Studying top performers and successful people provides fascinating insight into what makes them tick.

One common characteristic of the most successful is Initiative. I define Initiative as the proactive and personal energy we use/exhibit each day.  

I guess I’m not alone. This morning, I first found this great quote:

“Their comes a moment when you have to stop revving up the car and shove it into gear.”

by David Mahoney

And then saw this post about how many of the CEOs and Leaders share a common habit of starting their day early – often a sign of Initiative.

What is your routine? Have you build the personal habit or routine of making the most of your minutes? Whether you stretch your day to a full 18 hours or not, each minute , when tackled with initiative is productive.

p.s. I’m not suggesting you need to be a workaholic, initiative in your personal activities gets you more fun too!

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Filed Under: Collaborative Selling, Sales Productivity, Sales Tips, Success Tips on January 11th, 2012
Tags: maximize sales productivity, Sales, Sales Productivity, Sales Tips, Sales training, Sales Training article

It’s a week of goal focusing tips!

Ever really consider how important visualizing your success is? Let’s use this excerpt from Jack Canfield’s “The Success Principles” abour Jim Carrey, the actor/comedian as a starter.

“Around 1990, when Jim Carrey was a struggling young Canadian comic trying to make his way in Los Angeles, he drove his old Toyota up to Mulholland Drive. While sitting there looking at the city below and dreaming of his future, he wrote himself a check for $10 million, dated it Thanksgiving 1995, added the notation “for acting services rendered,” and carried it in his wallet from that day forth.

The rest, as they say, is history. Carrey’s optimism and tenacity eventually paid off, and by 1995, after the huge box office success of Ace Ventura: Pet Detective, The Mask, and Dumb & Dumber, his asking price had risen to $20 million per picture.

When Carrey’s father died in 1994, he placed the $10 million check into his father’s coffin as a tribute to the man who had both started and nurtured his dreams of being a star.”

Visit Futureme.org and write yourself a letter – it can be a goal, congratulating yourself for achieving one of your goals, a reminder on an action you committed to – or anything!

Your actions?

1. Identify a goal – and the reward for achieving it.
2. Set a timeline for the reward to be received. 60 days? One year? Five years?
3. Visit Futureme.org and complete the fields – a letter to yourself – specifically outlining what you accomplished and your reward. Select a date to send it to yourself.
4. Click ‘Send to the future’
5. Start your actions to reach the goal!

For example, if your goal is to achieve forecast in January 2012 with a reward of treating your significant other to a dinner. Send yourself a letter dated February 1st, congratulating yoruself for achieving the goal and reminding yourself of the dinner you will share.

It’s a great way to visualize the achievement and mentally starting your journey toward the reward!

You might be surprised when the letter is delivered, how accurate you were in your prediction.

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Filed Under: Sales Tips, Success Tips on January 3rd, 2012
Tags: focus, goal setting

Happy 2012!

What are your dreams and goals for this year? What is it that you want to DO, HAVE, or ENJOY?

Well, when I ask that question, many people start telling me what they DON’T want. And the lists are long. It is hard to get that turned to identifying the target or goal.

That’s why when I saw this video from Laura Goodrich, calling Seeing Red Cars, I jumped on Laura’s bandwagon:

“We get more of whatever we focus on.”

If you want to be successful in 2012 – and this should be YOUR definition of what success is for you – I suggest that you:

1. Click here to watch the 10 minute Seeing Red Cars video. Click on the Preview button. Though it’s her preview – you will view the entire message.
2. Then to help you identify what you want, click here to get your Timely Tips to Achieve Your Goals eBook. The activities and FREE Goal Planner will help you map out your goals.
3. Focus on the first 60 days of 2012 for your action plan. That’s enough to get you moving in the right direction and committed to specific activities.
4. Use the 4R Goal Review process outlined in the eBook each month to keep on track and moving forward.

What’s interesting for me in writing this reminder for all of you,  is that each January, my team and I mapped out the goals for the year. One of the papers was stuffed in cabinet and was ‘found’ last week. Surprising – even without having it in front of us all year, EVERY item was achieved!  Including a book ‘deal’ for me!  More on that to come. So, one of my personal goals is to finish writing the book on TIME this year for publication in early 2013.

p.s. Everyone’s ‘red car’ is different. My ‘fun’ red car is a convertible VW bug – others are Porsches or Ferraris. It doesn’t matter – find what YOU want.

Take 45 minutes today to watch the Seeing Red Cars video and then use  your FREE Goal Planner in the eBook to focus on what YOU want in 2012.

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Filed Under: Sales Productivity, Sales Tips, Success Tips on January 1st, 2012
Tags: focus, goal setting, Sales, Sales Tips

This is a two-part post. And if you are only reading this for the free goal planner, click here to get your very own Timely Tips to Achieve Your Goals eBook that will help you focus and plan for 2012. The Planner is an interactive pdf, so you can type directly into it and print it out!

It’s the last official work day of 2011!  What a year this has been for me and Sales Pro Insider, Inc.

The whirlwind of opportunities to help companies strengthen sales, collaboration and teamwork kept the whole team extremely busy.

For us, before we begin setting goals for 2012, we start with an activity to reflect back on 2011, specifically. This allows us to use the information to do more of what worked well, and less of what didn’t work so well.

Some questions to ask – and answer – for yourself:

1. What are the successes I am most proud of?

2. What have I done to celebrate these successes?

3. What people do I surround myself with? or Who have I met this year that has impacted me in some way?

4. What goals, that were important to me, did I not reach? Why?

5. Considering the development opportunities available to me this year, how have I applied what I learned?

6. What person have I taken time to develop/coach? or Who is better off now because of my relationship with them this past year?

7. What person has helped me grow or who has challenged me to be better this year?

8. What actions have I taken to better my life in some way?

9. What strengths do I possess that I can use at a higher level next year?

10. What obstacles must I work through so that I reach my goals for 2012?

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Filed Under: Collaborative Selling, Sales Productivity, Sales Tips, Success Tips on December 30th, 2011
Tags: focus, goal setting, maximize sales productivity, Sales Tips

Ever notice how many people seem kinder and more personable at this time of year?

As Harlan Miller said:

I wish we could put up some of the Christmas spirit in jars and open a jar of it every month.

My wish is that you have time to slow down from the frenzied pace in your career and enjoy time with the people you hold dear.

Holiday blessings!

Nancy Bleeke

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Filed Under: Uncategorized on December 22nd, 2011
Tags: Sales

In the U.S., many are preparing for Thanksgiving and eating their turkey. But at this time of year, if you are in sales, you might get better results by preparing to eat a frog each day!

A frog? Yes!

Mark Twain is quoted as saying,

“Eat a live frog every morning, and nothing worse will happen to you the rest of the day.” -Mark Twain

It’s the quote that author Brian Tracy has worked into his practical tips on how to stop procrastinating and get more done in his book, Eat That Frog!

There is no better time to adopt some of the ideas than TODAY! You have 40 days left in 2011 – even with the holidays and weekends, that is a LOT of time to get more done, achieve what you can this year and set yourself up for success in 2012!

A few of the ideas Brian shares:

• Clarify what you want and the steps to achieve it.
• Plan every day in advance.
• Focus on KEY activities – ‘resist the temptation to clear up the little things first’.

There are 18 additional ways in his book (I am not benefiting from this recommendation in any way – I just know it is true!)

So, what are some practical ways to take this actions?

1. Make a list! Whether it is on your phone, computer or the back of an opened envelope – write down what you want to do and some specific actions you will take each day this week.  Refer to the list often to confirm what you committed to do/focus on for the day.
2. Every morning re-write your list of actions – you will quickly see which ones you are procrastinating on. I still put pen to paper for my list. the redundancy of writing certain items 3 days in a row, makes me take action so I don’t have to write them again tomorrow!
3. Be proactive. I’ve found that my first two hours of the day are most productive as I am not interrupted yet by everything and everyone. If I focus on the tough stuff, it is done and the rest of the day fills quickly.
4. Find a stakeholder or ‘frog buddy’ - someone you can report in to each day once you have eaten the BIG frog of the day. It will add some fun and accountability.

If you think you aren’t a procrastinator, I dare you to think about ANYTHING that you know should have been done in the last 48 hours that still isn’t done (taking out the trash, making a call, sending a note to someone, completing an item, etc.) I bet there is something you have not taken action on.

Picture your frog – is it cute like the image on this post? Or is it a swamp frog, with warts and such? It doesn’t matter, identify the frog you need to ‘down’ and get it over with already!

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Filed Under: Sales Productivity, Sales Tips, Success Tips on November 20th, 2011
Tags: focus, goal setting, maximize sales productivity, priorities, Sales, Sales Tips

In 2008, I traveled to Brazil for work with a large client. I added on a day trip to Rio since I was ‘there’. And during my day with a travel guide, was introduced to the term ‘tribe‘ to describe a group of ‘like’ people.

Marcio Goedes (an excellent guide if you ever travel to Rio) spoke fluent Portuguese and fluent English, so I knew I didn’t misinterpret him. But I asked him to explain more about ‘tribe’ used in this way. Marcio explained that different tribes hang out on the beach together- the family tribe, young single tribe, been-here-forever tribe, athletic tribe, etc. – have their ‘spots’ on the beach and you join the tribe that fits with your lifestyle and taste!

Since then I have used the term Tribal Types to describe the customs and characteristics of groups of people. And this use of the word Tribe has not always been received well!

So, imagine my vindication today when I received an invitation to a new social networking site for bloggers (well, they claim to be so much more) called Triberr!

I laughed out loud because I was WAY ahead on the use of the term in the U.S., I guess.

Triberr invites you to create your own tribe, invite others to be a tribal member and so on. The use of the word, Tribe, has caught on!

Now, maybe I can connect more easily with others when I use tribe in my language! You see, in working with people, we need to speak the same language to be understood, to build trust and to win sales.

In my work with dozens of companies each year, I hear the different ‘languages’ of each company. There are many terms and acronyms unique to the company’s work, culture and solutions. And yet, as sales professionals, if this language makes NO sense to others, we lose the ability to build trust and win sales.

Now, though I stuck with the Tribal Type term for the last three years, I did stop using it with some customers that could not accept the modern meaning.

It’s the same for you, if your terms/acronyms are unique to your company, prepare to explain them or substitute them for the language that makes sense to your prospects and customers. After all, it’s their understanding and comfort that matter.

For me though, just for today I am feeling great about the term Tribe and that it is ‘catching on’!

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Filed Under: Sales Productivity, Sales Tips, Success Tips on October 26th, 2011
Tags: maximize sales productivity, Sales, Sales Tips

I’ve been in Florida for 5 days. It’s a chance to rejuvenate and write. the ‘plan’ was morning walks on the beach, writing, maybe a swim in the pool in the afternoon, and more writing. A good plan, right?

Well, the weather changed that plan – it rained for 4 days – serious rain, high winds and gloom. 

Today is my day of departure, and of course, the skies are clear and the sun is shining. I made time for a walk on the ocean’s edge before the airport!

As I was walking, I looked for shells. Each trip I find one or two special sea shells to take back to Wisconsin. We put them in the rocks around our pool to connect the two spaces we loves.

The beach was full of people hunting for shells this morning after the storms. There were thousands of shells – or rather parts of shells.  As I walked the shoreline like everyone else, I didn’t see any special shells, they were probably picked up already. So I waded into the ocean a bit to see what else I could find. Some, but still mostly broken. Then I waded out knee deep – figuring its a better workout anyway – and THERE were beautiful shells aplenty!  I filled my pockets within ten minutes.

Isn’t this how it is with sales? We need to look for prospects and opportunity. Yet often its easy to stay where it is safe on the shore and wait for the perfect opportunity to find that perfect prospect to surface.

We then find that many of the prospects may not be qualified – like the broken shells. So we need to exert more effort, wade in further and get ourselves really wet to find the perfect prospects – maybe they are even untouched by our competitors!

By taking the extra steps, we differentiate ourselves from most other sellers. They stay at the shoreline and fight for the easy picks.

By wading in, we can find a more bountiful opportunity.

As you think about this – are you playing it too safe by the shoreline? What waters should you wade deeper in to find your opportunities?

I challenge you this next week to take that step by:

• Identifying what is happening in your market that has washed ashore some opportunities?
• Where are your competitors focusing their efforts because of this?
• What is the next level for finding more opportunities? Is it calling someone you never have?Asking for referrals from your happy customers? Finding a plan for opening new relationships? Mining your CRM for stalled sales or former customers?

Identify at least ONE action  you can take – and then wade in to grab it!

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Filed Under: Collaborative Selling, Marketing Tips, Sales Productivity, Sales Tips, Success Tips on October 20th, 2011
Tags: Collaborative Selling, learning, maximize sales productivity, prospecting, Sales, Sales Tips

I was shipping four boxes of training materials to Canada. It was a project I had worked on full-time for weeks and was so excited to box them up and ship them out.

I’ve shipped boxes consistently – and globally – for the last 12 years, so I was expecting the regular drill – we even had the forms completed in advance.

The normal shipping drill?

• Who are you shipping to?
• When do they need to arrive?
• Is there anything hazardous, liquid or perishable?
• blah, blah, blah

I was thinking, ‘Let’s hurry this up, we have a a celebration lunch to get to!’

But this time was different, we encountered Ann as we entered the FedEx Office Store. It was immediately apparent Ann took her job seriously as she directed us to a cart to use.

Later as we discussed the ‘regular’ questions and she asked for the value of the contents, she looked concerned. And she started asking  more ‘risky’ questions. I explained that we’ve done this before and let’s just keep it moving. Ann examined the boxes and asked more questions,  two of which got me thinking…

What happens if, when you get to Canada, your contents have been damaged?

Do you realize that these boxes move down conveyor belts at more than 40 miles per hour and that without extra paper packaging and padding, the corners of the box can dent? then she pointed out the boxes we had packed the materials were in – which the empty original binders arrived in – were  a bit crinkled in the corners already.

Well, this caused me to pause.

Ann then continued, “I could pack these in a larger box with good padding and you won’t have to worry about any damage.’

I asked ‘How much?’ She calculated it was a total of $40 – to protect materials worth over $12,000!  This was a small price for ‘insurance’.  I agreed it should be done, and Ann got to work – smiling and enjoying every minute of packaging those boxes. Ended up only $35 extra!

The lesson?  As we seek to understand the ‘sitautino’ of our buyers – we need to ask risk questions!  I had no idea of the risks until Ann asked those questions. I never considered I needed to do something different with a job I’ve done so often. her questions opened my mind to new information…and I bought!

Ann increased her sale by 5% that day. Not bad for asking a couple of extra questions. How would you like to expand your sales by 5% or more each time?

It’s possible if we ask our prospects questions about the risk of doing nothing different. These risk questions might sound like:

• What types of liability are you expected to to if your situation remains  unchanged?
• Tell me what will happen in your facility if you don’t make the change/
• What might be the potential downside for not making a decision in the near future? or What is the potential downside if the decision is delayed?
• What could happen if this issue isn’t addressed in the next 6 months?
• Based on your experience, what type of liability is present when ____________ happens?

Caution! I am not an advocate of manipulating people or scaring them to make a sale. In collaborative selling that is not necessary. We can explore the risks together if we ask the right questions.

Now, I’m not a pushover in any way. I’m always on the lookout for ‘getting sold’ to and scams, and I know that Ann was sincere in her desire to help me…and scare me potential harm. So it worked well.

With some thought on the risks your prospects may encounter…IF they move forward in a decision with your solution OR if they do nothing, you can ask great risk questions that  elevate the sense of urgency and advance your sale more quickly.

Those benefits sound like they are worth the risk of asking risky questions, don’t they?

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Filed Under: Collaborative Selling, Sales Productivity, Sales Tips, Success Tips on October 15th, 2011
Tags: Collaborative Selling, maximize sales productivity, Sales, Sales Tips

When you  present or discuss your solution with buyers, do you let them touch or get in touch with your solution? Do you let them take ownership of the solution before they buy?

Research shows touch is a powerful influencer on sales decisions.  Authors Joann Peck (University of Wisconsin-Madison) and Suzanne B. Shu (UCLA) report the following:

“In four studies, we find that merely touching an object increases the feelings of ownership a person has for the object. This, in turn, results in a person being willing to pay more for most objects that they touch versus objects that they cannot touch,” the authors write. “We also find that when touch is unavailable, such as shopping online, having people imagine owning a product increases their perception of ownership and how much they are willing to pay for a product.”

If people have a positive or neutral response to touching an object, they are willing to pay more for it, the authors explain. However, if an object does not feel particularly pleasant to the touch, it decreases the amount consumers are willing to pay. “For most products, the touch experience is positive or neutral so merely touching a product usually increases how much a person is willing to pay for an object,” the authors write.

The research may help explain the link between touch and impulse purchasing, the authors explain. “Encouraging touch in a retail store, as Apple does for products like the iPhone, may increase the feelings of perceived ownership and influence the amount a customer is willing to pay for a product.” Likewise, offers of “free trials” for a certain time before the consumer is obligated to pay are likely to increase perceived ownership and product valuation.

Encouraging ownership imagery can be an effective way for online retailers to increase sales, even when touch isn’t possible, the authors write. “Our findings that consumers respond effectively to the combination of no-touch and ownership imagery suggests a remarkable opportunity for online retailers to increase perceived ownership and purchase.”

Fascinating information!  As sales professionals, we need to get our buyers to ‘touch’ our solutions tangibly or mentally.  How do we do this?

• Demos of the product where THEY are using the solution themselves,  not passively observing us. Example, if we are selling a vehicle, they need to be in the drivers’ seat, not us.
• Stories and analogies are powerful for non-tangible products and services. Relate an example of how someone/company is using and benefiting from your solution.
• Pictures - not a picture of the product/service – a picture of the value/benefits of the product.  If you were selling hotel rooms, showing the configuration of the room is nice, but more powerful is a picture of someone getting a good night’s rest or sitting at the well-equipped business station.
• Customer events where your customers get to talk with each other and share experiences. Using social media to do this is economical and efficient. Forums, customer showcases, Facebook pages all work.

These are thought starters, I’m sure with your creativity you will find ways to let your buyers TOUCH your solution…and increase their ownership and willingness to buy!

Please share any great ideas you have with the rest of THIS community!  All comments are helpful.

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Filed Under: Collaborative Selling, Sales Productivity, Sales Tips, Success Tips on October 5th, 2011
Tags: Presentation, Sales, Sales Tips