The Hope Dealer

How Do You Buy?

2011-05-19T18:38:00.003-05:00

Sales superstars make quick decisions. On the surface this might seem like a problem. A quick decision does not mean a rash decision. It means when a sales person has gathered enough information on a problem they pull the trigger and take action. An inability to make decisions will prolong the sales process and will often lose the sale. Anything the sales person expects when they are buying, they will tolerate when selling. If a sales person is not a good decision maker and is in the habit of "thinking it over", this sales person will be vulnerable to "think it overs" from prospects. It just makes sense. If the sales person wouldn't decide, why would they expect the prospect to decide? This prolongs the sales cycle and leads to very unclear next steps.
So take stock of your "personal buying cycle." The way you make major financial decisions in your life will dictate your expectations of how your prospects should decide. If you are a comparison shopper, or a research junkie, or a price shopper, you will be expecting these things and thus accept them. Chances are when you hear these objections they will make sense to you and you'll miss an opportunity to tangibly move the sale forward. Research by Dave Kurlan of Objective Management Inc., a sales skills assessment company, suggests that sales people can be 50% more effective if they take the steps necessary to become better decision makers.
Only good decision makers can get other people to make decisions. Certainly don't be rash in your decisions but learn to make quick decisions. You'll begin expecting your prospects to decide quickly as well. Sales Superstars make quick decisions, be a good decision maker.

MAPS

2011-05-18T13:25:00.002-05:00

Paradigms are maps in your mind. In selling, it should never be about the destination. That should already be decided. If I do not know where I want to end up, then any road I choose will do. I am not pursuing a destination, I am just out for a drive.

However, if you have your destination (goal) in mind, then you must decide this:

What road or strategy am I going to pursue and implement to reach my destination?

There is more than one road to your intended destination. But only one road will get you there.

Decide on your paradigm and implement it. It is the journey that gets you where you want to end up.

The Physics of Baseball and Selling

2011-05-18T11:03:00.002-05:00

Fact:

A baseball thrown 90 miles per hour takes only .483 seconds to reach home plate.

A bat only makes contact with a baseball for .001 seconds. That’s only 1/1000th of a second!

The human eye blinks at a speed of .400 seconds.

According to experts, hitting a baseball thrown at high speeds is the most difficult thing to do in the sports world. The best hitters in baseball say that there is no room for a lack of concentration. You must focus on the ball from the time it leaves the pitcher’s hand until it makes contact with the bat. Things happen so fast, that even taking the time to blink can mean missing everything. It also means that a simple blink of an eye makes you take your focus off of the ball long enough to turn a home run into a strike.

How FOCUSED are you each day? Are you concentrating on the right things? Are you eliminating the “blinks” that can take your focus off of the target? Are you digging in and committing to move people around the bases, as it were? Luckily our career doesn’t require us to do the most difficult things on a daily basis. Our career just requires us to do something. As we approach the end of the month and our next bonus level is within our reach, time is definitely of the essence. It may not necessarily be in milliseconds, but in the life of a Worldpay AE, every second counts.

Skill+Training+CONCENTRATION= Sustained Success

For your joy,

John Davis

Spirit Led

2010-05-18T10:27:00.000-05:00

"Quench not the Spirit. Hold fast that which is good..." 1 Thessalonians 5:19, 21

Are we raising a whole generation of young men and women without any sensitivity to the voice of God’s Holy Spirit? I am on record, and I will be as long as I live, that I would rather lose a leg and hobble along throughout the rest of my life than to lose my sensitivity to God and to His voice and to spiritual things!
Oh, how I want to keep that sensitivity within me—within my soul!
I am thinking about a great throng of men and women raised in Christian homes. They have been brought up in Sunday school. They probably cut their first baby tooth on the edge of a hymnbook when the mother was not watching.
Still, to this day, they are not right with God. Some have made a kind of profession but have never been able to delight themselves in the Lord.
The reason? They have lost sensitivity to the message and the voice of God. If the Holy Spirit cannot move something within their beings every day, they are not going to be effective Christians—if they are Christians at all!
Lord, today my heart goes out to mediocre Christians who “know” the truth of the gospel but who have not experienced a personal relationship with You. Lord, will You give them a divine nudge so that they will find delight in truly knowing You?

A.W. Tozer

Top Ten#2- Sober...minded

2010-05-10T20:49:00.000-05:00

One of the most seminal thoughts God has given to me over the past several years is that there is a vast difference between being sober and sober-minded. When I have shared this in groups or with individuals, inevitably many look at me like a calf looking at a new gate...the distant stare of "what do you mean?" Sober, in the current cultural language of our society, is taken to mean that one is free from intoxicating substances or liquids for a period of time...say, a week...or month...or year. Like someone who is freed from a kidnapper, they use this word to say that they are not currently participating in the lifestyle that has held them hostage.
However, for many who have never been held captive by such vices, there is still a sense in which they live an intoxicating and addicted life. They never move past being enamored with the intoxications of this world...or their hurts...or their greed...or their laziness. They continue to look at the world through a "me-centered" lense, and wonder why they are not growing or moving forward.
God is teaching me that He has always called each of us to live sober-minded...that is to live a God centered life where we constantly examine our spiritual and emotional mindset in light of His Word, relying on His grace. Many I have known look at those who have struggled with the vices of physical and chemical addiction with a air of judgement (wondering why they just cant get it together and straighten up) all the while allowing their own lives to not be under the direction of God through His Spirit.

Change

2010-03-03T12:21:00.000-06:00

Many of my desires to change have a dual nature to them. On the one hand, I want to change because I know I should (rational). On the other hand, I don't want to change because I am emotionally tied to the course of action that needs to be changed. Here in lies the conflict of why I have a hard time starting new good habits and why I have an equally difficult time stopping menacing bad habits. I have begun to see that the two distinct facets of changing anything are rooted in both rational thought and emotional thought. Really sustaining significant life change happens when both the rational part of me and the emotional part of me agree. The emotional part of any change is the elephant. The rational part is the rider.
1.If an elephant (emotion) does want to move, but the rider thinks they should move....nothing is going to happen. Translated: My good habit or resolution loses power even though it makes sense.
2. If the elephant wants to move, but the rider doesn't want to...they are moving anyway. Translated: Bad habits are sticking around, regardless of the how much I know I should change.
3. The elephant and the rider want to move- Somehow both the desire of the rider and the strength of the elephant have meshed into a single powerful unit, and they begin to make progress.

The key to change then is to find a way to examine the emotional moorings that keep me tied to my habits. It also explains why people who are not very emotional (or have spent their lives burying their emotions as irrelevant) can make hard and fast changes very quickly.

On Pride and Ego

2010-02-10T23:28:00.000-06:00

This is a great prayer:

My Lord GodI have no idea where I am going.I do not see the road ahead of me.I cannot know for certain where it will end. Nor do I really know myself,and the fact that I think I am following your will does not mean that I am actually doing so. But I believe that my desire to please you does in fact please you. And I hope that I have that desire in all that I am doing. I hope that I will never do anything apart from that desire. And I know that if I do this you will lead me by the right road though I may know nothing about it. Therefore will I trust you always though I may seem to be lost and in the shadow of death. I will not fear, for you are ever with me, and you will never leave me to face my perils alone.- Thomas Merton (1915-1968)

Amen. JD

Top 10 #1: Life with God is better

2010-02-09T13:04:00.000-06:00

For some, coming to relationship with God is so much better than their previous life. They are passionate, driven, and authoritative in the vast difference their life has progressed since experiencing salvation through Christ. For others, to have walked with God...then walked away from Him...and then, by His arresting grace, been brought back is so much of a deeper awareness of His unending commitment to His own work in each of us. That is my story. Over the past several years, God has graciously brought me back to Himself through His Word. While both scenarios are equally miraculous, the second one gives one hope...and patience. Spiritual impatience is often an indicator of mistrust in God's power and ability to redeem any and ALL of our decisions.
Life with God is so much better than life without Him. It is not easier...it is still a yoke and a burden...but it is better...it is a easy yoke...and a light burden. The past decade has taught me just that...and I am grateful.

The Top Ten Things I Learned this past Decade...so far

2010-01-31T13:42:00.000-06:00

Here are the top ten things I learned this decade:

1. Life with God is better than life without Him.... this is my working definition of hope.
2. There is a vast difference between being sober and being sober-minded.
3. Friendship in marriage is great....oneness with your spouse is soooooo much better.
4. God can take my mess...and make a message.
5. The Word of God is a fire....
6. Busyness is the enemy of my spiritual growth in Jesus. Barrenness is the byproduct of busyness...and busyness is often the byproduct of barrenness. The real work God wants me to do is to believe (really hangon) to Jesus and to stay connected to Him everyday...no matter how many "spiritual" activities I may involve myself in.
7. Building relationships with your kids is the key to keeping their heart at home.
8. At the darkest moments of your life, God will meet you.
9. I can live very comfortably (and much happier) without television.
10. Gratefulness is the first step to restoring any lost fellowship and awareness of God's involvement in my life. Ungratefulness is my first step away from God.

This list is a personal glimpse into some of the things I believe the Lord has taught me down the road of this past decade. I will expand on each of these in future blogs. These statements give me hope....I hope they do the same for you.

Rejection or Protection?

2010-01-19T21:54:00.000-06:00

People shy away...run away...greatly fear... the possibility of rejection. When circumstances in life...or people in our life seem to reject us, it is incredibly painful and often, debilitating. Some people never recover from the wounds inflicted by rejection. It becomes the lens through which they view the world and, ultimately, themselves.

However, maybe one of the ways we can keep hope alive in our hearts is to take this position: Maybe what I percieve as rejection is actually God's protection.

Joseph said to his brothers...those family members who through him in a pit...and sold him into slavery:

"What you meant for evil, God intended for good..."

Even though Joseph did not let them off the hook for the motives behind their incredibly unloving actions towards him, he was not jaded....cynical...or mean spirited towards them or towards God. He saw what was happening behind all the heinous acts done against him. He saw not their rejection...but God's protection.

When we look at what is happening in our lives and relationships from Joseph's perspective, anything done to us is part of our journey of God creating a life message in us.

Johnny's Got a Gun

2010-01-16T08:55:00.000-06:00

JOHNNY’S GOT A GUN

“Therefore….arm yourselves with the same attitude…” I Peter 4:1

We own a firearm….actually two. We bought them with the express intention of keeping our family safe when I travel and have to be gone overnight. Not that my presence would be a serious deterent to intruders, but it does help with the absence of their “manly man.” The guns are locked up safely, away from the grasp of curious children, and only come out when my wife gets to go shooting with her dad down at his place. Or when the tomcat from down the street wanders into our yard. Or when there is a serious threat to our safety.
Last summer my dogs were going crazy in our backyard late in the afternoon. I looked out and could see that my guard dog Mulligan (we found him at a golf course) had cornered something along the back fence. I started out, and then realized that what was cornered was probably a snake that had wandered off the lake. Instinctively, I went for the gun. I am not a great shot….not even a good one…but if the snake were a copperhead or moccasin, I liked my chances with my 38 special. I headed out back, fired off two rounds, scared the little serpent off, and went back to the house to finish my business.
When I read this passage in I Peter 4, I am reminded of how I felt heading out to tackle an intruder on my landscape. The feeling of being armed was a very comforting feeling. I was armed, and therefore, I was invincible…in my mind, at least.When tough times come, it pays to be armed. When the enemy gets in your backyard, it pays to be packing some heat. What I am called to be armed with is not a weapon, but an attitude. The attitude of Christ. Not always sure what that means…but I think it has something to do with the fact that Christ was so God-focused that the sufferings He went through were able to be viewed as a means to an end…not an end in themselves. That is the problem that I have with suffering…especially suffering when you are doing good. Suffering (not the kind I experience from my own bad decisions) seems like an end in itself. But this passage tells me that it does several things for me:1. It gives me perspective- I am done with the trivialities of life when I suffer. I am finished swimming in the three foot end of the pool….wading around in my own inconsistencies and flirtations with sin.2. It gives me power- I am liberated from myself, and begin looking at and following God’s big picture goals.3. It gives me purpose- Suffering removes the dross and purifies my purposes.Looking at life the way God sees it…the way Christ saw it…is terribly comforting in the final analysis. Not only will I begin to emerge a deeper and purer person, I will then have the perspective to weigh what is happening in my life from a bigger frame of reference. When you get to the point that you don’t care what happens to you, you are invincible.

RICE KRISPIES

2010-01-15T11:07:00.000-06:00

Have you ever tried to get dried rice krispies off a bowl after they have hardened? Let me tell you...not real easy. I scraped and scraped and scraped. I was 10 shades of furious by the time I was done. My wife needed to remind me I was saved...I was so frustrated. Question: Ever not dealt with something in the day you hear of it? Yeah....like dried Rice Krispies on the side of a cereal bowl. It hardens...and calcifies...and before long, a issue that could have been resolved or settled in mere moments has turned into a mountain of a problem. The Psalmist said "...in the day you hear of it..." Good advice for me who often puts off my problems. It gives me hope.

FEAR KNOT

2010-01-09T13:25:00.000-06:00

I was talking with a friend of mine the other day about the state of our economy. He, like myself, was in business and could see the ever-increasing signs of a weakening economy. We both concluded that the general mood or mindset of most Americans is still one of fear and worry. Consumer confidence is at an all time low, and the present hope of a change in the leadership of our country has all but lost its luster. I found it interesting that when confidence bottoms out, everyone begins to question leadership. And rightly so. Everything rises and falls on leadership. As I reflected on our conversation, I came back to the mindset of most Americans….and then, the mindset of most Christ-followers in these bleak times. And eventually, my mindset in this present moment. In the past when our country has neared a recession or even began to see the slowing down of the economy, the mindset remained one of hope and confidence. That this slowdown was only temporary. That we would pull out of it in a few months. That it was just a market correction, and that the mighty American dream was not turning into an American nightmare. Yet, now it seems different. Now it seems inevitable…now the thoughts and hopes that could hold fear at bay have been abandoned like a sinking ship and we have jumped overboard, embracing the inevitable and letting fear grip us like the icy waters of a tumultuous ocean. Fear is a funny thing. As I meditated on the Word this morning, I realized that fear does two things to us:
1. Fear causes us to do things we shouldn’t do- I am the guiltiest in this. My disposition generally is one of skepticism and doubt…both of which seem to run in the Fear posse. Fear can cause us to freeze up, to hold onto, to withhold and to make decisions that reflect that we have checked our common sense at the door and proceeded into survival mode. It also leads us to make rash, momentary, temporary decisions.
2. Fear keeps us from doing things we should do- We begin to think that we have to get all we can, that we must solve each and every problem in a way that best suits our fear-based needs, that we can’t get involved or can’t give or can’t trust because the clouds on our horizon definetly speak of an oncoming storm. So we fret…we wait…we hoard…we worry….Fear paralyzes us. At the core of every anxious thought and fretful worry is a fear which is rooted in unbelief… that God is not good enough or wise enough or strong enough to take care of us in tight times. Even though, He has taken care of our eternity, He is unable to take of our time laden problems. Maybe that is why Peter told his readers in I Peter 3 to

”… not fear what others fear…do not be frightened.”

Fear extinguishes hope and trust and is the litmous test of what we truly are hoping for in this life. It is the great revealer of our desires. Peter is actually quoting from Isaiah 8 where the prophet says to not get entangled in the fears that those who know not God get bound up in, but rather to fear God…and He will be a sanctuary. When our desires get so entrenched in the temporary things of this day, the thought of losing those things creates a panic inside. Rather than live in the protection of God's advice to "Fear not...", we find ourselves living in the immobility and lack of faith caused by the fear knot.

Be a hope dealer

2010-01-08T12:04:00.000-06:00

Anyone who is influential is a dealer in hope. A hope dealer paints the picture for others that can't be seen by their current circumstances. He gives them perspective and courage to move into spaces that are emotionally road blocked by their current fears and doubts. Anyone can be a hope dealer....dispensing baggies of encouragement and trust....infusing the soul of another with the stimulus to go at it one more day. Most people live under the circumstances and confines of their context...inside the box if you will. But the secret to being a hope dealer is that when you venture outside your box, with the intention of giving hope to others, you get so much more courage and hope than you could ever give away. To take from your journey and, thus, from your soul, and give to another person is to reveal that you are a follower of those "...who have been born into a living Hope..." (I Peter 1:3) Be a hope dealer...and live outside your box.