I was on a coaching call with my good friend James Malinchak a few days ago and we were talking about selling. He shared the following two simple rules for success in sales that he learned from Larry Winget.
1) Have a great product or service
2) Offer to sell it to a bunch of people
Now... This seems very simple and you might even be having the "well duh" response to these rules.
The real deal is that selling is that simple. If you are not generating the sales that you want, evaluate step one. If you believe step one is covered and you still are not hitting your mark, evaluate step two. If step two is covered, them maybe you were wrong about step one.
Utilize these two simple rules in your business and watch the sales improve.
Just Believe...
Wednesday, September 2, 2009
Tuesday, August 18, 2009
Communicate, Communicate, Communicate!!!
Say what you mean and mean what you say.... We'll all have a much better day!
Here's a little experiment that I suggest you try:
-Pay close attention to the conversations that you have with people today. Make a mental note every time you hold back and don't say what you are really thinking or say something that you don't mean because it's the "politically correct" thing to say.
When people communicate with each other in an authentic way, business gets better, and so does life.
Try it.... You'll like it.
Just Believe
Here's a little experiment that I suggest you try:
-Pay close attention to the conversations that you have with people today. Make a mental note every time you hold back and don't say what you are really thinking or say something that you don't mean because it's the "politically correct" thing to say.
When people communicate with each other in an authentic way, business gets better, and so does life.
Try it.... You'll like it.
Just Believe
Thursday, August 13, 2009
Exposure = Opportunity
Exposure = Opportunity.....
Does your target market know who you are and what product and/or service you have to offer?
Turns out people can't buy from you unless they know you exist. What are you doing to make sure that people know what you do? Here are a few ideas that might help you improve your exposure and create more opportunities for sales.
1) RADAR ON - In sales/business development you are always on duty. Yes, your primary work day might end at 5 or so and I know work/life balance s important. If you are a business owner, or responsible for sales or business development, you must always be aware of an opportunity to create "exposure" for your business.... RADAR ON!
2) REFERRALS - Ask your current clients/customers for referrals. This does two things.... It let's you know that they are happy with your product/service and gives you another "opportunity".
3) SOCIAL MEDIA - If you have resisted Facebook, Twitter, Linked In, Plaxo, etc. It's time to get in the game. Google yourself.... How many times does your name show up? Don't you think your potential clients do this? Social media is a great way to get your information out there and create a network of people that are interested in what you do.
4) PHONE A FRIEND - Pick a friend that you have lost contact with. Reconnect with them and rekindle the friendship..... See what they are up to and how you can help each other.
5) SELF-IMPROVEMENT - Turn off the TV, stop watching the trash people call the NEWS, and start reading personal and professional development material that will help you improve.
These are just a few random ideas that you can use to improve you and your business.
....Just Believe
Does your target market know who you are and what product and/or service you have to offer?
Turns out people can't buy from you unless they know you exist. What are you doing to make sure that people know what you do? Here are a few ideas that might help you improve your exposure and create more opportunities for sales.
1) RADAR ON - In sales/business development you are always on duty. Yes, your primary work day might end at 5 or so and I know work/life balance s important. If you are a business owner, or responsible for sales or business development, you must always be aware of an opportunity to create "exposure" for your business.... RADAR ON!
2) REFERRALS - Ask your current clients/customers for referrals. This does two things.... It let's you know that they are happy with your product/service and gives you another "opportunity".
3) SOCIAL MEDIA - If you have resisted Facebook, Twitter, Linked In, Plaxo, etc. It's time to get in the game. Google yourself.... How many times does your name show up? Don't you think your potential clients do this? Social media is a great way to get your information out there and create a network of people that are interested in what you do.
4) PHONE A FRIEND - Pick a friend that you have lost contact with. Reconnect with them and rekindle the friendship..... See what they are up to and how you can help each other.
5) SELF-IMPROVEMENT - Turn off the TV, stop watching the trash people call the NEWS, and start reading personal and professional development material that will help you improve.
These are just a few random ideas that you can use to improve you and your business.
....Just Believe
Friday, April 17, 2009
Building A Winning Team
Leadership is all about getting people to work together towards a common goal because they are inspired and want to.
To build a winning team, you must focus on these five key elements:
1) Trust
2) Effective Communication
3) Skill
4) Accountability
5) Leadership
If any of these are missing on your team, you will not reach your potential and will likely fail.
The role of the leader is to work on building all of these and make sure that you are providing everything for the team that they need. It is also essential that you provide enough support and oversight and not too much. You are there for direction and resources, not to do their jobs for them. Give them what they need and stay out of their way and let them get it done.
Teams win where individuals fail this is especially true when you have the five key elements listed above present on your team.
Just believe...
To build a winning team, you must focus on these five key elements:
1) Trust
2) Effective Communication
3) Skill
4) Accountability
5) Leadership
If any of these are missing on your team, you will not reach your potential and will likely fail.
The role of the leader is to work on building all of these and make sure that you are providing everything for the team that they need. It is also essential that you provide enough support and oversight and not too much. You are there for direction and resources, not to do their jobs for them. Give them what they need and stay out of their way and let them get it done.
Teams win where individuals fail this is especially true when you have the five key elements listed above present on your team.
Just believe...
Tuesday, April 14, 2009
Winning the Sales Game.... Is Your Organization Set Up to Win?
Sales is about relationships, period! It amazes me how managers and organizations cripple the effectiveness of their sales force by hindering their ability to get out there and build the very relationships that generate sales.
Without sales, your business goes away! Are you holding back your sales people by having them spend hours answering phones, responding to unnecessary emails, tracking activity, etc.? There is value in documenting contacts and activity and it must be done in a streamlined and very efficient way. Sales people make money for the organization and themselves when they are selling, not when they are creating spreadsheets, completing expense reports, and all sorts of other non-revenue generating activities.
Make sure that you and your organization are set up for success. Don't over burden people with reports, etc. that take too much time away from their most important function... SELLING!
Take the handcuffs off of your sales force and let them SELL!
Just believe...
Without sales, your business goes away! Are you holding back your sales people by having them spend hours answering phones, responding to unnecessary emails, tracking activity, etc.? There is value in documenting contacts and activity and it must be done in a streamlined and very efficient way. Sales people make money for the organization and themselves when they are selling, not when they are creating spreadsheets, completing expense reports, and all sorts of other non-revenue generating activities.
Make sure that you and your organization are set up for success. Don't over burden people with reports, etc. that take too much time away from their most important function... SELLING!
Take the handcuffs off of your sales force and let them SELL!
Just believe...
Friday, March 27, 2009
Dallas police chief apologizes for conduct of officer who drew gun on NFL player outside hospital
OMG!!! I am not a big news fan because it's mostly a bunch of negative fear creating nonsense however, this story caught my attention due to my law enforcement background.
A Dallas police officer, Robert Powell detained an NFL player in the hospital parking lot when he was trying to get to the bedside of a family member to say goodbye prior to their passing. The fact that this involved a professional athlete is irrelevant. Nobody should ever be treated this way. Yes, the guy ran a red light and under the circumstances, it seems totally reasonable. The problem is that this cop is a moron and has zero common sense and compassion!
I am totally pissed off and outraged that anyone who wears a badge and carries a gun could ever treat someone like this is such a situation! Someone needs to rip the badge off of his chest and send him packing and make sure he is NEVER allowed to serve in this capacity ever!!!
I feel like flying to Dallas and doing it myself, this is disgusting! My heart hurts for this individual who did not get to say goodbye to a loved one due to the ignorance and lack of compassion shown by Officer Powell.
A Dallas police officer, Robert Powell detained an NFL player in the hospital parking lot when he was trying to get to the bedside of a family member to say goodbye prior to their passing. The fact that this involved a professional athlete is irrelevant. Nobody should ever be treated this way. Yes, the guy ran a red light and under the circumstances, it seems totally reasonable. The problem is that this cop is a moron and has zero common sense and compassion!
I am totally pissed off and outraged that anyone who wears a badge and carries a gun could ever treat someone like this is such a situation! Someone needs to rip the badge off of his chest and send him packing and make sure he is NEVER allowed to serve in this capacity ever!!!
I feel like flying to Dallas and doing it myself, this is disgusting! My heart hurts for this individual who did not get to say goodbye to a loved one due to the ignorance and lack of compassion shown by Officer Powell.
Sunday, March 22, 2009
Leadership, Personal Development, and Success
I had the honor of presenting at The University of Mary Washington's Annual Leadership Conference yesterday. What a great learning experience for me and the attendees.
The presentation was entitled Leadership & You - What They Don't Teach You in College About Bosses in The Real World That EVERY Student Must Know!
This presentation covers the fact that over 70% of the American workforce is disengaged and how this is due to the serious void in leadership! Fact is, there are a bunch of bad bosses out there that could not lead their way out of a paper bag! The problem with this is that it's costing everyone lots of money and causing a lot of unnecessary stress. Many of these bad bosses would get better if they were taught the right way! The tactics of success and great leadership can be learned. There are ways to improve your response to the events in your life and how to do that. How you can understand the source of self-limiting beliefs and move beyond them. The importance of having clearly defined targets or goals that you are aiming for.
All of these points seemed to resonate with this audience and might have been the first time that many of them had ever heard a message like that. This caused me to wonder.... What the heck are they teaching kids in college anyway? Are they getting an education or just a degree? Are they being provided with information that will really help them deal with what's in the real world after college?
I'm sure some are and I'm also sure many are not! If you want information about how to be successful in the real world and what they don't teach you in college about surviving while working for and idiot.... Visit www.bryanthalstead.com and get a copy of My Boss Sucks - A Story Book and Survival Guide. This practical resource is full of stories about leadership gone wrong and how to deal with it along with plenty of personal success messages.
The presentation was entitled Leadership & You - What They Don't Teach You in College About Bosses in The Real World That EVERY Student Must Know!
This presentation covers the fact that over 70% of the American workforce is disengaged and how this is due to the serious void in leadership! Fact is, there are a bunch of bad bosses out there that could not lead their way out of a paper bag! The problem with this is that it's costing everyone lots of money and causing a lot of unnecessary stress. Many of these bad bosses would get better if they were taught the right way! The tactics of success and great leadership can be learned. There are ways to improve your response to the events in your life and how to do that. How you can understand the source of self-limiting beliefs and move beyond them. The importance of having clearly defined targets or goals that you are aiming for.
All of these points seemed to resonate with this audience and might have been the first time that many of them had ever heard a message like that. This caused me to wonder.... What the heck are they teaching kids in college anyway? Are they getting an education or just a degree? Are they being provided with information that will really help them deal with what's in the real world after college?
I'm sure some are and I'm also sure many are not! If you want information about how to be successful in the real world and what they don't teach you in college about surviving while working for and idiot.... Visit www.bryanthalstead.com and get a copy of My Boss Sucks - A Story Book and Survival Guide. This practical resource is full of stories about leadership gone wrong and how to deal with it along with plenty of personal success messages.
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