The following statement is one of the greatest secrets of effective leadership:

"We shall no longer strive for our own way but commit ourselves, honestly and simply, to inspiring others to develop the power to be their best."

Hardly the stereotypical spirit of the legendary, tough-minded CEO!

But if leadership is a challenge for you, then you must begin to lead by that statement. If you are constantly dealing with others not measuring up to your self-compared expectations, if you are pushing your team members down rather than pulling them up, and if you want overall better performance from your team, now is the time to close the gap.

Are you holding others back, or are you inspiring them to win?

Leadership is all about influence and motivation. Neither happens naturally, but they are both the results of intentional leadership decisions.

As a leader, you must recognize that your role is not a title. Leadership is a position. You must realize that people came to work NOT to make you successful, but to become more successful themselves. You must understand that the team is more important than you are and that the team needs to receive the credit for your success.

How does a leader deploy these truths?

Follow these ideas:

Leadership Is Influence

People always do things for their reasons, not yours. Leaders must develop an environment that helps team members thrive, while still moving them to higher levels of “followership.”

Master Motivation

Recent studies provide several big motivators for higher levels of performance: significant contributions, goals and quota participation, positive dissatisfaction (knowing you can do better), recognition, and clear expectations. The same studies tell us that the big demotivators include belittling, manipulation, discouragement, lack of personal growth, and a condescending leader.

About 50 percent of your leadership challenges will dissipate when you raise the bar and close the gap in the areas of influence and motivation.

All the best with your leadership!

One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking.

The questions have to fit your personality and your market and allow you to move the process forward.

Below are 10 of the best sales questions you can use.  The questions are not direct closing questions, but rather questions that will get the prospect to share more information to help you focus on the solution the prospect desires.

Not each question will be appropriate for every occasion. The critical issue is to be comfortable asking them so when the situation is right, you’re also ready:

1. Why?

2. Can you tell me more about...?

3. How have you made decisions like this in the past?

4. What is the outcome you’re looking for?

5. What is the size of the risk if you don’t make a decision?

6. What are the issues you’re facing today?

7. What happens if you don’t make a decision to invest?

8. Who else is involved in the decision making process?

9. What is it you like best about what we’ve been talking about?

10. What is stopping you from making a decision?

Each of the questions is designed to get the prospect to share more and to allow you to then ask a follow up question on what they just shared with you. Questions one and two are specifically designed to do just that.

The more we engage the prospect with questions in a way that allows us to use our personality, the more comfortable the prospect will be in answering. It’s when we ask questions that come across as scripted or threatening the customer will shut down.

Use these 10 questions as a starter for you, and over the coming weeks modify them to fit your personality and style.  You’ll find yourself being far more effective in getting the prospect to open up.

You might be aware EffectiveCommunication.com.au (EC) has offices in both Asia Pacific & Americas serving international clients and this week in North America most people's attention is focused on Thanksgiving.

As Americans invest this time to pause, reflect and be thankful for all the good they have, why not do the same wherever you are geographically, wherever you work and whoever you work with!

Here are 10 reasons why you can be thankful for the job you have

1. Can you imagine how you would feel if you didn’t have a job?

2. Regardless of whether or not you like your job, you are getting paid.

3. You have far more impact on the people you come in contact with than you will ever know.

4. The people you work with are an amazing group of people from whom you can learn new things each day. And, if you don't like your colleagues much, you can always learn what NOT to do from their negatives.

5. Count it a privilege to be able to use your talent and skills on a regular basis.

6. Be thankful, as there are far too many people who have no job and no means to make an income.

7. You are serving as a role-model and influence not only to those you provide for, but also to others who you don’t know and may never know.

8. The mental stimulation and physical exercise you get each day regardless of what your job might be is helping keep you engaged and feeling young.

9. You have the ability to dream and have the means to help fulfill your dreams.

10. You have the ability to prepare for the future and be ready for it

Regardless of your employment situation you can always choose to be thankful for what you do have.

All the best this Thanksgiving!

An all-time favorite baseball player is Babe Ruth

Everybody with a slight interest in baseball remembers the Babe as an incredible hitter. He hit 714 home runs in an era when 300 career homers was outstanding.

Babe was not a one-dimensional player, either. He was an incredible pitcher who won 94 major league games (94-46 lifetime – not bad!). It was his slugging, however, that made him a legend.

So how do legends think? What actions lead to their success?

“Never let the fear of striking out get in your way,” Babe would say. His philosophy was simple: “Every strike brings me closer to the next home run.” He was also well known for taking pitchers on and not backing away from intimidating hurlers. The majority of his career he wore Yankee pinstripes, but during off hours he was known to be quite dapper. He could afford to look dapper, he negotiated the best paying contract in baseball.

There are lessons for successful leaders in the words, actions, and achievements of Babe Ruth. Let’s take a look at five qualities to consider:

1. Do not be afraid to make mistakes

If you are not making errors you are probably not leading aggressively enough. Leaders cannot afford to make a lot of mistakes, but each mistake you experience helps you learn and brings you closer to breakthroughs that will make positive differences.

2. Take people on 

When you or your team is faced with a situation when you are being wronged, speak up and do not accept a raw deal. Babe Ruth faced down fastballs. Leaders get to face down adversarial personalities. When the timing is right, get gutsy, and be able to do so in a strategic manner and on a moment’s notice. Can this trait be learned? The answer is “yes.” Keep in mind though, it takes a lot of work to come across as a sharp person who is gaining clarity on a situation, as opposed to a combative jerk.

3. Possess diverse talent

Just as Babe could pitch and hit, you have to wield a variety of styles as you effectively lead your people. As you leaden array of different personalities you will also be faced with challenging leadership situations. Do not be one-dimensional and just a home run hitter. Engage in leadership development initiatives that expand your leadership capabilities and assist you in operating effectively in complex situations.

4. Negotiate

In 1927 Babe Ruth’s contract was more than 10 times greater than other top players. In fact, his compensation exceeded that of the president of the United States! When asked about the latter fact, Babe quickly replied, “I had a better year than the President.” In short, Babe was able to sell himself. Likewise, effective leaders are able to sell their ideas, their vision, and their team’s accomplishments. In the process, they negotiate terms and conditions that are favourable to their organisation. If you are uncomfortable with negotiating, get comfortable! It is a necessary and admirable skill.

5. Be polished

Babe was a dapper guy with a persona that created followership. Let your sound leadership capabilities create followership for you. In addition, enhance your leadership image by dressing professionally, staying fit, and being well-groomed. Your attire and style should match your organization’s culture. Also, nice shoes coupled with excellent table manners always help image and success.

Bottom Line

Babe Ruth was affectionately known, was a baseball legend. He possessed talent, grit, vision, and spirit. He was undaunted when faced with failure. He was confident in his abilities to achieve goals. He won, and he won big.

As you lead your team, remember the good qualities of Babe. Lead with confidence. Do not fear striking out – just do not do it too much. Take responsibility for the success of your team, and applaud them when they soar. Look professional, and boldly lead in tough situations. The next thing you know you will be hitting the long ball. There it goes, over the wall. Now round the bases and give your team a tip of your cap.


All the best with your leadership!