Category: Sales Decision Thinking

  • Battered Women – South Africa’s Shame

    Battered Women – South Africa’s Shame

    I came across this article I wrote for Living Magazine in 1996 and thought I’d share it. I think it is still as true today as it was in 1996.

    Battered Women – South Africa’s Shame

    He smashed her head against the wall until she lapsed into unconsciousness. A small tear between her vagina and anus caused her to bleed to death. The court could not prove that beyond reasonable doubt that he had sexually molested her with a blunt object. He was sentenced to eight years in prison. This brutal and final act sounds more suited to the movie Silence of the Lambs. This is not fiction, and the murder was not committed by a serial killer like Dr Hannibal “The Cannibal” Lecter, but by a loving husband. This incident was related by a court reporter. Ironically, the victim of this brutal murder had probably been forced to seek the protection of her husband from men like Dr Hannibal Lecter.

    Women are more likely to be violently assaulted in marriage

    Lloyd Vogelman, in his book The Sexual Face of Violence, cites a chapter from Hill (1982): The pervasive fear of violence and violence itself, has the effect of driving women to seek protection from men, the very people who commit violence against them. Husbands and boyfriends are seen as protectors of women from potential violence of unknown men. Statistically speaking, women are more likely to be violently assaulted in marriage, and by men known to them.” Although most domestic violence does not end in death, the victim of this violence very often wishes she were dead. Belinda (36) ended up in hospital after taking an overdose of sleeping tablets to end her misery and her life. As a result of the overdose she suffered a cardiac arrest and almost died. She was in shock from loss of blood from a ruptured kidney – the result of a brutal kick. Her swollen face and body were a mass of cuts and bruises. After her husband left her lying in a pool of blood, Belinda said: “All I remember was crawling to the bathroom trailing blood; opening the medicine cabinet and taking pills so that I could finally get peace.”

    Fortunately for Belinda, a servant found her and called an ambulance. Her bruises – worn like badges of shame – mapped out the agony she went through. Fresh black and blue bruises were added to the older, yellow bruises, which were testament to the regular beatings she had to endure. The doctors could predict with alarming accuracy how many beatings she received in the two months prior to her ending up in hospital.

    Belinda’s story of abuse started 18 years ago, less than a year into her marriage when she was eight months pregnant, with her son.

    Her story is not unique. In fact, it is an all-too-common occurrence in violence- riddled South Africa. Vogelman said: “A ‘war culture’ dominates contemporary South Africa… which accepts violence as a legitimate solution to conflict.

    Ever-increasing violence doesn’t seem to shock us anymore

    The recent violence we have been experiencing tends to confirm Vogelman’s observation. We are a society so used to violence – be it violence in trains, at political gatherings or funeral processions, the murder of farmers, revenge attacks or rape (more than a thousand women are sexually assaulted daily) – that the ever- increasing violence doesn’t seem to shock us any more. We have become blasé and have learned to live with this culture of violence.

    According to South African Police public relations office in Pretoria, there are no figures on how many women are assaulted in domestic violence incidents. One of the reasons for this is that any assault – be it domestic violence or street violence – is classified under a general heading: assault.

    In 1990, rape Crisis (Cape Town), claimed that one in every six women is subjected to violence. And, according to the group, Co-ordinated Action for Battered Women, eight out of every 10 cases that social workers deal with reveal that the women has been abused.

    Johannesburg-based POWA (People Opposing Women Abuse), received 124 phone calls from women that had been abused either by their husbands or partners between January to March 1992.

    Violence on women by their partners – like rape – does not recognise colour, creed, religion or social class.

    According to Heather Regenass, National Marketing Manager of Nicro (National Institute for Crime Prevention and Rehabilitation of Offenders), violence on women by their partners is across-the-board. “The more affluent you are, the more you are able to hide your secret.”

    In recently published articles, former Miss South Africa, Michelle Bruce (now Michelle Stern), alleged that she was beaten up by her former fiancé, David van der Merwe. Rumour has it that another former Miss South Africa had a permanent room booked at the Sandton Clinic for when her husband assaulted her.

    It is not easy to spot a “women abuser”. But, two things are certain: men who abuse their partners invariably have poor self-esteem, and feel the need to control and dominate in one way or another. They are often very charming and are able to make their partners feel really good.

    Anything can send him into a violent rage

    A common misconception is that a “women abuser” is also an abuser of alcohol. An abuser does not need a drink to hit a woman: anything can send him into a violent rage-the tea is cold, his food is not to his liking or he simply had a bad day at work. In his mind, these and any one of a million reasons are ample justification to abuse “his women”.

    Civil engineer Joan (42) who married six and a half years ago, started being physically abused three years into her marriage. Prior to that, she suffered emotional abuse which finally pushed her to the edge of a nervous breakdown and attempted suicide.

    Her husband’s continual emotional and verbal abuse chipped away at her values until, tier by tier, her self-confidence collapsed.

    Abuse need not be physical in nature to be classified as abuse. A women very often is put under severe strain emotionally-cases have been recorded where husbands lock their wives up at home until they come back from work; and in another instance, a husband called his wife every half hour to ensure that she was at home; during an argument, the partner can increase speed whilst driving, clean his gun or sharpen a knife: this constitutes emotional abuse. In most instances, emotional and verbal abuse i.e. as he is hitting the women, the man calls her derogatory names like “slut”, “whore”, “bitch” “worthless wife and mother” and the like.

    It was only after she persuaded her husband to see a marriage guidance counsellor with her, whom Joan realised her values were acceptable – but he found her values abhorrent because they weren’t the same as his. After much counselling, Joan began to stand up for herself. “I no longer allowed him to browbeat me verbally.

    Because he lost his hold, and ultimately his control over her, he stepped up his abuse into a higher gear.

    On October 10, 1988, a month before he instituted divorce proceedings, the beatings started,” said Joan. Although he continued to abuse her, she managed to share the communal home with him for another six months.

    “In the end I used to go to the police two to three times a week. I realised I couldn’t leave the home because my children were there. I had to brave the situation and go back, but because I was petrified of him, I would ask them (the Police) to escort me home.

    “When we got to my home he would pretend to be asleep and as soon as the police left, the assault and terror would start again. If he happened to be awake, he would tell the police that I was a whore, a slut and rubbish. The police did and said nothing…”

    Police are reluctant to respond to calls of domestic violence

    Regenass said: “It is our experience that the police are reluctant to respond to calls of domestic violence, and if you are not married, they are even less willing to respond. Very often when they do respond, they’ll tell the wife to be a good girl and tell the husband to watch it, climb into their vehicle and drive off. Traditionally, the police have removed themselves from familial problems. They suggest you call your church minister or somebody else.”

    A possible reason for the hesitance of the police to respond to domestic violence is that they are often powerless. If, as is the norm, a battered woman refuses to lay charges against her partner, there is nothing the police can legally do about it.

    Battered women often drop assault charges against their partners, because they fear the retribution they will face afterwards. They literally fear for their and their children’s lives.

    Belinda feared she would never see her children again if she didn’t drop the assault charge against her husband: “Before we were to go to court he came up to me and said that if I didn’t withdraw the charge, he would take both kids and get on a plane and that would be the last that I saw of them. I dropped the charges.

    “Little did I know that he couldn’t do that, but my self-esteem was so low that I believed everything he said. He could tell me a tablecloth was pink when it was black, and I would believe him, she said,” she said.

    According to Regenass, abusive men go on “beating binges”. Abused women actually become sensitive to this and know exactly when it is going to happen.

    Joan said that she developed a “sixth sense”, and knew when her husband was going to beat her. Belinda’s husband got a “glint” in his eye just before he raised his hand to her.

    Joan claims that her husband only hit her in front of the children (who were then five and two years old) – too young to testify in court. “My husband is a bully and a coward.”

    As Belinda also relates: “Towards the end, as my kids got older, his method of beating changed. He would pull me into a cupboard or beat me up behind closed doors. I think he became scared of our son who had just turned 15.”

    After six months of abuse, Joan finally moved out of the communal home. “This was when my nightmare really started,” she said.

    Her husband started spying on her. On a number of occasions he ambushed her in the corridor of her northern suburb flat complex. He phoned her employees and tried to get her fired. Although she has no proof, she is positive that he smashed the windscreen of her car, and on another occasion broke keys in her car’s locks.

    He had access to Joan through the children-either when he dropped them at her home or when he came to pick them up. On these occasions, as she opened the door to let the children in, he forced his way into her flat and assaulted her. “He once fisted me when I had the baby in my arms-thank God my child was not hurt.

    Joan was eventually forced to drop and collect her children outside her neighbourhood police station so that he wouldn’t assault her. Even this measure didn’t always act as a deterrent: “He leant in through the car window and clouted me, even though the uniformed policemen stood on the other side of the road.” She has to physically get out of the car in full view of the police to stop him from harming her.

    For Mandy (25), an accountant, the emotional abuse was more severe than the bloody noses and bruises she suffered at the fists of her boyfriend.

    “He regularly called me a bitch and slut-he made me feel like nothing. His possessiveness drove me out of my mind.”

    I was only allowed to go to aerobics if I wore a tracksuit pants and T-shirt-a leotard was an offence punishable by beating.” Similarly, when she got dressed for work, he used to taunt her by saying she was dressing up for the men at work and he would ask her who she was meeting for lunch.

    “He even checked if I was wearing a petticoat under my dress. I eventually resorted to wearing pants.”

    Her husband’s jealousy played a big part in Belinda’s life: “Because he was insanely jealous, I was dead scared to look reasonable. I let myself go and became extremely fat. I felt that if I got huge, he wouldn’t be able to accuse me of flirting.”

    He ripped the dress from my body

    Mandy said:” I was rather proud of a dress I had made for a friend’s wedding when I was 20.”Two years later her boyfriend asked her to put the dress on so that he could see what she looked like on the night of the wedding. “All I remember was him shouting that I looked like a slut and no wonder guys wanted to get into me – then he ripped the dress from my body.”

    Mandy’s boyfriend sometimes slapped her around whilst they were driving. “For those few seconds I could have killed myself out of pure desperation by flinging myself out of the moving car. I opened the car door more than once.”

    The question that begs to be asked of these women, and many thousands like them, is that, “if it was so bad, why they didn’t get out sooner?”

    Regenass explains that it is not as simple as that.

    “A man who emotionally and physically abuses a women takes away her self-esteem and her self-worth.”

    In most cases she is not allowed to have friends (Belinda, Joan and Mandy all agree) and therefore she has no support group.

    “Fear of the husband often forces her to stay in a destructive marriage because he threatens to kill either her, or the children, or both.

    “Another factor forcing the women to stay is the lack of financial assistance. I know of many women living in the so-called affluent areas of Sandton and Bryanston who don’t have two cents to rub together. Very often their husbands don’t allow them to have their own bank accounts or credit cards (this is another way for him to control them). So even if they wanted to book into a hotel for the night, they would not have the means to do so.”

    They were financial prisoners

    Both Belinda and Joan were not allowed to work. This not only kept them under watchful eyes, but kept them “financial prisoners” as well. In some instances, when the wife is allowed to work, she has to pay her salary into her husband’s bank account.

    Belinda’s husband cut all financial aid to her-and even as this article goes to print she is being forced give up her cottage in Sunninghill because she can’t afford to pay the R500 rent each month. “He has ruined me financially.”

    Joan said that when she left her husband she only had R5000 on her credit card, of which she had to spend a R1000 on clothes because she was never allowed to buy decent clothes while with him.

    “Another reason women stay with men who abuse them is because they are invariably very charming and are very good at making up after a violent episode.

    They make the women feel that it’s OK, it’s not a problem, and that he actually loves her and that is why he does it,” said Regenass.

    Mandy’s boyfriend used to say: “Sure I hit you, but there’s nobody out there who will treat you as well as I do.”

    And here’s the rub: most abused women admit that when their partner is not hitting them and when they are not fighting, and then he is a marvelous man and a wonderful father.

    “He really is super. If you met him, you’d get on well with him, anyone would, “said Mandy.

    One woman’s husband beat her so badly that she had to have her spleen removed, but still she looked forward to the “honeymoon” period where he was contrite and attended to her every whim. When she came out of hospital he would take her out to dinner, buy her presents (he bought her a car once), and their sex life improved.

    Until the next violent episode. In her mind the abuse she took built up “credit”. She felt that if she could just survive another beating, the credit-the “honeymoon”-would be worth it. In this instance the woman was actually colluding with her husband. It took many months of counselling for her to realise that by accepting his gifts, she was just as guilty as he was.

    A woman who leaves an abusive relationship too soon … returns

    According to Regenass, a woman who leaves an abusive relationship too soon very often returns to that same relationship because she feels guilty; she feels she hasn’t done enough to save the relationship. “When a woman does finally decide to leave, it must be a full stop at the end of the sentence, rather than a capital letter at the beginning of a sentence.”

    “If the man is willing to tackle his problem head-on, then the relationship can be saved.”

    But Regenass concedes that in the majority of cases, if the man’s abusive behaviour is not nipped in the bud, the relationship can’t be saved.

    “The man has to admit that he has a problem before the couple can even start to work it out. He must accompany his wife or girlfriend to a marriage guidance counsellor. It is imperative that he be involved. Any attempt to save the relationship without his participation is doomed to failure. But, in my experience, very few men actually think they have a problem. They feel it is the woman’s fault that they are beating her,” Regenass said.

    Another factor, and possibly the key factor that keeps a woman tied to a man who abuses her, is society’s acceptance of abuse as a “way of life”. It gives a man carte blanche in a relationship.

    One hears comments like: “You must have done something really bad for him to have hit you.” Or, the man says:” See how she pushes me-what am I supposed to do? It’s her, she’s pushing me.”

    Society forgets that a man need never raise his hand to a woman; he can always walk away.

    A number of South Africa’s black cultures argue that it is the traditional right of the husband do discipline his wife. This is mirrored in comments like:” I need to keep her in line every now and then.” Many “Westernised” South Africans subscribe to this philosophy.

    In Vogelman’s The Sexual Face of Violence, (Dobash and Dobash) he states that because men have been given the responsibility of controlling women, physical violence becomes a “legitimate” means to secure such control.

    Women that have been abused talk about “secondary victimisation”. Not only is she hurt by her partner, but by other parties including the church, parents, co-workers and the like.

    According to Regenass, in one instance, both parents and in-laws told the wife that her husband had the right to beat her because she didn’t act like “a good Christian wife”.

    I used to hit her so many times I forgot about it

    By dialling an 087 number, for R2.20 a minute, one can hear Jimmy “I like violence” Abbot, ex-boxer, ex-wrestler and sometime debt collector, confirm the role of the church when he tells you why he beats his wife and father. “I used to hit her so many times; I forgot about it.” A questioner asks:” And she still stayed with you?” Abott replies: “Oh yes, she believed in the Lord and she believed the Lord will change me one day.” The acceptance that violence against women is a “fact of life” has even penetrated our judicial system.

    Regenass cites an example where a woman got her husband to court on assault charges, only to be told by the magistrate:” There’s a bench outside. Don’t the two of you want to go and sort your differences out over there?”

    Joan had a similar experience when she brought her husband to court on charges of assault. He was let off because it wasn’t proved conclusively that she didn’t antagonise him.

    Regenass emphasised that before a woman gets out of an abusive relationship, she must have explored every possible angle to have saved the relationship.

    Only once she has reconcile herself to the fact that there is absolutely no hope of saving the relationship, can she start thinking about getting out.

    There are a number of things an abused woman can do to prepare herself for the day she will finally leave the relationship.

    First, when she is abused she must tell someone she can trust. Tell her friends, make it public-this can act as a deterrent. Her friends should also be able to confirm that being abused is not “normal” in a relationship.

    She must start building up her independence and her self-confidence.

    She must try to develop in her work sphere so that she can start feeling that she is a worthwhile person. If she is not working, she should attempt to persuade her partner that she needs to work. Joan, Mandy and Belinda have all been affected in some way by their experiences.

    Joan is back at work and living with her sister. She is still awaiting the outcome of the custody trial. She’s not seeing anyone right now. She does from time to time consult a psychologist.

    There’s only one direction to go and that’s up

    Mandy is still an accountant. She left her abusive relationship two years ago and is now seeing someone. She appears to be very happy with her new relationship. She has become more independent and is adamant that she never wants anyone to gain control of her life again. She feels that she had enough strength now to stop seeing her psychologist.

    After a spell in the Tara psychiatric facility in Johannesburg, Belinda (who is presently unemployed) is down, but definitely not out. She feels comfortable around other men:” I realise that they are not all the same.” Her main concern is for her son who witnessed a lot of the beatings meted out by his father.

    She is afraid that he will become an abuser of women, just like his father. A common thread binds these three souls together: even though they have each been through a personal hell, they have a positive outlook on life. “You go so low that there is finally only one direction to go, and that’s up.”

    Sales trainer, Jacques de Villiers wrote this article in 1996.

  • Heart Brain

    My dad was a minister of religion and preached in the Cape in the 1950s. Believe it or not, he had groupies following him around. Ok, not as many as the Rolling Stones would have had, but enough to be noticed. I asked him, "What is it that attracted all these females to you?" His answer was simple and is a valuable lesson for all of us in sales and marketing. "Get the head and the heart and the body will soon follow," he said.

    When I teach influencing strategies, I always say, "Sell on emotion … sell to the heart." We’ve all heard that people buy first on emotion and then justify with logic. Well I’ve bought into this strategy without really knowing the science behind it.

    The other day I was reading a book called The Da Vinci Method by Garret Loporto and discovered the science behind my dad’s remarks.

    "Groundbreaking research in the field of neurocardiology has established that the heart is a sensory organ and a sophisticated information encoding and processing centre, with an extensive intrinsic nervous system sufficiently sophisticated to qualify as a ‘heart brain.’" J. Andrew Armour, M.D., Ph.D

    It turns out that a little more than 60 percent of heart cells are actually neural cells that are identical to those found in the brain. They operate through the same connecting ganglia and use the same types of neurotransmitters found in the brain. And we thought the heart was just a muscle. Interestingly, it seems that your stomach also has neural cells that are identical to those in the brain and that’s why you get a ‘gut feeling’ (Thanks to Richard Mulvey for that gem).

    In short, your heart literally has thoughts! Half of your heart’s neural cells process information from all over your body and keeps your body’s processes harmonised. The rest of your heart’s neural cells are connected with the emotional centres of your brain. – The Da Vinci Method.

    So, it seems that we do think with our heart and savvy sales people in the know will make sure that they tap into the emotion first before going to the logic.

    Jacques de Villiers is a sales training and influence expert in South Africa

  • A Message to Garcia

    This is one of my favourite pieces when it comes to getting my sales teams to raise their game.

    A MESSAGE TO GARCIA  – ELBERT HUBBARD

    In all this Cuban business there is one man stands out on the horizon of my memory like Mars at perihelion. When war broke out between Spain and the United States, it was very necessary to communicate quickly with the leader of the Insurgents. Garcia was somewhere in the mountain fastnesses of Cuba—no one knew where. No mail or telegraph could reach him. The President must secure his co-operation, and quickly. What to do!

    Someone said to the President, "There’s a fellow by the name of Rowan will find Garcia for you, if anybody can." Rowan was sent for and given a letter to be delivered to Garcia. How "the fellow by name of Rowan" took the letter, sealed it up in an oil-skin pouch, strapped it over his heart, in four days
    landed by night off the coast of Cuba from an open boat, disappeared into the jungle, and in three weeks came out on the other side of the island, having traversed a hostile country on foot delivered his letter to Garcia—are things I have no special desire now to tell in detail.

    The point I wish to make is this: McKinley gave Rowan a letter to be delivered to Garcia; Rowan took the letter and did not ask, "Where is he at?" By the Eternal! There is a man whose form should be cast in deathless bronze and the statue placed in every college in the land. It is not book-learning young men need, nor instruction about this or that, but a stiffening of the vertebrae which will cause them to be loyal to a trust, to act promptly, concentrate their energies; do the thing — "Carry a message to Garcia." General Garcia is dead now, but there are other Garcias.

    No man, who has endeavoured to carry out an enterprise where many hands were needed, but has been well-nigh appalled at times by the imbecility of the average man – the inability or unwillingness to concentrate on a tying and do it. Slipshod assistance, foolish inattention, dowdy indifference, and half-hearted work seem the rule; and no man succeeds, unless by hook or crook, or threat, he forces or bribes other men to assist him; or mayhap, God in His goodness performs a miracle, and sends him an Angel of Light for an assistant.

    You, reader, put this matter to a test: You are sitting now in your office—six clerks are within your call. Summon any one and make this request: "Please look in the encyclopaedia and make a brief memorandum for me concerning the life of Correggio." Will the clerk quietly say, "Yes, sir," and go do the task?" On your life, he will not. He will look at you out of a fishy eye,and ask one or more of the following questions:  Who was he? Which encyclopaedia?  Where is the encyclopaedia? Was I hired for that? Don’t you mean Bismarck? What’s the matter with Charlie doing it? Is he dead? Is there any hurry? Shan’t I bring you the book and let you look it up yourself? What do you want to know for? And I will lay you ten to one that after you have answered the questions, and explained how to find the information, and why you want it, the clerk will go off and get one of the other clerks to help him find Garcia – and then come back and tell you there is no such man. Of course I may lose my bet, but according to the Law of Average, I will not. Now if you are wise you will not bother to explain to your "assistant" that Correggio is indexed under the C’s, not in the K’s, but you will smile sweetly and say, "Never mind," and go look it up yourself.

    And this incapacity for independent action, this moral stupidity, this infirmity of the will, this willingness to cheerfully catch hold and lift, are the things that put pure socialism so far into the future. If men will not act for themselves, what will they do when the benefit of their effort is for all? A first mate with knotted club seems necessary; and the dread of getting "the bounce" Saturday night holds many a worker in his place.

    Advertise for a stenographer, and nine times out of ten who apply can neither spell nor punctuate—and do not think it necessary to. Can such a one write a letter to Garcia?

    "You see that bookkeeper" said the foreman to me in a large factory. "Yes, what about him?" "Well, he’s a fine accountant, but if I’d send him to town on an errand, he might accomplish the errand all right, and, on the other hand, might stop at four saloons on the way, and when he got to Main Street, would forget what he had been sent for." Can such a man be entrusted to carry a message to Garcia?

    We have recently been hearing much maudlin sympathy expressed for the "down-trodden denizen of the sweat shop" and the "homeless wanderer searching for honest employment," and with it all often go many hard words for the men in power. Nothing is said about the employer who grows old before his time in a vain attempt to get frowsy ne’er-do-wells to do  intelligent work; and his long patient striving with "help" that does nothing but loaf when his back is turned. In every store and factory there is a constant we "help" that have shown their  incapacity to further the interests of the business, and others are being taken on. No matter how good times are, this sorting continues, only if times are hard and work is scarce, this sorting is done finer – but out and forever out, the incompetent and unworthy go. It is the survival of the fittest. Self-interest prompts every employer to keep the best—those who can carry a  message to Garcia.

    I know one man of really brilliant parts who has not the ability to  manage a business of his own, and yet who is absolutely worthless to anyone else, because he carries with him constantly the insane suspicion that his employer is oppressing, or intending to oppress, him. He can not give orders, and he will not receive them. Should a message be given him to take to Garcia, his answer would probably be, "Take it yourself."  Tonight this man walks the streets looking for work, the wind whistling through his threadbare coat. No one who knows him dare employ him, for he is a regular firebrand of discontent. He is impervious to reason, and the only thing that can impress him is the toe of a thick-soled No. 9 boot.

    Of course I know that one so morally deformed is no less to be pitied than a physical cripple; but in your pitying, let us drop a tear, too, for the men who are striving to carry on a great enterprise, whose working hours are not limited by the whistle, and whose hair is fast turning white through the struggle to hold the line in dowdy indifference, slipshod imbecility, and the heartless ingratitude which, but for their enterprise, would be both hungry and homeless.

    Have I put the matter too strongly? Possibly I have; but when all the world has gone a-slumming I wish to speak a word of sympathy for the man who succeeds – the man who, against great odds, has directed the efforts of others, and, having succeeded, finds there’s nothing in it: nothing but bare board and clothes.

    I have carried a dinner-pail and worked for a day’s wages, and I have also been an employer of labor, and I know there is something to be said on both sides. There is no excellence, per se, in poverty; rags are no recommendation; and all employers are not rapacious and high-handed, any more than all poor men are virtuous.

    My heart goes out to the man who does his work when the "boss" is away, as well as when he is home. And the man who, when given a letter for Garcia, quietly takes the missive, without asking any idiotic questions, and with no lurking intention of chucking it into the nearest sewer, or of doing aught else but deliver it, never gets "laid off," nor has to go on strike for higher wages. Civilization is one long anxious search for just such individuals. Anything such a man asks will be granted; his kind is so rare that no employer can afford to let him go. He is wanted in every city, town, and village—in every office, shop, store and factory. The world cries out for such; he is needed, and needed badly — the man who can "Carry a Message to Garcia."

    Jacques de Villiers is a sales training and persuasion specialist in South Africa

  • The Devil’s in the Detail

    You’ve wowed your prospect. There’s a connection that could see you closing a deal. You’re in the zone. This one is in the bag.

    Ever had that feeling and then you lose the deal?

    In my experience many deals falls apart at the end-game. When it comes to the proposal stage.

    The proposal document is riddled with inaccuracies, misspelling of names, spelling mistakes and grammatical errors. When a prospect gets a document full of holes an element of doubt goes through her mind. Basically, the concern is that if you can’t even get the proposal right, how are you going to get it right with the company you’re dealing with?

    Some of the most common mistakes I’ve spotted over the years:

    • Spelling mistakes. No excuse for that – your software typically has a spell checker. Of course, there’s also your dictionary that’s gathering dust in your bookshelf 😉 Note that South Africa uses British English as its standard and not American English – so watch the "Zs" – specialize, empathize, authorize and so on.
    • Using an apostrophe when talking about your company e.g. XYZ Corporation had it’s birthday last week. "It’s" is a contraction, meaning "it is". The correct way is to say "its", which is a possessive.
    • Using an apostrophe to denote a plural. Vodacom recently made this mistake in its recent BMW campaign. "Win 100 BMW’s. Check out the full Vodacom story on my in the Mampara section of my blog.
    • Misspelling of names.
    • Inconsistent style. If you’re going to go with "its" for your company, don’t sometimes say "we" to denote the company. Or with numbers – don’t in some instances write 4 and in others write four. I was taught that if the number was a single digit, it should be written out e.g. four. And, if it was a double digit it could be numerical, e.g. 12. I’m not sure if it is still true in this day and age.
    • Jargon. Make it easy for your prospect to understand your rationale. The IT and engineering industries are big culprits here.
    • Long sentences. The rule of thumb is that the average sentence should be no longer than 11 words.
    • Multiple concepts in one paragraph. Remember, one concept, one paragraph.

    So, who’s responsible for ensuring that your proposals and marketing material is correct?

    I believe that the buck stops firmly with the marketing manager and sales manager. Someone has to take responsibility for being the quality custodian.

    If you’d like to improve your written communication, have a look at the following books:

    • The Elements of Style – William Strunk and E.B. White
    • Mend Your English (What you should have been taught at primary school) – Ian Bruton Simmonds
    • Eats, Shoots & Leaves – Lynne Truss

    Jacques de Villiers is a sales trainer, marketer and professional speaker

  • Article marketing can boost your business

    Whether you run a business totally online, or you operate a
    brick-and-mortar business and have a supplemental website, you need to
    implement article marketing. If you aren’t marketing your business with
    articles, you’re missing a huge chunk of the marketing pie. Let me give
    you a few reasons why.

    Reason #1: Article marketing is free. Every business owner knows
    that advertising isn’t cheap. Every newspaper or magazine ad you run
    costs you dearly. By spending just a little extra time writing and
    submitting several articles each month, you’ll save quite a bit of
    money. Best yet, article marketing doesn’t cost you a dime–just a few
    hours every week.

    Reason #2: Article marketing brands your business. Have you ever
    wondered how some businesses seem to become so well known in such a
    short amount of time? They’re getting their name out there. They’re
    giving away something of value for free to their potential customers.
    Your articles will brand your business and make it a well-known name.

    Reason #3: Article marketing makes you an expert. If you write
    articles about the subjects you know well, you’ll quickly become known
    as an expert in your field. Do you run a website on bird watching?
    Writing and submitting fifty articles on bird watching will show people
    that you know what you’re talking about.

    Reason #4: Article marketing teaches you how to relate to people.
    You can’t write a bunch of articles without learning how to communicate
    effectively. The more you write, the more you’ll learn how to get your
    message across in a friendly, personal tone.

    Reason #5: Article marketing creates back links to your website.
    Without getting into the technical details of this, back links to your
    website are good and you’ll want lots of them. Back links help boost
    your rankings in the search engines, thus gaining more exposure for
    your website.

    Remember that article marketing isn’t the cure-all answer to
    advertising your business; it’s one piece of the pie. You also can’t
    submit a handful of articles one time and expect to see results.

    Article marketing requires persistence and patience. You should
    plan to spend a certain number of hours each week writing and
    submitting articles to promote your business. Pencil in this time
    faithfully and stick to it. Within a few months (maybe even a few short
    weeks!), you’ll begin to see the results of your hard work pay off.

    Jacques de Villiers is sales and marketing consultant in Johannesburg, South Africa

    Check out the next GoogleJuice Internet Marketing Course

    Check out other success training seminars by Jacques

  • I don’t care how much you know until I know how much you care

    I’ve got to be honest, I’ve always felt that this EQ (emotional quotent) fed to us by Daniel Goleman and his acolytes was just another way of ripping money out of our pockets. But with the recent events in the ANC, Nick Dennis and the bread fixing debacle and the Glen Aglioti saga, maybe there’s more to this emotional intelligence thing than meets the eye.

    President Mbeki

    Let’s explore why President Thabo Mbeki grip on power is slipping.

    There’s no doubt that he is firmly in the intellectual, left brained camp. He’s more comfortable in the realm of theory than in the reality on the ground. I’d suspect, like most intellectuals, he has a snobbish, aloof air about him. He’s more likely to be turned on sparring intellectually with Joel Netshittenzhe than having a hot-blooded woman casting her eye on him. He reminds me of a Dr. Niles Crane (of Frasier fame) – prim, proper, paedantic and untouchable.

    (Why, just the other day in a training session, I recommended the Dale Carnegie course and the manager who was a Rhodes graduate said that he believed the course was for losers. Of course, he had the emotional acuity of Dr. Spock’s mother.)

    That may just be Mbeki’s downfall. Most of the children of this South African soil aren’t intellectuals. They’re earthy, feeling beings that need to be recognised. He’s done a piss-poor job of that, hasn’t he? Ignoring the plight of those suffering of AIDS. What’s the figure now … 1000 dying a day in South Africa. With his intellectual bent you’d think education would be his priority, wouldn’t you? As it turns out our Education Department is churning out the dumbest kids in the world at the moment. And of course, covering up and defeating the ends of justice for his mates, Manto, Jackie and others lurking in the shadows. His unwavering support for Mugabe is not endearing him to the masses either. Did he think he’d get away with it forever? Clearly not. The masses are speaking against him. I’m not sure they’re voting for Jacob Zuma so much as voting against Thabo Mbeki. Why? Mbeki hasn’t got his finger on the pulse of the nation. He hasn’t had it on for a while because he has a cabal of ‘Yes men and women’ who won’t let him see the truth. Or maybe he doesn’t want to hear the truth.

    The bottom line is that he doesn’t appear to care for the majority. And they don’t care for him because as the saying goes, "I don’t care how much you know, until I know how much you care".

    He is emotionally inept when it comes to the so-called Connection Economy where relationships are the new vital.

    I suppose the reality is that most people don’t like people to be too smart … they want to take them down a peg or two, don’t they? Isn’t that why many females ‘dumb-down’ when dealing with males. If they’re ‘too clever’ they’re seen as a threat and get put in their place (this if for another discussion 😉

    Nick Dennis

    Recently, Nick Dennis, CEO of Tiger Brands fell on his sword and went into early retirement because his company violated the basic human rights of the majority of this country when they decided to fix the price of bread. He claims he wasn’t aware of this happening. Come on, Nick, after 25-odd years at the company, you should be tuned into the company telegraph system. If he’d been at the millstone and had his ear to the ground, he would’t have been caught offsides.

    I suppose the lesson for business leaders is that they have to get out of their ivory tower, forgo the comforts of their fancy Mercedes, Jaguars and Range Rovers and get off the golf greens, put on their Green Cross shoes and walkabout to get a feel of what is happening in reality in their business. Hook into the current climate of your business. Connect!

    Glen Aglioti

    Glen Aglioti seems to have the emotional intelligence of a Vulcan. Don’t come off a plea bargain saying that you’ve been vindicated. You’ve been saved by a screwed up and totally inept justice system and buddies that are scared you’re going to shop them. But your soul has been measured by the world (if the hatred directed to him on Radio 702 was anything to go by), in the crack houses and by a higher power and you have been found wanting. An emotionally aware being would have apologised for the tragedy his ‘bit playing’ has caused to countless souls in this country and tried to make some kind of restitution. (Read Buddha by Deepak Chopra – there might still be hope for you).

    So, I suppose Daniel Goleman is right. The emotionally aware and connected will do ok in the long run.

    Jacques de Villiers is a specialist sales trainer and conference speaker

  • First Impressions as fast as thought

    Clothing retailer, Markham fascinates me. It went on this massive branding exercise. After all was said and done, it changed its name from Markhams to Markham. Dropping the S must have been a huge creative stretch.

    And, a year or so down the line,  the old logo “Markhams” still  crops up. Well in Klerksdorp and Shelly Beach at least.

    Markham is not the only one that doesn’t look after its brand. Check out the Supreme Court, next time you watch the news – there are at least four letters missing from this high institution. I walked past my local fire station (Sandton) the other day – there was grass growing through cracks in the pavement and litter lying in the entrance.

    In Blink, Malcolm Gladwell says that we form an impression of something and make a decision about it in two seconds. And here I thought we had two minutes to make a good or bad first impression.

    It seems that when it comes to managing perceptions it is important for companies to ‘sweat the small stuff’.

    That is why I believe we have to be so protective of our brands. People buy from us because they feel safe. If they see that we cannot even get the small things right, it raises doubt in their minds about our ability to do the big things right … like doing a good job for them.

    As a copywriter I’m always scanning for spelling mistakes. Perhaps your clients do too and judge you on the minute errors you make.

    Next time you send a proposal to a prospect, double check the spelling … getting it wrong could mean the difference between winning a contract or losing a contract.

  • The World’s Wealthiest Losers

    Motivational speakers amongst other things, try and get people to be happy or at least make their own happiness.

    Gloria Vanderbilt, Barbara Hutton, Alfried Krupp, Marilyn Monroe, John D. Rockerfeller, Aristotle Onassis and Imelda Marcos. If they couldn’t find happiness, can we?

    What makes people really happy? Why is it that some of us who have very little to show for the fruits of our labour are ecstatic with life and some of us, who have the means to be happy, are miserable?

    In her book, The World’s Wealthiest Losers (ISBN 1-85152-866-0), Margaret Nicholas chronicles the lives of people who ostensibly “have it all”. They end up miserable, friendless or just plain mean. She’s included the following in her list: Gloria Vanderbilt, Barbara Hutton, Alfried Krupp, Marilyn Monroe, John D. Rockerfeller, Aristotle Onassis and Imelda Marcos.

    Here’s what she says about J. Paul Getty: The world’s richest man was impoverished in almost every way, apart from his money. Married five times, every marriage ended in divorce. His four older sons feared him. His youngest, Timmy, died when he was only 12.

    According to Nicholas, Howard Hughes led a tragic last 15 years of his life: In a penthouse bedroom in Las Vegas, a solitary man sits in a darkened room. He is eating chicken soup. His naked body is emaciated and both hair and beard hang in lank strands as far down as his waist. His nails are like talons. Howard Hughes spent the last 15 years of his life in darkened rooms, moving from one to another at the dead of night. His diet was so appalling that he suffered from acute malnutrition. For his funeral his relatives had to buy a decent dark suit for him to be buried in.

    People like Anthony Robbins, Brian Tracy, Zig Ziglar, Deepak Chopra, Dale Carnegie and Norman Vincent Peale have wrestled with the “happiness” question and have some great insights into the topic.

    Let’s take another look through the eyes of authors that aren’t as exposed as our usual suspects. Martin Seligman and Don Miguel Ruiz explore some new ways that we can find a path to happiness.

    Martin Seligman in his book Learned Optimism (ISBN 0-671-01911-2) makes a case for being optimistic. He says that life inflicts the same setbacks and tragedies on optimists as on pessimists, but optimists weather them better. The optimist bounces back from defeat, and, with his life somewhat poorer, he picks up and starts again. The pessimist gives up and falls into depression. Because of his resilience, the optimist achieves more at work, at school, and on the playing field. The optimist has better physical health and may live longer.

    In The Four Agreements (ISBN 1-878424-31-9), Don Miguel Ruiz has another take on how to be happy: – Be impeccable with your word. Your words have real power. Use them wisely and always talk yourself up; never down. – Don’t take anything personally. Nothing other people do to you is because of you. It is because of them. – Don’t make assumptions. By making assumptions we’re asking for problems. We misunderstand, we take it personally and we end up creating a drama out of nothing. – Always do your best. No more and no less.

    With 60 000 thoughts going through our minds every day (most of them negative, unhappy thoughts), finding happiness will be a true, never-ending journey of discovery. Challenge yourself to find out what really makes you happy and then take massive action to achieve it.

    Live on Purpose! Jacques de Villiers – motivational speakers