I Hate You Ann Peterson

I don’t really. Just in a few trying moments now and then.

Anyway I wonder if what she said works elsewhere in life or at work.

Ann said something 5 minutes into our first running session that really hit me.

“It’s not how far you run, its how much time you run”.

Really? Since when? It’s all about distance when I was running back in the day (way way back in the day). It was all about running 1 or 2 or 3 miles every time and if time got involved it was “can I run those 2 miles faster?”

But I did what we as a big group of us were told. We had all joined the “Couch to 5K” running club a couple of weeks back. Ann is the leader, the one with the whistle and the stopwatch. And in that first session we ran for a few minutes each time, walked for 3 minutes, ran for 3 minutes. Rinse and repeat. Increase the time running each week she said. Hard. Brutal. But I like it the concept. Makes sense.

Let the time you run each week grow, not necessarily caring about the overall distance.

While I can’t say I’ve enjoyed the running these last 2 weeks (I still cursed Ann out last night in fact while running in Stoll Park a thousand miles away on business here in KC) The stopwatch can’t be right—these time intervals are the longest ever! But I really like the premise of focusing on time.

Maybe I don’t need to get through my whole to-do list today but rather spend one hour solely focused on that to-do list every day.
Maybe I don’t need to read those two books by next Friday, but rather focus an hour a day every day on just reading. Period.
Maybe if I am a sales rep, I don’t have to focus on making 45 calls out before lunch today but rather focus on 3 hours of just making calls as quickly and wonderfully as I can.
Maybe it doesn’t matter what I do with the kids on Saturday but how long we just “do” something that matters.
Maybe if I quit counting stuff (am I the only one who does that?) and focus on counting the time I spend doing stuff I should, maybe the results would better.

Let’s hope I’m right ( and I think I am) – I don’t need any more reasons to be taking it out on Ann.

Till next time,

Grow The Business.

Mark

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I Killed You

I Killed You

I was not a big fan of you.

In fact, You is a killer. So strike first and kill that darn you before you kills you.

“You” of course here is the 3 letter word.

When I was selling by knocking on doors and making phone calls back in the day, I just plain killed you every chance I could get. I killed the word “you” in closing sales, objection handling and anywhere else I could.

Helped me sell more.

Let’s take a closer look at killing “You” in the closing of sales.

Use “Let’s” vs. “You”. Here’s what I mean. Psychologically from the beginning of time, things are just easier when we do things together. These things range from hunting down the Wooly Mammoth 50,000 years ago with your buddies, to going in with another couple on the $$ needed for the vacation rental this July. There is “safety” in numbers and if it’s just you things can be tougher.

So though it may seem unbelievable, the influence of this “togetherness” can help close sales.

Instead of saying things like “Would you like to go ahead and get started today?” try “Let’s go ahead and get started today, OK?” Before you guffaw and stop reading, know that there are actually three psychological advantages here with this subtle turn of phrase.

Removing the word the word “you” avoids shining that heightened spotlight (even for that nanosecond) on the prospect forcing them to overtly decide “yes” or “no”. Few like a spotlight and we all are fairly conditioned to say “no”.
Using the word “Let’s” though you are not literally investing with the prospect in the true sense of the word, you are in an instant, suggesting that you are “in this with them” and if you’ve sold well thus far – and you are already a guide and leading this client – why not guide right thru the close?
This approach avoids the “yes” or “no” intersection and instead asserts the question “do you agree with me?”; Agreement with another is often a safer feeling path for a prospect.

There are no tricks or manipulation here. You aren’t going to trick someone into buying something they do not want by changing the way you might close. What you are doing though by avoiding that word “you” is avoiding throwing up language that raises tension, forces spotlight decisions and hampers partnering and collaboration.

Do this and you have just improved your chances of closing sales. Really you have.

Till next time,

Grow The Business.

Mark

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Mark’s Blog

What Needs To Be Tougher

What Needs To Be Tougher.

We are all competing on a global stage today. No joke. Our prospective and existing clients have global options for highly intelligent, well trained partners, providers and suppliers that are literally seconds and clicks away.

But if I’m going to compete, I like to win. If you read this blog regularly, you do too.

Some things then, need to be tougher for us to keep winning.

Training: Tougher should begin at home. (Training is where I lead today). Training needs to be tougher. Think Training Idol. Think harsher judgments, tougher role plays, more tests and certifications. We’re not talking Gladiator camp here but learning what you need to learn has to stick and stick better.

Coaching: Not in the way you think. A lot of us coach (me included) and a lot of us “wing it”. That’s not fair to folks who need us to help them and frankly, it is not effective. If you coach, get smarter about it. Get a structure. And most importantly- plan in advance; give it some hard thought and do it more often.

Representing The Brand: You are an extension of your brand. Period. You must wear it well especially when you are in front of clients and prospects. It’s not enough to just fix the problem, enter an order, answer a question, blather an awful answer about “what you do” at a party or pull together some information well for a prospect. You must proactively extend the brand’s promise. How you help clients, how you differentiate, how you bring amazing to the marketplace. Brand Matters. This isn’t easy to do. You have to do it in ways that don’t raise tension or confuse or annoy but you must do it. The stage is bigger now and we all need to stand out.

Tougher isn’t a bad thing.

On the other side of tougher is a better chance of winning.

Till next time,

Grow The Business.

Mark.

If You Knew, You’d Act Differently

Let’s start this post with Jeopardy like feel except that the answer to the following 6 questions is the same:

What is, “You bet I would!”

If you knew small business prospects are 3 times more likely to act when you give dollar discounts versus percentage (%) discounts, would you handle your offers or pitches differently?
If you knew most small business prospects had already looked at your website before they called you inquiring about pricing, would you handle the call differently?
If you knew most small business prospects initially dislike being interrupted over the phone by sales reps, would you handle your call opening differently?
If you knew most small businesses think you are more credible if you give specific details (like “we are launching a 3 part welcome program to all new customers..”) vs. sharing a customer testimonial, then would you speak or market differently?
If you knew that 3 out 4 small business prospects in Manufacturing, Construction and Healthcare have their interest piqued when you share information specific to their industry ( vs. say just 1 out of 4 Retail prospects care about information specific to their industry), would you plan your contacts, visits and marketing with these types of verticals differently?
If you knew that most small businesses don’t yet realize social media is the new and most sacred “Word of Mouth”, would you talk about, advise, encourage and role model social media differently?

The above are true and just a smattering of real data about real small businesses I culled from the research done by firms like the Enterprise Council on Small Business (ECSB) and other reputable research orgs.

Now you know. Go forward differently.

Till next time,

Grow The Business.

Mark

What I Learned Acting In Star Trek

What I Learned Acting In Star Trek

This last weekend we again watched the recent J.J. Abrams Star Trek film from a couple years back. Awesome movie.

I thought back to when I was an actor in Star Trek from the original series. Working with the other actors on set was life changing for me.

But let’s talk about this latest movie version of the series for a minute. It is a look back to the beginning of Star Trek – a “prequel” view at how the original characters, (i.e. the likes of Shatner, Nimoy and Deforest Kelly) all started out; how they formed their relationships and beliefs. About why and how they go about “boldly going” so to speak.

It made me think about my original days involved in Star Trek and what influence it had and has on my life today. My experience acting in Star Trek was huge. Those days on the “Trek” set shaped some very important things about me and how I act today.

Maybe you could learn from it too.

Star Trek wasn’t much of a hit when it originally aired late in the 60’s, but in syndication all through the 1970’s, it rocked.

I have 3 brothers and we were all growing up in the 70’s.

William Shatner and his crew had nothing on us; truth was, we were Star Trek.

I was Capt James T. Kirk. My first officer Spock (played by my older, sci-fi book loving, overtly logical brother Kevin), was incessantly harangued by Dr. “Bones” McCoy played by Brother Paul. Paul and Kevin kind of had that relationship off set at times, so it was a good fit. My littlest brother James played the role that offers the focal lesson for today.

James always played (he had no choice) …… “The Guard ….Who Went Bad”

You gotta have a bad guy sometimes. It makes it more fun. It gives you a purpose. It gives you a “mission”; a mission to succeed, to win and sometimes, to save the world.

Baby brother James had a rough time of it when you think about it. He always started out as part of the “crew” (which he liked) but only for a while (which he didn’t). His role, being about 7 years old, was always to guard the ship and crew as he slowly moved from room to room. (One bedroom was the “Bridge”, the other was “SickBay” and the rest of the little house was whatever dangerous planet we beamed down to).

Suddenly James (aka “The Guard…Who Went Bad”) was forced to “snap” and turn on the crew, putting our mission at risk. Racing through the house we would chase James, tackle him, and even though we had only set our phasers to “stun”, we somehow always killed him – his body blown to bits all over the living room ( somehow that was better than the “disappearing thing” that happened with the phasers on TV.) Good Times.

Gotta have a bad guy sometimes. That sticks with me. I have to have a purpose occasionally, to defeat something. My guess is you might too.

Maybe you work hard everyday to beat down this Guard Gone Bad sketchy economy thing. Maybe you strategize, work weekends and nights to knock this thing out and grow the business despite what seems like an incredibly hard mission.

Maybe you work up a sweat by3 o’clock pounding out calls and working hard to have conversations with your customers because you are fighting this Guard Gone Bad enemy that is someone’s false perception that you “can’t” do something. Take that Guard Gone Bad; don’t tell me I can’t do something.

Maybe the Guard Gone Bad for you is the competition. You won’t let “these other guys” take your market share, take your sales or take your future away from you. Nope; skip the phaser, give me the photon torpedo.

Maybe the Guard Gone Bad for you is a demon you are battling inside yourself. And it would be so easy to give up and check into Sick Bay but ain’t no way that is going to happen.

So maybe ( no assuredly), there is something good to be said about finding a foil, about finding that enemy to defeat and about creating and/or finding that Guard Gone Bad.

Thanks to my cast mates in the original series produced in Norwood, MA in late 70’s and especially to James. Sorry you got killed so many times bro, but at least it wasn’t in vain.

Till next time,

Grow The Business.

Mark

Your Favorites & Mine

Your Favorites & Mine

Happy Friday and New Year,

Here’s a quick look back at 2011.

The votes are in (ok the views). Here are the top 5 (listed 1-5) most viewed blog posts at this site in 2011; presumably your favorites. Good taste I’d say and thank you for your readership. I’ve added 5 others I’d add as my favorites.

Look around a bit. What’s the worst that can happen? Steal something shamelessly and grow the business?

Top 5 Most Read Posts (2011)

You Had Me At Hello (and then, you just let me go)

The Most Powerful Phrase In Sales

Offline, Online & Flatline

My 25 Secrets Of Selling To Small Businesses

Help For Looooonnngg Sales Cycles

My 5 Favorite Posts of 2011 (aside from above!)

Customs Fail and Redemption

Till next time,

Grow The Business.

Mark

3 Little Words That Will Rock Your World

It’s not “I love you” cuz’ I don’t. Not really.

But no worries ( and sorry if I just rocked your world :)), those aren’t the 3 little word types I’m talking about anyway.

Actually, I’ve got 3 sets of 3 little words that are a heck of a lot better than what we usually say.

These words are perfect for pros in Sales, Marketing, Training, Leadership or just plain ol’ Life in general and should be used all day long.

So good are these 3 little words that they will Rock Your World. They will do better than that and make Glorious your entire 2012 if you chose to use them liberally.

So the question is, do you want to improve your performance, have people really love you more, crush quota or get promoted this year?

Oh Hell Yes! (Um…These are any of the 3 little words I am talking about- but I like them).

Here they are. Print these and tape this across you’re the face of your smartphone- that way I know you won’t forget them.

“What I Can”: Oh to have a dollar for every traditional phrase I hear of “there is no way” or “I can’t” or “It is not possible to hit that date” and I’d be super rich. “What I can” followed by the word “do” or “say” or “give” is so much better. Simple psychology here- focus on the positives or what is within the realm of possibility. The opposite i.e. “can’t” is an automatic tension raiser. Use “what I can” this in sales, coaching and collaboration and people, no matter what you do, will see you as someone who always says “yes!”

“What We Believe”: This is especially for you sales and marketing types. Usually we blather on about “What we have” in the realm of the products or services, or options and promotions etc. Instead of starting your sales and marketing conversations with “What we have are ____ and ____…” replace it with “What we believe is small businesses should take advantage of______ “or some phrase like that that espouses intelligence. Customers/ Prospects know your darn products (heck they went online before they called you!). What they want is advice and counsel. They want a company or a person that has an opinion, a belief. It’s less risky that way. They want to hear what you believe. Do this and you will make more sales.

“What Most People”: Throw away everything else – these are the most powerful words in sales,marketing and training. There is comfort (especially in a sketchy economy) in what other “like” people or businesses do. Just lead with these 3 words! You don’t need to explain it, tee it up or cringe before you say it. “What most people buy is the _____”. Or “What most people say is within 120 days they see great results”. You get it. But no one really says it often enough. People and businesses (especially some say, small businesses) wont’ move till they know it works and most others are doing or using it. Say it 50 times a day or more and you win!

Till next time,

Grow The Business.

Mark

3 Frogs

3 Frogs

I had (and have) other posts ready to go for the New Year -all with of course the usual focus on helping you and me “grow the business”.

But I am stealing shamelessly from the message my local Parish Priest gave yesterday at church services cuz’ his message was frankly better than anything I could have written for today.

“There’s an old adage about three frogs” he said. “Three Frogs sat on a log and one decided he would jump. How many frogs are left on the log?”

Some answered “Two!” but most mumbled or said nothing.

“The answer of course, is three.” Father Paul said.

I had never heard of this 3 frog adage but the message was both obvious and stunning to me. Father Paul filled in the blanks in his short sermon. Decision is not action. All of your dreams and goals and resolutions and lists we make this time of year aren’t worth much if we really don’t act upon them.

I’m guilty of this. For 10 years, I’ve written and kept my New Year’s resolutions and goals and plans and lists nearby me at all times. I look at them often. I’ve achieved many. Ok, some. I looked at them all in fact this last week just to prepare for setting this year’s goals.

Last year I made the decision to limit my 2011 goals to 3 actionable things versus carrying about 10 each year in which I strived. Each of these three things was important. If I am honest with myself though, I got just one achieved and partially one of another so I batted about .400. Pretty sad for a whole year and only 3 big dreams.

I’m not going to be that unmoving frog this year. And I’m not going to pat myself on the back for just “deciding” to do exciting and different things this year and that I was able to write it down and look at it.

Nope, I’m jumping this time.

Till next time,

Grow The Business.

Mark.

Great Gifts For Sales People

4 Gifts Your Sales People Need This Year

This one is for all the sales leaders and coaches out there….

Looking for that perfect little something for your salespeople this year? Look no further. And no worries, I checked this list twice.

Hands Free Gift Cards: Instead of adding more for your sales persons’ hands to do next year; take something away. Entering orders in 7 systems, 3 tracking sheets, 2 CRM’s and the partridge in the pear tree isn’t selling. That’s called data entry. Sales people need to read and think and speak and sell and then read and think and speak and sell some more. I get the efficiency and information gathering piece and you do too. But I know there are gifts out there, be they tools or support that can take some burden off the hands. More Hands Free = More Sales.

25- $5 Expired Scratch Tickets . Ah…. the joy of wishing and praying and of hoping the luck comes in will be dashed (Holiday pun intended) when you hand over these 25 expired loser tickets. It’s one of the better gifts for sales people because even though it is downright mean, it’s a great message that that kind of good luck don’t work no more in sales. Every scratched ticket does not get you closer to a winner, that’s for sure. Same for unconscious dials & smiles! Sales is not about spraying (or scratching) and praying!

A Coaching Promise. No -, a real one! Not the same old coaching you do all the time – you know that kind right? The kind where you talk about the numbers and say cool stuff like “What are you going to do to hit those numbers?” or” “I’ve noticed a decline in your performance lately, What’s up?” conversations. Heck, Siri can coach like that. I mean a coaching promise on the “How” to hit those numbers. I mean a coaching promise that has you show, preach, teach and demonstrate how it’s done. Real Specific, Real World and Real Time means Real Sales.

A Stronger Point of View: I don’t mean yours, I mean your company’s. Selling today is less and less about discovery and digging and probing and uncovering the darn needs of a prospect. It’s more and more about being attractive. Sales people need the powerful story; the powerful differentiators and the powerful point of views that attract prospects to the sales rep and into the conversations – not push them away. Boiler Room & Glengarry Glen Ross are so 90’s – it’s 2013 and the world’s a lot smarter, a lot less trusting and just plain different now.

Till next time,

Grow The Business.

Mark.

Tebow

Tebow

I honestly don’t know much about this guy compared to my daughter (23), who would if asked say “Yes please!” and marry him by 10 am today if she could.

Oh, I do love football. But weekends are busy. I rarely carve out 4 hours in continuous chunks on Sundays and frankly the Broncos aren’t on much where I live.

But I do know it’s not how it’s supposed to work.

He’s going to get killed out there. He’s not doing it like he’s supposed to. He’s going to have to eventually get on board with the way it’s done. He’s not the future of this team. He’s not saying things like everyone else. He’s not going to win.

Except that he does. And last night, stunningly so.

So maybe it’s not about doing that thing or those things better than anyone else. Maybe it’s more about ridiculous confidence. Maybe it’s more about the power of obsessively visualizing a dream than we ever thought. Maybe its more about fearless dogged hard work and that same fearless dogged conviction about something or anything but yourself.

Look around you now.

Think hard at the people working next to you, or those lined up as applicants in the lobby of your building, or those who work in the little satellite office you’ve visited once or twice. Maybe a kind of Tebow like person is right there thinking the wrong way, saying the wrong stuff and just plain working off a whole different playbook than you and me.

Those folks may not know it yet ( or know it without a doubt), that that is not how it is supposed to work.

Maybe now though, you should hold off telling them that and just keep it to yourself.

Till next time,
Grow The Business.
Mark

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