How to Avoid Idea Fatigue with a Fresh Start (An email I shared with my team last week)

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How to Avoid Idea Fatigue with a Fresh Start (An email I shared with my team last week)

If you have high aspirations as a sales professional, I bet I know something that is slowing you down.

Idea fatigue.

What is idea fatigue? It is adding more on your to-do list than your brain has the capacity to work on.

Examples:

-Creating a list of prospects to call on (when you already have a long list).
-Making a list of new products or services to sell.
-Adding contacts to call on someday, but not right now because you're too busy.
-Jotting notes down about a new sales strategy.
-Making notes about a marketing blog to write.
-Scribbling notes about future customer events to plan.

These lists can be exhausting.

Here is an email I sent to my team last Monday at 6:38AM that, I hope, helped relieve some idea fatigue. Hopefully it helps you too.

PS: I think I needed it more than anyone else.


From: Brad Telker
Sent: Monday, November 5, 2018 6:38 AM
To: Commercial Team
Subject: I give you permission

It’s time for spring cleaning in the fall.

Do you have anything on your “to do list” that is 45+ days old?

Delete it. Get it out of site. Move it to “old mail”. Move it to “done” in Evernote.

If you truly think it can’t be deleted, then delegate it or put it on your calendar as a time block this week to get it done.

We all have so many things on our to do list that never get done, and it clogs up space in our heads. Each “to-do” task wastes a microsecond every time you read it, and then you feel bad that you haven’t done anything. Then you don’t take action because you don’t know where to start.

If you’re extra brave, move the expiration date to 30 days out.

I GIVE YOU PERMISSION. TIME FOR A CLEAN SLATE!

Have a Productive week! 💪🏻

-Brad


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Brad Telker
Vice President of Commercial Sales at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of Commercial Sales, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys reading, running and spending time with his family.


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How to sell anything to anyone

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How to sell anything to anyone

Robert Herjavec, who you might know from NBC's hit show "Shark Tank", recently posted his 5 tips for selling anything to anyone.

Here they are, with my 2 cents about each tip.

1- The first thing you’re selling is yourself

It’s easy to spend all your time worrying about your product's features or your company's competitive advantages. But if YOU aren’t sold on yourself, then neither will your customer. You have to BELIEVE in yourself. You have to know that you are great; that you can figure out anything that you put your mind to.

So focus on yourself first. Are you confident in yourself? Are you confident that you are great at sales?

If not, work on your mindset before you worry about anything else.

2- Listen more than you talk

Everyone likes to talk about themselves; but guess what...? Your customer doesn’t care how much you know until they know how much you care. (Really well said by Theodore Roosevelt don't you think?)

So start asking questions. Lots of them. Once you think you’ve asked enough questions, ask some more. 

You will know when you’ve asked enough questions because your customer will eventually get tired of talking about themselves and their company, and they will eventually start asking questions about you. And now that you know all about their company and their issues, you can steer the conversation to the solutions you have for their biggest challenges. 

 
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3- Know who to sell to

This is easier said than done. But you have to make sure you’re talking to the right person or group of people in the company you are selling to. In his book “How to Sell to Anyone”, Stu Heinecke talks about finding the CEO of the decision maker for the product you are selling. Everyone thinks that they need to be talking to the CEO of the company, which in some cases is the right move, but if you’re selling coffee and styrofoam cups to a $5 billion company, you don’t need to be talking to the C suite. 

Calling one step higher than you think is a great idea, because then you can get a referral down. Just don’t go too high or you will waste everyone’s time.

4- Understand what motivates the other side

If you don’t understand what motivates your customer, you probably won’t be getting any purchase orders. Hopefully you did a good job in step #2 and asked your customer lots of questions to get an answer to this question. 

5- Keep it simple

It can be really easy as a sales team to over-complicate things. For example, you might feel the need to have a sales process that is too detailed, IE: A) go on as many sales calls as possible, B) Try to close 5 new customer for each of our 3 categories every quarter C) during each sales call focus on 3 things that we are good at and find out D) 2 problems they are having E) follow up the next day and then F) follow up again 4 days later, then G) use the 6 step follow up process until you get direction from your customer- and H) …. I)….. 

If you can simplify your sales process and your process of how you take care of your customers, you will win. 

What’s your favorite tip from Robert? Which one will you implement today?


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Brad Telker
Vice President of Commercial Sales at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of Commercial Sales, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys photography, running and spending time with his family.


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How to Accelerate your Achievement Through the End of the Year - Part II

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How to Accelerate your Achievement Through the End of the Year - Part II

If you missed part I of this post, go check it out here and then come back for the rest!

Here are Brendon Burchard’s final 4 rules for accelerating your achievement and finishing this year stronger than ever.

Take Back Your Mornings Rule

When you get to the office and start responding to emails right away, your day will be gone before you know it.

Remember, checking your email first thing in the morning is like saying you don’t know what to work on in your business, so you are looking for someone else to tell you what to do.

Commit to being on the offense first thing in morning. Commit to working on your Core 3 right when you get to the office for at LEAST the first 90 minutes (Brendon asks for the entire morning, but since that is not realistic for most people reading this post, 90 minutes is a really good block of time to start with).

If you can take control of your morning to get YOUR most important activies done, you WILL get more results.

Morning Workout Rule

The fall is a marathon to the finish line. And you will need to keep your energy levels up to finish strong. In addition to eating healthy, working out is one of the best ways to do this.

If you don’t get it done first thing in the morning, it’s too easy to find an excuse later in the day.

Working out first thing in the morning also gives you a HUGE mental boost to start your day. You will be more creative and will be able to handle stress much better.

All you need is 20 minutes of intense exercise. That’s it.

One more note on this: research conducted in "High Performance Habits" found that high performers worldwide are 35-40% more likely to workout 5 times per week than under performers.

Just get it done, you’ll thank me later!

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Early Dinner and Sleep Rule

Now that you are getting up early to workout in the morning, you will need to get to bed early to get some sleep.

If you haven’t read “Sleep Revolution”, I’ll fill you in here: In the book they reveal 50 years of indisputable science and research on our brain, health, mood, longevity, marriage, and business- and they found that we NEED 7-8 hours of sleep per night.

If you are up late eating and drinking, your sleep will suffer, and you might find yourself hitting the snooze and skipping your workout.

The Expectation Rule

Have a conversation with everyone in your inner circle, (your significant other and your work team is a good place to start) about the expectations for the rest of the year. What do you plan on accomplishing by the end of the year. What are the major roadblocks.

With your significant other and family, make this a weekly Sunday night conversation. Discuss what the week ahead looks like. Which days are going to be long days? Which night could you have a date night?


If you implemented one new rule, which one would have the greatest impact on your productivity, and ultimately your results?


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Brad Telker
Vice President of Commercial Sales at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of Commercial Sales, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys photography, running and spending time with his family.


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How to Accelerate your Achievement Through the End of the Year - Part I

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How to Accelerate your Achievement Through the End of the Year - Part I

If you are a high performer, you are probably constantly looking for ways to improve your sales game, time management skills, leadership skills or anything that will make you better at your job.

If this sounds like you, you should probably be following Brendon Burchard, a well respected high-performance coach.

Burchard is also a New York Times #1 best-selling author and has a podcast called "The Brendon Show", which is where the inspiration for this post came from.

Here are 4 rules Burchard discusses in his latest podcast to accelerate your achievement and finish this year stronger than ever.

1 more hour-per-day-rule on your Core 3

Identify the 3 core activities that have been bringing you results this year. Now, block off one more hour PER day for these core 3 activities.

This could be 20 minutes more per day EACH. Or one full hour each and then rotating each day.

This means you might have to find something to cut out, right? Take a hard look at the things that are NOT bringing you results. STOP doing those things to open up time for your core 3.

And...you have to start this TODAY.

Significant growth rule

Take a look at everything you are working on that is not a Core 3 activity and ask yourself- which activities will lead to SIGNIFICANT growth THIS YEAR?

Look at partnerships, relationships, side projects, types of books you are reading...

If it is not going to lead to SIGNIFICANT growth this year, stop doing it and move it to next year.

 
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45 day quit rule

If your to-do list is stressing you out, remove every single project that you won’t be able to start in 45 days. Take if off your current list and move it to “tentative” for next year.

Deliver excellence rule

The big question here is this: if you take on a project or activity that will lead to significant growth or will bring results, BUT- it will prevent you from delivering excellence on a project you’ve already committed to, then move the new project to next year.

As high performers, it is easy to over commit yourself. And then the quality of your projects will suffer. Don’t let that happen!

What do you think? Do you agree or disagree with any of these rules? If you implemented just ONE of these 4 rules, which would have the biggest impact for you?

Stay tuned for Part II next week!


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Brad Telker
Vice President of Commercial Sales at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of Commercial Sales, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys photography, running and spending time with his family.


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5 Reasons to Start Creating Content

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5 Reasons to Start Creating Content

When Es Curtis announced a "Guest Blogger” project she was organizing, I knew immediately that I wanted to contribute.

And it didn’t take long to decide which topic to blog about.

There is still so much debate about whether or not businesses should be creating content - but no matter what side you are on, you should be fully aware of these 5 Reasons to Start Creating Content today!

 
 

What do you think? Should businesses be creating content for their customers?


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Brad Telker
Vice President of Commercial Sales at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of Commercial Sales, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys photography, running and spending time with his family.


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