March 23, 2010 Edition #12
Looking For Mutually Beneficial Solutions
By Zig Ziglar
Every problem has a solution, but the best solutions are always mutually beneficial. Howard Putnam in his book, The Winds of Turbulence, tells this story. Baylor Hospital in Dallas had a major problem. They could not get enough nurses who were willing to work over week-ends because they wanted to be with their families. But the leadership recognized that there were also a number of nurses, particularly those who had young children, who wanted to be with their children during the week so they could spend as much time with them as possible. In most cases, married nurses had husbands who worked a Monday-through-Friday schedule. Single mothers had an even greater need to be with their children as much as possible, so the thinking was very simple: Can we meet the needs of all these nurses?
Leadership then asked the question, How can we help these mothers get what they want? How can we help the full-time nurses get what they want? The solution, as Mr. Putnam points out, was so obvious; one wonders why it took them so long to come up with the answer. Here's what they did: Since week-end work is generally considered overtime, they decided to make Saturday and Sunday twelve-hour shifts for a total of 24 hours of duty. They paid these nurses for a full 40-hour week, so those nurses were elated to be able to get that kind of duty. On the other hand, the nurses who simply did not want to work overtime or week-ends were elated that they could maintain their normal schedule. This truly was a win/win situation. The week-end nurses won, the full-time nurses won, but the hospital and patients were also big winners.
That's leadership at its best. The message is clear: Examine your alternatives; explore what the problem might be and ask yourself the question, is the solution in the problem? In many cases it is. Think about it. Take that creative step and I'll SEE YOU AT THE TOP!
Zig Ziglar is known as America’s motivator. He is the author of 29 books and numerous audio and video recordings. He brings his message of hope to thousands on the stages at the Get Motivated Seminars. See him in action!
Lack of direction, not lack of time, is the problem.
We all have twenty-four-hour days.
Look Behind the Milk!
By Bryan Flanagan
Cyndi and I recently celebrated our 39 year wedding anniversary – it’s been the best twenty-nine years of her life! After all these years, Cyndi knows me very well. She knows that I can’t find a thing in our house. She may not know where some items are either, but she looks until she locates them. I take the easy way out by asking her to find them for me. But she’s smarter than that. For example, when I open the refrigerator, she knows that I am going to ask her, “Where are the pickles?” or “Where’d you put the grape jelly?” I know these things are somewhere in there. Each time I ask she has an automatic response: “Bryan, it’s not going to find you. Just look behind the milk!” And each time I move the milk and look behind it, I find the item I’m searching for. I just hate it when that happens!
Isn’t this a lot like prospecting for new customers? Our future customers are out there – we just have to “look behind the milk.” We can’t wait for the prospects to find us! Oh, we can make sales when the customers find us, but that doesn’t happen enough to make a livelihood! Therefore, we must move the milk, or pick up the phone, or knock on a few doors, or join a networking group in order to find our prospects.
How are you identifying your future customers? Are you making a set number of prospecting calls each day? Are you telling your barber, the owner of your dry cleaner, or your fellow Little League parents to recommend you to their contacts? Have you asked your current clients for referrals?
Your customers aren’t always going to find you. You may have to “move the milk” in order to find them.
Now, go sell somebody something!
Are you in sales? Know someone who is? Then we have exciting news for you! Ziglar has a newsletter that is specifically for salespeople! Click here to register and begin getting the twice-monthly Ziglar Sales and Motivation Newsletter.
Bryan Flanagan is the Sales Ambassador and the premiere sales trainer for Ziglar. With over 40 years’ sales experience, Bryan has just about sold it all, seen it all, and done it all! He shares his wit and wisdom in books and audios. See him in action!
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You Gotta Get in the Game!
Word of the Week
1. A whispering or rustling sound; a murmur.
She heard the melancholy susurrus of the dry leaves as she ambled through the park.
It’s better to step on the brake and be laughed at than to push the gas and be cried over.
A good driver isn’t only able to obey the traffic rules but to dodge those who don’t.
The driver who burns up the road often lands in the cooler.
What this country needs is a car that will go no faster than its driver can think.
Radar spelled backwards is radar—they get you going and coming.
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