"There are things known and there are things unknown, and in between are the doors of perception."

Aldous Huxley

As you think about your clients, allow this quote to serve as a thought-provoking reminder around the complexities of knowledge and perception.

When it comes to perception, I encourage you to remain curious and open-minded, to seek out new experiences, and to challenge your understanding of what is known and unknown, especially when it comes to your client relationships.

Do you believe your perceptions shape your understanding of reality? For those who answered yes, now, I would like for you to think about the perception your clients have about you.

Need I say more?

All of this raises questions about the truth and how subjective experiences influence our views.

In our time together, we're going to apply how wrapping your arms around perception, can positively impact your sales results.

Through the doors of your client's perception, lies their reality about you.

I believe that perception becomes a huge influencer in how your clients interpret and understand their reality. It's their perception that shapes their beliefs, emotions, and ultimately their decisions.

As a result, perception significantly impacts their experiences and interactions, both personally and professionally. By understanding and respecting their perception, this helps you become more effective in supporting, guiding and building trust.

Their perception, their reality. Change their perception, change their reality.

Perception is your perspective, solely based upon your experience.

Perception as defined in the Merriam-Webster dictionary, is a result of observing, a physical sensation interpreted in the light of experience, while perspective is a mental view or prospect.

These definitions underline the way people view things, and this is based upon past experiences. Your reality is comprised of a series of experiences that shape the way you see things.

According to Linda Humphreys, PhD, a psychologist and life, relationship, and spirituality coach, "Perception molds, shapes, and influences our experience of our personal reality. Perception is merely a lens or mindset from which we view people, events, and things."

Dr. Humphreys mentions that our past experiences greatly influence how we decode things, as certain people, things, and situations may trigger someone to interpret things through a positive or negative lens based on those past experiences.

How about we tie all of this into how salespeople are perceived within the sales world, and do I need say anymore?

Your first mirror moment:

When was the last time you've asked any one of your clients what they thought of you?

When was the last time you've asked any one of your clients the words, they'd use to describe you and how you've been taken care of them?

I'm deeply concerned and quite saddened that many in the sales world have taken their clients for granted. They've flat out ignored the importance of building, nurturing and growing their relationships.

In your next interaction that you have with one of your clients or future clients, ask yourself this question: Am I being viewed as a sales rep or a sales professional?

PERCEPTION, YOUR CLIENTS' REALITY?

"When the trust account is high, communication is easy, instant, and effective."

Stephen R. Covey

Building trust is about fostering effective communication. I encourage you to focus on building and maintaining trust through:

Consistency: Be massively reliable in your actions and words. Think about one word, congruency.

Transparency: Share information openly and honestly.

Empathy: Show and true understanding and consideration for others' perspectives.

In banking terms, when you think about a trust account, think of deposits and withdrawals.

Each positive action (a deposit) increases trust, while negative actions (withdrawals) decrease it. Maintaining a healthy trust account becomes mission critical for effective communication, healthy client relationships and your sales sustainability.

It saddens me just how much rampant mistrust there is within the sales world.

Unfortunately, a stereotypical mindset runs wild throughout our society when it comes to salespeople.

Perception is in the eye of the beholder, and in the sales world that would be your clients.

I strongly believe that perception feedback is necessary for relational growth.

Relationship and promise bridges collapse as moments of being let down are all too fresh in many of your client's mind.

Busted dreams and broken hearts have left many feeling abandoned and neglected.

This places a damper on sales professionals who place their clients on a pedestal, placing their needs above their very own. They're faced with widespread prejudgment that they must overcome.

Allow this one to sink in for a moment...

How well do you truly know your clients and how well do they truly know you?

I'm here to inform you that you must gain a true understanding of your client's mindset and perception of how they view salespeople.

Please realize, what you say, what you do and how you approach problems with your clients will have an immediate impact to your success, and their perception of you.

This shift in perception can lead to increased referrals, repeat business and long-term sales growth.

CHANGE THEIR MINDSET, CHANGE THEIR PERCEPTION

Extreme cold doses of unfiltered feedback are necessary to grow.

Feedback from your clients become the vitamins and minerals needed to build a meaningful relationship.

I'm bringing this to the surface because there just might be a monumental gap between what your clients think of you versus what you believe it to be.

How your clients perceive you just might be the key that unlocks the door to exponential sales growth.

Your second mirror moment:

• How many of your clients see you as being available and helpful to them?
• How many of your clients view you as being heartfelt, caring and trustworthy or inconsistent, blasé and just like all the others?

Gaining a true understanding of client perception becomes the key to unlocking exponential sales growth.

If you desire to be viewed as a sales professional, and change one's perception of you, then you must be willing to become someone who serves.

Start serving with every conversation and every interaction. Become that person who leads with their heart, not their wallet, and watch what starts to happen next.

Serving is about building meaningful relationships. It's not a light switch you turn on then off. It's the emotional connection, the human connection and the heartfelt connection you make with each one of your client's that will soon start to change how they view you.

By focusing on these areas, you can create a transformative experience for your clients that not only enhances their perception of you but also enriches your professional life.

The relationships you build today will lay the foundation for your success tomorrow.

Learning to serve becomes the perception game changer.

• A servant has a sincere, genuine and burning desire to serve.
• A servant digs in deep.
• A servant is laser focused in on serving the needs of the person sitting right in front of them.

A servant minded sales professional gives a rip!

Will you commit to taking massive action and put in the necessary time, energy, and heart to better understanding your clients?

I promise, if you do so, this will rapidly open the human window within your relationship.

"The secret of success is to understand the viewpoint of others."

Henry Ford

Your sales growth and success just might be rooted in your ability to understand and appreciate the perspectives of your clients.

Empathy and perspective-taking skills becomes a 1-2 knock-out punch when it comes to growing your sales. This enhances your relationships, improves collaboration, and ultimately leads to sales sustainability.

GIVING A RIP CHANGES THEIR PERCEPTION

"People don’t care what you know until they know that you care."

Theodore Roosevelt

Sales is serving and serving is sales. To serve is to care. It's caring deeply about your clients, the people who buy what you have to sell.

Here at Selling from the Heart, we simply call thisGiving a Rip.

If you're looking to increase your sales results, then I encourage you to capture the hearts and minds of your clients.

You must truly give a rip and care about helping to solve your client's business challenges, goals and concerns.

Caring is about being human, being real and being your authentic self, every step of the way.

Caring for your clients, it is not hard. It's looking them in eye and saying, "I'll be here for you at all times. I have your best interest at heart."

I encourage you to deeply invest and genuinely care about the experiences you provide to your clients. When this happens watch relationships skyrocket and sales results soar.

UNLOCKING YOUR SALES POTENTIAL, IT'S YOUR RESPONSIBILITY

You must commit to gaining a thorough understanding of how your clients perceive you. Not knowing, places you at risk of being replaced.

As a professional who's focused on long-term success, your main responsibility is to profitably serve your clients.

We all have choices in life. In sales, you can choose to be a sales rep, or you can choose to become a sales professional.

Unpacking your clients' perception of you becomes a significant factor in how you interact with their reality.

It's not just about the objective truth but how they interpret and make sense of their experiences, circumstances, and the world around them.

Mindset, heart set and skillset; this is the trifecta in turning your client's viewpoint into reality.

In this episode of the Selling From the Heart podcast, we discuss the transformative power of authentic relationships and trust in sales. I introduce my new book, 'Selling in a Post-Trust World,' and emphasize the importance of supporting my launch by obtaining advanced reader copies. We are joined by Kristie K. Jones , a business growth expert and author of 'Selling Your Way In.' Kristie shares her top tips for sales success, including the importance of self-awareness, customizing sales processes, and maintaining mental preparedness. She highlights the critical role of soft skills and authenticity in becoming a top-tier sales professional.

KEY TAKEAWAYS

Know Yourself: Identify your superpowers and strengths to align with the right sales role for maximum success.

Customize Processes: Tailor existing sales processes to fit your unique abilities and strengths.

Maintain a Winning Mental Game: Consistency in personal habits and mental resilience are key to sustaining long-term success in sales.

Integrity and Authenticity: Build trust with clients through honesty and doing the right thing, even when it means saying no.

Generosity in Sales: Helping others and sharing knowledge can lead to unexpected and significant opportunities.

QUOTES

"Do the right thing and the right things will happen."

"Top 10 percenters know that the work to get to the top actually happens outside of work, not during the hours of 8 to 5."

"Selling from the heart means you care enough to be honest with folks and let them know things that will help make them and their companies better."

"Identify what comes naturally to you and what others ask you for advice about; these are clues to your superpowers."

"It's not just about selling; it's about selling from the heart."

Learn more about Kristie Jones:

LinkedIn: / kristiekjones

Learn more about Darrell and Larry:

Darrell's LinkedIn: / darrellamy

Larry's LinkedIn: / larrylevine1992

Website: https://www.sellingfromtheheart.net/

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation! Pre-order Today at B&N and Get Access to Bonus Items! Learn More:

https://sellinginaposttrustworld.com

Get a copy of the rereleased Selling from the Heart book from B&N!

https://www.barnesandnoble.com/w/sell...

🔔 Don't forget to like, comment, and subscribe for more episodes packed with insights and inspiration!

This Week in the Copier Industry 5 Years Ago

I entered the copier business in 1981, I don't have that much knowledge about most of the copiers prior to 1977. Starting out  as a tech and was quickly offered a sales job when the owner of the dealership realized that I had some issues with putting copiers back together....more here

Threads from 5 Years Ago This Week

Our episodes features Greg and I chatting about technology, elections, AI, CrowdStrike and using AI for copier RFPs

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Hacked!

7/31/2024

Sponsored by

Recent Hacking Incidents and Cybersecurity Concerns

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On July 1, 2024, the U.S. Department of Health and Human Services (DHHS) released a final rule that outlines new penalties for practices that obstruct, prevent, or significantly discourage the access, exchange, or use of electronic health information (EHI). These penalties, which aim to enforce the interoperability of health information, are designed to ensure that Protected Health Information (PHI) is shared in a digital and interoperable format. The new regulations represent a significant push towards enhancing the efficiency and transparency of healthcare data exchange in the United States.

The emphasis on interoperability is not new. However, these new penalties underscore the federal government's commitment to breaking down barriers that hinder the seamless flow of health information. The ultimate goal is to improve patient care, reduce costs, and enhance the overall healthcare experience by making health data more accessible and usable across different platforms and entities.

The Nature of the Penalties

The final rule introduces a series of "disincentives" targeting different healthcare entities that fail to comply with the requirements. These disincentives are substantial and designed to encourage compliance by making non-compliance financially untenable.

1. Hospitals and the Medicare Promoting Interoperability Program (MPIP): Hospitals that fail to meet the interoperability standards could face a reduction in their MPIP payments by 1%. The MPIP is crucial for hospitals as it rewards them for adopting and using certified electronic health record technology to improve patient care. A reduction in these payments can have a significant financial impact on hospitals, which often rely on these incentives to fund their technology and process improvements.

2. Clinicians and the Merit-based Incentive Payment System (MIPS): For clinicians and group practices, the penalties are tied to their performance scores under the MIPS. Specifically, they could receive a zero score in the interoperability category of MIPS, which would subsequently reduce their overall MIPS payments. MIPS scores affect how much clinicians are reimbursed by Medicare, and a zero score in any category can considerably decrease their revenue.

3. Accountable Care Organizations (ACOs): ACO participants could face even more severe consequences. Those who fail to comply with the new interoperability requirements may be barred for one year from participating in the Medicare Shared Savings Program (MSSP). The MSSP allows ACOs to share in the savings they generate for Medicare by providing high-quality, cost-efficient care. Being excluded from this program can result in a significant loss of revenue for ACOs, making compliance essential.

Implications for Fax Communications

These new penalties have direct implications for the use of fax communications in healthcare. Traditionally, fax machines have been widely used to share PHI due to their simplicity and perceived security. However, fax machines do not support the digital and interoperable exchange of information that the DHHS is now mandating.

Healthcare providers will need to transition from fax-based communication to more modern, digital methods. Electronic Health Record (EHR) systems, health information exchanges (HIEs), and other digital platforms that support interoperability will become essential tools. These systems not only comply with the new regulations but also offer benefits such as improved accuracy, faster information exchange, and enhanced patient care coordination.

Surfing the Interoperability Surge

The DHHS's new rule and associated penalties mark a pivotal shift towards the digital and interoperable exchange of health information. Healthcare providers must adapt to these changes by abandoning outdated methods like fax communications and embracing modern digital solutions. While the penalties for non-compliance are steep, the potential benefits in terms of improved patient care and operational efficiency are significant. The healthcare industry is on the brink of a new era of connectivity and transparency, driven by these federal mandates.

-=Good Selling=-

In just a few years, all copiers (a.k.a. multi-functional devices or MFDs) will be rocking AI tech. Whether it's embedded in the copier or available through apps that connect to AI in the cloud, this is the future we're heading towards.

AI-powered MFDs are going to be the next big thing, making it possible to upgrade almost every copier that doesn’t have AI yet.

Just like we had to get used to digital copiers in the 90s, we now need to level up our skills and knowledge about AI. To kick things off, here’s a glossary to help us all get up to speed in this ever-evolving field.

Each month I'll try to post something in reference to how AI and copiers can help our clients workflows.

For Starters I thought it would be good to review

Artificial Intelligence Terms

Artificial Intelligence (AI) refers to the simulation of human intelligence in machines. These machines are programmed to think, learn, and problem-solve in ways that mimic human cognitive functions. AI applications include things like speech recognition, decision-making, language translation, and autonomous driving.

AI ethics refers to the principles and guidelines that govern the development and use of artificial intelligence to ensure it is fair, transparent, and beneficial. It addresses concerns like bias, privacy, accountability, and the impact of AI on society. The goal is to create AI systems that are ethical, responsible, and align with human values.

AI algorithm is a set of rules or instructions designed for machines to follow in order to solve problems, make decisions, or perform tasks. These algorithms enable computers to learn from data, recognize patterns, and improve their performance over time without being explicitly programmed for specific tasks. Examples include decision trees, neural networks, and genetic algorithms.

Hacked!

7/30/2024

Sponsored by

Recent Hacking Incidents and Cybersecurity Concerns

Something new this week for everyone

Government and Public Sector

Online security lapses led to data of 40m UK voters being hacked, says ICO The UK's Electoral Commission was reprimanded by the Information Commissioner's Office (ICO) for failing to update its security measures, which led to the hacking of personal data of 40 million voters in August 2021. The watchdog's criticism highlights the need for timely security updates to prevent such breaches.

Electoral Commission reprimanded over cyber security failings after major hack The Electoral Commission faced criticism for its cyber security shortcomings following a significant hack that exposed the details of around 40 million voters. The reprimand underscores the necessity for robust cyber defenses to protect sensitive electoral data.

Washington Post CEO accused in court of deceiving police about U.K. hacking scandal The Murdochs have paid over $1.5 billion to settle numerous lawsuits stemming from a phone hacking scandal. In a new development, the CEO of the Washington Post has been accused in court of misleading police regarding the extent of the hacking activities in the UK.

Probe launched into Machado's alleged involvement in system hacking - MercoPress An investigation has been initiated into claims that Machado was involved in hacking the National Electoral Council's data transmission system from North Macedonia during recent elections. This probe aims to uncover the extent of the alleged interference in the electoral process.

Education and Public Institutions

New Jersey City University hacked by ransomware group demanding $700K New Jersey City University fell victim to a ransomware attack by the Rhysida Ransomware Group, which demanded $700,000 for the release of the institution's data. Cybersecurity firm Hack Manac reported the incident, highlighting the ongoing threat of ransomware attacks on educational institutions.

Cybersecurity

Pro-Ukrainian hackers claim attack on Russian cyber company - The Cyber Anarchy Squad, a pro-Ukrainian hacker group, claimed responsibility for hacking the Russian information security firm Avanpost. The group leaked a trove of data, marking another instance of cyber warfare amidst geopolitical tensions.

L.A. Superior Courts' Hacked Computer Systems Fully Restored - After a ransomware attack caused a one-day disruption, the Los Angeles County Superior Court system has fully restored its computer operations. The swift recovery underscores the resilience of the court's IT infrastructure in the face of cyber threats.

Change Healthcare begins the process of notifying victims of February hack - US healthcare organization Change Healthcare is notifying victims of an ALPHV ransomware attack that occurred in February, affecting millions and causing nearly a billion in damages. The notification process aims to inform those impacted and mitigate further risks.

Curbing liabilities for hacked health systems - State lawmakers are considering measures to limit the liabilities of healthcare organizations facing data breaches. The legislation aims to balance the need for strong cybersecurity with protecting healthcare providers from excessive legal and financial repercussions.

Technology and Business

Story Preview: Killeen family disturbed after Ring camera gets hacked, hacker talks to son A family in Killeen was shocked when a hacker gained access to their Ring indoor camera system and spoke to their child. This incident raises concerns about the security of home surveillance devices and the privacy of their users.

Hollywood Hacked! Disney Data Breach Has Celebs Freaking Out A data breach at Disney has caused alarm among celebrities whose personal information was compromised. This incident is reminiscent of the Sony Pictures hack from a decade ago, highlighting the persistent vulnerabilities in the entertainment industry's cybersecurity measures.

Crypto sleuth investigates suspect in Sydney Sweeney's hack Crypto investigator ZachXBT is looking into the recent hack of Sydney Sweeney's X account, potentially linked to a convicted UK hacker. The investigation aims to uncover the perpetrator and address the security weaknesses exploited in the attack.

Ticketmaster Hacked – What Victims of Data Breach Should Know Ticketmaster's database was compromised by a third-party hacking group, affecting numerous users. Victims of the data breach are being informed of the incident, and Ticketmaster is implementing measures to resolve the security lapse and prevent future occurrences.

Hospitality and Leisure

Data potentially hacked over six month period at Equinox Resort The Equinox Golf Resort & Spa in Manchester Village may have experienced a data breach affecting customer information from December 2015 to May 2016. The potential hack has prompted an investigation into the resort's data security practices.

Columbia Gorge Humane Society social media hacked The Columbia Gorge Humane Society's social media accounts were hacked, leaving the organization unable to communicate with its followers. The hack has paralyzed their online presence, and efforts are underway to regain control and secure their accounts.

-=Stay Safe=-

7/29/2024

Sponsored by

Recent Hacking Incidents and Cybersecurity Concerns

Something new this week for everyone

Entertainment

Javed Akhtar Says His X Account 'Hacked', Post On Olympics 'Not By Me' - NDTV Noted lyricist and screenwriter Javed Akhtar revealed that his X account was hacked after an unusual post about the Indian team at the Olympics appeared. Akhtar clarified that the "totally harmless" message was not authored by him and that he is addressing the security breach with the platform's authorities.

'Indian team for Olympics': Javed Akhtar's X Account Hacked; Netizens Roast the Lyricist - Times of India After Javed Akhtar's X account was hacked, resulting in a post about the Indian Olympics team, netizens responded with humor and criticism. Akhtar clarified that he was not responsible for the post, and efforts are underway to secure his account.

The Hacked Parade: My Chemical Romance explains weird Facebook posts - 105.7 The Point Rock band My Chemical Romance took to Instagram to address their fans regarding unusual posts on their Facebook page, explaining that their account had been hacked. They urged fans not to believe the misleading posts and are working to regain control of their social media presence.

Britney Spears Not Selling Thousand Oaks Home Despite Listing, MLS Hack to Blame - TMZ Despite public listings suggesting otherwise, Britney Spears is not selling her Thousand Oaks home. The confusion arose from a hacked MLS listing, and Spears clarified that her property is not on the market, urging fans to disregard the erroneous information.

Snoop in Paris: Can he hack it as an Olympic sportscaster? - NBC Olympics Snoop Dogg, adopting his "Tony Lisa" persona, entertained viewers by co-commentating highlights from the Paris Olympics alongside Mike Tirico. His unique and humorous take on the events showcased his versatility and potential as a sportscaster, blending entertainment with sports coverage.

Cybersecurity

WazirX hacked: North Korean hackers behind $235 million theft from Indian investors, report reveals - Business Today Indian cryptocurrency exchange WazirX experienced a significant hack attributed to North Korean cyber group Lazarus, resulting in a loss of $235 million. The breach has raised concerns over the security measures of cryptocurrency platforms and the increasing sophistication of international cybercriminals.

Distress call: Hacked WazirX dials Binance for lifeline - Moneycontrol In the wake of a major security breach, WazirX reached out to Binance for support, as the latter held significant WRX tokens. This call for assistance highlights the interconnected nature of cryptocurrency exchanges and the impact of hacks on their operations.

Curbing liabilities for hacked health systems - POLITICO State lawmakers are taking steps to limit the liabilities of healthcare organizations facing data breaches. This move aims to address the growing number of class-action lawsuits following cyberattacks on health systems, balancing the need for security with protecting healthcare providers from excessive legal repercussions.

Lawmakers look to curb liabilities for hacked health systems - Becker's Hospital Review Lawmakers are proposing measures to limit the liabilities of healthcare organizations experiencing data breaches. This legislative effort aims to protect these institutions from overwhelming legal challenges while encouraging better cybersecurity practices.

Spyware Provider for Windows, Mac & Android Hacked, Sensitive Data Exposed - Cyber Security News A Minnesota-based spyware provider suffered a data breach, compromising sensitive information from over 10,000 devices since 2013. The hack exposed the extent of the provider's surveillance operations and highlighted vulnerabilities in spyware technology.

Murdoch Papers Agree to Search for Evidence in Harry, Others' Phone-Hacking Cases - USNews.com News Group Newspapers, facing allegations of phone-hacking involving prominent figures like Prince Harry, agreed to search for evidence in these cases. This development is part of ongoing legal battles over privacy violations by the now-defunct News of the World and its parent company.

North Korean hospital hacker indicted in the US - HealthExec A North Korean national has been indicted in the US for leading ransomware attacks against hospitals. This indictment underscores the global threat posed by state-sponsored cybercriminals targeting critical infrastructure and healthcare systems.

Real Estate and Home Management

These homeowners are 'hacking' their pools and lawns to earn extra cash | CNN Business Homeowners like Alexis Hammond are monetizing their properties by renting out spaces such as pools and lawns through platforms like Peerspace. This trend allows property owners to generate additional income by offering their amenities for short-term use, often catering to events or casual gatherings.

Dispersed camping: Travel hacking for outdoor enthusiasts | Adventure | Santa Fe New Mexican Outdoor enthusiasts are turning to dispersed camping as a cost-effective and adventurous travel option. This form of camping involves staying in designated areas on public lands without traditional amenities, offering a more rugged and intimate experience with nature.

-=Stay Safe=-