20+ years as a sales leader/trainer/coach/manager- father & husband. I simply enjoy the continual pursuit of learning to help gain the edge in all facets of business and sales success. What I learn that works, I like to share. You are invited to join in on the journey by subscribing and by sharing your comments. Thank you for visiting!
“We are half-hearted creatures, fooling about … like an ignorant child who wants to go on making mud pies in a slum because he cannot imagine what is meant by the offer of a holiday at the sea. We are far too easily pleased.”
C.S. Lewis (1898 – 1963) | Irish writer and scholar
I’ve always loved that thought. It reminds me to think/act/be bolder. It reminds me to keep pushing for truth and the way things could and should be … to ask
“What’s next?”
How much better would our lives be (all of our lives) if more of us woke up each day feeling obligated to making a positive difference in the world … even if it’s only a small difference at times … or just creating a better moment for someone else?
What if more of us stepped out of passivity (meeting expectations, apathy, indifference, “good enough”) and chose the pursuit of better … more often?
I think we all know what would happen … a whole lotta good… and a whole lotta fun.
There are times in our career when we want to throw our hands in the air and shout, “I quit.” If working on something is affecting your mental health in a negative way, then it’s time to give up. Quitting, resetting, and rethinking what you’re doing are all acceptable options. Then go on with a new strategy. When you want to quit, but there isn’t a big reason why you should, look at the main reasons to keep going.
Understanding why you must break through the wall is a rather straightforward process………. It is referred to as the “Big Why?” You’re more likely to give up if your why isn’t clearly defined. The simple act of sitting down and writing out all the reasons you shouldn’t give up might often be all you need to keep you going. Consider whether you are doing it for yourself, and why you deserve it. If you’re a parent, you might look back on your youth with a sense of wanting to create something better for your children than you experienced growing up. You believe your family deserves better, and going the extra mile is more than worth it to you since you care so much about them. If you haven’t heard of Simon Sinek, he’s most notably known for his TedTalk titled; How Great Leaders Inspire Action. The focus on his talk was around the importance of answering the “Why” question and what is now known as The Golden Circle. Below is a video from Sinek where he describes how he came to this realization, and how the WHY movement has grown.
You’ll need to keep reminding yourself that there are going to be a lot of obstacles in the way. Sit down, clear your mind and contemplate the obstacles before you. Ask yourself if they are truly obstacles preventing you from moving forward or if your imagination is exaggerating their magnitude. We often embellish an event by adding in negative self-talk and actions that did not take place. For example, a negative self-image perceives the act of feedback as criticism rather than coaching. Our minds are capable of creating fears, but sometimes those fears are filled with pain when they don’t have to be.
Replaying breakthrough moments in your imagination might help you avoid picturing hurdles in your mind. Fake obstacles will have a hard time taking root in the wake of such positive reflection. Breakthroughs occur to everyone at some point in their careers. It might be anything as basic as suffering through two years of an entry-level position before suddenly finding purpose in this experience as a stepping stone to a promotion. You may have spent years attempting to be the best salesperson in your company, only to come in second place. After that, you took your frustration and channeled it into action, putting in the time and calls necessary to get to the top. The thrill of achieving such a significant goal and receiving such recognition was priceless.
When someone says they have no recollection of a time when they were a winner, then make one. If you give it enough focus, your brain can’t discern the difference between a real occurrence and one you’ve made up. In Psychology this process is known as the Pygmalion Effect. Think back to a time when someone believed in you, and in doing so gave you the self-belief to push through. Describe how you “rose to the occasion” when confronted with a serious obstacle and smashed through it. Put your heart and soul into it, and imagine yourself leaping up and down and yelling, “I did it!”. In your mind’s eye, you’ll be able to see this scene in motion. This happens all the time in sports. Basketball’s finest free-throw shooters have a mental picture in their heads that encourages them to make their shots. After bouncing the ball around a few times before shooting it, they see and feel themselves on the line, ready to go. In this mental replay, there are no rim bouncers.
Stop and take a breather when you’re feeling overwhelmed. What may initially feel like a need to quit is simply a need to take a break . Take a deep breath, then turn off your phone and disconnect from email, social media, and constant notifications. For me getting outside and connecting with nature helps me reset. The only thing that matters is whether or not you are moving and smiling at the same time. Don’t worry about why you decided to rest for a few days. A mental and physical break is the only solution. Once you feel a sense of rejuvenation begin the process of refocusing on what you want and why you want it, then take huge action to get there.
Some individuals spend their working days attempting to avoid making errors, yet their work suffers as a result of their inability to achieve perfection. They make fewer mistakes in the end, but they achieve less because they spend so much time trying to make everything flawless. In business, time is money. Doing a good job today is better than the potential of a great job tomorrow.
Jon Bon Jovi’s career may have ended before it even began if he hadn’t grasped this idea. In 1983, he was just 21 years old when he won a radio station contest to record his debut song. He promptly created a band and published a first record the following year, which went gold. Suddenly, they were performing at Madison Square Garden as the opening act for ZZ Top. They hurriedly recorded a second album in order to strike while the iron was still hot. It was released to mixed reviews in 1985. Jon was dissatisfied with the record and desired to improve it, but time was crucial. In 1986, the band overcame this stumbling block and published a better-written and produced third album. Jon was still dissatisfied with the record since he didn’t think one song in particular was worthy of inclusion. He was fortunate in that he listened to folks who understood the commercial side of music. “You Give Love a Bad Name” was the title of the song. It went on to become one of the band’s most well-known songs, and it helped propel the album to the top of the charts. This catapulted them to superstardom, with over 100 million records sold as a result. They may have lost their record label’s backing if they had waited till the second album was flawless before moving on to the third.
Tom Scholz, a rock icon, experienced something similar. He’s been dubbed “the brightest man in rock & roll history” on several occasions. He graduated from MIT with a master’s degree in mechanical engineering and is credited as an inventor on 34 patents in the United States. His band Boston’s debut album, released in 1976, sold over 16 million copies and is still the best-selling debut record in history. It’s also regarded as one of the best-produced rock albums of all time. Scholz performed all of the instruments on the album and produced it himself. He’s a gifted and intelligent individual. He’s also a stickler for detail, taking eight years to complete his third record. After a year of waiting, CBS/Epic Records sued him for breach of contract and pulled Boston from their roster.
It’s fine to have high expectations as long as they’re reasonable. It’s not acceptable to wait until everything is perfect before proceeding. Even if you’re a brilliant scientist or a great music singer, the engine of business doesn’t have time to wait for you to do everything just right. Payroll must be fulfilled and deadlines must be met. Employees who are highly respected do not usually make fewer mistakes they are trusted to get the job done and on time. In fact, they frequently make more mistakes, since the frequency of errors rises in tandem with production. They simply know how to do it correctly.
We may be inclined to think of the daring and heroic characters when we think about leaders. The army’s commander is in the trenches, leading the advance and bearing the brunt of the opposing attacks. After all, that’s what it takes to be a leader in comic books and movies!
Of course, for the vast majority of us, this is not the case. The front lines of battle for most managers means addressing business and personnel challenges on the daily.
But it doesn’t mean you can sit back and relax. Being brave and heroic is still highly essential. It’s only that this bravery will take on a new shape.
Action-Oriented Leadership
Leaders who take action are the most effective. When we lead by example, we establish a positive example for our team and encourage them to follow suit. As a result, we avoid one of the worst qualities a leader can have: hypocrisy.
Being accused of hypocrisy is one of the few things that will instantly stoke doubt and resentment in your ranks.
Nobody enjoys being asked to do something they don’t want to do because they believe their superior is either reluctant or afraid to do it. You’re in control, and that comes with a lot of responsibilities. Giving your team the worst duties and not participating in them yourself is an abuse of power.
Decisiveness
Leading by example also entails being determined. It entails being able to make a timely decision and being ready to follow through on that decision.
Many less experienced managers make the error of postponing or avoiding decision making. Their concern is that they would make the wrong decision and lose their employees’ respect as a result.
Indecisiveness, on the other hand, is worse than making an unwise or wrong decision. Indecisiveness makes you appear weak or incompetent. While taking action may have negative effects, deferring a decision will always have negative implications.
On the other hand, seeing someone who takes swift decisions and doesn’t second-guess themselves is almost always motivating. Your team members will gain confidence as a result of your decisiveness. It fosters a culture failing forward and empowers other to take ownership of mistakes.
Responsibility
What does decisiveness have to do with courage?
Simply put, it indicates you’re ready to take on the responsibilities that come with being a leader. Being a leader does not imply that you get to tell people what to do or that you get to take all the credit.
Being a leader entails taking charge of the group. It entails safeguarding them so that they may accomplish their best work. It entails making decisions and accepting responsibility for the consequences. We only delay making decisions when we don’t want to look bad… And that, in the end, is a sign of cowardice.
Stoicism
Finally, being a fearless leader entails taking the fall when things go wrong. If you make a mistake, it’s critical to not only own up to it, but also to remain calm and composed when confronted by your superiors or when the business is on the verge of failing.
All you need are these; certainty of judgment in the present moment; action for the common good in the present moment; and a attitude of gratitude in the present moment for anything that comes your way.’
Marcus Aurelius, Meditations, 9.6
In a crisis, it’s also critical to maintain calm. When things appear to be going poorly for the team, this means leading by example. Prevent your team from becoming panicked. Keep your cool and you’ll be able to deal with the situation effectively.
How to Be the Leader They’re Looking For
What is the source of all this bravery and stoicism? If you don’t have it naturally, how can you get it?
Is it a case of putting on a tough exterior?
Not in the least.
Being a truly great leader comes from having the right priorities. It means forgetting yourself and, instead, focusing on the goals of your organization and the happiness and comfort of your team. When you do that, it’s easy to be a courageous leader.
Self-Reflection Questions:
1. How can I balance being a leader with being a follower?
2. What can I do to make my leadership skills stronger?
Everyone despises failure, but what most people don’t know is that failure is an essential part of the succeeding process. Anyone who has ever achieved success has also experienced several failures. So, what is the best way to overcome failure?
Here are five strategies for overcoming adversity.
1. Make Use of Your Mistakes and Failures to Improve Your Performance.
What method did you use to learn to ride a bike? The short answer is that you fell off a hundred times. After every error or failure, try to extract as much information as possible from it in order to be better prepared for the next time.
Action Step: Make a list of the top five things you took away from your most recent error or setback and write them down.
2. Don’t Spend Too Much Time Thinking About It.
Now that you’ve gained some insight from your mistake, it’s time to move on. Don’t get caught up in the past. When you are gazing backwards, it is impossible to know where you are headed. Furthermore, concentrating on your previous failures will keep you trapped in your current situation.
Action Step: Go through everything you’ve written in Key 1 and make notes (The 5 Things You Learned).
3. Don’t be afraid to give it another go.
Make sure you don’t let the fear of failing again prevent you from achieving your greatest potential or achieving your goals. You don’t give up after one or two set-backs, just like you didn’t give up after one or two falls while learning to ride a bike.
Action Step: Apply what you’ve learned and give it another shot now that you’re more prepared.
4. Surround yourself with people who are upbeat and optimistic.
No matter what it is that you are attempting to do, it is important to surround yourself with successful individuals who have accomplished what you desire. One of the most effective methods to overcome failure is to learn from the experiences of others who have faced similar challenges. This will not only inspire you, but it will also serve as proof that it is possible.
Finding a mentor or group of individuals and surrounding yourself with them as soon as possible is a great action step.
5. Recognizing that failure is a necessary part of the learning process.
Failure and mistakes aren’t enjoyable, but they are necessary for us to learn how to be excellent at whatever it is that we are attempting. “There are no secrets to achieving success in life. It is the consequence of careful planning, hard labor, and the ability to learn from mistakes.”
Action Step: Think back to a moment when you were successful at anything. Then consider how many times you failed or made mistakes on your way to achieving your goal.
Now that you have the 5 Keys to Overcoming Failure, it’s time to put your knowledge into action. You have a spark of greatness ready to ignite deep within your being. Make no compromises in your pursuit of your full potential because of anyone or anything.
Below you’ll find a link to an E-Book on Famous Failures. History provides us with quite a few notable failures. Names that you are sure to recognize. These individuals are great examples of how set-backs led to insights that fueled their success. Enjoy~
Remember what it was like courting your spouse? It’s likely that you didn’t propose on your very first date! A two-way interaction develops before reaching the church doors. Much like dating, in selling, if you want the fulfillment of a life-long customer, you can’t rush it.
It takes time and effort to get to know your customer. While every customer is unique in personality, likes and dislikes, there are some constants that sellers may leverage. Give them what they want, and they’ll become devoted, lifelong clients.
1. Forget Selling… Focus on Buying
One of my favorite selling mantra’s is from Jeffrey Gitomer in which he states; no one likes to be sold, but everyone loves to buy! People want to imagine they make all their purchases based on their own brilliant ideas and savvy purchasing. No one likes a pushy salesperson. A salesperson who “HELPS” their customer find the best deal is a hero.
When a customer enters into conversations with you, they are probably already planning to buy something. You don’t have to sell them. You may relax and just assist them in making the greatest buy decision.
Focus on the customer’s needs. Consider… what rewards would she seek? What is his budget? Remember that you are there to help, not to persuade. By doing so the stress is gone!
2. Buy A “Sure Bet”
There are always risks associated with buying, or at least an opportunity cost. The higher the price, the greater the perceived risk! Yes, a customer is seeking a product that meets his wants and needs. Always remember that internally the customers is asking themselves, “Is it worth it?”.
It’s a valid question. The world is full of scams where you spend money on junk that doesn’t last and can’t be maintained. Or a previous salesperson has overpromised on what their service or product could provide. A few hard lessons make people weary of impulse purchases. They want something reliable.
A “no risk” guarantee helps negate many customer fears. They may relax knowing that if the goods do not live up to expectations, they won’t be stuck paying for a dud. If you’re in a business where providing a money-back guarantee isn’t realistic, then explain that you’re in the business of making it right and that is what they are paying for in choosing you.
Customer testimonials also show “potential” customers that you truly work towards customer satisfaction. No one can say it better than a happy customer, but don’t overuse them. Choose precise and detailed testimonials, and provide as much about the consumer as you can to bolster their credibility. Do you have a customer that initially had a bad experience, but you turned it around? Don’t hesitate to ask them to detail their experience in a testimonial.
3. Assure Them It’s A Simple Process
Review your sales process and evaluate if it’s too complex. Yes, your stressed-out clients can experience buyer’s fatigue. One of my favorite examples of simplifying the buying process is the convenience store Quik-Trip. A few years ago they embarked on a multi-store remodeling initiative to where now every Quik-Trip you enter is exactly the same. I know precisely where my favorite protein bar is whether I’m in Oklahoma, or Kansas. Make sure you process is customer friendly, not company compliance friendly.
Any darn fool can make something complex; it takes a genius to make something simple. — Albert Einstein
When developing your selling strategy, don’t forget to highlight your product or services convenience. Value isn’t everything. With a little knowledge, you may easily attract your dream customer. Keep these three strategies in mind as you work to increase your business and client base, and watch your revenues skyrocket.
Catalyst Consulting 