Susanne Biro

THE RIGHT WAY


T o be a Success - do the RIGHT WAY AROUND!
H ave integrity in all that we do!
E xpress our care &

R eal concern for others!
I nspiring trust,
G ain others' confidence!
*H uman element focus, do not ignore,
T reat others

W ith dignity and respect!
A promise kept - a commitment uphold,
Y es! Together we can! - let's motivate!

Tune to "You Raise Me UP" by Josh Groban

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Sales Success: The Right Way Around.

November 25, 2007 by susannebiro

For several years now (seven to be exact) I have been toying with an idea I call the right way around. Let me explain.

Many of us, in our desire to achieve something in business (or in life), drive straight towards our desired target, afraid that if we do not control every aspect of the situation, we will not reach our goal. This is the Type A approach, with which I must say I am intimately familiar.

Whether our goal is to achieve a specific sale or reach an overall business objective, the tendency is to focus on it and direct all our thoughts and efforts toward achieving that exact result.

This method, however, does not necessarily lead to the results we seek, and in my experience, I have often found it to be counterproductive to doing so.


In studying what I believe to be truly successful individuals and organizations, I have discovered that they actually employ a radically different approach - an approach I call, the right way around.


Instead of driving straight towards results, these individuals and organizations focus their thoughts and efforts in an entirely different way. They focus on what it is others want to achieve, placing their attention on their people and their customers!

By focusing solely on others, they achieve the success so many of us seek as a natural by-product of caring more about others.

“I want you to listen to what your conscious commands you to do and go on to carry it out to the best of your knowledge. Then you will live to see that in the long run – in the long run, I say! – success will follow you precisely because you had forgotten to think of it.” – Victor Frankl, Man’s Search for Meaning

Of course, this is not a new idea. It is the one espoused by such greats as Dale Carnegie, Victor Frankel, and Tim Sanders. More recently, it has been expressed by Dov Seidman in his book, HOW: Why HOW we do anything means everything … in business (and in Life), and even by Bill Clinton in his recent Giving: How each of us can change the world. However, what can be new is your, and your organization’s, ability to live it.

How do you do this?

Consider this: the thoughts you think matter!

People usually have a pretty good idea of what we really think of them. They can feel it. They know when we care about them and their success – and, they know it when we do not. It is difficult to fake our true intention towards others. We either genuinely think well of our colleagues and clients and care about their success, or we do not. Either way, they know.

“We can sense how others are feeling towards us. Given a little time, we can always tell when we’re being coped with, manipulated, beneath veneers of niceness. And we typically resent it.” Leadership and Self Deception by The Arbinger Institute.

When you approach others with thoughts of what you want to get from them, they know it and will typically resent you for it. They will resist you, avoid you and find ways to not work with you.

Perhaps you have noticed this in your business development efforts?

Equally, when you think well of others and genuinely care about their success (regardless of what it may mean for you), they also know this. They respond by liking and trusting you, and whenever possible, will seek out ways in which they can work with you.

Ah, the beauty of the human element in business! People will always find a way to do business with those with whom they most want to work.


Questions to consider:
Are you in the business of sales or in the business of service?
What would you do this week if your only goal was to make the people with whom you work more successful?


Recommended reading:
The Trusted Advisor: An invaluable road map to all those who seek to develop truly special relationships with their clients – David H. Maister, Charles H. Green & Robert M. Galford

HOW. Why HOW we do anything means everything … in business (and in Life) – Dov Seidman

Unleashed! Expecting Greatness and Other Secrets to Coaching for Exceptional Performance – Gregg Thompson with Susanne Biro (Based upon the program Sales Leader as Coach)

GRATITUDE

G iving thanks in everything,
R ejoice and again rejoice,
A sacrifice of praise we offer God! [2x]
T rust He'll make everything beautiful,
I n His time He will fulfil,
T o Him be all the glory, let's exalt!
U nto us Christ has given His life,
D elight in His perfect will,
E mmanuel, God is with us always!
Give Thanks!


This one is tuned to the song "Give Thanks

Bupati of Ungaran

AMBAR SITI FATONAH

A leader
M odelling the way with passion!
B oldly
A shared vision
R eally inspire!

S eek to challenge the process &
I nnovate!
T o encourage the heart &
I mpact make!

F reely soar high
A s the eagle majestic!
T ry be the best -
O integrity keep!
N ever quit, but
A lways keep on striving!
H ave great courage to make a real difference!



Tune to “You Raise Me Up”
Lyrics by Agung K. Halim
Nov.24, 2007

WOMAN OF INFLUENCE =

W ith God
O ur imperfections He can
M ake use;
A life-changing experience
N ow He'll forge;

O be authentic &
F ull of honesty!

I nfluence gain,
N ot because we're perfect!
*F illed with the Spirit,
L ove & lift others up!
U nleash their best,
E ncourage, motivate!
N ew ways to see,
C elebrate God's design!
E xpect great things God can achieve through us!

Tune to "You Raise Me Up"

METRO TV's 7th Birthday

HAPPY BIRTHDAY

H appy 7th Birthday!
A ll the best we wish you!
P restige & Success
P ursue!
Y es! Strive for Excellence!

B e the best you can be!
I mprove continuously!
R ise up
T o
H eights of glory!
D are
A difference make,
Y es!

Dilagukan dgn "HAPPY BIRTHDAY" Tune

SUPER HEROES

S elfless & seek not for man's praise nor glory,
U nsung heroes with steadfast, quiet strength;
P urpose-driven, life of significance aim!
E nable, empower
R aise others up!

H ope inspire,
E ncourage the best possible!
R eady to sacrifice,
O ffer the best!
E nduring patience, care, thoughtfulness show;
S uper heroes truly are such people!

tune to "You Raise Me Up" by Josh Groban

THANKSGIVING =

T hank you, Lord
H ow You've blessed us!
A mazing grace
N ow enjoy;
K eep us be thankful,
S how our gratitude!
G od says:
I n everything giving thanks,
V oice our praise
I n joyful songs!
N ever fail to show appreciation!
G ive thanks!

tune to "GIVE THANKS"

METRO TV OPINION" dilagukan dgn "U Raise Me Up"

M ake us fully aware of the world round us;
E nable us to be knowledgeable!
T ransform our minds,
R ender us global-minded;
O h soar like

T he Eagle
V ision great see!

O ffer hope &
P eace though understanding built!
I mprove continuously,
N ever tire!
I mpacting
O ur nation for the better!
N ever I'll miss watching METRO TV!

METRO TV Show

KICK ANDY dinyanyikan dgn lagu "You Raise Me Up" =

K eep be your unique self & not imitate;
I nspiring the very best in others!
C ommit to be the guard & voice of conscience!
K ick Andy aims to make a real difference!

A transformation for our nation create!
N ever give up whatever the challenge!
D are to be different & have the courage;
Y es! A better Indonesia let's build!

NAJWA SHIHAB

N ever fear whatever the challenges faced
A transformation in our world create!
J oin hand in hand, a better tomorrow build!
W ith integrity, courage
A nd passion!

S oaring as the eagle
H igh and majestic!
I nspire and model true integrity!
H ope &
A new vision for our country -
B oldly let's cast and pursue with purpose!

(Sing to the tune of "You Raise Me Up")

Mabel_Sladen@hsbc.ca

The Holy Alphabet... This is Beautiful
Whoever came up with this one must have had some Divine guidance!
A lthough things are not perfect
B ecause of trial or pain
C ontinue in thanksgiving
D o not begin to blame
E ven when the times are hard
F ierce winds are bound to blow
G od is forever able
H old on to what you know
I magine life without His love
J oy would cease to be
K eep thanking Him for all the things
L ove imparts to thee
M ove out of "Camp Complaining"
N o weapon that is known
O n earth can yield the power
P raise can do alone
Q uit looking at the future
R edeem the time at hand
S tart every day with worship
T o "thank" is a command
U ntil we see Him coming
V ictorious in the sky
W e'll run the race with gratitude
X alting God most high
Y es, there'll be good times and yes some will be bad, but...
Z ion waits in glory...where none are ever sad!

"I AM Too blessed to be stressed!" The shortest distance between a problem and a solution is the distance between your knees and the floor.
The one who kneels to the Lord can stand up to anything. Love and peace be with you forever, Amen.

JACK HAYFORD tuned to "MAJESTY"

J esus Christ,
A lmighty God, Saviour!
C ome before Him,
K neel down & worship Him in truth!

H is love share, to the ends of the earth!
A ll nations hear the Gospel preached – salvation see!
Y ielded to obey His Word,
F ulfill His Commission!
O glory in Calv’ry's Cross, the hope of the world!
R edeemed forever with Christ to dwell,
D o my utmost for His highest,  Lord Jesus lives!

JOHN LINDELL

J ust as I am, a servant to the Most High,
O ffering my utmost for His highest
H e is sovereign, the Lord of lords, King of kings;
N ow unto Him be all glory ascribe!

L ift up our voices, sing Hallelujah!
I n Christ
N ew creation we're made;
D elight in Him,
E xalt,
L et us proclaim:
L amb of God, Jesus - our Saviour!

Sing to the tune of "How Great Thou Art"

EVELINA PIETRUSCHKA

E nduring beauty of your dreams believing!
V ision &
E xcellence
L et us pursue!
I mpacting people and
N ations for better!
A transformation in our world create!
P urpose-driven,
I gnite
E nthusiasm!
T o be the very best,
R each for the Star!
U nstoppable!
S uccess -
C ommit and aim !
H ope
K eep on inspiring,
A nd never quit!

Tune to “You Raise Me Up”
Wana Artha Life CEO