify your strengths and focus on your future. Start today!

Make Your Organization Innovative

Creative ideas are what turn ordinary companies into market leaders. These companies see the end result first, and then build a path to achieve those results.

A safety zone needs to be established. Often, failure is punished but success is not rewarded. We must remember that failure is the second cousin to success. We learn from our mistakes.

Creativity and innovation are key elements that propel businesses to the top. Without either, your company comes in second at best, and no one remembers No. 2. While being No. 1 certainly doesn't guarantee continued success, it is definitely better than being forgotten.

Here are some ways to keep your company at the top:

1.    Foster a business climate that's open to innovation and creativity. Innovation is the ability to come up with ideas and solutions to pressing problems. It is the process of producing something that has value and did not exist before. Creativity is the ability to take that new idea and make it valuable in your customers' eyes. Realize that every problem has a solution, although the solution may not be in plain sight.

2.    Become No. 1 with your clients. The more satisfied your clients are, the more business you'll have in the future. Realize that the only commodity your clients know is you. Since you are the catalyst providing the solution to their problem, you are accountable for fulfilling their needs. As a result, you need to invest time in keeping the channels of communication open.

3.    Create a partnership with your clients. Clients recognize partnerships when the companies they work with function as problem solvers. Remember, value is something you produce by the acceptance clients place on what you do for them.

4.    Create a partnership with employees. Asking people to be creative and then shooting down their ideas creates a rift in your organization. Instead, show people that bringing their imagination on the journey is welcome. Information wealth flows directly from innovation, not optimization.

5.    Implement next-generation approaches. Replacing "rules" with "roles" will free your employees from the "we have always done it this way" syndrome. The secret is not knowing the formula, but applying information in a way that works for your employees and benefits your clients.

Management through Measurement

In the 1996 movie Jerry McGuire, actor Cuba Gooding, Jr. made famous the phrase, “Show Me the Money!” Fifteen years later, a variation of that command, “Show Me the Data!” rings in conference rooms throughout the country. Managers far and wide, at least the successful ones, are looking at the data. Don’t tell me your opinion—show me the data. Can you back it up with data?

If you can’t measure it, you can’t manage it. Companies may be able to survive for a while if managers aren’t using data to make decisions, but they will eventually see their demise, likely sooner than later. Those companies to benchmark off of are the ones who are not only surviving, but also thriving! Pick your favorite phrase: TQM, Process Management, Quality Circles, Improvement Teams, Standards and Measurement departments, or any other title you prefer. The function is the same… look at baseline data: percentages, dollars, hours, quantities, and continuously monitoring the performance.

There should not be any task that a supervisor or staff members performs that cannot be measured. If you can’t measure it, you can’t manage it. Take a fast food restaurant for example. There are a plethora of areas that can be measured such as days without an accident, customer wait time in line, length of time burgers are in the warmer, amount of money off in the drawers, customer complaints, etc. Graph it out and keep a spreadsheet of your figures. Clearly you are looking for improvement. If there was a decline, brainstorm, find the root cause, and then fix the problem.

The process is the same no matter what industry you are managing. Whether you manufacture widgets, if you are the CEO of an internet marketing firm, or if you sell cookies, take a look at all of the steps involved in day-to-day operations. Assign values to the process. Set goals. Review the results on a daily, weekly, or monthly basis. Remember, if you can’t measure it, you can’t manage it. Charts and graphs are an excellent tool to visually remind you of where you have been and where you plan to go.

In the midst of measuring your subordinates’ performance, don’t neglect to measure and manage your own operations. Don’t think for a minute that your boss isn’t looking at your performance. And if you are the top dog, you had better be managing yourself well, or you will never succeed at managing others.

How Leaders Create Trust

People choose to buy from you, offer help, and grant rewards based on trust. Here are ways to increase your success by creating trust. While we already do most of these things, missing even one of them can ruin it all.

 Be Dependable

·         Deliver what you promise, and promise only what you can deliver. Report delays immediately.

·         Be on time. Leave early for appointments. Set realistic deadlines allowing for the unexpected.

·         Show courtesy by returning phone calls.

·         Be predictable. Use self-control; anger repels and scares others.

Listen

·         Show interest and respect by paying attention to what the other person is saying.

·         Ask questions. Then make it easy to answer them.

·         Accept the other person's ideas as valid, even if you disagree. Avoid listening through filters of what you want to hear.

·         Be open to new ideas. Realize that you could always know more.

Be Honest

·         Tell the truth. Lies demean the teller more than they fool the listener.

·         Act with integrity. Make decisions as if you had to deal with all of the consequences.

·         Treat others with respect and choose actions that add value for everyone.

Provide Data

·         Tell stories that show past achievements. Quote compliments.

·         Collect data. Keep a victory file of successes, testimonial letters, and other good news. If necessary, ask for testimonials, references, and compliments.

·         Create data. Plan good deeds that lead to complimentary stories.

Take the High Road

·         Help others perform at their best. Give without expecting a return favor.

·         Do good things because that makes the world a better place.

·         Show courage during uncertainty.

·         Seek the good in others.

·         Trust others because this shows that you expect to be trusted.

Getting "It" Done

Do you have an "It" project that's been lingering around on your "should Do" list for a couple of months or more? You know the one... it's that project that you keep seeing on the periphery that just never seems to make it to the top of your "Must Do" list. Actually, it may even have a longer name. It could be that project you'll handle when you get "Around To It."

Whether you know it or not, that project is weighing you down. "It" could even be making it harder for you to accomplish your daily "Must Do's." Why put "It" off?

Here are some tips on getting "It" done:

1. Tell someone you are going to do "It." ~ Accountability is king! Having someone hold your feet to the fire, or just asking you a gentle question might be all you need to get "It" moving.

If you want assistance with accountability we can help. Comment on this blog and let us know what “It” you want to accomplish by what time frame. We will send you periodic emails asking how you are doing on accomplishing “It.” We help our network of consultants and coaches in this way all the time!

2. Give "It" your best time frame. ~ Estimate the number of hours you truly believe you have to dedicate in order to get "It" out of your way. Then evaluate your optimum time of day. Are you an early riser or a night owl? Do you do your best work in the middle of the night or the heat of the day? Maybe try switching it up. If you have been saving "It" for your prime time and it's not happened yet, why not allocate some off hours?

3. Be prepared to give "It" a rest. ~ You have probably been putting "It" off because "It's" a bear of a project. Make sure you build in some break time. And not just some "put my feet up and watch the weather" break time. Studies show brief periods of exercise such as a brisk walk can really help you jump back into "It" with gusto.

4. Make "It" a challenge. ~ It's already challenging, of course, or you would have accomplished it months ago, but there's nothing like a healthy bet with yourself to keep you motivated. If you estimate it will take you a full 12 hours to complete "It", assign a goal-bust time. Have a race with yourself to complete it in 11 hours.

5. "It" deserves a prize. ~ Be sure to give yourself a reward for a job well done. It could be something simple like having your favorite decadent treat for dinner instead of waiting for dessert, or treating your car (and yourself) to the premium detail package next time it's due for a wash, or allowing yourself an hour of relaxation in the middle of the day.

Whatever “It” is... you'll be glad to get "It" out of your way so you can reap the business benefits.

Marketing Effectively Even If No One Understands What You Do

So how do you effectively market your product or service when no one knows anything about them because you are in a new and emerging industry? How can you expect to get customers if no one understands what it is that you do?

If this is your situation then a big part of your marketing strategy will need to be educating consumers about what you do. If yours is a field that is relatively new, or perhaps misunderstood, adopting an education strategy can help consumers understand the benefits you provide and feel more comfortable with the idea of purchasing your products or services.

Educational marketing is best done through vehicles where you have space or time to fully explain your product or service and the benefits it provides. Or perhaps even to debunk some common misconceptions.

Publishing a newsletter, blog or ezine, and writing a regular newspaper or magazine column are great ways to educate and generate positive awareness.

Make sure your web site content clearly explains what you do. Provide free Special Reports so prospects can learn more.

Conduct free seminars or teleseminars, or provide consultations so prospects can meet you and hear more about how your product or service can help them.

Your marketing goal should be to get as much educational information out to your prospects as possible. Once they begin to understand what you do, they will be more open to your product or service.

They’ll also appreciate all the information you have provided. And, you will have earned their trust. People tend to do business with those they know and trust, or those who help them. So odds are if they are in the market for a product or service in your category you’ll be the one to get their business.

Building a Strong Business Relationship

When it comes to business and sales, building a strong relationship is critical. The stronger your relationship is with your customer, the more likely they will be to refer you business.

Make an everyday attempt to build on the relationships you have with your customer. Don’t just say hi as they walk in and goodbye as they leave.

The last thing you want to do is make your customers feel like a statistic. Let them know that their business with you is appreciated. Talk to them, strike up a non-business conversation with them. It could involve just about anything such as the weather, sports, a movie, pets, etc.

Non-business conversation puts your customers at ease and gets them talking. The more they talk to you, the more they will open up to you, thus opening the door for more sales opportunities.

Or, you can keep it simple. For starters, get to know you customers by name, than address them by name. Say things such as, “How’s it going today?” or “How was your weekend?” or “Is there anything I can help you with today?” Make your presence known and felt.

Your customers want to be appreciated, so take a few minutes of your time to show them that you care about them.

Another way to strengthen your relationship with your customer is to keep a Rolodex handy with a list of all of your customers’ birthdays, anniversaries, and special events. Keep your eyes and ears open for when customers talk about upcoming events in their lives such as children’s birthdays and graduations.

When the appropriate date approaches, send your customer a card, whether it is a holiday card, a birthday card, a graduation card, or a congratulatory card. Just send it.

Your customers will appreciate the fact that you remembered them on their special day. This will only strengthen the relationship you already have with them.

There are many reasons to build a strong relationship with your customer, but two of the reasons remain to be key.

One main reason is that customers value and appreciate good customer service. They want the peace of mind of knowing that if something ever happened with their product or service, that they would have you to turn to as their go-to person.

This is extremely important because your customer will have this in mind when your competition moves in to take them away.

And believe me, your competition will try to take them away. As long as you provide excellent customer service, your customer will stick with you.

There is no substitute for excellent customer service. Customer service is the most important thing to a customer, even more important than fees.

The second reason building relationships is so important is because of the referral process.

Customers that are treated with respect and provided excellent customer service will most assuredly refer their family and friends to you. Why wouldn’t they?

Your most important asset is your customer, so build and strengthen the foundations you have with each of them. By building strong relationships, you will be building your sales. Good luck.

Stop "Selling" and Start Building Relationships

Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.

New Thinking = New Results

Maybe it’s time to take a different approach. Maybe we need to seriously analyze our sales thinking so we can identify why we are not making more sales. Take a look at the comparison between traditional mind-set and the new thinking described below and think about your current selling mind-set. How would your selling behaviors change if you changed your sales thinking?

Traditional Sales Mind-Set vs. Unlock The Game Mind-Set

1.    Always deliver a strong sales pitch. vs. Stop the sales pitch and start a conversation.

2.    Your central objective is always to close the sale. vs. Your central goal is always to discover whether you and your potential client are a good fit.

3.    When you lose a sale, it’s usually at the end of the sales process. vs. When you lose a sale, it’s usually right at the beginning of the sales process.

4.    Rejection is a normal part of selling. vs. Sales pressure is the only cause of rejection. Rejection should never happen.

5.    Keep chasing every potential client until you get a yes or a no. vs. Never chase a potential client—you’ll only trigger more sales pressure.

6.    When a prospect offers objections, challenge and/or counter them. vs. When a potential client offers objections, uncover the truth behind them.

7.    If a potential client challenges the value of your product or service, you must defend yourself and explain the value. vs. Never defend yourself or what you have to offer—it only creates more sales pressure.

Let’s take a closer look at these central Unlock The Game concepts so you can begin to open up your current sales thinking and become more effective in your selling activities:

1. Stop the sales pitch and start a conversation.

When you call someone, avoid making a mini-presentation about yourself, your company, and what you have to offer. Start with an opening conversational phrase that focuses on a specific problem that your product or service solves. If you don’t know what this is, ask your current customers why they purchased your solution. One example of an opening phrase might be, “I am just calling to see if you’d be open to some different ideas related to lowering the risk of any computer downtime you may be having in your company?” Notice that you are not pitching your solution with this opening phrase.

2. Your central goal is always to discover whether you and your potential client are a good fit.

Let go of trying to “close the sale” or “get the appointment” and you will discover that you don’t have to take responsibility for moving the sales process forward. If you simply focus your conversation on problems that you can help potential clients solve, and if you don’t jump the gun by trying to move the sales process forward, you will find that potential clients will actually bring you into their buying process.

3. When you lose a sale, it’s usually right at the beginning of the sales process.

If you believe that you lose sales because you make a mistake at the end of the process, take a look back at how you began the relationship. Did you start with a presentation? Did you use traditional sales language like, “We have a solution that I believe you really need” or “Others in your industry have bought our solution, so you should consider it as well?”

When you use traditional sales language, potential clients can’t help but label you with the negative stereotype of “salesperson.” This makes it almost impossible for them to relate to you from a position of trust. And if trust isn’t established at the outset, honest communication about the problems they are trying to solve and how you might be able to help them, becomes impossible too.

4. Sales pressure is the only cause of rejection. Rejection should never happen.

Rejection happens for only one reason: Something you said, as subtle as it might have been, triggered a defensive reaction from your potential client. Yes, something you said. To eliminate rejection, simply shift your mind-set so that you give up the hidden agenda of hoping to make a sale. Instead, everything you say and do should stem from the basic mind-set that you are there to help potential clients. This makes you able to ask, “Would you be open to talking about issues you might be having affecting your business?”

5. Never chase a potential client—you’ll only trigger more sales pressure.

“Chasing” potential clients has always been considered normal and necessary, but it’s rooted in the macho selling image that, “If you don’t keep chasing, it means you are giving up—and that means you are a failure.” This is dead wrong! Instead of chasing potential clients, tell them that you would like to avoid anything that resembles the old cat-and-mouse chasing game by scheduling a time for your next chat.

6. When a potential client offers objections, uncover the truth behind them.

Most traditional sales programs spend a lot of time focusing on “overcoming objections.” These tactics only put more sales pressure on potential clients and also fail to explore or understand the truth behind what the potential client is saying. When you hear, “We don’t have the budget,” “Send me information,” or “Call me in a few months,” do you think you are hearing the truth, or do you suspect that these are polite evasions designed to end the conversation?

Rather than trying to counter objections, you can uncover the truth by replying, “That’s not a problem”—no matter what clients are “objecting” to—and then using gentle, dignified language that invites them to reveal the truth about their situation.

7. Never defend yourself or what you have to offer—it only creates more sales pressure.

When a potential client says, “Why should I choose you over your competition?” your first, instinctive reaction is probably to start defending your product or service because you want to convince them to buy. But what do you think goes through your potential client’s mind at that point?

Something like, “This ‘salesperson’ is trying to sell me on why what they have to offer is better, but I hate feeling as if I am being sold.” Rather than defending yourself, try suggesting that you aren’t going to try to convince them of anything because that would only create sales pressure. Instead, ask them about the key problems that they are trying to solve, and then explore how your product or service might solve those problems—without ever trying to persuade. Let potential clients feel that they can choose you without feeling “sold.”

You too can improve your sales effectiveness if you are open minded and willing to try a new and more natural selling approach.