 
References

Simple, clear and binding language combined with encouragement for action, professional advice, personal experience and various stories that that encourage thinking. I think that Edgars would not even be able to tell you something boring. You will read this book with captivation, you will have much to think about, you will feel encouraged and you will learn useful things. Among other things you will also learn that achievements begin in the mind long before they become reality.

Inga Gorbunova, director and editor-in-chief at Dienas Zurnāli

Corporate Tales is a peculiar mix between Western business magical success formulas, teachings based on Buddhist culture, and Edgars' own immeasurable sales experience. The book will definitely inspire and stir up new spirits – definitely. It will ruffle your feathers and give you confidence: 'Get up and go!' It is a full of love, light and bright book for anyone, not just those whose lives have to do with sales. Becoming introduced with Edgars as an art of selling teacher was a great accomplishment for me in life. Reading this book he wrote, however, has even more value – I can open it and find something of value each time I feel lost or confused on the road of my professional life.

Jana Ezeriņa, owner of the beauty salon Madam Bonbon

I read Corporate Tales and thought – how sometimes it is so simple. Kneeling down and picking up opportunities which are cluttered around your feet, making a plan of action and becoming an outstanding master of your trade or the owner of a profitable business. Surprising, but people in the average situation try to reinvent the bicycle, until things become eternally more complicated and they find themselves on a self-made treadmill, from which they cannot see a way out. Here everything is understandable. If you wish to draw inspiration – look for it here. If you want great ideas and advice for the growth of your business – here it is. "Stories become real for those who believe in them".

Uldis Veits, director at SIA Remedica
EDGARS UNTALS

Brian Tracy's certified trainer

Phone: \+ 371 27722408

E-mail: edgars@ccgroup.lv

Website: www.ccgroup.lv

Facebook: www.facebook.com/edgars.untals

LinkedIn: lv.linkedin.com/pub/edgars-untāls/31/bb0/866/en

There are people who reach their goals!

Cover design by Lejniece

Edgars Untāls

Corporate Tales

© Edgars Untāls, 2015
POSITIVE CHANGE

Once upon a time, the apprentice asked the master. "Will we have to wait long for positive change?" "If you are waiting, then yes!" said the master.

Dear reader,

I have great news – Corporate Tales is a book about positive change! Described here are countless situations, which I have personally experienced, while working in sales, conducting training sessions, and meeting with clients. Here you will find metaphors from different cultures, historic facts and stories, which makes one think and inspires proactive action.

Before we continue, I would like to get to know you. I want to know, what you dare to dream about. Sorry, but I'm not interested in your titles and awards. Instead you should tell me how many times you've managed to stand up after a painful blunder. Your gender and age; let those remain secret. I want to find out if you are willing to step outside of your comfort zone. It is not important where and with whom you studied. I want to hear about your happiest childhood memories and relationships with people who help you become a better person. I want to know all of this, because this book is not about me, but instead it is about you. Each page will speak to you and ask you questions; find the answers and then, I believe, having read this book, your life will not be the same as before.

My name is Edgars Untāls. By profession I am a business trainer and coach and a big part of my everyday life is about listening to different stories and excuses. At times like these I usually say, "Let's be honest; victory is achieved only by those who wish to be victorious; learning is only achieved by those who wish to learn; understanding – by those who wish to understand. A strong will and commitment is all that is required to succeed. The rest are just excuses."

Yesterday I went to the bookstore and asked, "What kind of books are read by those who wish to achieve their goals?" "Inspiring ones", answered the book lady. That is who we are, – seekers of inspiration. We are so similar in our desires, dreams, fears and stereotypes, and, if you ever hold this book in your hands, I have no doubt you are one of us. I am convinced that you also desire to take your place in life, ensuring your well being and doing work that brings fulfillment. And know that you can have it all, just not right away. Everything, but step–by–step.

Therefore, read, think, be inspired, act, and share your experience with others!

HOW IT ALL BEGAN

Years ago my burning goal was to go to the United States, set up my life there and investigate those opportunities about which so much has been said. Without considering the fact that at this point, I did not speak English at all nor did I have the money for this journey, I took action. I asked my best friend to write my CV, found halfway suitable advertisements on the Internet and sent over 200 e–mails. I received about ten refusals and one positive response from a hotel chain in Orlando, Florida. In the e–mail was an invitation to come and work as a fitness instructor in postgraduate exchange programs. There was also mentioned a concrete date and time when they would call me to speak about details in person. I had not thought that far ahead, because, as I mentioned, at this point I did not speak a word of English. Anyway, I did not gave up and asked my friend's help to speak on my behalf during the interview. Everything went superbly, and the door was open.

Several months remained until my departure, and this was the time when I studied like I had never studied before. After that I sold my car and bought a one–way plane ticket. So I arrived in the 'land of my dreams.' I will admit I was anxious and scared, though I was determined to make use of every opportunity, which fate offered. My employer paid me almost nothing, though without looking at that, I savored every minute and never stopped seeking opportunities. One of those was training, which was organized for hotel staff, specifically salesmen, so that they could attract clients and sell them hotel services. Without disturbing anyone, I regularly snuck into the conference hall, wrote down everything and then watched in what way they applied this knowledge into practice. And suddenly I understood that selling and working with people are things that I have always wanted to do.

After a year I returned and found a job at a pharmaceutical company as a medical representative. In three months I became the highest–earning member of the team. After five years I became the manager of the entire marketing operation. Three years later I started my own training company; "Coaching and Consulting Group"

You may ask, why am I telling you all of this? This was the start of my journey towards personal goals. It is different for everyone, though in every instance there is one uniting factor – successes start in our head, and well before they become a reality.

FOUR MEN AND AN ELEPHANT

Four blind men felt an elephant with their hands. When they were asked what it looked like, each of them had their own version.

The first one said, "An elephant is similar to a python."

The second was not satisfied with this answer. "This cannot be, an elephant is similar to a palm–leaf fan."

The third said, "You sure are speaking oddly. Do you really not understand, that an elephant is big like a mountain?"

The fourth was puzzled and called out, "Not true. An elephant reminds me of a brush of branches!"

When you understand the events regarding the elephant, then our own experience from imagination is delusional. We see only that which we want to see, and exactly that much as is permitted by our limited fantasy. This means, that there is not one universal truth in the world – it is different for everyone. If you hope to defend your version at any price, be prepared that, sooner or later you will end up alone with a brush of branches or a palm–leaf fan in your hands In the end, your truth will become so heavy, that you will be unable to pick it up. This is why you must listen to alternatives, allow different truths to enter your consciousness, and only after that – create your own ideal elephant.

WHAT IT MEANS TO BE A SALESMAN

"Tell me, Edgar, or whatever you are called, is it true that in your company you have no other better representative? Can we agree that you will never come to me?"

These questions were once asked of me many years ago by some client, and at this moment my professional development began. Suddenly I understood, that mediocrity in the business environment was no longer accepted and the common strategy 'it will get purchased' no longer works. Clients have changed and transactions are only concluded by salesmen who invest in themselves, in their attitude, in their knowledge, and their skills. This means, that a salesman's most important job does not happen with clients, but at a deep personal level, working with his fears, bias, motivation, goals and challenges. I also understood, that selling is a damned public profession – clients see us as we are, not as we think we are. Nothing makes a salesman better than the will to become a better salesman.

I believe that the time of aggressive selling and lower prices has come to an end. The era of smart selling has begun – time to explore your inner potential and clients' values. It is no secret that new times provide new opportunities, though they also require a different approach and a complex solution to client problems.

One must understand that clients have long since not been the buyers of a product. When a salesman assumes a responsibility, a client pays not only for the sale and delivery but also for the 'life after the transaction'. Clients expect more from the salesman – as soon as the transaction is closed, the salesman becomes a cooperative partner. At least it should happen that way. A partner, as is known, does not strive to sell something at any price, but instead is orientated towards long–term cooperation and repeat sales purchases. A partner is someone with an attitude, a smile, professional service and a true will to find the best solution for the buyer. He is always ready to listen and walk an extra mile for the client. That is how it will continue, until the moment that between the client and salesman comes such a level of harmony and trust, which turns into something similar to a dance, where both sides patiently enjoy the process.

If you are still not clear about a partner's obligations and responsibilities, then go out and ask your customers the all–time most important question: "I wish to be your best cooperative partner, please, tell me, what must I do?"

THE ROCKEFELLER PLAN

There was a businessman who found himself almost bankrupt and was indebted to the whole world, including friends and family. Nobody wanted to speak with him, except for debt collectors. Thus he was sitting on a park bench and hopelessly looked at people passing by. Suddenly a grizzled man sat down next to him and said, "I see that something is troubling you. Would you care to tell me?" The businessman did not want to, but told his story anyway, and to his surprise, the new acquaintance said, "I can help you!" He took out his chequebook, wrote a cheque and placed it in the hands of the businessman saying, "Take this money, you need it more! We will meet here in a year, and I know you will be able to pay me back." After that, he got up and left.

The entrepreneur looked at the piece of paper and could not believe his eyes. The sum was 500 thousand dollars, and it was signed by none other than John Rockefeller, – at the time one of the richest men in the world. "Now I can solve all of my financial troubles in an instant", surprised and inspired by this unexpected change of events, the businessman thought to himself. "I guess the situation is not so hopeless after all", he continued to cheer himself up as put the cheque in a safe, in case there comes a time when no other options remain.

Having acquired confidence and regained joy of life, the businessman closed some rather large transactions and things started getting back on track. After exactly one year he once again sat on the park bench, and noticed that a familiar figure was approaching. The businessman reached into his pocket to return the money, except to his surprise a nurse in a white robe ran up, grabbed the grizzled man by the elbow, saying, "I hope he didn't bother you. He regularly escapes the clinic, comes to this park and tells everyone that he is John Rockefeller."

EFFECTIVE BUSINESS COMMUNICATION

 Always remember the first impression, – you only get one chance.

 Only ask if you wish to receive an answer.

 If you have something to say, – stand up, so you are noticed.

 Keep quiet if you are unsure about the value of your comment.

 Speak so you can be heard, and in a place where you will be understood.

 Adapt to your partner and speak with him in the same language.

 If someone else is speaking, do not interrupt, but listen and concentrate on what is most important.

 Do not judge until you listen to and get to know your partner.

 Do not belittle competitors and respect any of your partner's choices.

 Forget about praising yourself and "the world's best" product.

 Do not speak about what you will do, show what you have accomplished.

 Learn to like yourself, and then to like the others who are around you.

 First, take interest, and only after that you will become interesting.

 Help the client make a purchase, instead of trying to sell.

 Learn to recognize and declare your partner's emotions.

 Do not try to convince, but definitely generate confidence.

 If you've said everything, then give your partner concrete directions – what kind of action are you expecting of him.

BONUSES

The manager of a factory calls in his deputy, and with a look of content says to him, "Good news, we have received the order for a million's worth, of which we spoke about before. Now we can collect a bonus."

Without hesitation, the deputy hurried to the administration, "A million is on the way, it will be in the account soon, that is why everyone will get a raise. After that, though, we will have to work a bit harder."

The shift's managers receive the following message: "Some money has been delayed, so we are increasing production. Good news – we will be paying overtime."

Finally the workers heard, "To get out of debt, we have to work more, but for the same wage. Also – the boss bought a new Lexus."

The result is a worker's strike, the order does not get filled, the million never makes it to the account, work stops, and the factory goes into bankruptcy.

Conclusion? Keep your mouth shut, especially if you are going for a million.

CLIENT SERVICE

Did you know, that at any company its largest asset is not the computers, the parking lot, the accountant, not even the boss's new office, but clients. Clients are the ones who pay every one's wages and their satisfaction is any given profit–making company's strongest indicator. Therefore remember this fact while completing your everyday tasks and do not forget to thank them. In business, this kind of regular thanking is called client service or how I like to call it, relationship service.

Sure, you understand, that this combination of words is not a chapter or department, but rather the employee's attitude and confidence – unchanging, visually noticeable and emotionally felt; a step closer and a cent more than a client expects at a given moment. Eye contact, a smile, a handshake is also a statement on this same theme. And remember, client service is either good or bad, there is no 'middle ground.' The principles 'periodically' and 'sometimes' do not work here.

In summary, take care of your clients and they will take care of your business. It is worth saying; do not speak about love, show love through your work!

WORK AT A MINIMUM WAGE

In recent times I have noticed an interesting tendency. Companies do not wish to 'overpay' their employees, while they do not wish to 'commit' for the kind of money they are being paid. In many companies this 'tradition' has become systematic and in a way the corporate standard. The saddest part of this story is that no one is taking responsibility for how the clients feel. If we assume that the client is the one who pays the wages for the boss as well as the subordinates, then this business model has no future. Some stories end with the words "...and they lived happily ever after," but this is not one of them. This ending is different, and comes much quicker than at first was thought.

Companies do not wish to pay, and in some way I agree with them. I also would not pay. I would expect that my workers earn their wages. Down to the very last penny. Until people understand the difference between 'receive' and 'earn', the future of the company is under threat. In the meantime, the workers will continue asking, "Why must I put forth the effort, washing dishes or serving clients, if I am only going to receive a minimum?" The answer will never change: "Because, if you continue like this, the minimum wage will be guaranteed to you for the rest of your life. Nothing else in your life will change, except your place of employment and the number of dishes you must wash!" It must be understood that minimum wage is not a penalty, but a test of the will to achieve more in life. It is starting capital on the road to a brighter future.

Remember, – minimum wage is what people receive, if you want more, you must learn to earn it.

HOT STONES

Once upon a time, a homeless man found a bundle in a dump, untied it, and saw an ancient manuscript written by hand, which had been discarded, together with some other things, by some antique owner. With interest he examined his find, and on it was written only one sentence – "He who finds a hot stone on the beach, and places it next to his heart, will achieve everything in life that he wishes."

"I have many wishes, and even more time..." the man thought to himself, and went to the beach to search for the hot stone. One after another, he patiently picked up stones, only they were all cold, and those he threw into the water. So passed days, weeks, years, and then at one point his palms became warm – the stone he found was hot. The homeless man lifted it up, and with force of habit, threw it into the water.

SELLING AS AN ART

Recently, a friend asked me: "Is selling an art?" My conviction is that any outstanding performance is art. Any job, which brings about respect and admiration, is art, and selling is no exception. In business you can observe this kind of art every day; building relationships, asking questions, listening and understanding, achieving goals, overcoming the pain of loss and celebrating victory. Some of us are just brilliant at all of this, but until then you must grow and do your job the best you can.

To achieve mastery in sales, a person must be in his or her own place, feel satisfaction about what has been accomplished and in a purposeful manner develop specific competencies.

Sales professionals will agree, people make decisions emotionally, and only after that find rational explanations. That is why selling is at first a creative and personal profession – emotion is the key element, which drives selling. At the same time, it is also precisely defined process, specific algorithms, which must be noticed, and a system, which is not subject to interpretation.

Can art develop within a system? At which point does the process become art? Who are the people, who are capable of turning any kind of work into art? These are the questions to which the answers can be found in the next part of the book.

MODESTY

Several times a week, a lady went shopping at a nearby store and also brought along her young son. The boy was such a nice and pleasant person to speak with, that the shopkeeper regularly offered him to take candy from a glass jar, though the boy always shied away. Having witnessed this modesty, the storeowner took candy each time from the jar and put it in the boy's pocket. The mother saw all of this and asked her son, why he never took the sweets himself. "The store owner has a bigger hand," replied the boy.

WHAT CLIENT LOYALTY MEANS

I regularly purchase books from Amazon.com, and usually after completing my payment, I receive an email confirming that the order has been accepted. Then after a few days, I receive information in which is mentioned a specific delivery date. Once it so happened that five days after the mentioned date the books had not arrived, and so I inform Amazon about the ensuing situation. Much to my surprise, an hour later I receive an e–mail of apology and information that the books have been shipped again, and this time with a courier. Next morning I was happily unpacking my treasures, and after 2 days, the first shipment also arrived. In addition, I receive an email with polling questions and a request to submit suggestions about ways client service can be improved.

Sometimes we have no clue what in truth excellent service means until the moment that we actually experience it. These situations change our systems of value and bring about unexpectedly pleasant revelations. From time to time in business, things happen which people speak about for a long time. Good or bad things, that is the choice of every employee, questions of attitude and understanding. In any business, mistakes are unavoidable, they happen to everyone. But a company's actual worth is revealed in moments when these mistakes are rectified, and the manner in which that is done.

I am convinced that client loyalty is the result of excellent service; company and client relationship manifestation in public. This definitely is not a discount card, free coupons or long–term obligations which do not allow room to breathe. Actual loyalty is defined by the seller's attitude not only at the time the product is being sold, but also when for some reason the client returns it. Loyalty is when, after a week or upon receiving the first bill, the client does not regret his purchase. Then as a result the client is pleased so much so that he makes another purchase and recommends his friends to do the same. Loyalty is when the client loves you, does so voluntarily, and you do not need to remind him about it.

In conclusion, – the only way to get a client to love you is by bringing love yourself.

PAST, PRESENT AND FUTURE

Once upon a time, Three Wise Men were drinking tea and trying to agree on what is more important to a person – the past, the present, or the future. Each of them passionately defended his view. The first one said, "The past has made me who I am today. I only know what I have learned. My confidence about the future comes from experience, and I like people with whom things have gone well or with whom I have similarities. I believe that the most important thing is the past."

"I do not agree. If that were true, then a person would be living like a spider introducing past habits into his web." – answered the second. "A person changes and grows thanks only to the fact that he has a future. It is not important who you once were or who you are today. What matters is who you will be tomorrow. Having confidence in what your life will be like in five years is much more valuable memories of the past. I like people who are not similar to those whom I have met on my path. I am looking for people with whom I can grow and from whom I can learn. I believe that future potential is a person's only true identity."

"You both have overlooked something very important." – continued the third. "There is no more past, there are only memories of it. The future is also just a hypothesis. Everything that belongs to you is the present. There is no meaning in spending time in the past or building a dream castle. You only exist here and now. Only at this moment are you real – love, rejoice, cry, grieve and enjoy life. I like people who do not dwell in the past and who do not live in future illusions. Those who live today, and each single minute keep turning their dreams into goals."

FUNDAMENTAL QUESTIONS

 How many years would you give yourself, if you did not know your age?

 What is it that you've always wanted to do, but have not dared to?

 If you had to give a child one piece of advice, which would change his future life, – what would you say?

 Would you like yourself, if you met yourself?

 What are you really proud of?

 What are your fondest childhood memories?

 What makes your eyes twinkle the most and your heart beat the fastest?

 If you won a million in the lottery, would you continue doing what you do now?

 What do you have more of in life – used or unused opportunity?

 What does it mean to you – to be real?

 What does the word 'satisfaction' mean to you?

 When was the last time that you did an excellent job?

 How do you know if you did your job in an excellent manner?

 When was the last time you thanked someone for doing an excellent job?

 What have you done today to get closer to reaching your goal?

 Where are the limits of your ability?

 When was the last time you greeted the caretaker of your home?

 Is how you do what you do, the best you can do?

 What will your life be like in five years?

 What would your life be like if you were not lazy?

 What would you be and what would you do if you did not have fear?

 Do you earn your wage or just receive it?

 Is loneliness freedom?

 Where does unwillingness end and inability begin?

 Do you do what you believe in, or do you try believing in what you do?

 If not now, then when?

 How do the things you do today help you get to where you want to be tomorrow?

BOUT LUCK

Once upon a time, three brothers were walking through a forest and saw that Luck had fallen into a large hole. She was unable to get out under her own strength, and that is why she turned to the travelers. She said, "Help me, and I will give you everything you want!"

The first brother asked for a pile of money, and having received it, moved on with satisfaction.

The second brother asked for a beautiful woman, and after a short while both were on their way to enjoy intimacy.

The third looked into the pit, and Luck said to him, "What do you want?" The young man did not answer, only stretched out his hand, helped her get out, and continued his journey. And quietly, Luck followed his footsteps. Always.

ONE DEGREE TO THE BOUNDRY

It is known that water boils at 100 degrees Celsius. At 99 degrees water is a liquid, but at one degree higher it becomes a steam. Steam is energy, power, which when turned to purpose, is able to achieve what was thought to be unachievable.

During my trainings I tend to ask participants, if they know the limits of their abilities. Many admit that they do not understand the question, even though to excel in their profession, they must know the answer. Boundaries are where we ourselves draw them, and to achieve positive changes, we must be able to precisely measure our current highest achievement. This is necessary, because growth only happens when we work close to the limit of our abilities and periodically surpass them. If in the gym, for example, you are capable of lifting a weight ten times, then the largest gain is from the last three and from the effort to lift the weight an eleventh time. Excellent athletes first achieve their current maximum result and then keep their body tone at about eighty to ninety percent of this level, and subsequently trying to surpass the limits of their ability. This is exactly the way that records are broken and competition is won.

This same principle is related also to business. If I ask you, how many meetings with clients are you capable of arranging, completing ten 'cold' calls? What is the amount of money that you are capable of earning monthly if you work with your best conscience and with maximum effort? In one week, how many new clients are you capable of attracting if you really try? What are the limits of your professional abilities?

People have no clue what they are capable of, until the moment they reach a critical limit. Is it not the right time to find out yours?

ABOUT VALUES

There once lived a person. He was happy about life, and every morning woke up before the sun rose, so he could say a prayer at the beach and see how the new day started. A son was born to him, grew up, and like his father, woke up early to contemplate the beach and watch how the new day begins. He did not say a prayer. The son also had a child who grew up. Every morning he woke up early, but did not understand why it was done.

HOW TO EARN A MILLION

Good day! Thank you all for coming in such great numbers. Today we begin a seminar called, How to earn a million euros in one day! Before we continue, I have a question for the audience, "Please tell me, how much a ticket costs for this seminar?" A voice from the crowd, – "One–thousand euros!" "And how many seats are in this room?" Another voice, – "One thousand!" "Well then, with that our seminar has ended. Thank you all for coming."

Funny? I bet it is. You can choose to not believe it, but earning a million is pretty easy. Sure there are many ways to earn lots of money and one of them is to follow the previously mentioned scheme. You only have to find 1000 people, who are ready to pay 1000 euros, the rest is just a matter of bookkeeping.

Now I am being completely serious. Think what value you can offer to others? And for what reason would you yourself be ready to pay such an amount of money? So you are saying that this business plan does not seem realistic? Okay, then find at least one person who is ready to pay you 1000 euros. Is it still a fantasy? In that case, find someone who is willing to pay you anything. I have no doubt that you know something, and will be able to sell your product or service, at least with a discount. When that person has been found ask him, – why in the world was he ready to give up his money? At this point your business is going great guns. He and others like him will be your future target audience. Create a detailed potential client profile, find 10,000 who might be interested and after that, sell them your product for ten euros apiece. Congratulations, you just earned a million. I will reveal a small secret; the book you are holding at this moment is part of my first million, and you are one of the 10,000 on my mentioned list. In any case, thank you, that you purchased it, and have a pleasant read.

To sum up the aforementioned, if you have an idea worth at least 10 euros, which potentially could speak to a large portion of society, then assume that a million is already at your feet. What is left is to bend down and pick it up. Just one more comment, you will have to think globally, and learn how to sell.

KNOW YOUR PLACE

A salesman, bookkeeper and boss once went to lunch, and salesman found an old lamp. He fiddled, fiddled, and tried to polish it, until suddenly a genie came out and said, "I will do anything you say! I see that there are three of you, and so you shall get three wishes, one for each."

The salesman did not need to be told twice, so he shouted, – "I wish to immediately be in Hawaii and surf through large waves!" Poof! The salesman was gone.

"Me next!" the bookkeeper continued. – "I now wish to be in Bali and experience meditation!" Poof! And the bookkeeper was seeking nirvana.

"Now it's your turn!" said the genie to the boss.

He then looked at the clock and said, "I want them both to be back in twenty minutes!"

The moral of the story, – you must always let the boss act first.

FROM GOOD TO EXCELLENT

Did you know that the difference between good and excellent is about thirty percent? That is the difference between the price of good and excellent coffee. That is the extent of discount or service levels, which strikes the client as noticeably worthwhile. That is the visually difference between good and excellent performance.

These days it is not enough to do your job well. If you do your job well, then you are the same as everyone else. To do well means to join the majority, and the only way to be different from the crowd is to become a hipster or to become excellent. There are no other options. Thirty percent more skilled, quick or courageous. If you are capable of offering something in this range, then you are special. It is possible you will say, "Thirty percent, that is a lot." Sure it is. And how would it be, if every day you would improve your professional skill by a mere one percent? If you purposefully would move forward and do it sequentially by small steps? You will agree that anyone can do this, and that it remains only to answer the questions, "How will I measure progress? How will I know that I am moving in the right direction?"

Excellence begins in the mind, and only you can influence this process. Good news – the competition will not be fierce, because the main part of society does not participate in these 'games.' Excellence is practically a free niche. Most people in your activities will be indifferent, until the moment you gain some attention–grabbing achievements. Confucius once said, "If they spit on your back, it means you are in front of everyone." That is why you must consider "surprises" along your way and be ready to pay the full price for your achievements.

ABOUT POTATO PEELS

Many people falsely believe that necessarily complicated schemes and huge investments in order to increase the sales volume of a company. In marketing history many examples of effective solutions being found with the help of creative ideas that are outside of the usual frame of thinking. I believe that you have heard of the guy who thought of making the opening of a tube of toothpaste larger, or the one who wrote on a bottle of shampoo to – "wash hair once, then rinse, and then wash again."

Similar events took place in the middle of the last century, when the American company Henckels Knives created a series of knives for peeling potatoes. They turned out fantastic – comfortable, practical, and had an innovative blade, which during its use sharpened itself. The first production batch was sold–out in a week, and management calculated the potential profits, but then sales volumes rapidly fell. It turns out the knives were too good, and buyers did not make repeat purchases. Unable to resolve the situation, the company turned to Bruce Barton and his advertisement agency. Bruce banged his head for about a week, but was also unable to find a solution, and that is why he summoned together all of his workers and conducted the first 'brainstorm' in the history of marketing. Along with his colleagues he came up with various ideas in sixteen hours, though none of them were convincing enough or resulted in profit. Until the time when one of the couriers offered to paint the knife handles the same color as potato skins. The proposal was realized, and with that careless housewives began, along with the potato skins, throwing away the knives. So they would have to acquire them again.

History is quiet about what happened to the courier, I assume that he married a boss's daughter and is happily living to this day. In turn, Bruce Barton wrote several books, among them also about 'brainstorming' organization and from then on was careful with his kitchen knives.

NUMBER OF UTILIZED OPPORTUNITIES

It is no secret that your quality of life in the most direct sense depends on the number of utilized opportunities. The more opportunities you will use in your life, the more photographs you will have of the Maldives in the family album and a thicker slice of sausage will decorate your lunch sandwich.

Statistics prove that only five to seven percent of the population seek, find and realize their opportunities. In addition, twenty to twenty–five percent make use of opportunities when someone offers them, though they do not seek actively themselves. For the rest, the opportunity can be placed in their hands and can even receive a kick in the pants so it is better understood, but just the same, nothing will happen. The load will be too heavy, uncomfortable or there simply will be no time, because in their life will always be more important priorities. It is bitter, but it is true.

That means if you wish to succeed in life you must walk towards your goals and not wait until someone gives you something. Or at least be home and open the door when opportunity knocks the next time.

CORRECT QUESTIONS

The Master asked his apprentice, "Tell me, what is the greatest tragedy in the life of people?"

"Maybe that people are unable to find the answers to their important questions?" said the apprentice, unconvinced. "The greatest tragedy in the life of people is that that they are unable to find questions for which it is worth to seek answers," continued the Master.

WHAT IT MEANS TO BE A LEADER

One of the main findings that I have discovered from my experience as a sales manager, is that success is not found in meetings or in an office with tallies and numbers, but instead in the field with clients and working alongside salesmen. Along with hourly and blue–collar workers, not with white–collar workers, who draw curves, PPT pies and then present them to one another. A leader belongs to a sale's team, he is independent, not part of 'them up stairs.' A leader proposes a collective goal, gives the correct tools, explains the rules of the game, is with the workers both during happy times, as well as in sad times. He penalizes, supports, inspires, and then steps aside, knowing that success needs room and someone who follows the results. That is why you must allow workers to breathe and let them win their own battles.

It is proven that the main reason why people leave companies, is because they feel invaluable, they do not receive attention and appreciation from their direct leader. That means, – if a worker has completed even the smallest task with excellence, thank him. If the job is done poorly or not at all, begin with determining whether the worker understood what he must do. After that ask what kind of support is necessary, and provide it. If the result still is not there, say – 'thank you very much', and give a chance the next candidate to prove herself. As you see, a simple 'thank you' helps in any situation. Experience shows that a leader's interest in his workers' successes and failures, regular feedback and public recognition replaces a wage increase of at least fifteen percent.

My opinion – if you wish to be a better leader, begin with learning how to say thank you and choose people with the right attitude for your team. Create an environment where the salesman feels valued; one where he can first earn for himself, and then he will earn wages for everyone else, including the boss, the secretary, and also the aforementioned PPT creators.

WHAT IS YOUR IKIGAI

Once upon a time in a small Japanese village a woman became ill and was close to death. Suddenly, she felt her soul was leaving her body, and then she heard a voice. "Who are you?"

"I am the mayor's wife," said the confused woman.

"I did not ask, who is your husband, I asked who are you?" the voice continued.

"I am a mother of four, and I work as a schoolteacher," the woman sighed.

"Did I ask, how many children you have, or what your profession is?" The voice would not quit.

This continued so long, until the woman said, "I am she, who lives every day, caring about my family and helping the village children become better people"

After that, her soul returned to the body. She had found the meaning of life, called – ikigai.

MORE OR DIFFERENTLY

There is a fundamental truth, that has changed my and many of my clients' perceptions about financial well–being, namely – financial growth is possible in two ways: working more and working differently. The key word, of course, in both cases is 'working.' – without that you would not make it.

First, let us take into account that a person's capabilities are restricted, therefore doing 'more' is a limited resource, and that means that you can earn your first million only and sorely by doing things 'differently.' If you earn, for example, 1000 Euros in a month, then in order to earn 1500 you must thoroughly dig–in. You will have to search for more clients and you will have to spend more hours at work. In other words, you have to do more of what you have always done. Results will grow on the volume of completed work account, until the moment you will reach a boundary, when this plan stops working. Simply physically more will not be possible.

And now the most important part – if you plan to earn 5000, you will have to do something which you have never done before. Such a sum cannot be obtained by increasing physical effort. That can be accomplished only by rethinking and changing the entire system, in which business is organized. Between 1000 and 5000 is a deep gorge, and its surmounting depends on whether you are ready to take off your rose–colored glasses and go outside of your habitual comfort zone.

Sometimes people simply lack the courage, knowledge, and the creative ideas that are necessary to cross this critical border. My advice – ask someone who has already done that. Define for yourself business authorities and try to compare to them – learn, value, analyze, acquire new competences and upgrade old ones. Remember, on the other side of gorge it will be necessary to have other allies and novel work instruments.

ONE THOUGHT AT A TIME

The Master said to his apprentice, "Carefully look around and find the brown colored objects in this room!" The apprentice looked, and his gaze sought out a bookcase, a flowerpot, a writing desk, and other things. It was not difficult, because plenty objects fit the description.

"And now, close your eyes! Close your eyes and name the objects that were the color blue!" said the Master.

The apprentice became confused. "How so? Why blue? The blue color I do not remember, I was looking at brown!"

The Master smiled and continued, "Now open your eyes and take another look around." The apprentice opened his eyes and quickly noticed all of the blue colored objects. "You mind can only perceive one thought at a time, and that is why you see only what your are concentrating on. The same happens with your life. If you focus on problems, problems will find you themselves. If you seek opportunities, then those you shall find," added the Master.

THE INVISIBLE CHAIR

A professor of philosophy asked his students to complete the following assignment for their final exam. 'Make me believe that the chair I am sitting on is invisible!' The young fellows thoughtfully spent a whole hour trying to think of a believable and reasonable story which would convince the professor. Someone in the group however finished the assignment after three minutes. The professor took the paper and on it was written 'What chair?' This student received the highest mark.

What is this story about? About frames and borders. For example, I offer selling tools to the participants of my training sessions and I usually make two copies of workbooks; the classical version and the creative one. Without considering whether I have personally tested these selling methods and techniques in practice, there is still a portion of people who do not accept all of them. They are not ready because of things which force them to go outside of their traditional thinking or standard behavior. I even know what goes through their minds during consideration process, 'What will customers think of me? And what if they will not understand? And what if I look funny or stupid?' And they choose to stay with methods they have always done. At times like these I usually mention Einstein's famous quote, "Insanity is doing the same thing over and over again and expecting different results."

What chair?

THAT WILL ALSO PASS

A wise ancient Eastern saying. "That will also pass! It is not important, be you wealthy or poor, radiant with happiness or depressed in sorrow. Whatever happens to you, where ever you might be, whatever you might do, remember: That will also pass!"

So be happy and value what you have and know, – nothing is as stable as change. Life happens for those who are dynamic. Keep moving!

BUSINESS ALGORITHMS

"You are your deepest dreams and your most serious desires. The way your desires are, the way your will is. The way your will is, that is the way your work is. The way your work is, that is the way your fate is."

This sort of personal development scenario is mentioned in the Hindu holy text of Brihadaranyaka Upanishads. In this text, everything works like a clock, – each gear, each next stage is connected to the previous one and the entire chain is organized for a defined goal. That is called an algorithm, and the same principles also work in business.

By definition, an algorithm is a succession of events needed to complete a specific job, which allows the achievement of a desired result. For this to happen, however, you must first believe that a system exists. If someone has already done it before, be sure that the work has been done in a specific manner and order, and all that the next follower has to do is precisely follow the 'instructions' and complete improvements during the process. These sorts of fundamental business regularities are plenty, and each of them influences the outcome. One of the most important in practice looks like the following – first, you get the clients' attention, then trust, after that respect, and only then do you get their money. Sequentially and step by step, without mixing anything up and without skipping any steps.

I am convinced, that, these days, successes are made not by companies with the best products or the lowest prices, but instead by those which have created an efficient sales system and which has workers who have developed the right attitude and have learned to put the algorithms into practice better.

A WARM PLACE

A dog lay down on a nail and quietly whimpered. The owner's friend saw everything and asked, "Listen, what is wrong with your dog?"

"He has lain down on a nail," replied the owner.

"Then why doesn't he get up and leave?" the friend persisted.

"It is a warm place, and the nail only hurts a little bit. It is tolerable," said the owner.

ABOUT TALENTS

Aristotle once said, "Where your talents and the needs of the world cross, lies your calling." In this sentence is said almost everything that is necessary to ensure financial well being. Every single one of us is born with the ability to complete a specific job better, faster or more effectively than others, but only a rare person in his complete life uses these naturally given advantages.

The sooner you ask yourself the question about your talents, the sooner you will achieve excellence in some determined field. Of course, with the condition that you create a plan of action for every day and will start to do it for 10,000 hours or about three hours per day for a ten–year span. It is proven that exactly that much time is necessary to turn good into excellent.

Ready to discover your potential? In this case, I have a question for you: "Can you make it such that at the end of each day you become one level, one step better at your profession?" I believe that you can, and only in this manner comes progress. This happens only when every next moment is better than the previous one.

And as we already know, the world does not tolerate mediocrity anymore – one more average lawyer, economist, or philologist. The job market needs talented doers, strong leaders and believers with shining eyes.

COST FREE SOLUTION

Some neighborhood children were being cruel to a boy. They cursed at him, made fun, and sneered at him in all kinds of ways. The boy was not physically strong, that is why he came up with a different solution.

The next time the children began making fun of him, he said, "I will give twenty dollars to him who manages to humiliate me the most!" He did not have to wait long until one of them received the money.

The next day, a similar situation repeated itself, only this time the boy offered ten dollars. Slightly annoyed, the "little backyard mafia" still did their 'job.'

After another day, the boy said, "Well, who wants to humiliate me again?"

"How much will you pay?" the leader of the group wished to know. "I am not paying anything," answered the boy.

"Ha, here is a wise guy. If for nothing, then humiliate yourself!" they declared.

RINGELMANN EFFECT

Do you know what the optimal participant count for an effectively functioning team? It is proven that this number is from six to nine. If the person count is higher, then the collective performance of the team changes significantly. This is known as the Ringelmann Effect. This phenomenon was revealed while studying 'tug–of–war' competitions, and it turns out that the more people pulling, the less is each individual involvement. If one person uses 100% of his resources, then when there are three people the individual return is 86%, and in turn if the group has eight people working, only 51%.

The explanation is very simple – when working alone, a person relies only on his own strength, though when the group grows larger, participants begin hiding behind each other's backs, avoiding responsibility and their obligation to quality of performance. In this moment the role of the group leader grows as does his leadership responsibilities.

What do you think happened to the tug–of–war team when two more people were added to the group?

THE HEART'S DISTANCE

The Master asked his apprentices, "Why do people shout at each other when arguing?" "Maybe because people lose patience?" one of them answered. The Master was not satisfied with such answer. "Even when you have lost patience, why must one shout, if people are standing right next to each other?" The apprentices proposed several other versions, but none of them satisfied the Master. After a short pause, he said, "When people are not satisfied with one another, their hearts distance, and to overcome this distance, they have to shout. The louder the argument, the more their hearts separate. Sometimes it happens that the heart distances so much, that it gets lost and is not capable of finding its way back." "And what happens when people fall in love?" one of the apprentices asked. "Then people speak quietly or do not even speak at all. Their hearts are so close together, that words are not necessary. The more we love, the more closely we get to one another," said the Master.

THE GOAL MUST BE REALISTIC

Two blondes were having a conversation.

The first one said, "Listen, do you have a goal in life?"

The other said, "Of course I do!"

The first said, "Well well, tell about it!"

The second one, "Now, listen. Exactly in two weeks on Friday, at 11:10 p.m. I'm going to walk by the "El Paradiso" nightclub. On my feet I will have shoes with a buckle bought in Paris, wearing a red dress, and a pearl necklace around my neck. That one is from Bali. And suddenly, a white limousine will stop next to me, from which will step a like–able man in an Armani suit and will give me a box. The dimensions of the box will be twenty centimeters by twenty centimeters. I will open the box, and there will be 50,000 dollars, wrapped in a bow. Think about it, all that money will be for me!"

The first one said, "Wait, why not a million?"

The second one said, "Are you crazy? Everyone knows that a goal must be realistic!"

FANTASY, DREAMS AND GOALS

Do you know how fantasy differentiates from dreams and desires? Fantasy is just an illusion, while dreams and desires have the potential to become goals. Desire lacks a clear plan of action and motivation, while the average statistical dream looks about that:

 To get rich without putting an efforts

 To be healthy without physical activities

 To be slim and eat everything that comes in mind

 To be smart without studying or reading book

 To be loved and to not get hurt

 To attend training sessions and not pay a dime

Statistics prove that only two out of ten people know how to turn dreams into reality. They understand, that the most important thing in achieving goals is action, and they accept the truth – a person with a goal has no holidays or bad weather. His entire future life gets reorganized for only this purpose. That is the price of a real goal.

It is proven that the majority of people do not reach their goals not because they would lack understanding or skills, but instead because they lack the courage and commitment to follow their dreams. Also their imagination is too limited and thinking is too small to accomplish something significant. They run from failure, in place of moving towards successes. However, in running from failure, we learn a lot more about running and failure and nothing about successes. It is no secret that only big dreams become big goals and after that turn into big victories.

What were the Wright brothers were thinking about when they in December of 1903 took off in the first ever flying machine? My guess is, "Why has this not been done yet? Why not now? Why not us?" As soon as inspiring idea is born, a plan of action is scheduled, criteria of measuring progress is set, you have everything necessary for reaching your goal. All that is left – go and make it real.

And one more thing, – always know the answer to the question, 'Why do you need all this?' The answer is fundamental part of your success – once you know the foundation of your action, you cannot get lost. Each time you deviate from your goal, you will just gain a new experience and confirmation of how much you want to reach the end.

By the way, what have you done today to get closer to your goals?

YOUR PRICE

On some country farm a worker turned to the owner with a question: "Why do you pay me only one euro per hour, but John gets five?" The owner went to the window and said, "I hear the wagon going by. The cows still need some extra feed for the winter. Go and inquire if the neighbor is bringing hay."

The worker went and after a moment was already back. "Yes, he is surely bringing hay."

The owner, "Listen, where from? Is it from the Downhill meadows?"

The worker, "I do not know."

The owner, "Then go and ask!"

The worker, upon returning, "Yes, the hay is from the Downhill meadows."

The owner, "And which mowing is it? The first or the second?"

The worker, "I do not know."

The owner, "Then go and ask!"

The worker, upon returning, "It is hay from the first mowing."

The owner, "How much does it cost?"

The worker, "I do not know."

The owner, "Then go and ask!"

The worker, upon returning, "Twenty euros."

The owner, "Can it not be cheaper?"

The worker, "I do not know."

The owner, "Then go and ask!"

At this point, John came into the shed. "Owner, the neighbor just transporting hay from the first mowing from the Downhill meadows. I know that our livestock still need feed for the winter, that is why I bought it. He asked twenty euros, but we agreed on seventeen. I will start unloading it."

YOUR OWN BUSINESS

If you have the desire to build your own business, but you do not how to start, here is a million–dollar piece of advice, – find the problem, which is actually a large part social, and resolve it in a respectful manner. All you have to do is show interest, keep your eyes and ears open, take note of opportunities and offer people excellently presented products or services. The enterprise is often just a title, an empty signboard, but in turn business means that a job gets done according to defined principles and regularities. To achieve something, you must first believe that there exists a system of how to do so. Do not create another bicycle, just follow the system that is comprised of defined related elements. The more intelligent, stable, transparent, elastic, and understandable the process will be created, the more profitable your business will become.

Take a pen and write down this sequence: problem + solution + attitude = business. And do not forget about your talents – any given successful business once was a passion, which with time became an article of such demand that people were ready to pay for it.

Please continue writing down and highlight also the following; financial success basically is the recognition, 'What can I give to others, instead of how can I earn by taking advantage of people around me?' I believe, that only a business that is designed for the clients will bring profit. Business that is designed only for profit is at its very foundation already doomed to fail. A musician who lip–syncs or a builder who builds as if he has never done so, if he worked for himself – the world is full of things without soul and people who are not in their right place. People need an emotional link between you and the results of your work. Only a job with purpose creates profits, and only this kind of performance has earned surrounding peoples' attention and their money.

That is why you must never start a business to earn money. Become a businessman to make a contribution to society, to earn the surrounding peoples' respect and recognition. The money will follow.

ENLIGHTENMENT

The apprentice asked the Master, "What did you do before you achieved enlightenment?"

"Most often I chopped wood and carried water from the well," said the master.

"And now, that you have achieved it?" continued the apprentice.

"I do the same; chop wood and carry water," answered the master.

"I do not understand, what is the difference?" The apprentice was puzzled.

The master smiled and said, "The difference is huge. Before that I was doing it, because the teacher made me. Now I chop wood because I know that winter is coming and my work will bring warmth to the hearts of those living at home, and in turn the water will quench every one's thirst. Now there is a deep comprehension and happiness, that comes along with the work."

A COOKIE FOR A DOLLAR

If you are in sales, then you must be familiar with a method called '­Door-2-door.' You will recognize it when someone rings at your door and offers you to buy some potatoes or the fastest Internet in the world. Clearly I admire people who can do that. Even more I believe that every salesman must go through two weeks of 'practice' with a sack of potatoes in hand before he begins his career as professional. In this way the new striver would quickly evaluate how he would conform for this chosen position.

One of the television companies in the United States invited for an interview a twelve year old girl who had in a short time posted the all–time best results for selling cookies by knocking on doors. When the reporter asked how she did it, the girl replied, "It was easy. Each time I used one and the same method. I knocked at the door and when it opened I said, 'Hello, my name is Anette, and I represent the Scouts' organization. Do you wish to donate 30,000 dollars to us?' Of course no one wanted to. Then I smiled and continued, 'In that case, please, at least buy some cookies! Just one dollar.'" At this moment the majority of potential buyers calculated in their heads how much they had saved by declining the donation and happily parted with a dollar. Some did it also because this situation made them laugh and people like it if the selling process does not create tension and discomfort.

My advice – always look for a new ways of doing things, improve those who are already working and try to put the smile on clients face, – then you are able to conquer the world!

FOOTPRINTS IN THE SAND

A man dreamed that he was walking along a sandy beach and alongside him walked God. In the sky, one after another, flashed scenes from the person's life, and he noticed that every time he could see two sets of footprints in the sand. One was his own, and the other was the one left by God. Then in the sky appeared images of his life's most difficult moments, but now no longer were seen only one set of footprints in the sand. He became sad and asked God, "You mentioned that if I follow You, then we will walk the path together, so why did you leave me in my life's most difficult moments?" And God answered, "My dear child. In your most difficult moments there was certainly only one set of footprints in the sand, and they are mine. All of this time I carried you in my arms."

ABOUT CRAYONS

At the beginning of the last century, American metallurgy mogul Andrew Carnegie's factory work was organized in two shifts; day and night shift. A worker from the day shift thought of an unusual greeting to give to the colleagues of the next shift. He took crayons and at the end of the workday wrote a number of the production quantity that he had accomplished during the day. The colleague who took over the 'relay' saw this, and of course, accepted the challenge. Later, this mutual competition model was brought to the rest of the workers and the productivity in the factory significantly increased.

Know that in this story what surprises me the most is why a worker would in his right mind want to do this, and the other thing – how simple it sometimes is. The only things necessary is desire and crayons.

DECISION–MAKING

One of the laws of the samurai is to make a decision in seven breaths' time, because indecision takes the most energy. Also in business, success comes only to decisive ones, – here any 'yes' or 'no' is much more valuable than 'I do not know.' Not in vain has Richard Branson said, "If someone offers you a one–time offer, but you do not know how to implement it, say 'yes,' and afterwards learn to accomplish it."

It is proven that a new idea stays in the mind for about eighteen seconds, that is why you must always write down everything that in the moment seems noteworthy. After writing it down the lifespan of an idea is about six to eighteen months, – that is amount of time the average citizen weighs all of the pros and cons, before giving up. If you have made up your mind and are ready to accomplish the job of your lifetime – you have seventy–two hours to make a first step. After this time, chances to reach the goal are limited. Don't ask me why, this the way it is.

In analyzing the biographies of the world's most influential people, it was concluded that a fast, structured, and thoughtful decision making process is one of the essential features that distinguishes a high achiever from the rest. This means, – concentrate on opportunities, act as soon as you notice them and remember, each person has one day in his or her life which changes their entire life. That could be today. If you so choose.

MAKE IT YOURSELF

God made a person out of clay, though He had a clump left over. "What should I make you from this?" God asked.

"Make me some luck," the person said. God did not answer, only placed the remaining piece of clay in his hands.

ABOUT STRENGHTS

Have you experienced a situation in which during a job interview, the potential boss asks a question about strengths, and you heatedly start telling about how much of a talented and skilled candidate is found in your person? And as soon as you are asked about weaknesses, so sets in an awkward pause.

I will admit, the employer in reality wants to know if you are capable of doing an objective assessment and admit your mistakes. It is a mistaken view that we can ignore our weaknesses – the chain is only as strong as its weakest link. Most commonly we do not solve our problems not because we cannot deal with them, but because we do not want to admit them. Remember, first is the admission and only then follows the solution. It is like joining Alcoholic's Anonymous – at the beginning you must be brave enough to go publicly and then take responsibility for what you are doing.

Some of us strengthen our weaknesses and thereby weaken our strengths – that is not correct, because only your strengths give you the upper hand. We become strong through our work, talent, knowledge and experience. My advice – continue working with strong one, because that is exactly where the path to success is found. In turn, to strengthen the weakest link in the chain, outside resources must be sought after – read books, ask for advice, look for instruction and after that test everything in practice.

As you see, the scheme is entirely simple – concentrate on your strengths and do not forget about the weakest link.

THAT WHICH BELONGS TO YOU

A grizzled teacher invited some of his former students to visit. When the guests had congregated, the teacher went to the kitchen, brewed tea, and returned with a tray on which were different cups; porcelain, glass, and clay. Each of them was different, – some were expensive, but others were quite cheap. The students took the cups, drank tea and sank into conversation about what each of them had achieved in life. One said he had become wealthy, another happy, until most of them did not have really anything to be proud of.

At one point the teacher interrupted everyone and said, "Have you noticed what happened to the cups? The expensive and fancy ones you took first, and the rest of you got those which remained. Life is also like tea, except the most valuable is not for those who have the nicest cup, but for those who know how to enjoy it. The desire to get the best for any price or the disappointment about having to do with what is leftover essentially influences the taste of the tea. Enjoy the moment and remember, it is not important how what you have looks. What is important is how you feel about it, and what you do with it."

CORRECT PEOPLE IN THE CORRECT PLACES

It has been proven that our lives are most influenced by five people with whom we have daily contact – parents, friends, family, and colleagues. The environment in which we find ourselves in the long–term leaves an indelible stamp. That is why if you strive for professional growth, choose company which inspires, and look for people stronger than you – to take over their habits, attitude and values. Join up with winners and soon you yourself will become one!

If you are a company leader, then these five people might be your team. Yes, those same ones, who constantly complain about the competition having better products and lower prices, doubt your decisions and at least once per month ask for a pay raise. Trust me, sooner or later you will become like them, and that will be the beginning of the end. There is only one solution – free yourself from whiners and surround yourself with fighters and doers. I believe that many entrepreneurs regularly encounter a desire to find answers to the following questions: "I could fire several of my freeloaders, but where will I get replacements? And what if, afterwards, it will be even worse? Maybe they will change?" While you as a leader are doubting yourself, your workers slowly fire you. Every day that they spend in contact with clients, you near bankruptcy. The only reason a worker should be where he is, – is to ensure company earnings, and earnings start with the correct people in the correct places.

There is a great saying, "Hire for attitude, train for skills." Or in other words, form a team with the main criteria being the potential attitude of the worker and the quality of his profession goals. After that, give the new achievers the necessary tools and teach them basic skills – the rest they will do themselves. The correctly sought–out people do not need extra motivation, just a inspiring team members, common vision and a strong leader.

NINE STEPS ON THE ROAD TO SUCCESS

1. Decide on your goal.

2. Go and do.

3. Continue what has been started.

4. Do in a way that has never been done before.

5. Remember always step number one.

6. Do not stop until you have reached your goal.

7. Celebrate victory.

8. Say thank–you to those, who have helped you get where you are.

9. Decide on a new goal, then start with step number two.

THE KEY TO LUCK

The Master said to the apprentice, "I have two pieces of news, one is good and the other bad. The bad; the key to luck does not exist. The good; the door is open!"

PROBLEM SOLVING ALGORITHM

In meeting with the company leaders, frequently I hear the admission, that a large amount of their time is spent on low impact issues and technical procedures – logistics are delayed, clients are asking for extra discounts, the printer ink is empty, and so forth. I agree that these issues need to be solved, and someone has to do it. The question, – is it the leader?

I have noticed, that employees are used to having obligations, but not responsibility – at least that is what they themselves think. As soon as there is unusual situation, they immediately come with their monkey and place it on the leader's shoulders with the words, "Boss, we have a problem!" And in thought they continue, "In principle, this is not my problem, but yours. It is not for nothing that you receive three times the wages!" That is the standard way in which a boss takes on the 'education' of a furry animal.

And there are companies, where everything happens differently. The employees are familiar with and firmly take notice of the problem solving algorithm, sequential action, and procedural responsibility. If there is a problem, they ask themselves the following questions:

 Can I solve the problem with my own strengths? If the problem cannot be solved, then comes the next step.

 Can one of my colleagues help to solve it? If the problem cannot be solved, then comes the next step.

 Can the manager solve it? If the worker thinks that the manager can do so, then he first prepares at least two ways of solving the problem and only after that knocks on the door of the boss. Notice that he does not go to the boss with a problem, but instead with a description of the situation and concrete solutions.

If you are a manager, develop such a plan, place it in a visible spot on the wall, and everyone will benefit. Employees will take on responsibility and search for solutions, and you yourself will be able to concentrate on your work.

THIS BOAT IS ALSO EMPTY

A Buddhist monk addressed his disciples, "When I was young, I often went on trips with a boat on the lake. I could spend hours and hours meditating. Once I closed my eyes and spent the whole night in the boat, though towards the morning some other boat unexpectedly crashed into mine. If you knew, how angered I became... I opened my eyes to curse the one who disturbed my peace, but the boat was empty. There was no one to whom to vent my anger. There was nothing left but to sink again into meditation. Around sunrise I achieved enlightenment, and the empty boat became my teacher. Since then, when another person's behavior causes anger in me, I say to myself, 'This boat is also empty'."

COST–FREE

Do you remember that smiling girl, who approached you in the supermarket and said, "Please, here is a present for you!"? And as soon as you take it into your hands, she makes you pay for a perfume or lotion pack, or else you must return the 'gift,' and the smile on the girl's face disappears as if it was never there. Can you say when the last time was when you received a truly nice and valuable gift for free? Without false or hidden intentions? I bet the closest version is pair of socks made by your grandma at Christmas time.

In terms of sales training, I often hear this phrase. "Unfortunately resources are limited, that is why our salesman visit only free sessions." After that, they ask me, "Edgar, is your trainings also free?" And I answer, "Hmm... let me think. Say, what can you offer for free from your end?" Usually they have nothing, and then an awkward pause sets in.

I have to admit, that this question surprises me every time, because that is something that I do not understand. To me it is clear, how such an undertaking plans to beat the competition and ensure its business growth. In its place, to buy a Coke, popcorn, and enjoy a film in great company, people are ready to watch free commercials, so they can copy and paste from them their own movies.

Let us be honest, only dreams are cost–free. If you wish to make them reality, for that you must pay.

YOUR HOUSEKEEPER

Is it not strange, that people notice our work only when we stop doing it? Have you been curious about where the baker is? The one who was working on the corner. Where is the housekeeper who swept with a broom every morning? It is possible that they are gone, because you did not pay attention, never dared to thank them or wish a pleasant day?

Let's be thankful for the housekeeper, the baker, the bus driver and anyone to whom in his work, smiles and recognition from those around is the largest part of their wage.

By the way, what is your housekeeper's name?

PEACE AND HARMONY

There were two families living in the neighborhood. One was ruled by peace and harmony, and the other by eternal argument and conflict. Once, a quarrelsome woman thought to clarify how their neighbors managed it and sent her husband to go spy on them. The husband went, hid by the window and started watching. The wife poured water into a bucket and started washing the floor, when suddenly the phone rang, and the woman left the room for a while, leaving the bucket of water. At this moment the husband came into the room, and, of course, knocked over the bucket. Immediately the wife showed up and said, "Dear, I am sorry, it was my fault." To this the husband answered, "Darling, do not worry, I myself was careless."

The neighbor headed back. At home, his wife asked him, "Well, what did you see? How do they do it?" "Now I understand. At our house, everyone is right, while everyone there is guilty," said the husband, thoughtfully.

WORK WITH ATTITUDE

Experience proves that in the profession of a salesman, the result is made up of 5% knowledge, 15% skill, 30% are habits and at least half – attitude. Admittedly, this fact is based on my own observations. Many years ago, when I began working at a pharmaceutical company as a medicinal representative, the majority of my colleagues and competitors were doctors. Definitely the specialists in their field, who were forced by circumstances, chose more profitable activities.

So I began my professional journey and in the first six months, clients asked me one and the same question, "Edgar, what is your educational background?" Apparently the extent and quality of my medical knowledge at that moment was obviously very low. Too often there were situations which I did not understand and important questions of clients which I was not capable of answering. That is how, step by step, I came to a fundamental recognition, – if you do not know the answer, smile, honestly admit to it, and learn. Never should you think of half–truths or even worse, do not start telling rubbish. Strangely it was enough for me to compile convincing answers for about plus – minus twenty questions, and since that time no one has had the desire to delve in the nuances of my Bachelor's Degree.

The client's professional interest is encompassed with the previously mentioned question group and knowing more quite simply was not necessary. That means that the seller must know exactly enough to be able to speak with the client in one language. And no more. If you asked me, if a lawyer, fitness instructor and an economist can sell medicine, I will say so, and can he! My colleagues and competitor doctors one after another gradually were fired or transferred to other departments, and the reason is entirely simple – they knew too much or sold too little. It is necessary for a salesman to have different competences, skills and abilities.

Summing up the previously mentioned, there are three conclusions. First, it is not important how much you know or what you can, but how much you love your job and what you are ready to do to become the best in your profession. Second, clients do not buy the best product, but the salesman with the best attitude. Third, be honest and open with your clients, and they will value that.

CONSIDERING THE CHEAP PRICE

Did you know, that cheap has its own price? And you can believe me, it is much more than is shown on the price tag. In spite of that, there will always be someone who says, "I can do that cheaper!" And there will always be someone who believes that. That is one more way how to be introduced to the word 'reconciliation,' because after that there is no one to blame but yourself. Cheap means that you must abstain from something, and most often that is responsibility. And responsibility, as is known, can only be asked for from professionals – you will pay for the mistakes of amateurs yourself. Cheap has its own price, are you ready to pay it?

PARADISE OR HELL

Once upon a time, a man ended up in Heaven and asked God, "Can you show me the meaning of Paradise and of Hell?" God brought him to some doors, opened them, and behind them was a huge, round table. In the middle of the table was a pot filled with delicious food. A tempting smell spread through the whole room such that it caused the mouth to water. Around the table sat weary and hungry people with spoons attached to their hands, though the handles were too long to get food into the mouth. God said, "That what you see is Hell." The man was crushed by the sight. After that, the two headed to the next door. Similar to the previous room, this one also had a large table with a pot and delicious food, and people had, tied to their hands, the same spoons with immeasurably long handles, though this time the people sitting around the table were fed and happy. God said, "This is Paradise." "I do not understand," the man could not comprehend. "It is quite simple. In this room, the people figured out how to feed each other, while in the first room each person thinks only of himself," said God.

ELEVATOR SPEECH

If you are in corporate environment, than there is a great chance that at some point you will have to tell a story in an elevator. Sales professionals are opportunistic people – they do not wait for but seek out and find opportunities themselves. Imagine that you get into an elevator and there he stands; the man with contacts and influence, he who can influence your future life in a positive way. What will you do?

Below is an entirely simple and tested in practice conversation model or script, which will allow to confidently address your potential business partner.

1. Greetings + your name. "Hello, my name is Edgars Untāls."

2. Clarification + compliment. "If I am not mistaken, you are Mr. Johnson? I very much enjoyed your latest article in Forbes magazine about team motivation."

3. Who you are. "I am a certified business trainer."

4. What you are doing + what kind of benefit do you offer the world. "I help sales professionals achieve their goals."

5. How do you do it. "First I go deep into the business nuances of each client and then we find a solution together."

6. Indirect request + potential gain. "By the way, do you know someone who would like to increase their sales results by twenty to thirty percent during the next half year?"

As you have noticed, training is being sold in this example, though this model is suitable for any product or service. You only need to learn the order, develop your story, understand who will be your target audience and in what way you will address these people. It can be an unexpected meeting in an elevator or an event for industry professionals. With some small changes it also works for selling over the phone.

And one more important nuance; people do not like it if strangers are trying to sell them something. I suggest – smile, ask for advice and provide clear gains, at the end of the story mention numbers and percentages. If you are able to become liked and trusted by a potential client in a short timeframe, he will give you an opportunity.

IT WON'T BE AS BEFORE

A boy had a very nasty character. He yelled, was capricious, and did harm to others his age. His father gave him a bag of nails, a hammer, and told him to drive a nail into the door of the shed every time he loses control. The nails were large, unwieldy, and in addition the hammer often slipped and hit the boy on the fingers.

On the first day, there were thirty–seven nails driven into the door, though henceforth he learned how to control himself, and with each day there were less and less nails in the door. The boy admitted, controlling his anger and intolerance is easier than driving nails. Then came the day when not a single nail was driven, and he proudly went to his father. Father praised him and said, "Every time you fail to control yourself, go to the door and pull out a nail."

Time passed, and the boy let his father know that there were no longer any nails in the door. He affirmatively nodded his head, took his son by the hand, brought him to the door and said, "Son, I see that you have worked hard, but look at these holes. The door will never be as it was before. Every time you lost control, you also left in some person's heart, scars like these. Think about it!"

LIFE'S ACTUAL VALUE

He became wealthy and influential because he wanted to become wealthy and influential. She wanted to become happy and did so. You could become whatever you wanted, though you became what you are. I am not placing a value and I am not saying that this is good or bad. I am saying that it simply is that way.

Take a look at life without rosy glasses and ask yourself some questions: Is this your life's actual value? Are these the limits of your abilities? How much are you ready to change yourself, and with that the world around you? What would you do differently, if you could start your life over? What needs to happen for you to fulfill your dreams? What are you grateful for?

When you have answered, give yourself a grade and rate your current situation on a scale from zero to ten. This will be a moment of truth or a point of reference for the growth of your personality.

Before we continue to the next story – one more question: Who will you be in five years? You know the answer – that who you will wish to be.

GOOD WILL OR EVIL

A girl found a cocoon in the garden, took it home, put it in a warm spot and watched how it slowly became a butterfly. Day by day it became bigger and more beautiful, until suddenly broke the sheath of the cocoon and desperately tried to get out. The girl felt sorry for the butterfly, so she took scissors and carefully cut open the transparent sheath. The beautiful creation was now free, but it only flapped its wings a few times and fell to the ground dead. The poor child was very sad about what happened and went crying to her father.

The father listened to the story and said, "In nature, everything has its time and determined order. Nothing happens sooner than it is meant to happen. Otherwise, good will can bring about evil. In the same manner, the butterfly needs a specific time to get out of the cocoon. Struggling makes the butterfly smarter and stronger. It gets free only when it is ready."

WHEN WILL YOU START TO LIVE

A man met God in his dream and asked, "Please, tell me, what surprises you most in people? And God said, "What surprises me the most is that people wish to become adults quickly, only to long to return to childhood. They lose their health earning money, only to lose their money in their efforts to regain health. They think about the future so much, that they fail to enjoy the present. They live as if they will never die, and die as if they never started living."

ABOUT STUDENTS AND TEACHERS

Did you know, that the quickest and most effective way to improve your professional performance, is to find someone who has it already done, and who wants to help you do so as well. In other words – find a teacher! A coach will be together with you, though the first step out of your fear and stereotype prison must be taken yourself. And remember, there are no easy and simple solutions. There are simple, though not easy, and that is already the first topic of our training. Of course, if you are ready to challenge yourself.

If we speak of students, they can be split into two groups; those with bad and those with good results. Those who have bad results usually are compelled to come to training. For this category of students, everything that happens usually has three comments:

 That is not meant for me. Friendly advice: that is truly an individual choice. If it is really not meant for you, then get out of the way and do not bother others!

 That does not work, I already tried. Friendly advice: it only works for those who do it in order to accomplish, not for those who do it in order to try.

 I will not do that, I can do better. Friendly advice: first do what you have to do, only then do it better!

The students who already have good results are looking for details and nuances inside the training program – their goal is to turn good into excellent. The difference between these two groups is that the second understands that progress and success happen first in their own minds. Or do not happen at all.

Remember, we learn to walk by ourselves, dancing is taught by a teacher. Though they are the same steps, the result is different.

THAT WHICH YOU DO

After a storm, the sea washed up many starfish on the shore. Thousands of them. The whole beach looked like the starry sky. A small girl walked along the edge of the water, from time to time bent over and one after another put these amazing creations back into the water.

When a man saw this, he went to her and said, "What you are doing is folly. You will not be able to help them all!" "That is true, I cannot help them all, but at least I can save the life of one more starfish!" answered the girl and continued what she had started.

THE END PRODUCT OF YOUR WORK

A while back I was speaking with my colleague, an international pharmaceutical company's business coach, and he told me this story. A company, at which he had just started working, had representation offices in many countries and his job was to travel from country to country to perform team training. Once before training at the head office, a short older man came to him in the corridor, started a conversation and asked: "What is your name, what are you doing here, and what is the end product of your work." The answer to the first two, obviously, did not need to be searched. My colleague was, however, confused about the third, and started a long speech about his experience and specific work, until the man interrupted him and said, "I don't want to hear another bla, bla story. You have ten minutes, then I will be back, and I only want from you one sentence. We will meet right here. If not, then pack your bags. You do not work here anymore! By the way, I am this company's owner." My colleague revealed that these ten minutes had been the most valuable in his whole life, his mind worked like the Large Hadron Collider (see Wikipedia), and the result was both the concept of an end product and many other valuable insights.

The situation I have described is real, which is why, regardless of your position or status in the organization, you must not wait until someone asks you; always know the answer to the question, "What is the end product of your work?" When I share this story, people, of course, want to hear my version of what the end product is. My product is – change. If I see that clients have changed their thinking and actions, then I know that my job is done with honor.

TRUTH SIEVE

The apprentice asked the Master, "Do you know what your friend said about you?"

"Wait, before you say what, sift your answer through three sieves," answered the Master.

"How do you mean that?" The apprentice was confused.

"First, sift your words through a truth sieve. Are you convinced that it is the truth?" continued the Master.

"No, I am not. I simply heard it," declared the apprentice.

The Master, "So, you do not know if it is true. Please, sift your words through a kindness sieve – do you wish to say something nice about my friend?"

The apprentice, "No, quite the opposite."

The Master, "You wish to say something bad about him, and you even do not know if that is the truth? Now, finally sift your words through a usefulness sieve. Is it necessary for me to know what you wish to say?"

The apprentice, "No, Master, it is not necessary."

The Master, "In your statement, there is no truth, kindness or usefulness, so why then must we speak about it?"

HOW TO RECOGNIZE THE RIGHT CLIENTS

In business, clients can be split into two categories: the right clients, and the rest. The right ones adhere to certain criteria:

 They have money

 They make decisions themselves

 They have known or unknown problems and certain needs

 They have goals which must be achieved, and you can help them

 They have connections and influence

As for rest of the clients, however bitter it might sound, means wasting time and throwing money away, which is why the salesman's job is to be where the right ones are found and to not be where there are the wrong ones. Keep this in mind and always remember the Pareto Principle, – twenty percent of the clients guarantee eighty percent of your earnings.

In order for you to find better prospects I wish to share a story. At the beginning of the last century one of the advertisement and marketing geniuses David Ogilvy, still a child, worked in a country fair and sold electric stoves. In those times the product was expensive, and rarely did someone come up to him, and showed interest. The boy was constantly at the mercy of the harshest truth in business, – if there are no customers, then they must be sought out. In the crowd of people, he tried many ways to spot potential buyers by clothing and the way they carried themselves, though unsuccessfully. It continued this way until the moment when David revealed one character trait; the smell of smoke from manufactured cigarettes. In those times, farmers most often smoked home–grown tobacco leaves, and only a rare farmer could afford cigarettes. If the story is believable, then as a result of cigarette smoke, Ogilvy increased his sales volume ten times.

If I would ask you, "Where are your best customers? What are their values and unifying features? How much do you know about their goals and dreams? How will you recognize and approach them?" What would be your answers?

LARGE STONE FIRST

The teacher took a glass bowl, placed stones into it, and asked his students, "Is the bowl full?"

"Of course it is full!" they all said as one. Then the teacher took a bag of sand and poured it over the stones.

"What do you say now? Is the bowl full?"

"It seems full." The answer was not so convincing. The teacher took a cup of water and poured it into the basin.

"And now?" The class became quiet. No one dared to answer.

"The very same thing also happens with our lives. That is why you always begin with the important and meaningful work, then continue with that which cannot wait. In turn, anxiety, worry, and small miscarriages must be left last. And it is better not to pour water at all," the teacher ended his lesson.

FREE FROM ANGER

To keep your anger within, you must find justification for it. If you do not find, the anger vanishes on its own. The reason for anger is usually disappointment about things not going the way you want them to. They are unrealized hopes, which burn a fire of dissatisfaction within you. Anger has no blame or allies, it occurs within you and it fades within you. If you wish to become lonely, be angry! If you wish to be free, weed out the seed of dissatisfaction before it grows.

ABOUT NOT GETTING LOST

A man flew in a hot air balloon and suddenly realized that he was lost. He lowered his altitude and saw a lady who was out walking her dog. Hanging over the edge of the basket, the man called out, "Sorry, can you help me? I have an important meeting which started an hour ago, but I am lost. I do not know where I am."

"You are in a balloon about ten meters off of the ground, forty–eight degrees latitude and 16 degrees longitude, judging by GPS coordinates," the lady said after quickly thinking it over.

"You must be a bookkeeper," the balloon pilot said thoughtfully. "Everything you said is technically correct, though I have no idea what to do with all this information. I am still lost. Your help is worthless, and in addition I am not even more late."

The lady smiled and said, "You must be of the management"

"Yes, but how do you know this?" the man in the balloon was confused.

"It is quite clear. You do not know where you are. You have made it up high thanks to a large amount of hot air, promised things you cannot fulfill, messed up and now expect that people under you will solve your problems," answered the lady.

CAREER GROWTH

 If you wish to move up on the career ladder, here are some points which can be helpful.

 Do not ask your boss for a higher wage, ask for additional responsibilities and an opportunity to prove yourself.

 If the rest of your colleagues are wearing jeans, then come in a suit and white shirt. Soon you will be first on the promotion list.

 Ask your superior if he would recommend or let you borrow some of his most valuable books.

 Come to work earlier and stay longer than the rest of your colleagues.

 Always do what you promise, and do so without being late.

 Get to know your boss – his habits, moods, strengths and weaknesses.

 Show positive ambitions – choose to become the best on your team and in your profession.

 Do not wait for something to be given to you. Know what you want, and learn to get it yourself.

 Never ask your superior the question, "Why me?" Otherwise he will wonder the same himself, while distributing the bonus.

 Know your value, learn to say 'No!' to people and things which delay and restrict you.

 If you made a mistake, do not look for the guilty ones. Admit it, take responsibility, and come with concrete suggestions on how to resolve the situation.

 Draw conclusions and learn to see the most valuable thing in each failure.

 Always do more than you are asked of and more than you are paid for.

 Do not criticize your superior's actions or disrespect his ideas, and forgot about the traditional phrase, "That is not possible, because of..."

 Say that you wish to learn, and be ready to pay for that process yourself.

 Smile, be open to change and work with an attitude.

 Make your success the standard of your quality of work.

IT WILL BE AS YOU CHOOSE

In a village there lived a wise old man, and people from all around came to him for advice. It was said that he had never been wrong about his answer, and that is why some boys decided to play a joke on him and prove that he is wrong.

They caught a butterfly, and one of them said, "Let's hold the butterfly in our hands behind our back and ask the wise man if it is alive or dead. If he says it is alive, then we will press our palms and kill it. If he says it is dead, we will show how it flies away."

After that, the two went to the wise man, and the boy with the butterfly asked, "Say, is that which is in my hands alive or dead?"

"It is all in your hands. It will be as you choose!" the man answered.

FROM MINUS TO PLUS

Did you know, that the best starting position for successes is an obvious expression of dissatisfaction with your current situation? Acute need for changes is always the strongest motivation, to get off your rear and start acting – energy flows from negative to positive, from discomfort to comfort.

Have you ever been unemployed and along with many other sorry souls stood in line at a employment center to register for benefits? In these moments, a fundamental admission arises involuntarily and desire to never return here. The opportunity to achieve successes hastily grows by fifty percent; the other fifty percent comes about when, if there is a clearly defined goal, courage to step outside of the comfort zone and willpower to stand up after failure. Although in such harsh times there is always a danger of breaking down – some of us will always rise no matter how low they have fallen, some accept "the faith", settle down and stay in their lowest point forever. It is all about our decisions and values.

Take as an example bamboo seeds, which over four years slowly and patiently grow roots into the ground, and only then when ready, grow towards the sun twenty meters in six weeks. In the same exact way, you cannot rush events – when you are ready for successes, successes will find you. If you try to achieve them before it is time, they will appear as bruises, trips, and failures.

Believe me – you are never too old or too young to do something meaningful in your life. You either can or you cannot!

A PRAYER

I asked God to punish my enemy, and God said, "No. He is destined to become your best friend."

I asked God to grant me patience, and God said, "No. Patience comes through tests and difficulties. Patience cannot be granted, it can only be learned."

I asked God to take my pride, and God said, "No. Pride cannot be taken, you must refrain from pride."

I asked God to gift me luck, and God said, "No. I only give my blessing. For that to grow into luck, depends on you yourself."

I asked God to protect me and my dearest from pain, and God said, "No. We endure and overcome pain together."

I asked God for spiritual growth, and God said, "No. Your spirit must become strong without me, though I will always be with you and give opportunities."

I asked God to help me love others as He loves me, and God said, "With pleasure! I see that you understand what to pray for."

AT ONE TABLE WITH A CLIENT

It is no secret anymore, that the customer is not always right but instead, he has huge advantages – money and the right to make the decisions. These days only salesmen with an exceptional personality can sit at one table with a client and participate in the game.

And there are not many of these chosen ones. Each client has about three to four cooperative partners, with whom he decides to work, because these people have earned respect and recognition. From this small group there also is a choice about a next purchase. That means, if you do not sit at one table with a client, then your chances of closing a deal are somewhere around zero. Client interests outside of this circle widen only then, when he has some specific needs, or one of regular partners has really messed up.

As you see, then the number of spaces is limited, therefore you have to be able to push some of the competition out. Remember, transactions happen only at the table, and those who do not sit there, receive that which is left over and amongst themselves can only compete with the price.

And yes, welcome to the winners club!

A SUCCESSFUL TRANSACTION

A man steps into the shower, while his wife having just bathed walks around the house in a bathrobe. Suddenly, the doorbell rings. The wife opens the door, and standing there is their neighbor, John. John stares cunningly and says, "I will give you 500 dollars if you take off the bathrobe."

The wife thinks for a moment, takes of the robe and is completely naked. The neighbor gives up the money, winks, and leaves. The wife, pleased with the successful start of the day, goes to brew the breakfast coffee. The husband at this time calls from the bathroom, "Who was there?"

"Our neighbor, John," answers the wife. The husband continued, "Excellent! Did he not mention anything about the 500 dollars he owes me?"

WHAT IS YOUR BURDEN

The teacher asked students to bring potatoes to school and made to write on each vegetable the name of person who made them angry or offended. When the job was finished, the potatoes were placed into a bag and tied to their backs with string. Some had more potatoes in a bag, others fewer, but for some it was so heavy that they were out of breath.

The students were given the assignment not to take them off for an entire month. Of course, the potatoes began to rot and stink. And so they walked, the more full the bag, the worse the smell. The more the students tried to avoid the situation, the more they came to think about contents of the bag and the true reason for the smell.

When the assignment was completed, the teacher said, "The weight you carry on your back every day is brought about by you yourselves. And only you can free yourself from it, though, in order to notice and understand it, it is necessary to let the content go bad."

HOW TO CATCH AN INSATIABLE MONKEY

Do you wish to learn the technique for catching an insatiable monkey? African and Indonesian cultures have used this since ancient times. The point is that monkeys have characteristic signs; curiosity, shamelessness and insatiability. Those who have been to Bali, understand what this means. Not far from the city of Ubud is a place called 'Monkey Forest', where you will see the remains of sunglasses and cameras at every turn, a variety of playthings and other shiny objects hanging from tree branches. Monkeys simply adore those kinds of things. A dreamy tourist needs to lose focus for just a moment, and seconds later furry animal is already dashing away, screaming and playing with his new accessory.

There, experts at catching monkeys suggest to take something tasty and brightly colored, like a mandarin, and display it publicly. Do it so that all of the thievish pairs of eyes can see how tempting your fruit is. After that, choose a tree cavity which is only slightly larger in size than the mandarin. In a way that the monkeys can see, place the mandarin in the cavity, and all that is left is to step back and wait a short while. Insiders will report that, after a short while, the courageous animal will stick his hand into the cavity to get the fruit and realize that he cannot take it out along with his hand because the hole is too small. In this moment of reflection, insatiability and desire to get the coveted fruit becomes greater than fear, and all you have left to do – go up to the monkey and place it in a bag. That's about it.

I do not know how legal that is, and what to do with the monkey afterwards, though I do believe that this method works. The combination of curious, shamelessness and insatiability always works smoothly in any society.

TWO WOLVES

An aging Native American chief wanted to pass on his most important life wisdom to his grandchildren. He summoned his grandson, sat him on his knee and said, "Listen and remember, in every person dwells two wolves – day and night they fight amongst themselves. One is lazy, mean and impatient. The other is diligent, purposeful and full of love." The boy carefully listen to the wise man's words and asked, "Say, grandpa, and which of the two wolves is the stronger, who will in this fight achieve victory?" The chief smiled, "The winner will be the one you feed!"

THE FUTURE IS IN YOUR HANDS

There once lived a Buddhist monk, who was lauded for his intelligence and his ability to predict the future. A man came to him and said, "Predict my future. I want to know what awaits me."

The monk took the man's palm, started to carefully study it, and in broken sentences said, "Oh, I see... ooh... So, indeed... It cannot be... hmm..." The man could not bear this, and impatiently called out, "What is it? So tell me!" The monk held a thoughtful pause and said, "Yes, I see it quite clearly. The future is in your hands!"

TYPICAL SALES TEAM

Have a look at the picture and become familiar, – this is how a typical sales team looks. Each member has his own experience, fears, and desires; also different goals, thinking, motivation, and level of competence. Their manager sits at the table, with shareholder's ambitious plans on it. Sure, the next quarter must be better than the previous. The plan does not include declines, excuses are not acceptable, and the only thing important is the result.

Did you recognize somebody? I already know the answer, – business environment is full of artists, superheroes; with these who 'know everything and can everything,' though they do nothing. Quite often sales managers and business owners ask, 'What should we do with those sales team members who have gone through countless training sessions, but have changed not their thinking nor their acting?'

My thoughts, "These storytellers must work somewhere else. The sales team must have only two types of people, – those who want and who already achieve significant results, and those who want and for now are not yet successful. The rest quite simply do not have a place there." Harsh, but true. Though it is also frequently said that employees are any given company's biggest assets, each of them has his own price. And the salesman's price is similar in value to his future potential – that is only true identity of this profession's representatives. Past victories and medals in sales are not taken into account; everything is determined by how many transactions he can close in the future, how open he is to changes, and how much he is ready to do to be better today than he was yesterday.

My experience confirms that frequently the weakest link is actually the manager and that the workers only acquire his habits. If in case you are in charge of the sales team, I have this advice for you – do not look for the ones at fault, look for the responsible ones and start with yourself!

ABOUT SHOES AND PRINCESSES

A shoemaker had two sons. One day he decided to expand his business and sent his younger to the neighboring island, so he could assess the situation – what the opportunities are to supply the residents of the island with shoes. The younger son went and soon enough returned with news. "Father, unfortunately a shoe business will not work on the neighboring island. No one there wears shoes."

The father was not pleased with this answer, which is why he also sent his older son there. The older son returned and happily called out from a distance, "Father, I have great news! Imagine, there are thousands of inhabitants on the island, and not one has yet to have shoes on their feet!"

I cannot say how this story ends, but I would like to imagine that the older son married the princess on the neighboring island, built his shoe–making plant and lives happily still today. The younger could be working as shop assistant in one of the family stores and constantly asking for a raise.

A WOODEN BOWL

An old man, who has lived a long life, in his late years moved in with his son, his wife, and four–year–old son. As per custom, the whole family ate lunch together at one table, though now the old man's shaky hands and poor eyesight marred the enjoyment of the meal. Milk spilled over the edges of the cup, peas fell off of the spoon and rolled onto the floor. And it was like this each time.

The son and his wife decided that this could not continue, and set a separate table for the old man in the corner of another room. After that, when the father many times clumsily dropped and broke his plate on the floor, the son began giving him his meals in a wooden bowl, and from then on the old man ate his lunch alone, while the others enjoyed their meal, happily laughing.

No one noticed the tears in his eyes, except the little boy.

One day the boy was sitting in his room on the floor and making something. The father noticed this and asked, "Son, what are you doing? What is that going to be?" "I am making wooden bowls for you and mom, from which you will eat, when I grow up," the son thoughtfully said and continued his work.

THE INNER AND OUTER WORLD

An Eastern sage once said, as people grow older, they do not become smarter, they simply age – it is all down to an inner transformation. Wisdom does not have an exact connection with how many years one has lived.

Each of us has an inner and an outer world, and both are in balance. I also believe that nothing in life happens on its own, – everything has its own time and logical explanation. Changes on the inside are followed by changes on the outside. For example, you can win a million in the lottery and unexpectedly change your outer world, but you are not ready for change on the inside. You do not know another way to get money, but you know countless ways to spend it. You will not have to wait long until everything settles in its place and life returns to its previous course. Money has a damned well developed intuition, it itself finds its rightful owners.

Or another example; an athlete who achieves excellent results first obtains an excellent state of consciousness. He overcomes doubt, fear, uncertainty, expands potential limits in his thoughts, and only after that realizes it all in practice. In any case, the order remains unchanging; positive changes happen from the inside to the outside and not opposite.

Development always happens from the negative to the positive, from problem recognition to searching for solutions. That is way you must take on the necessity of changes as a starting point, take responsibility of your life and start to act. Remember – once you change, then the world around will have to adapt.

CORRECT ANSWERS

"Science and religion have one collective feature: conviction. When you see the stars through a telescope, your faith is in jeopardy. When the stars watch you through a telescope, they are convinced that you will be capable of finding the correct answers."

Ajahn Brahm

HOW WOULD IT BE, IF I...

Please, read the title one more time and imagine an ending to it.......Take a moment. No rush.

Then answer the following question. 'What is it that you have always wanted to do, but have never dared to?' Recall in your memory your biggest dreams and fantasies that for whatever reason have not created fulfillment.

Martin Luther King Jr. once said, "Take the first step with faith. You need not see each step, but you must take the first one!" Take the first step and do not stop until you can celebrate victory. These simple words have changed the world more than any others, and the same will happen also with your life.

So, if you are waiting for the sign to start acting, there it is – . The time has come!

WHAT YOU SEE

A grizzled man with his already grown–up son boarded a train car, and the son sat by the window. The train began to move, the young–man opened the window, stretched–out his arm to feel the flow of air and said, "Father, look... the trees are running past us!" The father looked at his son and smiled. After a while, the son called out again, "Father, do you see the lake and cows? And the clouds are so funny!"

A married couple was sitting on the bench next to them, and watched how this grown man was behaving just like a child. It began to rain, and raindrops covered the young–man's hand and again, a bright smile ran across his face. "Father, do you also see that? Raindrops touched my hand!" he called out excitedly.

The woman could not take it anymore, and turned to the old man. "Why do you not take your son to a clinic? There he will receive medication and it will definitely help."

The father answered, "We just returned from the clinic. Today he had an operation, and my son regained his eyesight, which he had lost as a child."

TO DO MORE

Have you heard the saying, 'Do more than you are paid for and is expected of you?' This is one of the core values of outstanding salesmen and completely match my own experience. Working as a medical representative at a pharmaceutical company means many advantages and one of them – about ninety percent of clients are female. And as is customary, not very practical.

One day I noticed at a doctor's office that a screw had fallen out of the wall and there was a board on the floor with information meant for patients. I, of course, kept this scene in mind and you should have seen the look of surprise on the doctor's face when a month later I arrived with a screwdriver and fixed everything. It might seem like a small detail, but the board lay on the floor in that office for a month. At least fifty competitors from other companies had visited this doctor in the past four weeks, but it was I who put it back up. By the way, since then I always carry a screwdriver and some screws in my briefcase.

Remember the story about super sales professionals sitting at one table with a client. Yes, they are the people with screwdrivers, with the right attitude and the honest desire to make the client's life better.

ABOUT THE MOST IMPORTANT

The apprentice asked the Master, "Tell me please, which is the most important moment?"

"Now," said the Master.

"Who is the most important person?" The apprentice wanted to know.

"The person you are with at this moment," The answer followed.

"And what is the most important job?" The apprentice would not quit asking.

"The work with yourself," said the Master.

HOW TO DEAL WITH TOYS

An old and skilled craftsman settled in a small village. He loved children very much and gave them as presents toys that he made himself. The toys were made so carefully and finely, that they often broke. Although the children tried, playtime often ended with tears, because they were not able to preserve the toys. But the old man kept giving them, though each time the toys became even more fragile.

The parents felt sorry for their children, so they approached the craftsman and said, "You are smart and we know that you only wish the best for our children. So why do you keep giving them these kinds of toys? The children try their best, but the toys break anyway, and then they cry. They are so fine that it is not possible to play with them."

"Very soon, in a few years, someone will give them their heart. Maybe by then they will have learned how to deal with their toys," the craftsman said with a smile on his face.

AVERAGE EVIL

"When a man is getting better he understands more and more clearly the evil that is still left in him. When a man is getting worse he understands his own badness less and less. A moderately bad man knows he is not very good: a thoroughly bad man thinks he is all right. This is common sense, really. You understand sleep when you are awake, not while you are sleeping. You can see mistakes in arithmetic when your mind is working properly: while you are making them you cannot see them. You can understand the nature of drunkenness when you are sober, not when you are drunk. Good people know about both good and evil: bad people do not know about either."

C.S. Lewis

TRUTH ABOUT THE SALES PLAN

Let's take for example ice hockey – if team is winning, then the players are doing their job properly. If the team is losing, all fault and responsibility sits with the coach. I'll say, that business has a pretty similar arithmetic – if one member of the sales team does not implement the plan, then this employee is working poorly. If several members do not implement, then the whole team is not at the level of the assignment. If no one implements it, then there are two options: there is either an unskilled manager, or an insatiable business owner. Experience states that if you can still improve things with the first one, then other case is practically not fixable.

Speaking of a plan, I must reveal another harsh truth: the more skilled the salesman becomes, the better his results will be. The better the results, the greater is the plan's 'budgeting'. This is how it works – the better you are, the more is asked of you. Often this very aspect delays the implementation of the plan, because who wants to jump in and in the next quarter receive extra numbers added to the plan?

As a manager, I would be very careful with the issue of planning and distribution among team members, and sometimes you will have to tell them the truth even if it is ugly.

GET TO KNOW TRUTH

Some man's biggest goal in life was to get to know Truth, and he went on the road to find it. After many years of unsuccessful searching, Buddhist monks finally revealed to him the secret; high in the Tibetan mountains is a temple, where Truth resides. With every last bit of his strength, the man came to a holy place, and truly, in the middle of the temple under candlelight, in black clothing and a covered up face, sat Truth. The man, with reverence and satisfaction for this long awaited meeting, went up to her and said, "I have dedicated many years of my life to find you. Let me look into your eyes."

Truth removed the veil and the man saw the ugliest face that he had ever seen. In surprise, he called out, "My dear, you are so ugly. How can I tell others about you, they will not believe me!"

"But if you lie, they will believe!" answered Truth.

TRUE WEALTH

One day, the father of a wealthy family took his teenage son on a short drive outside of town, to show him how people there lived. They spent the weekend on a secluded farm with a very poor family. Upon returning home, the father approached his son to find out how he enjoyed the trip. "That was truly fantastic," the son said with unconcealed pleasure.

"Did you see how poor the people there are?" asked the father.

"Yes, father, I saw!" young man answered.

"Tell me, what did you learn from this trip?" the father continued asking.

"I saw that we have one dog, and they have four. Here at home we have a hamster, they have ten rabbits. We buy groceries, they grow everything themselves. We have a pool in the middle of the yard, while next to them flows a river. We have a fence around the house, shutters on the windows, their door is always open. We have lanterns glowing in the yard, they have millions of stars lighting up the sky. Thank you for showing me, how poorly we live," the son was overwhelmed with emotions.

HOW TO TAKE MONEY

So it has happened, that about twice a year I go on some long journey, and this has been going on for last five or six years. I usually choose a quite well–known travel agency and do this only because I like the 'lady on the phone' and her attitude toward her work. She already knows me as a speckled dog. Though the story is not about me, but about where the money is and how we do not know how to take it or are too lazy to do so. Taking in to account my personal experience I can only imagine how this agency is dealing also with other clients, but I know for sure how it should be done.

A business orientated company should have a client database and an individual file for each client, where the information is kept about his desires, habits, and whims. The database needs to include a fixed average purchase sum and a purchase completion frequency. If they had this kind of information, then the lovely lady would definitely call me and say, "Edgar, I have prepared a fantastic offer for you – exactly the sort that you have always wanted..." If she would add, that I have earned a long overdue vacation and the offer must be taken now, because there is a limited time that the plane tickets are available, I would take it immediately. For now, no one is calling, instead, from time to time a computer sends me an impersonal spam looking email with bargains to Turkey.

I have experienced that kind of 'client service' with many companies, also during my training sessions. One of the most common questions is, "How to attract new clients?" My answer is, "First off, learn to deal with the current ones, and only then seek new ones. Be sure that they are not forgotten and have everything they need. After that – take their money. Do not make them wait!" I know, that individual and personalized approach to clients expands the earnings of the company by at least thirty percent.

Did you notice how simple this is? The money is here – just reach out and take it!

WEIGHT ON YOUR SHOULDERS

Two Buddhist monks went on a pilgrimage. They quietly walked for several days, until they came to a river. There was a woman at the river, who was unsuccessfully trying to cross it – the current was so strong that the she soon lacked the strength to get to the other shore. Both pilgrims noticed the danger and understood that some action must be taken without hesitation, otherwise the woman could die. Despite their given oath not to touch females, one of the monks grabbed her, put on his shoulders, and carried across the billowy river. On the other side, the woman with tears in the eyes thanked the monk for his courageous act, and the men continued on their journey silently.

After about an hour, one of them said, "Listen, we took an oath to not touch women. How could you do that?" To which the other answered him, "That was my responsibility, and furthermore, I have long since forgotten it, while you, it looks like, are still carrying that woman on your shoulders."

A SEAT IN THE FIRST ROW

Have you noticed that the first rows always have empty seats. Do you know why? There usually sit those who are on the path to the peaks of their goals. The toughest fight usually happens over the last rows, while achievements are realized in the first ones. Mountaineers know in fact that the peak of the mountain is never crowded. The higher you go, the more fresh the air becomes and the more free space. The very top has virtually no competitors, though the ones who are there are all noteworthy, so get to know them personally.

Many years ago as a professional athlete I learned to like competitors – there is no other way to see how good you are than fighting with the best in your field. Competitors prevent us from falling into a routine of self satisfaction, forces us to think and to actively manage. But there is one issue – fear. That is why in coaching sessions and trainings I continue repeating, "Learn from your competitors, but do not compare. Do not allow yourself to be influenced! As soon as you begin comparing yourself to others, you will become dependent, and at that very moment the competition wins. Instead of that – compare yourself yesterday to yourself today; that is the only objective criteria for evaluation. Take the best from every situation and continue down your path!"

And another truth I have learned from my own battles – you cannot overpower your competitors by overpowering their weaknesses. That can only be done if we overpower their strengths. That is why, respect, value, come to conclusions and remember, – the stronger you become, the stronger your opposition will be. It is pointless to think that further along things will be easier, they will not be. They will be different.

THE COST OF YOUR TIME

Once, a son asked his father, "How much does your time cost?" The father, being occupied, impolitely answered, "Actually that is none of your business, but since you asked, an hour of my time costs fifty Euros." "Father, may I borrow thirty Euros from you?" the son continued. The father became angry. "Ah, that is why you wanted to know how much I earn? So you could once again buy some useless thing or spend it together with your friends? Go to your room and think about why you are so self–centered. Money does not fall from the sky, and I work hard to earn it."

The boy turned, went to his room, and closed the door. The father remained sitting at the table and continued being angry about the boy's request, until he slowly calmed down and thought, "Why did he need the money? Maybe there is truly some reason, because he does not often act this way..." He got up and headed to his son's room. "I am sorry, it is possible that I was a bit too harsh towards you. I had a difficult day. Here are the thirty Euros which you requested," said the father and handed his son several bills. The boy smiled, reached under his pillow, pulled out several crumpled up bills and started to count them. The father again became heated. "I do not understand. You already have money, what do you need more for?" "Now I have enough," said the boy, and handed all of the money to his father with the words, "Please, here are fifty Euros, may I buy an hour of your time? How would it be, if you came home early tomorrow, so we could spend that time together?"

THE LENGTH OF THE ROPE

In India, people used to tie a rope around the leg of a young elephant, and the other end around a tree, so the elephant would not run away. Usually the elephant unsuccessfully tries several times to break free from this snare, until finally he comes to terms with his fate. The animal will grow and no longer seek freedom, because experience clearly states that it is not possible. If the elephant wanted to, the rope would not be able to hold it back, but its own created mental restrictions would not allow that.

It is also similar with human race, – the majority of us live in our own defined frames and imaginary rope boundaries, though the reality is different. The rope has never been, or it has long since become rotted. We simply lack the courage and determination to step outside of the safe and usual, in order to be convinced of this.

By the way, what is the length of your rope?

WHAT IT MEANS TO BE REAL

"What is Real?" asked the Rabbit one day. "Does it mean having things that buzz inside you and a stick–out handle?"

"Real isn't how you are made," said the Skin Horse. "It's a thing that happens to you. When a child loves you for a long, long time, not just to play with, but really loves you, then you become Real."

"Does it hurt?" asked the Rabbit.

"Sometimes," said the Skin Horse, for he was always truthful. "When you are Real you don't mind being hurt."

"Does it happen all at once, like being wound up," he asked, "or bit by bit?"

"It doesn't happen all at once," said the Skin Horse. "You become. It takes a long time. That's why it doesn't happen often to people who break easily, or have sharp edges, or who have to be carefully kept. Generally, by the time you are Real, most of your hair has been loved off, and your eyes drop out and you get loose in the joints and very shabby. But these things don't matter at all, because once you are Real you can't be ugly, except to people who don't understand."

"I suppose you are real?" said the Rabbit. And then he wished he had not said it, for he thought the Skin Horse might be sensitive. But the Skin Horse only smiled.

Margery Williams

HOW TO GET BANANAS

Recently I read a study where five monkeys were placed in a cage, a bunch of bananas were hung from the ceiling, and a ladder placed in the middle. Just as one of the monkeys approached the ladder, in order to climb up after the desired fruits, the rest were sprayed with ice cold water from the fire hose. And this happened every time when one of them desired the bananas. Gradually the monkeys understood what was going on, and as soon as there was an attempt, the rest of the 'separatists' beat the monkey and dragged it away from the ladder. Then the water spraying was stopped, one of the monkeys was removed from the cage and replaced with a new one. The newbie, of course, went directly towards the ladder, and was beaten up by his colleagues. After several tries it understood, that this area was governed by its own rules, there was active teamwork and the bananas were conceptually un–reachable.

After that, another monkey was replaced, and it went straight for the fruit, and, as had become the habit, experienced an act of collective violence. Surprisingly, the previous newbie willingly participated in the fight. In a similar way, a third monkey was replaced, then a forth, and finally, the fifth monkey. And each time, the new one received a beating 'on the merits.' Eventually, the monkeys did not know why they were not allowed to climb the ladder, but they knew that anyone who tried needed to be punished. They had developed a habit to obey the company's policy regarding those who crave bananas.

Is this a recognizable situation? "We have always done it that way!" is one of the most commonly heard phrases in a corporate environment. I agree, doing as always is correct, if you wish, that there is no risk. Only one thing is missing: you do not get to the bananas.

VISUAL IMPAIRMENT

"Anyone who has common sense will remember that the [impairments] of the eyes are of two kinds, and arise from two causes, either from coming out of the light or from going into the light, which is true of the mind's eye, quite as much as of the bodily eye; and he who remembers this when he sees any one whose vision is perplexed and weak, will not be too ready to laugh; he will first ask whether that soul of man has come out of the brighter light, and is unable to see because unaccustomed to the dark, or having turned from darkness to the day is dazzled by excess of light. And he will count the one happy in his condition and state of being, and he will pity the other; or, if he have a mind to laugh at the soul which comes from below into the light, there will be more reason in this than in the laugh which greets him who returns from above out of the light into the den."

Plato

CORPORATE STYLE

A man got lost in the desert, and his thirst was starting to torment him. Suddenly, a camel was approaching with a rider on its back, who turned out to be a tie salesman. The salesman had water, but to get some of it, however, the traveler had to purchase a tie. Traveler abstained from this unnecessary transaction and with thirst, continued on his path.

After a while he noticed the next camel, and this time to get some water, he had to buy a shirt. The man once again refused, because water was all that was needed and with his last strength he arrived at some house. "Water! Do you have water?" he asked the owner. "Yes, here we have a great deal of water." The traveler quietly handed over his cup. "Sorry, but we only give water to those who are wearing a shirt and tie!" followed the answer.

THE ADDED VALUE

I believe, that all that people want, is to acquire some added value while in contact with us. I somehow feel it. If you have nothing to give, you are not interesting to anyone. To become interesting, you must first become interested, and find out what is important and necessary to the people around you. After that, go and ensure this in the best possible way. The world needs everything that you can offer, you just have to wrap it up nicely and present it in an appropriate way – in other words, you have to sell yourself.

In business, your added value quality determines how close you will get to the transaction. This value is made of additional emotions, empathy, ­knowledge, interest in clients and genuine desire to solve their problems. Crossword puzzles in a magazine are added value. Chocolate and a congratulatory card from the store owner in your new box of shoes. Free socks and a toothbrush on an airline's flight. Even an unfeigned smile and heart–felt greeting at the front desk in a hotel lobby is added value. Some people think that a price discount also belongs to this list, and they are wrong. Added value is everything previously mentioned, except a price–cut. Low price is not value, but a move of despair, publicly admitting that you have nothing else to offer. Sure we all love to bargain but can you do more to make your shop crowded?

As you can tell, your assignment then is to become special and achieve client appreciation. To come down to that product or service category, about which people will speak long after you deliver, purchase repeatedly and recommend doing so to their friends or acquaintances. To become special, you must first become different – the different ones cannot be replaced, because simply there are no others like them. It is better to become the only one who does that which you do and the only one who knows how to do it the way you do.

What would happen if you would increase your added value and make this fact known to the world?

DESIRES ARE FULFILLED

Once upon a time, a traveler found a wizard's lamp in the desert. He took it into his hands, rubbed it, and a genie came out. "I am listening, Master. What do you want? I will fulfill two of your wishes."

The traveler thought for a moment, "I want to go home!"

The genie took the man by the hand and said, "Let's go!"

"No, you do not understand, I want to get home quickly!" the man called out indignantly.

"Okay, then let us run!" said the genie, and they both ran off.

All of his wishes were fulfilled. Choose yours responsibly!

CHAOS

In my mind, the biggest problem of our society is that we have too many managers and not enough leaders. Too many agents and too few salesman. Too many talkers and too few doers. Too many critics and too few proponents. Too many politicians and too few statesman. Too many bread eaters and too few bakers. Too many builders and too few craftsmen. Too many people receiving wages and too few earning them. Too much of many things and too few of many things. Chaos.

PRICE AND VALUE

Picasso once walked down a crowded street to paint portraits. He did not have to wait long until some woman asked the artist to immortalize her in a painting. After ten minutes, the portrait was ready. "Please, from you I ask 30,000!" said the master. "Why 30,000? That is too much, you only worked for ten minutes!" said the woman, unsatisfied. "That is true, the job took ten minutes, but it took thirty years of my life to become who I am at this moment," answered Picasso.

AFTER FIVE YEARS

You must agree that common corporate events are essential part of an inner motivation system, so if you wish to cheer up your colleagues and see them in a different light – throw a theme party and call it, You after five years! In place of the usual masquerade or cabaret, do an activity as a part of a 'team growth' training session. Choose an appropriate place, and let everyone at the party see themselves in the future. Ask each of the participants to prepare a short story about their life in five years and to complement it with visual 'proof.'

Someone will bring their 'house by the lake' photograph, another will 'publish' a book, and yet another will come with a self–made Cambridge diploma or bring in their child's stroller. Give a chance to those present to fulfill their dreams now, even though they are still not achievable in thought, they are real. You will be surprised about your colleagues' future plans, and also about the fact that some of them will not even come, because they will not have anything to say.

And you yourself, do you have something to say? What is your future proclamation to the world?

WHEN YOU SEE ONLY YOU

The apprentice asked the Master, "Why are poor people more responsive and sincere than the rich?"

The Master placed his hand on his shoulder, and they both went to the window. "Look in the backyard and tell me, what do you see?"

The apprentice looked, "I see that the children are playing, have funny grimaces and laugh."

"Now, have a look into the mirror. What do you see there?" The Master continued.

The apprentice shot an investigative glance at the mirror. "Myself."

The Master put a smile on his face and added, "The window pane and the mirror are both made of glass, but as soon as you add a bit of silver, you see only yourself."

PEOPLE WITH FIRE IN THEIR EYES

There is a great tradition in America, that upon graduating college or university, the young achievers have a surprise prepared for them; someone is invited to be the commencement speaker, who has had achievements which require no comment. Someone who has proven themselves in life; a prominent athlete, musician, businessman or politician.

On graduation day some college's assembly hall was filled with graduates, their friends, parents and teachers. At the moment of celebration, a man with noticeably gray hair and whose wealth could be measured in the billions stepped up onto the stage. He attentively looked into the excited faces of the young people and said, "Many years ago I was also just like you. I sat in this hall and thought about my future with similar feelings. As opposed to many others who had rich parents to pay for their studies, I had nothing – I achieved everything by myself. And one more essential nuance; a fire in my eyes. I have not lost this fire even until this very moment. Unfortunately I do not see this in your eyes, and that is why we have nothing to discuss. Thank you!"

He left the shocked graduates, parents, and teachers accompanied by their gaze. Halfway he stopped, turned around, went up to the microphone again and added, "Yes, the school administration asked that I end my speech on a positive note. Good luck!" And he left.

Many years later a student group decided to study the life path of this very group of graduates, and compared their living coefficient level, their average income level, satisfaction with life, health, as compared to graduates from other years. Much to their surprise, the students concluded that it was more than three times higher. There is only one explanation; the attitude and fire, which were ignited by this man – it cannot be learned, it can only be passed further along.

JOB INTERVIEW

Employer: "Say, what would you consider to be your greatest weakness?"

Candidate: "Honesty!"

Employer: "Honesty? I don't think it is a weakness."

Candidate: "Who cares of what you think!"

Employer: "I see... And tell me, what is your strongest asset?"

Candidate: "Purposefulness."

Employer: "Well, than I say thank you. We will be in touch."

Candidate: "That is okay, I will wait right here."

BRING AN UMBRELLA

An unbearable heat continued for a third month. The older people in the village tried to remember the last time there was such a sultry summer – crops dried out and everyone impatiently waited for rain. But in vain. The villagers decided to go to the local minister for advice. The minister listened and said, "All you have to do is pray from the heart with true faith!"

During the next week, people prayed for God to listen and to send them rain, but from the promised source there was no news. At the end of the week, everyone went together to visit the minister and called out, "Father, we did as you said to do, but you can see for yourself, there has not been even a drop of rain!" "Did you pray from the heart with true faith?" He asked.

"Yes, we did just that," the people confirmed. "Then why have none of you brought an umbrella?"

WINDOW OF OPPORTUNITY

Did you know, that in sales there exists such a concept as a 'window of opportunity?' That is the situation when a customer needs something 'here and now.' In other words, it is a shorter or longer period of time, when a potential buyer is open to your or the offer of your competition. That is different from the period of 'not needed yet' or the period 'not needed any more.' This 'ceremonious' moment is very short, and the window of opportunity, most often, is opened when a previously used product is broken or has aged morally; sometimes because of an existing cooperative partner is not trusted anymore. It also happens, that clients open this window simply as a prophylactic measure, to bring fresh air into the room.

I would like to add, that a professional salesman will not wait until it is open, instead he himself will search for the 'correct' windows, regularly knock, to make sure if it is really closed and to ensure that he is in the right place at the right time when the opportunity comes.

BUY THE NEWSPAPER

A paper boy was standing on a street corner with a stack of newspapers in his hands, calling out, "Huge affair. Fifty people cheated! Buy and read! Fifty people cheated!" A man was passing by, became interested and bought a newspaper. He flipped through it, but found no news about the cheaters. In addition, he also noticed that it was yesterday's issue.

Angrily, he went to the young businessman and said, "Listen, boy! This is an old newspaper, and where is the promised story about the cheaters?"

The boy pretended not to hear, and in a loud voice continued shouting, "Huge affair. The fifty–first person has been cheated! Buy the newspaper!"

YOU HAVE NO FEAR

It tends to be said, 'If the mind is full of fear, it has no room for dreams!' Our mind is full of that which we believe in the most, and in addition only one thought at a time. Pay attention – this one thought also controls your life. Dreams grow from fantasies, failures are consequences of a lack of faith. Lack of faith creates doubt, and as soon as you allow doubt to be born, it grows into fear.

It leads to the conclusion that our fear is not even real. In 90% of cases it is an imagined and self–made story, which does not exist. Just think for a while – you are not afraid of the dark, but instead of what is hiding there. You are not afraid of showing your feelings, you fear that you will be hurt. You are not afraid of making a mistake, you fear what others will think. You are not afraid of heights, you fear that you could fall. You are not afraid to ask, you fear that you will not be understood. You are not afraid to try, fear of failure is freezing your mind. You are not afraid to tell the truth, you are ashamed of it being rather ugly. You are not afraid of challenging yourself, you just do not know what to do when you reach the limit of your abilities. Did you recognize yourself?

So if you wish to live a life of fulfillment, then all that is left is to find out what is on the other side of your fear, and that means taking a step into the strange and unknown. An effective way to deal with fear, is to meet it head on, though first you must understand and admit the real reason for that strange emotion.

Take a white sheet of paper and make a list – write down your fear, one after another. Be authentic and honest, and you can believe me, before you reach the end, half of them will be gone. Another half – after you will meet them in person.

ABOUT COOKIES

The flight was delayed. She bought a pack of her favorite cookies, took an evaluative glance at the waiting area until finally found a free spot to sit down. With a habitual movement of her hand, the young woman took a book from her bag, even though her thoughts were already home 1000 miles away.

"Thank God that this tiring journey is nearing its end," she thought, settled in comfortably and began reading. Next to her was another empty seat, and a bit further sat a middle–aged man, who was also eating cookies and boringly studied a magazine. Woman extended her hand, took a cookie from the package and with pleasure savored it. Suddenly, the man sitting near her also took one and bit off a big piece.

The situation became tense, though the woman pretended that she did not notice, and continued reading. Every time she took a cookie, so did the strange person sitting next to her. "This is unbelievable!" She was ready to tear apart the sweets' loving traveler, but bit her tongue and said nothing. She at least wanted to not be involved in a public scandal. At this point, there was only one cookie left in the package, and the woman became interested in how the man would now act. As if he were able to read her thoughts, the man took the last cookie, broke it in half and with a bowed head offered it to her.

This was too crazy, so she jumped to her feet, hurriedly gathered her things and rushed away.

Seated on the plane and trying to forget the embarrassing situation, she looked through her things to get her glasses and found – an unopened cookie package. Only now did she remember, that she had put her cookies in her bag, and all the time the older man had been sharing his own. Just like that. In good faith.

THE SKILL OF LISTENING

As story tells of an American sales expert, a person with poor hearing, could not afford a hearing–aid at the beginning of his career. That is why he had no other choice than to concentrate on what the clients are saying and read the words from their lips. He carefully followed his conversation partner's emotions and repeated in his mind each word the client had just said. Then he closed a great transaction and purchased the best hearing aid available – now he could hear and understand clients even without looking at them.

The next time they met, one of his regular clients said, "Tom, I have a small favor to ask. Would you mind taking out the hearing aid?" A surprised Tom, of course, wished to know the reason for this odd request, to which the client answered, "When we met before we were together and my every word was important to you. Right now you are more interested in my secretary and whatever is happening outside of the window."

I believe you will agree that one of the most important skills of a salesman is to be able to ask questions, listen, and empathize – to create a mutual link of positive emotions and to be with the client during the entire conversation. Beginner salesmen think that they already do all of this, professionals are conscious of the fact that sale's conversation is an art which must be developed continuously – day by day.

I would compare sales process to a high speed two–way highway, and destination is reached only by those who know and comply with the rules.

VIP SERVICE

Recently I was reading about a rapidly growing chain of cafes in Moscow, where a clients on his first visit filled out a questionnaire about his hobbies and interests. Every time he came back, the shop's computers found news on the Internet pertinent to his values, and printed out a custom newspaper for the specific guest.

Would you like a cup of coffee with your own personal newspaper? I bet you do. In my opinion, it is a fantastic idea and an excellent example of customer service. You might think, is it worth giving such expensive VIP treatment for the price of a cup of coffee? If this case is written about in books, if it is spoken about on the Internet across the world, and discussed at the tables of coffee shops of competitors, then it definitely is worthwhile.

By the way, what kind of service do you ensure to your clients? How much do you know and care about them? What have you done so that clients would speak about you? And if they would, what would they say?

My conclusion – love and respect your clients, introduce yourself with their values, learn where and how they want to spend money, and do everything to satisfy these desires!

WORK WITH YOUR HEAD

A lazy sun was setting. The stream or cars tirelessly flowed away from the city. Suddenly her car stopped and would not budge. The woman turned on the emergency lights, checked the amount of fuel, and as an auto mechanic her knowledge was at an end. Even more damaging, her phone battery was dead, which is why there was no other choice than to stand by the side of the road with her hand in the air, hoping that someone would help.

A short while later a car stopped a short distance away, and a man stepped out offering to fix the car. He said, "Please take a seat behind the wheel and open the hood!" She obediently followed the instructions. The man took a screwdriver from his pocket, spent a few minutes huddled over the engine, then closed the hood. Gently, but purposefully, he slapped the hood with his palm and said, "Try to start it. Everything should be fine now." She turned the key and really, the engine started. "It will cost you 50 euros!" he continued. "Why so much? You were only working with the screwdriver for a few minutes," the surprised woman said. "Yes, you are right – the work with the screwdriver costs 1 euro. 49 euros is the cost of the work with my mind and the fact that I know where the right spot is and how to hit it," the man answered.

As you have noticed, the story is not about morality or being a gentleman. Instead, it is about how valuable it is work with the mind and knowing what others do not know.

THE DIP

Statistics prove, that up to ninety–five percent of startup companies go bankrupt in the first five years. Harsh, but of 100 new and prospective ideas, only five remain viable. This is a proven fact. If you ask why this happens, the answer is; – the dip. On the next page is a visual representation of this phenomenon, where the horizontal axis reflects your time and effort, and the vertical – results, which in this time frame are achieved.

Let us assume, that you find yourself at point number one, – in the starting position, and you are enthusiastically ready to realize your goal and start your business. You are overcome with positive emotions, and your desire to act is stronger than your doubts and fears. You begin, make a mistake, try again, make another mistake, and slowly everything turns out. Soon come first successes, money and satisfaction.

Motivation and invested work bears fruit, and you arrive at point number two, where you face reality – taxes, bureaucracy, competition setbacks, lacking of time and knowledge, client desires to get everything for free and similar surprises. You realize that life is not as rosy as it looked before, and understand, that motivation and sparkling eyes are not enough. You come to the conclusion that the current level of responsibility and extent does not allow you to achieve more. Motivation slowly fades, and you inevitably arrive at point number three or the dip.

As I mentioned before, everyone ends up there without exception, and only a few manage to get out. During this phase company growth comes to a halt, financial flow lessens, suspicions appear that it is not all meant for you, doubt starts to creep in and you simply become afraid, because you do not know what to do with all this mess.

Those who do not quit and keep on fighting, arrive at point number four. They remember what Einstein said, "No problem can be solved from the same level of consciousness that created it." About five percent of those in the dip go through a transformation, – they understand that it is not possible get out the same way you got in. To escape, you must gain new skills, develop certain competencies, change habits and attitude.

Congratulations, if you have reached point number five, but that does not mean you have reached your destination. In business, there are only moments to catch your breath, to celebrate victories and to thank those, who helped you get where you are. And then keep going.

RAINMAKER

Once upon a time, there was a long drought in a village, and already several months had gone by without a single drop of rain. The people decided to seek help and went to a rainmaker who lived in the next village, – he was famous for his ability to bring rain clouds. The rainmaker, a wise man with a gray hair, agreed to help, but asked for a house in which he could be alone for three days. He also added that no one is to bother him. The wish was granted, and on the evening of the third night over the fields rained down the long awaited refreshment. The villagers, overcome with joy and bliss, went to the rainmaker to thank him, and one of them asked, "Master, tell us, how did you do that?"

"It was quite easy – each of these three days I was meditating. I deeply replenished my body and spirit. I know, that when I am in tune with myself, the world around me also becomes this way, and rain falls on the dried out land around me," answered the old man.

YOUR OPPORTUNITY

The most inspiring stories, as if by law, start with failure, or more specifically with many failures. Behind every great achievement hides a bright personality, and in the foundation of each of these success stories is character which brings about respect and admiration. So is history made.

At sixteen, Henry Ford left his parents' home to work as a mechanic and at thirty–two years old he created his own automobile. During his lifetime, Ford lost all of his earnings five times until he finally reached his goals and changed the world auto industry. "If you think it is possible, or if you see it as not possible, in both cases you are correct." I believe that this Henry Ford quote precisely characterizes his life journey.

Walt Disney's talent from early childhood was drawing. He continued to develop this skill and later was hired as an artist for a local newspaper, though soon he was let go from this position due to a lack of imaginative and creative ideas. Disney–led companies bankrupted several times, though the result of these life lessons was the realization of his life's most important projects, – animation studios and the Disneyland theme park. "You may be unaware, though sometimes a kick in the teeth is the best thing the world can offer you at this moment." That is how Disney himself characterized his life's most valuable moments.

Thomas Edison was born with hearing problems but his parents sensed that he had a natural gift of curiosity and a desire to do common things differently. To earn his livelihood he worked as a paperboy in his younger days and later as a telegraph operator. But no matter what he did, he saw in everything undeveloped opportunities. Edison became the greatest inventor of all –time, and to this day over 1000 varied patents belong to this scientist. When speaking about the invention of the incandescent lamp he said, "I was never wrong. I simply found 10,000 ways which did not work and one that worked."

The world changes thanks only to people who achieve their goals. These sorts of inspiring examples are plenty; Steve Jobs, Richard Branson, Joann Rolling, and many others. I am pretty sure, there will be at least one more, – that is why there is a great chance that the next story is yours.

ABOUT COMPETENCES

By definition, competence is everything we do and the way we are when achieving long–term goals. In other words – the ability to do something well. Purposefulness, stress endurance, communication, a desire to develop, decision making and so forth, those are all competences.

The extent of competence and its quality describes a person's professional identity or inner potential. Here I would like to share the words of Brian Tracy, "Each of us is just one competence away from doubling our income!" The problem is the fact that some do not understand what a competence is, some have nothing to double, some do not believe all of this; but the majority are too lazy or busy to even do anything. Speaking from my personal experience, people grow into the level of problems which they are capable of resolving. After that is a dead end. To go forward, it is necessary to literally improve the existing and to develop new competences.

Research proves that in any given profession there are five to eight competences that get used most of the time, though only three of them define if the person will achieve excellent results in his or her field. In turn, the weakest of these three competences precisely depicts the limit of the professional performance at this moment.

Write down and remember this order: eight, three, one, – you cannot get better until you improve the weakest link in the chain. By the way, any given competence can be developed by anyone, you just have to get to the basics and then follow the plan. The direction remains unchanged, – from good to excellent.

FROM DEFECT TO EFECT

Creativity and unusual thinking are competences that are highly valued in the business environment at any given place or time. When in 1941 the logistical firm JWT hired a new employee, James Young, on almost the same exact day a shipment of frozen apples arrived, which due to the influence of fluctuation of temperature had been covered with black spots. The company managers having seen this sight, conferred and feverishly sought a way out of the situation. Someone suggested to write off the losses of the shipment, someone else to spray it with a colored wax. As was already the habitual, however, the administration chose the easier path and placed trust in the new worker to the task of solving this problem.

Young sent the apples to the recipient along with a cover letter. ''Please, notice the black spots. These formations confirm that the fruits were grown high in the mountains, where quite often changes in temperature occur. Thanks to these conditions, the apples acquire a special aroma, juiciness, and sweet taste. In the event that the outer appearance of the apples perplexes you, send them back and we will refund your money." Of course no one sent the apples back, instead, even more of the purchasers of the next shipment specifically requested, 'those healthy high mountain apples with spots.'

I have suspicions that these days turning a defect into an effect has become the norm, which is why I do not want to even think about what the writing on the ketchup bottle could mean; "made from sun–dried tomatoes," and is ice cream made of which possess the phrase, "real milk taste."

FOUR LEVELS OF COMPETENCE

After reading the following information, you will undoubtedly recognize yourself in one of the categories. Each of us finds himself at one of these levels, and the current position in this mentioned value scale precisely supports your investment in personal development, as well as previously made decisions. So, here are the four levels of competence:

1. That which you can do. This is the lowest level, and in this phase only the most primitive of Maslow's hierarchy of needs forces action. For example, a person can work as a janitor, or also a loader. At the same time, he could do nothing, but hunger is taking over the entire process. The good news is that with a little change in attitude and putting forth effort, it is relatively easy to get to the next level.

2. That which you can do well. Don't be surprised, the greatest competition is found at this level, because this is the standard level of performance in our society, – to do the job exactly as much as is asked. Here is the average statistical comfort zone – if you perform below this level, you simply get fired. The sad part of this story – to do a job well these days means being unnoticed and finding yourself together with the gray masses. Even to be good is no longer enough. At this moment it is necessary to put forth the greatest effort to get out of this inert company and to get to the next level.

3. That which while you do, you are excellent. Excellence cannot be learned, it can only be acquired by practice, which is why you will only find doers here. Here you will meet people with confidence and sparkling eyes. At this phase, competences are developed to such an advanced level that the process of working itself gives fulfillment. Satisfaction becomes the strongest motivation and the most valuable payment.

4. That which while you do, you are the best. To be the best, that is a deliberate step, I would say even sacrifice in the name of the mission – here are only people who are willing to pay full price in the name of their goal. Though the harder thing is not to get to the top, but to stay there – as is common these days, someone is always following in your steps. If you could do it, undoubtedly there will be others who strive to repeat and improve on your performance.

Find yourself in this level of success, make a choice and remember – achievements inspire and create new achievements!

KNOW YOUR PRODUCT

A minister once drove from the city to his new congregation and noticed a nun on the roadside who was walking home while holding a shopping basket. The minister, of course, offered to give her a ride and the young woman gladly agreed.

The nun got into the car and sat down in the seat next to the minister, and the car began moving. It was unbearably hot outside, which is why the windows were wide open and the wind cheerfully played with the woman's hair. A sudden gust of lifted the nun's skirt, and the into the minister's view came the sight of luxurious, lacy underwear. Having overcome the moment of confusion and straightened the path of the car, the minister tightly grabbed the steering wheel with one hand, and unnoticeably with the other placed it on the woman's bare skin.

"Father, do you not remember Psalm 129?" whispered the nun. The minister reluctantly removed his hand and shifted gears. After a few moments he put it back. "Father, Psalm 129!" woman gingerly stated with redness in her cheeks. The minister again removed his hand and said, "Sister, please, forgive me, it will not happen again!" And they both continued traveling in silence, not counting the obvious sighs which the young lady exhaled from time to time.

Having arrived, they both awkwardly said farewell and each went their way. Driven by curiosity, the minister turned to Psalm 129 and read, "Keep going and seeking. Do not stop, because only in this way will you achieve that which you strive for."

FUNCTIONAL BLINDNESS

I usually pose the following question to my clients, the company leaders. "Tell me, what is the biggest challenge of your business?" The answers vary; there either still is or there is another crisis, too many or too aggressive competitors, employees lack motivation, clients have changed their buying habits and so forth. The 'guilty ones' are precisely known and they are usually outside factors. I certainly have a different point of view about this particular topic. In my mind, the biggest challenge in the business scene these days is existence in a perceived world, in a habitual comfort zone setting.

Thumb through business magazines, and you will definitely find a story about a formerly powerful company that goes under. The reason for such an ending is simple – functional blindness. With time, business people develop a blindness to their own defects. Desired results cannot be achieved, not because they cannot resolve their problems, but instead because they cannot see them. This illness also happens on the individual level – the longer we work in our profession, the less we are capable of seeing things objectively. It is no secret that we are most influenced by that which we do not notice; do not see it, ignore it, or think it has little value. Many business owners admit the problem only when the rusty nail in the old shoe starts to stab into the heel, and the pain is unbearable. The strangest part of this story, is that they do not look for the solution in a review of their obligations and responsibilities, or in the arranging of their fundamentals, but instead file down a little bit of the sharpness in the nail and apply a cosmetic bandage.

My advice – to improve something, you must first admit that there is a defect, then be convinced that the weakest link in the chain is not you yourself, then step by step go through all the elements of your business system or ask for help to audit its functionality.

THE SUM OF SMALL THINGS

Do you believe that large things are made up of little ones, and that the sum of small things can turn into a meaningful advantage? When the famous designer Ettore Sottsass started his work at the Italian firm of Olivetti, one of the first assignments he had was to improve the design of a watch, with the goal of increasing company sales volumes. Having looked at the watch and evaluated its look and function, he could not find a believable explanation for the low level of client demand. To explain it, he went to the nearest watch store and devoted several days to client observation, in order to better understand their buying habits. The designer came to the surprising conclusion that people buying a watch first checked its weight. The ones constructed most delicately, which included Olivetti product, simply did not earn the confidence of people.

Ettore unscrewed the watch and soldiered a lead plate on the inside, making it noticeably heavier, afterwards went to the boss to declare that the job is done. "So where is your famous design?", the boss asked in bewilderment. "It is possible that you do not see it at this moment, but believe me, from here on this watch will be the company's most profitable product!" answered Etorre. And that is how it also happened. Thanks to this revelation, similar changes were applied to all of the company's products, and in turn the designer received a lifetime bonus and became responsible for the new product line.

This story once again confirms how important it is to get to know your clients, to pay attention to seemingly nonsensical details, and also how to correctly 'sell' your ideas to your boss.

SALES OR CLIENT SERVICE

I will not hide it, I am a salesman. I love my job and am proud of this choice of profession. In my opinion, being a salesman is an honor. Just like it is also an honor to be a teacher, engineer, pharmacist, or doing any job with love and respect towards the people who receive the results.

In terms of selling, there are a couple questions associated with this profession, to which I have not yet received answers. Such as – what is the difference between a sales profession and, for example, a pharmacist profession? Where does client service end, and selling start? Why being a salesman to many people is something to be ashamed of? When I teach pharmacists, almost every time I hear – "For God's sake, just do not call us sellers!"

Let us take for example a theatre coatroom, where a pretty girl waits after the performance, with a smile hands over a coat and wishes a pleasant evening. Now, in place of the coat let us imagine aspirin. You ask a pharmacist to hand you a bottle of aspirin, which is on the shelf behind his back, and he goes through the same motions as the girl in the theatre coatroom. In both cases client service is clear to see, though before the pharmacist gives you the medicine package, he takes your money and prints a receipt. Even more, I believe that the pharmacist will not do the job quietly, he will likely ask several specific questions and asses the given answers. Obviously the same will also do a professional salesman.

So where is this tiny line between selling and client service? In my opinion, if a client receives that which he expects, that is service. If he receives more than expects, that is excellent service. If at the end there is also a bill, clearly, this is selling. The bill supports the fact that a transaction has occurred and these two activities cannot be separated. That is why I have a suggestion; let us be proud of what we all are doing, help clients make purchases and from now on call it just that.

THE STORY OF ONE ROSE

Greetings, my beloved friend;

My name is Euphoria and I wish to tell you a story. I was born in the spring at the beginning of the rainy season, – it was a time when nature was waking up all around. My cradle lies in a small village right in the middle of Africa, not far from lake Naivasha. It is a truly amazing place to see the world for the first time.

I will not hide that I have now become beautiful and slender, – a real princes. The difference between me and my brothers and sisters from Holland is that my life is longer and more magnificent. My cheeks are adorned with the Kalahari desert sunset and the rainbow at Victoria's waterfall.

I believe that you enjoy giving and receiving flowers and that is why I am going on this long trip. Right now I am still half asleep listening to the quiet buzz of the air conditioner, writing a letter and waiting for you to take me home.

You know, I have a goal in life, – I wish to make someone happy. You only need to come and get me.

With love,

Your Euphoria

Tel. +371 27722408

In sales one of the basic rules states – people buy things emotionally and afterwards justify purchase with rational motives. Emotions drive any business, facts and numbers are just helping customers to make a purchase decision. If I were the owner of a flower wholesale company, then this letter together with a brilliant flower would receive some 100 potential clients. The goal – to position my production of flowers from Kenya and increase sales. This kind of approach always works, just think for a while – who would not want to be happy together with Euphoria?

Besides, this story is ninety–nine percent true, except for the telephone number. You will not reach the flower warehouse this way, instead of that there is a great chance to improve your business.

ABOUT A NECKLACE

It was raining for a third day. "This year autumn will be completely damp," thought a jewelry store owner and turned his attention to a small girl who had pressed her face against the glass, diligently looking for something. Suddenly, the girl's eyes lit up and she came into the store. "I would like that necklace please," said the little shopper and gestured toward a small box on the shelf. "It will be a gift for my sister. Today is her birthday, and after our mother died I have no one else except her. Yes, I think she will like them. Could you also tie a nice bow around it?" the girl described her needs.

The store owner suspiciously looked at the unusual buyer and asked, "Sorry, but how much money have you got?" The girl, without a shadow of a doubt, put her hand in her coat pocket and pulled out a handkerchief in which were wrapped several coins. "Will this be enough?" she asked with a smile and continued. "This is my entire savings, but I am not sorry, because I know that the new necklace will suit my sister. Her eyes are a similar color." The salesman did not say anything, took the beads, packed them in the little box and wrapped it in the most beautiful bow that he could find. "Please! And carry them carefully." he said. The girl's face beamed with happiness while she skipped towards home.

The day was coming to a close, twilight was setting in and the city lights turned on. A young woman came into the shop and placed the previously mentioned little box on the table. "Tell me, was this necklace purchased here? And how much did it cost?" she wanted to know. "Ah, these? Yes, this necklace was purchased here, and the price in our shop depends on an agreement between the buyer and seller," the store owner said. "I see that the necklace is made of real pearls, and they are definitely expensive. As far as I know, my sister only had a few coins." The woman was confused.

The store owner took the little box and once again wrapped it in a bow, smiled and said, "Your sister paid the highest price that anyone has ever paid here. The girl gave me everything she had."

CORPORATE DELUSIONS AND STEREOTYPES

 The longer you work in your profession, the better your performance becomes.

 Ideas which seem unreal must be resisted.

 Unexplainable action must be ignored.

 Only professionals need training, amateurs can get along with everything themselves.

 If something does not work once, it will not ever work.

 The way you have always done it is correct, and you must continue that way.

 If you cannot afford to do so yourself, others cannot either.

 If you make a mistake, then the correct action is to deny and search for those guilty.

 For better sales results, you must go to clients more often and speak more loudly.

 The more pay a worker receives, the better he works.

 In giving a client a discount, you promote a repeat purchase.

 The client is always right.

 The cheapest articles are the easiest to sell.

 If you cannot guarantee that the job will be done excellently, then best to not even begin.

 Not at this moment, but at some point later, it will definitely be a better time to change your life.

 A 'normal' person can only earn a million on an unfair path or by winning the lottery.

 Receiving wages and earning wages are the same things.

 The purpose in life is to take what is easiest to get, or to take what others do not need.

 Money will make you happy. The more you have, the happier you will be.

 Pressing the elevator button several times will get you to your destination more quickly.

 Hanging out in the past is cheaper than investing in your future.

SUCCESS HABITS

Agree that there are habits which make you better, and those which are like an anchor pulling you to the ground. You know what this is about, – quitting smoking, starting athletics, reading books, gaining new skills, fulfilling promises, finishing what you have started, waking up earlier in the morning, and so forth. It is no secret that the most difficult thing to do is exactly what is most necessary. The foundation of everything is willpower and laziness, which are the two most influential forces that control your life. One of them, of course, wins, and then it only remains to accept harsh reality; today's results are the effects of yesterday's choices.

Each of us has not only differentiating habits, but also a measuring stick for success. In my opinion, success occurs when that which must be done, gets done. Then, when results are objectively evaluated and there is a legitimate reason for celebrating victory. I know that an excellent performance always goes hand in hand with a feeling of satisfaction. If you are a baker, people expect from you loaves of bread, if a chauffeur, then a timely arrival at the destination is your most important assignment. People want to see the results of your work, therefore – choose your daily activities with purpose and do your job responsibly, because soon they will become habits.

Further on I will give you some of my favorite tools to form new habits and manage existing ones:

 Begin each day by making a list of things you will accomplish today. Not things you will start or try, but things you will finish! At the end of each day make a summary – this kind of format will allow you to develop self discipline and take responsibility for your own performance.

 Make another list with the title 'I need to, but I do not do it.' The hardest part of this exercise is to admit that there are such things and try not to search for excuses. Be honest to yourself and write down everything what is missing to make your life as you wish it to be. When the list is created, put it in a drawer and forget about it. Just kidding – do something.

Develop things which promote growth, and stop doing that which restricts you. Organize your thoughts, achieve harmony between your inner and outer world and always remember the word 'discipline.'

WITH YOUR FACE IN THE MUD

As we already know, it is proven that the majority of our fears and fuss depends on things that will never happen. People are so afraid of making mistakes that they would sooner not to even try, and this kind of action is in itself a mistake. There is no need to have fear about making mistakes; instead worry about the fact that you might remain unnoticed, will act the same way as before and you will live an average life in a average way. Please, do not get me wrong – I do not judge, it is your choice.

If indeed you have summoned up the courage to take a step outside of the comfort zone and see that this time you will fall face first into the mud, – do so loudly. At least you will be noticed. If afterwards, you are capable of standing on your feet again, those around you will definitely value this kind of initiative. If nothing else comes of it, at least you will have a fantastic experience and a story that inspires.

Let us be honest, people are not interested in your bachelor's degree or diplomas; they need a theme to speak about and always a personal quality. They want to see a big splash and to know how many times you have been able to admit your mistakes; smile about failures and get back on the path with your head held high.

CONCLUSION

Warren Buffet was once asked a question by a journalist, "What is the most profitable investment?" And this what one of the world's most influential financial analysts answered, "Invest in yourself!"

With my clients I usually say, "You cannot go to a field and harvest crops if nothing has been planted. People want to see how you are capable of sowing, raising your crops, and harvesting them. When they see that you are the master of your craft only then will they come and want to pay for your work. Until then you must plow the land and learn new skills."

If I would ask, "What are 3 your most important values, what would be the answer? Peace of mind, love, health, friends and family, financial independence, self–realization, satisfaction with accomplishments, respect and recognition – these are the most common answers. I do not know the priorities and content of your life but hope, that these short stories have made an impact on your ability to see, hear and feel things differently.

The world around you will only get better when you yourself become better. Growth never happens quickly, easily or agreeably. Changes are always painful, but what is most painful is realizing that you are stuck in a place where you do not fit in. Your new life will begin when the old one becomes too narrow, and only then when you are ready to give up something very important to fulfill your dreams. Successes create new successes, and as soon as it is started, this chain reaction is unstoppable.

This book on inspiration and positive change has reached its end. Before you put it on the shelf, I wish to ask one more question; "What has changed in your life while you were reading it?" I believe – there must be something.

RESOURCES

Books:

Brāms Andžāns. Atver savu sirdi. Rīga: Zvaigzne ABC, 2013.

Gomesa Rosario. Stāsti ar dvēseli. Rīga: Zvaigzne ABC, 2012.

Gomesa Rosario. Stāsti ar dvēseli 2. Rīga: Zvaigzne ABC, 2013.

Platons. Valsts. Rīga: Zvaigzne ABC, 1982.

Ošo. Drosme. Rīga: Sētava, 2008.

Internet:

http://www.mrakesh.com.np

http://griefandmourning.com

http://fit4brain.com

http://pritchi.ru

http://vk.com/pritci

http://art–post.me

http://bible–facts.ru

http://www.cluber.com.ua
