Terry E Thompson's Blog

Want to Keep Your Job? Stop Trying to Fit In

2016-04-30T12:56:00.000-04:00

I was at a street fair recently in downtown Raleigh, NC on a very hot day. There were, of course, plenty of food carts with any variety of food you wanted to indulge in at the time. It was just past noon, and I noticed that not many of the food trucks were very busy. I mean maybe a short line of 5 to 6 people, but not too many more people were in line for what would normally be a rush to grab lunch.

As I continued to walk the fair, to my surprise, I noticed that one truck, in particular, had a very long line. I was thinking, the food must be really good, unique, or inexpensive. So I took a moment to pause and determine what was happening. What were they serving? What was the low price? Was it the large portions being offered?

And then, to my surprise, I noticed two things:

A food truck employee was walking the line taking orders.
There was a sign offering free “ICE COLD” bottled water while waiting. (the bottled water was given to everyone in line, and their order was taken right there in line, and the hot, thirsty, hungry customer paid for the entire meal before receiving their food).

The water was given to everyone waiting with the person placing their order. It did not matter if the people waiting with them was a one-day-old baby or an 80-year-old grandmother. Each one of them got a bottle of water.

In any highly competitive field – and these days every field is highly competitive – being different is the ONLY way to win. Nobody wants to sell a commodity, and nobody wants to be a commodity.

However, we all know that just about everyone spends a remarkable amount of effort trying NOT to be different but to fit in. We spend a disproportionate amount of time modeling ourselves and our businesses after other successful people and businesses, spending a ton of money and expending a tremendous amount of energy discovering and replicating best practices, looking for that one recipe for ultimate success.

Here’s the deal: If you look like other people, other businesses, then all you’ve done is expanded your own pool of competition.

In 1987, there was a film call “Wall Street”. Michael Douglas played an unscrupulous corporate raider, Gordon Gekko. Within a few weeks of the film being released, just about everyone was taking on the persona of Gordon Gekko, me included.

In most business cultures, we school like fish. We try very hard to fit in when we worry about losing our job or getting laid off. We stupidly start to think that being different will remind them that we’re here, and then they’ll lay us off too.

But “fitting in” has the opposite effect. You become more dispensable. If you are like everyone else, then how critical are you to the business?

You may be one of the millions doing everything you can to fit in. I talk to quite a few people every week, and a large majority just want to fit in and do their jobs.

I have a friend who lost his job. He was a very successful at fitting in. In the early 2000’s he was a very successful executive with a large on-demand provisioning company. He was a good consultant and sales professional – I always learned something from him when we were together, and for a long time he acted like the other executives. He sold products and services just like everyone else. He was over 100 percent of quota every quarter.

Then, several years later he got divorced, he lost his footing and couldn’t keep his sales up.

And here’s the kicker, He didn’t bring anything unique to the table beyond those things. It wasn’t that he couldn’t, as you’ll see in a moment. The fact is he didn’t. So he lost his job.

Look, trying to distinguish ourselves by being the same as others, only a little better, is a losing proposition. Not only that, it’s very difficult to sustain. There is always someone smarter, someone working harder trying to get ahead by being the best at what everybody else is doing.

It’s better and easier to be different, to be unique.

Entertainment is a great example. If you are alive at all, you know that Prince, the music entertainer, died recently. In a field where there is a tremendous number of gifted, and talented entertainers it is difficult to be a better singer, musician, and entertainer. But, Prince managed to do just that. He broke a mold and started a new trend that ultimately no one could match, which is why everyone is remembering Prince and his contribution to the world well beyond entertainment.

There is a tremendous body of research, Google it if you want to know more, proving that talent is not inborn, it’s created by practice.

But even in business cultures that want diversity, it’s hard to be different because of the cultural norms that encourage sameness. That’s why we have rules and dress codes. And expressions like “toe the line” and “follow the rules”. I say at the very minimum you should bend the hell out of the rules.

That’s what my friend finally did. Once he lost his job he decided to look in a completely different direction, he realized that he was never fully saw himself as a member of corporate America, at least not while working for a company in corporate America that promoted sameness.

He’s doing many of the same things he did before he got laid off, but he’s more successful because he feels and acts like himself. In other words, he’s being who he is deep inside, and there is nothing more gratifying in the world. And, oh yea, he’s indispensable. Not simply because of what he does, but because of who he is.

Look, this does not mean you need to take such a big leap. For most of us, that would be absurd. Copying someone else who’s different won’t help. Can you imagine someone trying to copy Prince? You’ll never be as good at a version of someone else or another business. But you can be a great version of yourself, a great version of the business you are considering.

Face it: You are different, and unique. The sooner you embrace that, the sooner you embrace and leverage it, the more successful you’ll be. The same goes for your business. Sameness sucks!

That’s why one food truck vendor with free ICE COLD bottled water can draw a long line at his food truck while the others park their trucks and wait for someone to walk up and order.

And there you have it. Stay motivated!

[New Episode] Motivation: Do It Now or Forever Hold Your Peace

2016-04-13T04:31:00.001-04:00

Today I want to give you a framework that you can use to improve your performance from wherever you are today.

Simple, Straight forward, yet powerful but you have to take action

Determine your goals.
Identify learning goals, and any deficiencies in skills you may have. (be honest with yourself) Develop a system that you work from.
Get someone you trust to give you feedback on your new knowledge, skills and abilities.
Take notice of the skills you identified and determine if you have improved.
Get feedback from the person you trust.
Measure the goals you anticipated and your outcomes based on those goals.

Here is a BIG secret you need to know and remember.

People don’t drive results, systems drive results, and people drive systems.

I know you have heard it many times, “we need people to get the results we want'"

If you want the results you have to have good people”. Not true.

Think about it for a moment. You are motivated, talented, eager to help people, yet you don’t quite get the result you want.

I say, fix the system you’re driving and you get the results you want.

“Albert Einstein once said, insanity: doing the same thing over and over again and expecting different results”.

I say, “you, working the right system, gets you, the results you want.”

Do it now, or forever hold your peace.

And there you have it. Say motivated.

Check out this episode of The Motivated Seller Podcast

[New Episode] Winning Is All About Having Great Sales Conversations | Ep. 23

2016-04-12T04:30:00.001-04:00

Having great sales conversations with your prospect is impossible without asking great questions.

For many sales professionals their success or failure is determined by the quality of the conversations they have. Your ability to have a great conversation and get to the root cause of the problem and present a proper solution that close business. Will empower you, and empower the prospect to take immediate action and shorten the sales cycle.

Too many sales professionals leave too many questions unanswered before moving on to the next step in the sales cycle.

Here are 5 questions at a minimum you want to walk out of the meeting with the answer to? Not necessarily in order.

You will need to know their budget. (it sounds obvious; I find it disturbing how many reps cannot answer this question after an hour long meeting)
Who are decision makers are. (getting clear on this prevents stalls, and its your opportunity to negotiate access to all decision makers)
Timing in terms of when the buyer would like to see the problem solved. (when will the bleeding stop and the solution be installed?) This speaks to potential close date.
The specific outcome the buyer need to see, to know the problem is solved. (knowing what evidence the buyer needs to see to know the problem is solved is key to closing the business)
Does the prospect know what the problem is costing them? (Financially, emotionally, productivity, sales, etc. You must get this information, if the buyer does not know the cost of the problem they aren’t going to be as motivated to solve it. And they will most likely balk at any price you give them.)

SHOW LINKS:

50 Great Sales Questions

The Art of Asking: Ask Better Questions, Get Better Answers

Michael Hyatt’s 7 Suggestions For Asking More Powerful Questions

SPIN Selling, by Neil Rackham

Check out this episode of The Motivated Seller Podcast

Be Undefeatable

2016-04-06T04:31:00.001-04:00

When it comes to attitude and thought process. There are two types of people in this world. The first set wait for opportunity to come to them. They wait for the ship to magically appear. They end up in some job they did not intent to be in. all because they weren’t’ willing to risk it.

The second set of people; these are the ones who find ways to create opportunities for themselves. These people are your startup, sales pros, living the life they want and, envision. The differences between the two is fear.

People who fear for you and people who fear you. Both are people you have to keep an eye on. Because both will get in your way and keep you from realizing your true worth, your true value to the world. These type of people will stop you. But don’t let them.

Many people disagree that anything is possible. They think the truly successful people are there because they were lucky. You can look around, but not at the super wealthy in terms of notoriety or wealth.

But look at the people who are not know. They are just as successful, they started with nothing and build their empire from nothing, and they are doing it.

If you only have $700 dollars, 500 300, 100 you can start your thing and eventually it will lead to building a business that will make you proud.

I want you to think about your dream right now. Envision it.

You have been working toward that dream. Here is what I know. That dream you hold in your mind.

Just don’t stop working on it. But if you keep running towards your dreams, you will survive and thrive.

As you rise for this day, and begin to affirm that this is your day. Remember if you risk, you will grow.

At some point everything is going to go south on you. And you are going to say. This is it. This is how I am.

But during those down moments, that’s where the growth takes place.

I’ll remind you. You were born in the dark, shaped in the dark. You are right here, right now. Fight your way back into the light.

When you fall down, embrace the failure. Get something from it. Allow it to take you to the next level.

Get up.

Get up. Get back up.

Make a declaration to say I am a conqueror. Harvest your will. Look at your dreams and say it is not over. I am going to win.

You will never truly know yourself until tested by adversity.

Look up. Get up. And don’t ever give up.

Talent is not what will punch your ticket. It takes the journey, the scratching the clawing.

What hurts now in the present, is the same thing that will transform your life down the road.

Victory is a product of the fight. Get Up.

In the real world, the one we are living in. You are never entitled to the result.

The biggest favor you can do for yourself is to know that you are going through what every man and woman has gone through if they are going live their potential.

Most people cannot see past it.

But you do.

The best, I am telling you. They look at struggle differently.

The word no is all a part of the process. From Regan, to Obama, to Oprah they all know that.

Find a way, one more call, one more proposal, one more trip, and one more moment.

Then go home and huge the ones you love.

Get Up. Be Undefeatable. Because you are.

And there you have it. Stay Motivated.

SHOW NOTES AND LINKS

Subscribe and Review at iTunes and Stitcher
Connect with Terry on Twitter @terrye_thompson
Visit our website at terryethompson.net
Terry on LinkedIn
Free 30-Day Trial at audibletrial.com/Terry

Check out this episode of The Motivated Seller Podcast

My Secret Weapon for Handling Ojbections

2016-04-05T04:30:00.001-04:00

What is the worst response you can hear from a potential buyer “no” or “maybe”?

If you said maybe. You are right.

Nothing hurts revenue and sales performance in terms of productivity more than the word “maybe”. You see “maybe” can force you to continue to spend time with someone who is never going to buy.

Spending time with someone who is not going to buy from you hurts multiple ways.

It hurts with revenue, profitability, sales performance, and in the end, if you hear the word “maybe” too often it could negatively affect your company and your career.

When I work with sales teams I would typically say, “Shame on us as sales professionals when we hear an objection two or three times, but never create powerful ways to move past it and advance to the next step in the sale process”.

Many of us have heard the same objections year after year. Which means we’ve heard some of the same objections hundreds of times.

In today’s podcast, I am going to give you my secret weapon to handling objections.

So, Let’s get started.

Team music….

Let me say this before we get into my secret weapon to handling objections.

I believe objections can be prevented. Objections’ need to be handled throughout the sale cycle, and the earlier in the sales cycle the better.

But that’s a conversation for another time.

Here’s my idea:

Great sales pros can predict the objections they’re going to hear. It’s not hard, and I am going to show you how to do just that.

The odds are if you have been selling any length of time. You are hearing the same objections repeatedly. If you are new to sales then ask your sales manager this. What are top 5 or 6 objections I am likely to hear, and how they believe you should respond?

In the meantime, here’s my secret weapon to help you accelerate your ability as a sales professional. First of all…

I want you to identify your top six objections
Develop solid responses to each of the six objections you came up with and use two different techniques to do so.
You will need to “find your voice”, meaning your natural voice that fits you and your own personality and communication style.

Finding you own voice is critical, and the best way to do that is to practice. Get with another rep who wants to improve or ask your manager to practice objection handling with you for about an hour every week.

So, for today, as you go through your day write down all of the objections you hear. If you already know what they are then list them. Limit it to six.

Here are the common objection categories you can use to come up with your 6 objections:

Price resistance/stall
Slowness to change/adopt new technology or ideas
Deep relationship with current solutions provider
Need to consult another decision-maker
Send literature/stall

Not all of these objection categories carry the same weight. Obviously, if you keep hearing “your price is too high” and after you address the concern, you don’t hear back when you follow up, you should resist the urge to address the price concern.

The next step is to deal with your responses: I call it my response model.

With your co-worker or your manager write down as many responses as you can come up with for each objection category.

For example:

The objection: Your price is too high.

Responses might include:

Which means?
How much too much is it?
Is your decision totally driven by price, and my favorite
Compared to what? This particular response has worked wonders over the years to help me move the sales to the next step.

I know you get the idea. So do this exercise with your team. Trust me; it will be one of the most valuable time investments you will ever make.

Next, breakdown the language inside of the objection:

This is a bit more advanced and beyond the basics.

Here’s an example of an objection you’ve likely hears.

“We’re okay with our current solution or situation.”

This example typically occurs early in the sales process, and if you don’t have an effective response, it can get you stuck or end your call early.

Okay, let’s focus on the words, “we”, “okay”, and “current situation”.

When you say we, whom are you referring to? (this brings out who the decision makers are)
“Can you explain what you mean by “okay”? I’m not sure if that means things are good, great, or if you are just getting buy.” (this is about buyer satisfaction with their current solution)
“So, what is your current situation, I mean we are talking so there must be some measure of concern?” (This drives a conversation about the buyers view of the impact on their company)

Finding your voice is critical:

Typically, most sales pros know what he or she could say in response and what they wouldn’t or couldn’t say. The key here is to develop a variety of responded when you are working and practicing with your partner or manager.

Finally, here are a few basic rules for handling objections:

Do not get defensive. (Ask a question instead of reacting defensively.)
Do not respond by telling the prospect how great your products and services are. (Don’t ever brag, but create a dialogue that moves the sale to the next step.)
If you feel the sales is in danger of being lost, be prepared to take some risk. (Do this when you have nothing to lose and be mentally prepared to walk away anyway. (Remember don’t be defensive or pitch your product or service)
Remember, the signature on you commission checks is not from the person paying you. (The person across the desk or on the other end of the phone line is feeding your family. Keep this in mind as you interact with potential clients.

Always keep these four rules in mind whenever you get pushback from buyers.

You will want to take some time to yourself to write down your thoughts based on our discussion today.

And there you have it. Stay Motivated.

SHOW NOTES AND LINKS

Subscribe and Review at iTunes and Stitcher
Connect with Terry on Twitter @terrye_thompson
Visit our website at terryethompson.net
Terry on LinkedIn
Free 30-Day Trial at audibletrial.com/Terry

Check out this episode of The Motivated Seller Podcast

Hump Day Wednesday; What Is Your Truth?

2016-03-30T04:30:00.001-04:00

Hey Guys welcome to another Wednesday.

Today is The Motivated Seller Hump day. The day of maximum hope that maybe, you might make it out of this week alive. A short burst of motivation to help push you over on Wednesday’s.

This Wednesday I want you to think about this. What is your truth?

Your truth is not what anyone, and I do mean anyone else thinks your truth is.

Your truth is what you truly believe, and that’s the truth.

John Lilly, an unparalleled scientific visionary and explorer, once said.

"In the province of the mind, what one believes to be true either is true or becomes true."

I like that.

I like that, because it means you’re in charge, you call the shots, and you can make whatever you believe to be true. True.

You are going to find that the harder you push to improve yourself, your skills, to move in another direction, to do the things you want to do with your life.

The more obstacles you will face. Most will choose to stay where they are. That may be all right with them. But not for you.

You have the power to overcome. Because you believe in you. And that all you need. Remember. I Am.

You know, when you face hardship, you find out who we really are.

We find out the true nature of ourselves when we face hardships.

I welcome the hardship, I love the challenge. It’s painful but I love the challenge.

By facing the challenge, I separate myself from anyone else who is unwilling to face the same challenges and hardships.

It’s my opportunity to show others what I am made of. It’s my opportunity to find out what I’m made of.

Everything is constantly evolving and changing. That includes you and me. Nothing is static no matter how solid or how permanent things appear.

When things don’t go your way, they are not losses. They are leads, an opportunity to become what you want to be, and achieve your most difficult goals in life.

Being your best, as a business owner, consultant or sales professional doesn’t always mean you are winning all the contest and awards. Far from it.

Being your best means..

No outside influence is stronger than the intrinsic factors that drive you forward.

Defeats, downfalls, loss of friendships, disgrace, failure, people not truly believing in you.

Remember you are on your way to whatever you believe to be the truth.

Building, life changing, improvement, success, accomplishment, and fortune.

You had a great week last week, or maybe you didn’t. Either way, it won’t matter.

Because you believe in you, and what you believe to be true either is true or becomes true."

What is your truth?

This is Terry E Thompson coming to you each Wednesday; The Motivated Seller’s the best day of the week. The day of maximum hope that maybe, you might make it out of this week alive. And I know you will.

Please share this podcast on Facebook, twitter and subscribe on iTunes.

I hope you enjoyed this episode, thank you guys for being here.

If you did enjoy it, please tell your friends and share this podcast.

This month we’ve had more downloads and new subscribers since we started this podcast in December. Thank you from the bottom of my heart.

Visit the website at terryethompson.net. If you have not yet signed up for my webinar its today, “COLD CALLING TIPS AND MILLION DOLLAR SALES PROSPECTING SECRETS you may want to do so today. I hope to see you there. Go ahead and sign up. Even if you are not sure, you will be able to make the live event. The recording will be made available to you.

We have a few seats left. Just go to terryethompson.net and click the claim your spot button and you are in.

I want you to stay motivated and have everything you want out of life.

The intrinsic factors that drive You are deep-seated.

Thanks again for being her. I appreciate you so much for listening each week.

And There You Have It. Stay Motivated.

https://www.terryethompson.net

terry@terryethompson.net

Check out this episode of The Motivated Seller Podcast

5 Tips to Creating a Service-Savvy Sales Force

2016-03-29T04:32:00.001-04:00

Everyone knows that the United States is now a service based economy.

According to an article in Forbes magazine services, not manufacturing will revive the U.S. workforce.

When people think services, they may at first think of consumer services, as in the hospitality industry. But look under the hood. Think about Apple and IBM as service companies. Many companies large and small are evolving their business model to deliver services in a complex business model.

Two primary reasons for this.

There’s no longer enough profit in hardware, from computers, to furniture, to cars and just about anything that’s tangible, to maintain company profitability, and provide enough cash flow to deliver on new products and services.
The world is starved for excellent services and products, companies, and consumers are willing to pay more for quality. Just about every company worth its salt knows that it is cheaper in the end to have quality product and quality services to match.

If the person you are working with can experience the quality of the product before the actually purchase. They are much more likely to buy from you.

As business owners, consultants, and sales professionals we need to be able to sell hardware and services, we need to help the customer have a buying experience that says the product is quality. The best way we can do that as owners, consultants and sales professionals is to make sure the buying experience is delightful.

How do you do that?

You do that by the way you sell. Your sales process has to provide a quality experience while giving your customer an opportunity to experience what it would be like to work with you and your organization.

That experience is driven by the sales and marketing team however the delivery of a quality experience comes from you, the person leading the engagement.

Selling something people cannot touch is a huge challenge.

Some say the best way to sell an intangible is to give it away (a sample or a trial) so that it can be fully experienced.

Recently, I worked with a sales rep who was selling outsourced IT services to a small company of 60 employees; remote monitoring, asset management, end user helpdesk, data backup, and recovery.

The company wanted the rep to come in and give them a presentation on what she could do to help them improve their IT systems and maybe lower cost.

I suggested to the sales rep that she not go that route and instead, first have a discovery call on the phone or send them a form to gather a bit of discovery information from the primary stakeholders.

Once the information was gathered, the sales rep at that point engage the potential customer she already have enough information to begin consulting and providing suggestions on how she and her organization could help improve their IT systems and save money.

This one simple act of interjecting a discovery step did two things.

It allow her to qualify the lead again. If the lead is unwilling to answer a few questions in advance of what otherwise won’t be a productive meeting suggest that she would be column fodder.
Second, it allows the customer to experience working with you since with her. Yes process had already gotten started. This gave the customer a trial of what her service is like and made it an easier choice to work with her a proven consultant instead of her competitor an unknown in terms of the experience of working with her. If your customer is unwilling to complete the form and answer discovery type questions it’s likely they have already completed some type of discovery and don’t want to do it again and likely using you to get a lower price from the company, they are working with.

Selling more services requires that you figure out a formal process that turns steps at the beginning of your sales process into a trial service and watch any resistance dissolve.

3 things you need to do immediately.

Stop considering services as an add-on to existing products. Selling services could lengthen your sales cycle; however, that typically happens when the seller sells services as an add-on. Failure to recognize this will get you, your team, and your business into trouble.
Focus on the customers’ process. Companies that manufacture products are very process oriented organizations. That’s a problem when you are trying to sell services. I am not suggesting that your company needs to take it’s eye off the ball in terms of its manufacturing process. What I am suggesting is that the focus needs to shift to focusing on your customers’ process.
Whenever you cannot break into an account with one of your products, consider offering a service on your competitors’ product. The relationship you develop by providing the services, positions you to get ahead of your competition by anticipating future business.

I am not suggesting that this will happen overnight. These considerable benefits will transform your business. The steps I’ve outlined will help to speed the process and boost companies’ profits.

And there you have it. Stay Motivated.

Check out this episode of The Motivated Seller Podcast

Someday, is Not on The Calendar

2016-03-23T10:28:00.001-04:00

Check out this episode of The Motivated Seller Podcast

5 Time Management Tips for Sales Success

2016-03-22T12:38:00.001-04:00

5 Time Management Tips for Sales Success

There is no challenge in the professional world more prolific than that of our overstuffed workdays. We start every day knowing we are not going to get it all done. This does not mean you give up the day. It means we focus our time is a key strategic decision. Here are 5 time management tips for improved productivity and sales effectiveness:

SHOW NOTES AND LINKS

Subscribe and Review at iTunes and Stitcher
Connect with Terry on Twitter @terrye_thompson
Visit our website at terryethompson.net
Terry on LinkedIn
Free 30-Day Trial at audibletrial.com/Terry

Check out this episode of The Motivated Seller Podcast

[Book Review] Who Moved My Cheese

2016-03-18T05:00:00.001-04:00

Here are my notes from the book in the form of some cheese size bites:

Remember that old beliefs do not lead you to new cheese:Being complacent leads to extinction. Embracing change and being flexible as a boss leads to survival.
Don’t over-analyze or over-complicate things:Keep the true and tried mantra of K.I.S.S. in mind. Too many leaders take too long to convey a simple message.
Go past fear and enjoy the journey of finding new cheese:Embrace the thrill of the hunt, be curious, and push the envelope. This is your job as a leader.
Let go of old behavior instead of letting go of the situation:A different viewpoint can often help a situation more than a change of scenery.
If you don’t change, you’ll become extinct:It’s ok to Pivot as needed, or else you’ll be caught without any options.
Consider what you might do if you weren’t afraid: This is a key takeaway as fear holds you back and prevents you from moving forward.
Smell the cheese often so you know when it’s getting old:In life and in business timing is everything.
Move beyond the fear and feel free:Don’t be afraid to be leader and take the first step.
Imagine yourself enjoying the new cheese even before you find it:It’s important to visualize an end goal, as it will speed up reality.
Let go of old cheese quicker so you can find new cheese sooner: When it’s time to let go, be sure to let go.
Notice little changes early and help yourself adapt to bigger changes later:While practice really can make things perfect , it is even more important to keep an eye out for early signs of change.

Bottom line:
This book offers some great lessons about leadership:

Let go of the past
Get over the things you cannot change
Keep moving forward
There is no reason to fear the unknown because the unknown may be better than anything you could have ever imagined
Change (for an organization) has unlimited potential, but it all depends on how you deal with it

Please share this podcast on Facebook, your friends and subscribe on iTunes.

And there you have it. Stay Motivated.

SHOW NOTES AND LINKS

Subscribe and Review at iTunes and Stitcher
Connect with Terry on Twitter @terrye_thompson
Visit our website at terryethompson.net
Terry on LinkedIn
Free 30-Day Trial at audibletrial.com/Terry

Check out this episode of The Motivated Seller Podcast

[Believing In Yourself] Hump Day Wednesday Motivation

2016-03-16T04:30:00.001-04:00

[Believe In Yourself] Hump Day Wednesday

It’s Wednesday, the best day of the week.

Just maybe Monday and Tuesday were difficult days for you, or maybe you handled them just fine. Today, Well It’s Wednesday, The Motivated Seller Hump day. The day of maximum hope that maybe, you might make it out of this week alive. A short burst of motivation to help push you over on Wednesday’s.

This Wednesday I want you to think of believing in yourself. Do you really believe in yourself?

Today I want to give you 10 actions I want you to take to start believing in yourself.

But first.

Evaluate where you are, what got you there, what brought you to this point in your life?

Did you learn anything, or are you learning the same things over and over and over again?

The difference between greatness and average is just a hair. An average person can do great things. Great people are average people who believe in themselves.

Believing in yourself is the most powerful thing you can do. So believe in yourself.

Take the responsibility for your life, right now.

This is hard, easy is not an option.

Once you believe you are something, really believe it. You embody it.

If you woke up from a long sleep, and you didn’t remember what you did before. And you were told by someone you trust, that you were ranked as one of the top sales professionals in your company. In fact, you were told you were THE top sales professional in your company for 10 years running, and they want you back now to pick up where you left off.

Do you think you would act differently and hold yourself differently? Conduct yourself differently, and have a different self-concept of who you are?

Being successful in life is all about having the proper belief system in who you are.

Truly believing that you are someone unique. Something special in your field.

Believing inside of you, that you Are the best closer of business in the world, the best cold caller in the world, the best at handling objections in the world.

The only force more powerful than fear is belief, and belief in yourself can overcome fear.

You see, hoping is not good enough; you have to be it now. I want you to add two words to your self-talk every day. The first word is “I” and the second word is “AM” I Am the best closer in the world, I Am the best cold caller in the world, I Am the best at handling objections in the whole wide world. Embody it.

Your demeanor will be totally different. The way you walk, the way you talk, how you feel towards others and the smile on your face will be infectious.

You’ll be more persuasive, more likeable, more willing to go the extra mile. You’ll be more real, more relatable.

I’m talking about more than just having a positive attitude. I talking about really believing in yourself.

That you can accomplish what you want in life. Because when you overcome your limits, you do it for everyone.

How you handle negative thoughts in that moment is the difference that makes a difference. And it’s what separates you from the masses.

Here are ten actions I want you to begin to start believing in yourself and living a life of joy and enthusiasm.

Stop criticizing yourself. There is a lot that is right about you.
Eliminate self-pity thoughts. Think of what you have, instead of dwelling on what you may have lost.
Quit think of yourself. Think of others, and go out and look for someone who needs the kind of help you can offer.
Remember the words of Goethe (Go Ta): “He who has a firm will molds the world to himself.”
Have a goal, and put an achievable timetable on it.
Stop wasting your mental energy on gripes and post-mortems. Think about what to do right now, in this moment.
Every morning and ever evening, and throughout the day say these words aloud. “I can do all things through Christ who strengthens me.”
Every day say three times. I Am, I Am, I Am.
Practice Joy and Enthusiasm every day.
Get enthusiasm; think enthusiasm; live enthusiastically!

Trust in yourself that you are greater than the moment. Because you are.

This is Terry E Thompson coming to you each Wednesday, The Motivated Seller the best day of the week. The day of maximum hope that maybe, you might make it out of this week alive.

Tuesday is the day before hump day; Thursday is one day after hump day. Except Friday is WOOOH! FREEDOM Day! Saturday is Mostly Recovery day, and Sunday is Pre Dooms day.

Please share this podcast on Facebook, your friends and subscribe on iTunes.

And there you have it. Stay Motivated.

There is a Free Webinar on March 16th and 30th on Cold Calling. The 16th is filled to capacity but we still have seats open for the 30th. I hope you will join us. Just go to terryethompson.net and claim your spot.

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Check out this episode of The Motivated Seller Podcast

Handling Objections

2016-03-15T05:01:00.001-04:00

12 Most Commonly Heard Objections

Let’s talk about objection handling today. We’re going to move fast but you can get a copy of my 12 Most Commonly Heard Objections by going to www.terryethompson.net

One of the most common mistakes you are probably making is that you don’t have a philosophy regarding objections, and objection handling.

You have to have a set of principles you believe in and follow otherwise, you’ll be all over the place and not ever become very good at handling objections. Not solving this particular problem will affect your confidence and lower your odds of closing business today and moving forward

Ineffective sales people principles around objection handling typically sounds like this, they try to manage their objections by avoiding them or steering their prospects away from ever bring up their objections.

Effective sales people principles around objection handling typically sounds like this, they welcome and anticipate objections, and the earlier in the sales-process, they hear the objection the better.

Responding to objections directly and confirming that you have answered the objection satisfactorily, is critical before moving on.

Here’s my definition….

Objection handling is the ability to apply your principles to the objections you receive, resulting in a profitable, quality, productive long-term relationship with your new customer.

Let me say that again. Objection handling is the ability to apply your principles to the objections you receive, resulting in a profitable, quality, productive long-term relationship with your new customer.

As long as you have rapport with the person, an objection is a question by the prospect that they need to be answered before they can buy from you. So, don’t get in their way of buying from you by avoiding or not answering the objection.

Anticipate objections by asking if there might be an issue. Remember there are only 12.5 objections when you net everything out.

So, here are the objections & responses you should begin practicing now and commit to memory. (View these objections from the point of view, you want to set a face to face meeting). Always ask for the appointment after your response. Can’t stress enough to keep asking for the meeting.

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[New Episode] Hump Day Wednesday Dreams & Goals

2016-03-09T18:17:00.001-05:00

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This Wednesday I want you to think of your dreams and goals.

We all have dreams and goals in our life. But we don’t live them because obstacles come up, knock us down and we don’t get up. Then there is the fear, and the fear of failure. Everyone is afraid they are not doing enough, giving enough. You may not feel it at this moment, but we all feel it.

What is an area of your life, right now you want to improve?

Career, God, Finances, Relationships. Doing Affirmations won’t change your life, you have got to pull up the weeds. Our body is a reflection of your physical standards; not a reflection of what we expect. Your income is a marker of where you are now. Mark it and keep moving forward and delivering for you, and those you are going to help today.

Where you are now is not a reflection of the economy, or your boss. Life is not fair, accept it, and move on because if you give up you have no chance.

Don’t let this month be like the last month. Make it better. In some way, make it better.

Do something different, pick up the phone one more time, look your prospect in their eyes, and tell them you are going to help them as no one else can.

Let them know you want them in your “customer community” so that you can continue to help them whenever they need it.

Take full responsibility for your life and the results of the products and services you sell to help your customers and their families that help them improve their lives and the performance of their businesses.

Its not what we get that makes us happy its who we become that makes us happy. Because we all have a vision of who we want to become. So become it. Right now.

You are going to lose deals, some deals you knew you were going to win. What matters is what you are going to do about it.

Progress means happiness. Change your approach, if it does not work change your approach again.

For example, if you want to change your body, you have to get moving, lifting, and eating better.

Take full responsibility for your life. Accept where you are and do something about it. Take massive action today.

Check out this episode of The Motivated Seller Podcast

The Motivated Seller Wednesday, Hump Day is a short burst of motivation to help push you over on Wednesday’s.

2016-03-02T05:00:00.001-05:00

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Have you ever started something and then quit? If you answered yes, you're not alone. Many people start plans, and programs, but they may stop when they get bored, they don't enjoy it, or results come too slowly. Here are seven tips to help you stay motivated.

Set goals

Start with simple goals and then progress to longer-range goals. Remember to make your goals realistic and achievable. It's easy to get frustrated and give up if your goals are too ambitious.

For example, if you have not made cold calls in a while, a short-term goal might be to have 10 quality conversations per week. And intermediate goal might be to have 15 quality conversations each week. A long-term goal might be to complete 30 quality conversations in a week. This still uses quantifiable measurements, but it has a higher focus on a quality output.

Make it fun

Grab one of your coworkers and set a time to make call together, you dial then they dial, you dial then they dial. This makes it fun and your partner will keep you motivated to do your part, because one of the rules are, you can’t make your call until you’re after your partner has made their call. So you end up depending on each other to accomplish their part of the deal, so that you can get your part done. The great thing about operating this way is that the time goes by fast. Operating this way won’t get boring, and you are more likely to stick with the program if you are having fun.

Put it on paper

Are you hoping to have more quality conversation? Boost your energy? Be more consistent? Write down your goals. Seeing the benefits of regular quality conversations and writing your goals down on paper will help you stay motivated.

You may also find it helps to keep a task diary. Record what you did during each hour of the workday, how long you did the task, and how you felt afterward. Recording your efforts and tracking your progress can help you work toward your goals, and remind you that you're making progress.

Join forces with friends, or others

We talked about this a bit earlier, but it warrants mentioning again. You are not alone. Grab a coworker to join you in your task of making dials, posting on LinkedIn, having quality conversations, and following up on inquires. Start by organizing one day of the week when you work exclusively with a coworker when completing specific task.

Reward yourself

After each session, take a few minutes to savor the good feelings that completing the task gives you. This type of internal reward can help you make long-term commitments and never give up.

External rewards can help, too. When you reach a longer-range goal, treat yourself to a new outfit, or go out for a nice dinner.

Be flexible

If you're too busy to complete the session or simply don't feel up to it, take a day or two off. Be gentle with yourself if you need a break. The important thing is to get back on track as soon as you can.

Now that you've regained your enthusiasm, get moving! Set your goals, make it fun, and pat yourself on the back from time to time. Remember, when you overcome your limits, you do it for everyone!

Review these tips or listen to this episode whenever you feel your motivation slipping.

Check out this episode of The Motivated Seller Podcast

Big Truth: Cold Calling Is Not Dead

2016-02-29T22:29:00.001-05:00

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A cold call is defined as:
When you call a person who doesn’t know you, and is not expecting your call. So, if you just get a name, your call is cold. Your conversion rate is less than 10 percent, and you are in the “dialing for dollars” league.
Compare cold calling to referral sales. When you receive a referral introduction, you are pre-sold, your sales process shortens, and you ace-out the competition and convert sales prospects to clients more than 50 percent of the time. There is no other lead generation or business-development process that comes close to these results.
I don’t agree that Cold Calling is a thing of the past; I believe with the combination of Social Media, Cold Calling can actually work well.
There is no denying that referrals, Current Customers, and Word of Mouth are the best ways to get new clients, however Cold Calling can still pay dividends if done correctly.
* Cold calling can be very effective for salespeople who excel at it.
* The vast majority of people who are cold calling do not excel at it.
* A major reason for the vast majority failure to excel at cold calling is the fact that cold calling in many companies is assigned routinely to entry-level inexperienced novices. In other words, companies delegate work that takes a high skill level to people who have no idea what they are doing.

Check out this episode of The Motivated Seller Podcast

How To Close A Sale

2016-02-23T04:31:00.001-05:00

CLOSING A SALE
The best way to “close a sale” is to make sure the buyer has a great experience throughout the sales process. The buyers experience counts. Your competitors are selling similar products and services in many cases, so your advantage to close more business is the experience the buyer has throughout their buying process.
Set the expectation early; tell the buyer what the typical process is so they know where they are in the buying process at all times. Ensure they understand the entire process.
In today's podcast, we give you strategies to close the sale faster and better while at the same time adding value.
Many sales pros have not practiced and memorized any sales closing statements. So when the quote “time comes to close” you can’t close, don’t close, forget to close, you’re are terrified of closing, and paranoid about getting turned down. Some are so negative they expect a “no” before they even start selling.
Before we go any further, I want to refer you to the 8/73 survey. An insightful bit of interesting research on both sales pros and customers.
The research determines how sales pros react to objections from customers. Among other things, here’s what they found:

44% gave up after the first objection.
22% gave up after the second objection.
16% gave up after the third objection.
10% gave up after the fourth objection.

It turns out that 92 percent gave up after four objections, leaving only 8 percent of salespeople still selling. That’s the “8” part of the 8/73 survey.
The “73” comes from the second half of the research. This half of the survey asked customers to discuss the kind and quantity of objections they voiced to the seller. The research revealed that 73 percent of customers voiced five or more objections before being sure enough to place an order.
The survey proves that 8 percent of sellers win 73 percent of the business. Those are good odds if you are one of the 8 percent side of the equation.
Closing is not this BIG moment that happens at the end of the sales cycle. You should master 6 closing statements. Remember, closing begins from the opening conversation to rapport to questing and handling objections and so on.
Closing a sale, more often means, ensuring the customer has a quality experience when working with you throughout their buying process.
Here are a few examples of how to make sure your buyer has a quality buying experience with you.

Ensure you explain the process you will follow to get them what they want.
Keep your word, show up on time, and keep all of your commitments.
Tell them a story about how you’ve helped someone in a similar situation.
If necessary, use your closing statement to help move things to a close.

Great closers understand that closing is a “process” and “natural progression.” They also understand the necessity of mastering closing statements and use them as necessary.
Too much emphasis is placed on closing in sales training, in my view.
Closing is a natural occurrence that you can count on when you’ve successfully completed the sales puzzle, here are 6 examples:

Established rapport and trust
Opened professionally with agreement on a game plan for the process
Qualified the buyer
Ensure you’re working with the decision maker
Work through objections and resistance
Ask power questions that:

o Evoke emotions and clearly identify buying criteria
o Demonstrate the value of your offering regarding (improved efficiency, manage risk, reduce cost, and revenue growth)
We’ll talk about this in a future podcast and on my Blog, but I want to state something right now. Opening the first meeting with the buyer is critical. If you don’t open well, you will likely never get close to the close.

Quick Note: If at any time, the buyer decides they want to move forward and complete the transaction your job is to shut up and consummate the sales as quickly as possible.
Let review types of closes.
Many of the closes I am going to mention today have been around for years. However, that does not mean they are obsolete. Sometimes they will work other times they will rub the buyer the wrong way. The point here is you should be able to identify types of closes and master 4 or 5 so that you can use them successfully.
As I go through the examples, I will let you know when best to apply each close. Closing is not meant to be manipulative. Your job is to use casually the proper close to fit the situation, giving yourself a better chance to close the sale.
Remember, if you don’t have a rapport with the buyer, these will come across as scripted and controlling.
The very best close is the one your buyer offers after a solid conversation. Your buyer may say something like: “Great, how to we make this happen?”
Ben Franklin Close – Ben Franklin would create a list of all the good and bad related to the potential outcomes. Draw a line down the center of the page. The good on one side of the page and the bad on the other side of the page. When the list is overwhelmingly positive, your buyer recognizes the wisdom of the decision. “Ms. Prospect, would it help if we listed the pros and cons to help you decide? Let do this, draw a line down the middle of this page and list the pros on one side and the cons on the other.”
Handshake Close – When you look the buyer in the eye and just know the deal is done, offer to shake hands over it. This is a great technique because it assumes you are peers, equals working together to close the deal. Don’t wait until all of the paperwork is completed to shake hands. While standing and offering your hand, say, “I am looking forward to completing this process with you.”

Summary Close –You are listing, all the things the buyer is going to receive. Especially focusing on benefits as well as the problems eliminated. Here’s how it works. “ Mr. Prospect, let quickly review what happens when you work with COMPANY NAME and me. You increase your close ratio by 25%; You will improve your margins by 10%. You will grow you sales pipeline by 50% in the next 90 days.
There are many other closing techniques available such as:
Testimonial Close, Trial Close, Free Trial Close, Calendar Close. You can “Google” any of these closes and get the details. But for now, work with the closing techniques I’ve outlined in this podcast. Master them so that they flow naturally, helping you close more business.
You can join The Motivated Seller Newsletter where we discuss closing techniques often and offer FREE downloads that you can use and share with your peers.
And there you have it.

Check out this episode of The Motivated Seller Podcast

Developing Sales Champions From The Inside Out

2016-02-16T20:57:00.001-05:00

Today we are going to give you a starting point to delivering superior results.
Small workstyle changes are easier to achieve and maintain. When successful, they are more likely to become habits and can lead to increased self-confidence.

In my experience to things must proceed change.

The way you think.
And the actions you take.

To Einstein’s point, the level of thinking that got you where you are today won’t move you forward.
Here are a number of critical things I want you to be aware of so that you quickly improve your business outcome and your life trajectory.

Time is your most valuable resource, and what you spend your time doing is critical. One of the biggest mistakes people make is not planning their day, and high priority task. Even the most experienced sales professionals make this mistake. They automatically open their email and start responding, they answer their phone(s) when it rings. The go to lunch and come back and start the same process all over again. Productivity lost. Know what you’re doing with your time and what high priority task(s) you will focus on for the day.
The Pareto principle is always in play. The 80/20 rule. I believe it’s fundamental – to every human being. 80 percent of your outcomes come from 20 percent of your inputs. This “rule” holds true, in a very rough sense, to an 80/20 ratio, however in many cases the ratio can be a lot higher – 99/1 may be closer to reality.

The point here is, be aware of the tasks that move your business performance forward. Not knowing which task drives your performance will negatively affect your results.
So, from a sales pros perspective what aspect of your sales cycle is the 20% that will account for 80% of your output?
It really doesn’t matter what numbers you apply, the important thing to understand is that in your life there are certain activities you do (your 20 percent) that account for the majority (your 80 percent) of your personal happiness and business output.
Of all the things you do doing the week there are a hand full (20%) that produce (80%) of your income.
Money certainly plays an important role in your happiness and your money is influenced by 80/20 relationships, but it’s only a component that leads to your overall well-being, which should be your primary concern
At a micro level just by looking at your daily work habits you can find plenty of examples where the 80/20 Rule applies. You probably make most of your daily phone calls to a very small amount of the people you have numbers for each day.
You spend a large sum of your money on few things (perhaps rent, mortgage payments, cars or food). There is a good chance that you spend most of your time with only a few people from the entire pool of people you know and could spend time with.
Here are the high value sales activities you should to be aware of each day as you go about your business. Take a moment and write this list and post it in front of you to track and become better aware of how you are spending your time. This one act will change the way of you think and the actions you take on a daily basis as you do your work.

Start your day with a written plan. Just a few bullets on the high priority task
Adding Quality Net New Prospects to Your Pipeline
1. Describe your ideal prospect
Time Management; clarifying your sales objectives for the day.
1. X New prospects added to your pipeline today
2. X Opportunities to close new business
3. X New appointments set
4. X Deals closed
5. 9am to 5pm is prime selling time. (focus on selling activities)

The biggest factor that stops most people from chasing their dreams and working towards their real goals is the way they think. Fear of the lack of security, the reduced paycheck and of the unknown future keeps people locked into routines that are not satisfying. That path leads to sadness, depression, poor health, low income and ultimately an early death. Who wants that!

Check out this episode of The Motivated Seller Podcast

Managing Yourself

2016-02-05T11:28:00.001-05:00

Managing Yourself

“He who knows others is wise; he who knows himself is enlightened.”
― Lao Tzu
Leaders are Achievers and Achievers are Leaders for sure.
When we are in the present of a great achiever, or we witness a great leader in action we typically think about how honest they are, or how well they communicate with subordinates. We consider how well they delegate and execute, the confidence they must have, how positive their attitudes are, and how they inspire others and their creativity. These are all key qualities that every good leader should possess, and learn to emphasize.
However, all great leaders must do something first. If they don’t do it that, the qualities mentioned earlier won’t matter much at all.
We are going to explore in today’s podcast what exactly it is you need to do first and beyond the key leadership qualities mentioned earlier.
Now let’s get started.

Check out this episode of The Motivated Seller Podcast

An Open Letter To Sales Professionals

2016-02-02T04:01:00.001-05:00

“Believing” is useless without doing.

I am eager to make a simple point: If you claim to be a professional salesperson, it should mean something. There should be a difference in your life.
A successful salesperson is one who doesn’t quit or do the wrong thing and is easily distracted because eventually she is rewarded with abundance for following the rules of the masters before her.
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Shake It Off and Step It Up

2016-01-26T20:04:00.001-05:00

In this podcast we share with you how we "shake it off and step it up", how we climb back to the surface, and bring our talents to the marketplace. How do we learn to take action so that we can do for others and in doing for others, do for ourselves.

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The Average Seller & The Motivated Seller

2016-01-19T19:57:00.001-05:00

In Today’s podcast, we will discuss the differences in the Average Seller and The Motivated Seller.
Where we will discuss the gaps I see between an average seller and the motivated seller.
Many of you have asked what or who is “The Motivated Seller” at the end of this podcast I will tell you the characteristics of The Motivated Seller”.
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Joy and Enthusiasm, and the "as if" Principle

2016-01-12T03:31:00.001-05:00

Joy & Enthusiasm, and the “as if” Principle
One of the most difficult challenges for a sales professional is staying positive. Think about it, if you’re doing your job the right way, you are rejected more often than any other corporate professional in the world.
The question becomes how you manage through it. How do you keep going when the going gets tough? Often your prospects and customers not only reject you, your bosses reject you as well.
When you consider the entire sales cycle, the most difficult part is at the beginning when you are working hardest to get an appointment with a decision maker or key influencer.
How many phone calls do you have to make before actually getting in front of a qualified buyer? How many emails will you have to write before your customer tells you, one way or the other, to come on in, or never call again?
To get through these difficult moments so that you can earn or continue to earn the income to take great care of your family and enjoy life requires that you discover joy and enthusiasm.
Now, I know some of you, and me too at times, may think this kind of thinking is hokey. So let me dig a little deeper.
The word enthusiasm, from the Greek ethos, means “God in you,” or “full of God.”
Enthusiasm is lively or eager interest in, or admiration for a proposal, cause, or activity.

Enthusiasm contains the power to work miracles in solving problems for you and your customers.
Here is the great news, according to one of my favorite authors, Norman Vincent Peale, “you can deliberately make yourself enthusiastic, to change yourself into whatever type of person you wish to be.”
Here is what he wrote in his book, Treasury of Joy and Enthusiasm, which was first published in 1981.

First, decide specifically what particular characteristic you desire to possess.
Then proceed to develop it by acting as if you actually possessed the desired characteristic.
Repeatedly affirm that you are in the process of self-creating the qualities you wish to develop.

In this way, you are making effective use of the “as if” principle.
Shakespeare tells us in Act III of Hamlet, “Assume a virtue, if you have it or not.”
I said all of that to say this about cold calling, when you need to find the courage to pick up the phone and call the next potential customer. Act ‘as if’ and embody the truth, that what you have to offer can change the lives of the people at the company you are calling on, and increase the odds of that company creating more value for its customer in the future. Stay focused on the particular characteristic you desire to possess.
But this requires that you know the value of the product and service you represent. For example, I know that every organization has computers running in their businesses today. I also know that the majority of those same businesses are managing their computers ineffectively and depending on how the technology is being utilized, their annual revenue, with 50 or 60 employees. I can save that same business over $200,000 dollars annually on their IT expenses.
With this knowledge, it is not difficult for me to take on a particular characteristic. For me that characteristic is modeled after the CNBC TV show “The Profit.” After only a few questions, “The Profit” knows that he can save a business and turn it around almost immediately with a few changes in how they operate on a daily basis. Just like the Profit, with a plan and a timetables I will save that business money just based on how they operate the computer technology within the organization.
You can do the same, but first you need to understand the “value” your products and services bring in terms of how it will positively affect their bottom line, and be in position to demonstrate how you will help them accomplish this.
Enthusiasm is an attitude of mind, and mental attitude in a difficult situation is an important factor in its solution.
In fact, attitudes are more important than facts, because enthusiasm changes the mental outlook from fearing facts to the solid assurance that there is an answer.
Let me give you a story, each time I go to my bank, there is a very enthusiastic banker woman that is so animated and she always ask, “How are you doing today?” “Thank you sir, I will be right with you!” “What can I help you with?” “Yes, I will take care of that right away. Is there anything more I can do for you?”
I respond, no, I’m all set today, thank you.
“Ok then, we have excellent rates on credit cards, and business loans today. So if you need us, just come on in when you are ready.”
I always say to myself, that lady is full with joy and enthusiasm and she makes me feel better for having gone to the bank that day. She has so much enthusiasm and joy I believe maybe she could work a miracle for me, banking or not. For some reason I want to work with her. I know she will take excellent care of my needs, just based on her attitude.
I tell you what; she will be the last person they fired at that bank if it ever came to that.
Let’s move on.
The next difficult task you have to perform, whether it’s picking up the phone and calling a total stranger, or letting your customer know you won’t be able to deliver as promised. Do it with enthusiasm. And you will come out on top.

I will leave you with a few self-motivators:

What the mind can conceive and believe, the mind can achieve!
Git Er Done!
I’m the best, I’m the best, I’m the best!
To be enthusiastic … act enthusiastically!
Super Fantastic, Super Fantastic!
I am the captain of my soul!

If you don’t have any self-motivators, write out a few right now, and repeat them throughout the day, all day to yourself and out loud.
This is the start of embodying the principles of The Motivated Seller, and you are on your way!

Check out this episode of The Motivated Seller Podcast

FEAR: Take II

2016-01-06T03:31:00.001-05:00

SHOW NOTES for FEAR: Take II
We cannot change what happened to us, but we can change our PERCEPTION about what happened to us. This is the key to changing our present circumstances and our future.
The reason is simple: Whatever you give your attention to and focus on shapes your character, creates your circumstances, and determines your ultimate destiny.

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Outkast: Get Up Get out and Get Something
http://www.audibletrial.com/TMSPodcast
Zig Ziegler
Les Brown
Dr. Wayne Dryer
Earl Nightingale
Og Mandino
Dr. Charles Stanley

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2016 Goal Setting for Improved Productivity!

2016-01-01T22:11:00.001-05:00

Episode # 3, I am going to share with you 12 principles & actions you can do to set better goals and be more productive in 2016.
We officially did it day 365 of 2015. No doubt, you had some good days, bad days but you made it. So let’s do it again 2016.

Hopefully your 2016 was and productive and exciting as mine was.
And I know 2016 will present challenges that we might find difficult and hard but we will face them while learning new lessons and achieving our goals.
And so I am looking forward to it.

As you know I only recently began this podcast, and in this last podcast of 2016, I want to focus on something in the category of self-management.

Goal setting.

I want to talk about 12 strategies to help you.

I personally find that when I take the time to plan and goal set I get off to a great start; And I find it to be sustainable over the long run throughout the year.

I realize that some of you set goals and others not so much.

However, even if you are not a goal setter you may know someone who is.
If you do pass this episode along to them.

Check out this episode of The Motivated Seller Podcast

2015-12-23T20:21:00.001-05:00

Welcome to The Motivated Seller Podcast: Available on iTunes

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Welcome to The Motivated Seller Podcast: Season 1 Ep. 01 Where we Focus on the Differences That Make a Difference in B2B Selling

The Motivated Seller is a podcast, a place where you can get practical real world tactics and strategies to improve your sales performance right now. If you are an individual contributor, sales team leader, CEO and want to, no need to improve your sales performance right now, then this is the place to be. The goal is to motivate, inspire, coach, train, and teach anyone listening what they need to do to improve their sales performance and give them the words and action steps to do just that. We discuss sales performance improvement from the perspective of the technology industry but the applications are universal. Get ready for The Motivated Seller podcast each week.