Dedicated to my dear friend “Im x 2” ( ………… and not because you lost)

Winning or losing is part of a Sales Professional’s journey. Great sales person do not like to lose. However, the fact is – nobody wins all the time. All we can strive for would then be that “we win more often than we lose”.

Should we lose, we will then need

a) to evaluate if we were late, at the wrong place or lobbied the wrong decision maker

b) to not blame others and critically confront our imperfection or our subordinate’s poor follow thru

c) to check our ego and gracefully admit that indeed competition did something better than us

d) to not make others’ feel bad as it is most likely our fault that we lost. Our fate is in our own hands not in our competitors’ hands.

e) to evaluate if our competitors won fairly, professionally and ethically. If they did, perhaps we could emulate some of their ways. If they did not, then do not even think of stooping to their level in the next sales bid.

Life is too short to feel sorry or to make others feel sorry. When we lose, we are emotionally upset and our egos bruised. Do not let emotions or ego control our actions by making silly comments/remarks or have any suspicious thoughts on our competitors’ prowess …..

Be a gentleman ……. exit gracefully, learn and be better …..

We will then be a GREAT SALES PROFESSIONAL …………and not an “egoistic salesman” who blames the whole world and everybody but ourselves.

Let’s strive to be GREAT …. It is a continuous journey. Let’s not admit that we are ALREADY GREAT !! Then we are truly bluffing ourselves.

ImX2 … you have done well. You WON !! You were the better sales person …. Ignore what others have to say ….. your  conscience  is clear, you have done what is right …………. and only GOD can judge you fairly.

God Bless

Willie @ 18 Dec 2010

Emails are not meant for 2 people sitting in the same office to prolong issues by writing lengthy justifications.

Focus to resolve issues with great SPEED.  Confront issues face to face with great sincerity to reach a common understanding.

Ironically, emails which is a tool to get message across quickly so that decisions can be made …………………  has now alas become a tool for people avoiding confronting real problems to get them  resolved and also hiding behind nonsensical justifications on why things are not and cannot be done !! 

Sad .. truly sad ….. but true !!

As we move forward into 2011, the following could be inspirational be it in our professional or personal lives.

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You must accept that you might fail ; then, if you do your best and still don’t win, at least you can be satisfied that you’ve tried.

If you don’t accept failure as a possibility, you don’t set high goals, you don’t branch out, you don’t try—you don’t take the risk.

You have to have confidence in your ability, and then be tough enough to follow through.

Rosalynn Carter  (wife to ex-USA President Jimmy Carter)

Willie – 3rd from right ……… what a feeling !!

REKOR Bisnes Award Night @ Mulia Hotel Jakarta @ 3 Nov 2010.

NIRO Granite – won the award for the most innovative company in design development for porcelain tiles category.

A manager who delegates without stipulating deadlines or having a “lack of attitude” to follow thru is even worse than his subordinate who fails to deliver on time. 

Solve the problems if you can. And solve it immediately too. If you can’t, then you had better tell me. If I also fail, then I would enjoy sinking with you rather than you sink alone or you pull me along when I had no chance (or too late) to even try to solve the problem together with you.

 Consistency – No one has the energy to check on you all the time. Be true to yourself. If you have agreed to do certain things, then do it every time correctly /accurately and on time. 

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 What ??? You are SORRY ??? !!!

Today, in striving to achieve excellence ………. saying “Sorry” when we fail to deliver to our customers (internal or external) is just not good enough.

 The one who failed will have to ask …..

– how can I compensate (in dollars & cents or additional work) ?

– how do you want me to be accountable ?

– what punishment / penalty should I endure ?

– how do I make it up to you ?

 Only then can the customer really feel that you are indeed SORRY.

24 Oct 2010