Category Archives for Success

Sales From the Street, Motivation, Sales Activity

TSE 1199: Sales From the Street: “I Almost Quit”

 

Sales From the Street, Motivation, Sales ActivityWe all face challenges and sometimes, the sense of defeat is so strong that the phrase, “I almost quit,” is so relatable. 

Luigi Prestinenzi struggled in his sales journey as well. His mom was great in sales and worked for Mary Kay, a global cosmetics empire. His mother won awards and was an icon within the company. 

All the success, however, came to a halt when she suffered complete burnout. Luigi was seven then and he didn’t understand what was truly happening except that he saw his mom hustling and reaching her goals. 

Fast forward to 23 years later, Luigi also fell on the same path. Everything was working well for him but all of a sudden, deals fell apart and they just kept falling through. It was the first time that he found himself in a challenging situation. 

His manager talked to him one Christmas and he couldn’t focus on anything, not the festivities, his family, or the food. He questioned his life and his decisions and he started drafting his resume and looking for jobs. Despite that, he still went back to sales because it was his only option. 

Like other salespeople who got disappointed and might have said the words, “I almost quit,” Luigi also quit – almost. 

Changing the actions and mindset 

Luigi made a decision to triple his sales activity to make up for the last quarter. He realized that the best way to work through it is to change his actions and his mindset. 

He listened to Paul J. Meyer, the founder of the Success Motivation Institute. It was a 50-minute combination of different talks and he listened to it every day in his car. All the talks he listened to prompted him to start his pipes running again. Six months later, he closed the biggest deal in his company’s history. He also won the global sales leader award across 60 countries for that organization. 

Keep Going 

Luigi’s father was a migrant and he’d always tell him, ‘first in, last out.’ People would argue about that saying that it doesn’t foster a smart working mentality. He did not question his work ethic, but he questioned his mindset on things. He needed to change it because he’d still face the same problems at some point. 

There are a lot of salespeople these days who jump from one job to another every 12-18 months. They’re good in the interview process but the moment they hit a bump, they go to the next role. He didn’t want to be that person so he kept going.   

The imposter syndrome kicks in at your lowest points but that feeling shouldn’t let you down. Even when you close a deal, you somehow still feel like you just got lucky. 

You can only control your mindset and the way you approach the situation. 

Break it down to image and pipeline.

  • Image: How are you showing up? How are you getting up? How are you preparing yourself? What is your mindset to achieve success? 
  • Pipeline: Do the activity and get the hard work done. Don’t cut corners in what you do. 

Get these two done and the magic will happen. Do not focus too much on the scoreboard without getting the right mindset. If you’re not getting the target and you’re struggling, just go back to the foundation of success. 

I almost quit,” is fine but never say, “I quit.” 

Sales From the Street: “I Almost Quit” episode resources

Reach out to Luigi Prestinenzi on his LinkedIn account and check out his podcast, Sales IQ. He also talks about sales and does interviews with sales leaders. 

Do you have sales concerns and questions, don’t hesitate to reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a program designed to help sales reps get from where you are now to where you can be in the future. This course is an aid for salespeople to become better in asking the right questions, presenting solutions, and closing deals. 

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Sales From The Street, Vicki Antonio, Donald C. Kelly

TSE 1169: Sales From The Street – “Think Like A Large Company CEO”

Sales From The Street, Vicki Antonio, Donald C. Kelly 

 

 

Vicki Antonio is a business consultant and a life coach who helps small business owners think like a large company CEO. This is a result of her journey of knowing what her purpose in life is. She started working when she was 13 years old and she found herself having a pattern of working with startups. Her experience made her realize that startups have a pattern of growing pains. 

She used that when she got into real estate because she wanted to be that mom who goes to PTA meetings and football games for her kids. The knowledge gave her a deeper understanding of the entrepreneurial spirit and business acumen as a whole. 

With the fallout of the market, she learned some hard lessons. She then went into upper management in real estate and after that, she became a business developer for a global real estate franchise. Vicki oversaw about 30 of their shops and her role was to get them developed, get them brand-compliant, and partner with brokers and owners to keep the business profitable. She was a coach for the company’s business needs, whatever those needs might be, on a day-to-day basis. 

Blind spots

Most business owners scale their businesses to a certain place and then they’d have a business blindspot. Very few people see the blindspot and see the capacity that they can get to at the beginning. 

It’s similar to taking a vacation where you know where you’re going but you can’t see it from the place that you start. The closer you get to it, however, the clearer it gets. If you’re not familiar with the geographical location of the area, then you might have some detours that cause apprehensions. It may cause you to stop and get lost a little bit. 

This is where Vicki comes in. She is the guide and she helps the companies see their direction in a clearer perspective. 

Top problems 

Fear is the first problem that small businesses face. Sometimes, they become fearful and they build only up to where they know, and then they get stagnant. The fear comes in because they’ve got to relinquish what they know. 

It’s very much like taking your child to daycare for the first time. There’s apprehension and doubt about whether they can take care of your kid. The same is true for your business because you have an emotional attachment to it. You develop apprehension about handing it over. But it is important to allow someone else to come in, and then to trust that they will do their job. Trust and fear come hand-in-hand. 

The fear of somebody else taking the business to the next level or the fear of engaging with another system are reasons why small businesses fail to progress. 

Clarity

Clarity is also difficult for business owners, especially the entrepreneurs who are self-employed salespeople. These people do a lot to get to a certain place. There’s a lot of things that go into play to get them to the end. Often, they don’t have clarity about what those things are because they either don’t have enough components to see the end or they have too many components that they no longer see the end. When you’re in that slump, you need an analysis of the things you do to see the cause of the stagnation. 

Tiger Woods and Michael Jordan had coaches to give them the bird’s eye view, the area where they themselves could not see. The coaches help them and critique them. They also help them analyze what they are doing and how they can change it to make their play better. The same is true in sales. 

Salespeople are good at what they do but there are still things that they just can’t see. Sometimes, salespeople get in their own way and do things because it felt right for years. Like Woods, even when his form is okay, his coach can be there with him and tell him things like, ‘

If you just turn the club a little bit then you’d see a better performance.’

As salespeople, you need a coach to analyze your system and your tools to make sure that you’re using them correctly. It is equally important that you trust their input and that the information you’re getting is helpful. 

It is important for salespeople and business owners to trust the process. 

Fear 

Fear is false evidence appearing real. A lot of times, we think too much because we don’t have clarity about the direction that we take. We are also concerned about whether we’re doing things the proper way. This makes us fear the unknown, so we stay where we are instead of moving.  

It’s not saying that you’re doing something wrong. It’s more like you’ve known how difficult the climb has been and you want to take things to the next level, or to the next pinnacle. Overcoming fear differs from one person to another because everybody’s risk factor is different. For the risk-takers, there’s a great reward but there’s a big gap there. It’s different for people who are not risk-takers because they calculate their risk to the point of comfortability and the rest is pain. 

Trust 

Your business is like your baby and you’ve put all your effort into it and invested much into it. You have the responsibility of making sure that it’s sustainable, it’s growing, it’s healthy, and it’s cared for. 

Then somebody comes in and says to do the same things you’ve promised but it’s difficult to trust that person. 

This fear can be overcome using a trust list. It’s helpful to create a list of people who have the same core values that you have and people who have track records of having done it already. There’s a good possibility that you can rest for a bit when you work with these people, do business with them, party with them, or engage with them. 

The pattern of sales is changing now where relationships are being developed in the sales process. In the past, it has been a case of meeting a stranger, doing the transaction, and then never seeing them again. This time it’s different. 

As a salesperson, you build a relationship with them and vet them to know who they are and you also see their track records. 

Proof of credibility 

When you think like a large company CEO, establishing proof of credibility is also important. When you’re mentioned in the local newspaper or on a TV interview or magazine, third-party validation builds credibility. Donald Miller’s book, Building a StoryBrand: Clarify Your Message So Customers Will Listen talked extensively about this. 

Client testimonials and LinkedIn also build credibility.  You can use the platform to give recommendations and also get recommendations from clients. People who will check in on your page will see you and the things you’ve done getting that quick validation. 

You have to do your homework and leave your footprints, especially now that everybody is using platforms like Instagram, Facebook, and Twitter for marketing. They have great graphic artists and do amazing things. Sometimes, high profile companies do not excel in that area but they’re doing great in testimonials. 

Social media is usually the first place that people go and not having great track records in that platform will rob you of opportunities. Social media, LinkedIn, and testimonial platforms are things that you can improve on. 

Addressing clarity 

Clarity is two-fold. Be clear about who you’re working with and what they’ve attained. Second, know who you are as a business. The second aspect is about knowing your niche, your market, your strong suits, and the things you can highlight about yourself. 

Once you know yourself, then you’ll know how to work with others and how to bring somebody to engage to work with you. 

It’s like the trip mentioned earlier, If you hop in a car without mapping out your destination, you won’t know the streets to take and you’ll end up lost. Startups are like that, too. Many startups think that they can be all things to all people but in truth, that’s not possible. 

Vicki started out in real estate with a global and luxurious company. The properties can be worth millions. She has seen salespeople who wanted to get into that price point but because of the lack of experience, they hesitated. They had to first learn that in order to get to the high price point, they first need to stop taking the lower sales. 

It’s important to let go of the old mindset and get into a new mindset by being clear about where you want to be and then knitting yourself to that thing.

Jack of all trades

Becoming a jack of all trades is good because salespeople and see opportunities but sometimes doing that means turning down an opportunity to do something. For example, if somebody wants their house painted and you’re a salesperson in real estate, if you decide to paint the house, you’re wasting an opportunity of making calls doing things that will potentially help you land your next $25,000 client. 

You are impeding your progress because you can only spend money and time once.

Your time has more value than the actual money you’re making. 

The scripture says that you can do all those with Christ and that’s true but you can’t do it all at the same time. 

Seasons

You’re going to go through seasons, through phases, and through stages. If you learn the season and the stage that you’re in, then you understand the capacity for that time frame. 

You need to understand the season that you’re in, the same way that you’re not going to sport a bathing suit when you’re headed to someplace cold. You’re not going to wear an overcoat when you’re headed to the beach. 

This is the thing about clarity. It’s when you understand that you’re headed to the beach and you’re not going to feel offended or feel like you’re missing out on something when somebody steps in your elevator wearing an overcoat. You know that you are going in a different direction and it’s okay. 

If at some point you want to change your direction or change course, then it’s okay. The most important thing is that you understand very clearly where you’re going when you’re making the change so that you don’t impede good opportunities in the season that you’re in. 

Trust the process

It is important to trust the process. Trust is huge because this is the area where you have to have some faith. There will be blindspots in the trust factor but if you’ve made your part then it will be easier. It’s best to prepare, carve out of clarity, train, and sharpen your tools and learn how to use them. 

You’ve got to trust that when you take the leap, you’re gonna land in the right place. 

Remember this: trust that when you take the leap, you’re gonna land in the right place. 

“Think Like A Large Company CEO” episode resources

Stay in touch with Vicki to learn more about her services by calling her at 561-774-1333. You can also visit her website at victoriousu.com and victorious’s lifestyle strategies. She’s also on Facebook, so check her out there, too. 

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

This episode is brought to you in part by Audible. Check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial. 

This episode is brought to you in part by TSE Certified Training Sales Program, a course to guide sales reps and sales leaders to become better at pitches and presentations. It has 12 courses to help you find the right customers, ask the right questions, and close great deals. You can get the first two modules for free! 

I hope you liked this episode. If you’ve learned a thing or two then do give a rating and review on Apple Podcast, Google Podcast, Stitcher, and Spotify

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Dr. Stanley Roberts, The Sales Evangelist, Success

TSE 1156 : Why The Winners-Never-Quit Fallacy Is Preventing Your Success

Dr. Stanley Roberts, The Sales Evangelist, Success Some people believe that quitting is bad, but Dr. Stanley Robertson believes that the winners-never-quit fallacy is preventing your success.

Dr. Stan — CFO for a non-profit in Chicago — takes issue with the idea that quitting is always bad and he wants to share ideas about how to become a successful quitter.

Quitting 

Quitting is simply giving up on something. You can quit going to the gym or quit a bad relationship or quit eating certain foods. You can quit just about anything.

It’s easy to see from these examples that quitting isn’t always bad, but he takes it a step further. He believes that the winners-never-quit fallacy prevents people, and sellers, from finding success. 

Sometimes we have to quit things, and sometimes it’s even desirable to quit things. In fact, we should be quitting things all the time. 

Dr. Stan got the idea from his son, who is a Marine Corps officer. As he approached the end of his tour of duty, he called his dad one day to say he was considering quitting. He wasn’t sure he wanted to continue being a Marine Corps officer. 

Dr. Stan’s advice at the time was to keep going. He pointed to the benefits, the prestige, and the opportunities it would provide. His son, who was 23 at the time, would be able to retire at 43. These were the things he thought were good. Eventually, he rethought his response, and he told his son that he should quit if that’s what he really wanted. 

Quit shaming

Based upon that experience, he came up with the concept of “quit shaming,” or embarrassing people because they quit things. We tend to look down on people who divorce from a bad marriage, or who quit a job that isn’t working out, or who quit an investment. We sometimes even hide the fact that we quit because we fear the pushback. 

When Dr. Stan was young, a guy offered to sell him a VHS — which was new technology at the time — for $200, where it typically sold for $600. Stan bought the VHS only to find that the box was full of bricks rather than a VHS. He was devastated to lose all his money. 

In order to replace the income, Stan stole things. He eventually went into the Marine Corps himself, where his petit theft ended in a court-martial, with Stan losing his stripes. He knew he had to quit making those same choices. In the end, he gave up stealing and earned his law degree. 

Every human being goes through a growth process that demands that they give up things along the way. In fact, seasons of life sometimes lead us to quit things. Take, for example, Arnold Swarzenegger, who gave up body-building for acting, and then gave up acting for politics. 

Our life cycle often causes us to give up things, but some people can’t disengage from the things they are doing because they are emotionally tied to them. 

Course correction

The point isn’t to quit altogether because something isn’t working out. Instead, make a course correction. Do the next right thing. 

In order to be successful in life, you have to create new things and new goals to replace the things you gave up. 

The biggest challenge for people who need to disengage from things is emotional trauma. If you’re going to quit, acknowledge the negative emotions. Recognize that some people will try to embarrass you, so you must develop a plan forward. The negativity will be less impactful if you have a new plan in place. 

We have a problem disengaging from things. Researchers conducted a study called the Jigsaw Puzzle Study in which they studied two groups who were tasked with completing a jigsaw puzzle. One group completed the puzzle, while the group was intentionally interrupted. Researchers discovered that the group who completed the puzzle was happy, while the other group spent twice as much time thinking about the puzzle. 

The human brain is hard-wired for completion. When we give up something, our brains are hard-wired to complete that circle. 

Times you shouldn’t quit

  1. Don’t quit because things are hard. If you struggle to sell your product, don’t quit. Continue working, and push through those struggles to become a better seller. 
  2. Don’t quit because you haven’t succeeded yet. The get-rich-quick concept isn’t realistic, and your success could happen next month. 
  3. Don’t quit because you covet your neighbor’s success. Never compare yourself to someone else’s performance. It’s ok to gain inspiration from your neighbor, but don’t quit because of it. 

How to quit

Interestingly, most people don’t struggle to continue on a given path because that concept has been drilled into our psyche. Ninety-nine out of 100 people will advise you to keep going. Dr. Stan’s work focuses on those people who want or need to give up something but they struggle to disengage. He teaches them how to make that break. 

One of his clients struggled with her weight and her husband belittled her for it. She didn’t want to give up the relationship, partly because they had a business together. She feared that people would question her decision to quit, but eventually, she got a divorce. Once she gave up the business and the marriage, she lost all the weight and her confidence soared. 

Abandon a deal

For sellers, this could appear as a deal that you’ve invested so much time in that you’re hesitant to walk away. Even when your gut tells you that it will never close, you continue investing your time and resources into it because you’re emotionally tied to it. 

The sunk-cost fallacy refers to the tendency to make decisions based upon what happened in the past rather than making decisions based upon the outcoming you’re hoping for. The fact that a deal didn’t work out in the past has no bearing on what might happen in the future. We often make decisions because we’ve spent so much money on something. 

Ringling Brothers had been in business for 146 years making all kinds of money, but last year they went out of business. They had been sued by animal rights activists and the company wouldn’t give up the use of animals. The company was emotionally invested in the use of animals, despite the fact that other groups like Cirque Du Soleil hold wildly successful circuses with no animals. 

Blockbuster should have quit using VHS and moved to DVD or streaming. The company should have engaged in new technology, but they had invested so much in their inventory that they couldn’t disengage. 

You should not be prevented from giving up things for fear of other people’s opinions. Don’t let anyone else stop you from changing course. Always make the decision for yourself. Do not fail to disengage because of what others might say about you. 

“Winners never quit fallacy” episode resources

Check out Dr. Stan’s book, Quit: The Last Principle of Success at www.thequitdoctor.com

Connect with me at donald@thesalesevangelist.com.

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

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Lauren Cohen, Small Business

TSE 1104: What Are The Secret Scale UP Success Strategies?

Lauren Cohen, Small BusinessThe same secret scale up success strategies that help entrepreneurs grow their businesses to the next level will benefit individual sellers who recognize their territories as their own business.

Lauren Cohen works with foreign investors to find the right business opportunities, make the right investments, and get and keep their visas. She discovered along the way that many of these people didn’t pay a lot of attention to their business structures and that the same was true of American business people.

7 Steps Scale Up Success Strategy

Lauren characterizes her role as creating a GPS for your business, but you have to have a destination. You can’t tell your GPS that you don’t know where you’re going.

These 7 areas of a business’ foundation can result in disaster if they are overlooked.

  1. Funding in capitalization. Without the right capital, or if you’re under-funded or under-capitalized, it doesn’t matter how great your business idea is, you’re going to fall apart.
  2.  Business planning. If you don’t have a business plan and an exit strategy, you don’t begin with the end in mind.
  3. Branding and marketing. Building your brand is part of your foundation but it doesn’t exist independent of all these other elements, and marketing is part of branding.
  4. Legal and compliance. Without a legal structure in place, which so many business owners don’t have, you’re risking your family and everything you have.
  5. Financial and taxes. Everyone knows what that is all about.
  6. Operations and systems. Without systems, you can’t repeat your success.
  7. Insurance and licensing. If you don’t have insurance and someone sues you, you’ve got nothing to protect you. Without the right licenses, you can be shut down.

Know your area

You cannot be an expert in every area, so Lauren’s number one tip is to stay in your lane. You don’t know what you don’t know. Figure out where your gaps are and then allow someone who is an expert to oversee the process.

She suggests a 3-step process to assess your company.

  • Assess
  • Diagnose
  • Deliver

Diagnose the issues and then fill the gaps you identified in the process.

Exit strategy

Lauren related the story of a client who wanted to exit her business within five years so she needed an exit strategy. She needed a strategy to get from where she is to where she needs to be.

She wants to sell to one of four parties but she doesn’t want to sell at a discount on her dollar. Rather, she wants to sell at the highest possible dollar amount. In order to do that, she needs to increase the profits.

That’s where the various elements of branding, compliance, taxes, operations, and all these other components become important because they will help the business owner get more value at the time of exit.

Funding and capitalization

It sounds crazy, but if you ask someone to invest $100,000 in your business, they are going to laugh at you. If, on the other hand, you ask for $5 million, they’ll suddenly believe that you’re serious. The problem is that there’s no ROI for $100K.

The cost of obtaining the money is so high that it’s not even worth it for them to pursue it.

Financial and taxes

This one is easy. If the IRS is after you because you haven’t paid your taxes, get them filed. You may pay penalties but at least you’ll be up-to-date.

Legal and compliance

Legal and compliance include your corporate record books, which everyone should have. Some companies don’t even have the corporate entity which is a whole other story.

Make sure you have a corporate record book that’s affiliated or associated with that entity. Hold a meeting each year and record the minutes in that record book.

Reflect all the changes to shareholders and bank accounts in your records.

She estimates that 70 percent of businesses don’t keep their record books up to date. If you try to sell your business or you end up in litigation, you’ll need that book.

Building and scaling

It’s vitally important to have all of these considerations in mind as you’re building and scaling your business. If you find a potential strategic partner who wants to help you build your business but he discovers that you don’t have all your contracts in place, the deal will fall apart.

If you have the wrong documents, you’re potentially setting yourself up for liability.

Don’t try to do this alone. Consult with a professional. Everybody avoids hiring a lawyer or a professional for fear of getting the bill at the end. But it’s better to get the bill now than to get a larger bill later.

“Scale UP Success Strategies” episode resources

Grab a copy of Lauren’s book Finding Your Silver Lining In the Business Immigration.

You can take a copy of her quiz at showmethemoneyquiz.com. It’s quick, free, and fun and it will give you access to schedule a call with her. You can also find her on Facebook @scaleupcheckup or on LinkedIn @scaleupcheckup. You can also reach her directly at (866) 724-0085 or info@scaleupcheckup.com.

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

Tools for sellers

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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Charles Bernard, Donald Kelly, Problem Solving

TSE 1051: How To Solve The Most Common Sales Problems

Sales leaders who can solve the most common sales problems will increase their productivity and improve their performance.

Today, Charles Bernard explains how a disciplined system for selling and managing can remove barriers to performance for sales leaders.

Bernard founded ‘Criteria for Success,’ an organization that develops online sales playbooks and provides leadership and sales management training. Charles was a top performer in his division with General Electric and has run several businesses as well.

Caught in the middle

Charles believes that the number one issue facing sales managers today is the feeling of being caught in the middle between the CEO/Management and the sales team. Sales managers must bring in the numbers, on one hand, while acting as a micromanager on the other.  He compares it to having a target on his front side with another on his back.

Charles finds that pressure from above is unfiltered and passed directly down onto the sales teams, whether it’s justified or not. And, he says, the sales teams hate that.

If management feels that something is wrong or that people are not doing their jobs, for example, it is the responsibility of the sales manager to balance the push/pull of the situation. She must absorb the pressure in order to adapt the message – without losing the importance behind it – to empower the team.

Passing the pressure from management to the team does nothing to motivate or incentivize sales.

Many times, leaders fall into the trap of thinking they must have all the answers for how things should be done. An enlightened manager should be able to pull the boss and the team together.  He should encourage conversations that promote transparency and foster teamwork.

Charles prefers for his sales teams to hear directly from the bosses and he often facilitates meetings to allow for such interaction. It allows each side to learn the concerns of the other and to work as a team.

Pulled in different directions

Charles cites the challenge of staying focused as another common issue facing sales managers. Don’t engage in too many meetings or with multiple different initiatives. Lack of focus prevents the managers from spending time in the field and with their sales teams.

It was a struggle but Charles eventually learned how to say ‘No’ to those who people who weren’t impacting sales.

Charles recalls numerous instances where he was asked, for example, to intervene with an upset client. He had to put his foot down and direct those calls to others in the organization better equipped to handle such situations.

It is understandable that sales managers want to prove their worth to the company. But it is a mistake to do so by getting involved in matters that do not pertain to their job or to assist with sales if the team is underperforming. It only serves to further scatter the focus a sales manager needs to succeed.

The purpose of the sales manager is to be available to the team. It must be the priority.

Inability to set goals

Sales managers often don’t have the time to spend on the proper vetting of the forecasts. As a result, they are often unable to create realistic forecasts and to set goals.

The need for realistic forecasting is obvious. The problem arises when the decisions made on that forecast – where the growth is coming from, how much we will grow, what the profits will be, and how the funds will be reinvested – are very linear and rigid. There isn’t a lot of thought behind it.

Charles believes that people should not think about what they are going to sell in a year. People tend to miss things like backlog, which is probably going to give you the most wind behind your sails.

If forecasting in 2018 for 2019, for example, you must see all the deals that didn’t close, at the individual and team sales levels. You want to know what stage they are in because that backlog will give you a jump on each quarter.

What is your backlog going in? What is your backlog coming out?

If you begin with a strong backlog of unclosed business and put that into your forecast, you can then see where you are short and what you need to do each quarter. It is very important to have a notion of forecasting that includes backlog. Without it, you are already behind at the start.

Sales advice

  • Rank your sales team. Who are your A’s? Who are your B’s?
  • Rank your customers. Who are your partners and who are your advocates? Who buys on a whim, or transactionally?
  • Build a playbook. Take all the knowledge in the company and make it available for everyone to access.

“Solve The Most Common Sales Problems” episode resources

Charles can be reached via email at cbernard@criteriaforsuccess.com, or you can call him at 212-302-5518. Charles can also be found on LinkedIn.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

If you’re not familiar with the TSE Certified Sales Training Program, it’s a program designed to help brand new sales reps, as well as those who have been selling forever. The 12-week module offers videos you can watch at your own pace, as well as the option to join a group discussion. It’s broken into three sections: finding, building value, and closing. It’s amazing and it’s fun!

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

The episode is also brought to you by prospect.io, a sales automation platform that allows you to send cold emails in a personalized manner. To find out more about how it can help you automate your sales process, go to prospect.io/tse. Your prospecting will never be the same.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Portable Medical Diagnostic, Dennis Rosebrough, Donald Kelly

TSE 1049: Sales From The Street: “We Say Goodbye To A Legend”

Saying goodbye to a legend is difficult, but we can move forward living by the principles they teach us and the lessons we learn.

One of the best selling business books of all times is Think and Grow Rich; it changed my life. It transformed the way I think about money and about the opportunities I could create.

The person I received the book from is also important to me. It was from someone who was like a father to me. He came into my life when I was 14 years old and helped mold me into the person I am today.

Dennis Rosebrough

Dennis, Denny, Dad…I learned a lot from him. He was a true hustler, a real entrepreneur – always looking for something.  He grew up the youngest of five kids in a poor family but always had a determination to make something of himself and for his family.

As an X-ray technician, Denny went into the business of providing mobile x-ray machines. The company grew from scratch into a multi-million dollar organization, employing and helping hundreds of people.  

His son, Andrew, currently runs the organization and has been a best friend of mine since we were kids.

Principle One: See people as people

It doesn’t matter who you are, where you come from, your race or your color.

Denny had a heart of gold. Treating everyone equally was his strong suit. He came from a poor background and moved into a position where he could afford to take care of himself and his family.

Regardless of where he was in his life, he was kind to everyone. He just connected with people. He reached out to those who were different. He was always humble and eager to learn.

I remember a time when I was 16. My family was going through some financial difficulties to the point where we were evicted from our home.

My mom and brother moved in with one relative but because of the location of my school bus stop, I moved in with another relative. I  slept on a bunk bed in their laundry room.

When Andrew found out, he talked to his Dad. Denny, without even thinking about it, invited me to move in.  Both my Mom and I remain super grateful for their guidance and assistance. I was loved and cared for and welcomed into the family.

It was a lesson in learning to look at other people as individuals and to help them and to care for them. I think it is a lesson that can apply to how we, as sales reps, entrepreneurs, and business owners conduct ourselves as well.

Principle Two: Be willing to give

Sometimes we don’t give to others because we don’t see anything for us in return. Denny didn’t think that way. He would give regardless.

He once gave his car to a woman at his church who had five grandkids and an unreliable car. He had the means to do so, of course, but that doesn’t detract from the fact that he gave without expecting anything in return.

He gave without any desire for compensation but received so much in return just the same.

Give willingly. Give without expectation or strings attached. Give from the heart.

Principle Three: Dream big

After high school, I moved back in with my family for a few months before leaving to serve on two-year mission trip. When I returned home from that trip, Denny took me out to dinner and gave me a book.

It was his testimonial – how he started his business, the vision he had for his life and for his family, and his experiences. He wrote it all down and he shared it with me because he had faith that I could have the same success.

It is also when he gave me the, now very tattered, Think and Grow Rich book.

Denny taught me that I needed to plan and that I needed to have vision; a higher vision for my life.

We often have a low level of thinking where we doubt our ability to achieve bigger things in life. But Denny, and that book, helped me see otherwise.

It helped me in college, and it helped me in my performance. Then, it helped me run for student body president, helped me in my business career, and it helped me in sales.

It helped me have a higher level of thinking. I realized that I could be successful too. It helped me to think and grow rich.

I saw where Denny had come from and how much he achieved. I wanted a life and a family like his. I want to be be able to help others the way he did and to see people for who they are.

Principle Four: Work Hard

Denny taught me to work hard. He taught me about business. He hustled and he worked and he stayed up late and took the odd shifts as his company grew.

Denny passed away this weekend and I know his spirit will remain in the many things he has taught us all, the individuals he has touched, and the legacy he has left behind for his family.

At the time, I encourage all of you to think about the legacy you will someday leave behind. I hope the principles I learned from Dennis can help guide you along your path.

“Say Goodbye to a Legend” episode resources

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

If you’re not familiar with the TSE Certified Sales Training Program, it’s a program designed to help brand new sales reps, as well as those who have been selling forever. The 12-week module offers videos you can watch at your own pace, as well as the option to join a group discussion. It’s broken into three sections: finding, building value, and closing. It’s amazing and it’s fun!

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

The episode is also brought to you by prospect.io, a sales automation platform that allows you to send cold emails in a personalized manner. To find out more about how it can help you automate your sales process, go to prospect.io/tse. Your prospecting will never be the same.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Don Barden, The Sales Evangelist, Sales Podcast, Business Leader

TSE 911: The Secret Formula Of The “Elite 1%” Of Business Leaders

What allows some teams to achieve consistent success? Why are some leaders able to convince their team members to consistently follow? What is the secret formula that allows the elite 1% of leaders to achieve greatness?

Today on The Sales Evangelist, Don Barden shares the secret formula that allows leaders to achieve repeatable success, and why leaders should always be training. He’ll address the mistakes that leaders make and how to overcome them.

Don spent his “formative years,” about 25 of them, working on Wall Street, growing from very small deals to billion-dollar-plus international deals. He describes himself as one of many good guys that you never hear about on Wall Street.

Warp speed

Don calls these unique times, and he says he’s a huge fan of millennials. Unlike people who view the generation negatively, he says they are the first generation in the history of mankind to never know a limit.

They’ve always had Google, cell phones, and YouTube, and there are no limits to what’s happening in the world right now.

We’ve shifted the way we think, and that change has created a tremendous need for leaders who can guide us through this incredible time. We’re moving at exponential light speed (warp speed if you’re a Star Trek fan) and things can get out of control without strong leadership.

Because of the state of humanity right now, we need a combination of young leaders, mature leaders with decades of knowledge, and emerging leaders to guide us through the shift.

Becoming elite

Don was part of a 5-year doctoral study that considered leadership using science and proof points. They considered economic, scientific, and behavioral considerations.

They discovered that elite leadership can be traced to a mindset of leading with your heart first. Elite leaders spent every day serving other people by opening up their hearts.

Our word “servant” derives from the Latin word which means “hero.” If you were the type of leader who served other people, you were truly a hero. In Greek, it meant that you professed your love of serving people.

These leaders prioritize serving people, and they have a skill or a craft that they have honed over many years. The net result is that when they lead with their hearts, their businesses do well, and their people willingly follow them because they want to be around that mindset.

Learning leadership

Millennials who find themselves looking to learn about elite leadership should begin by looking to people who are older than them who have been leaders before.

Secondly, millennials are the most giving, caring, and generous generation we’ve seen in a long time. They want to give back socially, personally, and professionally for all the right reasons.

They want to give back and serve, so if you can help them be good, and if you can help them get there faster than they would on their own, you’ve got the ingredients for what leadership is all about.

For young leaders, just raise your hand and ask for help. For experienced leaders, be willing to help.

Be you

The other side of the coin is that, while you’re learning, you have to be yourself.

Although people will mentor you and train you, you have to be yourself. You have skillsets and a unique way of thinking that your company needs.

Don sold a company last week to a group that he felt could take it to a level beyond what he could do. After the sale, the new owners came to him and said they didn’t need his help anymore.

He considered that a great compliment.

He had created a culture of young, bright people that he had mentored for years. His team had helped them grow to the point that their own skillsets were sufficient to run the company without management.

He set guardrails, standards, missions, and objectives, and then gave his people room to operate.

His approach was this: You know the mission. You’re smarter than me. We’ll stay out of your way unless you’re drifting. You go be you.

Create the right environment to mentor and guide millennials, but don’t try to teach them how to be exactly like you.

Continue training

Never stop training. Leadership is all about training, and then going back to train some more even when you think you’re done because there’s so much information out there.

Training can take so many different forms, from a book club to a formal training.

The biggest mistake people make is to stop training.

Don is associated with the U.S. Army Rangers, who have made a career choice to serve other people at a level beyond what most people can comprehend. He notes that 99 percent of their lives are built around training, and that’s why they are so good.

When Don was seeking a title for his study, his wife suggested The Perfect Plan, so he set out to discover exactly what “perfect” meant.

The word perfect means “always becoming,” in other words always getting better. It means you aren’t done, and you’re openly becoming something greater.

At the end of the study, Don’s group asked average people to rate themselves on a scale of 1-10, and the average was 8. The elite performers rated themselves at an average of 3.5.

The group thought maybe the numbers were driven by humility, but they discovered that the elite leaders weren’t rating themselves against everyone else. They were rating themselves against their full, God-given potential.

Although we’ll never reach our full God-given potential, the mindset of these leaders was that they were always trying to become better.

Hire the right people

When you hire the right people, you aren’t hiring people because you have hope in them, or you feel sorry for them, or you just like them.

You have to hire people that you can guide and mentor, but they also have to have the right skill set. You have to hire for the position.

Get the right people and then create a culture that allows them to thrive.

The business world requires a different set of disciplines, so these great leaders hire the right people and then create the right culture, and then they get out of the way.

Players get you to the playoffs, but coaches win championships. So if you’re going to be a leader, you’re going to be a coach, but you have to have the right players. Then you have to train them and give them the environment and the mission and the direction they need.

“Secret Formula” episode resources

Connect with Don via email Don@dwbarden.com.

Check out his book, The Perfect Plan: A Study that Reveals the Secret Behind the World’s Elite Leaders, Sales and Marketing Professionals.

Is your CRM functioning properly? It’s important to have a CRM that your team is willing to use.

If you’re unhappy with your CRM, check out Maximizer CRM. If you’re happy with your CRM, check out Maximizer. It has been around a long time, and it’s worth the time to check out the free demonstration.

Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities. Click on the link to get a free demo of what Maximizer CRM can do for you.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video, which is a great way to offer relevant content on LinkedIn.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

 

Romacio Fulcher, MLM, The Sales Evangelist

TSE 756- Three Things You Must Know To Be Massively Successful

Romacio Fulcher, MLM, The Sales EvangelistA college dropout, Romacio Fulcher hustled his way to success in making millions by having found the missing link. Today, he dishes out his formula that includes three things that can help us become massively successful.

A year ago he was broke. Now, he has made over $2.3 million with 43,000 people joining his network. He has helped 500 of them make $25,000 a week and seven people make $1 million in the last 12 months.

Romacio works for World Global Network, a 6-year old publicly traded network marketing technology-based company. They market the latest and brightest in technology. Recently, they released the world’s very first wearable device that allows people to monitor their blood sugar levels, non-invasively, without having to prick your finger. Soon, they will also be releasing their blood alcohol monitoring device!

Here are the highlights of my conversation with Romacio:

The Missing Link

The person that’s going to help change and transform your life may not look, sound, and act like you.

The 3 Elements of MASSIVE Success:

1.Connecting with the right people

There’s somebody out there that knows what you don’t and has the answer to your challenge, prayers, and concerns. Understand that people are life’s most valuable asset. Therefore, it’s mandatory that you seek out the right person.

Whatever industry you’re looking to pursue, always look at the top. Who are the top ten to twenty people in that sector/profession? Then do whatever you have to do to get next to them.

The Golden Question

“What do I have to do to make it worth your while for you to teach me what it is you know?”

2.Getting involved at the right time

90% of massive success has to do with timing.

3.Working hard

You have to play your role in your rescue. You’re going to have to work hard. You’ve got to be a grinder!

Once you find the right person, you have to pursue them. You’ve got to show interest and to consistently follow up.

Be BOLD. Successful people never became successful by being close-minded. Nor can you become successful by not being bold and courageous.

Some principles to ponder on:

1.Residual income

At some point in time, every person will need residual income. As a business owner, time is your biggest ally. When you own a traditional business, no one will work as hard for your business as you because they don’t have the same opportunity of gain as you do.

2.Leverage

“I’d rather have 1% of 100 different people’s efforts versus 100% of my own.” – J Paul Getty

If you have an ounce of ambition inside your body, go to www.workwithromacio.com. Type in your information and he will immediately get a hold of you and discuss how he can help you

The 12 Week Year

how to turn failure into success, New Sellers, Airica D. Kraehmer (Air), Human Trafficing

TSE 998: How to Turn Failure into Success

Airica Kraehmer, how to turn failure into successFailures can be crippling if we allow them to be, but when we have the proper guidance, we can learn how to turn failure into success. Airica Kraehmer of Gracious Care Recovery shares her own story here and reminds us that we can turn our weaknesses into our strengths.

Mental toughness

Airica’s story doesn’t directly involve sales, but it does involve difficulty and mental toughness.

She started working as a model in the fashion industry and she had a dream to succeed there. She realized that the fashion industry demands that you be your own product and that you bring your A-game all the time. She called it cut-throat.

As a result, there’s room for exploitation. Airica found herself the victim of human trafficking because she was in the wrong place at the wrong time.

She wrote down her story, and when she finished her book, she looked for outlets that would help her share it. She figured telling her story would help her move beyond the struggle.

She became an international best-selling author, and it taught her that she could rise above the low points in life.

Seeking a challenge

After she moved to Florida, Airica realized that the state was number two in the country in terms of human trafficking, tied with Houston. After the upcoming Super Bowl, Florida is projected to move into the number one spot due to the large influx of people.

Hearing stories of other victims made her realize that she was part of something bigger. She realized that the process would repeat if she didn’t do something to help.

She reminded herself that there were as many good people in the world as there were bad people.

Rejection

Nobody wanted to talk about trafficking, so she kept encountering closed doors. She compares it to cold calling for sellers. [07:23]

Though people cared about it, they didn’t feel like they could speak out about it.

She kept knocking on doors, and eventually, she found Gracious Care Recovery. There were survivors there who recognized the need for people to speak out.

Her message to sellers, then, is to keep knocking on doors. Despite the fact that she was addressing an impossibly hard topic, she found people who would engage.

Get in the other person’s mindset. We each have different experiences, and we’re each traveling a different journey. That means we each have different ideas.

That can be a powerful tool as long as we remember that the effort isn’t all about us. It’s about who we can help and who we can serve.

Keep in mind that the prospect isn’t rejecting you. It simply isn’t the right time for your prospect.

Persistence

If you’re a sales manager who is motivating a team to overcome rejection, teach your team members to practice persistence.

Be persistent, but be kind. Be willing to invest the time to build trust.

Sales is a numbers game to some degree, and you have to keep reaching out in order to achieve results. Especially now that we find ourselves at the beginning of a new year, you have to keep knocking in order to hit your targets.

Overcoming failure

Airica compares her personal experience to bankruptcy. It was the ultimate low. She had nothing left. And she knew it would take years to recover.

She learned that you have to leave behind the things that don’t serve you well and that you shouldn’t focus too much on the why. It’s ok, for example, to ask why something happened, but refuse to stay focused on it.

Instead, look to the future and ask yourself what you can do to address what happened.

Ask yourself the following questions:

  • Who am I serving?
  • What is my purpose?
  • What’s my goal?

Once you’ve identified those things, align your morals and values with your goals.

Tackle one goal at a time. Small goals will accumulate quickly and result in large accomplishments.

“How to Turn Failure into Success” episode resources

You can connect with Airica at airica@graciouscarerecovery.com and grab a copy of her book, Models Stop Traffic: How to Dodge Enslavement in Pursuit of Your Dream to Become the Next Top Model.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Success, Mindset, The Sales Evangelist, Nick Ruiz

TSE 608: Declaring Freedom From Mediocrity & Forging A Successful Mindset

As we’re celebrating Independence Day, it’s just right to discuss how you can gain financial freedom by solving the blocks that shift our thinking from entry-level job status to understanding opportunities that breed financial success. A ton of great stuff today and you definitely don’t want to miss this!

Today’s guest is Nick Ruiz. He is a contributing author for Entrepreneur Magazine and a twice self-made millionaire. After the collapse in 2008, he lost a lot of money that led to bankruptcy. Then he rebuilt his million-dollar net worth and achieved major mindset change. He wrote a book, Success from Scratch, which is focused on helping people understand greater financial freedom.

If you’re trying to start your own business and perhaps you have something you’re doing on the side but afraid to do it, declare independence. Make a plan and do it today. I forged my own path and it was one of the best decisions I’ve ever made. It’s time for you to forge your own path today!

Here are the highlights of my conversation with Nick:

“Rough Draft Moves”

  • Most people analyze things and put everything on a spreadsheet but all they’re analyzing are imaginary thoughts.
  • Take the bare minimum. Go out there and make the rough draft move, which means just go there and do something while accepting the facts that:
  • You don’t know everything. You’re probably going to mess lots of things up. Start jumping into unchartered territory on a regular basis.
  • Get into something you don’t know 100% how it works.

The beauty of a rough draft move

  • You get into the post-action analysis, where you may now analyze something that is in the real world of existence.
  • You did something physically so now you have all that real-world data, and not just the imagination data in your brain.
  • Now you can say 99% probably didn’t work but you have 1% seed to build on.
  • Then make another rough draft move that you can slightly fine tune and build off it.

Learning from the mistakes of others:

  • Gain the knowledge and combine that with massive action
  • Acquiring tools is great but you still have to use the tools and do the work to build the house.

On achieving instant success:

  • The timeline for success is drastically becoming reduced due to the advent of technology.
  • The biggest disconnect is this mindset of they see the “top guy” and they immediately jump to how to get that. This is a different psychological plane. Looking at the “top guy” is poisonous to new people because your path will look different than that person.
  • The tons of no’s, rejections, and failures are information on what to tweak and what more rough draft moves you can make.

On Nick’s book, Success from Scratch:

  • Nick dove deep into his journey and dissected and documented it through this book
  • People are so much conditioned into rules which are just things some people made up based on what’s happening at that point in time.
  • Understand that you are your own person and start listening to yourself.
  • People are shaped based on their external circumstances, people, and events in their life. And they are continuing to be shaped and molded without their conscious knowledge. Part of this book wakes you up to this.

The Success and Food Analogy

People respond differently to certain foods. Some people experience an anaphylactic shock with peanut butter while for others peanut butter is the best source of protein for them.

The approach to success is no different. There is no blanket approach to success. You have to understand your internal personal evolution to success.

Copying People You Look Up To

  • Your journey is going to look different than the other guy.
  • Don’t skip opportunities just because the “top guy” you look up to didn’t go that way. Copying every move of people you look up to is a terrible mistake.
  • You have to combine action with learning.
  • See what works for you.

The Onion of Fear

Peel back the layers of fear. If customers want to buy but there is some fear holding them back, ask them outright about what’s truly stopping them and holding them back. Peel back those layers of fear until there is none left and they finally decide to buy.

Nick’s Major Takeaway:

Understand how rough draft moves change everything. So many people are in the planning phase or in the pre-action analysis phase. The problem with that is you don’t have any actual data to assess. All you’re doing is imagining scenarios. Do the thing. Get embarrassed. Screw things up. Mess up most things. But then just pull out a couple solid things that did work and build off of that then make a move again with a more refined approach.

The amount of things you’re going to accomplish by making rough draft moves are substantial because you’re assessing what’s actually in existence. That’s the post-action analysis you want to engage in. Success has nothing to do with who you are or where you came from. It has to do with going out and making the moves. You’re always going to extract something positive from those rejections and failures and you’re going to build off of those slivers of positivity.

Episode Resources:

Success from Scratch by Nick Ruiz

Visit www.alphahomeflipping.com if you want to create real estate success from nothing or connect with Nick on Facebook and watch his reality show on YouTube.

Join the TSE Hustler’s League.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

 

Sten Morgan, Donald Kelly, Success, Sales Success

TSE 598: The Seven Mindsets of Success!

Sten Morgan, Donald Kelly, Success, Sales SuccessToday’s guest is a true hustler Sten Morgan who went from having $40 in his account to making a six-figure salary through hustle and hard work. As a result, he created a success story in order to forge a path for other sellers. He has also written a book, 7 Mindsets of Success which will soon be launched on the 4th of July.

Sten is the CEO of Legacy Investment Planning. He started in the insurance when he was 21 and jumped into the investment side for four years until starting out his own planning firm at 25 years old.

Here are the highlights of my conversation with Sten:

Why Sten wrote a book about mindset and success:

Sten shares his story of growing up in a family that struggled financially, his mom marrying five times and moving 30 times before he was in high school.

But being able to start a company and being under 30 years old to be named one of the top financial advisors in the country, he felt the responsibility of telling his story and to make sure other people have the best option to do it too.

Sten’s Story:

At 23 years old, Sten helped a guy manage around $180 million of assets. Although he already got the license as a financial planner, he didn’t have the luxury to take 20 years to be at the top so thinking out of the box, he studied harder than anyone else and got some good training and launched his own business.

Sten’s Challenges:

New to market: The challenge was he has only been in Nashville for two years so he had zero markets. Then he got to a point that he was married and a baby was on the way so for him a failure just wasn’t an option.

Age issue: Being young in the finance business, Sten competed against people who assume they know about money because they’re 50 years old. So he knew he had to be technically sound and had to have better planning ideas to overcome the age issue

  • Don’t rest on your good looks or sales pitch because, at the end of the day, you are the product so you need to be able to back it up.
  • Spend as much time as possible to prepare yourself so when you get the opportunity, you can close it.

7 Mindsets of Success:

  1. Future self

Truly reflect on your present decisions and hold yourself accountable to the future, even five years down the road, saying that if that person was here, is it at a good move and is it going to bring you closer to where you want to be?

Train your mindset to constantly filter your decisions through this question: Am I going to be proud when I’m 80 and look back? Am I going to be telling somebody else’s story or my own?

  1. Removing your safety net

Have the mindset where failure is not the option. If you want to truly reach your true potential, know there is risk as well. Everybody that did something great that everybody still talks about, it was never handed to them

  1. Perspective

Our mindsets are constantly being influenced in either a positive or negative way. Accept constructive criticism and seek out constructive criticism. There’s always something we don’t know.

  1. Circumstances

Maybe 10% of what happens every day we can control or have an influence on but do not let the 90% define you. Do not focus heavily on the things you can’t control because it distracts you from the 10% and the most successful people are the ones that crush the 10%. Reset that mindset and use that as a baseline.

  1. Learning to pursue discomfort

Humans are wired to find the path of least resistance, fight or flight. Great things are preceded by something very challenging or uncomfortable. You can’t grow inside your comfort zone.

The Musoji Challenge: If you take on a task so daunting that chances of succeeding are less than 50% but by accomplishing it, you open your mind to a whole new possibility for yourself.

  1. Conflict

Conflict is inevitable in life, business, and success in general. If you’re not having conflict, it means you’re not trying hard enough. It doesn’t mean all conflict is to end badly but it just means it’s going to happen.

Retrain yourself to say you need to try to learn something from the interaction and if they win or you win, you both lose. If you can handle conflict well, it’s going to help you (1) reveal relationships that need to end or (2) improve relationships and push you up in the organization.

  1. Time balance

If your only focus on money, personal relationships can suffer to some extent. So the hours you spend each day on any task have to be so intentional and so productive that you can still be successful in your career while still be able to get home at 5:30 every day to be with your family. This is possible. Be laser-focused.

Sten’s Major Takeaway:

Take that discomfort challenge and every thirty days, add something to your calendar that’s new, different, and that’s going to grow you. Whether you’re speaking in front of the group, taking a new sales test, hiring a sales coach, or something you’ve been avoiding, actually do it and it will change your life if you’re willing to do that.

Sten’s goal is to train people on these mindsets to not only recognize them but learn how to fix them, maintain then and challenge them to be able to give back radically, whether it’s time, money, or training other people. The motivation behind everything you do has to be strong enough or else you won’t be able to hang in there when things get really tough because they will.

Episode Resources:

Know more about Sten on www.stenmorgan.com

7 Mindset of Success by Sten Morgan

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Aaron Walker, Donald Kelly The Sales Evangelist, Best Sales Podcast. The View From The Top

TSE 199: Discover Your Purpose and You’ll Find Success!

Aaron Walker, Donald Kelly The Sales Evangelist, Best Sales Podcast. The View From The TopAre you constantly chasing the dollar? Are you living the American Dream? Nice car, huge house, loads of money, etc. It’s good to be successful. No doubt about that.

But is your success tied in with significance?

Are you truly living your purpose? Are you giving value to other people?

Aaron Walker has an ocean of wisdom to share with all of us regarding this today. At 13 years old, he started working at a local pawn shop. At 18, he partnered with one of the largest insurance agencies, took a $150,000 loan, put up his own pawn shop, and paid off the loan in 3 years time. By the age of 27, Aaron was self-made. But it wasn’t until one fateful, untoward incident that Aaron’s life has changed forever and that led him to live his purpose. Today, he helps people find their own purpose through his coaching/consulting firm View From the Top.

Here are the highlights of my conversation with Aaron:

How to discover your purpose beyond just the success:

  1. Define what “success” is to you.

Discover what gives you energy. The things you would do for free anyway, makes you find your meaning.

  1. Laser focus: Be an inch-wide but a mile-deep.

Get the non-essentials out of your life. Check out Greg McKeown’s book, Essentialism. Take your energy and tenacity and pour it on 1-2 things that you can become the expert at. Niche down to a point where you are the best at. Invest your time, energy, and resources into being the best.

  1. Be open.

Subject yourself to the scrutiny of others and interview them. Get different objectives and opinions from other people.

  1. Learn to be content in your present situation and be HAPPY!

Happiness is a choice. Elect to be happy. Attitude is the only thing you have 100% control over.

  1. Determine what metrics to use to determine if you’ve been successful.

Ex: choosing your own schedule, financial freedom, engaging family, clear conscience, leaving a legacy of wisdom

  1. Make your aim at how to enrich other people.

Lift them up. Take them to places they’ve never been. Pour into people. Being significant is being able to meet the needs of others. Learn to fully engage with people. Listen intently. Be human. Give because you want to. Help people even when it’s not convenient. Prioritize your goals with other people in mind.

  1. Have the ability to foresight and invest long term to potentially impact generations to come.

Look 5, 10, 20 years from now and have the ability to look long term to invest in the lives of others so you can change their family tree.

Now you’ve got success, significance, and a full, rich life!

Aaron’s Major Takeaway:

Fear missing an opportunity more than you fear failure. Success comes to those that venture out. Failure is in not trying, not in not succeeding.

Aaron’s Book Recommendations:

Greg McKeown’s Essentialism

Dale Carnegie’s How to Win Friends and Influence People

Bob Burg’s Adversaries into Allies

Charles Duhigg’s The Power of Habit

Aaron’s got a gift for you!

Visit www.ViewFromTheTop.com/tse and download these free documents that Aaron made especially for TSE listeners.

  1. Free Personal Assessment
  2. 25 Questions to Get the Life You Want
  3. Steps to a Productive Day

Episode resources:

www.viewfromthetop.com

Follow Aaron on twitter @vfttcoach

 

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Gaining new business, Business Development, Hustle

TSE 177: Sales From The Street-“No Clients, No Problem”

Gaining new business, Business Development, Hustle How tough can you get?

Today’s Sales From the Street guest is Luis Ugalde and he shares with us the need for mental toughness and commitment to achieve your goals as a salesman.

Holding a degree in biochemistry, Luis initially pursued a career running a research lab at the University of Miami. Obviously, finances is not where he thought he would be.

Luis realized that you need to be uncomfortable in order to be comfortable so he finally took a leap of faith, quit his job, and decided to go full time developing his own brokerage business where they teach families how to reach their financial goals.

“Salespeople put their own objections into their clients heads without even thinking because you assume what they’re thinking.”  – Luis Ugalde

Word of the day: Commitment

Here are the highlights of my conversation with Luis:

His greatest sales challenges:

  • Not knowing anybody
  • Being too young at 24

Strategies you can apply which Luis used to overcome those challenges:

  1. Invest an hour a day into bettering your skills and the way you think.

Luis read books including John Maxwell’s Developing the Leaders Within You, Developing the Leaders Around You, etc.

  1. Raise your leadership lid by having a high-level discussion with clients
  2. Ask for referrals.

Before getting into what he can do for his clients Luis asks for a commitment from them to brag about him to 7-10 people.

  1. Get uncomfortable so you can get comfortable.

Take a leap of faith. Do what you need to do to succeed even if it means quitting your daytime job.

The results:

Luis made double or triple the amount he made in his daytime job which was a total confidence boost.

Luis’ Major Takeaway:

Connect with Luis by sending him an email at luisruben14@gmail.com or via Twitter @luisruben14 and Facebook.

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Successful Sales People, Hustle, The Sales Evangelist, Donald Kelly, Jimmy Burgess

TSE 151: 6 Truths All Successful People Understand

Successful Sales People, Hustle, The Sales Evangelist, Donald Kelly, Jimmy Burgess In today’s episode, Jimmy Burgess shares with us some loads of positivity and some great, awesome insights into being successful in sales by focusing on the right things, particularly, focusing on your customers.

Jimmy Burgess has been in sales and an entrepreneur his whole life. He started three different companies and has been in real estate sales most of his life. Currently, Jimmy is a contributing writer for Entrepreneur Magazine and also does coaching and consulting.

Listen as Jimmy shares the 6 Truths All Successful Salespeople Understand and how you can live out each one of them.

Here are the highlights of my conversation with Jimmy:

Jimmy quotes Zig Ziglar, “If you’ll just help enough other people get what they want, you can have everything that you want.”

Jimmy’s road to entrepreneurship:

  • Got burned out in his sales position and took a job at a bank as a commercial lender
  • Became a student of positivity and of people that had some successes
  • Jimmy left the bank, put people together and started up his own business

How Jimmy initially handled his success:

  • Within one year the salary he had at that bank became his monthly income on average.
  • Within two years, it became his bi-monthly income.
  • He lost focus on who he was and went from helping other people and just focused on himself

“When you think you’re going up fast, it can come down just as fast.”

How he handled his financial problem:

  • Spent three years trying to play defense and figuring out how to fix things
  • Reloaded himself with positivity again
  • Began to take steps to come out of it and within a year, they had bounced back financially

“Understand if you’re in a struggle right now that there’s a reason for it.”

“You’re struggle hasn’t come to stay, it has come to pass. And I’m a living proof of that.”

 

The 6 Truths All Successful Salespeople Understand:

  1. If you control your morning, you control your day.
  • Successful people have a morning ritual. Start your day in a positive way.
  • Concentrate on 10-15 things that you’re thankful for
  • Start your day mentally, spiritually, and physically in a positive way.
  • Get yourself a pattern in the morning.
  • Read books or listen to audio books
  1. Focus. It’s not about you. Focus on the needs and provide value.
  • People don’t care how much you know until they know how much you care.
  • Add as much value as you can to other people.
  • Focus on what the true needs of your prospect are.
  • Don’t sell the process, sell the end result.
  • Give them what they need and you will get what you need.
  1. The main thing is the main thing.
  • Find out the number one complaint for your particular area. You may set yourself apart from everybody else.
  1. The expert has an advantage.
  • They may not even have the most knowledge but they become the experts in people’s eyes because perception is reality.

How do you become an expert?

  • Write a book. Write for large websites.
  • Start a blog or a podcast. Do videos.
  • Set yourself up by producing some things.
  • Build an email list as quickly as you can. (Mailchimp)
  • Be an expert. Be different. Set some things up in a way that you have an advantage as the expert.
  1. People love being surprised.
  • Surprise people. Do something different that people will appreciate. Be the noticer.
  1. A satisfied customer is number one.
  • The best advertising is “word of mouth” and the way you get it is by satisfying your customers.

Jimmy’s Major Takeaway:

If you want different results than you’re getting now, do different things. Take massive action. Don’t just sit back and wait on things to happen. When you take massive action, you get massive results.

Current projects Jimmy is working on:

selfpublishingsuccessacademy.com – working with Kimanzi Contable in helping content creators and self-published authors get their content out there

Connect with Jimmy on Twitter @jimmyburgess8

4-week coaching program with Jimmy and Donald

4 Week Sales Acceleration Course

Episode resources:

Jimmy’s book: What Just Happened?: How to Bounce Back in Life so You Can Do More, Have More, and Be More

www.selfpublishingsuccessacademy.com

www.bemoreuniversity.com