Making a contribution in life and business

Do you want to help people or make a contribution? Helping people implies that they have a problem and can put people on the defensive. If we contribute then we are a guide along the path. We can collaborate with people and maybe find a beneficial solution. On this podcast, Sales Made Easy with Harry Spaight, we talk about:

  • The Red Chair Experience
    • What was the inspiration for the book
    • What can you you get from the book
    • What is a red chair experience and how do you find yours
  • How to contribute to others success.

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Let’s Talk Leverage

When it comes to collaboration, are you working with someone that can help you leverage your business, product, or service?

 

In this episode of Let's Talk Leverage with Deborah Thorne, The Information Diva, we discuss The Red Chair Experience. We talk about business and how we move forward with the life experience that we have had. What does it take to write a book, start a business, and relationship building?

"Done is better than perfect any day." You will never be perfect but we do the best that we can every day.

If you are looking for someone to collaborate with reach out to us here or set up a time on our calendar here.

 

Building Value with Danielle Putnam of The New Flat Rate

Do you know how to build value? What kind of value do you build? One that is valuable to you or those around you? Can you transfer that value or better yet, help others to see the value for them?

Whether you are selling or a business owner you need to know how to build value, not just for you but for everyone else around you. As a business owner, you must learn how to help your employees feel valued. As a salesperson you must help the customer see the value in your product or service.

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Delayed Dreams – an excerpt from The Red Chair Experience

“You pile up enough tomorrows, and you'll find you are left with nothing but a lot of empty yesterdays.” - Meredith Willson

You have the opportunity sitting right in front of you and you are afraid to make a mistake or step off the proverbial ledge. What are you waiting for? Maybe you’ve been hurt or burned in the past and now you do not want that to happen again. You were down for the count way too long and you cannot afford to make the same mistake. Maybe you learned what you needed to last time. Maybe you tried to take that step and you were spared from a whole lot more than just some character building on your part. Meredith Willson

I can remember a time in my career that I had some leadership opportunities, and I had some good experiences but then they were followed by a couple of bad experiences due to poor leaders, mostly. But it hurt and caused me to question if I was a good leader or if I ever wanted to lead people again. I said it out loud, explaining how I did not want to do that again. I was speaking to my mom recently and she reminded me of that statement that I made years ago. I thought more about what I said and when I said it and how I felt when I said it. I then thought, I can lead, and I said those things when I was hurt, and I did not want to get hurt again. Pain is what causes us to grow if we let it. I have become a better person and leader because of those situations. Your dreams are delayed only by you and the steps that you do not take.

Today, I will look for the ways that I will no longer delay my dreams and put aside my hurts long enough to see what lies ahead and how I can step out on my dreams.

We all have a chance to do something today that can move us in the direction that we want or need. What is keeping you from making that decision?  If you are looking to get better at sales or wanting to grow your business contact us to set up a free 30-minute conversation about your goals.

Do you have a sales process and does it work?

 

  • What is a Sales Process?
    • It is a step-by-step guide to help create a consistent result. Proven and repeatable steps, yet flexible enough to allow for updates and changes in your marketplace or business.
    • A great sales process can help your team become wildly successful because it gives them a road map. You are removing doubt and replacing it with certainty. That builds confidence in you and your team!
    • Without a process your team is left up to their own devices. Which means that you may find wins, but is it consistent?
"Companies following a sales process can increase their revenue by at least 18%, according to the Harvard Business Review." Source: The Brooks Group
  • What would you do if you could guarantee an increase in sales by 18%?
    • Would you stop all your salespeople and start training them on this new way of doing things or would you be content with letting 18% go through their fingers and yours?
    • Adding a sales process can be a challenge if you have never had one and your sales team are living in the wild west.  We all like the cowgirl when she is selling but what happens when they hit a slump?  A process can help to eliminate things like slumps.
    • A solid, proven, and repeatable processes can provide a consistent stream of wins for your salespeople and for your company.
"According to the Objective Management Group, 68% of all salespeople do not follow a sales process. Meanwhile, another study shows that 70% of companies that do follow a structured sales process are categorized as high performers. Studies by TAS Group found that companies that implement a sales process outperform companies that do not."  Source: The Sales Fuel
  • Are your salespeople using the process that you have in place or are they winging it?
    • With studies that show 68% of salespeople not using a process AND showing the success of those that use one, how confident are you that your team is using one?  This can be a chance to show the benefits of using a process to your team.  They can and will be more effective when they use the process.
    • Is your competition beating you most of the time?  Maybe they have a process.  You may disagree with this but, it rarely is about price when you have the right process, and your team is using it properly.
    • If your process is outdated or ineffective, then get the team involved to update it.  When the team is involved, you ensure that your new process will be a success.
    • If it needs to be tweaked, then use that as an opportunity to change it.  Do you need to continue to coach your team on how to use the process properly?  Keep coaching until they know the process.  If you are uncomfortable with coaching or training, get someone who can help you involved so that you can start seeing success sooner rather than later.
  • How does it help?
      • It gives you a clear path to success
        • When you have a proven and repeatable process it creates success, and that success will continue as you and your team continue to use the process.
      • It unifies the team because it can help hold your team accountable with each other and to leadership.
        • If everyone is using the same process, then each member of your sales team can and will hold the others accountable as they each learn and use the process.
      • Easily measurable and trackable.
        • It allows the sales leader or owner to ask the proper questions and know where the customers are at in the pipeline.
      • It speeds up the onboarding process
        • This is true for new salespeople because it gives them the roadmap for success in your company, remember this is a proven and repeatable process. Think plug and play when it comes to finding the right people to join your organization.

If you have questions about how to set up a process, contact us or set up a time on our calendar to find out how we can contribute to what you are doing.  

 

 

 

Who Will Help You Reach Your Goals?

“Individual commitment to a group effort - that is what makes a team work, a company work, a society work, a civilization work.” - Vince Lombardi

Everyone is an individual.  They are creative in their own way.  Some can write, others can speak, still others sing, lead people, organize others, and the list can go on.  We can do things by ourselves and can do them well.  We all have been part of a team at some point in our lives.  We had to work with others and get along with people so we could do something together.  Create something as a team instead of just as one person.

Could we do the project or work by ourselves?  Maybe.  Too often we think that we want to be alone and not have to work with others.  We are seeing a shift in the workforce as I write this, where people want to work from home.  Apart from their coworkers.  Working alone has some advantages and disadvantages but the key question is, can we work together?

I have been blessed to get to work with a number of people in my life.  This collage is a representation of a few of those people that I got to collaborate with.  I have been an individual contributor most of my career.  All that means is that I was there to sell it to the client.  Someone set the appointment after taking the call, that was placed by a customer that saw an advertisement, that someone created.  I can go out and sell on my own, but I need someone to make the product, I need someone to deliver the product or even install the product.  I will need someone to account for the transaction that I help create as well, so that everyone can get paid.  Also, someone needs to write the checks to pay everyone.  This could be a small company and all those jobs are held by one person.  Most of the time, we need to focus on what we can do well and let others do what they do well.  When we collaborate, we can bring different strengths to the table and accomplish so much more.  We can work on a project together and the ideas that flow are multiplied because someone said something that sparked you to think of something else, and so on.  I believe this is what spawned the saying the whole is greater than the sum of its parts.

What has collaboration done for you?  Have you been able to work with others to create something?  We have the chance to work with others all the time, but we get to choose who we will collaborate with.  Do you need to find someone to help with a part of your business?  Do you need some software to help you manage your business or your team better?  Do you need a coach to help you in your personal or professional life?  Do you need help with marketing, HR, accounting, or sales?  In the book Who Not How by Dan Sullivan with Dr. Benjamin Hardy, they talk about getting people involved who can do the how instead of you trying to figure it out yourself.  Isn't that one of the goals of collaboration, finding people who are more skilled at something and letting them do it?

If you are ready to work with someone on your sales then contact us for a free 30-minute conversation to see if we can contribute to what you are doing.

Out with the Old and in with the New

“The studio is a laboratory, not a factory.  An exhibition is the result of your experiments, but the process is never-ending.  So, an exhibition is not a conclusion.” - Chris Ofili

The end of anything is the time to conclude, summarize, and evaluate how the process, program, whatever you are finishing.  Some people look at the end of a calendar year as a chance to do just that, evaluate the previous year and make some decisions and even goals for the upcoming year.  We can look at the end of the year as a chance to beat ourselves up over the lack of progress or lack of goals achieved in the past year.  Year-end should be simply an evaluation of did this get done or not, without any judgement.  That can be hard to do.  Simply reviewing the prior year to gain understanding or an assessment of where things are so that you can make plans for the upcoming year.  It should be a time marker or progress check in.

Adapting Goals are good and we should all have them, and you need to check in with the progress against the goal.  Do not put a lot of pressure on your year-end other than to check in.  When you have disrupters that appear in your life it can pause your goals or even shift your goals.  Learn to make adjustments as you go along.

I have had a few of those in the past couple of years.  I started working for a company and had big plans and goals to do things.  There were expectations on me as well from my new boss and company.  In the two years I worked for the company a few things happened along the way.  My daughter got married, my physical health needed some serious attention, my brother died, I got to focus on my mental health, and I got to focus on my family relationships.  I got the chance to focus on the things I needed to without even knowing I would need to focus on them.  Being with that company gave me the chance to focus on those things.  Now I was not as successful with my job as I wanted to be, or they wanted me to be.  I did get to learn a lot during that time and now my goals have been adjusted.  I became aware of the shifting of goals during that time, and I got to learn from them and not be judgmental of myself or others during that time.

Is it time to make some changes?  Contact us here or get a spot on our calendar to find out how we can work together in the new year.

It’s Year End – Time to Evaluate

How has your year been?

Have you dealt with adversity? Probably.

Did you have hardships? Possibly.

Perhaps you had your best year ever. Maybe you started a new job, new relationship, or welcomed a new family member this year.

How are you feeling about this year?

Aurora Borealis

As I look over the past year, I see a lot of things that have happened. I lost my father in February, welcomed my first grandson in March, and was hospitalized with COVID Pneumonia in April. I also finished a successful first year in business, finished writing my first book, and started a regular room on Clubhouse with a friend of mine.

Life is about perspective and this time of the year is especially prone to reflecting. Hopefully, you can and will take the time to reflect on the past year and see what can be learned from it and what could be improved. This is something that you could do every month, or even every week. Reflect on the the things that have been going on and what could you have done differently? That is how we grow and improve.

I hope that you get the chance to reflect and see what a wonderful life you have, even if this year was not a great year. One of my favorite movie lines is, "Life moves pretty fast. If you don't stop and look around every once in a while, you could miss it."

If you want to more information on how you can improve your sales team contact us and set up a free consultation.

How to Properly Follow Up

Do you effectively follow up?  Do you know how to properly follow up?  How is your follow up game?  Do you want to improve how you follow up and become more effective?

We all have struggled with following up.  When to do it.  What to say other than, I am calling to follow up.  You send emails that fail because you did not stand out above the other 100-200 emails that they received that day.

Follow up can be fun and productive if we make it that way.  In this webinar we talk about ways to follow up, how to ask the client when we should follow up, and discuss effective tools that you can use to do the follow up.

There is even a bonus video for you to check out if you are interested, the 1985 Peach Bowl that I played in.  Check out the webinar and the football game if you choose to.

If you have questions about Pricebook Plus you can contact them.  If you need help with your sales team and you want to have a 30 minute meeting to discuss how you can improve your team with the help of Coach Chris grab a time on the calendar here.

 

Bonus video, Illinois vs Army 1985 Peach Bowl game: