In today's interesting economic environment people want to be led by someone they can trust and depend on. The problem is a good part of the people out there calling themselves Leaders are not Leaders at all----they are self-serving, egoic creeps looking to benefit themselves with no thought to the people that depend on them.  Take the AIG mess all over the news, look at the Enron disaster, the bailout packages with all the earmarks, the big companies whose CEO's are being bonused while the employees are being laid-off for lack of funds.  This stuff isn't Leadership---it is a DISGRACE!

There are some outstanding Leaders and we need more of those people...if you are waiting for an invitation to Lead, DON'T---if you feel compelled to lead get up and DO IT NOW...the world needs you!

I have written a few points on what real leadership is:

True Leaders know how to follow

Leaders don’t wait to be asked, they just step up and do what needs to  be done

Leadership equals HUMILITY

Leaders empower their people and give the credit away

Leaders don’t quit

Leaders DO WHATEVER IT TAKES to accomplish the result

Leaders plan, execute and improvise

Leaders recognize that people trust them and count on them and that knowledge influences every decision that they make

Leaders DO EVERYTHING when necessary that includes emptying trash, washing windows and cleaning toilets---we are not “too good” for ANY task…if we would ask someone to do it then we better be willing to LEAD BY EXAMPLE

Leaders LISTEN, really LISTEN and then they act on what they hear

Leaders solve problems and provide solutions

Leaders get help when needed and ask for sound counsel when necessary

REAL Leaders know that to lead effectively they must disappear

Leaders leave attitude and EGO at the door

Leaders SERVE and when they grow weary of the task, they SERVE MORE…selflessly and graciously

Leaders are committed to results, they are not dominated by how they ‘feel’ in any given moment

Leaders don’t make excuses and they don’t accept them…they drive people to reveal excellence and go beyond mediocrity

Leaders are DISCIPLINED and they do what must be done NO MATTER WHAT

Leaders mentor and create more Leaders

Leaders give till it hurts and then they give some more

Leaders recognize that to be uncomfortable means growth

Leaders NEVER settle

Leaders tell the truth even when it hurt

Leaders LEAD!

In the words of singing duo Salt n’ Pepa (sort of)…”let’s talk about sales baby, let’s talk about you and me, let’s talk about all the good things and the bad things that may be…”

When you say “sales” some people cringe and think, “I’m not a SALESPERSON”—I have a NEWSFLASH for those people---we are all selling ourselves every second of every day.  You may be selling an attitude, a concept, a reputation, a presentation and you may even be doing it badly…however I promise you if you are breathing, you are selling.  You sell your kids on listening to you, you sell your significant other on the fact that they belong with you, you sell your employees on your concepts or you sell your boss on the fact that you can get the job done.

Having established that whether you want to admit it or not YOU are a salesperson, let’s discuss how to be an effective one.  To sell anything effectively you need to learn to listen, really listen…people don’t care about what you want, they care about what they want and if you are going to sell them you better find out what it is that they want and then figure out a way to provide it.

Sales is all about relationship, real relationship…not pretending to be in relationship for the sake of getting what you want from the other person.  In this interesting economic climate it is important to strengthen the relationships that you have with people-- business and otherwise.  To do this you must be genuinely interested in the other person and you must be committed to doing what you can to enhance the quality of their life and their business, this may mean you need to EXTEND yourself beyond your comfort zone.  Comfort zones do not produce anything but more comfort and comfort doesn’t monetize and it doesn’t produce excellence.

When is the last time you did something to enhance the quality of someone’s life for no reason at all?  The last time you stopped by a client’s place of business with a gift for no reason or the last time your surprised your relationship with coffee or flowers or an unexpected dinner?

Everyone is soooo busy right now being self-concerned about the media’s portrayal of our ‘dire’ economic circumstances…does listening to that stuff make you feel better in ANY way?  Wouldn’t a better use of your time be to surprise a client or pick your kid up unexpectedly from school and take them for ice cream?

Being a successful salesperson comes from being a successful person that cares about other people.  Winners understand that their economic success is directly related to how much they are in relationship with people.  Money is a symbol of exchange, a good point to remember…you can’t ‘exchange’ with yourself…it takes at least two people to have a successful exchange.

George Foreman says, “Learn to sell and you’ll never starve.”  He makes an excellent point.

Sales expert Jim Cathcart notes, “People don’t buy because they understand your product; they buy because they feel you understand their need.”  He goes on to say, “Be better at listening. If you want someone to find you interesting, spend more time being interested in them.”

Instead of living in some fear-based idea that business is drying up, I challenge you to start something new…a new idea, a new project, a new business or a new way of doing things.”

In the words of FDR, “The only thing we have to fear is fear itself.”

Life will go on no matter who is President, life will go on no matter how much money the Government wastes….small business and entrepreneurs are the life blood of America and they will be what ultimately saves us from the seeming mess that is before us.

This is a time of unprecedented opportunity for those that are paying attention…Microsoft, Hewlett Packard and Fedex were all started in rough economic conditions. 

Get in relationship with people and find out what they need and then provide it, instead of watching the news read a marketing book or invent 3 new projects…stay focused and sharp as lots of opportunities to prosper are all around you…so LOOK for them!