Friday, March 30, 2007
Memories of Don Sheehan: On the High Ground
Thursday, September 01, 2005
On Why the High Ground is always the cheapest ground; Memories of Don Sheehan-Dale Carnegie Superstar
Don Sheehan was a world famous Dale Carnegie trainer, and in fact won the Carnegie salesman of the year once in the 80's. He was a legend in training business owners in Minnesota, and also trained many in Wisconsin, doing seminars at the Holiday Inn on East Washington for almost a decade. I knew him as a mentor, trainer, and friend.
In his seminars, he would chant out, " Who has the best chocolate? We would all yell out "Hershey". Who has the best ketsup? We would yell, "Heinz". "Yes," he would say, "How interesting that you all agree on this without any discussion. "
He would then go on to show that the best and most profitable way to sell is to be the market leader. To have the HIGH GROUND. To have the highest standards of business conduct. To treat employees the best in the industry. To treat customers the best etc.Then he went on to cars. What is the best car? We all yelled out "Toyota". He then told a story about one of the cars that he bought that was the cheapest available. ( Insert your own experience here.)"When you buy the best, he went on, it only hurts once. When you buy the worst, it keeps on hurting forever." Amen.
Just when I thought he would go on to a moral discussion, since I knew him to be a very devout man, he said, "It has NOTHING to do with morals. It is just BUSINESS. It is the CHEAPEST and most efficient thing to do". He would say," When you tell the truth, you never have to try to remember what you said last time. When you do the books straight, you never have to be afraid of anything."
When we take the high ground, build on the high ground, conduct business on the high ground, we become winners according to Don Sheehan. We avoid the water and snake pits of the lower ground. It has nothing to do with morals. It is just the most economical thing to do.
Don Sheehan was the author of "Shut up and Sell," and "The Price Book."
Posted by Evansville Observer at 11:09 AM
On Why the High Ground is always the cheapest ground; Memories of Don Sheehan-Dale Carnegie Superstar
Don Sheehan was a world famous Dale Carnegie trainer, and in fact won the Carnegie salesman of the year once in the 80's. He was a legend in training business owners in Minnesota, and also trained many in Wisconsin, doing seminars at the Holiday Inn on East Washington for almost a decade. I knew him as a mentor, trainer, and friend.
In his seminars, he would chant out, " Who has the best chocolate? We would all yell out "Hershey". Who has the best ketsup? We would yell, "Heinz". "Yes," he would say, "How interesting that you all agree on this without any discussion. "
He would then go on to show that the best and most profitable way to sell is to be the market leader. To have the HIGH GROUND. To have the highest standards of business conduct. To treat employees the best in the industry. To treat customers the best etc.Then he went on to cars. What is the best car? We all yelled out "Toyota". He then told a story about one of the cars that he bought that was the cheapest available. ( Insert your own experience here.)"When you buy the best, he went on, it only hurts once. When you buy the worst, it keeps on hurting forever." Amen.
Just when I thought he would go on to a moral discussion, since I knew him to be a very devout man, he said, "It has NOTHING to do with morals. It is just BUSINESS. It is the CHEAPEST and most efficient thing to do". He would say," When you tell the truth, you never have to try to remember what you said last time. When you do the books straight, you never have to be afraid of anything."
When we take the high ground, build on the high ground, conduct business on the high ground, we become winners according to Don Sheehan. We avoid the water and snake pits of the lower ground. It has nothing to do with morals. It is just the most economical thing to do.
Don Sheehan was the author of "Shut up and Sell," and "The Price Book."
Posted by Evansville Observer at 11:09 AM
The Power of "NO"; Or, How to Sculpt a David
Thursday, September 01, 2005
The Power of "NO"; Or how to sculpt a David
Any parent who has lived through the "terrible two's" knows how long a day can be when a child first learns the word "no." Thank goodness those terrible days pass. They are a key time of awareness though as the child begins to articulate what he/she likes and dislikes and in the process becomes a unique person.
When Michelangelo was asked by a pundit, "How did you go about sculpting the statue of David?", Michelangelo just answered, " I just cut out the parts that were not David."
When we know what our goal is, the next key is to say no to the parts that do not fit with the goal.
Whether it is athletic training or any endeavor, the power of saying "NO" to the habits and activities that are not part of the champion result we seek is what the game is all about.Saying NO as a government to the poor and weak is easy. What is required is to say NO to the rich and powerful as well... To administer the law evenly regardless of position.
As a community, saying no is important also. Saying NO to greedy special interests and those who disregard the public good for their own end is necessary if we are to sustain the public trust in a government of laws and not just politics. Saying No to ones kids, ones friends, (insert your special no here) sure is difficult. In doing so, though, one finally defines who one is. Saying only YES does not define anything. Saying NO got to David. Saying YES alone would have created just a block of granite.
Posted by Evansville Observer at 7:40 PM
The Power of "NO"; Or how to sculpt a David
Any parent who has lived through the "terrible two's" knows how long a day can be when a child first learns the word "no." Thank goodness those terrible days pass. They are a key time of awareness though as the child begins to articulate what he/she likes and dislikes and in the process becomes a unique person.
When Michelangelo was asked by a pundit, "How did you go about sculpting the statue of David?", Michelangelo just answered, " I just cut out the parts that were not David."
When we know what our goal is, the next key is to say no to the parts that do not fit with the goal.
Whether it is athletic training or any endeavor, the power of saying "NO" to the habits and activities that are not part of the champion result we seek is what the game is all about.Saying NO as a government to the poor and weak is easy. What is required is to say NO to the rich and powerful as well... To administer the law evenly regardless of position.
As a community, saying no is important also. Saying NO to greedy special interests and those who disregard the public good for their own end is necessary if we are to sustain the public trust in a government of laws and not just politics. Saying No to ones kids, ones friends, (insert your special no here) sure is difficult. In doing so, though, one finally defines who one is. Saying only YES does not define anything. Saying NO got to David. Saying YES alone would have created just a block of granite.
Posted by Evansville Observer at 7:40 PM
"Old v. Historic"
On Old vs. Historic, a timeless question; Housekeeping matters
Recently my wife and I have been cleaning our home since the oldest daughters have graduated from college and officially moved. As we go through the old bedrooms, sifting through the boxes of memorabilia, the question arises every minute or so, "Is this Old or is this Historic?" It has been a very popular question lately.
There was an easier time when we had only one child, and the decision was simple. Everything was historic. Everything was saved. Every momento from every birthday celebration, every art effort in preschool was dutifully saved for posterity. Our entire culture depended on us preserving each historic effort. If we had stayed the course on that program, we would have had to move out decades ago.
Sometime during the long Saturday cleaning session, I simply asked the question. "Am I old or am I historic?" In a heartbeat I realized that I had crossed the line. So, I just laughed and said, "Yes, I am just old. We all are."
I guess when we are very young and foolish, everything is historic, everything is going to last forever, every little thing is critical for the survival of the culture.
Then, most of us
adjust.
Most of us
can tell the difference.
Most of us
can be honest with ourselves about what is old
and
what is historic.
Recently my wife and I have been cleaning our home since the oldest daughters have graduated from college and officially moved. As we go through the old bedrooms, sifting through the boxes of memorabilia, the question arises every minute or so, "Is this Old or is this Historic?" It has been a very popular question lately.
There was an easier time when we had only one child, and the decision was simple. Everything was historic. Everything was saved. Every momento from every birthday celebration, every art effort in preschool was dutifully saved for posterity. Our entire culture depended on us preserving each historic effort. If we had stayed the course on that program, we would have had to move out decades ago.
Sometime during the long Saturday cleaning session, I simply asked the question. "Am I old or am I historic?" In a heartbeat I realized that I had crossed the line. So, I just laughed and said, "Yes, I am just old. We all are."
I guess when we are very young and foolish, everything is historic, everything is going to last forever, every little thing is critical for the survival of the culture.
Then, most of us
adjust.
Most of us
can tell the difference.
Most of us
can be honest with ourselves about what is old
and
what is historic.
Baby Boomer Disconnect Coming
The Janesville Gazette lead with a story today on the impact of rising utility costs over the past decade. If you just do the math, it just does not add up. There is a big disconnect coming.
The baby boomers that will enter retirement have a social security benefit that will average $1100 per month. It is easy for utilities and gasoline and meds to eat all that up, leaving nothing to eat or living expenses. It is time for all you independent types out there to review your IRA and 401K results for the past 10 years. O.K. That was a short review. I was refering to the statements that you have been unable to even open for years cause the results were so bad.
Despite 5 or 6 hurricanes, folks are heading to Florida. Down South. Out West. Anywhere. To avoid the energy crisis. And companies are relocating to the West and South to avoid the coming distress of the Northeast and Midwest. This does not bode well for those communities that are on a "growth bicycle". Growth is needed. Government investments cannot be wasted in nonproductive pork. Tax increment is important. Jobs are important. Tax base is important.Jimmy Carter wore his cardigan sweater and told America 30 years ago that we needed to be energy independent. America just laughed at him.
Now, America is paying the price.
The baby boomers that will enter retirement have a social security benefit that will average $1100 per month. It is easy for utilities and gasoline and meds to eat all that up, leaving nothing to eat or living expenses. It is time for all you independent types out there to review your IRA and 401K results for the past 10 years. O.K. That was a short review. I was refering to the statements that you have been unable to even open for years cause the results were so bad.
Despite 5 or 6 hurricanes, folks are heading to Florida. Down South. Out West. Anywhere. To avoid the energy crisis. And companies are relocating to the West and South to avoid the coming distress of the Northeast and Midwest. This does not bode well for those communities that are on a "growth bicycle". Growth is needed. Government investments cannot be wasted in nonproductive pork. Tax increment is important. Jobs are important. Tax base is important.Jimmy Carter wore his cardigan sweater and told America 30 years ago that we needed to be energy independent. America just laughed at him.
Now, America is paying the price.
Why Counting Matters-----In Praise of the "Count" of Sesame Street
Years ago when my two oldest were in pre-school, I was working a second shift. In the morning, they would assemble in front of the TV set to watch Sesame Street. To this day I vividly remember them shreeking "Yippie, Yippie, It's the Count, Yippie. "
You may remember "The Count" as the short vampire with the rumpled white shirt, the rumpled black vest and the purple cape, who spoke in a thick Transelvanian accent. For some reason, this guy was very exciting to pre-schoolers. I never have exactly figured out why. Maybe it was the accent.
Anyway....There was a time in college I figured that accounting was pretty boring. However, I did get a chance to work in an accounting firm that specialized in start up companies, and learned that board meetings that dealt with accounting matters were some of the most emotional and exciting experiences around. In fact, sometimes too exciting.
So, " Counting " has been real important for me. When I am occasionally running in a short race, and start to get carried away with the spirit of the moment, I think to myself, " Gosh, I'm running faster and better than ever." Then, I check my stopwatch. And....No, I am not running better. NOTHING has changed at all. Counting keeps us sane. That's the big benefit of counting.
The budget meetings on the Evansville City budget begin tonight at 6PM. If you read the earlier post by Mr. Conners, you know that budgets are complicated. Lots of detail. But behind each number is a vision of next year, an imaginary figment of the future. If the imagination is good, and the numbers match, bravo. If not, boo. It all begins with the imagination.
So....If you have some time tonight, stop in at the City Budget meetings.If not, look for me on Halloween. I'll be dressed up as "The Count." I just don't know how many purple capes they have nowdays. It's just not a Kmart stock item anymore.
You may remember "The Count" as the short vampire with the rumpled white shirt, the rumpled black vest and the purple cape, who spoke in a thick Transelvanian accent. For some reason, this guy was very exciting to pre-schoolers. I never have exactly figured out why. Maybe it was the accent.
Anyway....There was a time in college I figured that accounting was pretty boring. However, I did get a chance to work in an accounting firm that specialized in start up companies, and learned that board meetings that dealt with accounting matters were some of the most emotional and exciting experiences around. In fact, sometimes too exciting.
So, " Counting " has been real important for me. When I am occasionally running in a short race, and start to get carried away with the spirit of the moment, I think to myself, " Gosh, I'm running faster and better than ever." Then, I check my stopwatch. And....No, I am not running better. NOTHING has changed at all. Counting keeps us sane. That's the big benefit of counting.
The budget meetings on the Evansville City budget begin tonight at 6PM. If you read the earlier post by Mr. Conners, you know that budgets are complicated. Lots of detail. But behind each number is a vision of next year, an imaginary figment of the future. If the imagination is good, and the numbers match, bravo. If not, boo. It all begins with the imagination.
So....If you have some time tonight, stop in at the City Budget meetings.If not, look for me on Halloween. I'll be dressed up as "The Count." I just don't know how many purple capes they have nowdays. It's just not a Kmart stock item anymore.
"Differences Make Markets"---a true story
Some years ago when I was in the stock brokerage business, we were informed at the office that the "big kahuna" or "big boss" from Chicago was coming to the office for a review. A review of what was not made clear. He had a notorious reputation for being tough to please. We naturally cleaned our offices so it looked like we never even worked with paper. He was flying in from Italy we were told where he owned a vineyard just as a hobby. Yes, he did look a bit like Don Corleone. I was more than nervous and did not know what to expect. I wondered what we might chit chat about.
We were told to have our prediction for the best performing stock for the next year, as well as our prediction of the strongest sector and the final S&P 500 value for the year. He was to give us his view of the coming year.When the morning arrived, we all gathered in the conference room. Then he said, " Well, let's go around the room and you each can tell me what your prediction is for the next year." As each broker stood and recited, I grew more and more impatient. I was well aware of all these guys and what they thought. I needed some answers please. I needed some guru stuff. Then I gave my speech and could relax. When we all finished, it was time for "Frug" to speak.
"Well" he said, I see you all have some real differences, and that is wonderful." There are certainly a lot of trades right here in the conference room. Dorthea loves medical, and Denis hates it; Denis likes technology and Dick hates it for next year. Dorthea loves utility stocks and I don't. This is very healthy. In fact, these differences and your ability to see them quickly and act on them, is the very skill you need to nurture in order to be successful in this business. Do not for a moment be discouraged when you see differences. Differences are what make America great. Differences make markets!
The meeting was over. It was nothing like what I had expected. " What a waste of time ," I thought.
Over the years I have never forgotten a word of his speech, and yes I am very happy I did not go over my expertise in Boone's Farm Apple Wine.
We were told to have our prediction for the best performing stock for the next year, as well as our prediction of the strongest sector and the final S&P 500 value for the year. He was to give us his view of the coming year.When the morning arrived, we all gathered in the conference room. Then he said, " Well, let's go around the room and you each can tell me what your prediction is for the next year." As each broker stood and recited, I grew more and more impatient. I was well aware of all these guys and what they thought. I needed some answers please. I needed some guru stuff. Then I gave my speech and could relax. When we all finished, it was time for "Frug" to speak.
"Well" he said, I see you all have some real differences, and that is wonderful." There are certainly a lot of trades right here in the conference room. Dorthea loves medical, and Denis hates it; Denis likes technology and Dick hates it for next year. Dorthea loves utility stocks and I don't. This is very healthy. In fact, these differences and your ability to see them quickly and act on them, is the very skill you need to nurture in order to be successful in this business. Do not for a moment be discouraged when you see differences. Differences are what make America great. Differences make markets!
The meeting was over. It was nothing like what I had expected. " What a waste of time ," I thought.
Over the years I have never forgotten a word of his speech, and yes I am very happy I did not go over my expertise in Boone's Farm Apple Wine.
The "Deciders" Prayer
I
believe
in academic
freedom
as long
as
there's no
time for
questions
I believe
in
diversity
as long as
there's no
time for
differences
I believe in
sharing
feelings
as long as
there's
no time for
change
I believe
in
globalization
as long as
there is
no interference
in corporate
takeover
I believe in
authority and
responsibility
as long as
there's no
micro
management of
my
performance
I believe in
war for
eternal
freedom
as long as
it
continues
forever....or
at least
till I
leave office
believe
in academic
freedom
as long
as
there's no
time for
questions
I believe
in
diversity
as long as
there's no
time for
differences
I believe in
sharing
feelings
as long as
there's
no time for
change
I believe
in
globalization
as long as
there is
no interference
in corporate
takeover
I believe in
authority and
responsibility
as long as
there's no
micro
management of
my
performance
I believe in
war for
eternal
freedom
as long as
it
continues
forever....or
at least
till I
leave office
Wednesday, March 28, 2007
"I believe"---the poem
(Ed. note: Rare text found in rubble of reconstruction. Click on the post for the translation as best editor could make of it.)
"Focus on the Doughnut....not the hole"----classic Observer
Click on the post for this classic post of yesteryear.
"Laptop Girl"---the poem
No. This was not a song by David Bowie. That was China Doll. This little poem, "Laptop Girl" was inspired by the view of one laptop girl at the local library, sipping coffee in the cafe area as folks walked the circular stairs around her. Click on the post. Enjoy.
"The Sermon"---The Story of Fr. Jackson--a true story
Click on the post for a classic Observer post of 8/2006.
"Hello......Hello.....Hello...." ----"Connected"---the Myth of the 21st Century
Recently I have been wondering.....wondering how we can be the generation that mostly hears the words "Hello....hello....hello." and yet be so "connected" in every way. After all. We drive a car, cell phone, text message, shave and drink coffee at the same time. How could we be more fulfilled than that? So efficient. So totally engaged. And yet no matter what cell phone plan one buys....and no matter how much one pays.....one gets constantly disconnected.....hello....hello? What's wrong with this picture?
Some time back, when my dad and mom were alive, we would go and have burgers around the little habachi that was my dad's favorite. Now days, kids would just probably text message instead. Somehow .......that is just not the same.
For purposes of debate, I would suggest that we are the most disconnected decade-----never before have so many folks been so connected .......and so disconnected at the same time.
There's nothing connected about it. And You?
You make the call.
Some time back, when my dad and mom were alive, we would go and have burgers around the little habachi that was my dad's favorite. Now days, kids would just probably text message instead. Somehow .......that is just not the same.
For purposes of debate, I would suggest that we are the most disconnected decade-----never before have so many folks been so connected .......and so disconnected at the same time.
There's nothing connected about it. And You?
You make the call.
Monday, March 26, 2007
Friday, March 23, 2007
"Why the theory of the Frozen Tundra Failed"--On the Minnesota Viking Love Boat Cruise
Because The Observer is a native Minnesotan who grew up on the sailboat lake, White Bear Lake, and married the girl from the powerboat lake, Lake Minnetonka, I believe I am in a perfect position to explain the problem that the recent love boat cruise or "team building" outing of the Minnesota Vikings presents to local Minnesota voters.
The "Theory of the Frozen Tundra," a rare and lost text, explains that true virtue is inversely proportional to weather. The colder it is, the more Satan and all his pomps is destroyed. Time and time again in my youth it was instilled in me that the below zero weather of Minnesota was good for me. It caused wandering souls to come home early. It caused those with loose morals not to come to Minnesota in the first place. In summary, cold weather plus high taxes equal high virtue. This was the land of Lake Wobegon. Garrison Keillor country. Where all the folks were bright--------- and all schools had seven valedictorians. Anyway. Thus, my mother in law can tease me that my sketches are from Lake Woe--begotten. True Virtue is Lake Wobegon or Viking country, and Packerland is Lake Woe--begotten. You catch the ideology.
Thus the love boat scandal of the Minnesota Vikings comes as quite a blow to the citizens of the frozen tundra. What went wrong?
Click on the post for the view of Tom Powers. He feels that only if all the Viking sinners are purged and the righteous Viking reserves are elevated to starting positions will peace be restored in Minnesota. That would certainly be nice for the Packers on Christmas Eve.
It seems to the Observer that all sports, music, and all arts, are "divertido" in Spanish or "diversion" in English. It seems that since the realities of life....war..social discord...economic struggle...loss... are so difficult that we are completely dependent on diversion to numb the pain. Thus, a college student cannot walk from class to class without an ipod or a cell phone in the ear. Not possible to interact..Must block it..thank you. So.. it seems to me we have placed too high a burden on football to deliver us from the anguish. Who wants to deal with Wisconsin if the Packers lose? Not me. Yes there is hope if the Badgers win, but if both lose...God forbid.
In short, we need a new balance. Maybe a new diversion. Maybe tango dancing. We cannot keep relying on football for the Total Deliverance.
Posted by Evansville Observer at 8:46 AM
The "Theory of the Frozen Tundra," a rare and lost text, explains that true virtue is inversely proportional to weather. The colder it is, the more Satan and all his pomps is destroyed. Time and time again in my youth it was instilled in me that the below zero weather of Minnesota was good for me. It caused wandering souls to come home early. It caused those with loose morals not to come to Minnesota in the first place. In summary, cold weather plus high taxes equal high virtue. This was the land of Lake Wobegon. Garrison Keillor country. Where all the folks were bright--------- and all schools had seven valedictorians. Anyway. Thus, my mother in law can tease me that my sketches are from Lake Woe--begotten. True Virtue is Lake Wobegon or Viking country, and Packerland is Lake Woe--begotten. You catch the ideology.
Thus the love boat scandal of the Minnesota Vikings comes as quite a blow to the citizens of the frozen tundra. What went wrong?
Click on the post for the view of Tom Powers. He feels that only if all the Viking sinners are purged and the righteous Viking reserves are elevated to starting positions will peace be restored in Minnesota. That would certainly be nice for the Packers on Christmas Eve.
It seems to the Observer that all sports, music, and all arts, are "divertido" in Spanish or "diversion" in English. It seems that since the realities of life....war..social discord...economic struggle...loss... are so difficult that we are completely dependent on diversion to numb the pain. Thus, a college student cannot walk from class to class without an ipod or a cell phone in the ear. Not possible to interact..Must block it..thank you. So.. it seems to me we have placed too high a burden on football to deliver us from the anguish. Who wants to deal with Wisconsin if the Packers lose? Not me. Yes there is hope if the Badgers win, but if both lose...God forbid.
In short, we need a new balance. Maybe a new diversion. Maybe tango dancing. We cannot keep relying on football for the Total Deliverance.
Posted by Evansville Observer at 8:46 AM
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