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I love my new SoundBite image don’t you?

I was lucky to win the services of Jason and he created this image for me.  I love the retro look!
Check out his work here!

Looking for help with your daily sales activities? Leave a comment (or email for privacy) and I’ll answer each one!

Do The Work Your Follow Friday SoundAdvice

Do The Work
by Steven Pressfield



Get a copy of the book today.
Right now.
It’s been made available at no cost to you. (see below)
You have no excuse.
Anyone who has struggled to get things done – big things – your dream things – will find your internal weapon to resistance.

Find out how to start, how to finish and how to just keep the hell going!

“a child has no trouble believing the unbelieveable, nor does the genius or madman…it’s only you and I, with our big brains and tiny hearts, who doubt and overthink and hesitate.” Listen to your dream, and work hard to beat “resistance” and “rational thought.,” that inner voice that chatters with all the reasons why you can’t.

With chapters titled: Start Before You’re Ready; Stay Primitive; and Swing for the Seats – this isn’t just an intellectual exercise, but a map for getting your stuff – your work – done.

A way to push past all the reasons why not and the method to cling to the reason why.

The book is an easy read. I followed the suggestion in the forward and read it through, stopping just once.  I went back and read it again – this time, noting things that really resonated with me.  I suspect this is the type of book that I will read again when I’m in a different place in my life and I’ll glean other bits of wisdom that make sense to me just then.

The kindle version of the book is available at no cost thanks to GE.
No kindle? No problem.
Download the free Kindle for PC and then claim your free copy of the book.
Or go old school and buy a copy.

Steven Pressfield’s book Do The Work is part of the Domino Project. Created by Seth Godin and “powered by Amazon”. The concept is simple. The name is from the idea of the domino effect; that powerful ideas spread quickly and easily from one person to another.

Follow Steven on Twitter

What part of the book speaks to you?

Take The Next Step

It’s Monday.
A good day to start something.
Or finish something.

What saves a man is to take a step. Then another step.
C.S. Lewis

A good day to make progress or sit down to tackle that one thing.

You know which one.
The one that keeps nagging at you.
The one that keeps tugging at you when you’re trying so hard to ignore it.
It won’t go away for a reason.
You are meant to take action.

That’s why you’re here doing your thing.

Make the phone call.
Send the email.
Ask for the sale, the meeting, the referral.
Write your book or post or manifesto.
Take the ideas and make the outline.
Put the buy button on your site.

Make today the day.

If your thing is scary, or hard or complicated that’s okay.
Decide right now that there is one little part that you can totally manage.
Then do it.

There are risks and costs to action. But they are far less than the long range risk of comfortable inaction.
John F. Kennedy

Help, support and confidence is yours. Share your next step in the comments!

Kid Rock and Marianne Williamson Tell You Why You’re An Expert

You know what you know.

You’ve spent the better part of your adult life learning and sharpening your skills. Time, talent and energy invested bring you to where you are today. Why is it then, you are so reluctant to claim it?

Expert Defined: A person with special knowledge or ability who performs skillfully

That’s you. That’s me. You’re an expert at what you do; what you know. You bring your special style and flavor along with your knowledge, experience and skill. It’s time to quit hiding. Being modest and doesn’t mean denying who you are and what you know.

As Kid Rock says:  ”It’s aint’ braggin’ m*therf*cker if you back it up.”

I know you can back it up and then some!

You downplay your expertise. Sometimes out of modesty, but sometimes because you don’t want to draw the line in the sand, take a stand and say “This is who I am, what I’m good at and why you should care.
The why you should care, is the most important part (of course) but you have to be clear about the who and the what if you want anyone else to care about the why.

One final distinction:

Being an expert doesn’t mean you know every single last thing there is to know in your field. It doesn’t mean that you are the worlds best or most qualified person in your area of expertise. Skills and knowledge and abilities are not absolutes. There is no zero sum game to win.

Another’s expert-ness can’t diminish yours.

You know what you know. You’re good at what you do and what you have to offer has value. It’s time you let us all know!

I’ll start. I’m the sales chick. I love sales and selling. All of it makes me happy. The strategy, and of course the tactical “doing” part. I’m good at it and I know how to teach others to be good at it too. Making a sale is great. Landing a new client who is thrilled = awesome. Know what’s even better? Having someone who thought they couldn’t sell, learn to do it and get the awesome feeling that comes from making a difference, doing what you love.

“Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure.
It is our light, not our darkness that most frightens us.
We ask ourselves, Who am I to be brilliant, gorgeous, talented, fabulous?
Actually, who are you not to be? You are a child of God.
Your playing small does not serve the world.
There is nothing enlightened about shrinking so that other people won’t feel insecure around you.
We are all meant to shine, as children do.
We were born to make manifest the glory of God that is within us.
It’s not just in some of us; it’s in everyone.
And as we let our own light shine, we unconsciously give other people permission to do the same.
As we are liberated from our own fear, our presence automatically liberates others.”
Marianne Williamson from her book A Return To Love: Reflections On The Principles of “A Course In Miracles”

It’s Your Turn Now! Time to claim your expert-ness in the comments!

Kid Rock lyrics from the song Cocky.

Sales Rx – Monday Morning Sales Meetings That Aren’t A Waste Of Time

  I spent about 16 years in corporate sales and I loved it.  I had wonderful clients, worked for a great company that let me do what I love.  My way.  I was evaluated and measured by my results at the end of each month.  It was perfect for me.   As the company grew, so did the structure and sales meetings that had been quarterly events were now weekly. 

Why Mondays? 

Conventional thinking is no one schedules Monday AM appointments and it is a good way to start the week.  Right?  It’s still done in all kinds of sales organizations so it’s kind of the chicken and the egg thing now.  No appointments because of the meeting or the meeting time is set when clients aren’t available?  I think it’s the former.   If you want to know the best time for your meetings, how about 4ish on Fridays?  No one has a legit appointment then,(oh, I know you’re the exception)  plus it’ll curb the long winded tendencies of those people who just can’t stop talking.  I’d try to never attend one of those meetings – I’d have a 2:00 that ran really, really long!  But I’m getting off track a bit. 

Hold Non-Sucky Meetings

I’m not saying meetings aren’t helpful or worthwhile - because they can be, but getting everyone together should yield results – not just be a place where everyone gives their progress reports.  That can be done in an email that the micromanaging types can read whenever they want.  Plus it’ll be in writing.  Proof that something was done or will be done or might happen.  If it already happened, then yay you but move on already.  Last week’s sales don’t mean diddly this week. 

If you are the lucky person responsible for meetings then make it worth your time and at least go for interesting and even a bit edgy.  If nothing else, you’re likley to see progress because you’ll snap everyone out of sleepwalking mode.  (Disclaimer: I did have to run these meetings when managing a group of sales folks and I wasn’t always good at it.  Most times, I just wanted to get it overwith like everyone else and then, you know, actually get something done!)

Here’s What I’d Do Now

Talk Big Picture – Lots of companies do this once a year when the bank requires a business plan – and it gets shoved in a drawer never to be seen until it’s time to update it.  Dust that thing off – or if it was crap - talk about Q4.  And remember, this should be interactive – have a real brainstorming session. 

  • List 10 big accounts you want to land by year end.  Then develop a plan to actually DO it!
    Discuss how you can add value to a current service. And add it.
    List ideas for engaging with current clients in a better way.  You can start by asking them.
    Figure out a better way to say ThanksMerryChristmasHappyHolidaysHappyHanukkahHappyNewYear than the usual card and calendar you’ve done lately.  I’m thinking brownies from Sugardaddies.   
    Update your sales literature.  If this sounds overwhelming, start small with one piece.
    Seriously in this day of print on demand, having anything that is out of date in any way just screams lazy and/or cheap.  If your company is pretty traditional – shake things up with a top 10 list, or a clever twist on your FAQ’s.   (Great sales copy is an art, so if your team has good ideas, but no one with sharp writing skills, get an outline together and let me know - I can help – doing it badly is worse than not doing it at all)

If you are in the middle Tennessee area, and would like me to lead a sales meeting, I’m available.  If you’re somewhere near a beach I can work something out! If you’d like to have a planning session so you can amaze and enlighten your salesforce, email me!

I’d love to know how your meetings go – or if you even do such a thing – let’s get more ideas going in the comments.  If you work at home or don’t have a team yet, sign up here for weekly updates.   If you have a big team, you can sign up too!

Coming Soon: Back to Business Boot Camp

  

I mentioned in another post that I’m in an exercise class that’s “boot-camp” style.  The goal is to really push yourself physically, and see results quickly.  It’s also meant to be diverse and mix things up so you are always working different muscles, balance, flexibility and core strength all at once.  

  It’s hard.  But I love it. 

  The best part is that I just show up.  Yes, once I’m there I do the work – but I don’t have to plan it, or figure it out or keep track of upper body/lower body/strength training/cardio… you get the idea.  Someone else does.  They provide the plan of action and I execute – as best I can. 

   I’ve decided to put my sales training modules into a concentrated “Back to Business Boot Camp” that will start in a few weeks.  Let me know if you’d like info.  I’m excited to put everything together and I know you’ll love the step by step instructions that you can implement for your own quick results.

I Joined The SITS Problogger Challenge!

 

I’m starting a challenge today with lots of others.  I’m taking the 31 Days to Build a Better Blog  challenge.  This is based on the e-book written by Darren Rowse of ProBlogger.   I enjoy writing for my blog, but I know enough to know I need to learn more.  Being a student and continuous learning is part of every entrepreneur’s life. 

My blog is meant to be helpful to you.  It’s here to provide tips and information regarding sales and selling in general and skills and tactics that are specific.  It’s also a part of my sales process.  It’s a way for potential clients to learn about me and “kick the tires” to see if I might be of some value and a good match for the sales help needed.

Having a better blog is important to me. 

Doing this as a “group” project (alone in my hotel room at the moment) provides some additional benefits. 

Accountability – Despite the best of intentions, some things we mean to get to just never happen.  Doing this with 400+ others is a way for me to stay on track. 

Feedback – There is also a forum set up so that we can share ideas and ask for feedback.  This is probably as valuable as Darren’s lessons.  (They are great Darren, but the e-book is a one way conversation as you know!)  I know for certain that others input helps – often times someone else will suggest something that helps me see things in a new perspective that I might not have been able to see on my own.

Encouragement – Who couldn’t use that?  Often, hard-charging type A, get it done by myself folks could use a little – even though few will ever admit it.

Promotion – This is last for a reason.  Being part of the group and learning to be a better blogger is my primary goal, but if along the way I connect with someone who is interested in my services – that’s great.  Putting yourself in a position to help others and offer some feedback for them is a great way to establish business relationships that benefit everyone.

Where can you use a little help?  Do you have a group of people who can brainstorm and/or provide feedback?  Would a “mastermind” of like-minded business owners be helpful to you?   

I’m putting a group together.  If you’re interested – just email me and put Mastermind in the subject and I’ll get you the details!    pnichols at soundadvicesales dot com.