Last week my newsletter included an article titled, "Never Give Up.
" I made a mistake by linking two baseball players to the Detroit Tigers, who actually played for another team.
That newsletter was number 280.
You'll have to agree, that's a lot of newsletters.
Some are good.
Some aren't as good as they could have been.
Some probably have been terrible.
And some were probably quite good.
I enjoy reading e-mails from my subscribers.
Of course I enjoy the ones which are complimentary more than the ones which aren't.
Last week, after I was flooded with e-mails pointing out my mistake, I started thinking about what makes people tick.
Sidebar - please don't misinterpret my comments.
I'm not angry, I'm not annoyed, and I'm not bothered by the e-mails you sent me last week.
Hopefully, buried in this newsletter, is a nugget of a sales tip you can use to grow your business.
Back to my newsletter.
Why do more people write and point out mistakes than write and point out sales ideas that have been used to close big deals? I guess you can also ponder why is so much of the evening news negative.
Why are the newspapers filled with stuff that no one in his right mind would categorize as inspirational or motivational? Okay, so now you're wondering where I'm going with this.
Well here's where I'm going.
Most of us are more likely to spot and comment on something that isn't quite right than offer someone a pat on the back for doing something that is right.
So many of us react the same way it must be wired into our genetic code.
If you're reading this letter, you're probably in sales.
Get ready for the big sales tip.
Every day you interact with scores of people.
They all have one thing in common.
What they have in common is - they are under appreciated on the job and quite possibly at home.
They're literally starving for recognition.
Because they are overwhelmed by nitpicking naysayers who find it easier to criticize than to compliment.
I hope you're getting this.
Because this represents a humongous opportunity for anyone who seizes the opportunity to recognize achievement, regardless of the size.
Imagine the impact you could have on the world around you if you always took time to call someone and say thank you, even for doing little things.
Taking the time to write personal handwritten notes every day.
Taking the time to send someone an e-mail that says, "Thanks for your help.
"Taking the time to buy someone breakfast.
Taking the time to buy someone lunch.
Taking the time to buy someone dinner solely for the purpose of saying, "Thank you.
" Taking the time, when you're passing through LAX, to buy miniature "Oscars" so you can give them away and make people feel special.
Hey, how many people do you know who have been given an "Oscar?" Whenever you catch someone doing something right and immediately acknowledge it - you become a motivational torch.
People love to be recognized.
The people who do the recognizing benefit too.
The people who are recognized never forget who did the recognizing.
Trust me - I know! In 1975, after only four months on the job, I got a typed note from our area vice president, Bill Sanford.
The note said, "Congratulations on being 135.
9% to plan.
" Six words written 31 years ago and I still seem to remember them.
Take the time to make someone's day by acknowledging and recognizing even minor accomplishments.
You'll never again suffer from a lack of support from the people you depend on.
Sure, people are people.
But it's okay to break the mold and dare to be different.
Be slow to criticize and quick to compliment.
" I made a mistake by linking two baseball players to the Detroit Tigers, who actually played for another team.
That newsletter was number 280.
You'll have to agree, that's a lot of newsletters.
Some are good.
Some aren't as good as they could have been.
Some probably have been terrible.
And some were probably quite good.
I enjoy reading e-mails from my subscribers.
Of course I enjoy the ones which are complimentary more than the ones which aren't.
Last week, after I was flooded with e-mails pointing out my mistake, I started thinking about what makes people tick.
Sidebar - please don't misinterpret my comments.
I'm not angry, I'm not annoyed, and I'm not bothered by the e-mails you sent me last week.
Hopefully, buried in this newsletter, is a nugget of a sales tip you can use to grow your business.
Back to my newsletter.
Why do more people write and point out mistakes than write and point out sales ideas that have been used to close big deals? I guess you can also ponder why is so much of the evening news negative.
Why are the newspapers filled with stuff that no one in his right mind would categorize as inspirational or motivational? Okay, so now you're wondering where I'm going with this.
Well here's where I'm going.
Most of us are more likely to spot and comment on something that isn't quite right than offer someone a pat on the back for doing something that is right.
So many of us react the same way it must be wired into our genetic code.
If you're reading this letter, you're probably in sales.
Get ready for the big sales tip.
Every day you interact with scores of people.
They all have one thing in common.
What they have in common is - they are under appreciated on the job and quite possibly at home.
They're literally starving for recognition.
Because they are overwhelmed by nitpicking naysayers who find it easier to criticize than to compliment.
I hope you're getting this.
Because this represents a humongous opportunity for anyone who seizes the opportunity to recognize achievement, regardless of the size.
Imagine the impact you could have on the world around you if you always took time to call someone and say thank you, even for doing little things.
Taking the time to write personal handwritten notes every day.
Taking the time to send someone an e-mail that says, "Thanks for your help.
"Taking the time to buy someone breakfast.
Taking the time to buy someone lunch.
Taking the time to buy someone dinner solely for the purpose of saying, "Thank you.
" Taking the time, when you're passing through LAX, to buy miniature "Oscars" so you can give them away and make people feel special.
Hey, how many people do you know who have been given an "Oscar?" Whenever you catch someone doing something right and immediately acknowledge it - you become a motivational torch.
People love to be recognized.
The people who do the recognizing benefit too.
The people who are recognized never forget who did the recognizing.
Trust me - I know! In 1975, after only four months on the job, I got a typed note from our area vice president, Bill Sanford.
The note said, "Congratulations on being 135.
9% to plan.
" Six words written 31 years ago and I still seem to remember them.
Take the time to make someone's day by acknowledging and recognizing even minor accomplishments.
You'll never again suffer from a lack of support from the people you depend on.
Sure, people are people.
But it's okay to break the mold and dare to be different.
Be slow to criticize and quick to compliment.