Wed, 2 January 2019
Your morning routine has the power to start the day off right, which makes it crucial for you to make sure yours is effective. Whether you’re listening to music, educating yourself with podcasts, exercising, or engaging in spiritual activity, you’ll find that you accomplish more when you engage in a regular routine. BRAINPOWERScientific research suggests that our brains work best in late morning. If we lay in bed scrolling through social media, we’re missing crucial time in our day. [04:29] We should take advantage of that time to engage in productive activity. TAKE CHARGEInstead of starting your day focused on the negatives in the day, take charge of your perspective. Because you know what will happen in the first hour of the day, you’re in charge of your day. [05:23] By acting instead of being acted upon, you’re taking charge. If you get an email from your boss who suddenly wants a report by noon, you may find yourself stressed and short-tempered. On the other hand, when you’re in control, you’ll respond better and be less likely to get stressed out. You won’t do anything in your day until you’re ready to do it. OWN YOUR MORNINGThere’s no limit to the ways you can take control of your morning. Besides reading, journaling, and exercising, you can also work on a side hustle. When I was still working for a software company, I did my podcasting in the morning. [06:23] It was something I enjoyed, so I didn’t mind doing the work. Now that podcasting is my work, I use my mornings to write my book. I’ve discovered that by taking control of my morning, I find clarity on things I’ve been thinking about and answers to problems I’ve been trying to solve. ACCOUNTABILITYTest the idea for a week. Begin by adding tasks to your calendar. [08:43] If you’re planning to exercise or read, write those activities on your daily calendar. Then, find an accountability partner who will follow up with you. Ask your mentors and others to follow up with you. At the end of the week, you can measure your results to see how effective they are. If a week isn’t long enough, test it for a month. “START THE DAY OFF RIGHT” EPISODE RESOURCESThis episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer. Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends! |
Wed, 2 January 2019
Failures can be crippling if we allow them to be, but when we have the proper guidance, we can learn how to turn failure into success. Airica Kraehmer of Gracious Care Recovery shares her own story here and reminds us that we can turn our weaknesses into our strengths. MENTAL TOUGHNESSAirica’s story doesn’t directly involve sales, but it does involve difficulty and mental toughness. She started working as a model in the fashion industry and she had a dream to succeed there. She realized that the fashion industry demands that you be your own product and that you bring your A-game all the time. She called it cut-throat. As a result, there’s room for exploitation. Airica found herself the victim of human trafficking because she was in the wrong place at the wrong time. She wrote down her story, and when she finished her book, she looked for outlets that would help her share it. She figured telling her story would help her move beyond the struggle. She became an international best-selling author, and it taught her that she could rise above the low points in life. SEEKING A CHALLENGEAfter she moved to Florida, Airica realized that the state was number two in the country in terms of human trafficking, tied with Houston. After the upcoming Super Bowl, Florida is projected to move into the number one spot due to the large influx of people. Hearing stories of other victims made her realize that she was part of something bigger. She realized that the process would repeat if she didn’t do something to help. She reminded herself that there were as many good people in the world as there were bad people. REJECTIONNobody wanted to talk about trafficking, so she kept encountering closed doors. She compares it to cold calling for sellers. [07:23] Though people cared about it, they didn’t feel like they could speak out about it. She kept knocking on doors, and eventually, she found Gracious Care Recovery. There were survivors there who recognized the need for people to speak out. Her message to sellers, then, is to keep knocking on doors. Despite the fact that she was addressing an impossibly hard topic, she found people who would engage. Get in the other person’s mindset. We each have different experiences, and we’re each traveling a different journey. That means we each have different ideas. That can be a powerful tool as long as we remember that the effort isn’t all about us. It’s about who we can help and who we can serve. Keep in mind that the prospect isn’t rejecting you. It simply isn’t the right time for your prospect. PERSISTENCEIf you’re a sales manager who is motivating a team to overcome rejection, teach your team members to practice persistence. Be persistent, but be kind. Be willing to invest the time to build trust. Sales is a numbers game to some degree, and you have to keep reaching out in order to achieve results. Especially now that we find ourselves at the beginning of a new year, you have to keep knocking in order to hit your targets. OVERCOMING FAILUREAirica compares her personal experience to bankruptcy. It was the ultimate low. She had nothing left. And she knew it would take years to recover. She learned that you have to leave behind the things that don’t serve you well and that you shouldn’t focus too much on the why. It’s ok, for example, to ask why something happened, but refuse to stay focused on it. Instead, look to the future and ask yourself what you can do to address what happened. Ask yourself the following questions:
Once you’ve identified those things, align your morals and values with your goals. Tackle one goal at a time. Small goals will accumulate quickly and result in large accomplishments. “HOW TO TURN FAILURE INTO SUCCESS” EPISODE RESOURCESYou can connect with Airica at airica@graciouscarerecovery.com and grab a copy of her book, Models Stop Traffic: How to Dodge Enslavement in Pursuit of Your Dream to Become the Next Top Model. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends! |
Wed, 2 January 2019
Where there is no vision the people perish, and that’s especially true in sales. Because we aren’t constructing physical structures like houses or sidewalks, the game of sales is largely mental, and it requires a visionary mindset. The book Think & Grow Rich by Napoleon Hill, now available as a free download, addresses the importance of vision and what can happen when you don’t have an eye on the future. VISION FOR SALESPEOPLEVision demands that we look beyond the work that we’re doing today. It demands that we look into the future, perhaps to the end of the quarter or the end of the year. In some cases, we’ll look to the end of five or 10 years. Without vision, you won’t progress and you won’t grow. We may imagine the worst-case scenario, and then we find ourselves in a loop, playing it over and over in our heads. Olympic gold medalist Michael Phelps shared his strategy of playing a “tape” of a perfect race in his head. His coach encouraged him to imagine how it would feel to win, the accomplishment he’d experience, and then think about that over and over. POSITIVE LOOPMichael had a positive loop playing in his head, so even when he found himself making bad decisions, he was able to get back on track quickly. He had a tenacious drive to succeed. I worked with a guy once who always saw life through a negative lens. He could turn the very best outcomes into negative scenarios. If he won the lottery, he’d likely complain about driving to Tallahassee to claim his prize, or about the fact that he had to pay taxes on his winnings. You may work with people like this. Avoid getting pulled into their negative mindset. When you spend large amounts of time around these people, you may allow their negativity to creep into your thinking. CHANGE YOUR FOCUSEmerson said that whatever we persist in doing becomes easier. I refer to this quote all the time because it’s true that our mindset affects our outcome. If you are focused on negativity, you’ll more readily see negative outcomes. If you focus on the fact that you’re going to set an appointment, you’re going to capitalize on an opportunity. You’re going to reach your commission and create power to accomplish those things. When I spent too much time around my negative coworker, I spent less time on the phone and less time doing email outreach. When I changed my focus to positive things, prospects were more willing to listen to me because I was the catalyst. I still had negative experiences, of course, but there were fewer of them. GET RID OF NEGATIVEWhen I was a young seller, I didn’t speak up to my negative coworker because I didn’t want to cause a rift between us. If I could go back, I would push back against the negative thinking. I would share positive thoughts and read encouraging books. I would either seek to change my coworker’s attitude or repel him because he knew I wasn’t going to listen. Be honest about the fact that you’re trying to focus on positive things. IMAGINE THE WINSWhen you achieve your daily goals, what will it feel like? What will you say to convince those people to close? Practice seeing how that will look. Take charge of your life. Read encouraging books. Refuse to let other people affect your personal vision. You’re listening to this podcast, and that’s a great start. COMMAND YOUR DESTINYTake charge of your future. For the team at The Sales Evangelist, 2018 was our best year ever. My 2019 vision is to double the numbers we had in 2018 and c continue to increase our customers and grow our podcast. I had a vision last year of writing for Hubspot and we’re doing that. I envisioned being mentioned by Inc. magazine, and TSE was just mentioned as one of the top podcasts to fuel company growth. My vision helped me connect with the right people so that I found positive opportunities. Create positive vision for yourself. “NO VISION” EPISODE RESOURCESThis episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer. Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends! Audio provided by Free SFX and Bensound. Audio Player
|