If you are a baseball player you have heard these words ad nauseam.
To play on the excitement of the 2013 Baseball World Series I decided to write a post that relates to the words every baseball player has heard and over and over. When up to bat, a player must direct all of their focus to the present moment in order to hit the ball, get on base, and hopefully score. The team who is winning is producing from the batters box, getting hits and scoring runs. This allows movement toward the ultimate goal of winning the game!
How does this apply to your daily work life and mine? There is one thing most evident in my 25 years of sales: those who are focused are always the ones at the top of the pack, typically producing 80% of an organization’s sales. So the question is… how do I stay focused? Try a few of these tips to make a difference.
No matter what market you do business in; you will compete against other businesses. We live in a hyper turbulent market in which there is constant competition. Someone is always gunning for someone else’s market share and trying to dominate a category. (Retail, sales of any kind, and any other product in the free economy) So how do individuals or brands delineate themselves from the pack? What defines you from your competition? Continue reading →
Every year on his birthday, my father used to say, “it’s just another day”. To most people, a birthday is a day of celebration, gifts, food, and family. Yet year after year, my father would always say his birthday was just another day, as well as most other occasions, events and holidays. I adopted this mantra and as I began a career in sales, I realized that this colloquialism soon would distinguish the winners in sales from those who will burn out on the emotional roller coaster of sales. My oldest son inspired me to blog about this topic. One day he suggested that I ought to write about the day I sold the building to Bass Pro as being ‘just another day’. He caught me! He has a glimpse into the window of how my psyche works, and the survival mindset of a 23-year salesman, trainer, and manager. This mindset specifically applies to…
I had a colleague one time tell me that the second best answer is NO! At first I was confused because I am in a business where YES is the demonstrative income making answer. If you are in commission driven sales you need YE$E$ in order to earn, so how could the idea of NO be the second best answer? The basic premise is this…
Face to face, eyeball to eyeball and belly button to belly button… Trust and progress are best built in the actual physical experience of knowing, seeing and communicating in the presence of another human being. All of science will confirm that so much of what is communicated to another is based on body language, up to 80% in some studies, the other communication is done with tone, volume and diction, up to 38%, and yet the words we use only account for approximately 10% of what is communicated. None of these are accomplished with substitutes.