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Posts with power tag.
The Almighty Salesperson…And The Almighty Dollar

Somewhere, over time, the thing in the middle of you and a buck (customer, client, deal, contract) was swept away even though that is was business is all about. It seems like the easy ride, free equity, huge perks and general "asleep at the wheel" mentality gave way to a gaping hole the size of a small planet. And guess who allowed it to happen? We did.

You can give excuse after excuse, allow yourself all of the credit in the world, but at the end of the day are you going to make it happen…now? When all the cards are down and showing? Do you need a poker face when you're exposed? What matters most now? Simple: Your plan.

"Plan A" is unbelievable success through the right amount and balance of effort, reading, edification, support and just plain work. Life will give you your "Plan B' and "Plan C" so don't worry about that. So many salespeople talk about the 'issues' that exist in today's environment. Fact is boys and girls, we MAKE our own environment. Is yours one of positive and and undying commitment to your goals?

People talk about legacy, in both positive and negative ways, especially when considering a backward perspective. How focused are you in your forward growth? In your tomorrow? In your passion? What are you building that will be looked at as a legacy? Is it the mint $1 bill (or 5, 10, 20 or 100) in that nice frame on your office or business wall with the 'best wishes' note on it? Is that what you look at every day? Are you dedicated to what happened 5, 10, 20 or 100 years ago and not tomorrow?

Your satisfied customers (and those that aren't yet) are what should drive you to do what it takes (in addition to the mission statement that took you 4 days, 26 pots of coffee and a close friend to come up with). Absolutely go for the dollars. Grab as many as you can. Just don't look like a desperate fool in one of those dollar bill blower booths scrambling for a whopping $68 in 'winnings'.

Look at your customers as a new way to get better, to learn, to listen, to apply something interesting you heard, to get one step closer to 'new and improved' and even to realize that this person in front of you has 100 (or 1,000) behind them. Whatever you do, never look at that person as keeping you from your sale, commission, goal, bonus, kickback or spiff.

Look, if you've already placed your bet on the 'industry coming back in 6 months so wait', more power to you. Stay on that path! However, if you're completely dedicated to the things that matter most to you along with the almighty dollar, quit making excuses and daydreaming. Make what you're aiming for the first priority every day and then go from there, in order of things that only support that goal.

Remember to risk everything, or stand in line with the 'others':

  • You will get what you want from your business only when you help other people get what they want.  
  • You will get what you want from yourself only when you completely empower yourself to unbelievable success…

Remember that winning develops confidence. If you want to build a winning habit, if requires that you make a decision. And make it now so you have it when you reach the office in the morning.

Best practices: Professional Insight, Powerful Results

May 31, 2009 by Gary May 0
When A Spade Is a Spade…And Knowledge Is Only Part Of The Game

Too often in sales we live off of past glory, or lack of. While past performance is not an indication of future results, it may just be what many people look for (look up the definitions of comfort and settle). So, salespeople, what are YOU doing to change your reality? Waiting for the next sucker?

Business has changed. Has your team changed with it? Take a look at your paycheck before you answer. Many people talk about change the way they will talk about the Laker's win tonight: as a passing interest. Change has to be constant, supported, visualized and cemented with goals. Don't find example with those businesses and individuals that aren't making it, challenge yourself and your organization by following only the ones that are.

Being someone that exercises change means that some times you're morph won't be noticed, or may be doubted and misunderstood. Confidence and influence are signs of change. Knowledge is the foundation, true. Only constant application, focus, modification and evaluation breed real change. Add regular accountability and you have nothing short of change.

What's the difference between the person who comes in on time and reads the brochures and the one who comes in a little earlier to walk the inventory? Or the sales pro that peppers conversation with technology buzz words versus the person that actually takes personal time to understand and use it?

Today a GSM related a great story to me about a salesperson that wrote postcards to clients every day. They were personalized, had value, reminded the owner of money-saving tips for their car and more. Is it any surprise that salesperson exceeded all expectations? Is it any surprise that the person built a large business? Is it any surprise that the person came from outside the auto industry?

Calling a spade a spade is only part of the game. Anyone who's listened to the news and repeated it to someone else know that. Knowing is only part of the game. What game do you want to be in? If you'e in sales, you need to excel. Who what you want, know how to get it, know when you want it by and don't accept anything less.

If you do those things, you don't have to be like the rest of the people. People will still question you…even question your past! Let them…you'll figure out what they're focused on. Stay focused on the prize! Nobody ever got far looking backwards…

Best practices: Professional Insight, Powerful Results

May 28, 2009 by Gary May 2
Because it’s whatcha whatcha whatcha want!

Let's face it: everything that happens is due to your choices. Your job. Your successes. Your failures. Your knowledge. Your doubt. Your leadership. Your mindset. Your resistance. Nothing defines us more than…us. Performance is an indicator of readiness, focus and opportunity.

So why is it that the more things change, the more people want to stay the same? Dealers want more from less but will still buy things that absolutely make no sense. General managers say that they only want their people to sell but expect the factory to feed them. Salespeople say they want more customers but don't do the activities to back it up.

What is it exactly that you want? What is it that floats your boat? If you want to rise in the morning and achieve mediocrity, you should do it somewhere that people don't expect much. Greater things are expected in our industry and that should not change. Leaders are not born; they're made, built and modeled. If what you want is to excel, be the best at what you do. If you're going to succeed, do what successful people do!

Unfortunately we're in a 'wait and see' world. In one of my other businesses, it's always interesting talking with people about creating income. They're worried about the economy, their job, money, savings, college for kids, investments, etc. Ask someone if they're open to making more money and invariably you'll hear 'yes' immediately. Tell them there is actual work involved and listen to how they're too busy, their pet died a couple months ago, their uncle is coming into town in 14 weeks and other excuses that will not only blow your mind but show the lack of desire or drive!

Know goals…gets results. No goals…gets results. What you want has do be matched by what you'll do to achieve it. Make it your business to believe, visualize, announce and then get your results.

SO…what'cha what'cha what'cha want?

p.s. Sorry! It is 'stolen' but I couldn't avoid that title. Full credit to the Beastie Boys and so appropriate here… In the event that you actually do something new, please comment and let us know how you're getting what you want…and more power to you!

April 15, 2009 by Gary May 0