Congrats- you’re in sales!

Here’s an interesting thought: Everything in business comes back to selling. Think about that for a second. The economy revolves around sales…. every business regardless of what they do, they have to sell. On the daily every person in business sells. To your co-workers you sell your favorite movies, favorite books, favorite restaurants, favorite shoes. You even sell yourself on ideas and thoughts.

Here’s another interesting thought: Most people hate the very idea of being “salesy”, yet we all fall under that category in one fashion or another

The question is: How do I embrace my inner salesperson?

Acknowledge that you sell on a continuous basis in your day to day life.

Admit it. You do it. You just don’t think of it as selling. You would probably say “I’m just sharing my favorite_____________with so and so.

Hmmmm – Sharing. Replace the word selling with sharing. There. That feels better doesn’t it? Isn’t it funny how changing a word can alter your perspective? When it was selling, you shuddered. Now that it’s sharing, you feel all warm and fuzzy. We all like to share – we like to share our things, our thoughts, our ideas, our favorites, ourselves. Stop and think about that for a moment….. It’s the same thing.

Choose a new thought

When you choose to think of selling as sharing, it shifts the way you feel about it. When you feel empowered by something you will be more successful at it. For all of you who own businesses or work for a business (that would be everyone), this is vital.

-What thoughts do you entertain around selling?
-What new thought might you choose instead?
-What is one thing that you can do today to embrace your new thought?

“People don’t care about what you have to say until you care about what they have to say”

How true is that? Think about that for a moment – It is part of our nature as humans to want to be heard. Most people go through life just trying to be understood and when we are around someone who truly listens to us it is a breath of fresh air. And, what do we want to do? We want to be around those people as much as possible. Be part of their inner circle. We talk about them to everyone we know because they are the most genuine authentic people. They really hear us.

When we own a business or represent a business, we need to truly be in touch with what our clients need. We need to know what their challenges are, what they are excited about, who they are, so that we know how to best serve them. The only way to do this is to listen.

Listening is one of the best ways to sell. If you are in touch with your potential customer/client you will know how to work with them and create a win-win situation.

Be In Service of Others

Building on listening, let’s go into service. I’m not just talking about excellent service on the part of us, our business/product, I’m talking about being IN service of others.

When meeting another person for the first time, do you screen them for potential customer status? That’s a given. What about if they do not have a remote chance of being in need of you or your product? Do you write them off and move on to the next one?

What would happen if you looked at each person in terms of what you can do for them instead of what they can do for you?

Think of the people that you really like to do business with.
-What characteristics do they embody?
-How much of their success do you feel is in direct proportion to their ability to listen and really help you?

My challenge to you:

Practice really listening to everyone you connect with this week and find one way that you can be in service of them that exceeds their expectations.

Hey Leaders! Are you guided by intuition or ego?

When you are a new leader or manager it’s not always easy to tell if your choices are coming from the right place. Experience and time will bring insights, but how can you speed up the learning process and ultimately make better decisions? Learning from others is one way to shorten the learning curve. As a leader, learning the difference in how I have used intuition or ego in my decision making process has provided me a mental roadmap. Following your gut might be easier for some, but could lead to bad results and without examination there is no process to prevent the same results from happening again. Follow your ego and you might be successful in many ways, but you’re likely to find yourself wondering why you’re not as happy and ultimately not as effective as you could be as a leader.

Learning how to determine whether my decisions were guided by intuition or ego has made a huge difference in my approach to decision making. While there are no hard and fast rules to make the distinction, there are tendencies that I have personally found that can serve as a guide.

First let me start by stating, fear is the single biggest obstruction to the ahievement of anything.You must first start with this understanding.

Consider these differences:

1. Ego-based decisions are grounded in fear and self-preservation. If you decide to go into management or leadership primarily for reasons of financial security, that’s ego. If you decide to not engage in a new coaching process out of fear of looking unauthetic, that’s ego.

2. Ego-based decisions typically have emotion connected to them. A choice made from a place of intuition just feels “right” and often comes out of left field. You might be in the middle of a Netflix series and are hit with the realization that you should be spending time with your reps in the field. The resulting battle in your head is your ego fighting back.

3. Ego-based decisions consider external results. Are you leading a sales meeting in order to establish control, or are you leading a sales meeting because you’re fascinated with the idea of inpsiring, teaching, and motivating people? Are you taking an action to gain certain results, or does the action itself provide sufficient satisfaction?

4. Ego-based decisions involve rationalization. Your ego is wonderful at convincing you that its choice is the right one. “I’ll never get that job. Imagine how disappointed I’ll feel when it doesn’t work out. People like me are destined to only be supervisors, but there’s nothing wrong with that. I can still have a decent life.”

* It’s really just a rationalization based on fear – fear of success or fear of failure. ((not convinced there’s a real fear of success? See the Icarus Deception))

* The ego tries to justify itself with facts, figures, and logic. Intuition doesn’t require these tricks to compel you. If you’re using logic to convince yourself of a course of action, you can bet that’s your ego squawking.

5. Intuition doesn’t judge. A thought or decision arising from intuition doesn’t involve judgment statements about right or wrong, good or bad. Intuitive thoughts feel calm, relaxed, and peaceful. There’s a universal truth to an idea that arises from intuition.

6. Is the expected gratification coming from within or is it external. Would you make the same choice if no one would ever know? Would you purchase that BMW if no one ever knew you owned it? Or do you simply love German automobiles and love the idea of owning a precision car? Are you driven by money and admiration or by personal satisfaction in up-lifting others?

A mentor of mine told me a story that I think illustrates this point. He shared with me; there was an armored truck full of money that flipped over making a sharp turn while going too fast. As the truck tipped over all of the money that was loaded in the back blew across the streets. On the sidewalks stood groups of individuals. One group went running to grab up as much money as they could hold. Another group rushed to the truck to provide aid to the drivers, while others stood back and called 911. As he finished the story- he asked; which group would you be in and how long would it have taken you to decide?

While the ego can be very limiting, that doesn’t necessarily mean that it’s wrong. Remember that the ego’s motivation is largely based on self-preservation. Your ego believes that it has your best interests at heart. Ignoring the ego can be challenging. It uses fear to influence you. It’s only natural to avoid fear and seek comfort.

The trick is to realize when fear is holding you back from something bigger and better. As a leader not only is that fear holding you back, but it is also indirectly holding back those that you lead. Think before choosing which voice to follow: use these tips to help you make a decision that will bring you more joy, bring better results, and make an impact on those you lead.

Finding Your Passion

According to a recent report, 88 percent of Americans are unhappy at work. The remaining 12% are enthralled by their work and are enthusiastic about it.

Are you a member of the 12%?

You’re not alone if this isn’t the case. Unfortunately, a lack of passion does more than just make the day drag. When you aren’t passionate about what you do, you will not be as productive or effective as someone who is.

Consider how pursuing your passion at work might help you advance.

Passionate People Focus

The things you’re passionate about can’t help but pique your interest. You can’t wait to get your hands dirty and figure out how things work. This type of focus allows you to readily view all of the moving pieces. It also makes you more focused and less inclined to accept interruptions, since you despise being distracted from what you enjoy doing.

Passionate People Are Less Stressed.

When you’re passionate about anything, you’re just more calm in general. Why would you worry about something you like doing? Instead, you’re more likely to enjoy the gratification of getting things done while doing what you enjoy.

Passionate People Are More Creative.

You can’t wait to learn more about what you love when you’re passionate about it. This enthusiasm for your profession makes you more educated and alert to details. This encourages you to be more creative throughout the day.

Passionate People Accomplish More.

A competitive spirit is sparked by passion. You can’t wait to finish things so you can see what happens next. All of this means you’re putting in more effort and are far more likely to complete projects than someone who isn’t as enthusiastic.

Passionate People Do Better

When you’re enthusiastic about something, you’ll pay more attention to the details and work harder to ‘get it perfect’ just because you can. When you’re enthusiastic about something, you produce higher-quality work, which is noticed by people around you. Take a moment to consider it. When it’s time for a promotion, would you rather have someone who despises their job and drags through the day or someone who is energized, fast to act, and gets the job done?

Passionate People Have More Fun

Work does not have to be a slog. When you’re enthusiastic about something, you’re interested in it. This piqued attention helps the day fly by.

Passionate People Work Until the Job is Done

This one should be self-explanatory. You’re in the right location and doing the right thing if you find yourself wanting to stay and keep doing what you’re doing. Put simply, “when the job is done”, is the measure of when a passionate person is finished.

Finding Your Purpose: Questions to Ask Yourself

There have been a lot of headlines lately about the “Great Resignation” of 2021. Many pundits have been pontificating about the root problems motivationg people to leave their jobs. Many may have forgotten that this resignation has been happening for years- especially in the sales profession. Studies show that upwards of 80% of sales reps miss their quotas every year and the average tenure of sales reps and sales managers is just under two years. So for those who have any experience in sales knows that this resignation isn’t unique to 2021.

I would add that those who have “resigned” are simply resigning to the fact that they haven’t truly found purpose in their career. Social media would lead you to believe it’s managers, leadership, lack of training, culture, etc. The list is endless really. What you don’t see are individuals taking responsiblity for wasting resources, time, company investments, overestimating their ability and abdicating their personal responsibility in growing their skills through personal development. So the question becomes; do you know how to find your purpose? If you posed that question to several people, the majority would likely answer no. There is a world of possibilities. People are afraid to try something new out of fear of the unknown. They often don’t know how to go about looking for what they should be doing.

First, ask yourself if what you are doing now is satisfying. Put aside the bills and your paycheck for a moment. Do you get a charge out of getting up every morning and going to work? How do you feel on Sunday evenings, assuming you start up work on Mondays? Do you dread having to get up in the morning on Monday, or does it excite you?

Another problem is you may feel stuck doing something in which you don’t believe in. While on the surface it may be the product or company vision- but when examined more closely it’s an easy narrative that absolves you from the fact that you simply don’t believe in your ability. There’s a lack of confidence, desire, and commitment. You need to ask yourself if you can continue to work in an environment which doesn’t fit well with you. It may not be that “sales” doesn’t fit you- it’s your approach in how you go about doing the work.

You will also need to ask yourself what will it take to make changes to get out of your current situation and into something you enjoy that aligns with your abilities. It may require going back to school or at least, training courses online. Luckily, there are several options available, and many of them are cheap or free.

If you find that the path is well laid out, ask yourself, are you willing to put in the time and make an effort? If not, you haven’t truly found your purpose. You either need to re-commit to what you are doing or find another path. Keep doing this until you are willing to put forth the effort. Not putting in the required effort only worsens your current psychological state, but it’s also limiting available resources for someone who’s looking for the opportunity that you’re currently in.

Finding and igniting your purpose may not mean “resigning”. You should explore your current situation and determine if you can change up your routine. For instance, ask your leadership if there are other opportunities within the organization that you can explore. If there are, they may ask you to serve two roles (your old position and your new one) while transitioning. Crosstraining roles gives you some options to explore your purpose while building new skillsets that could increase your value in the workplace.

My Top 5 Recommended Books on Selling

Mark Twain once said, “The man who does not read good books has no advantage over the man who cannot read.”

Here are short links for you to find on Amazon:

Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No Jeb Blount does an excellent job of outlining the mental process of addressing objections rather than rejection. This is my favorite book on closing and isn’t your typical anectdotal approach to objections that you find in sales.
Triggers: Creating Behavior That Lasts-Becoming the Person You Want to Be While this isn’t technically a “sales” book, being truly effective in sales is about engaging in the right behaviors consistently. While there are many books that will tell you exactly what sales behaviors to do- none of them get to the psychology of root behaviors. Goldsmith does an excellent job of understanding the psychology behind the behaviors we choose to engage in (sales or not).
Escaping the Price Driven Sale: How World Class Sellers Create Extraordinary Profit Anyone who knows me knows that I am a BIG fan of SPIN Selling. When your value is determined by your ability to be consultative, there is simply no better sales methodology than SPIN, in my opinion. Escaping the Price Driven Sale is a great companion to SPIN Selling and further deepens the understanding of the SPIN methodology.
Emotional Intelligence for Sales Success: Connect with Customers and Get Results Talk to anyone who works in sales and they will undoubtedly tell you that it’s an emotional rollercoaster of a profession. Enter; Emotional Intelligence. If you don’t have it- your success, if any, will be shortlived. If you don’t have it, and you find success, you’ll never become a great leader- you’ll be pigeon holed. Just get it and be grateful that you made the investment in yourself.
The Sales Bible: The Ultimate Sales Resource I simply enjoy Jeffrey’s approach to all things sales. It’s short and to the point. He over delivers on what he promises and his approaches simply work. The amount of complimentary resources he provides on his website through this book is worth 10x’s what he charges for the book. You’ll be referencing this for years to come and should be a staple on your shelf.

As with any list it’s hard to narrow down to just five, and some would be debatable depending on the stage of your sales career. I consider these to be foundational to the profession of sales. I could create lists upon lists should we get into the various facets of sales; presenting, speaking, communicating, building value, prospecting, asking for referrals, so on, and so on. Hey- there’s my next few lists ideas 🙂

What books are staples on your “sales” shelf?

On Goodreads? Let’s connect there!

6 Different Types of Goals. Are you using them?

Sales leaders set goals. But they often set only one type of goal, and in doing so they set themselves up for failure. Here are different types of goals to set:

Achievement goals – These describe results that you will have when you finish the goal. Examples include: retire with a million dollars at age 65, earn a promotion by June, increase sales by 5%. Most major goals are achievement goals.

2. Action goals – These describe specific actions that you will take to accomplish achievement goals. Examples include: meet with an investment counselor, attend a workshop to learn new job skills, contact all of the prospects in the database.

3. Layered goals – These specify the same goal with different levels of priority and difficulty.

4. Rate goals – These specify actions repeatedly done over time. Examples include: Read two books per month, exercise three times per week, or write in a journal every day. Many personal growth activities can be performed as rate goals.

5. Limit goals – These set boundaries. Examples include: Spend less than $5,000 on new equipment, go to bed before 10 PM each night, take less than 45 minutes for lunch while at work. These help manage priorities.

6. Exclusion goals – These state things that you will not do. Examples include: Do not watch TV after 8 P.M., do not use a cell phone when with other people, do not eat junk foods. These help you decide in advance which activities you will avoid.

Now that you know the six types of goals begin thinking about how you can incorporate these into your short and long term plans. Doing so will put you on a path to maximum achievement!

Stopping Self-Doubt E-BOOK

As a sales professional, self-doubt can be a major obstacle in achieving success. It can hold you back from making bold moves, taking risks, and making important decisions. Overcoming self-doubt is crucial to unlocking your full potential and becoming a top-performing sales professional. By believing in yourself and your abilities, you can approach prospects with confidence, handle objections with ease, and close deals like a pro. Don’t let self-doubt stand in the way of your success. Take action today and learn how to overcome self-doubt with my free e-book, “Stopping Self-Doubt.” In this guide, you’ll discover practical tips and strategies for overcoming self-doubt and unleashing your potential as a sales professional. Download your free copy today and start achieving the success you deserve!

Click to access stopping-self-doubt_pdf.pdf

Top 10 Components of a Success Mindset in Sales

Success starts with mindset. Different mindsets give different outcomes. A poor mindset leads to poor results. A positive mindset leads to success. While your experience, education, and skills can matter a lot, your mindset can make all the difference. In no other profession is this this more evident than in the profession of selling. Can you have a poor mindset as an accountant and the books still balance, yes.

Luckily, anyone can develop a mindset primed for sales success . It’s certainly easier and less time consuming than mastering a complex skill!

Create a mindset that creates success! Include these components in your mindset:

1. Gratitude. Be grateful of what you have and have already accomplished. Be happy for the success of others. If you can’t feel happy for others when they are successful, your own success will be limited. I have seen both ends of the spectrum in sales where individuals felt that the company or the world owed them something and took for granted the resources they had available, and thus they never built any momentum to experience joy and success. Others who became successful through their results, and developed an attitude of superiority. They too felt the world owed them something due to their performance and thus began taking things for granted. Whatever spectrum one may find themselves on, an attitude of gratitude is a must for a sustained experience of joy and happiness.

2. Evaluation of risk and reward. Successful salespeople are masters at evaluating risk and reward. Unsuccessful salespeople, or salespeople that have plateaued, either refuse to take any risks or take on far too much risk for the potential reward. Neither is a successful way to approach life. While balance is key, risk avoidance is a sure path to a deteriorating career in sales.

3. Focus on emotional and physical health. Sacrificing your health for success isn’t true success. What do you really gain if you achieve your goals but sacrifice your physical or emotional health in the process? I have witnessed many people join the sales profession in the last twenty years that did so because their “chosen” profession didn’t work out. Selling can be an emotional roller-coaster in the beginning. A weak foundation in your emotional and physical well-being only makes it more difficult on you.

4. Abundance. Believe that there is enough to go around. A scarcity mindset can lead to ethical issues. One of the most fun aspects of sales is the competition, but only when it’s fun and productive. Ultimately you will want to build your skills and competency where you’ll only be competing with yourself. Reaching that point in your sales career opens up unlimited possibilities. Along the way you’ll maintain a more positive attitude when you believe your dreams are possible. What do you believe is possible for you to achieve?

5. Keeping mistakes and failure in the proper context. Failure is guaranteed to happen more often than not. Learn from your mistakes and failures and try again. When mistakes are internalized as failure that action can become a limiting belief. All initial failures are learning opportunities. Repeated failures are choices.

6. Growth. Placing a priority on growth is a necessary part of success. Carol Dweck, the author of Mindset: The New Psychology of Success, has done some pioneering work in the field of motivation. Dweck, in her book, outlines the implications of what she terms a “fixed mindset” versus one of a “growth mindset”. I highly recommend her TedTalk for a quick primer on her work. You can find the link here. You can’t achieve anything new without growing in some way. It might be your skills, attitude, discipline, or courage that need to grow. Rest assured, something needs to grow if you’re currently stuck.

7. A willingness to be uncomfortable. Growth isn’t pleasant. There will be discomfort as you develop yourself, fail, and make mistakes. As you take risks, deploy new tactics, engage in new habits, and strive to reach things previously unknown to you- you will undoubtedly become uncomfortable along the way. Even success can be uncomfortable. How uncomfortable are you willing to be to become successful in sales?

The willingness to be uncomfortable is the limiting success factor for most salespeople.

8. A positive attitude. How much are you willing to do if you’re certain you’ll be successful? A lot. How much are you willing to do if you don’t have high expectations? A lot less. Give yourself and your abilities the benefit of the doubt. As you approach areas of your career that are unknown the discomfort and/or failures can easily turn into fear. Remember this acronym for fear as it might serve you well.

False
Evidence
Appearing
Real

Notice how you think and how you talk to yourself. Is it positive or negative? What impact do you think that has on you? Most of the fears that develop are due to a negative anticipation of a specific event. It’s rarely a result of what is actually happening in the moment.

9. Planning. Success for each salesperson is a precise goal. I’ve seen salespeople spend more time planning their NFL Fantasy Lineup than they do on their professional goals. You’re not going to what you want on accident. If you do, it wasn’t really a goal to begin with. Without a destination in mind and a plan for getting there, you’re relying too much on luck to reasonably expect success.

10. A great mentor. A mentor that has achieved the success you desire knows where your head needs to be. There is a lack of good mentors in the workforce today. It’s unfortunate and an avenue that many companies need to be more intentional about. So, when you spot someone who’s willing to spend time with you, don’t take it for granted. They don’t come around very often. In a mentor, he/she knows what’s important and what’s just noise. Your mindset will be more accurate and effective if guided by a qualified mentor.

Think about your current mindset and compare that to the results you’re currently experiencing in your life. Can you see the connection?

If you feel that you have the skills you need to be successful in selling, but still come up short, it might be time to take a look at your mindset. Anyone can choose their mindset. There are no prerequisites for having a great mindset. You can just choose. Put your mind into a positive state that aids in your success and those around you.

Self-Reflection Questions:

What do I think about during the day? Are those thoughts likely to lead to actions that will bring success?
What was the primary cause of my last failure? What can I learn from it?
What steps do I need to take today to reach my goals?

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Management Tip: Avoiding Toxic Positivity

Ace Your Interview by Listening Like a Sales Pro!

When interviewing for a sales position, the most important sales presentation you can give is the one of yourself and your experience. Much like a sales presentation your interview should follow a few of the core fundamentals of selling. One of those fundamentals being active listening. Active listening skills are a subtle but effective way to perform better during job interviews. Half of all communication is listening but few of us get any training on doing it well. Fortunately, listening well is relatively simple, and will become automatic the more experience and practice you have.

Here are some techniques that will help you acquire more knowledge and make a better impression on your prospective employer.

How to Use Active Listening for Your Job Interview

1. Recognize your limitations. Many studies confirm that we only take in half of what we hear and we forget half of that by the next day. Becoming more attentive often takes some deliberate effort. Prepare for the basics by researching as much as you can about the company and the role. This allows you to recognize aspects that couldn’t be found in basic research.

2. Relax your mind. Most people feel anxious about applying for a new job. Take time to quiet your mind and reduce distracting thoughts. Meditate, get a massage, or listen to instrumental music.

3. Stay alert. Prevent fatigue from sabotaging your interview. Get a good night’s sleep and squeeze in some aerobic exercise beforehand. Sit up straight and dress in layers. If interviewing virtually the same applies.

4. Show your enthusiasm. Successful people often enjoy talking about their work, especially when they have an appreciative audience. Make eye contact and lean toward your interviewer. Let your positive feelings shine through when you describe your past accomplishments and how they relate to the position you’re seeking. In sales an old cliché still applies, past success is a good predictor of future success. Should you not have an impressive list of accomplishments be prepared to discussed what you learned and how that experience has positioned you for future accomplishments.

5. Position yourself as a good fit. Use the information your interviewer provides to home in on the type of candidate they’re after. Listen and then recap what you’ve heard to get confirmation on what you understand is correct. Explain how your background and skills enable you to contribute and become a valued team member.

6. Take notes. People listen much faster than they speak. Take advantage of that gap to take notes and collect your thoughts. Some people may feel that by taking notes the interviewer may feel they are not listening intently. Have you ever had a waiter or waitress try to memorize your order just to bring food to your table that is wrong? Most interviewers will be delighted that you are taking notes. Jot down keywords and main themes rather than recording every word.

7. Keep an open mind. It pays to be flexible. Remain neutral to avoid rejecting a new viewpoint or job opportunity before you have a chance to consider it from all angles. While you responded to a specific position, note at the end that the company is what impresses you, or the culture, and you would be open to visiting other opportunities should they be a better fit.

8. Put yourself in your interviewer’s shoes. Your interviewer may feel under pressure and stressed with the amount of candidates they’ve had to review. Empathize with their responsibility to find the right person for the job.

9. Restate key points. Summarize and paraphrase the most important messages. This will help reinforce their thoughts in your mind and show your interviewer that you are on the same page.

10. Seek clarification. Avoid misunderstandings by clarifying anything that’s unclear. A good employer will appreciate your efforts to fully comprehend their expectations.

11. Ask thoughtful questions. Use open-ended questions to elicit more information. Incisiveness also helps show that you’re a strong candidate. There are basic questions that when in doubt every candidate will ask an interviewer. Don’t ask those. Stand out by asking more thought-provoking questions.

Meeting the Staff

1. Get to know your supervisor. Your manager will likely play a big role in your job satisfaction. Talk about the daily routine and responsibilities. Learn about their work style and how they establish priorities.

2. Pick up valuable information from your co-workers. Try to meet some of your future associates. They can clue you in on the work environment and organizational culture. Plus, it’s usually a good sign if employees are involved in the hiring process.

3. Learn about the big picture from leadership. You may also get the opportunity to talk with some of the organization’s senior executives. Even if the time is brief, use those meetings to help get a better sense of the organization’s strategic plans and future direction.

Go to your next job interview better prepared to listen. The session will probably be more productive for both you and the people you interview with. And even if you don’t get this job, if you’ve kept your ears open, you may have positioned yourself for a different one. Active listening is one way to open up new career opportunities and build a better future.

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