I was in a sales meeting recently that was quite impressive. It was national in scope yet targeted to the local market.

As I listened to leaders speak I was stuck with the thought, if I was asked to speak, what would I present as my thoughts on how to grow the company long term. My answer, find the why. We all know the way and generally know the how, but in my humble opinion, it is the why that propels a person or company forward. I define the why as some organization, charity or area of giving that you can get involved with and support that moves you emotionally.

When I was at my lowest point financially (1990) and was at the point of bankruptcy from the restaurants, I discovered that just making money for the sake of making money did not drive me. I needed something more. I found that giving was healing to my soul and I also found in my daughter’s eyes the desire and drive I needed to make a better life for them and I knew at that time that I needed to lay the foundation for the future of my family. I wanted my daughters to be without need but also to respect the role money plays in our life and the impact of what helping others has on your soul, your personality and your self-esteem.

Without going into too much detail, we started as a family seeing money as a way to help others and be right before God.

So, if I were a speaker at a business conference, I would try as best I could to find the “why” and not just the “how.” Money is good and useful especially when you are paying bills, but money, just for the sake of money or sales goals just for the sake of sales goals, leaves an empty space in our soul that can only be filled by finding a “why” that moves you emotionally. It makes you want to make more money so you can have more to give. It literally changes the viewing lens through which you see the world. KT

In sales, one of the most difficult things for sales people to do is get to the question.

If you are a pastor, insurance salesman, under-writer, corporate executive, home builder or you work at Walmart, there is question that must be asked. The question is “how can I help you?” which really means “do you want to buy it?”

We sell hotels and every transaction happens because after all the presentations are done, someone asked “how can I help you?”

When I think of this, I think of when I was playing football in High School. We were playing Griffin High school at their home stadium and the stands were full and people were cheering. They had this little tailback named Frunie Mathews and he was hands down, the fastest running back we had played against. 19 seconds before the half, we punted to Griffin and Frunie got the ball. He didn’t score but we couldn’t catch him either. He just ran and juked all over the field and refused to be brought down. The 19 seconds on the clock ran out and he was still running (as I remember) for what seemed like a good minute or two. He finally slipped down and was so tried he just stayed down. He didn’t score but it was not because of our tremendous defense. He just got tired and fell.

I think of this story in terms of selling and many people in all walks of life can get lost talking about an issue and never bring it to a point. There is always a point you need to make and if you don’t ever get there, it is like the clock just runs out and no one wins.

I had this salesman some years ago and he was one of the best educated, professional and articulate salesman I had ever met. The problem was he could never get to the question. Sure, he impressed everyone with his knowledge but he never made the sale. At some point in every sales pitch you must ask the buyer if they want to buy it. If you are a pastor, trust me, you are a salesman whether you think you are or not and the reality is, we are all salespeople regardless of what it is we do. We are selling ourselves, our opinions, our thoughts and our influence.

So, the next time you are making a sales pitch or leading a group or doing a presentation, remember Frunie Mathews and be sure to get to the point and ask the question. KT

Abraham Lincoln made the following quote; nearly all men can stand adversity, but if you want to test a man’s character, give him power.

This statement is very insightful and so very true. We all know people in our personal lives that were given a new title or new position and they allowed it to change them. It is almost comical but it happens often in churches. A person is asked to serve as a committee chairman and the next thing you know, he starts acting like he is the state Governor. Ha. Abraham Lincoln was right on point when he said that one of the greatest tests of a person’s character is how they handle leadership.

Some years ago, one the congressmen from Georgia was a personal friend of mine. His name was Mack Collins. I talked with Mack one day and told him I wanted to come to Washington and hang out with him for a day. We set it up and I show up at the Congressional office buildings in Washington and tell them I was there to meet with Mack Collins. After I had a prostate exam (ha) they allowed in the building. As I was walking to Mack’s office I passed the congressional offices for many states and I was struck with the feeling of power that oozed from every hallway. Mack was the real deal who didn’t let a title or position change who he was. When he left congress, he was the same man as when he began. Not everyone I met that day could say that.

Over the years in Georgia, we have elected some dozes for congress. I won’t name names, but several served some jail time for illegal activity, embezzlement and various other sundry infractions. Why? They just could not handle being given authority. Two of which I now speak of, were there that day and the impression you instantly got being around them was that they were arrogant, pompous and had let the power of an elected office cloud who they were. They both failed in their reelection campaigns and both were investigated by the authorities.

I remember Mack took me into meetings at the capital and I had the opportunity to watch and listen from the sidelines. It is the only place I have ever heard that much money being talked about and it was easy to see how that could change someone. As with every organization from a church to a gym, there are people who didn’t let leadership change who they were and then there are ones that just couldn’t handle a position of authority.

I remember before I left, I was in Mack’s private office and he had a plaque on his desk that read “Be Real.” That is a perfect Image to all of us to remember. Just be who we are. Even in the bible, God warned people to respect and honor the position he had given them. Many times they didn’t listen and he had to replace them with someone else who would still listen and not get lost in a position of power or authority.

So I suppose Mack Collins’s little desk plaque is good instruction for us to remember. Be Real. KT