Bob is a cattleman
That ranches west of town.
He's one of those on whom
You rarely see a frown.
If you need a volunteer
To get a project done
Immediately you think
That Bob is the one
To put in charge because
That's where you normally find
Him. Taking kids to Lions camp
Or doing something kind
For one of the older folks
In town who can't quite
Get around much anymore.
Or if you watch you might
Catch him on a Sunday
Heading to Amarillo
For the prison ministry
Where he's a regular fellow
Sharing with those
Who need someone to care
In a place
Where many won't dare
To be seen. And if
There's a church cookout
He's the one to volunteer
To bring his grill out
And spend all day cooking
So the folks can enjoy
A wonderful meal
Cooked by this good ol' boy.
Yep, Bob's a good friend
Who gets much out of life.
He has a couple of kids
And a loving wife.
He can play the drums
Or ride his "bike" with chrome spokes,
But he seems to be happiest
Helping out other folks.
Thursday, August 2, 2007
Wednesday, August 1, 2007
Choices
Choices
Can be difficult
When the way is not clear.
Sometimes
There is no right or wrong --
Only a choice.
In such cases
It is the process we follow
And the reasons behind the choice;
Not necessarily
The choice that we make
Or the path that we take.
God
Is not a God
Of confusion.
God
Is a teacher
Always.
If God
Wants us to follow
A specific path
The way
Will be made clear
In some fashion.
Otherwise
He wants us to grow
Through our choice.
When I was a child my mother would hand me a quarter and let me choose which candy I wanted. The choice was always difficult although there were no wrong choices. There were sometimes things that I was steered away from, but I was always left to choose. The choice was difficult but the reward was great. I always enjoyed the candy. Sometimes I wouldn't open it for hours because I wanted to savor the possession. Sometimes I could hardly wait to tear into it. The choice itself was the teaching/learning experience.
Can be difficult
When the way is not clear.
Sometimes
There is no right or wrong --
Only a choice.
In such cases
It is the process we follow
And the reasons behind the choice;
Not necessarily
The choice that we make
Or the path that we take.
God
Is not a God
Of confusion.
God
Is a teacher
Always.
If God
Wants us to follow
A specific path
The way
Will be made clear
In some fashion.
Otherwise
He wants us to grow
Through our choice.
When I was a child my mother would hand me a quarter and let me choose which candy I wanted. The choice was always difficult although there were no wrong choices. There were sometimes things that I was steered away from, but I was always left to choose. The choice was difficult but the reward was great. I always enjoyed the candy. Sometimes I wouldn't open it for hours because I wanted to savor the possession. Sometimes I could hardly wait to tear into it. The choice itself was the teaching/learning experience.
Tuesday, July 31, 2007
Some Days
Some days it's hard to know
Whether I'm making progress or not.
It seems that for every step forward
I take two steps back.
Some days it seems
The only progress is in making contact
That perhaps will strengthen a relationship
That with time will grow.
Some days it seems
That there are no right answers
And no wrong answers.
Only choices.
Some days it seems
That all we're doing is sowing
When we want to be reaping.
But it's not time for the harvest.
Some days it seems
That if it wasn't for that one compliment
You would wonder
Why you got out of bed.
Some days it is enough
Just to get through the day
And look back and say,
"At least there were no setbacks."
Whether I'm making progress or not.
It seems that for every step forward
I take two steps back.
Some days it seems
The only progress is in making contact
That perhaps will strengthen a relationship
That with time will grow.
Some days it seems
That there are no right answers
And no wrong answers.
Only choices.
Some days it seems
That all we're doing is sowing
When we want to be reaping.
But it's not time for the harvest.
Some days it seems
That if it wasn't for that one compliment
You would wonder
Why you got out of bed.
Some days it is enough
Just to get through the day
And look back and say,
"At least there were no setbacks."
Monday, July 30, 2007
Chance Conversations on Energy
Often while traveling I run into other salesmen that I have met through the years. It is interesting how we often end up in the same places. The cattle industry is worldwide and yet fairly small in the number of people that are involved in it. Those companies that serve the cattle industry are few. Anywhere that cattle are concentrated, you tend to run into the same people. The advantage is that you occasionally have company for dinner that otherwise would be eaten alone.
Tonight I was visiting with an acquaintance from Colorado who happened to be eating in the same place that I was. We talked about all of the wind generation fields that are going in throughout the plains. For both of us it seemed that no matter where we travelled, we saw wind generators being installed. We both agreed that it was a good thing. We also were both in agreement that there are a lot of ethanol plants being built and they are not necessarily a good thing.
I think biofuel plants should be limited to converting human waste and garbage to fuel. They should not be converting plant mass to fuel. Ethanol production is a losing proposition for the taxpayers of this country. Converting crop acres to corn production that will be used for ethanol only drives up food prices. It is not an efficient use of our land resources. Ethanol production continues to be subsidized. It should not be. Spend the subsidies to develop technologies for converting garbage and human waste to fuel. Spend the subsidies to develop efficient solar and wind technologies. Lets develop nuclear fuel generation plants and fuel cells. Quit wasting our tax money on ethanol. It doesn't really help us.
Tonight I was visiting with an acquaintance from Colorado who happened to be eating in the same place that I was. We talked about all of the wind generation fields that are going in throughout the plains. For both of us it seemed that no matter where we travelled, we saw wind generators being installed. We both agreed that it was a good thing. We also were both in agreement that there are a lot of ethanol plants being built and they are not necessarily a good thing.
I think biofuel plants should be limited to converting human waste and garbage to fuel. They should not be converting plant mass to fuel. Ethanol production is a losing proposition for the taxpayers of this country. Converting crop acres to corn production that will be used for ethanol only drives up food prices. It is not an efficient use of our land resources. Ethanol production continues to be subsidized. It should not be. Spend the subsidies to develop technologies for converting garbage and human waste to fuel. Spend the subsidies to develop efficient solar and wind technologies. Lets develop nuclear fuel generation plants and fuel cells. Quit wasting our tax money on ethanol. It doesn't really help us.
Sunday, July 29, 2007
Desperation
This summer our church sponsored a couple of different mission trips. One was to Paris, France, and the other was to Idaho. Tonight we listened to the two groups report of their trips.
The trip to Paris was an effort to reach out to the North African Muslims who have (mostly illegally) migrated to France in search of work. It is primarily men living in what could best be described as rabbit warren-like apartments. Much of the effort to reach out to these men was met with complete rejection. However, there apparently were many who were open and receptive. In many ways, the situation with these Muslim men in Paris is like the illegal Mexican immigrants in the U.S. They live in extreme poverty conditions hiding from the legal authorities. Much of their income is sent back to their families in their native country. I don't condone their illegal behavior but I do sympathize with their plight. I would do anything to see that my family is cared for -- even to the point of immigrating illegally if I could not afford to do so any other way. Until the situation in their home country is improved, the illegal immigration issue -- both in the U.S. and in France -- will not improve. When you are hungry and desperate you will do what is necessary to survive -- or you will lay down and die.
The Idaho trip also found desperate people. Many of them were Native Americans of Nez Perce descent. The communities were extremely rural and isolated with the majority of the residents living in or near poverty levels. Many families had histories of alcohol and drug abuse. The group that traveled there said that many responded to the care.
There are desperate hurting people everywhere. Many live in poverty, but others live in splendor. Their lives are empty and they are lost. Only the love of God can lift them from their pain.
The trip to Paris was an effort to reach out to the North African Muslims who have (mostly illegally) migrated to France in search of work. It is primarily men living in what could best be described as rabbit warren-like apartments. Much of the effort to reach out to these men was met with complete rejection. However, there apparently were many who were open and receptive. In many ways, the situation with these Muslim men in Paris is like the illegal Mexican immigrants in the U.S. They live in extreme poverty conditions hiding from the legal authorities. Much of their income is sent back to their families in their native country. I don't condone their illegal behavior but I do sympathize with their plight. I would do anything to see that my family is cared for -- even to the point of immigrating illegally if I could not afford to do so any other way. Until the situation in their home country is improved, the illegal immigration issue -- both in the U.S. and in France -- will not improve. When you are hungry and desperate you will do what is necessary to survive -- or you will lay down and die.
The Idaho trip also found desperate people. Many of them were Native Americans of Nez Perce descent. The communities were extremely rural and isolated with the majority of the residents living in or near poverty levels. Many families had histories of alcohol and drug abuse. The group that traveled there said that many responded to the care.
There are desperate hurting people everywhere. Many live in poverty, but others live in splendor. Their lives are empty and they are lost. Only the love of God can lift them from their pain.
Saturday, July 28, 2007
Capture the Wind
There's another Wind Farm coming to the Panhandle...
Shell WindEnergy and Luminant, a subsidiary of TXU, announced an agreement to build 3,000 megawatts of wind generation in Briscoe County. The plan would top the world's largest wind farm near Abilene, which produces 735 megawatts.
"People love it in Briscoe County," said Jerry Leatherman, managing director of ACE Renewables, which has contracted with Shell to help develop the project. "It is typical of rural areas of the Panhandle where the water table has declined (reducing irrigation) and other things have drawn people away. It's been shrinking."
The impact could be substantial.
Employment will increase, both for construction and during normal operations.
"It'll give a big bump during construction," said Mark Wilby, senior business development manager for Shell. "And after construction, on a project of 85 to 90 turbines, usually there are two to three full-time jobs and another four or five for maintenance. Conceivably this could be 1,500 turbines is one estimate."
Everywhere that I drive I see wind generators -- either generating electricity or parts on a truck headed down the highway. This part of the world is fast becoming the Wind Power Generation Capitol of the World.
Huge wind farm in works
Two big players raised the stakes in the wind power game Friday.
Shell WindEnergy and Luminant, a subsidiary of TXU, announced an agreement to build 3,000 megawatts of wind generation in Briscoe County. The plan would top the world's largest wind farm near Abilene, which produces 735 megawatts.
A megawatt can power about 250 average homes.
The planners think the reception has been very positive.
"People love it in Briscoe County," said Jerry Leatherman, managing director of ACE Renewables, which has contracted with Shell to help develop the project. "It is typical of rural areas of the Panhandle where the water table has declined (reducing irrigation) and other things have drawn people away. It's been shrinking."
The impact could be substantial.
"You've got 900 square miles and 1,700 people," said Tim O'Leary, communications manager of Shell. "There will be an economic impact and demand on infrastructure. There will be an economic impact for decades."
Employment will increase, both for construction and during normal operations.
"It'll give a big bump during construction," said Mark Wilby, senior business development manager for Shell. "And after construction, on a project of 85 to 90 turbines, usually there are two to three full-time jobs and another four or five for maintenance. Conceivably this could be 1,500 turbines is one estimate."
The power from the project would significantly boost the wind energy Luminant's parent company, TXU, can deliver to customers. It currently buys 705 megawatts and has a contract to start buying another 209 megawatts.
"We're the largest purchaser of wind power in the state now," said Tom Kleckner, Luminant spokesman. "So actual ownership of generation is the next logical step."
The announcement came after a lot of action on the ground trying to catch the wind.
"It's been very interesting leasing rights," Leatherman said. "There has been a great deal of competition. I'd say eight different developers have been in here and left. It's been a challenge."
Nobody wanted to talk about project costs, number of acres leased or exact locations. However, the plan is to build the wind farm on top of the Caprock in the southeast sector of the county.
"It's not only on the rim or edge of the Cap, the wind is very good as you approach the rim for several miles," Leatherman said.
"It's been very interesting leasing rights," Leatherman said. "There has been a great deal of competition. I'd say eight different developers have been in here and left. It's been a challenge."
Nobody wanted to talk about project costs, number of acres leased or exact locations. However, the plan is to build the wind farm on top of the Caprock in the southeast sector of the county.
"It's not only on the rim or edge of the Cap, the wind is very good as you approach the rim for several miles," Leatherman said.
Everyone involved is waiting for the Texas Public Utilities Commission to issue a final order that will start the construction of transmission lines to get wind power to the metropolitan areas in the eastern part of the state, so time lines are not firm.
"PUC Chairman (Paul) Hudson has said he anticipates transmission could be completed by 2011/2012," Wilby said.
While other developers have proposed large projects - Boone Pickens touts a 4,000 megawatt project and Airtricity and partners propose a 2,235 megawatt project - the Shell/Luminant plan is different.
The twist is to use the turbines to also pump air into underground formations to compress it. The compressed air is then released to turn generators, producing power when the wind is not blowing or demand is too great for the wind to keep up with. The geologic situation below the surface looks promising.
"One of two formations have to be present - a salt dome or depleted aquifers, either gas or water," Wilby said. "The Panhandle is an ideal place for that."
_________________________________________
Everywhere that I drive I see wind generators -- either generating electricity or parts on a truck headed down the highway. This part of the world is fast becoming the Wind Power Generation Capitol of the World.
Friday, July 27, 2007
Fred Thompson is Our Best Chance
The Right is abuzz
All because
They didn't like Fred's choice
To manage the race.
I think if they look
They'll see he threw out the book
And he's running his own
Campaign.
If you consider that Fred
Is already ahead
And hasn't yet
Even declared
And how the left wing
Has started to sing
All the sins of his past
On the air
You might stop and think,
"Would they raise all this stink
If they didn't think he
Was a threat?"
The left-leaning press
Just stirs up the mess
In an effort to
Split up the right.
They press all the hot spots
Tryin' to tie up in knots
The strength of Fred's
Fast growing base.
We should give it some time,
It will all work out fine
For our candidate's
Shrewd like a fox.
He's got the appeal
That can seal up the deal
If we'll trust him
To do what is right.
I know that's a bit tough
Because we've all had enough
Of the Washington
Inside elite.
If we want him to win
We'll just have to give in
And let him do this
His own way.
He's the best that we've got
Because a Democrat is not
Who we want to win
The big race.
Fred has the best chance
Of leading the dance
For a Republican
Victory in oh-eight!
_____________
Fred, if you or your staff happen to see this, you ought to give serious consideration to Kay Bailey Hutchinson as a running mate!
All because
They didn't like Fred's choice
To manage the race.
I think if they look
They'll see he threw out the book
And he's running his own
Campaign.
If you consider that Fred
Is already ahead
And hasn't yet
Even declared
And how the left wing
Has started to sing
All the sins of his past
On the air
You might stop and think,
"Would they raise all this stink
If they didn't think he
Was a threat?"
The left-leaning press
Just stirs up the mess
In an effort to
Split up the right.
They press all the hot spots
Tryin' to tie up in knots
The strength of Fred's
Fast growing base.
We should give it some time,
It will all work out fine
For our candidate's
Shrewd like a fox.
He's got the appeal
That can seal up the deal
If we'll trust him
To do what is right.
I know that's a bit tough
Because we've all had enough
Of the Washington
Inside elite.
If we want him to win
We'll just have to give in
And let him do this
His own way.
He's the best that we've got
Because a Democrat is not
Who we want to win
The big race.
Fred has the best chance
Of leading the dance
For a Republican
Victory in oh-eight!
_____________
Fred, if you or your staff happen to see this, you ought to give serious consideration to Kay Bailey Hutchinson as a running mate!
Thursday, July 26, 2007
Detour
When you move frequently
It is difficult to maintain
Friendships with those
From whom you move away.
It takes effort to maintain
The relationship.
It is always rewarding
But never easy.
Today I made the effort
And it was a wonderful
Side-trip to my travels.
It was only for a couple of hours
But it felt as though the connection
Was renewed and re-energized.
Not only did we visit
But I got the grand tour
Of the new home they are building
That overlooks a beautiful valley
With a creek flowing through.
It is an outstanding site on a hill.
The house is positioned
To maximize the view.
It is uniquely designed
Of native stone
With terraces and a veranda.
I am happy for them.
It is difficult to maintain
Friendships with those
From whom you move away.
It takes effort to maintain
The relationship.
It is always rewarding
But never easy.
Today I made the effort
And it was a wonderful
Side-trip to my travels.
It was only for a couple of hours
But it felt as though the connection
Was renewed and re-energized.
Not only did we visit
But I got the grand tour
Of the new home they are building
That overlooks a beautiful valley
With a creek flowing through.
It is an outstanding site on a hill.
The house is positioned
To maximize the view.
It is uniquely designed
Of native stone
With terraces and a veranda.
I am happy for them.
Wednesday, July 25, 2007
Trustworthiness in Business
The meeting today went well. The format changed at the last minute. What was anticipated to be a more formal setting turned into a 2-hour informal discussion. It was all good though. It may take a couple of additional visits to get a deal put together, but it looks promising.
These meetings are exhausting. I get "keyed up" prior to them and then experience a big letdown afterward -- no matter whether they are good or bad. I think it is due to fatigue. After a good night's rest it will be easier to critically evaluate the discussions.
This particular opportunity could catapult our company to a much higher level of recognition in the industry while providing a steady stream of business. The prospect in this case is considered a major player in the industry. Part of the structure that we are evaluating is a co-marketing arrangement with them that would create a brand identity. It definitely has the potential of a large win-win scenario.
Tomorrow begins the follow-up and follow-through stage of the process. We each have tasks to accomplish quickly that will determine movement to the next stage of discussions. Say what you will do and do what you say. Reputation is crucial. We have worked hard to build a solid reputation of excellent service, timely delivery, and value for the investment.
I've always tried to teach my kids that the only thing you truly own in this life is your word. Everything else can be taken away from you (just read up on Job in the Old Testament). Whether or not your word is trustworthy defines who you are to a large extent. Will you deliver on your promise? Will you do what you said you would? The perception that others have of you in this regard can often determine your success or failure. Many businesses and individuals have lost sight of the value of honesty, integrity, and trustworthiness. It's too bad.
These meetings are exhausting. I get "keyed up" prior to them and then experience a big letdown afterward -- no matter whether they are good or bad. I think it is due to fatigue. After a good night's rest it will be easier to critically evaluate the discussions.
This particular opportunity could catapult our company to a much higher level of recognition in the industry while providing a steady stream of business. The prospect in this case is considered a major player in the industry. Part of the structure that we are evaluating is a co-marketing arrangement with them that would create a brand identity. It definitely has the potential of a large win-win scenario.
Tomorrow begins the follow-up and follow-through stage of the process. We each have tasks to accomplish quickly that will determine movement to the next stage of discussions. Say what you will do and do what you say. Reputation is crucial. We have worked hard to build a solid reputation of excellent service, timely delivery, and value for the investment.
I've always tried to teach my kids that the only thing you truly own in this life is your word. Everything else can be taken away from you (just read up on Job in the Old Testament). Whether or not your word is trustworthy defines who you are to a large extent. Will you deliver on your promise? Will you do what you said you would? The perception that others have of you in this regard can often determine your success or failure. Many businesses and individuals have lost sight of the value of honesty, integrity, and trustworthiness. It's too bad.
Tuesday, July 24, 2007
Informally Formal
Providing a level of informality in a small-group formal presentation is best done through a team approach. Two people are adequate for the format. While one is presenting the planned program a second team member watches the audience for attention and for key points to emphasize. If the eyes glaze over, it is appropriate for the non-presenter to interrupt, interject, and question the presenter. This does several things. 1) It lets the audience know that it is alright to ask questions or to interject their thoughts. 2) It makes the presentation less formal and 3) It regains their attention.
It is critical to keep the audience fully engaged in what you are saying. It is also important to repeat key points in multiple ways. Typically a person must hear something 4 or 5 times before it is learned. This is especially true if you are attempting to shift their paradigm. If they are not used to the logical progression that you want them to follow or you are presenting something that doesn't fit their preconceptions, you will have to present the same information multiple times to change their thinking.
It is a fine line between presenting the same information in multiple ways versus repeating yourself. You don't want to just be repetitive. Sometimes you must be creative in order to reiterate a point. One of the oldest rules is to "tell them, tell them again, and then tell them what you told them." It is always better if you can tell them with pictures. Most people are visual learners. Paint the picture for them and they will learn it more quickly than if you just cover them with facts.
Well, once again it is obvious where my mind is focused. Tomorrow will be a long day but I always am excited about these opportunities. Whether I close the sale tomorrow or it is just a step toward the close, it is going to be a good day. It's the journey, not the destination.
It is critical to keep the audience fully engaged in what you are saying. It is also important to repeat key points in multiple ways. Typically a person must hear something 4 or 5 times before it is learned. This is especially true if you are attempting to shift their paradigm. If they are not used to the logical progression that you want them to follow or you are presenting something that doesn't fit their preconceptions, you will have to present the same information multiple times to change their thinking.
It is a fine line between presenting the same information in multiple ways versus repeating yourself. You don't want to just be repetitive. Sometimes you must be creative in order to reiterate a point. One of the oldest rules is to "tell them, tell them again, and then tell them what you told them." It is always better if you can tell them with pictures. Most people are visual learners. Paint the picture for them and they will learn it more quickly than if you just cover them with facts.
Well, once again it is obvious where my mind is focused. Tomorrow will be a long day but I always am excited about these opportunities. Whether I close the sale tomorrow or it is just a step toward the close, it is going to be a good day. It's the journey, not the destination.
Monday, July 23, 2007
The Power of the Point
Sometimes my mind gets in "high gear" and I just write. There's no plan. I just write.
It usually happens when I have something on my mind. Right now it's a big presentation that I've been preparing. I will be headed for Fort Worth early on Wednesday for a meeting with a large prospective customer. I've been working on my Power Point slides off-and-on all day -- between phone calls, e-mails, interruptions, etc.
I work best on these types of presentations in "fits and starts." Yeah, I know, that doesn't sound especially organized, but it's how my mind works. I spend time developing ideas in my head -- usually while I go about other tasks. I've been working on this in my head since my trip to Denver last week. Usually I am able to "dump" it all at once. To a large extent, that's what I did today.
I spent a couple of hours gathering material -- photos, statistics, etc. Then I spent most of the day developing the slides. Now I'm in the refining mode. I know that my mind is working on it even as I type because my head feels a little like a caffeine buzz. I also am not able to focus on other things for any length of time -- like blogging -- and making it rhyme. So, after about a half-dozen poetic starts I have abandoned poetry for the evening and will ramble my thoughts out on the keyboard. By morning I will know what refinements that I need to make and should be able to do any fixes fairly quickly. That will leave me most of the day tomorrow to practice and to work on transitions.
Power Point presentations are wonderful. I have been doing them for many years and find them to be very effective if done well or very boring if done poorly. The presenter MUST NOT read from the slides or tell what is on the slides from memory. The slides should be heavily image based -- NOT a continuous series of bullet points and charts. The images should fix the thought that is presented verbally into the mind of the audience. There also should be a few minor surprises slipped into the slides -- humor. The humor should be relevant to the presentation. It will help to emphasize points. It can be subtle but not overly so because the audience must get the point.
The oral presentation should include questions that require a small amount of audience participation. It can't get out of hand. It must be relevant. All parts of the presentation should be framed from the perspective of the customer/audience. Don't just get up and tell how great you and your company are, tell the customer how you are going to make/save him money or solve a problem that he faces. Orient around customer value NOT how valuable you think you are.
Give the customer facts and testimonials -- NOT opinions and company propaganda. Show him the benefits. Show him the money. Show him VALUE. If you play your cards right, price won't even come into the discussion until his decision has already been made. Sell the sizzle.
Well, I guess this post confirms where my mind is focused. It was good to review these points. Now I need to make sure that I've followed my own advice!
It usually happens when I have something on my mind. Right now it's a big presentation that I've been preparing. I will be headed for Fort Worth early on Wednesday for a meeting with a large prospective customer. I've been working on my Power Point slides off-and-on all day -- between phone calls, e-mails, interruptions, etc.
I work best on these types of presentations in "fits and starts." Yeah, I know, that doesn't sound especially organized, but it's how my mind works. I spend time developing ideas in my head -- usually while I go about other tasks. I've been working on this in my head since my trip to Denver last week. Usually I am able to "dump" it all at once. To a large extent, that's what I did today.
I spent a couple of hours gathering material -- photos, statistics, etc. Then I spent most of the day developing the slides. Now I'm in the refining mode. I know that my mind is working on it even as I type because my head feels a little like a caffeine buzz. I also am not able to focus on other things for any length of time -- like blogging -- and making it rhyme. So, after about a half-dozen poetic starts I have abandoned poetry for the evening and will ramble my thoughts out on the keyboard. By morning I will know what refinements that I need to make and should be able to do any fixes fairly quickly. That will leave me most of the day tomorrow to practice and to work on transitions.
Power Point presentations are wonderful. I have been doing them for many years and find them to be very effective if done well or very boring if done poorly. The presenter MUST NOT read from the slides or tell what is on the slides from memory. The slides should be heavily image based -- NOT a continuous series of bullet points and charts. The images should fix the thought that is presented verbally into the mind of the audience. There also should be a few minor surprises slipped into the slides -- humor. The humor should be relevant to the presentation. It will help to emphasize points. It can be subtle but not overly so because the audience must get the point.
The oral presentation should include questions that require a small amount of audience participation. It can't get out of hand. It must be relevant. All parts of the presentation should be framed from the perspective of the customer/audience. Don't just get up and tell how great you and your company are, tell the customer how you are going to make/save him money or solve a problem that he faces. Orient around customer value NOT how valuable you think you are.
Give the customer facts and testimonials -- NOT opinions and company propaganda. Show him the benefits. Show him the money. Show him VALUE. If you play your cards right, price won't even come into the discussion until his decision has already been made. Sell the sizzle.
Well, I guess this post confirms where my mind is focused. It was good to review these points. Now I need to make sure that I've followed my own advice!
Sunday, July 22, 2007
The Foxhole
When I was a kid we lived in town
Right next to an empty lot
That became a battlefield
Which imagination sought
With vigorous quest for glory
To be just like John Wayne
Defeating the evil forces
That charged across the plain.
With shovel and spoon we dug a pit
That became our hiding place;
A foxhole in the heat of war
Or just a private space
To get away from parents
Who seemed always watching out
To keep us out of trouble
At which they would shout
"I see you!" And we
Would duck back in our hole
And plot some new mischief
That we felt was our role
As spies against the neighbor kid
That we didn't understand
Who was sometimes on receiving end
Of dirt clods from our hand.
We weren't trying to hurt him
But it was World War II
And he was just a Nazi
Who didn't have a clue
That we were laid in ambush
Against the evil foe
Who were trying to kill our brothers
And we knew they had to go
So we hurled the clods
Across the street
Which sometimes struck their house
And then we ran on wing-ed feet
Lest they should figure out
Who fired the shot.
But without fail it seems
We always did get caught.
Why couldn't our parents understand
That it was truly war
And we were just defending them
Against the tyranny at their door?
Right next to an empty lot
That became a battlefield
Which imagination sought
With vigorous quest for glory
To be just like John Wayne
Defeating the evil forces
That charged across the plain.
With shovel and spoon we dug a pit
That became our hiding place;
A foxhole in the heat of war
Or just a private space
To get away from parents
Who seemed always watching out
To keep us out of trouble
At which they would shout
"I see you!" And we
Would duck back in our hole
And plot some new mischief
That we felt was our role
As spies against the neighbor kid
That we didn't understand
Who was sometimes on receiving end
Of dirt clods from our hand.
We weren't trying to hurt him
But it was World War II
And he was just a Nazi
Who didn't have a clue
That we were laid in ambush
Against the evil foe
Who were trying to kill our brothers
And we knew they had to go
So we hurled the clods
Across the street
Which sometimes struck their house
And then we ran on wing-ed feet
Lest they should figure out
Who fired the shot.
But without fail it seems
We always did get caught.
Why couldn't our parents understand
That it was truly war
And we were just defending them
Against the tyranny at their door?
Saturday, July 21, 2007
Cultivating Cotton
A handful of soil trickles through his fingers
As he looks across the ground
So recently covered by the massive
John Deere tractor and plow.
Squatting on one heel
He digs into the loose soil
Testing the moisture
And the depth of the cultivation.
A smile creases the weathered face
As he heads back
To the pickup,
Cellphone pressed to his ear,
Directing one of the hired hands
On which field to cover next.
The blooms are setting well
And the promise of fall is heightened
By good rains that have fallen.
If it doesn't hail
And there's not an early freeze
And nothing breaks down
He might make a little money this year.
The banker will appreciate that.
They aren't too happy
When you have to carry the note over
Into the new crop year.
Let's hope the price holds...
As he looks across the ground
So recently covered by the massive
John Deere tractor and plow.
Squatting on one heel
He digs into the loose soil
Testing the moisture
And the depth of the cultivation.
A smile creases the weathered face
As he heads back
To the pickup,
Cellphone pressed to his ear,
Directing one of the hired hands
On which field to cover next.
The blooms are setting well
And the promise of fall is heightened
By good rains that have fallen.
If it doesn't hail
And there's not an early freeze
And nothing breaks down
He might make a little money this year.
The banker will appreciate that.
They aren't too happy
When you have to carry the note over
Into the new crop year.
Let's hope the price holds...
Friday, July 20, 2007
Workout
I am constantly amused
By those who are confused
About simple things in life.
They buy a membership to the gym
To stay fit and trim
To look good for their husband or wife.
Then they head into town
To take a look around
For some labor saving device
That will make pulling weeds
A task of quiet ease
And not even think twice.
Then a mower for riding
Not a push one for striding
Around and around their lawn
Is the next acquisition
For their lofty position
Won't let them do work like a pawn.
Why work up a sweat
When you wash the Corvette?
Hire a college kid needing some bread.
Don't paint your own house
Pay a friend of your spouse
To apply it evenly spread.
And all of those jobs
That need labor in gobs
Are beneath the dignity
So have them all done
By somebody's son
Then you won't have to get dirty.
If work is so bad
That you hire some young lad
To labor out there in the yard
Why is it you spend
Most days and weekend
In the gym working so hard?
By those who are confused
About simple things in life.
They buy a membership to the gym
To stay fit and trim
To look good for their husband or wife.
Then they head into town
To take a look around
For some labor saving device
That will make pulling weeds
A task of quiet ease
And not even think twice.
Then a mower for riding
Not a push one for striding
Around and around their lawn
Is the next acquisition
For their lofty position
Won't let them do work like a pawn.
Why work up a sweat
When you wash the Corvette?
Hire a college kid needing some bread.
Don't paint your own house
Pay a friend of your spouse
To apply it evenly spread.
And all of those jobs
That need labor in gobs
Are beneath the dignity
So have them all done
By somebody's son
Then you won't have to get dirty.
If work is so bad
That you hire some young lad
To labor out there in the yard
Why is it you spend
Most days and weekend
In the gym working so hard?
Thursday, July 19, 2007
Back Home Again
It's the pits when I don't get a chance to blog. The last couple of days have been full, full, full! That's good though because there was quite a bit of it that was productive.
I am back home. It was a great trip to Denver to the National Cattlemen's Beef Association (NCBA) mid-summer conference. It is still going on, but I did not stay for all of it. Basically I traveled up to attend a committee meeting and to meet with a few customers and prospects. All of it turned out well. The meeting that I mentioned in the last post actually fell through and has been rescheduled at their place of business. I'm still excited about the opportunity and more so because they initiated the contact and in spite of scheduling difficulties, they continue to express much interest.
I know that I've mentioned it before, but I enjoy meeting with customers and prospects more than any other part of my job. We offer a service that is innovative and of high value. It is easy to get excited about educating people on how it can benefit their operation.
Education is another major component of successful selling. A good salesperson needs to be an exceptional educator. If you cannot explain, teach, show, etc. your product in a manner that highlights the benefits to your customer, you will struggle with sales. A good salesman knows his offering and can easily and quickly articulate its features and benefits -- with excitement! Your enthusiasm if genuine, is contagious. You should be excited about what you are selling. If you're not, you need to find something else to occupy your time!
I am back home. It was a great trip to Denver to the National Cattlemen's Beef Association (NCBA) mid-summer conference. It is still going on, but I did not stay for all of it. Basically I traveled up to attend a committee meeting and to meet with a few customers and prospects. All of it turned out well. The meeting that I mentioned in the last post actually fell through and has been rescheduled at their place of business. I'm still excited about the opportunity and more so because they initiated the contact and in spite of scheduling difficulties, they continue to express much interest.
I know that I've mentioned it before, but I enjoy meeting with customers and prospects more than any other part of my job. We offer a service that is innovative and of high value. It is easy to get excited about educating people on how it can benefit their operation.
Education is another major component of successful selling. A good salesperson needs to be an exceptional educator. If you cannot explain, teach, show, etc. your product in a manner that highlights the benefits to your customer, you will struggle with sales. A good salesman knows his offering and can easily and quickly articulate its features and benefits -- with excitement! Your enthusiasm if genuine, is contagious. You should be excited about what you are selling. If you're not, you need to find something else to occupy your time!
Tuesday, July 17, 2007
Howdy From Denver!
Hello from the great state of Colorado. I'm in the mile-high city of Denver after making the drive up from Amarillo. They may have shot the Emperor of Colorado yesterday, but there are still plenty of crazies here.
Part of that drive is enjoyable, and part of it is the pits. From Amarillo to Pueblo is not bad. Once you get to Pueblo on I-25, the traffic starts to pick up and gets worse all the way into Denver where it becomes a parking lot. In the future I think I'll approach from the east. It usually isn't too bad.
From Clayton to Raton, New Mexico, is my favorite part of the trip. This year the grass is green and seems to stretch forever. I've always been one to count the antelope that I see across that stretch of approximately 90 miles. Today, I counted in excess of 200 of them that I could see clearly and "think" I saw another 50 or so. They have really thrived in that open stretch of country.
The trip took a bit longer than usual due to stopping to maintain a cell phone signal at various points along the way. Just because I'm traveling doesn't mean that business stops. In fact, I generally have to allow extra time in my traveling itinerary to accommodate calls. Most of the time they are routine, but today I had a great call from a potential customer. He was referred to us by an existing customer (referrals are wonderful). I spent nearly one-half hour on the cell phone while parked beside the highway educating him on what we do in our business. He had a number of misconceptions that needed clarification.
Misconceptions are something that every salesman needs to learn how to handle. The best way that I've seen to approach it is by asking lots of questions. You have to understand where the prospect is in his thinking before you can begin to fill in the gaps and clear up misunderstandings. Questions also get the prospect to loosen up because they get to talk. Everyone wants to say what they know and feel that it is important. That's why God gave us 2 ears and 1 mouth. We need to learn to listen at least twice as much as we speak. One of the primary tools the salesman needs to develop is the skill of listening.
Tomorrow is meetings. These are not the most productive kind of meetings -- they're more political. Committee meetings. I like meeting with customers -- not indecision non-makers. The call today was fortuitous (I like that word) because I was able to fill in an open time-slot tomorrow with a meeting with the prospect that I talked to today. Wish me luck.
Part of that drive is enjoyable, and part of it is the pits. From Amarillo to Pueblo is not bad. Once you get to Pueblo on I-25, the traffic starts to pick up and gets worse all the way into Denver where it becomes a parking lot. In the future I think I'll approach from the east. It usually isn't too bad.
From Clayton to Raton, New Mexico, is my favorite part of the trip. This year the grass is green and seems to stretch forever. I've always been one to count the antelope that I see across that stretch of approximately 90 miles. Today, I counted in excess of 200 of them that I could see clearly and "think" I saw another 50 or so. They have really thrived in that open stretch of country.
The trip took a bit longer than usual due to stopping to maintain a cell phone signal at various points along the way. Just because I'm traveling doesn't mean that business stops. In fact, I generally have to allow extra time in my traveling itinerary to accommodate calls. Most of the time they are routine, but today I had a great call from a potential customer. He was referred to us by an existing customer (referrals are wonderful). I spent nearly one-half hour on the cell phone while parked beside the highway educating him on what we do in our business. He had a number of misconceptions that needed clarification.
Misconceptions are something that every salesman needs to learn how to handle. The best way that I've seen to approach it is by asking lots of questions. You have to understand where the prospect is in his thinking before you can begin to fill in the gaps and clear up misunderstandings. Questions also get the prospect to loosen up because they get to talk. Everyone wants to say what they know and feel that it is important. That's why God gave us 2 ears and 1 mouth. We need to learn to listen at least twice as much as we speak. One of the primary tools the salesman needs to develop is the skill of listening.
Tomorrow is meetings. These are not the most productive kind of meetings -- they're more political. Committee meetings. I like meeting with customers -- not indecision non-makers. The call today was fortuitous (I like that word) because I was able to fill in an open time-slot tomorrow with a meeting with the prospect that I talked to today. Wish me luck.
Monday, July 16, 2007
Tiny Hands
Bent and battered
With fading paint
It waits for tiny hands
To rest upon
The sagging cab
While pushing 'cross the lands
Of imagination
Filled with dirt and grass
And leaves and sticks
For building roads
And towns and
Bridges over creeks
Where live the toads
It rolls about its work
To the sounds of voooomm
And eeeerrk and bblluuudum
Filling the air
Beneath the tree
Where once it labored
Alongside the spoon
And a coffee can
That are now only
Memories for a grandfather
Who can hardly wait
For those tiny hands.
My Conservative Identity
I found this quiz over at My Vast Right Wing Conspiracy. I am a Faith-Based Fighter.
My Conservative Identity:
You are a Faith-Based Fighter, also known as a religious conservative. You believe in Judeo-Christian values, restoring God’s rightful place in the public square, and in showing all the unwashed and unsaved liberal sinners the path to salvation, or at least to the GOP.
Somehow I'm not too surprised at the results.
Ice Cream and Ethanol
OK ice cream lovers. It's time to rebel!!!
Ice-cream makers frozen out as corn price rises
From The Times
July 16, 2007
Suzy Jagger and Carl Mortished
What’s the connection between ethanol, the biofuel produced from corn, and a cherry vanilla ice-cream?
Answer: the first is responsible for pushing up the price of the other.
This month, the price of milk in the United States surged to a near-record in part because of the increasing costs of feeding a dairy herd. The corn feed used to feed cattle has almost doubled in price in a year as demand has grown for the grain to produce ethanol.
Christina Seid, whose family have been making ice-cream at the Chinatown Ice Cream Factory for 28 years, said yesterday that she expected to have to raise her prices, along with all competitors in the short term. “We are holding out as long as we can, but prices will rise,” Ms Seid said.
Amy Green’s Ivanna Cone ice-cream emporium in Lincoln, Nebraska, has already raised its prices for a small cone to $3.50 before tax, up from $2.95 a few months ago. She also estimates that she is paying $150 more a week for the butterfat that she uses in her ice-cream.
The squeeze on ice-cream makers, chocolate manufacturers and pizza companies – all of whom use dairy produce as a raw material – is set to tighten as the price of a gallon of milk in the US – up 55 per cent in the past 12 months in some American states – is now the same as a gallon of petrol, with dairy prices accelerating faster than the cost of fuel.
Prices for dairy products have also risen because of increasing demand from China and the Middle East along with the drought in Australia, reduced subsidies in the European Union and the rocketing cost of corn.
______________________________________
I don't know about you, but I think that when the ethanol boondoggle starts affecting the price of ice cream they've gone too far!!
Ice-cream makers frozen out as corn price rises
From The Times
July 16, 2007
Suzy Jagger and Carl Mortished
What’s the connection between ethanol, the biofuel produced from corn, and a cherry vanilla ice-cream?
Answer: the first is responsible for pushing up the price of the other.
This month, the price of milk in the United States surged to a near-record in part because of the increasing costs of feeding a dairy herd. The corn feed used to feed cattle has almost doubled in price in a year as demand has grown for the grain to produce ethanol.
Christina Seid, whose family have been making ice-cream at the Chinatown Ice Cream Factory for 28 years, said yesterday that she expected to have to raise her prices, along with all competitors in the short term. “We are holding out as long as we can, but prices will rise,” Ms Seid said.
Amy Green’s Ivanna Cone ice-cream emporium in Lincoln, Nebraska, has already raised its prices for a small cone to $3.50 before tax, up from $2.95 a few months ago. She also estimates that she is paying $150 more a week for the butterfat that she uses in her ice-cream.
The squeeze on ice-cream makers, chocolate manufacturers and pizza companies – all of whom use dairy produce as a raw material – is set to tighten as the price of a gallon of milk in the US – up 55 per cent in the past 12 months in some American states – is now the same as a gallon of petrol, with dairy prices accelerating faster than the cost of fuel.
Prices for dairy products have also risen because of increasing demand from China and the Middle East along with the drought in Australia, reduced subsidies in the European Union and the rocketing cost of corn.
______________________________________
I don't know about you, but I think that when the ethanol boondoggle starts affecting the price of ice cream they've gone too far!!
Sunday, July 15, 2007
Sunsets
In An Appeal for ideas, Big White Hat asked, "Where are the best locations to see the sunset?" The one above was shot on the Figure 3 Ranch near Amarillo. Can you guess what movie?
Sunset on the open plains
Is a sight to behold.
The sky is filled with blues,
Yellows, reds and gold.
Bold strokes paint the
Flame of day
To slowly fade
Across the way
'Til only memories
Of the vivid hues
Are left upon the
Minds-eye view.
_____________________
The amount of dust and other particulates in the air combined with the unobstructed view is what makes the sunset on the plains such a beautiful site. Increased dust levels adds more red to the range of colors seen.
(The movie is Indiana Jones and The Last Crusade.)
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