An easy way to measure your success as a salesperson is to calculate how many problems you are solving, and then multiply that number by the size or impact of each problem.
Your Success = The number of problems you solve x the size or impact of each problem.
Obviously there is no way to calculate a quantifiable answer here, but I think you get the point.
As a salesperson, you should always be SEEKING problems to fix, not avoiding them. When a customer calls you for help, don’t be annoyed that you have more work to do. Be thankful they called you and….
I’ve been studying the ultra-successful for a long time. Most of them preach that if you aren’t successful (yet), it means your goals aren't big enough. They tell us to keep the end in mind, and NOT to focus on the “how".
In some cases this is true. If you can’t visualize success and don’t know where you’re going, you’ll never get there.
What about people that have BIG goals, but never seem to make progress?
Craig Groeschel, host of “The Leadership Podcast”, points out that we all have similar goals: Successful people and unsuccessful….
After listening to a James Altucher podcast starring John Paul DeJoria, I knew I had to share the lessons learned immediately.
If you don't already subscribe to Altucher's podcast, you can find a link to this podcast at the bottom of this article.
This episode will consume roughly 70 minutes of your time, but it has an abundance of valuable sales, business and marketing lessons that make the investment worth every second. And to top it off, DeJoria is…
2018 was another year crammed with a lot of reading. I think I ended up reading 23 books (finishing all but one). A lot less than last year, but still pumped about how many I was able to read.
Here are my favorites from 2018:
High Performance Habits by Brendon Burchard
Technically this isn’t a sales or business book. But it will completely change…
It's hard to put into words what it takes to be a top salesperson. But if a single infographic ever made an accurate depiction, I think this one from Eric Feng hit the mark well.
Here are my four biggest takeaways from Eric’s infographic (below).
Brain - Hungry for knowledge
The most successful people in any field are always…
If you have high aspirations as a sales professional, I bet I know something that is slowing you down.
What is idea fatigue? It is adding more on your to-do list than your brain has the capacity to work on.
-Creating a list of…..
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….
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 …
If your sales aren’t growing, you're probably missing one of these 4 ingredients.
Can you vividly see where you are going as a sales person, or where…
Sales can be a grind.
Tons of ups: winning huge deals, making new friends, finally earning the trust of a prospect...
Lots of downs: long days, problems that won’t ever go away, too may emails and unreturned phone calls, daily rejection...
What keeps you going?
Compensation is important, but it’s not everything. In fact, plenty of research has shown that making a difference in the lives of others, for example, is more important than...
“We have a problem”.
Once a month Craig Groeschel releases a Leadership podcast. Most of his episodes are great, but this one really hit home for me.
If you are in business or sales in ANY capacity, this is a phrase you probably hear A LOT.
It might come from your customer, a technician, a manufacturer, or maybe a sales person that reports to you.
It’s time to get EXCITED when...
Since this is a post about saving time, let's skip the intro and get right to business.
Next time you have an appointment across town, order an Uber and work during the ride. If your eyes need to be on your phone or computer to get actual work done, then use commute time to your advantage. It may seem expensive, but when you do the math, it might end up being...
Author and relationship expert Gary Chapman has a program that helps people in their personal relationships communicate better and to feel more understood.
It is called "The Five Love Languages".
After hearing about this in my social media feed, I considered that a sales relationship could be looked at this way too.
Do your customers think you understand them and care about meeting their needs?
If not, what can you do to change this?...
“How do we get more leads?”
“How do we serve our customers faster?”
“How do we provide a better price without losing margin?”
“How do we ask better questions?”
How can you BEGIN to answer these questions without GOOD ideas? Where do good ideas come from? (besides Google, of course.)
The first step is to start taking in more ideas by.....
This topic came up recently at the office, and then after watching an Instagram video by Marcus Chan (@ 6x6_sucess) on the topic, I thought it was worthy of a conversation here.
Researching some of the most successful people in the world you will learn that 95% of them have some type of morning ritual. This of course means that about 5% don’t. So it’s not a requirement to be successful, but it’s a key ingredient in those that are.
In Chan's Instagram video, he made a great point about how NFL players don’t just walk onto the field before the Super Bowl, they...
Young kids fascinate me. I have two of my own, both under the age of 5.
There is never a dull moment.
Sometimes I just sit there and watch them. I study their curious expressions, their unlimited energy and their abundant thirst for knowledge in every subject ("Why?" "Why?" "Why?" "Why?").
Here are 11 toddler traits that you should be emulating if you want to be on top of the sales leaderboard:
They beat the sun up every day
They are extraordinarily...
My son is obsessed with playing on my wife’s iPad. So much so, that we have it password protected with a timer. So if he wants to play on the iPad, he has to have mom or dad type in the password and then set a timer.
It works pretty well, but he is constantly asking us to add time.
He is unsuccessful when he yells across the room for us to reset the timer. Especially if we are in the middle of something.
But if he walks up to us, hands us the iPad and...
If you haven't noticed, I'm a total podcast junkie. I can't get enough of them.
One of the shows I really enjoy is the "Andy Stanley Leadership Podcast", and after listening to one of Stanley's recent episodes, I thought it was worth sharing a summary here.
In a recent episode, Stanley discusses 4 organizational habits that help leaders find their "Uniquely Better Product".
Before we begin, let's unbox what Stanley describes as a "uniquely better product":
Unique: It is the only one of its kind, AND...
I was asked the other day what it takes to become a top sales person. This person gave me the names of two salespeople in their company that they admired and asked, “What can I do to be like them?”
Be OBSESSIVELY curious.
If you work the normal 8-5 shift doing sales calls, quotes, and putting out fires, but never spend time learning or growing, you will struggle to...
If you want to get focused on improving your sales operations, "The 4 Disciplines of Execution" (4DX) by Sean Covey and Chris McChesney is THE book to read, study, and implement.
4DX does a great job of simplifying the sales operations process into 4 powerful steps.
Here is a breakdown of the book, with questions for you and your team to discuss as you go through the process ...
I just finished reading “How to Think Like a Millionaire” by Mark Fisher & Mark Allen for the second time, and, for the second time, it didn't disappoint.
This book is a FAST read and is full of wisdom on setting goals, building a growth mindset, and the magic of thinking BIG.
Here are three of my favorite discussions in the book:
1. THE IDEAL TIME IS NOW
“Most people make the mistake of waiting for the ideal time. This is just another excuse. The ideal time to start succeeding is today, this very minute.
Write down a plan of what you want to achieve, make that...
Executives and sales leaders spend much of their time and energy trying to find new ways to bring in more revenue for their company. Every option is explored: more sales calls, more advertising, more products, more services, more inventory, more sales personnel; the list goes on.
What about spending time and energy working on a customer experience that is so SEAMLESS, your customer comes back for more, and maybe even brings a friend next time they return.
Last week my wife and I were trying to decide what we wanted for dinner.
After a little back and forth, we settled on a local favorite...
If you ask people what was the most fun part of their life, many would say their college years, or when they were first out on their own and feeling like they could take care of themselves.
Why such a fondness for the days of youth? Is it really because of those 6 packs and the late nights?
Or is it because it was so much fun?
What if the best part was the FEELING you got when you were constantly meeting new people, thinking about new ideas, and figuring out how to do things the way you wanted to do them?....
I became a member of a local Rotary Club about a year ago, and it has been a great experience so far.
If you are unfamiliar, Rotary is an international service organization with a mission to, among other global initiatives, eradicate polio, promote peace, and provide support to all of its local communities.
The Rotary club I am involved in provides a lot of support for a local high school, Shawnee Mission North High School (SMNHS).
One way we support SMNHS is through...
As of March 7th I've read or listened to 9 books so far this year: "Win Bigly", "Influence", "The Compound Effect", "The 4 Disciplines of Execution", "Shoe Dog", "Linchpin", "Crush Price Objections", "Crushing It!" and "The Thank You Economy".
They've all been very good except one, which I won't name, but I couldn't make it more than half way through it. So I guess you could say I've read 8.5 books so far this year.
My favorite business book so far this year is "Crushing It!", by Gary Vaynerchuk.
What would you did if you were in this situation?
I pull up to Asiago Bagel Co's drive-thru to pick up a bagel pack for a meeting I’m headed to.
The woman on the intercom tells me they do not have cream cheese, and to make up for that, they can do a baker’s dozen.
It completely threw me off, and I’m not quite sure how exactly she even said it, but I confirmed, “Did you say you don’t have any cream cheese at this location or at any Asiago's in Kansas City?”....
The B2B sales process is exactly like dating.
Think about the dating process for minute.
You meet someone through mutual friends at a dinner party. You talk about where each of you are from, what you like to do for fun, how many brothers and sisters you have, and what you are doing this summer.
The night ends and you ask for a phone number.
A couple of days go by and you send a text to ask...
How's that New Year's Resolution going?
Whether it's losing 10 pounds, making 10 additional sales calls a week, or improving profit by 10%, it's likely that as we head into February, you have fallen short.
In our results-oriented culture, it is often hard to step back to recognize, really see, and acknowledge failure.
Do a web search for failure, and the images that come up are mostly trite slogans about how failure is part of success. Even if this is true...
I've been a Pandora Music Plus subscriber now for a few years and I really enjoy the service. It's simple, inexpensive and overall a great experience.
If you’re unfamiliar with the service, here is how it works. A user creates personalized “stations” by selecting their favorite artists, and then Pandora plays a mix of music by those artists and other similar artists. The free version has advertisements every few songs, and the paid version is ad-free.
Okay, now back to the story.
All of a sudden, the app started....
Are you ignoring the customer right in front of you?
It was my birthday so I decided to stop at Starbucks on the way to the office to treat myself to a latte and a muffin. The line was short, with only a couple of customers in front of me. Great. This should be quick.
I order and pay.
I was flipping through a thread in a sales group I’m in on Facebook, and stumbled on a question someone posted and it got me thinking.
The question was whether or not to be worried about a customer complaint they received because they didn’t have their cell phone voicemail set up. The person in question said he would rather do business over text.
News alert if you didn't already know this: ....
In no particular order, here are my favorite 9 sales books I've consumed so far this year. Click on the book's cover image and it will take you to right to the Amazon.com page where you can read more or buy the book.
6 months to 6 Figures by Peter Voogd
First of all, you don’t have to be on the hunt to make 6 figures to read this book. Your income level doesn’t matter. Having said that, this was the first book I’ve ever read that got me setting and writing down some tough goals. Peter has you go through exercises that help you plan out your next 6 months to make them the BEST 6 months...
You have to have an almost-irrational confidence in yourself, your product or service, and your company if you want to be at the top of your sales game. If you have ANY self doubt or a lack of confidence in your product or service, then you will not have the killer instinct it takes to be tops in your field.
How do you achieve super-star confidence in each of these categories?
Take 15-20 minutes and answer....