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If I had to choose a word that describes this book, it would be
CHANGE. About 80% of deals are lost over the phone. Of those
prospects who do walk through our doors, we are losing 70-75% of
them. The industry needs a transformation, and we need it now.
People buy on emotions, yet the majority of us sell to the logic.
The solution is to stop worrying about the "money" side of the sell
and focus on the prospect. If you genuinely care about helping the
prospect, the "sell" will take care of itself.As a sequel to
"Selling at Combat Speed," Mike takes the same concepts and applies
them specifically to the senior living industry. In "Stop Selling
and Start Caring," you will be introduced to new concepts and
skills that will require you to change your current habits and ways
of thinking. The stories and statistics are real. The results are
real. The challenging yet rewarding journey is real. The
transformation of the industry starts with a personal commitment to
change. It will not be easy. You will fail along the way. Few will
reach their full potential. Those who learn how to fail and accept
failure as a natural stepping stone to success will be victorious.
The choice is yours and yours alone. Today is the day. Right now is
the time. Be bold. Be different. Choose to stop selling and start
caring.
As you begin to read "Strong Finish," you will not turn too many
pages before you start noticing a pattern. The common thread that
is woven throughout this book is that of true raw emotion. Some of
these stories will be about overcoming adversity. Some will display
acts of heroism. Others will portray random acts of kindness and
how the smallest gestures can make the largest impact. The
guesswork has been removed. This book is not just for those who are
currently faced with adversity and challenges and looking for
answers to overcome and excel. This book is also for those who are
"smooth sailing" and are looking for ways to make a difference - to
make their mark upon this earth. Regardless of where you are on
your own personal journey, this book will accomplish one thing -
Inspiration.
The purpose of this paper is to answer the research question: How
should we honor and study our heroes? I conclude we should
recognize and study our heroes in light of all the classical
virtues and not simply because of the outcomes of their actions. In
Section I, Virtue Ethics, Warrior Codes, and Heroes, I analyze the
relationship between the classical virtues, the military's current
warrior-codes, and our heroes. I review the virtue ethics of Plato
and Aristotle and the modern day scholarship of Malham Wakin and
Shannon French. I show how our core values emerged from the
classical virtues, and I propose that our culture should celebrate
its military heroes because of the way they bring these virtues to
life. In Section II, The Courageous Hero, I examine the virtue of
courage as Plato and Aristotle define it. I explore stories of
military history and biography, and I reveal how our courageous
heroes were able to display courage in the face of daunting odds. I
conclude that our heroes who demonstrate courage were able to do so
for many reasons: belief in the cause, belief in the values of
honor and duty, and often most importantly, belief in the warriors
who fought beside them. In Section III, The Thoughtful Hero, I look
at the idea of the heroic leader. I analyze the intellectual
virtues of wisdom and prudence, and I examine the stories of heroic
leaders (both historical and fictional) who relied on these
virtues. I conclude our thoughtful heroes are wise and prudent not
simply because they are effective, but because they seek to act in
accordance with all the virtues. In Section IV, Some Problems with
Making Heroes, I explore some complications with creating heroes,
such as what happens when heroes become part of a larger public
relations campaign or when the actions of our heroic leaders are
questioned on moral grounds. In my conclusion, I suggest ways we
can honor and study our heroes.
"Selling at Combat Speed - Finding the Inner Sales Warrior" is for
people who get up in the morning to make a difference in other
people's lives. It is about changing your habits and behaviors, and
realizing that your life and those around you depend upon sales. It
is designed for those who crawl into the trenches every day, look
the enemy square in the eyes, and never give into defeat. When the
sales bullets (the average person calls them objections) start
flying and while most are running for cover, the real warriors
welcome and overcome them. Instead of looking at the customer as
the enemy, we share the foxhole with them and together battle
through our differences until we reach the common objective. And at
the end of the day when the smoke has finally cleared and the dust
has settled, it is you, the sales warrior who stands alone.
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