Hot Air Factor...

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In This Issue:
Quotes of the Week
The Hot-Air Factor
Bookmark - Pichai: The Future of Google
Inspirational Words
Spiritual Centre
Story Time
Time to Smile
Feedback

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"Change Gears" eZine is a no-cost electronic newsletter dedicated to helping people be more effective and fulfilled--to be masters of change instead of victims of change. What follows are tips, strategies, quotes, resources and shortcuts to getting more done in less time and having fun in the process--to living a more productive and fulfilling life. We're always on the lookout for information to help you live and work more effectively.

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Quotes of the Week

"There are no new fundamentals. You've got to be a little suspicious of someone who says, "I've got a new fundamental." That's like someone inviting you to tour a factory where they are manufacturing antiques." - Jim Rohn

"Twenty years from now you will be more disappointed by the things that you didn't do than by the ones you did do. So throw off the bowlines. Sail away from the safe harbor. Catch the trade winds in your sails. Explore. Dream. Discover." - Mark Twain

"The aspects of things that are most important to us are hidden because of their simplicity and familiarity". - Ludwig Wittgenstein

"Deal honestly and objectively with yourself; intellectual honesty and personal courage are the hall marks of great character." - Brian Tracy

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The Hot-Air Factor: How Full of It Are You?

Sometimes salespeople get a bad rap. Sometimes they create it.

Sales requires self confidence -- but there's a fine line between self confidence and cockiness. A finer line between self-assured and arrogance. And the finest line -- between proud and egotistical.

As a professional salesperson, there's a career of difference between self talk = self performance (the right way) and loose lips sink ships (the ultra-wrong way).

Salespeople are not the most loved group of professionals to begin with. We rank above politicians, tax collectors, and (especially) lawyers, but below dentists and dog catchers. All that a salesperson can hope to do is establish a great reputation, and let that propel him to success.

Since the prospect buys the salesperson first -- reputation is as valuable (and critical) an element as a he or she can have. How is yours?

One bad event, situation, or story can ruin years of hard work. Continuing stories of neglect or overpromising breed career destruction. A salesperson's self-delusion (failure to admit the problem, and thinking nothing is wrong) will make the situation worse.

Sales hot-air can occur at any level. Customers, prospects, bosses and co-workers are all potential victims.

"Come on Jeffrey," you say, "Get to the point. Give me some examples of self-destructive talk -- what is sales "hot-air?" Relax, helium breath, here `tiz.

7.5 examples of Hot Air -- (even though I'm sure none of these apply to you).

1. BTNA -- Big talk - no action. Too much time talking about the sales you're going to make and not enough time making them.
2. Bragging too soon - Before the deal is signed, sealed, and a check delivered.
3. Bragging too much -- No one but you wants to hear it. If you really need to hear yourself -- just make a tape of yourself and replay it in your car until you get as sick of it as others.
4. Bragging at the expense of others -- Beat the competition, but don't beat them into the ground. A variation of this is making someone else look like a fool. Bragging about someone you took advantage of or tricked.
5. Using others as scapegoats to get yourself off the hook -- Better known as covering your butt, or the inability to accept responsibility. Blaming others for your failings is obvious to those listening, and makes a fool out of the teller.
6. Exaggerating the facts -- Each year the fish that got away increases in size. Stay within the parameters of what you know to be true -- or less. Understated is always better.
7. Using insincere words -- Honestly, truthfully, quite frankly, and I mean that, are words that alienate.
7.5 Talking past the sale -- Knowing when to shut up and go home. Employing any one of the above elements after a sale has been consummated -- but before you leave will jeopardize the sale. It's known as "buying it back," and it happens often. The rule of thumb in sales is "less is more."

Hot air has interesting negative side effects...

? It wastes everyone's time.
? It's the most unproductive and negative use of your time possible.
? It makes you look like a fool.
? It lowers your respect factor by 100.
? It gets people talking behind your back.
? It prevents advancement.
? It can get you fired.

Who wants that? No one, but these side effects are linked to people with severe cases of hot air.

How do you know if this is you? How do you know if you're blowing hot air? Well, no one is without some guilt. It's hard not to brag if you just made a big sale, and took it out from under the nose of your biggest competitor.

The rules are simple:

? Don't say anything behind anyone's back you wouldn't say to their face.
? Don't say something you wouldn't want said about you.
? Don't say anything you have to remember (lies must be remembered, or you get tripped up with the truth).

? Don't say anything you couldn't say in front of your mom.

The key is to temper your remarks with humility.

Your challenge is to always bring out the good side in your words.

Your challenge is to employ self-discipline in getting past hot-air.

Your challenge is self-rule or self destruct.

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Bookmark - Pichai: The Future of Google
Author: Jagmohan S. Bhanver
Price: Rs.137/-

On 10 August 2015, an unassuming product expert who learnt his ropes at IIT Kharagpur was declared the next CEO of tech giant Google. Sundar Pichai's appointment was hardly an unexpected one. Pichai is a man known as much for his veritable Midas touch with every product he has developed for Google – Chrome, Chrome OS and Android to just name a few - as for his superlative people skills and calm approach to innovation and creativity. Yet, the company's decision to restructure its product lines and Pichai's appointment as the head of a leaner, more focused Google, has raised inevitable questions: What does Pichai's role indicate for the future of the tech giant? Will Google consolidate its position for existing products or will they focus on creating new ones? And will Pichai transform the organization that Page and Brinn created and led, or confirm the belief of a minority of naysayers that he is not yet ready for this daunting role? Pichai: The Future of Google examines these questions and more. Combining reportage and analysis, it throws light on Sundar Pichai's childhood and education, his entry into the tech world and quick rise up the ranks in Google, his experience with two different leaders, Schmidt and Page, and the takeaways from the Larry Page era, and his key contributions as a leader and tech-guru to Google's most successful properties. As much a study of the organization's fascinating eco-system that allows experimentations, innovation and progress to thrive Incisive and informative, as of the person chosen to head it, this book will inspire as much as it will inform.

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Inspirational Words

"The most pathetic person in the world is someone who has sight, but has no vision." - Helen Keller

"The most elusive and desired quality of leadership is vision. Vision is the perfume of the mind." - Harriet Rubin

"The depth and strength of a human character are defined by its moral reserves. People reveal themselves completely only when they are thrown out of the customary conditions of their life, for only then do they have to fall back on their reserves." - Leon Trotsky

"Everything's a circle. We're each responsible for our own actions. It will come back." - Betty Laverdure

Nurture your mind with great thoughts, for you will never go any higher than you think." - Benjamin Disraeli

"The subconscious mind makes no distinction between constructive and destructive thought impulses. It works with the material we feed it, through our thought impulses. The sub-conscious mind will translate into reality a thought driven by fear, just as readily as it will translate into reality a thought driven by courage or faith." - Napoleon Hill

"By thinking and acting affirmatively in this minute, you will influence the hour, the day, and the time, your entire life." - Denis Waitley

"Look at the weaknesses of others with compassion, not accusation. It's not what they're not doing or should be doing that's the issue. The issue is your own chosen response to the situation and what you should be doing. If you start to think the problem is "out there," stop yourself. That thought is the problem." - Stephen Covey

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Spiritual Centre - Zero Desires

We have to realise that having desires is only going to increase our unhappiness, and having zero desires is going to infinitely increase our happiness.

(C) Shri. Kamlesh D. Patel - President, Shri Ram Chandra Mission - https://www.sahajmarg.org

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Story Time - Rama, the dutiful Son

The King's mother died before she could eat the mango she had asked for and some wily courtiers convinced the king that his mother's soul would not rest in peace until a golden mango was given to each one of them.

Accordingly a long line of courtiers formed outside the palace. Rama met them at the gate and told them that each man would get as many golden mangoes as burns he agreed to receive on his body with red hot irons.

The courtiers gritted their teeth and suffered three of four burns each but when they went in, each man got only one golden mango. The courtiers were very angry and complained to the king. The king sent for Rama and asked for an explanation.

Said Rama: "Your Majesty, you mother died before she could eat the mango and mine died before she could be cauterised and I wished to fulfil her last wish."

The king realised that Rama was trying to show up the greedy courtiers and laughed and sent them away.

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Time to Smile - Life is Like That

Innocent Question...

Son: Daddy, I got punished in school today.

Dad: Why?

Son: My teacher pointed the scale towards me saying, "At the end of this scale there is an idiot.".

I just asked "Which end?".

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