Three Word Podcast

Episode 156, Do this every day to protect your business and income!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 156, Do this every day to protect your business and income, Prospect!

 

If you want to build your client list and create more income for yourself, you need to master doing this, Prospect with Intention!

 

Hello, Three Word Podcasters!  I am Lisa Thal, and I share my thoughts on three-word topics to help engage and inspire you and those you lead. Three words you can use as a topic in your next sales meeting.

 

In last week's episode 155, I shared the formula for Productivity if you are in sales. The most effective and quickest way to shorten the sales cycle and build instant trust with that prospect. The best source, of course, is a referral from your best customers.

 

Why is prospecting vital to you? Because it protects your income and allows you to control your destiny. You could be one phone call away from a client canceling or choosing another vendor.

 

What Is Prospecting?

Sales prospecting is taking action and intention to look for potential buyers, customers, or clients to convert into new business. Your goal is to provide a solution to the most significant business problem they are facing today. You do this, and you will earn their business. 

 

Sounds simple and not easy!

 

While the concept is simple, an effective prospecting strategy is challenging to execute. Research shows that 50% of sales time is wasted on unproductive prospecting. We are focused on accounts that are not a fit for our product or service. They don't have the budget to invest in executing the solution you are providing. Think about it—how much more selling could you do if you weren't wasting so much time on these clients.

 

Today that changes as we focus on seven ways to improve your new business prospecting.

 

Who are your best clients?

The most critical step in prospecting is understanding your best client, their interests, pain points, and what motivates them to buy. Your sales efforts will fall short if you don't know whom you can help. Start by reviewing your best customers and determine what they have in common, the Size of the companies, and the problems they may be facing that you have solved. When prospecting, we may be wasting valuable time calling on clients that we can't help or that don't have the budget to invest in our products to be successful.

 

Consider the different types of clients who have the most success with your product. 

 

Who are they? 

Why do they buy? 

How have you helped them?

 

The more specific you get, the more granular you can get with your sales prospect list. If you don't know the answers to the questions above, interview your best clients and ask them the questions above.

 

Would you answer your call?

Master making calls. The question is would you make an appointment with yourself? Have you proven that making time on their calendar is worth it? 78% of decision-makers have taken an appointment from a cold call. It starts with a conversation from you and a valid business reason why they should meet with you.

 

Do your research.

To have confidence in calling, you have to identify the why. 

Is there something you read about their company that you can help solve?

Is there an industry trend that will impact them?  

What are some of their potential pain points?

How can you solve their specific issues? Are they working with any of your competitors? The more information you have, the more confident you will feel and the better you can speak to their specific wants and needs.

 

Be Proactive and Consistent

It's easy to put sales prospecting at the bottom of your list, but creating sales must consistently be a daily activity. 

 

Consider setting daily prospecting goals. 

How many cold calls should you make a day? 

How many emails should you send? 

In most cases, you have to find and develop your leads. By establishing a method and process, prospecting quickly becomes a habit and can help you avoid any revenue shortfalls.

 

Nurture Relationships

Even after perfecting your sales pitch and contacting all the right people, you could still have the client say no. Some of the businesses we are targeting may be happy with their current vendor. It's essential to stay close by connecting and sending them relevant information to help their business. Develop a prospecting strategy to nurture these prospects until they become ready to buy.

 

The key to building a lasting relationship with a prospect is to understand why they said 'no' in the first place. Many times, 'no' really means 'not yet. Learn from each call and ask the prospect for help in understanding their hesitation or why your product isn't necessarily a good fit. 

(Learn more) Overcoming Sales Objections: The 5-Point Guide.

 

Sale is a Journey

I often hear timing is everything. Your best customer today started with a phone call or in-person meeting. Let's face it; it is challenging to close a client on the first call. It's a process of building trust and earning a conversation to have the opportunity to help solve their business problems. Your ability to stay relevant and bring solutions to the clients is vital. 

 

One Size does not fit all.

Get creative and try different sales prospecting techniques. What works to find and convert one prospect might not work the next time you try it. Try other methods, track your results, and improve your strategy. Just keep moving forward. Each new prospect is motivated by various things. Our job is to discover what that is and give it to them.

 

The real-estate industry focus on Location, Location, Location. If we want to stay in business and grow our income, we must embrace these words: Prospect, Prospect, Prospect every day!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

Episode 155, The Proven Formula to be productive in sales.

_{Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.}

 

_{Episode 155, The proven Formula to be productive in sales.}

_{I share my thoughts on three-word topics to help engage and inspire you and those you lead. Three words you can use as a topic in your next sales meeting.}

 

_{We are mid-way through our year or, for some, finishing your year, and I have a question for you? Are you on track to exceed your revenue goals? Will your team exceed its revenue goals if you are an owner or manager?}

 

_{Yes, we access each month whether we meet or exceed our goals. Are you making shifts to make sure you're doing the right activities each day to assure you will have success?} 

 

_{We are doing mid-year reviews with our team members to discuss any shifts they think they need to make to stay on the path to success. We are trying to determine if they are doing the right activities to be more Productive vs. busy. We can fall into the trap of thinking we are so busy at the end of each day, only to discover we were not doing the right activities to move our business forward.}

 

_{The Companies and sales teams that perform consistently do the right activities each day. If you manage a team and notice one of your team members not meeting expectations, what advice do you give them? I hear most of you saying they need to make more calls? Yes, that may be true. Do you know the exact number of calls? How many proposals? What investment level? What is their closing ratio for each team member?}

 

_{It can be very frustrating at the end of the week to see if you were so busy with emails and other tasks that you missed the opportunity to protect and grow your business and your income. Yes, the more data you have on how to coach your team, the better.   What I know for sure is that what you do each day matters. Taking action each day creates a compounding impact on your business. The book Atomic Habits re-enforces this theory that doing something each day will make that winning habit for yourself.}

 

_{The Formula for Productivity is Win the Day! I learned this simple yet effective strategy from the Center for Sales Strategy team. The goal is to be focused each day on activities that can be more productive and effective for your business.}

 

_{I love this because it allows your seller to own and win their day. Yes, you have opportunities to go on calls in the field with them and coach them. But your calendar may not allow you to be with them every day.}

 

_{The formula, Win The Day, has your seller focus their time and efforts on what they need to do to create new business and grow their current account list. I will have an exact copy of what I share with you in the show notes.}

 

Win the Day and Create More Income
Created Business Sales Activities - the sales activity point tracker
		Monday		Tuesday		Wednesday		Thursday
	Points	Client	Total	Client	Total	Client	Total	Client
Getting a Created Business referral	3
Setting a Created Business Appointment for A Needs Analysis	8
Conducting a Created Business Needs Analysis	10
Meeting/Call with a Created Business prospect/client focused on creating or refining a solution	15
Presenting a Created Business proposal in person	30
Closing a Created Business Deal	20
Closing a Created Business Target Account	30
Renewing a Created Business Key Account	10
Renewing a Created Business Key Account for More Money	30
TOTALS			0		0		0

 

The goal is to earn 60 points a day by doing various activities, Productive activities that help your business, not just busywork. The seller gets to choose, and it will be challenging the first few days as you ask your seller to shift their focus. It's important to note that your seller can't make the points up in the week, 60 a day and 300 by Friday!   Sales is a numbers game, but what you focus on, you get! I love this formula because it gives focus and control to the salesperson. It creates a road map to successful behaviors that require action.   If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.   Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

 

Episode 154, How to create a Successful First meeting with a new client!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 154, How to create a Successful First meeting with a new client!

 

If you are in sales, your income depends on how well you do this.  

Make sales! And making sales starts with earning a conversation with the client and solving their problems. 

 

Have you ever heard the phrase No Pain, No Gain? I am guessing that picking up the phone to make a cold call to a prospect may feel more painful? But you do it. You convince the prospect to meet with you; great job. Now the real work begins. 

 

So I have a question for you?

 

You are at the first meeting you worked so hard to get.  

Are you prepared to ask thoughtful questions to help them? 

The questions you ask at your first meeting will set the tone for how the client views you and your company?

Do you have a list of questions? 

 

A great way to engage your team in your next sales meeting would be to have the group share what questions they are asking in that first meeting?

You can then break into small groups, or if you are working remotely, go into breakout rooms and discuss the most compelling questions your team should be asking that will help you gain vital information to help the client solve a problem.  

 

Your team is prepared with questions to ask the new client at the initial meeting.

 

I want to share High Gain Questions that Caryn Kopp of Kopp Consulting recommends. Caryn's company success focuses on asking High Gain Questions that I thought would be helpful to share with your team.

 

 

What is the best way to do this? 

 

 

During your First Meeting 

 

Tell me a little about your role and how you're structured there. 

 

What are the most important issues you want to be solved, or what do you wish was working better as it relates to ______________? 

 

What have you already tried that hasn't worked? 

 

What has worked? 

 

Tell me more about that. 

 

If this is nirvana for you after the meeting, what is the process for us to work together? 

 

Who needs to be involved, and what paperwork needs to be signed? 

 

What do you wish you could get from your current vendor (or vendor you previously used) that you can't get? 

 

What kinds of ____ needs do you have which are immediate versus those coming down the pike?

 

 

For opportunities uncovered: 

 

Will you be making the decision, or will there be others involved?

 

If there are others involved in the decision, what is important to each of them in choosing a vendor? 

 

If you receive multiple proposals and all things look equal, including price, how will you go about making a decision? 

 

If you are receiving multiple proposals and the proposals look different to you, how will you go about making a decision? 

 

When are you looking to begin the project, and when do you need it completed? 

 

Let's schedule a time on the calendar so I can walk you through the proposal and answer any questions you may have. 

 

How's next Thursday for you, 10 am?

 

What is your cell number (if you don't have it) so I can text you a question as I put the proposal together.

 

 

Remember, everyone's time matters, including yours. Make sure you are more prepared than your competitors by asking High Gain questions, so you have the opportunity to earn the business over them! 

 

Learn more about Caryn Kopp and how her company is opening doors to decision-makers- http://www.koppconsultingusa.com 

 

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

Confidential 2022 Kopp Consulting, LLC. All content provided herin is confidential and the sole intellectual property of Kopp Consulting, LLC and is being provided solely for internal purposes. This content shall not be republished or used in any form or in any manner without the express consent of Kopp Consulting, LLC. Reproduction or modification of any content or the creation of derivative works, therefrom, in whole or in part, without permission is strictly prohibited.

 

 

Episode 153, Five Commencement Speeches that can help your Business!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 153, Five Commencement Speeches that can help your Business!

 

It's Graduation Time! Congratulations to the parents who have kids who are graduating or the adults who earned their MBA or new certification. Three Words, You did it! It's like Warren Buffet says the best investment you can make is in yourself.

 

All graduations have some form of Commencement Speech. These speeches are Educational, Entertaining, and Inspirational and designed to help us transition into the business world.

 

I reflected on seeing if I could remember my High School and College Commencement speeches. Now that was a long time ago, and sadly I do not. Perhaps I was distracted talking to my sister Lynn and missed it. For me to retain important information, it has to connect to me. More importantly, if you can keep the message simple ( maybe three words laughing), you can recall the wisdom you learned.

 

I thought I would share a few of my favorite Commencement speeches that can apply to your Business and a simple phrase my nephew Will lives his life by that you are sure to remember!

 

View setbacks as opportunities / Steve Jobs, Stanford University, 2005

This powerful speech from the late Steve Jobs (entrepreneur, Apple founder, and tech icon) will resonate no matter where you're at in your career.

Sharing stories from pivotal events in his life — getting fired from Apple, and receiving a cancer diagnosis — Jobs explains that your setbacks often lead you to success.

 

He encourages you to approach every obstacle as an opportunity to learn and pursue the work that inspires you. He says, "The only way to be truly satisfied is to do what you believe is great work. And the only way to do great work is to love what you do."

 

Successful business owners are always willing to learn and evolve. Whether you look to podcasts, past teachers, mentors, or other business owners, you can find valuable lessons about fear, change, growth, and purpose.

 

Embrace failure / J.K. Rowling, Harvard University, 2008

J.K Rowling wrote Seven Harry Potter Books because she Embraced Failure. In her speech, J.K. Rowling talks about the inherent value of Failure: it helps you succeed. Drawing on her experience as a poor single mother struggling to publish her first book, Rowling explains that Failure can be a driving force: that liberates you from fear and motivates you to pursue what you want most.

 

As she puts it, "It is impossible to live without failing at something unless you live so cautiously that you might as well not have lived at all — in which case, you fail by default." Take a cue from Rowling and embrace your business failures as opportunities to grow and become bolder.

 

"If it doesn't feel right, don't do it." — Oprah Winfrey's 2008 speech at Stanford University.

Don't sacrifice Happiness for Money! "When you're doing the work you're meant to do, it feels right, and every day is a bonus, regardless of what you're getting paid," she said.

Oprah shared that feelings are your GPS for life. She said you could feel when you're doing the right thing in your gut. Your emotional guidance system lets you know when you're supposed to do Something or not supposed to do Something," she said.

She explained that doing what your instincts tell you to do will make you more successful because it will drive you to work harder and save you from debilitating stress.

 

"If it doesn't feel right, don't do it. That's the lesson. And that lesson alone will save you, my friends, much grief," Winfrey said. When you don't know what to do, get still, get very still, until you know what to do."

 

Spend less time dreaming and more time doing / Shonda Rhimes, Dartmouth, 2014

Grey's Anatomy, Scandal, and Bridgerton would not be possible for our entertainment viewing without Shonda Rhimes. Her commencement speech message was about what to do if you feel overwhelmed or paralyzed by the dreams you have for your Business.

 

Shonda Rhimes shares, "While [some] are busy dreaming, the really happy people, the really successful people, the really interesting, engaged, powerful people, are busy doing." Dreaming is only effective if you follow it with action — whether you're brainstorming a new business model or imagining how to grow your company. You don't even need to know what you want to do. Rhimes says the most important thing is to stay open to possibilities and start somewhere.

 

 

If there is a Will, there is Way / Will Fick Penn State 2022

Will Fick is my nephew, 24 years old, with Down Syndrome. Thanks to the Live stream, I was able to see Will in his Blue Graduation gown walk with others to get his diploma. Will earned his certification from the College of Education, "Worklink Strategies and employability ."The WorkLink program provides an opportunity for individuals with Intellectual Disabilities (ID) to participate in postsecondary experiences and education alongside their peers. 

 

This program provides Will with the skills to work in the business world.

 

" If there is a Will, there is a Way." I share this simple phrase because I believe it can inspire you with your Business. Will has never met a stranger; he is excited to learn new things.

 

As I watched Will grow into a young man, I learned many lessons from him. Be Kind, Laugh, Learn Something new each day, Let go of the past, Live in the moment, and yes, If there is a Will, there is a Way!

 

So I encourage you to stop and think about your commencement speech. What words of encouragement and inspiration can you share with yourself that can inspire you to keep investing in yourself and your future.

 

It's all about your perspective, and if you have the Will, you can find a Way!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

 

 

 

 

Episode 152 , Clear out 1,000 emails from your inbox in one hour!

Lisa Thal is an Author, Speaker, and Business Coach.  Simplify Your Sales meetings. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 35 years of marketing, sales, and leadership experience.

 

In Episode 152, Don't let emails get in the way of you seeing new clients!

Learn how to Clear out 1,000 emails from your inbox in an hour!  

 

Spring is here! Most of us do these things in the Spring. Change our smoke and Carbon Monoxide detector batteries. We move the furniture like a couch to cleanout. Get our AC units tuned up. We empty our closets and switch out our winter to spring clothes. Maybe for some of us, our winter sweats to Spring attire. Or call 1-800. Got Junk to call them and point at the things you want to disappear. 

 

Isn't it a great feeling when you go through this process? You clear out and update what no longer is working for you.

 

Let me ask you a question. What Spring cleaning do you need to do with your business? What can you clear away so you can spend more time with your clients and new prospects?

 

In your next sales meeting,  here are a few topics worth discussing.

 

• Discuss as a team the best approach to earning the first meeting. Is there a better way to save you time, a proven process when reaching a new client?
• Is it time to review your sales materials you send prospective customers? The materials you use to position the key benefits and differences in working with you and your company.
• VBR's - have you updated them to be relevant in today's business world?
• Have you taken the time to update your LinkedIn profile? Start with updating your recommendations by adding some to this year. Reach out to Happy customers and ask them to write a referral for you; for more tips, follow Jennifer Darling, who is the expert on generating leads through LinkedIn.
• Organize your email inbox! An email has become one of the ways we communicate in business. But it doesn't have to steal valuable time away from you moving your business forward. Your inbox may be a lot like your closet, which needs some purging or better organization. 

 

Apply this one-hour strategy, and you will feel more in control of your emails versus the emails controlling you and your day. 

 

Minutes 1 to 10: clear out the Junk

I like starting by sorting by who sent the email. I allow myself ten minutes to delete all the junk emails. These emails are the ones cluttering up your inbox and keeping you from the ones you need to see.

 

Minutes 10 to 30: create folders and labels

Now it's time to organize the messages left that don't need any action but that you need or want to keep. There are as many folder systems as email users, but an easy one to try is to make a folder for any topic or type of email with several messages that relate to it. So, that could mean folders like Client-specific, members of your team you coach, VBR, Research, HR, and so on. 

 

You can also create a "To File Later folder" or an "Unsubscribe" folder for anything you don't want anymore. Those are great folders to sort through when you have five minutes between meetings.

 

 

Minutes 30 to 50: Use the two-minute rule or make a to-do list for emails that need action

The emails you're left with now need action. If you do it in less than two minutes, do it now. If you need more time to take care of the message, add it to your to-do list with a notification to remind you to do it. Then, archive the email to keep your inbox clear (you'll still be able to search for it later).

 

 

Minutes 50 to 60: Update your settings for easy maintenance

You can avoid this by setting up filters that'll automatically sort your incoming messages, so you don't have to. You can set up a filter that sends them all to a "Read Later" folder. (Outlook has its version of filters called "rules" that can do some heavy lifting for you.)

You might also consider setting up an auto-reply for your Gmail or Outlook when you won't be able to reply to emails as quickly as you usually would (like if you're in a meeting, out of the office, or on vacation).

And, to fly through your messages, you can enable and learn some keyboard shortcuts for Gmail or Outlook.

 

One final recommendation to help manage to clear your inbox each day is to approach each email with "Read, Act, File, or Delete." Use these four options will help you to clear your inbox daily. It "requires real commitment," but the goal is simple: "Never touch something more than once." If possible, schedule meetings that can't run longer than 45-50 minutes so you can catch up on emails during the 10-15 minutes in between appointments.

 

So Spring into Action today! Update your systems and get rid of things that no longer serve you. This way, you can spend more time with your customers and moving your business forward!

 

If you think someone could benefit from this Episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 151, Why Mom’s are good for business.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 151, Why Moms are good for business!

 

Today's podcast is for hard-working moms who sacrifice so much for others. I thought I would share Mom Thal's impact on my career and six business tips I learned from her.

 

 

Time Management.

Clean up your room! Anyone heard this growing up. Who knew cleaning up your room would come into play in the business world. It is an aspect of any successful business career. Most moms do more before 9 am than many do before 5 pm. Get the kids up, make breakfast and pack their lunch; oh yeah, make their lunch, get dressed, and be on time for work. Being organized and managing the day is a critical skill. We spend our days Task Switching from one project to the next. So it's essential to know where everything is so you don't lose valuable time. 

 

Learn How to Negotiate.

I am one of eight kids, and the story that stays with me is when we would go to Wendy's after playing in a sporting event as a special treat. Our Mom would give us each $2.00 to buy something. I would want a hamburger, fry, and frosty, but $2.00 was not enough. So my sisters and I would do some critical thinking and negotiate with each other. I would buy the fries, and they would purchase the frosty, and we would share. It was a Win-Win situation—all of us walking away happy and satisfied.

Critical thinking and how to negotiate what you want is a learned skill that is important in the business world.  

 

Get Back up after you fall.

Learning from your shortfalls is a critical skill for anyone in business. We all learned to walk for the first time. We would fall and get back up and try again. The same applies to our business. We may have a client cancel and, through your career, face disappointments. But we must get back up and move forward. We have an opportunity to learn from every experience. Our business is a process, just like learning to walk. We crawl, we walk, we run! Moms encourage us to do the same with our business. Follow your process to success and understand that you will face some setbacks and rejections. Learn from each experience and keep getting back up. Or, as some moms say," What doesn't kill you will make you stronger."

 

Manage Crisis

When you didn't feel well growing up, who did you want to call? I wanted my Mom. There was something about telling her that made me feel better. 

My mother-in-law's favorite quote: " This too shall pass," comes to mind when facing tough business decisions, some in our control and some not. In business, you have to manage through a crisis at times. We just did the past few years- Covid and now inflation. But we make adjustments and work through it.

 

 

Relationships Matter.

My Mom is 91 and what I watched over her career is that relationships are essential in life and business. The best business advice Mom Thal taught me is that relationships matter. She created and nurtured her work relationships and her friendships. When we talk about relationships and friendships, she always says, "To have a good friend, you must be one."

Wise words I have applied to my relationships with someone I admire so much. The same applies to our business. We need to build trust, listen to our client's needs, and create solutions for their biggest challenges. 

 

Say Thank you!

My Mom taught me to say Thank you! If you want to stand out from your competition, take the extra time to write a handwritten thank you. Let the prospect and your client know how much you appreciated your conversation with them and their time. Sending notes of appreciation to those you lead will impact them because everyone wants to know they matter. Taking the time to communicate that with them will pay big dividends.

 

I want to say thank you and Happy Mothers Day to all the moms, mentors, leaders, managers, and coaches who impact those around them. Moms, know that you are making a difference in your kids' lives, friendships, co-workers, and business partners. The moms I work alongside are my friends, clients, and sisters. And those moms that are physically no longer with us, like My Mother In Law, Olivia, you are missed. 

Today we celebrate you!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

 

 

Episode 150, Are you running to or away from a sale?

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to get your sales team motivated and inspired.

 

Episode 151, Is sales a Sprint or a Marathon?

 

I have a question for you? Do you think closing a sale is a Sprint or a Marathon?  

 

This weekend in Cincinnati is our marathon that we call the Flying Pig. I started thinking about the similarities between sales and walking or running a marathon. I asked if you believe sales is a sprint or a Marathon, and I believe it's both.  

 

In 2008 I challenged myself to run my first marathon, the Flying Pig. It was something I wanted to see if I could accomplish mentally and physically. The most I had run was 3-5 miles, but 26.2 was a bit of a stretch goal for me. Driving 26.2 miles seemed like a long way to go. I started to wrap my mind around running 26.2 miles and how I would accomplish this goal.

 

I knew that I needed a plan and determination to accomplish this goal.

 

The primary elements of marathon training are:

1. Base mileage. Build your weekly mileage over time, running three-to-five times per week.
2. Do a long run every 7–10 days so your body can adjust gradually to long distances. Which consists of a 20-mile run.
3. The proper hydration and nutrition.
4. Rest and recovery.

 

The Primary elements you need in sales are:

 

Make a Commitment

It's hard to wake up one day and run 26.2 miles. It takes a commitment and a training plan to accomplish this goal. You commit to a training plan that includes the right shoes, running clothes, nutrition, and strategy on how many miles you need to complete each week to build up to race day. There is a starting point and a finish line. 

 

The same applies to your business. You have to commit to building your sales. It includes finding new clients and renewing and up-selling current clients. It includes sprinting- a sense of urgency to be the person to earn the conversation with the client. It may take more than one attempt to connect with them. You have to be the one running to them with solutions for their problems. It takes persistence and determination, just like a Marathon. It's a commitment you need to make every day to reach the finish line, which is earning the client's business.

 

Embrace the setbacks

The best approach to a marathon is knowing that it's going to be hard and that it's going to challenge you. 

The best thing to do is to embrace that it will probably suck at some point so that when it does suck, you can manage through it. And remember, it's simply one foot in front of the other at the end of the day.

 

The same applies to sales. You will face clients who cancel and choose another vendor, which sucks. But you're in it for the long haul. Learn from each experience and use it as fuel to not give up and stay engaged with that client. 

 

Remember the Why

It's important to remember why you chose sales as a career, your Why! Halfway through a marathon training, you might feel like quitting. You'll likely want to give up several times throughout your training because training for a marathon is hard; it's 26.2 miles!

 

In sales, we face the same thing. You will want to give up trying to set the intial conversation with your prospect because it's hard to get someone to make time on their calendar for you. You understand that it may take one to eight attempts to earn that meeting. Again, you are in it for the long haul, not a quick sale. So you stay the course.

 

Many Marathon runners create a more significant reason than getting fit or accomplishing a milestone -- something that, when they think of it, will inspire them to keep going. For example, some marathoners like to dedicate their miles to friends and family, and they wouldn't want to let down the people who are unique to them. 

 

I am suggesting you do the same in your business. One reason may be that you like to build relationships and help others. You may need to dedicate your time and effort to your kids and spouses to give you that extra reason to keep moving forward. 

 

I am proud to share that I did complete The Flying Pig Marathon, 26.2 Miles! A commitment I made to myself, through many setbacks and with a big WHY!  

 

I encourage you to lace up your shoes or review what you need to keep your business and sales moving in the right direction. Take it one step at a time until you cross your finish line.

 

Good luck to all the Flying Pig Marathoners on Sunday. I will be cheering for you!

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

 

 

 

 

Episode 149, What’s working for businesses!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 149, What's working for businesses?

 

Let me ask you a question?

 

What comes to mind when you hear these two words: Good Friday? Many may be thinking about the Friday we celebrate before Easter. Or, a good Friday could be when on vacation. Some of you may be thinking, Good Friday happens every two weeks when you get paid? I do like those Fridays. 

 

I will share more in a moment on how you can join a movement in looking for and sharing more Good.

 

Did you ever wonder why the News leads with the worst stories? Shootings, fires, floods, people dying, Covid numbers are rising, and car accidents. Or you think to yourself my life is pretty good compared to others. Comparing your life versus others is called comparative suffering. The premise is that your life is pretty good compared to others. But I wait until the end of the broadcast for Lester Holt to share some Good News. Yes, Finally, something good in the world. An ordinary person is doing something extraordinary. 

 

Why is News so often negative? 

Negative News grabs our attention more than good News, leading to more revenue for the companies. The news outlets encourage us to click through those headlines, establish sensationalism, and spin. 

 

I was thinking about when I play Golf. Do you think about all the good shots you hit or missed ones? I played with friends on Saturday and hit the ball well, short irons great, yet I evaluated the missed opportunities. Sure we have to focus on the areas of improvement, but we have to spend some time reviewing what worked and was positive.

 

Let's rewrite the headlines of our News, by paying attention to what is happening right in front of us, the good. We have to Mind our Minds! It may take some work to retrain our brains to look for something good. I would think we would all respond to hearing something positive shared versus the world ending.

 

Join me by spreading Good News. Let's collectively leverage the power of seeing something good and sharing it with that person.

 

Here are some examples to help share the Good on Fridays and every day with your team.

 

1. Send a handwritten note to your employee's home recognizing something good they did. It shows you took the time to think about them—especially those employees working remotely.  

 

2. Take the time to say I admire you! Your passion and persistence to help others are incredible. 

 

3. If you're in sales, Congratulate an employee for setting a new business meeting by sending a video. Share with them that you appreciate their effort and that they worked so hard to earn that first meeting.

 

4. Treat an employee to coffee or breakfast. Let them know how much you appreciate their perspective. Share how happy you are that they are a part of your team.

 

5. Wonderful! Thank you for sharing. Has someone shared an idea to make a process or system for your company more efficient?

 

6. That's Great News. Your client is adding more products to their current program. Your relationship and attention to detail, I am sure, made the difference. Congratulations on renewing your client.

 

For your customers, you can write a handwritten note that you are grateful to be working with them.

You can drop off donuts and have pizzas delivered to their team.

Share a great experience with a current vendor on your social channels.

Write a google review about your client.  

 

 

Shift your attention by looking and sharing the Good you see. Be grateful for those you have the opportunity to work with each day. Gratitude will build long-lasting relationships with your team and your clients. It creates an environment where those team members feel respected and matter to your company.

 

You have the opportunity to create a workplace of gratitude through displays of appreciation, encouragement of passion, and the effort of noticing thoughtful actions. These small gestures can produce significant results for your company and your people.

 

Help me by sharing this to others so they can join us in sharing more good!

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

 

 

 

 

 

Episode 148, Preparation, Planning and Purpose!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 148, What business and life lessons we learned from Tiger Woods playing in the Masters.

 

Did you have a chance to watch The Masters Golf Tourney? I had my eye on the Tiger, Tiger Woods. I learned many life and business lessons from watching his journey to what it took to make it to the first tee.

 

First, let me recap how many people qualify for the Masters? Ninety-one players tee off on a Thursday, and by the end of Friday, the top 50 players play the weekend. Most of us may compete against two to four different vendors. Can you imagine competing against 91 other companies each week to earn a client's business?

 

Tiger made it to the weekend and fell short of winning another Green Jacket. But he won on many levels- especially Respect and appreciation. I give him so much Respect for his preparation, planning, and Purpose to compete.

 

I am sure it took those three words and a few others to allow Tiger to step on the first tee box on Thursday. What a gutsy performance for Tiger, who injured his right leg in a car accident. Many thought he may not walk again yet nearly a year late playing the Masters.

 

We saw moments of the old Tiger as we rooted for him and witnessed that Tiger is human and faced some setbacks he fought through. You can never count him out, especially when he sets his mind on something.

 

We may not be Tiger Woods! But we have the same opportunities every day to apply the principles of Preparation, Planning, and Purpose. 

 

People don't just wake up and magically become successful because it was on their to-do list. They work hard and prepare for success! Business success relies on actual preparedness in the real world—not just a wish or hope plan.  

 

So what can you do today to Master your goals?

 

Prepare for Success.

To achieve long-term business success, you need a detailed plan. 

Many elements are out of your control- from the people, you meet to life's challenges. We all will face unexpected events, just like Tiger Wood's faced with his car accident. 

 

Preparation gets you ready to handle whatever life throws at you. Preparation means you have a can-do mindset, remain flexible in the face of stress, and focus on improving your skills. It means you keep multiple plans available. So, if Plan A gets thrown out the window, you still have Plan B. 

 

When preparation meets opportunity, amazing things can happen.

 

A prepared mind is just as essential as planning. Proper preparation prevents poor performance and disappointment. So, instead of wondering why life hasn't been going to plan, create your luck with thorough preparation and determination.

 

Plan for Success.

What does your plan for success look like for you? 

When was the last time you reviewed your plan?

Is it time to make adjustments to your plan?

 

Your road map to success begins with an in-depth plan that fully details how you'll attack the challenge ahead. Your plan should define any identified opportunities, clearly state your mission, describe your goal, establish measurable goals, and set deadlines for each milestone. Remember that while it's essential to have a plan, it's vital to be flexible enough to pivot when needed.

 

 

Surround yourself with the right people.

Tiger surrounded himself with the right people. The doctors, trainers, coaches, and so many others. Surrounding yourself with a great team is equally important. Build your business by connecting with smart, talented, and driven mentors or people who share your vision. They can not only transform your business but also accelerate its growth. Hiring positive, can-do employees helps create a culture that encourages teamwork if you're a manager. Foster an environment where everyone participates, so you can collectively celebrate everyone's successes.

 

Plan for the worst and expect the best.

Yes, we need to focus on the day-to-day, but we must plan for the future. We need to anticipate industry changes or trends that can impact our business and adapt and evolve with them. Predict what your customers will want and plan how to give it to them.

 

Have a Purpose.

Tiger had a purpose! First, he wanted to be ready to win the Master's. In doing so, he would tie Jack Nicklaus with six green jackets. He would prove that he could come back from any setbacks. 

 

Have you thought about your Purpose?

 

Every single day, Tiger's drive to do something to prepare him for golf was the difference. His mindset and his Purpose. The Purpose is our WHY! The emotional reason why it's a must that we achieve that goal we have in mind. It's our passion; when we face setbacks, we don't quit; we keep moving forward. We keep making Progress.

 

You will face setbacks and disappointments along the way. My advice, learn from each experience and keep moving forward. Mind Your Mind! You control what you think and believe, so keep investing in yourself.

 

So let me leave you with this question. What are you trying to Master? You have what it takes to live the life you want. So take the time to think about and detail how you will do it, the mindset you will create, surround yourself with the right team around you, and keep these three words in mind on your road to success:

Preparation, Planning, and Purpose!

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 147, The 3 Motivators to Why people come to work!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 147,  The 3 Motivators to Why people come to work!

WHAT MOTIVATES PEOPLE TO WORK?

Have you ever thought about what motivates you to work hard? For most of us, the answer goes beyond money or material gains. Asking what motivates people to work – what inspires them to show up each day and give their all – ultimately gets at a more profound question:

 

What motivates people in life? Values, beliefs, feelings and experiences, and basic human needs like growth, connection, and contribution.

 

People like Daniel Pink, a best-selling business and human behavior author, share the science behind what motivates us.

 

Daniel discusses the results of scientific studies on what drives people to work hard at their jobs. Surprise: It's not money – it's tapping into a person's passions and needs for significance, growth, and contribution

 

Daniel Pinks discussion on what motivates people: https://www.youtube.com/watch?v=rrkrvAUbU9Y

 

WHAT MOTIVATES PEOPLE TO WORK

One thing was clear from the research, reward-versus-punishment, the old carrot and stick systems (de)incentivize behaviors; humans respond better to incentives that engage their interests and what matters to them.

 

Three (non-monetary) drivers keep workers engaged and inspired: Autonomy, Mastery, and Purpose.

AUTONOMY

To feel like a contributing member of the workforce, employees need to feel they are both skillful and trusted on the job. Empowering your team with a reasonable level of autonomy in the workplace is one of the most effective motivating factors.

MASTERY

Whether you are the owner of the company or the employee of a growing firm, a feeling of mastery on the job is an essential part of what motivates people to work. To effectively learn how to inspire people, make sure everyone onboard has the tools and information they need to excel on the job.

PURPOSE

What motivates you to work hard? It is not money that ultimately keeps us working hard. What drives people is a sense of purpose and contribution. Invest your time discovering what inspires those you lead. What matters most to them and motivates them in life.

 

How could these factors help you to inspire your team? 

 

 Here are a few specific things that motivate people, according to science:

• Host a "hackathon." In the video, Daniel talks about one company that gives its developers one day per quarter during which they can work on anything they want. That one day of autonomy has led to fixes, new products, and strategic innovation.

 

• Provide professional development. Numerous studies have found that employees want professional development opportunities. Give your employees time to get certifications, go to conferences, take classes and improve their mastery.

 

• Create a challenge. People driven by mastery are often goal-oriented, enjoy completing tasks, and appreciate a good challenge to improve their skills.

 

• Give back. No matter what motivates you to work hard, giving to others universally makes people feel good because it fulfills many of our deepest human needs. Provide opportunities for your employees to donate their time and services to those in need. Organize volunteer days. You'll connect your employees with a purpose – and keep them around.

 

• ROWE.   Results-Only-Work-Environment. What does that mean to your workplace? People don't have schedules. They don't have to be in the office at certain times. They get their work done. We don't spend time concerned about how they do it, when they do it, where they do it. It is up to them. The results of the companies that adopted ROWE were tremendous. Productivity, worker engagement, and overall satisfaction, you guessed it, goes up.

 

WHAT MOTIVATES PEOPLE TO CHANGE?

People tend to stick to old, familiar habits unless they have a powerful reason to change. Changing a personality trait or routine can be so daunting that many people resist self-improvement to avoid the challenge. It's one matter to be driven in your career and quite another to leverage what motivates you to work hard to work on your personal growth.

 

What does the research have to say about what motivates people to change? 

 

Psychology Today reports that behavioral change occurs along two dimensions: internal/external and positive/negative. 

 

These dimensions combine in four distinct ways, each producing a different effect on the drive. 

1. When someone is inspired to change by internal factors (their passions) and positive results (like fulfilled dreams or goals), they are likely to succeed at changing themselves.
2. When someone is driven by external factors (circumstances) and positive results, they are likely to succeed at changing themselves at least partially.
3. When someone is inspired to change by internal factors and negative results (like the threat of failure or loss), they might succeed at changing somewhat but risk a relapse into undesired behavior.
4. When someone is inspired to change by external factors and negative results, they are unlikely to succeed at any level of personal change. 

 

What motivates you to work hard may differ from the specific things that inspire others, but ultimately, what drives people centers around the three main factors: autonomy, mastery, and purpose. I encourage you to use your creativity, listen to uncover what matters most to your team, and keep asking questions to discover what matters to them. Focus on what's important to them from the inside vs. the outside.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com .