TRAC

One of the subjects for ACE's term 4 semester 4 science examinations is Human body systems: Air and respiratory.

A relationship is like a human body. Both have vital signs we can monitor to tell us how they're functioning. For the body there are temperature, pulse, blood pressure and respiration. For a relationship, it's not so clear, but 4 that seems to make pretty good sense to me are: trust, respect, affection and confidence (TRAC).

For the body, of course, vital signs are extremely important. If they fall below certain levels, we may die. The same is true for relationships. When trust, respect, affection and confidence fall below certain levels, the relationship between 2 people is in poor health, if not already dead.

As a boss, I want to have an idea how my team members rate me on TRAC. I want to know specific reasons why they gave me the ratings. I also want to know what I have to do on each of the 4 dimensions to get higher ratings.

From left: Grace, TiTin, Rae

Looking "good" to others

"Face is very important," Pak Tedjo said to me prior to the opening of TTC in Jakarta.

It relates to pride, opinion, appreciation. It embraces emotional tie-ins to loneliness, popularity and the way we appear "in the eyes of others."

Looking "good" to others is important to us.

It makes people falsify inner facts by outer expressions and appearances. These may include name-dropping,exaggeration, showing off, imaginary adventures and living beyond one's means.

I found out that if you want to be better-liked by them, show them you ARE impressed by their words, actions or possessions.

It's as simple as that.

Encouraging mavericks

"Difficult and hard to manage employees can be very frustrating, but many problem employees also have a very positive flipside if only the manager can use their talents well, and minimize the problems or employee deficits." I read with great interest on work911.com. "In this article we look at the maverick employee, the person who likes to do his or her own thing, but may have some very special talents"

I try to encourage mavericks, people with a little rebellion in their souls. Those kinds of people seem to do well.

My very best managers/leaders/salespeople rarely do everything by the numbers but they get the job done better than anyone who dots the i, because they're creative and determined.

Get the best people

"I always say," Michael stated on the phone. "Talk is free."

"Plans are nice...but money talks," a consultant friend of mine once said. How right they both are.

Lots of companies are long on talk.

Regardless of the intentions expressed in business plans, where we put our key people and money is the direction in which our companies are going to move.

I am convinced we should invest resources for tomorrow. Get the best people.

Individuals are not created equal. They are talented people and not-so-talented people. Too many leaders "settle" for less than the best people.

I don't. I get the best people. That's a prerequisite for the success of our tomorrow.

from left: Shirley, Simon, Jerry, Roanna, Chloe

Law of Large Numbers

We have completed 29 formal appointments (not counting heaps of informal ones) at ITB Asia with another 14 more to go today.

This is the Law of Large Numbers: The more people you see, the better your chances of securing a commitment.

So, don't make excuses. Make appointments.

Making good things happen is not a question of good luck or bad luck. If you don't have an effective strategy for getting in front of people, you lose.

with Helen

Buyers are people

"Let the Business Commence!" That's the headlines of Raimund Hosch's (CEO Messe Berlin) notes in the programme for ITB Asia. "I urge all exhibitors and buyers to engage fully with each other to make ITB Asia 2009 another huge success."

I'll tell you a secret if you don't already know it.

All prospects and customers look different. They come in various sizes, ages and shapes. Each has his/her own distinctive personality. But they are all people - and people are all pretty much alike.

Here's one main point to remember: Everybody's interested in himself. His benefit. His satisfaction. His profit.

We sales pros don't sell products - we sell the results.

From left: Yam Seng, Peter, Ernie, David, Rae

From right: Francis, Shirley, Wayne, Ivy

I pay attention to body language

"How would you sit when you are assessing a candidate?" Joshua asked the class during the ACTA Conduct Competency-Based Assessment course. "Like this (leaning forward to the table) or like this (sitting upright) or like this (laid back with feet on the table)?"

In the business world , body language and nonverbal behaviours are extremely important to nearly every interaction. They influence negotiations, job interviews and the overall success of business endeavours.

Wouldn't it be amazing to have a videotape of ourselves throughout the day? That way, we can go back and see ourselves the way others see us rather than the way we think they see us.

I am conscious about paying attention to what my body language is saying and always try to choose nonverbal behaviours what are consistent with my words.

from left: Mufri, Darwin, Let, TiTin