Three Word Podcast

Episode 114 What makes a perfect sales call?

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. 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 34 years of marketing, sales, and leadership experience.

 

Episode 114, Learn what makes a perfect sales call!

 

What makes the perfect sales call? A call that is planned out in detail before you call or connect. One of my first managers, Perry Samuels, would say these three words when I targeted a new customer for a first meeting, "Don't Skip Steps." He believed that following specific sequences of steps would benefit you and the client.

 

No matter where you are in the sales process creating a foundation for your sales calls is critical. It is so essential to master the conversation with your new prospect or your client. A phrase shared with me early in my career was, Question your way to the sale. The question is how the best way to do that is?

 

You need to master the best questions to ask your new prospect or client.  

 

For example:

What is the prospect or client's current situation? Have you discovered the Valid Business Reason why they should meet with you? See if you can't answer this question, you should:

 

Ask yourself what background research should you do before you call or meet? Research, Research, and Research!

 

Your background research should have two focuses: Who your client is and How you can help them.

 

The first connection can be a phone call. For example, Would you be open to a brief phone call to see if it makes sense for us to meet? I have identified a few areas in which our company can successfully help you. You will get a chance to learn more about their needs, goals, and budget.

 

So how should you research your clients to prepare for the meeting?

• Educate yourself on their company and industry.
• Have well-thought-out questions to ask about them. 
• Gather evidence of relevant clients you've worked with to show you're a good fit and not going to waste their time.
• Research your client on their social channels. Engage with them on Linkedin and Facebook to see what they are posting. See whom you have shared connections to that can do an introduction. You may discover interests or causes you have in common.
• Research recent changes in their industry (shifts in consumer behaviors towards their products, market opportunities, create ideas to help them solve a problem. For example, finding qualified employees is an area in our team is assisting companies. We are sharing the latest technologies in finding these employees so companies can continue to generate sales.
• Research their competitors to look for an opportunity for your client. Is there an idea or opportunity they take advantage of to help grow sales or solve a problem? 
• Research If they are a publicly-traded company, review their earnings reports to see an opportunity.

 

Next question you should ask yourself.

 

What are your goals for meeting with the client?

These will be different conversations.

• Is it a discovery meeting where you get to know each other and build rapport while learning how to help them?
• Is this a current client that you're sharing a new product or service line that can benefit them?
• Are your reviewing results from the prior month, the quarter where you share the results of working with you and your company to gain a renewal?
• Is there an opportunity in other divisions of the company that you can expand? We work with owners of businesses and VP'S. Gaining an introduction to the HR Director to help with their recruitment is an area of opportunity.

 

What is your desired outcome for the call?

You need to be clear with your intentions of what you need from each exchange.

• Understand the next steps after your meeting. The timelines and decision-makers needed for you to get a yes on the program you presented.
• Clarify what the client needs are and see where you can be of value to support them.
• Review your recommendations and get a commitment to move ahead. Ask is there anything you have not addressed and would like included in the program? If they say no to your proposal. Ask them what is stopping you from moving forward with your proposal? It's a way to say I may have missed an area significant to you. Can you share more about that with me?
• Ask your client the best form of communication they prefer—phone, email, or face to face.

 

The goal is to leave the meeting with as much info about your client and their needs as possible. Taking the time to research and ask great questions shows that you want clients to get everything they need.

 

So Don't Skip Steps and remember these Three Words: Research, Research, Research!

 

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 how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

 

Episode 113, Three strategies that get you in front of new clients faster!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. 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 34 years of marketing, sales, and leadership experience.

 

Episode 113, Learn the secrets to getting in front of new prospects faster!

 

Don't Give Up! 

Three words to remember when trying to get in front of new prospects. If you want to learn the best practices of earning the first meeting, you will love this podcast!

 

I share a conversation with Kim Alexandre, a Media Consultant, Coach, and experienced Sales Trainer from The Center for Sales Strategy. She shares her secrets on getting in front of new prospects faster.

 

Key takeaways from our conversation.

 

Become a mental Post-It note in your prospect's mind

• The importance people skills play in your approach.
• What to do if you frequently misread situations ask for more infield coaching days with your manager.
• Create a self-help plan.

 

The benefit of being persistent with a purpose

• Learn how to avoid feeling like a stalker.
• Using the buyer persona to determine your best approach.
• Don't be afraid to "take a break" or "break up." Most of us are super competitive and want to fight until we close them. Stop; there may be a time that you break up. 

 

Make the first impression 

• Humanize your approach at the beginning.
• Subject lines matter to gain the client's attention.
• Nailing pre-text of your subject line to gain their attention.

 

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 how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

Episode 112 Are you a Super Hero at work?

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. 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 34 years of marketing, sales, and leadership experience.

 

Episode 112, Are you a Super Hero at work?

 

We all love Super Hero's like Superman, Superwoman, Batman, or the Avengers. But is being a Hero at work the answer?

 

So I have a question for you. Do you consider yourself a Hero Leader or an Interdependent Leader? If you are not sure, you will look at how you lead differently by the end of this podcast.

 

I participated in a 100 Wise Women Breakfast where we discussed this topic in great detail. The group included women like myself across various industries in leadership roles. Also included were Rising Professionals who were new are a few years into their job to gain different perspectives on Leadership.

 

We broke into small groups and discussed a Ted Talk: A Guide to Collaborative Leadership by Lorna Davis.

 

In the TED Talk, "A guide to collaborative leadership," Lorna Davis explains the difference between what she calls "hero leadership" and "interdependent leadership" and how the world requires collaboration to solve complex challenges.

Link on her talk below:  

https://www.ted.com/talks/lorna_davis_a_guide_to_collaborative_leadership?language=en

 

She describes the "hero leader" as someone who presents the image of having the right answer all the time. In these situations, followers often are not engaged, assuming they have no role in achieving a solution. Yet, Davis shares, "in a world as complex and interconnected as ours is, we must rely on one another…we must have radical interdependence."

 

During our group discussion, we discovered that many of us work with Hero leaders vs. Interdependent Leaders. We shared different ways we could focus on what we each could do to become more Interdependent Leaders.  

 

I started to reflect on how I lead. I made several shifts in how I coach my team. For example, I do weekly coaching sessions with my team where we meet in my office, discuss their business and any ideas to help move their business forward. It's a very collaborative meeting. But I started to think, could the environment feel or be more productive if our discussions were not in my office. I decided to meet in an open space at a table that feels more were in it together. Other account executives would walk by and smile.  

 

Another example is always looking for better ways to serve our clients, creating better processes, and growing revenue. We selected five team members to join another manager and me at breakfast ( outside the office) to get their insights and recommendations on the complex issues we were facing. We didn't need to be the Hero's. In most cases, the team has better ideas to help us solve the problems. Plus, if it's their ideas, they are more likely to be a part of solving it. As a team, we become more Interdependent. These are a few examples of what I have implemented.

 

I thought I would share her three ( yes 3) essential differences between "Hero leadership" and true collaboration through "Interdependent leadership."

 

They set goals differently.

• A hero sets a goal that can be individually delivered and measured.

 

• An interdependent leader instead sets goals that are impossible to achieve by one company or one person alone. They work with others in the industry to solve shared problems.

 

They announce goals differently.

• A hero only announces goals when the plan to achieve them is carefully crafted and precise and when there is a certainty of meeting the goal. The stage sets up for "the big win."

 

• Interdependent leaders and collaborators are willing to share their goals before they have a plan. Often, these goals they set are unable to be met without the help of others. These announcements are often invitations for others to join in the pursuit of the solution together. People want to know they matter!

 

They have very different relationships with others.

 

•  A hero sees people as either competition or loyal followers. Heroes want control over everything, and because of this, they often do not seek input from others. They often wish to the credit of success alone.

 

• Interdependent leaders recognize their need for other people. An example is how these leaders run meetings where people are encouraged to "collaborate and communicate and share ideas." People look for ways they can be involved in the process during these meetings. Interdependent leaders help others feel that their time is valuable and essential.

 

• Interdependence is a lot harder than being a hero, says Lorna Davis. It requires adopting traditionally not accepted behaviors in leadership roles: openness, transparency, and vulnerability. I think about Brene Brown and her work of becoming a more vulnerable leader. These behaviors do have some risks. However, she says, The joy and success of interdependence and vulnerability are worth the effort and risk.

 

To solve complex, interconnected problems, there is a need for interdependent leaders.

 

So the question is, do you consider yourself a Hero or Interdependent leader? Knowing the difference now, how will you begin to shift to become more collaborative as a leader?

 

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 how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

Episode 111 Learn the sales secret on how to compete at the highest level!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. 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 34 years of marketing, sales, and leadership experience.

 

Episode 111, It's all about how to compete at the highest level. Learn the one sales secret to your success!

 

This week the Toyko Summer Olympics begin! Team sports like basketball, soccer, and individuals giving their all in Track and Field, Swimming, and wrestling. After training for over four years, each athlete has one moment to compete for a chance to stand on the podium that declares they are the best! We get to witness the best athletes in the world competing for the gold medal. 

 

I was thinking about all the processes these athletes undertake in their sports to reach the Olympic level. To make the Olympic team is hard, and only a few get to that level. The percentages vary by sport. For example, to compete in Swimming, it is .0013% to compete.

 

"There are about 10,000 athletes in the Summer Olympics. With the world population at about 7 billion, the chances of making it that far are about 1 in 562,400," says Bill Mallon, past president and co-founder of the International Society of Olympic Historians.

 

What skills are needed to be an Olympic-level athlete?

A great advantage would be if you had the physical abilities to excel in a sport, and speed, strength, endurance, and coordination are vital. One of the most significant advantages to success is determination.

 

So I started thinking about what Traits Olympic athletes have with the top 1% of sales performers.

 

Determination.   You must have a never-give-up attitude.  Despite all of the setbacks athletes face, they keep coming back better than ever. The same is true for top sales performers. They turn a setback into a comeback. They take the opportunity to learn from their shortfalls, learn from the experience, and prevent it from happening again.

 

Stay consistent.   The top performer stays focused and consistent. They understand that every day may not be award-winning. But what they do realize is the staying the course and remaining consistent will have a long-term payoff.

 

Prioritize your training.  Top sales performers prioritize their training. They invest in themselves by reading sales books, blogs, online courses, and listening to podcasts. They attend conferences and have a desire to find a better way of doing business. 

 

Be Goal-oriented  The goal that Olympic athletes are working towards is a Gold Medal. In sales, we are working towards a plan as well. It may be a financial goal or a goal of contribution. Understanding what must get done each day - the daily goals are necessary to achieve that overall goal. For sales leaders, this may be as small as being proactive with just a few calls a day, but it pays off big time in the long run. Define your long and short-term goals and find the discipline to track your progress.

 

As I shared earlier, 1 in 562,000 can compete in the Olympics. What is the top 1% in sales doing to compete at a higher level?

 

The bottom 99 percent and the top one percent of salespeople have something in common: they are both creatures of habit. The bottom 99 percent talk about their products or services to clients. They sell features, benefits and ask for the order. Yes, these sellers have conviction, energy, or enthusiasm.

 

But the top one percent of salespeople train differently than the 99%. See, they focus on one critical skill that sets them apart from others. They consistently repeat this behavior over and over because they know it is their secret to sales success? 

 

The top one percent of salespeople ask the right questions. 

 

The best sales talents don't pitch their products and services, and they ask questions. They ask intelligent, strategic questions immediately on a first call or meeting. The top 1% create a system of questions they need to ask to help their clients.

 

This simple three-word ( ask better questions) strategy is exceptionally effective. See, the more questions the salesperson asks, and the more information the prospect or client share, the better you can solve their business issues.

 

The most critical question the top 1% of salespeople start with qualifying questions to determine if the prospect they are speaking with is even worth their time. They ask questions about their pain points, decision-making process, timeline, and budget. Within minutes, they know if they are qualified prospects and have the resources and ability to work with them or move on to the next. 

 

The Top 1% focus on pain points, asking how the current situation impacts their business and future growth. They actively listen and repeat what they heard back as a confirmation that to the client. 

 

The Top 1% create a roadmap of success with their clients. They understand the KPI's and how the client will measure success. This way, they can make the necessary adjustments to ensure they exceeded their clients' expectations.

 

Here is my challenge for you. Challenge yourself and your team to fine-tune your approach to asking better questions. The next time you're on the first call with a prospect, don't talk about your product or service. Be prepared and ask the better questions instead, and map out your strategy for the next meeting. Stay consistent and determined and perform like the top one percent.

 

No matter what role you play at your company, keeping making progress, stay determined, ask better questions and strive to be the 1% in your field. 

Go, Team USA!

 

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 how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

Episode 110, Time To Recharge!

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. 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 34 years of marketing, sales, and leadership experience.

 

Episode 110, Why taking a vacation is good for your business. It's Time To Recharge!

 

I recalled a moment from a vacation I shared with 8 of my best friends. I was running my dogs and started laughing out loud! Likely many of you, you haven't been able to see, let alone spend time with your friends. We planned a girls' trip to Hocking Hills, where we rented a house to get away, recharge, and connect.

We gathered, we embraced, hiked, sat poolside listening to our favorite music, laughed, cooked together (excellent cooks, may I add - not me), sat by the fire pit with our favorite beverage updating each other. The excitement of seeing my friends for an extended period brought me joy and happiness. I had never laughed so much as this trip! This gathering I would title unforgettable fun!

 

This vacation had an enormous impact! Probably because of covid and many of us had not seen each other outside of zoom happy hours and phone calls. We needed an escape from our homes and work! Many of us working more hours than we typically would.

 

When work is overwhelming, and your work-life feels out of balance, it's time to ask yourself, "Should I go on vacation?" The answer is Yes! People are working more hours and taking less time off, have not been able to get away or gather with family and friends, bringing on various mental and physical health challenges. 

 

Why are vacations critical to you and your business? It gives you a chance to recharge. Studies show that managers and employees that take a vacation experience an increase in productivity after returning to work, which can positively impact the rest of the team.

 

Employees who take time away to recharge return to work with more energy and innovation to invest in the company's success. 70% of employees who regularly take a week-long summer vacation say they are driven to contribute to the companies success, compared with 55% of those who don't. 

 

O.C.Tanner completed a study that recently asked 1,000+ workers across the country about their experiences and thoughts regarding summer vacation. For those employees who regularly take a one-week or more extended vacation in the summer, there are positive correlations between their workplace engagement levels and work ethic:

 

 • 70 percent of respondents say they are highly motivated to contribute to the organization's success instead of only 55 percent of respondents who do not regularly take a week-long summer vacation. 

 

• 63 percent of respondents say they feel a sense of belonging at the company where they currently work instead of only 43 percent of respondents who do not regularly take a week-long summer vacation. 

 

• 65 percent of respondents say they have a strong desire to be working for their organization one year from now, as opposed to 51 percent of respondents who do not regularly take a week-long summer vacation. 

 

Do you know what else vacations do? They Boost your happiness!

Research shows that planning a vacation can boost your happiness. Some people experience an elevated mood up to eight weeks before the trip. You all have experienced this while planning your vacations—the anticipation of seeing family, friends, the beach, the mountains, or your happy place. I experienced extreme happiness planning and attending the Girls trip to Hocking Hills!

 

The bottom line is, take a vacation! When you take time away from the stresses of work and daily life, it can improve your physical and mental health, motivation, relationships, job performance, and perspective. A vacation can help you feel recharged and more prepared to handle whatever comes when you return.

 

So get to planning and booking your next vacation. I would love to hear where you've headed for your getaway, and send me pictures of you recharging!

 

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 how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

Episode 109, Time To Review?

Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. 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 34 years of marketing, sales, and leadership experience.

 

In episode 109, we do a mid-year check-in to review if we are on track to exceeding our goals.

 

Well, it's hard to believe that it's July, and for some of you, your year is ending. For many others like me, we are halfway through our year. I have a question for you, " How's Your Year going?" Is it progressing as you envisioned? Has it gotten off track? What goals did you set for yourself and your team during your annual review? Most people did their yearly reviews with their team in late November, right in the middle of Covid. We discussed and created a performance plan based on what we knew then.

 

The question is, do you wait for the year to end to see if you were successful with your intentions for the year? Many of us check the box and file our annual review. The next time we review it is a year later. I was thinking about the word review. A review is a formal assessment or examination of something with the possibility or intention of instituting change if necessary. So we must be reviewing our year each day, each week, and every month to see if we are on task to achieving our goals. Plus, we all love to make progress in everything we do!

 

If I asked you what your action plan included for this year, would you recall it? If your sales or management, you may have set your intention on growing revenue and exceeding budget. What else did you decide to accomplish this year?

 

So I decided to pull out my review to see if I was on track or if I need to make some shifts and adjustments now that I am mid-year. My number one goal is to exceed my revenue goals. I am exceeding one area and need to make some shifts in another revenue line. If your Coaching others, do you have the right talent to help you get there? It is about recruiting the right talent and fit to help you achieve your revenue goals.

 

I am lucky to work with the most talented leaders in the industry, but I am not immune to someone leaving. I discovered that I don't have enough sales leaders in my pipeline to hire for the next opportunity. After reviewing my list of sales talent, this is an area I need to shift my attention and take action on every week.

 

I decided to walk my sales leaders through the same process; I walked through this process in our weekly one-on-one coaching sessions. We discovered that we need to make some shifts and reset in other areas. What we thought served us in a strategy late last year required updating mid-year.

 

Great sales talent and leaders are always looking for better ways to improve their performance.

 

I used five questions with my sales leaders as a mid-year touchpoint.

 

• What did we set out to do this year? (restate goal(s) and how we agreed we would achieve them)

 

• What is working? (and how can you do more of that) Yes, we want to keep doing what is working! Take the time to celebrate those accomplishments.

 

• What do you need to say no to that is not working?  What activities are stealing time from you and not helping you produce the results for you?

 

• Are there new market opportunities that could provide new sales opportunities?   For example, helping companies find qualified employees is a significant opportunity of focus for our team. Think about new options you have today that perhaps you didn't six months ago. 

 

• List one adjustment you will make to improve your sales? Should you be prospecting more? Improve your appointment settings? Ask for a referral from a satisfied client or Increase your average sale? Do you need additional sales training or better processes?

 

If you Manager or lead a team, here are a few other questions to consider.

 

How is your team performing to plan YTD?

 

What did you plan for this year, and it's working?  (If yes, Do more of it!)

 

What is not working and needs to be adjusted? ( Focus on the activities getting you the results you need.)

 

How is your sales talent pipeline of leaders?  If someone gets promoted or leaves your company, do you have someone that can step into that opportunity? 

 

Lastly, based on your mid-year review, what have you learned, what changes need adjustments to ensure you exceed your goals?

 

A midyear review check-in is something I recommend for your business and personally. You have time to make adjustments to finish the year strong and keep making progress and building momentum as you enter into 2022. Yes, the new year will be here before we know it. 

 

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 how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

Episode 108 Could your Sales use a little Spark?

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 34 years of marketing, sales, and leadership experience.

 

In episode 108 - Learn Seven tips to Spark Your Sales!

 

How's your year going? If you're on track or crushing your budgets and quotas, Congratulations. If your falling short, then you may find this podcast helpful. You may be looking for something to help Spark your Sales. 

 

Here are seven tips you can do to Spark your sales. 

 

Add More Value.

Think about the products and services you buy? I have a feeling that it's not always about price. Instead, the product/service that adds more value to your life. Most clients buy from those that add or show value in working with them. Your clients are no different.

 

Your clients see value in many different ways. A product might save them time, create more revenue, improve their operation, build employee morale and engagement. But ultimately, customers will only purchase a product that they think will benefit them. In the end, the person that earns the business does these three words: Adds More Value! What solutions can you provide to your prospect or client?

 

A great question to ask to add value would be the following.

"Our research has shown that the industry/market has been going in an upward/downward direction over the past days/weeks/months."

Again, this shows you've done your homework and share something of real value with your client.

 

Learn to Listen.

More than two-thirds of clients agree: listening to their needs is essential to create a positive sales experience. So all you have to do is ask better questions and listen.

Learn about your prospect's business. Spark their interest by asking your client about their industry, trends, what they're doing to stay ahead, and even why they got into that industry. If you show interest in your prospect's business, they'll feel influential and respected. You will earn their trust. Everyone likes to talk about themselves; all you have to do is ask them.

 

Keep Building Trust.

Think about this static, only 3% of buyers trust sales reps. Talk about no Spark! This trust deficit is one of the biggest problems facing salespeople. No matter how well you explain the value of your product or recommend a specific solution if your prospects don't believe you… you're facing an uphill battle.

 

But fortunately, there is a way to develop that trust by consistently demonstrating expertise. Sharing that knowledge with your prospects shows that you understand the industry and empathize with their challenges.

 

A great question to build trust would be the following. "My experience in this field shows that the market is improving/getting better/more profitable, so my recommendation is to invest in product x."

You will earn the trusted advisor position and helps the prospect trust your opinions and create more opportunities for themselves.

 

Be A Resource.

Stay focused on how you can help your client. Stay focused on understanding what your customer needs and provide them with solutions.

Share industry trends and how to help improve their sales and operation. Or share the following statement: "Like most of our clients, no doubt you must be experiencing an upturn/downturn/increase/decrease in xxx part of your business."

Using the phrase 'Like most of our clients' says that you will share some valuable market information, pique their interest in hearing more.

 

Persistence pays off.

I read an article from Hubspot that shared some great stats on how staying persistent can pay off to you.  

 

• It takes an average of 18 calls actually to connect with a buyer.
• Only 24% of sales emails are opened, which means 76% don't get opened. I would recommend calling and starting a conversation.
• 80% of sales require five follow-up calls.
• 44% of salespeople give up after one follow-up call.

 

Selling is all about relationships.

How do you keep the spark alive? Ted Rubin – who wrote the book Return on Relationship, understands this principle. The word "Relate" is in the word Relationship. The more relatable you are to your clients, the better opportunity you have to work with them. When you spend your time having conversations with your clients about how you can help them, you will gain their trust and have a better chance of being referred to other businesses. 

 

Share Success Stories

Clients want to work with companies that have a proven track record. The best way to do this is to share similar companies' stories to highlight the success that they could have with your product- since they'll want the same success. If you have a past success that's in the same industry, mention that to them. They'll be more interested because a competitor has had success with your product. 

 

A great statement story to share could be the following. "The key influencers in our industry see an upturn/downturn in the near future, so my suggestion would be that fill in the blank."

 

To spark your sales, you need to spark a conversation! Become that trusted advisor by listening, more value, become a resource, become more relatable, and keep sharing your successes!

 

Happy 4th of July and to a road of Financial Freedom!

 

 

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 how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

Episode 107 -Is it time to Makeover Your Meetings?

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 34 years of marketing, sales, and leadership experience.

 

Episode 107: Is it time to Makeover your Meetings?

 

I was listening to a Brene Brown Podcast, and her guest was Priya Parker, who wrote the book The Art of Gathering. How We Meet and Why It Matters. It was highly thought-provoking on post-pandemic how we will gather together and Why we gather. A deeper discussion centered around meetings in general and the Purpose of those meetings.

 

Well, you know, it grabbed the attention of the girl who wrote the Book Three Word Meetings. So I thought to myself, What a great time to think about all the meetings I attend or lead and think about how they could be better and if they needed a Makeover.

 

What is a meeting? It is where people discuss issues, improve communication, share ideas on improving processes, ideate on how to generate revenue. One of the main reasons I like our weekly team meetings is that the team is together! It's time to connect, collaborate and create conversations and Inspiration.

 

Whether you're still working remotely or back full-time at work, you're still meeting, so let me ask you a question? Could your meetings be better? I would think most of us would say yes! So how do you begin to Makeover Your Meetings? We attend various meetings throughout our week, Sales meetings, Department Head meetings, One on One coaching meetings, client meetings, brainstorming meetings, team collaboration meetings, etc.  

 

I thought I would share the five questions I used to Make Over our weekly Leadership meetings. Most people would call this meeting their sales meeting - more about how you title your meetings later in the podcast. You can apply the same filters when reviewing your meetings.

 

Step One: What is the Purpose of the meeting?

The most critical question you need to ask yourself. What is working, and what needs a makeover? What is the Purpose of the meeting and the outcome you are looking for in your meetings? Every gathering should have a result. When invited to a Dinner Party, you know the Purpose and what to expect. Think about your meetings. For example, is it to gather your team to educate them on new products or services? Is it to have them work together to solve a business challenge? Is it Team Building? Educational? Inspirational? If you're struggling with the Purpose of your meeting, then I recommend asking yourself, Why are you meeting?

 

Step Two: When and How often should you meet? 

We have our Leadership meetings every Tuesday at 8:30 am for an hour. The question to think about is it necessary to meet every week? You may discover that meeting Bi-Weekly or monthly makes more sense. As a management team, we made a decision only to have meetings with Purpose. The length of the meeting matters as well, and we don't force content to fill up the hour if we don't have the material or content. If the content is 30 minutes long, then the meeting ends early! Imagine that as a salesperson, more time to develop your business or spend more time with your clients.

 

Step Three: Name your meetings. 

What you title your meetings set the tone for your time together. Most people name their meetings – sales meetings. We call our weekly meetings Leadership Meetings. Yes, we sell marketing solutions to our customers, but the Purpose of the meeting is to think like a Leader. The word Sales feels very different than Leader! The importance of naming your sessions is that the people attending have a better idea of what they can expect. An Off-site meeting feels different than a meeting in a conference room. For example, guest Speaker, Breakfast, brainstorming, or grow revenue meetings creates a picture in the minds of those attending. 

 

My Leadership Meetings – I use 3 Words to frame every meeting. There is a purpose behind those Three Words. The words reflect the Purpose behind our gathering.  

 

 

Step Four- Engage your team. 

Ask your team for feedback. Remember this meeting is for the team. In your next Leadership meeting, I recommend breaking your team into small groups. Ask them what they find helpful to share during your time together. Would they like guest speakers? Do they want Inspiration or collaboration during their time together? What needs to go and no longer serves a purpose to the meeting? How often should you meet? What could we Makeover to help them? Learn trends in your industry? Do they want music when they walk into the room or on Zoom?  

 

 

Step Five – Be open to the team's feedback. 

We walked our Leaders through the process I shared with you. It gave us insights on what needed to go and what new concepts would benefit our team.

 

So here's to your meetings and gatherings having more Purpose and engagement. I would love to hear your experiences in Making Over your meetings!

 

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 how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

Episode 106 - The advice you should listen to from your Father!

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 34 years of marketing, sales, and leadership experience.

 

Episode 106, The advice you should listen to from your Father!

 

Happy Pre-Fathers Day to all the hard-working Dads!

 

In this week's episode, I share my conversation with some of the hardest working Fathers I have the pleasure of working alongside. They share the Three Words they live their life by and the Three Words of advice for their children.

 

The one theme all these Fathers have in common is Work-Life Balance! Spending time with their families and their kids is a priority.  

 

Special thanks to the Hardest Working Fathers at Hubbard Media!

 

Nick Collins: Do It Together and Three words of advice for his kids, Always Be Yourself!

Terry Moore- Preparation, Persistence, and Patience. His Three Words of advice for his kids and grandkids, Faith, Family, and Finance.

Ken Marmer- No Practice Life and Three Words of advice for his kids, Try Each Day.

Kelby Dreisbach- Speak The Truth and his Three Words of advice for his daughters, Believe In Yourself!

 

Think about the Three Words you live by or what Three Words of advice you have for your children!

 

 

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 how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

 

Episode 105 Become a Goat!

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 34 years of marketing, sales, and leadership experience.

 

In episode 105, we learn how to become a GOAT - Greatest Of All Time by Competing Against Yourself!

 

Let's give up for Phil Mickelson. He provided what we love about sports, watching someone special do something special, something unexpected. Phil shared, "That is why he keeps showing up."  

 

I watched a historical moment! Phil Mickelson win at Kiawah Island, S.C. at the age of 50 years and 11 months! You may be thinking, what's the big deal.

 

Phil's ability on a golf course, the body of work he has established over more than three decades in the public eye, has gotten lost or diminished the past few years. That is why winning this PGA Championship, so unlikely because it made him the oldest major champion ever at age 50, means so much.

 

His last win was in 2019 at Pebble Beach and his final major championship trophy in 2013 at Muirfield. Since September, he missed six cuts. In the eight in which he was around for the weekend, he never once finished in the top 20. He had fallen outside the top 100 in the Official World Golf Ranking. He needed special exemptions to get a spot in significant championship fields.

 

"The difficulty is when you're not making advancements, and you're putting in the work, and you do not see the results, to stay consistent and to stay committed," Mickelson, 50, shared with reporters. I thought about what he said. You have to be honest with yourself and reflect on where you are today and where you want to be tomorrow, a week from now, a month, or a year.

 

Let's face it as it's hard enough to win when you're competing with the talented golfers in their 30s, never mind in your 40s and now, according to golf, in your senior years. Ouch, as I am in the 55+ crowd. So what I learned from playing golf and watching Phil become a GOAT - Greatest of All-time at the age of nearly 52 is that Phil was competing against his personal best!

 

I understand all of you listening have direct competitors that you compete for business with every day. Is the real learning lesson or takeaway that our focus should be on competing with ourselves and figuring out ways to become our very best? Phil's knowledge of the game and experience is vast. But he had to re-invent himself by not only eating better, building physical strength and mental toughness to compete. By focusing on your capabilities and limitations, you can adapt and refocus your business goals to compete to improve yourself. Taking ownership of the competition internally so you can improve is the best way to create longevity and ride the highs and the lows of business.

 

I had a few thoughts about how we best start to focus on what we can control, which is us!

 

Competition vs. Comparison

Focusing on competing against yourself is the key to a successful mindset because you eliminate the chance to get into the comparison game with others. If we compare ourselves with others, we distract ourselves from our control, such as how the other team members are doing, habits, and daily processes. If we focus only on ourselves, we can work on our strengths and weaknesses to find the most effective and unique ways to connect and sell to our customers. Tracking your progress is essential in taking personal accountability for your circumstances. It's necessary to track your progress. Do you have the energy all day to work with customers? Is your appointment setting improving? How are your conversions to conversations to closes going?

 

Effort is Key

In sales, talent is a contributor to success. The more significant factor is the effort to maximize every possible opportunity. Whether you are at your first sales job and going through the motions, or you already have 34 years of experience, showing up and learning every day is crucial. Planning and managing your activities is a game changer! To become a GOAT - you must focus on your priorities at the beginning and end of each day! Is there an area you need improvement? Be honest and push yourself to start to learn better ways of accomplishing them. You may need to ask for honest feedback from your manager or another co-worker. Remember, learning is earning!

 

 

Invest in Yourself

It starts with working harder on yourself. Are you physically and mentally strong enough to compete against your best? That is what Phil had to do. He learned about nutrition, how to physically push himself, and mentally stay calm in the chaos. Going above and beyond in building your skill, experience, and network means investing in yourself. Continue to add even one percent daily to your professional development, and the results will follow. Building relationships through networking is significant in creating new opportunities. Also, find a greater purpose in why you are doing what you do because it will be a great reminder on the tough days. When things start going bad, break the pattern by doing something that will maximize your future opportunity. People like to work with those who have a winning attitude, even when things are not going to their advantage.

 

Practice makes Perfect.

Phil, like many PGA Pro's, practices every day. He hits shot after shots. Putts all lengths, so when the time comes, he has already built the muscle memory to perform. He has built Mental Confidence! Ask yourself when you practiced what you would say to start a conversation with a new potential client. How about practicing your first meeting to anticipate any objections they may have or practice your presentation. 

 

See, For things to get better, you have to get better.

 

My vision for each of you is to become a GOAT - Greatest of All Time, for yourself. Each day learns something new that will improve your performance. Yes, it's human nature to compete and beat others. But the actual game is won when we Compete Against Ourselves!

 

 

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 how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .