You've probably noticed that we have embarked on a new political campaign season. It seems that there is a new movement afoot to avoid accepting responsibility for much of anything. Harry Truman had a sign on his desk that read ?The Buck Stops Here?. He understood his responsibilities. As business owners we must accept responsibility for our results. After all, you are the only person whose behavior you can control. You are 100% responsible for your results. But, you want your results to improve. Are you going to merely accept those results or take control of them?

There?s a big difference between accepting responsibility and taking responsibility. The first is passive, the second active. The first invites excuses: ?I asked her to __________ (fill in the blank with what should have happened). The second is much more proactive in approach. It involves commitment, anticipating problems, having alternatives available and people empowered to solve problems on your behalf. It requires that goals be established, plans implemented, results monitored on a regular basis, procedures and systems established to eliminate inconsistencies and ?dropped balls?, and the people supporting your efforts (yes, even family) informed of what it is you are trying to accomplish and why.

We know what?s right. It?s how we would like others to treat us. We all want fewer excuses and better performance. The biggest challenge we all face is to stop making excuses for ourselves. When we stop making excuses we start making changes. It?s when we start living up to our potential that we will make the difference.

I just read Harry Beckwith?s book ?The Invisible Touch". He provides a key equation to describe the value of a product or service to a buyer:

Apparent perceived value - Price = Value

Very often, in our zeal to focus on selling the value of a product or service, we forget that our prospect may perceive a value that we haven?t even considered or acknowledged. We need to work on the left side of the equation, to understand the prospect and what they actually value. By increasing the perceived value we can avoid cutting the price and lowering the actual value.

Do you notice people being defensive as soon as you ask them how their day is going? Have you ever tried to put yourself in that other person?s shoes and understand how they see you? The next time you are about to open your mouth, imagine what that person would want you to ask.

We?ve all heard the mantra: ?People do business with people they know, like, and trust.? That?s been true for thousands of years. Winning someone?s trust takes time, but knowing that person only takes effort. It is through conversation, and mostly our listening skills, that we develop the relationship that allows that trust to develop.