Folks… get ready to be BLOWN AWAY! I’ve got to warn you ahead that this episode has got loads (and I mean LOADS) of information that you can take away from and apply, not only to your own business or job or career, but in all other areas of your life. I personally have tried out some of the strategies mentioned here. They absolutely work! (Not to mention that this has made my life much more productive and easier.) And so, I want to share this with you.
Today’s guest is Rory Vaden, co-founder of Southwestern Consulting and is the author of New York Times bestseller Take the Stairs. Rory shares with us a load full of crisp, golden nuggets including some insights into “taking the stairs,” overcoming procrastination, and multiplying your time, which are all essential elements that have been incorporated into his new book Procrastinate on Purpose: 5 Permissions to Multiply Your Time.
Here are the highlights of my conversation with Rory:
Rory’s coolest sales experience as the customer: The Nordstrom Experience
What inspired him to write his book Procrastinate on Purpose:
Learning from a 2-year old that led to 2 unique parts of the book:
How to multiply your time: The Significance Calculation
“Give yourself the emotional permission to spend time on things today that create more time tomorrow.”
3 Types of Procrastination:
The essence of Procrastinate on Purpose: Giving yourself permission to say no to the urgent things that are insignificant so you can say yes to the things that are significant
Ultra-performers or Multipliers vs average individuals
The Focus Funnel
A visual depiction of the thought process multipliers use to evaluate what really is significant and what isn’t
The Parts of the Funnel
How it works:
The Significance Calculation
When it comes to delegating, what drives most of us is emotion.
Eliminating the limiting belief of “No one’s going to be able to do this well as I can.”
Deconstructing and breaking it apart
The Short Cost to Living in a Shortcut Society
A “take-the-escalator mentality” is dangerously pervading into other areas of our life and we start to embrace the idea that things should be convenient.
“Enjoying it isn’t a requirement of doing it.”
Dodging the things we need to do in avoidance of making sacrifices or experiencing the pain upfront
The Pain Paradox
Easy, short-term choices lead to difficult, long-term consequences. Meanwhile, difficult, short-term choices lead to easy, long-term consequences.
“You always pay a price. You either pay the price now, today. Or you will pay it later with interest. Procrastination and indulgence are really nothing more than creditors that charge you interest.”
“Procrastination is the most expensive, invisible cost in business today… and can be the natural by-product of living in a shortcut society where we live in a world of escalators.”
“The shortest, most direct path to the easiest life is based on doing the hardest parts of things as soon as possible.”
Find out more about Rory’s amazing books:
Current projects Rory is working on:
Check out Rory’s free one-hour webinar to get a visual of the Focus Funnel and he’ll walk you through it over at www.procastinateonpurpose.com
Rory’s Major Takeaway:
When you make the “significance calculation” and you start thinking a longer term the way that multipliers do, you really can multiply your time. The way that you do that is by giving yourself the emotional permission to spend time on things today that give you more time tomorrow.
“No matter who you are, how long you’ve been doing what you’re doing, success is never owned. Success is only rented… and the rent is due everyday.”
5 Ways To Multiply Your Time Discover How the Greatest Leaders in the World Think Differently about Time
Limit the amount of events you go to
Be a giver
Have a goal
Make sure you have a message
Bonus: Go! Just go!
TSE Episode Sponsor
This week’s episode is sponsored by Her Power Hustle. Check ’em out! They are launching their podcast pretty soon. They focus on resources for entrepreneurial women who crave success. Guys, you could go there too of course. Feel free to like their page.
Sound effects and intro music by: http://www.freesfx.co.uk
Being his second time on the show, Ralph Quintero talks about the power of storytelling to achieve success in sales, the key aspects or fundamentals of being a good salesperson, turning so-called failures into positive things, surrounding yourself with superstars and so much more.
Ralph was my guest on Episode 2 which was one of the most downloaded episodes of The Sales Evangelist podcast. And I am so happy and thrilled to bring back Ralph Quintero who is the genius behind Happy Someone.
Here are the highlights of my conversation with Ralph:
Ralph’s second best sales experience being the customer: Being sold $1400 set of Cutco knives by a guy who reminded him of me.
Fundamentals of being a good salesperson:
Why stories are so important to a seller as you’re explaining the point or value:
Having “storyteller” as your title on your business card instead of “sales person” on your business card.
The Cutco guy who sold knives to Ralph told him an amazing story:
My funny story behind my Instagram handle @Folgers09: I was in college and one year, I came back home after a semester and worked for a company called CompTec where I sold technical classes. I was making pretty good money plus commission. When I went back to school, I bought a new car, had a new computer and all that stuff. My friend, Jon told me I was like in that rap song by Nelly where he says “I’m like Folgers” (the coffee) “I’m young, black, and rich.” So my friend Jon and everybody in college knew me as Folgers.
Ralph developed and affirmations app, Affirmations for Entrepreneurs
My personal favorites:
The concept of 212 degrees – the precise temperature at which water boils
Also give yourself a reward for achieving your goal (whatever you’re motivated by)
Shoot beyond where you want to go because:
How to take a situation that doesn’t work and turn it into a positive:
Get rid of the “Negative Nancy’s” by literally running in the other direction as fast as you possibly can.
Surround yourself with other motivated and inspired people. Listen to people putting out positive content.
Ralph started out his Happy Someone Facebook Community.
Life is too short to be around negative people and negative people are going to bring you down.
You have the power to make the decision to not be around negative people. Remove yourself from a negative conversation.
Good salespeople never really have a horrible situation, company or boss. They realize that everything that happens to them is an opportunity to learn and do something better.
Celebrate the little things or the little wins every step along the way.
Happy Today! Celebrate just because.
Focusing on positive stuff = better output on personal life.
If you find yourself thinking that you said something negative, stop yourself and rephrase that into something positive. Keep rephrasing it until you get the negative thought off your head.
Build a snowball effect of positivity!
Current projects Ralph is working on:
App Your Biz, A flexible, online platform that allows businesses to take their marketing to a whole new level by allowing them to build their own mobile apps.
Not having a mobile app for your business could actually put you out of business. Here’s why:
App Your Biz makes it easy and accessible for business owners to have their own app and be able to partake in this mobile movement that is taking over commerce.
Find out more about Ralph and the awesome things he’s doing to spread happiness around the world over at www.happysomeone.com.
Ralph’s Major Takeaway:
Take massive action. Do big things. Stay motivated. And know what your why is. What is your why? Why do you do what you do?
Intro music by: http://www.freesfx.co.uk
Online event creations:
Remember, do BIG THINGS!
Rain sound effects and intro music by: http://www.freesfx.co.uk
Looking into expanding and growing your company and entering into international markets? Well, it is not that easy. A few important factors have to be considered such as culture, keeping your brand identity and the challenges associated with marketing beyond borders.
My guest for today is giving us invaluable information about these. A police officer (of 20 years) turned entrepreneur, Mohammed Murad is passionate about leadership development. He is also a trainer, a coach, and a consultant.
Mohammed is also the current President of Toastmasters International and is well versed with communicating across a wide based of cultures. He’s very well a people’s person and builds relationships easily.
Mohammed owns a couple of companies where he also serves as the Managing Director of them. He has a fashion label company, a management and training consulting firm, and an event management company that specializes in very high-end wedding events. He also runs a couple of his father’s companies – some restaurants, an industrial workshop, laundry for hotels, etc.
I brought him on the show because he has a vast amount of knowledge with international markets and working within different countries. Mohammed will share with us his expert advice on entering into international markets and achieving success with it.
Here are the highlights of my conversation with Mohammed:
Mohammed’s coolest sales experience being the customer
Been in Toastmaster for 18 years
His advice to those who want to sell to the international market:
Challenges a company might face when going to a larger market:
The value of in-house production:
Understanding cultures when entering a market:
Hiring sales representatives in new markets:
If you’re looking into going to the Dubai (UAE) market:
Mohammed’s tactics in growing business and expanding the market:
The importance of partnerships
Win-win strategies in having great partnerships:
Current projects Mohammed is working on:
Find out more about his business projects:
Wedding events – TanseeQ
Fashion – Zareena
Mohammed’s Major Takeaway:
No, sometimes you are going to get this from a customer. Even worse sometimes the deal you have been working on for months will be awarded to another company. To most sellers this is devastating news. No one wants to get rejected, much less lose a deal. But in these situations, there is a golden question that most sellers often forget to ask the customer. “Why did I not get the business”.
During this episode I share why everyone that is selling needs to ask this question when they are not awarded the deal. I also cover how to properly ask the question, how to use the information received to better your business and how new sellers can take advantage of this information to prospect.
Here are some of the major takeaways:
Asking the question
It’s important to ask this question properly with a good attitude. Even though you just lost a potentially great deal, you have to realize that its over and you need to move on. Keep a respectful attitude. I’m not saying you have to throw a congratulatory party, but it’s important to stay professional. Many times new sellers will want to get off the phone as soon as possible or if it’s an in person meeting, they want to leave the business ASAP to avoid an awkward situation. But while you are with the customer, it is important to ask them why you did not get the business.
Understanding that it may be awkward for the customer as well, the best way I have found to naturalize the situation is to remind the buyer of the rules we set before we started about making sure we are a fit (learn more here “set the rules before we play the game”). Sometimes we are not a fit and that is okay. After I set the stage with that, and let them know that I am okay, I ask “now that it’s over, is it okay if I ask what were the deciding factors why “X company” was selected over us”? Typically at this point since it is over and they don’t need to have a guard up, the buyer will tell you everything you need to know. This information will now become gold for your business.
Using the information
Now that you received a wealth of information, it becomes crucial for you to log it in your CRM (Customer Relationship Management Software). For instance, in the Salesforce software in the opportunity profile, there is a section for sellers to indicate why an opportunity was lost. It becomes vital for you and your business to document well all the reasons. Why? If you are a business owner or someone who makes decision about the business, this will help you understand if there are things your business need to change.
For instant, if the reason why you were not selected was because your product is lacking a key feature, it becomes important for you to know this so you can fix it. More than likely if this buyer saw that reason as an important enough of a reason to select another vendor others may feel the same way. Now, I am not saying to run off and change everything based on the one lost opportunity, but if there’s a trend among the reasons why you are losing deals, it may be important to consider a change.
The final area where lost opportunities may become a gold mine is prospecting. If you are new to sales, new to an industry or company, look into the lost opportunities section of their CRM and learn the reason why your company are losing business to your competitors. Is it something that the sales person did or did not do? Is there a feature or solution that you should stay clear of? Or is there something that can potentially become an issue early in your business development process with a buyer? These notes in the lost opportunity sections can also provide you with a better understanding of who of your ideal customers is and what they want.
Overall, there are many reasons why people my elect not to buy from you and it is critical for you to know those reasons. Don’t look at it as a rejection and that all hope is lost, but learn to ask why you were not selected. Take it as a learning opportunity to enhance your business, product or services. Use it as a means to better prospecting and develop your sales skills. This information is GOLD!
I know this simple principle will help you grow. All and all, I want you to be successful and I want you to go out and DO BIG THINGS!
You’d probably think catering to the luxury market is all glitz and glamor. But the more you’re getting paid, the more is expected of you to bring great value to the table. In today’s episode, Marley Majcher, the events planner to the biggest stars and celebrities, shares with us some tips in dealing with the luxury market and some nuggets about charging what you’re worth.
Going to Georgetown for education she couldn’t manage her own company, she decided to write a book to solve her own problems around chasing revenue instead of profit. Writing her book, But Are You Making Any Money? has put her into a space of business consulting and helping entrepreneurs charge what they’re worth.
Wearing two hats, she runs her business by day and helps other businesses solve their problems by night.[Tweet “@ThePartyGoddess Thank you so much for your great advice on the #TheSalesEvnagelistPodcast W/ @Donaldckelly @TSESales”]
Here are the highlights of my conversation with Marley:
Marley’s coolest experience being the customer was with Ruby Receptionists. Check their website here and see why people and Marley love them so much.
Let Ruby Receptionist know they are loved. Click the tweet link below.
Charging what you’re worth:
Selling to luxury market:
Luxury today is giving your customer:
Shifting how we think about the luxury market
Not judging a book by its cover
Taking yourself out of the equation
Tips in selling to a luxury market:
Knowing your numbers:
How to know if luxury market is for you:
The hardest lessons for small business owners to learn are:
Lesson 1: Saying no to other clients:
Lesson 2: Charging your worth:
Lesson 3: Hyper-focused customer service mentality:
Lesson 4: Firing a customer:
Marley’s Major Takeaways:
Know your numbers.
The way to charge what you’re worth, whether with a luxury client or selling, when your numbers, not only how much it costs to provide your product or service, and even if the service is just you, and you think you don’t have cost. YOU DO!
Know how much time really it takes to service that particular client.
What client is more of a match?
Take Marley’s Productivity Quiz at www.theprofitgoddess.com/tse
In this episode I share my personal thoughts on why I feel selling into LARGE accounts is better than smaller ones. I’ve had the privilege of working with both and the overwhelming conclusion came to me that large accounts were so much more worth it. Why? Because of the fact that large accounts and small accounts tend to take the same amount of time to close, large accounts tend to have a bigger budget, they also offer easier way to up sell and the commission far exceeds that of the smaller accounts.
But you are probably asking yourself, why are more people not taking advantage of large account selling? Well, the answer is simple. It’s because of the fear of failure or thinking it is harder to get into larger than the smaller accounts. Another reason that ties closely to fear, is not knowing how. But since I am the lab test, I have experiment with both and the results were astounding. Here are my thoughts why and how you need to get started on larger accounts.
1. Requires The Same Amount of Time
When I worked with large and small accounts, they took the same amount of time because I had to do the same work in both accounts. I had to identifying the challenges, meet with key decision makers, discuss budget, offer a demo, go through contract/negotiation and wait though the legal process (aka contract hell). When it was all said and done, both took about the same amount of time. I was so convinced that the smaller guys would take up less time to close and thus I could do more of those, but it was simply FALSE. Thinking they will close quicker than the big guys, is a deceptive concept that we tell ourselves as sellers.
2. Larger Budget to Spend
Larger accounts also tend to have a more decent size budget than smaller accounts and thus pricing never becomes an obstacle, especially when you clearly identify a solid solution to a challenge they are facing. When working with small accounts, their budgets are tighter and thus they are more willing to live with pain than to fix it. Larger accounts will also offer you the ability to do more up selling as you properly manage the account during the sales cycle and post sale.
3. Better Commission for You
Since the large accounts have a significantly bigger budget, (in my case the deal was 6 times greater than the smaller account), the commission will be much more favorable with the larger accounts. Understanding that they will take the same amount of time to close and the same amount of work, why would you do anything else? It’s a no brainer decision.
But how do you get into these lager accounts? The same way you get into any ideal company (small or larger). Start off in one department and grow from there. For instant, can you assist the HR department in phase one of your deal and then work your way into other departments for phase two and three. This will allow you to learn the account, key individuals and understand processes and challenges facing their business. Your champion will then be a able to introduce you to decision makers in other departments and thus have a warm introduction instead of cold calling.
Take it from me, large accounts offer the best bang for the buck. However, as I discuss in the episode, if your business model has been successful working with small accounts, keep working your plan. If you are just scared of starting, stop it and start hunting bigger accounts.
I would like to hear your thoughts. What’s your experience working with larger v.s. small accounts? Feel free to weigh in on the conversation in our private Facebook Group, “The Sales Evangelizers”.
Remember, DO BIG THINGS!
Years ago, Ray Higdon decided to go the entrepreneur way. He got sick of working for someone else and spending more time with pictures of his kids than the real thing. So he transitioned from working to creating his own business, experiencing market crash and being left with none, and finally standing up, overcoming his fear and being able to recover and create a flourishing, multimillion dollar online home-based business – all because he was able to overcome his fear, stop procrastinating and started to create a vision of who he wanted to become.
In this episode, you will learn not only about the value of having a vision but also about how to overcome fear and procrastination as well as tapping into critical elements to success.
Here are the highlights of my conversation with Ray:
Ray’s entrepreneurial path:
Overcoming fear and procrastination: The linchpin to a new life
His morning routine:
Creating incantations as a psychological trigger: Swing the bat!
Tips for overcoming fear:
How do you become consistent?
Creating a vision of who you want to become:
How to develop your own vision:
2 critical elements to success that people should tap into:
An example of Ray’s who has implemented what he’s talking about:
Moral of the story: From wherever you are, with whatever circumstances you have, with whatever battles you’re fighting, you can create a perfect life. You can have it all! You got to believe that you can have it all. You got to do the work to go get it all. And create a vision of who you want to become and you can make it happen.
Current projects Ray is working on:
Check out Ray’s Workshop on Overcoming Fear and Procrastination.
Ray’s Major Takeaways:
“Hell exists in your mind. What you need to understand is you don’t feel pain on the field. You feel pain in your mind… before you pick up that phone, you feel the rejection and it sucks…. people on the field don’t have time to feel that pain. So you can struck that pain in your head.”
“The ability to say woe is me shows the abundance of inactivity… if you’re able to feel the pain, then you’re simply not active enough.”
“Get into action and you’ll replace all that non-producing time in your head with things that will get you results.”