In this issue...
• Point to
• Think Like A CEO!
• Last minute thoughts and
• Thanks for
Point to Ponder
Update on Hooey's High
How do you identify a superhero? How do you discover their
secret identity? They don't always wear a costume. Many look just
like ordinary people. Many are... and simply step up when
Congrats to the 30 Edmonton Super Heros who
confronted their fear of heights and scaled the outside of
the Sutton Place Hotel on Sept 10th in support of AB Easter Seals, 2nd annual Edmonton Drop Zone
- Each of them found the courage to do what many would not; to
ask for donations in support of the Drop Zone and to climb up
and over the narrow ledge of a 27 story
- Each climbed up with hope and faith that their training
session, their equipment and their support team would see them
- Each stepped off the roof and took personal
leadership and control of their descent.
- Each took control of how fast they rappelled down that
- We raised over $36,000 as a team in Edmonton.
I can’t speak for the other 29, but, for
me it was a mental challenge more than a physical one for me.
Several times on the way down I asked myself, "What was I
thinking?" And each time I gave myself "a little"
self-talk to remind ‘ME’ that I had support, the equipment
was the best, and that, "It was for a great cause!"
As I shared later that evening at our Superhero celebration…
"It is not so much that we conquer
our fears, but more that we confront and challenge them as we
work through them to reach our goal."
I was privileged to have raised $3200 to help Kids and
Adults with disabilities here in Alberta. I did not accomplish it
alone; I had the help of 44 people who made donations on my behalf,
including some of our Ideas @ Work readers. Thanks! Visit our
www.DropZoneBob.com website to see a list of
these unsung heros who helped me.
Within each of us lies the capacity to be a
Superhero… we just have to step up and step off. We
do this by taking personal leadership in our communities and our
lives and in the many great causes in which we serve. Whether you
are running for the cure, golfing, walking down a building, or any
number of activites in support of a worth cause, I salute you. You
are a real super hero and we need more of you.
Bob 'Idea Man' Hooey
aka, Batman of Egremont
Visit: www.DropZoneBob.com for additional pictures
and some exciting raw video footage from this adventure.
Our plan is to take clips and create a short movie (might even
upload to YouTube) we can use to share this adventure, recruit
additional Drop Zoners and additional donations next year for this
very worthwhile cause. Watch for that announcement.
PS: The Redwater Review ran this picture with the caption, Batman
of Egremont. Evidently people read it, as I heard, "Hey,
Batman," when I went to the local IGA last week. Pictured
with my friend, Darla Zuk, Special Events Co-ordinator for AB Easter
PSS: If you are like me, you have quite a few people approach you
to donate. You can't help them all, but you can help some. I
challenge you to make the effort to help as much as you can this
coming year. You'll be glad you did and so will the worthy causes
Think Like A CEO!
by Paul Cherry
(Editor's note: Whether you are in sales or leading your
own team give some thought to the questions Paul asks in his
article. They might just give you some direction for your own
success in either instance.)
The purchasing agent is on a roll. He hammered that sales rep on
price only three minutes into their conversation. Five minutes
later, the agent strutted into the CEO’s office like a peacock,
proud of having squeezed the sales rep on price. But one month
later, the peacock was molting as problems reared their ugly heads.
The delivery was off by two days, and the quality check showed the
product was sub-par—so now it’s the purchasing agent getting
hammered by his boss, all because he was more interested in getting
a low price than in getting the best value.
When you’re the sales rep in this situation, how do you regain
control of the conversation when that purchasing agent is so darn
fixated on the price tag? How do you help them foresee the
ramifications and risks of holding out for the lowest price,
forsaking great opportunities for a better value? Help the agent
break out of that tunnel-vision mindset and see the value of your
The trouble is that, in many customers’ minds, value and price
are one and the same. How do you make them understand that the words
"value" and "price" aren’t synonyms, that the lowest price doesn’t
necessarily equal the highest value for their dollars? Asking the
right questions can help you to make your customers look beyond the
price tag and see the real value of your products and business
HOW TO SPEAK CEO-ESE
Does the sweat drip down your face at the very thought of talking
with a CEO? Does sparring with stubborn purchasing agents seem like
a day at the beach by comparison? You’re not alone — many
salespeople get nervous when talking to CEOS and company presidents,
because they’re not sure what to talk about. These salespeople put
the CEOs on a pedestal, thinking "These people are so busy, and I’m
just a schlepper salesperson. What am I doing here?" They keep
getting pushed back down, referred to lower-level decision-makers,
probably because they zeroed in on analysis and feature/benefit
selling instead of concentrating on the big picture that interests
the CEO. The trick is to think like a
CEO, not an analyst!
QUESTIONS FOR DIALOGUE WITH THE CEO
Every CEO constantly assesses his competition to survive. By the
same token, every CEO must keep on top of trends affecting his
industry in order to thrive. Your best bet for engaging the top
decision-makers is to ask questions about these two crucial aspects
of business—and if you speak with the quiet confidence of a CEO,
you’ll impress the purchasing agent enough to get an audience.
You don’t need to launch into a spiel about your products and
services right off the bat. Tailor your questions to focus on the
kind of business results your customer seeks to reach his goals and
rise to the challenges his company faces. The following questions
will get him focused on the future while critically analyzing his
present situation; he’ll have to ask himself, "Can I get where I
want to go with what I have now?" No matter what the answer is,
helping him to face that question will prove valuable to his
business and yours as he looks to you as a forward-thinking advisor.
Here’s what to ask in order to engage the CEO and get into his
- "As you reflect back over the past 5 years, what do you feel
has been the biggest contributing factor to your (the company’s)
- "In the next three years, what do you think your greatest
opportunity will be?"
- "In the next three years, who do you think will emerge as your
- "What do you think truly differentiates your company from all
the other choices out there?"
- "Which of your product’s or service’s strengths will allow you
to continue your success?"
- "How do you picture the direction of your industry in five
years? Ten years?"
- "What change could cut into your share of the market?
- "How does the aging of the baby boomer generation (or any
applicable trend) affect your share of the market?"
- "How does your company measure progress?"
- "Are you planning on initiating any integration with other
- "How does your company see itself today? How has it changed
over the last five years? Where would it like to be in the next
- "How does your company approach change?"
- "What pending legislation (or market conditions, competitive
threats, demographic trends, organizational changes, etc.) could
change the way you do business?"
- "What are the market forces you’re most concerned about?"
- "How is your company addressing the competitive pressures of
- "What issues do you think your company must address or
overcome in order to be more successful? What specific steps or
actions will you need to take?
- "Describe your goals to increase market share. What’s working
well for you? What isn’t?"
A typical salesperson wants to get down to the details and
connect with the big decision-makers. But their time is at a
premium, so you’re in danger of disconnecting from a
big-picture thinker’s wavelength if you try tactical approaches such
as qualifying or closing. The way to connect with them and
demonstrate your worth is by asking the right questions, zeroing in
on what’s important to them. Asking big-picture thinkers the big
picture questions will tune you into their mindset, with faster and
© 2007 Paul Cherry, Performance Based Results. Used with Paul's kind
permission. Follow link to order his book.
PS: Think I will take a leaf from Paul's book when I chat with
the CEO's and CIO's etc in Denver next week. Hmm... "Think like a
Last minute thoughts and ideas
Pic: Successfully on the ground after rappelling 27
September was superlative (highlights)
- Facilitated a strategic planning meeting with Community Futures Peace County board and staff.
(Kelsay and her great team in a great place. Nice to see Northern
- Drop Zone (whew!)
- Eye surgery (20/20 plus is the bonus after cataract surgery.)
- Jill Lublin's Crash Course in Publicity. (Thanks Jill, I
learned a lot.)
- Biz Link's Beyond Borders USA in Calgary and Lethbridge.
(Erin and her team did an awesome job. I learned a lot and had the
invitation to Denver.)
- Kelly and Christine's wedding on the 29th. What a delightful
day with two amazing people and their respective families, who
have kindly adopted me. Funny, my eyes developed a leak during the
service itself. I had the priviledge of Emceeing their reception.
So many additional fun and focused success points. Too many to
October opens lots of doors: Going to be
a very engaging and focused month
Oct. 2nd: Edmonton, AB. Hoping
to get enough done today, so I can attend my friend Wayne Lee's "Go for More" evening seminar. Wayne
is a great friend and an even greater performer. (I think it is sold
out, but you can ask.)
October 8th: Thanksgiving with friends and
family followed by a quick dash to catch my 6PM flight to
Denver. Remember to take the time to appreciate the richness and
wealth of people in your life as well as what you have
Oct 9-12: Denver, CO. Canadian Trade Mission and involvement in CSIA's DemoGala2007 to share our Secret Selling Tips service to 900
plus Colorado CEO's, CIO's, and other technology leaders. 55
tecnology companies (inlcuding 9 Canadian) have been invited to
Their theme is intensity, innovation
and inspiration and we feel, as does the Canadian
Trade Comissioner, that we are leveraging technology in this
innovative and inspirational service to engage and equip sales
I have been invited to participate and display our
innovative tecnology-supported "Secret Selling Tips,"
sales leaders success program. We will be keeping it very
simple due to the short period of time for preparation. I
am looking forward to meeting Colorado leaders who want to help
their sales forces become more effective and profitable.
Consulate General of Canada is hosting a special
reception (9th) to introduce those Canadian technology companies who
will be at the CSIA event. Wow!
Oct 13: Edmonton, AB. I will have the privilege
of sharing a few thoughts and ideas gathered from a decade of
experiences at CAPS Edmonton chapter. Entitling my challenging
presentation, "What you don't know can hurt you!"
If you are in the Edmonton area, and ever wondered about becoming
a professional speaker, come visit. There is no charge for visitors
for this (Oct. 13th) meeting, as it is our AGM. It should be a
Oct 13: Edmonton, AB. Study Group meeting
Oct. 15th: Calgary, AB. Meeting, that morning,
with one of my successful bidders in the CAPS joint meeting in
Alberta. (Unless, a hold I have for a Toronto based Energy
Company confirms this week. In that case, I will be working with
them on Tuesday the 16th and morning of the 17th and travelling on
Oct. 15th: Calgary, AB. Attending CAPS Calgary
evening meeting with special guests and superb speakers W. Mitchell
and Scott Freedman.
Oct. 18th: Grande Prairie, AB.
Looking forward to facilitating a teamwork session for Community Futures Grande Prairie.
Oct 23rd: Edmonton, AB. Edmonton Chamber of Commerce, special Wine
and Cheese seminar for Small Business Week. I've been scheduled
to share a session based on my innovative Secret Selling Tips
program as a special guest for this event. Program is called:
Secrets Top Selling Professionals Use to Work Smarter, Make
More Money, and Have More Fun. Event:
5:30-7:30PM at the World Trade Centre.
Small business Week in Alberta: Bob's video on productive use of time is featured
on-line at the Business Link for this event, along with some
talented friends and fellow speakers.
Oct. 25th: Edmonton, AB. Working with a
leadership team from the Redwater Agrium Plant.
And of course, in my spare time, continued evolution of our
various websites, promotional activities and other background
activities to support and expand our service and business.
Nov 2-4: Calgary, AB. District 42's Cruise to Success fall conference. Some great CAPS
Edmonton and CAPS Calgary speakers providing ed sessions as well
as my District 21 fellow past DG, Judy Laythorpe.
Thanks for reading
Bob 'Idea Man' Hooey would be pleased to be a
part of your success team and to work with you for your conference,
meeting, or training event. For more information about customized
keynotes, professional/personal leadership training and coaching,
seminars/retreats, please visit www.ideaman.net or call
our Creative Office at: (780) 736-0009
Ask about a customized conference inspirational
keynotes, coaching or training packages to suit your specific
career, company, or organizational needs.
PS: Picture is Bob with his 94 year old
buddy Steve at Kelly (grandson) and Christine's wedding. Bob shared,
when asked what motivates him... "Any
morning I get up, look across the yards and see Steve's light come
on, is a good one."
Thanks again to our amazing webmaster and proof
reader, Irene Gaudet, who also acts as photographer and videographer
from time to time. You continue to inspire me and to support what we
are doing in serving our readers and clients. Thanks!
If you are new to our Ideas At Work! family, welcome aboard. If
you've been with us a while, I hope you'll enjoy our new expanded
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If your success depends on your ability to
persuade or sell your ideas
If your chosen career is selling or
If you lead or manage a team of selling
If your business depends on sales to
If you haven't already visited this new online
venture, I'd invite you to do so and to tell your friends and
For, as little as, the price of a cup of coffee you
can equip and motivate yourself or your sales team to grow and
Visit our site: www.SecretSellingTips.com
Secret Selling Tips will soon available for
individual subscriptions. At present it is available only to
companies for their entire sales teams.
Secret Leadership Tips will be available for
subscription later in 2007. It will be available for individual
subscriptions and will feature MP3 recordings from time to time.
speaker, leadership, sales, and business success expert
Bob is a long time (over a decade) leader and
professional member of the Canadian Association of Professional
Speakers as well as the International Federation for
He is proud to be an active professional member of
these amazing groups of people dedicated to polishing their craft
and to better serving their clients and audiences.
Bob is the co-founder and past president of CAPS
Vancouver, an honorary founding member of CAPS Sask., an honorary
member of CAPS Halifax and as well as being an active member of CAPS
Edmonton. He served as a CAPS National Director (2000-2002.)
He would be happy to discuss how he can work with you
to equip and motivate your leaders, their teams, sales teams or
volunteers to grow and to succeed.
Call him today at 1-780-736-0009 to explore
leveraging his innovative Ideas At Work with your
organization. Or, email him at firstname.lastname@example.org
Engage Bob for
your next "SAILS" :) event
If you are in leadership, sell for a living, or
depend on your ability to persuade for your success... Bob can help
give you the Alberta Advantage in building a successful career, in
selling more, or in leading a successful organization.
Please visit: www.AlbertaSpeakers.com
PS: Pic on Gypsy Spirit in Puerto