- Elizabeth Cady Stanton (1815–1902)
American activist, writer and editor

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Sales leadership check…

Are you holding yourself accountable as a leader (with a title or not)?

As leaders, we enjoy the responsibility of helping people develop in a way that encourages them to hold themselves accountable for their attitudes, their work, and their results.

We need to be as disciplined, resourceful, and resilient in our efforts as we ask our people to be in theirs.

Relentless leadership is embracing the fact that the need for solid & ongoing reinforcement never ends and uncomfortable conversations are a necessity. This is how we create something special. (I talk a little bit about this in this quick video.)

Managers: How much development attention are you giving to your team? (20% of your week would be a full day of nothing but development time… 40% would be two full days, beginning to end)

Download JustSell’s Sales Management Checklist and be sure you’re on top of what’s most important.

Professionals: Don’t have a coaching manager? Consider finding a development partner. Here are some ideas on getting started.

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- C.S. Lewis (1898–1963)
Irish writer and scholar

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Sales attention…

How many of us have wished we’d given something (or someone) a little extra effort or attention earlier in the quarter/ year rather than later?

Lewis’s thought encourages us to care about what/ who is in front of us now… to fully use today (this salesday) and enjoy what it brings us in the future.
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Outside the money hours or on a well-earned break…

If you’ve not seen it (or need a reminder), enjoy this little 15-minute video on the value of a smile, being encouraging and resilient, and the impact we have on others (even when we don’t realize it).
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No Flintstoning this week!

flintstoning (verb): 1. leaving the moment the whistle blows (or before) 2. mentally checking out early 3. sad (what’s a flintstone?)

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- Leonardo da Vinci (1452–1519)
Italian painter, sculptor, and inventor

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Sales brain…

How are you kicking off your salesday?

Are you preparing your mind with solid thought, information, and support? Are you allowing the right radio or TV personalities to get you ready (are any of them good…share one)? The right news or material? The right people
at the office?

Be careful to what you give your attention. It all has an influence on you. (And kicking it is much more fun than mediocrity…or worse.)

Feed your mind well. It’s where action starts.

(smove out)
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If you’ve not seen it…Here’s Eric Thomas on Work (calls himself the Hip Hop Preacher – 5-minute video). It’s meant for students but it’s reminded me more than once to work hard and focus.

Short on time? Start at 2:20 and go to 4:00. Chills baby.

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- Marie Curie (1867–1934)
French physicist and chemist
two-time Nobel Prize winner

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Sales inspiration…

Remember… We are The Economy. (That includes you.)

Recovery depends on the work we do today… regardless of difficulty, regardless of political belief, regardless of what the media says. It’s our work (your work) that will get us there.

The US Navy SEALS have a creed they live by in their work. A few of my favorite lines are…

• The lives of my teammates and the success of the mission depend on me… (individual accountability)
• If knocked down, I will get back up, every time. (resilience)
• In the worst of conditions, the legacy of my teammates steadies my resolve and silently guides my every deed. (purpose)
• By wearing the Trident I accept the responsibility of my chosen profession and way of life. It is a privilege that I must earn every day. (commitment… did you catch that word ‘privilege’?)

What if we all had a Trident for our work – something that says we truly accept the responsibility for our chosen profession – and we did it?

You up for it?

(the entire creed with a printable version)
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1 minute from Nike to get you revved up. I watch this at least once every couple of weeks. I love how it builds and then pops at 0.38. Sick good. (That’s really really good.)

If you know a teenager who wants to care, pass it along. I shared it earlier in the year at a talk with some high school students and it seemed to connect nicely.
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Area code and state abbreviation charts are here.

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- Ralph Waldo Emerson (1803–1882)
American writer and activist

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Sales challenge…

A simple challenge where everyone wins (you and those around you). No risk. No additional time required.

Within the next 3 weeks (or maybe the next 3 minutes), set a 2-day period as your days (or your team’s days) to inspire others. Two days where you’ll put on blinders to anything negative and be the one in the office who everyone else can count on for words and actions that inspire and encourage. Two days where you’re the light for other people – your colleagues, your prospects, your customers – no matter what.

Allow nothing negative and focus only on your service to others.

Once you set your 2 days, fully commit to the effort regardless of the inevitable challenges, regardless of the weather (please, never the weather). Fall off the inspirational horse at 2:11 on the first day? Get back on at 2:12 – no excuses.

Remember, you wake with an option for your daily attitude. Challenges will come up regardless.

Choose positive. Spread it for 2 days. Be SalesTough.

Not only will it be contagious… it might become a habit.

(Who could do it with you? Forward this idea to them.)
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Selling Season I has 15 salesdays remaining (New Year’s to Memorial Day in the U.S.) – a time of fewer vacationing decision makers, less stalling, and a general spirit of people wanting to get things done. Be sure to get all of them.

Printable SalesDay charts here and Q2 calendars here.
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If you’ve not seen it (and maybe even if you have), on a well-earned break, here’s a hilarious 4.5 minute video clip that speaks to being "ComplainLess" (from comedian Louis CK on Late Night with Conan O’Brien from a few years ago).

For a different twist on complaints… 3 minutes from Monty Python’s classic sketch, Four Yorkshiremen.

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- Vincent van Gogh (1853–1890)
Dutch painter

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Sales focus…

About 6 months ago I introduced the Distraction Diet Commitments… essentially, my re-commitment to Focus.

It continues to be a challenge for me – especially the email piece (I’m checking it at least 4 times a day at the moment and I’m not sure I’ll ever get to the twice daily goal… I’m thinking 3 might be the ideal number). Personal web use is way down but Focus Hours are still broken too often.

If I missed you with the idea, I hope you’ll join me by reading it here.

If you started your own distraction diet and have learned anything that you feel might be useful to all of our subscribers, please call or email me using the contact information in the footer below.
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Honda’s 8 minutes on how failure is a part of success (on the track and in business).

Only 30 seconds? Here’s Michael Jordan’s reminder.
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Have a formal presentation coming up? Here’s a few things to think about (JustSell’s Sales Presentation Checklist).

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- Bill Gates (1955 – )
American businessperson and philanthropist
cofounder and chairman of Microsoft

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Sales concept…

Sometimes, if we don’t have success after repeated attempts to do something, we can lose confidence and eventually give up trying. It’s called "learned helplessness" (we learn to be helpless).

Sales check: Any areas where you and your team have stopped trying (or try, but with little commitment) because prior repeated failures and/ or a perceived inability to succeed has trained you not to try? In prospecting and customer contact efforts? With customer care improvement initiatives? In motivating and improving team attitudes and cooperation (no one is Loving Their People… see the new video here)?

If so, what can you start doing today to minimize any "learned helplessness" that may have set in? (Maybe have a Cross The Line discussion.)

To see (6-minute video) an interesting take on the concept from a class at Penn State Erie and to learn a little more about the person behind it… click here.

(might be a good discussion topic with your kids)
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3 best points to handling the objections of your prospects and customers.
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If you’ve not seen it or need a reminder to dump your excuses, here’s 1 minute from Nike. And here’s my favorite minute from Apple on pushing things (funny given today’s quote).

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- Donavon Frankenreiter (1972 – )
American music artist

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Sales evaluation…

Do your actions…

1. create a positive buzz about you and your work?
2. make others want you as a part of their team?
3. make your employer cringe at the thought of losing you to a competitor?
4. make your customers excited about referring you to their colleagues?

You want your actions to scream value without the need for you to say a word. This is where you want to be – with those in your company and industry – and with those to whom you’re selling.

This is what creates true economic and job security – the value you and your team create for others.

This is care (what it’s all about).

When you have the opportunity over the next few days, set a reminder to review these four questions at the end of each month. Then, give yourself a little (objective) attention by reviewing them and creating an action plan to improve in each area where you feel you should.

Easier said than done… still needs to be done.

Use this link and dig deeper and learn the 6 fundamentals of sales value (SalesTough Principle #8 – What’s SalesTough?)

(Frankenreiter fans: Here’s 3.5 minutes of acoustic Life, Love & Laughter – the song that gives us today’s quote. It’s like a little motivational speech set to music.)

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- Anna Pavlova (1881–1931)
Russian ballerina

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Sales thought…

Always seeking certainty before taking action can severely limit productivity. In some cases, the evaluation and search for certainty is more costly than a potential failure due to action.

Worst case scenario for a wrong move is generally nothing more than an education (1 of the 4 points to better resilience).

Consider getting in the game a bit earlier the next time an opportunity arises. Avoid the "paralysis of analysis" and get comfortable with uncertainty.

Make contact and Just Sell.
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Avoid the top 3 sales hobbles during the money hours… (1) Talking with people who can’t move the sales process along (2) Over-the-top research before making contact (3) "Crafting" or "drafting" a script, email, or letter
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I can’t stand how good this 1 minute is from Nike. I’ve seen it over 50 times and it still gets me. A great weekly boost and reminder of what it takes to make good things happen (hint: it’s work).
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Know what it means to Cross The Line?

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- Fridtjof Nansen (1861–1930)
Norwegian explorer
Nobel Peace Prize winner

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Sales expectations…

What you expect to happen – what you believe in your mind – can have a tremendous impact on what actually does happen.

If you’re going to try to accomplish something – if you make the decision to make the attempt – the best thing you can do for yourself is to expect a positive outcome. Anything else can only inhibit your efforts.

Worst-case: If you fail, you get an education for your future efforts.

Minimize your doubts, be positively expectant, and Cross The Line.

Remember…

We earn more challenges by dealing with and overcoming more challenges.

Embrace your experience. Enjoy the weather.

weathered: (adjective) seasoned by exposure to the weather

seasoned: (adjective) made fit by experience
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What can you do for me on the price?

A fantastic question when you’re buying. An inevitable inquiry when you’re selling.

How would you and your team respond at this moment? Here are 2 solid thoughts on negotiating.
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A couple new videos (outside the money hours or to kick off the day) that inspire us to keep moving…

An Invocation for Beginnings by Ze Frank (3 minutes)

A Credo for Making it Happen by Danielle LaPorte (2 minutes)

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