Changes Coming to Bennett's Blog

Soar without Fear!

What would you do if you knew you couldn't fail? I've been asked this, as I'm sure you have, in various group settings and I always find the answers people give amazing. For me, I'd be a rock star. I don't really know why, exactly, but I think it would be a blast! 

OK, that's a bit of a pipe dream, but what might you do in your "real" job if you knew you couldn't fail? Would you be more daring, more ambitious, more positive? So many times, we hold ourselves back because we psyche ourselves out, we convice ourselves that we can't do it, we won't make it, we aren't that good. Instead, we should reinforce our strengths, live each moment, and push ourselves to reach higher and farther without fear.

This concept reminds me of an eagle. An eagle can't fly if its wings are folded. Rather, it can only sit on a branch; in essence, going nowhere. But let that regal bird extend its wings and watch out – you witness a beautiful sight as it soars higher and higher. In human form, I think of a diver. You can step off a diving board and you plummet, going only down. But extend your arms and a beautiful swan dive ensues as you are propelled out from the board before arching to the water. 

That's the way it is with the 90 Day Sales Makeover, or any new endeavor you take on. You have the choice: fold your arms around you and sit...or extend your wings and soar, fall straight down...or complete a stunning swan dive. The theories, skills, and exercises are extremely valuable, but only if you truly use them to propel yourself forward. 

What would you do if you knew you couldn't fail? Sit or soar? Then do it!

jkl

 

Are You "Interested" or Committed?

How many times have we heard a prospect or client say, "I'm interested"?   And then act anything BUT "interested"?  Hundreds?  Thousands?  Tens-of-Thousands?   It happens all the time.  And when I'm playing the role of buyer I say it too.

The reason buyers say it is because needy salespeople want to hear it...and it usually works to escape the sales situation with no one getting hurt (aka - no one making a sale, or getting the help they need).

It's perfect lose-lose all around!

So how do we break this cycle?  I think it has something to do with the word commitment.  Commitment is different than interested.  When we tell someone we're "interested in maybe stopping by their party", it usually means we're not going to, but if we say we're "committed to being there"...well that's different (though it still could be bs).

I found this quote about commitment (the on-line source didn't say who it was from, but I liked it) “There's a difference between interest and commitment. When you're interested in doing something, you do it only when circumstances permit. When you're committed to something, you accept no excuses, only results."  In sales we all come across prospects who are "interested" in doing something, but probably aren't committed to doing something.  And that difference is pretty substantial.

If a prospect isn't committed to changing their situation, I question their desire and ability to be a great partner in the process of working together.  I, the salesperson, may be committed to the partnership, but if the other person isn't, I doubt the venture will be successful.

So what can we do about the difference between interested and committed?  Well, it starts with a good follow-up question. 

    Client:  "I'm interested in what you're talking about"...

    Seller:   "It's great to hear you're interested...now what is your actual level of commitment to improving your situation?" (open ended question)

In our world we've been talking with several people about the new 90 Day Sales Makeover program we're now offering, and more than a few of them have said, "I'm interested in maybe doing the program."  And we've told them that this type of program is all about commitment and not interest.  This isn't something that will ever be convenient or have just the right circumstances lined up...it's hard, and it's going to take an attitude of accepting no excuses, only results.

Are you committed? 

GB

90 Day Sales Makeover – Get In It For the Long Haul

As I write this, I’m on my way to visit my parents. It’s a six-hour drive, which is a long haul for me in a car. The drive itself isn’t something to which I look forward…in fact, I kind of get uptight thinking about it. I’m not a good car person…I just want to be there because I know that what waits at the end will be really great. So I’m willing to slug it out for the six hours.

But the funny thing is, once I get out on the road, several things happen:

1. I get sucked into the drive…what has changed since I last made the drive, the fields along the way, a bit of snow leftover from last week’s freak blizzard. I even start to enjoy it.
2. I keep an accounting of the trip…how far I’ve been and how far I have to go.
3. As long as my state trooper friends aren’t reading this, I can tell you that if I push a little bit more than normal, I can pass those around me!
4. And I know that every mile takes me closer to my goal…my family.

So I’m in it for the long haul.

The drive is kind of like the 90-Day Sales Makeover. You may not look forward to it…in fact, you may be intimidated by the idea of spending 90 days intently focusing on your sales skills, but some funny things may happen once you “get on the road” to your makeover:

1. You may find that you get sucked into the program…the new techniques and skills you learn, the exercises, the activities. You may even enjoy it (at least, that’s our intent)!
2. You become more accountable, keeping track of what you’ve done and what you have to do to meet your goals.
3. If you push yourself a bit, you can definitely pass those salespeople around you, who aren’t in the program…no doubt about it.
4. And every single day takes you closer to your goal.

The 90 Day Sales Makeover isn’t for the feint of heart. It’s work, just like driving six hours is work. But if you’re in it for the long haul, there’s a pretty awesome reward at the end…reaching your goals.

If you get in it, get it in for the long haul.

jkl

A Question Before You Say "Let's Do the Makeover" – Are You Proud of What You Sell?

Are you proud of what you sell? Whether you are a salesperson, a marketer, or an account rep, you're in the business of selling. Perhaps you sell a product, maybe a service, or even ideas internally in your organization. Regardless of what you sell, it's important to believe in it.

People can sense a lack of authenticity faster than a case of rotten eggs. If you try to put on an artificial show of enthusiasm for your buyers, they will know it immediately and will respond accordingly by walking - or running - away. You've seen the ones who don't believe. The ones who simply talk, talk, and talk – much as if they are trying to convince themselves of what they're saying. It's pretty difficult to sell something you don't believe in...and even more difficult to engage and develop clients after the sale.

For Greg and me, it goes further, we have to believe in what our clients sell to accept them as clients. No ifs, ands, or buts. That's how important this concept is. 

If you aren't excited about what you sell how do you expect to influence others to buy it? And if you don't believe it in, why in the world would you spend a good part of your waking hours trying to sell it to others? How demotivating that must be!

If you're thinking about the 90 Day Sales Makeover, take a hard look. Are you proud of what you sell? If your honest answer is "no," it will be difficult to succeed, even with a focused program. Instead, first go find something to sell that you do believe in and then come back. You'll immediately put yourself in a better place to succeed. 

If you're a believer in what you sell, go to 90daysalesmakover.com to learn more.

Here's to success!

jkl

 

 

 

 

A 90-Day Sales Makeover Secret....Shhh...In Sales It's Actually Easier to Be Successful and Harder to Be Average!

Allow me to share a little secret with you. (and it's one you will learn by going through our 90 Day Sales Makeover course).  I've discovered this secret only by living through 22+ years of training, teaching, and coaching thousands of sellers in a wide variety of situations.  Ready?

In sales it's actually easier to be successful and harder to be average.

Of all the things I've shared with people over the years, this is one that always solicits the most RCA-dog sideways looks...as in "say WHAT?"   How can it be that success is easier than failure?  That winning is easier than losing?

Well...it all depends on whether you're viewing this over the short-term or the long-term.   Because in the short-term, there is no doubt that becoming successful requires hard work, while being average is actually pretty easy (that's why 90% of people take that route, right?).  But in the LONG-TERM...being a success is much, much easier than being avarage. 

Want proof?  Look at two salespeople who have been selling for say 10+ years.  One is succesful, meaning she is a pro and works hard, follows the fundamentals of what it takes to win in sales: does the challenging things, goes the extra mile, etc. and thus makes great money, gives some of it away, buys lots of fun things, etc. etc. While the other one is not successful, meaning he's bucked the system from the start: looked for short-cuts, mailed it in, pushed back on making improvements, etc. and thus struggles to pay bills, in hawk up to his neck, always looking over his shoulder, etc. etc.  Which life is easier?

I've NEVER met a burned out successful sales person...but I've met tons of burned out struggling folks. And I try telling them (pleading with them really) to STOP FIGHTING IT...just follow the core fundamentals, make each day exceptional, work on your attitude, learn to love your co-workers, learn to love your good clients, learn to love your bad clients...learn to forgive your mean prospects. 

Stop walking up stream, turn the other way, pick up your feet and enjoy the ride! 

If you're struggling, or if you're successful, I hope YOU'LL join us in going through our new 90 Day Sales Makeover course. 

GB

90 Day Sales Makeover: Core Belief - Dive Into the Program With Passion and Have Fun!

What are you passionate about? Perhaps you're passionate about people - family, friends, colleagues. Perhaps causes - education, disability, the environment. Perhaps hobbies - skiing, hiking, model planes, video games. The cool thing about real passion is that you can tell if someone is passionate about something by his or her attitude and actions.

I'm passionate about interior decorating. How would you know that? By my attitude and actions related to interior decorating. I spend discretionary time learning about new decorating concepts, I love the process of picking out paint colors, fabrics, and stonework, and can spend hours finding the perfect thing. I readily help others with decorating projects and give advice when they ask; I don't consider their questions or requests an intrusion but, rather, a welcome challenge. It might be a chore for others but it's fun for me!

That's the same way to approach the 90 Day Sales Makeover. Are you passionate about helping your prospects and customers succeed?  Are you passionate about succeeding yourself? Then spend time learning new sales and customer experience concepts, explore the processes you use to prospect and close and delve into new ways of doing those things, find accountability partners and hold each other to task, practice, and share what works. Approach your makeover with zeal! Improving and succeeding in your chosen profession shouldn't be a chore...it should be fun!

So whether you're taking on the 90 Day Sales Makeover ­– or doing something else that critically matters, dive into it with passion and have fun! You'll be amazed at the results you get when you truly give yourself to it!

jkl 

90 Day Sales Makeover: Core Belief - Practice New Habits Till They Become Muscle Memory

A major part of the 90 Day Sales Makeover is the daily implementation of new ideas and concepts until hopefully they become long-lasting habits.  For something to become a habit brain experts say it takes anywhere from 45 to 90 days of doing the same thing over and over and over again.  These experts say our brains build pathways, connections from one piece of the gray matter to another, and when these connections are made we feel certain things, and these things become comfortable or familiar to us and we end up gravitating to doing these things over and over.  Soon the actions and feelings and outcomes are deeply ingrained in our tissues...whether those tissues are in our hands, our feet, our eyes, or our brain. 

So what needs to happen to break through all that and create lasting change?  Well, in the 90 Day Sales Makeover we encourage people to explore what it means to recognize some of their destructive and negative habits in order to build more positive and productive ones.  It may seem hard, or distant, when you first consider a major change, but when you break it down into daily actions, and each day focus only on the task at hand, soon the distant goal comes into view and will eventually become attainable.  It's all about smashing the old brain pathways, and discovering new ones...then burning those new patters into our minds until they invade our tissues in the same way the negative ones did.

Muscle memory is a good thing when what is memorized is positive and moving us toward our objectives!

GB

 

90-Day Sales Makeover - Accountability

Accountability – who threw that one in the rules of life?  It’s easy to get caught up in the moment, whether it’s in a meeting, listening to a motivational presentation, or having a great conversation. The next thing you know, you’ve committed to do something, something you know you really want to do.

 The next day, or maybe even hour, reality sets in. Your commitment looms large…seriously, did you really commit…will people truly expect you to come through…how in the world did you get yourself into this? And little by little, you talk yourself out of it. It might take a few minutes, or a few hours, or a few days, but ultimately, you reject accountability.

Accountability – it’s a tough pill to swallow. But what happens when we do hold ourselves accountable. Ask some Olympic athletes, ask some successful business owners, ask some top salespeople. When you hold yourself accountable, things happen. You begin actually doing the things necessary to achieve success. You structure your day, your time, and your efforts. You soon put forth effort where it will give you the best return. You focus on the critical things…on the critical path to success.

All that sounds good, but most of us aren’t that good at holding ourselves accountable. That’s why people who exercise with friends are more likely to stay at it than those who don’t – their friends hold them accountable. I used to walk in the mornings with my neighbor. Even when I didn’t feel like walking, I got up because I knew she’d be waiting for me. I have a sneaking suspicion she got up because she “knew” I’d be waiting for her. We held each other accountable.

You have a much better chance of sticking with your plan if you have an accountability partner or group comprised of people who will proactively ask you if you are on track, who will make you answer for your actions (or lack thereof), and who will be there to encourage you to go on that walk (or pick up the phone) when you least want to.

Go ahead and get caught up in the moment…or plan ahead. Whichever your approach, know what you want to accomplish, and then establish accountability around that goal. The next thing you know, you’ll have achieved that goal without even realizing it!

jkl

 

90-Day Sales Makeover: Core Belief - Improve Something Each Day

The 90-Day Sales Makeover is designed to bring about new habits and attitudes that, once instilled, will become life-long practices.  One of those habits is a core belief of the program and it's to improve something each day.

The "thing" we improve each day doesn't have to a big thing, like "Quit smoking"...or "Stop feeling rejection"...those are worthy goals, but they're pretty big, and who knows if they can completely happen THAT day.   Instead, we encourage people to seek improvement objectives that work toward those bigger goals.  For instance,  an improvement objective around "Stop smoking" might be: "stop going out for the mid-afternoon smoke break"; and for "Stop feeling rejection", it might be:  "When I get rejection, keep the receiver in my hand, read my affirmations, and make another call."

I do a lot of service work in Haiti and they have a saying there that goes something like -- "Little by little, the bird builds its nest".  Every accomplishment, worthy goal, or changed habit comes from steady focus and improvement on little things, day after day.

GB

90 Day Sales Makeover - Core Belief: Focus Only Making Today Excellent

Our 90 Day Sales Makeover program works because of our commitment to our clients and our commitment to following the core beliefs of the program. 

One of our core beliefs is to focus only on making today excellent. 

When we put our focus only on the day at hand, and on making this day excellent, we aren't wasting time dwelling on the past and what might have been, or fretting about the future and what could happen to us.  We only worry about making today excellent.  

If you'd like information on the 90 Day Sales Makeover Program, or for more information about the core beliefs of the program, please contact our office.

GB