The Greek God Janus is depicted with two faces.  One faces left, the other a 180 degree right look.  Janus is the God of doors, windows, and locks.  He sees the past and the future. Dr. Morris Beverage, a charismatic for sure, points to the nature of most educators.  They want to study, index and have control over known information.  Their face is looking toward the past.  But when the unknown, the bold strategic direction is needed . . . they often wilt.  My conversation with the head of one of the largest university libraries in the country was a
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Oprah, JFK, Clinton, Tom Hanks, Ghandi, Marilyn Monroe and the list could go on and on.   These are a few of those household names that people associate with charisma.   They have a special something that makes them magnetic.   People are drawn to them.  Some may disagree that a particular person has this charisma, but that is not the point.  It doesn””t negate the fact that people fell special when around theses people. Why? They listen . . and without guile.  A genuine, sincere hearing.  As someone said of Bill Clinton, “he makes you feel like you are the only person
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He smiled.  “If they had not done it already . . . they had it on their bucket list of to-do”s.  EVERYONE of them.” A consultant friend was doing training for a large national oil industry client.  The client had hired several hundred engineers of various sorts and flavors (chemical, electrical, mechanical) and they were going through a twelve week on-boarding class.  The “getting to know you” session was in full swing when the consultant experienced the Making-A-Dent-In-The-Universe observation. “Every one of this group of one hundred plus engineers had taken a year out of their career pursuits to contribute
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Dr. E.K. Strong wrote the book Psychology of Selling in 1927.  In his ground breaking tome he educated on: Closing Techniques Overcoming Objections The most common objection sales people get is, “can you do something about your price?” For decades a plethora of alternatives, techniques and manipulative steps were taught to sales people across the land. Not only do these technique drive the customer crazy, but they also speak to the outmoded selling practices of the  consultant, or executive. You see, if you connect with the customer at a deep, visceral level and discover their pain, passions, problems and priorities
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Most associations have a ticking bomb and they don”t really know it.  Their core membership is going to start (don”t say it) r e t i r i n g.  All those Baby Boomer members are going to drop out of membership and then what.  Not only do you need to recruit more of these ideal customers (boomers) but you also need to focus on the “young, new blood” in both your marketing, programs and leadership. Marketing to Baby Boomers is fairly easy.  The Association recruiting efforts of the past (with a dose of Kordell ideas) will do very well. 
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It was 1972 and Southwest Airlines was in dire straits.  Financial requirements were forcing them to “downsize” their equipment inventory.  They had to sell one of their four planes. Reading the writing on the wall their employees jumped into the challenge of creating instead of “woe is me . . . I am about to be laid off.”  Their idea, “lets continue to operate with three airplanes like we had four.”  To do this required an unheard of goal of turning about the plane in 10 minutes.  Incredible.  Impossible. Pilots helped load/unload luggage. Flight attendants picked up trash and crossed
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Power . . . does it come from position or from person? Position power comes from controlling resources.  The CEO, the mother, the head of the committee.  It brings with it the ability wield “what I can do to others.”  It compels, commands and pushes. Personal power on the other hand controls ourselves.  It”s strength is found in “what can I do to/for myself.”   It inspires, it draws like a magnet.  It shines and persuades with the possible.  Optimism and faith rolled up in one. When change is the call of the day (and we live a huge change oriented
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The bus was taking us to the famous Second City Comedy Club.  There were 60 CSPs (Certified Speaking Professional members of the National Speakers Association) which included several hall of fame speakers and many whose names you would recognize.  Pretty heady stuff.   I sat down next to an unknown on the bus and introduced myself.  “Hi, I am Kordell Norton.”  “Good to meet you Kordell.  I am Jill Konrath.”   “Are you kidding?  Jill I am rereading your books right now.”   Jill IS one of the hot properties for the sales training world .  Her books: Selling to Big Companies, and
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“Dad,” he says.  “There is one thing you need to tweak.  It is not a big thing, but you are overthinking something.” My son has grown up.  With a family of his own and some life experience to tote around, I was all ears.  You have got to love it when you kids teach you most significant lessons of life. Back to that story in a minute.  Let’s walk another path for a moment. Blah, blah, blah . . . yada, yada, yada.  The old “show up and throw up.”  Are you guilty of amateur selling?   May I suggest you
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