Three Word Podcast

Episode 259 Fall In Love!

In today's episode, I share five tips to remind us why we work and the impact we make each day. We learn to Fall In Love with what we do.

 

We spend more time working with others than with our family—unless you work in a family business or with your spouse. But most of us work with others, and how we spend our time matters. The question is, do you Love what you do? Or have you fallen out of Love?

 

Today, we're tackling a topic that hits home for many of us—how to fall back in Love with your job and refocus on the good and the opportunities, especially if you're in sales. If you've been feeling frustrated or stuck seeing obstacles instead of opportunities, join me as we rediscover what makes your work so powerful and meaningful.

 

Acknowledge the Challenges
Sales isn't easy—it's a career that demands drive, resilience, and an ability to stay positive even in the face of rejection. It's natural to have moments when the grind feels overwhelming, where goals seem unattainable, and you wonder why you're doing it. Before we get into the solutions, the first step is simple but powerful—acknowledge the challenges. It's okay to feel frustrated at times. However, the key is not to live in that frustration. Instead, we will shift perspective and refocus on what brought you to sales in the first place. 

 

Remember when you got your first client? Or, when you closed that deal, did you think it was impossible? That thrill didn't come out of nowhere; it came from the opportunities you created for yourself. And today, we will highlight how to see more opportunities, even when the climb feels steep.

Five tips to help us see the Opportunities and keep us moving forward.

 

Tip 1 - Reframe Obstacles as Opportunities
The first strategy to rekindle your Love for sales is to practice reframing obstacles as opportunities. Think about that prospect who always ghosts you after the first meeting. Frustrating, right? But instead of focusing on the obstacle, try this—see it as a test of your creativity and persistence. Ask yourself, How can I approach this client differently? Maybe it's about changing your strategy, reconsidering your pitch, or finding a unique way to offer value.

 

Every 'no' you face is a chance to refine your skills. See, obstacles are like weights at the gym—they're hard to lift, but they're the thing that makes you stronger. By reframing how you perceive them, not only will you become a better problem-solver, but you'll find yourself growing more confident in what you bring to the table.

I've learned that mindset is often the most significant make-or-break factor. This leads us perfectly to the next tip.

Tip 2 - Celebrate Small Wins
In sales, we focus on the big-picture goals—the quarterly targets, the big deals, the promotions—and while they matter, it's easy to lose sight of the victories along the way. One of the most motivating practices you can develop is celebrating small wins.

 

Did you get a positive response to a cold email? That's a win. Did a prospect agree to a meeting? That's a win. Did you have a breakthrough moment with your presentation? Also, a win! Each small win is a step toward building momentum, and when you celebrate those moments, you're reinforcing positivity in your work. You're training your brain to see the good rather than the grind.

Here's an idea—keep a 'Wins Journal.' Every day, write down three things you achieved, no matter how small. It might sound simple, but trust me, it works wonders. Over time, you'll start seeing more opportunities and fewer obstacles.

Tip 3 - Focus on the 'Why' in Your Work
The third tip sounds simple but holds immense power—focus on the why behind your work. Sales is about so much more than hitting numbers or quotas. It's about solving problems for your clients, building meaningful relationships, and creating value.

Think about the people you're helping with your product or service. When you make a sale, you don't just hit a target—you improve someone's business, team, or life. When you align your work with your purpose, those 'dreaded Mondays' turn into opportunities to create impact. It's no longer just a job; it's a mission.

 

Tip 4 - Tap into the Sales Community
One of the most rewarding aspects of being in sales is that you're part of a larger community of like-minded professionals. Don't forget to leverage that! Connect with others on LinkedIn or attend industry webinars. Share your wins and challenges—you'd be surprised how much easier it is to see opportunities surround yourself with positivity and new perspectives.

 

Tip 5 - Invest in Continuous Learning
The last tip I want to share today is to keep learning. Sales are constantly evolving, especially with technology and consumer behavior shifting daily. By investing in yourself—whether it's taking an online course, listening to industry podcasts, or even reading a new book on negotiation—you're staying ahead of the curve and keeping your work exciting.
Knowledge breeds confidence, and confidence keeps you motivated.

 

Remember, sales isn't just a job—it's an opportunity to solve problems, connect with people, and grow as a professional and as a person.

 

"Thanks for tuning in to Three Word Podcast. If you enjoyed this episode, don't forget to rate, review, and share it with your team or other sales professionals who could use a boost. Until next time, keep pushing forward, seeing the opportunities, and thriving. You've got this!"

 

Connect with Lisa:
https://www.linkedin.com/in/lisathal/
http://threewordmeetings.com
http://threewordpodcast

Episode 258 "Super Bowl Strategies for Sales Success – Why Playing Offense is Key"

In today's episode, you'll learn three strategies, mindsets, and tools for achieving success in business and life.

 

I'm combining sports and sales. With the Super Bowl this weekend, I want to discuss one of the most essential parts of any game—offense. Specifically, I'll explain why offense is such a successful strategy in football and how sales professionals like you can adopt the same mindset to gain a massive edge in your field.  

Because in sales, just like in sports, the best offense is playing to win.  

 

There are three offensive tactics from the football field and how you can use them in your sales playbook today. For instance, having a clear game plan, playing aggressively, and making adjustments are all key components of an offensive sales strategy.

 

1. Have a Game Plan (AKA Your Sales Strategy)  

No offense succeeds without a clear plan. Before that quarterback steps onto the field, they've spent hours perfecting the game plan. They know what plays they're running, which players they're targeting, and how they will adjust if the defense shifts.  

 

For sales pros, your game plan is your strategy. Who are you targeting? Do you know your prospects' pain points and how your product solves them? What's your approach for turning a "maybe" into a "yes"? Without a plan, you're reacting.  

 

Offensive Tip: Block out time at the start of each week to create your sales game plan. Identify your top leads, plan your follow-up strategy, and prepare for potential objections. You only win when you're prepared.  

 

2. Play Aggressively (AKA Make the First Move)  

The best offenses don't wait—they attack. They make bold plays and put points on the board early. Think about Patrick Mahomes or Tom Brady commanding their teams with confidence and intention. They don't sit back; they take the game to their opponents.  

Sales are no different. Don't wait for the prospect to call you. Be the one to initiate the conversation. Don't hesitate to send that second email or call to follow up. Aggression in sales doesn't mean being pushy; it means being persistent, confident, and timely.  

 

Offensive Tip: Follow the "3x3x3 rule." When targeting a lead, follow up three times in three different ways (phone, email, LinkedIn) within the first three days. The faster and more present you are, the more likely you'll stay top of mind and close the deal.  

 

3. Make Adjustments (AKA Read the Field)  

Here's the thing about football—no game plan survives contact with the opponent. That's why great offenses are adaptable. A quarterback reads the defense, makes adjustments at the line, and calls an audible to move the ball forward.  

 

Great salespeople do the same thing. Your pitch may have landed flat, you hit an objection you weren't expecting, or the decision-maker has shifted. It's your job to adjust on the fly. Listen to your prospects, understand their changing needs, and adjust your strategy to keep the deal alive.  

 

Offensive Tip: After every sales call or meeting, ask yourself, "What went well? What didn't? What could I do differently?" Use these reflections to course-correct for the next interaction.  

 

Connect with Lisa:

https://www.linkedin.com/in/lisathal/

http://threewordmeetings.com

http://threewordpodcast

Episode 257 High-Five Yourself!

Episode 257 - The High-Five Effect: Small Gesture, Big Impact on Success

 

High fives at work: trivial or transformational?

In this episode, we explore the surprisingly powerful impact of a simple gesture that might be the key to unlocking team success and personal achievement. Join me as I break down the science and psychology behind high fives, uncovering how this small action can energize your workplace, strengthen team morale, and empower individuals to perform at their best.

 

Discover unique perspectives on how fostering connection through positivity can amplify productivity and build more cohesive teams. Whether you’re a leader seeking to inspire your team or an individual striving for better workplace relationships, this episode offers actionable insights that could transform how you interact at work.

 

Learn Three simple gestures you can create with a massive impact in a workplace starting today.

 

Get ready to reimagine workplace success—one high-five at a time.

🎧 Listen now and experience the big impact of small gestures!

 

Learn more at www.Threewordmeetings.com.

 

Lisa Thal, an Author, Inspirational Speaker, and Business Coach with over 38 years of marketing, sales, and leadership experience, is the mastermind behind the book Three Word Meetings. Lisa's coaching is about creating sales and business meetings with fun and interesting 3-word topics that spark conversation and ignite excitement in sales teams

 

 

Episode 256 Weathering the Storms of Leadership!

Episode 256- Weathering the Storms of Leadership: How Your Mood Forecasts Team Success.

 

In todays episode you will learn that your mindset can set the tone for your entire team, much like a weather forecast? Whether facing high stress or calm skies, how you "show up" as a leader influences morale, productivity, and performance more than you think.

 

I will unpack the parallels between your emotional state and the weather, exploring actionable strategies to maintain clarity, optimism, and resilience—even when the forecast looks stormy. Learn how to lead intentionally, inspire your team during challenges, and create an environment where growth thrives.

 

Learn the four questions to ask yourself when leading others.

Learn how self-awareness is your Superpower.

Learn practical insights and expert advice on showing up as the best version of yourself—rain or shine. This episode is a must-listen for leaders striving to empower their teams while advancing their personal growth.

 

Lisa Thal, an Author, Inspirational Speaker, and Business Coach with over 38 years of marketing, sales, and leadership experience, is the mastermind behind the book Three Word Meetings. Lisa's coaching is about creating sales and business meetings with fun and interesting 3-word topics that spark conversation and ignite excitement in sales teams.

 

Learn more at http://threewordmeetings.com

 

 

Episode 255 Happy New You!

In this episode, you will learn the five steps to creating lasting happiness. 

 

Welcome to the New Year. If you are like me, you have reflected on the past year and created a list of intentions you want to focus on—maybe better health, drinking more water, exercise, and financial freedom. Have you considered focusing on what makes you Happy? I recently discovered a system to ensure you can be Happier.

 

I learned this from listening to a Mel Robbins Podcast with Dr. Tal Ben Shahar, a Harvard Professor who teaches a class on Happiness, one of the most attended classes at Harvard. I am excited to share what I learned about being Happier!

  

The SPIRE model, an acronym representing the five crucial elements of Happiness, plays a significant role in achieving overall well-being.

 

• The first, S is spiritual well-being.
• P is physical well-being.
• I stand for intellectual well-being.
• The R is relational well-being.
• And finally, the E is emotional well-being.

 

You will learn the five SPIRE model elements that are important for Happiness, you don't have to focus on all five simultaneously. Instead, it's about finding a balance and cultivating each aspect at different times, giving you the power to tailor your journey to happiness.

 

 

Spiritual well-being. It is about finding meaning and purpose, which are vital for spiritual well-being and Happiness.

 

Physical well-being is about nutrition, exercise, sleep, and recovery in general. 

 

Intellectual well-being is about curiosity and being a lifelong learner. 

 

Relational well-being. The number one predictor of Happiness is the quality time spent with people we care about and who care about us.

 

Emotional well-being is about embracing our emotions, accepting them, and permitting ourselves to be human. 

 

If someone can benefit from this episode, please share it. Let's spread the message of happiness and well-being together. Until Next Time. 

 

I wish each of you a Happy New You. I hope that you will Inspire to Spire!

 

Learn more at www.Threewordmeetings.com.

Episode 254 - Believe You Can!

Episode 254- The power of belief. Believe in yourself, your goals, and the possibilities ahead.

 

The message was simple yet powerful: Believe you can and will. This principle has resonated throughout the year, and I hope you carry it with you.

 

Key takeaways from this episode.

 

The Power of Believing in Something

 

Believe in Yourself

The first step in believing Something is to believe in yourself. You may have doubts or fears, but it is essential to push past them to achieve your goals. Believe in your abilities, skills, and strengths. Recognize your accomplishments, no matter how small they may seem, and use them as fuel to keep pushing your life. Believe that you can achieve anything with hard work and dedication.

 

 

Believe in Your Vision

Your vision drives you forward, and it's essential to believe in it. Don't be afraid to dream big and set lofty goals. Your vision should Be Something you are passionate about and will motivate you to work hard. Whether it's a personal or professional goal, believing in your vision will help you stay focused and determined throughout the year.

 

 

Believe in Your Team

As important as it is to believe in yourself and your vision, it's equally important to consider in your team. You can only achieve some things, and having a solid support system can make all the difference. Whether it's your colleagues, family, or friends, trust in their abilities and work together to achieve your goals. Believe in each other and push each other to succeed.

 

 

Believe in Resilience

Believing Something means that everything will go differently than it is. There may be setbacks and challenges, but resilience can help you overcome them. Have faith in your ability to bounce back, and don't let setbacks discourage you. Remember that failure is not the end but a learning opportunity, a new beginning. Keep pushing forward, and believe that you will succeed in the future.

 

 

Believe in Your Purpose

The most significant belief that you can have is in your purpose. What is it that drives you? What energizes you? What motivates you to achieve your goals? Keep your intention at the forefront of everything you do and believe in its value. With a clear purpose, you will stay dedicated and focused throughout the year.

 

 

Believing Something requires you, your determination, and a vision for the future. Now is the perfect time to reflect on your goals for the coming year and embrace the power of belief.

 

Believe in yourself, your vision, your team, your resilience, and your purpose, and use these beliefs as fuel to drive you toward success. With this mindset, you can achieve anything, no matter how big or small the goal may be. Stay focused, work hard, and maintain your belief; this year can be your best.

Believe you can, and you will!

 

 

Thank you to every one of you who listened, shared, or recommended the podcast this year. Your belief in what I am creating means everything.

 

Here's to another year of growth, learning, and, most importantly, believing in Something—and yourself. Stay tuned for bigger and better things next year!

 

Wishing you an extraordinary start to the new year, Thrive in 25!

 

Learn more at www.Threewordmeetings.com.

Episode 253 It's Separation Season!

Episode 253: Only 1% of us are willing to do this. Separate ourselves from the competition during the holiday season.

 

Have you found it hard to focus during the holiday season? It is a common struggle to navigate numerous distractions while concentrating on your business growth for the upcoming year.

 

Consider this statistic: About 99% of us fall into the holiday season trap. One percent of us will not. The 1% will use this time to Separate themselves from the competition.

 

For the 1%, the holiday season is not a distraction but a day of opportunity. They understand that Christmas is just a day, not a week or a month. It's a Holiday, not a holiday week! They approach sales as a game of inches, doing one more of what they know will lead to success. They become more creative and innovative, using the season to their advantage.

 

The year's final month often brings distractions—holiday gatherings, planning for the new year, and the urge to slow down. But for sales professionals, this is an opportunity for growth. It is what we call 'separation season'—the time to outwork, out-prepare, and outperform the competition while they're busy slowing down and distracted. This is the time when champions separate themselves from the pack, setting the stage for a successful new year.  

 

If you're in sales and ready to rise above the noise, now is your chance. By staying focused and disciplined when others aren't, you can build momentum into next year. I will explore specific strategies and behaviors you can adopt to seize separation season and leave the competition behind, such as maintaining a consistent work schedule, prioritizing high-impact tasks, and leveraging the unique opportunities the holiday season presents.

 

For instance, did you know that Fridays from 1 to 5 p.m. are the least productive times for most employees? They start to look towards the weekends and focus on non-productive tasks. But not the 'Separators '.

They are the 1% who use this time to Separate themselves from the competition. They make more calls, meet more clients, and prospect for more qualified leads. They maintain discipline in their sleep, hydration, nutrition, and exercise, creating a mental advantage over others. This discipline empowers them to stay in control and ahead of the game.

 

They seek out opportunities that others overlook. While most of us send holiday cards to our clients just before the holiday, the separators approach and think differently. What if you did something unique in the first week of December, like being the first to meet or send a personalized video message? Express your gratitude for their partnership. Write a heartfelt note summarizing your year with your key accounts.

 

To stand out at work, you must find more time to grow your business. By staying 15-20 minutes longer at the end of the day or coming in to work 15-20 minutes earlier, you can gain 100 minutes a week to focus on new accounts, make introductions from happy clients, and create strategies for your key or secondary accounts. This dedication to business growth should inspire and motivate you to take charge of your success.

 

Why Separation Season Matters in Sales  

Many top-performing salespeople understand that success isn't just about showing up; it's about doing. It's about capitalizing on the moments when others are distracted or disengaged. During holidays, colleagues and competitors are occupied with festivities, travel, and year-end fatigue. While they're slowing down, a focused salesperson can push forward, closing deals, strengthening relationships, and positioning themselves for long-term success. This is your opportunity to set the stage for a successful year ahead.

  

Here's why separation season counts:

 

1. Buyer Attention Is Unmatched—Despite being busy, the holidays also present unique opportunities. Distractions can work both ways, opening doors to one-on-one conversations with decision-makers who are otherwise tied up during peak sales periods. This is your chance to stand out and make a lasting impression. Momentum is Everything – The habits, activities, and results you build now will roll into the next year. January will come quickly—but will you enter it ahead of the pack or scramble to catch up?  

 

2. Small Gains Create Big Gaps – Incremental actions during separation season, such as booking one extra meeting or closing one more deal, can set you apart significantly over time.  Separation season is not about doing more work for the sake of it; it's about doing the right work with more focus and consistency than the competition.  

 

      3. Your Competitive Edge Starts Today   The competition may be distracted, but             you're not. By staying focused, setting clear goals, and deliberately pursuing the               right activities, you can redefine what's possible for your sales career.

 

Remember, separation season is when champions create opportunities. Not everyone will rise to the challenge—but those who do will reap the rewards when they walk into the new year already miles ahead of their peers.  

 

Give yourself the perfect gift and start today. Your effort now will determine where you stand tomorrow. Until Next time. 

 

If someone can benefit from this episode, I invite you to share it.

 

Learn more at www.Threewordmeetings.com.

 

Episode 252 Return on your time!

Episode 252 is about getting a return on your time. It's not just about working harder but about working smarter.

 

If you're in sales, you understand the value of every minute. It's about putting in the hours and making each moment count. Let's dive into how you can invest your Time to maximize results and revenue.

 

Understanding Return on Time

Let's start by unpacking what 'Return on Time' means. In sales, it's the key to efficiency. It's about identifying the most impactful activities and directing your Time towards them. Think of your day as an investment portfolio. Are you putting your Time into actions that bring the highest returns? Just like in finance, diversifying your 'time portfolio' can lead to significant gains in your sales performance.

 

 

Pinpointing High-Impact Activities

Now, the critical question is: Which activities should you focus on? Start by examining your sales funnel. Prospecting, lead nurturing, closing deals, and follow-ups—each stage demands Time, but not all actions are created equal. Look at historical data. Which activities have consistently led to closed deals? Often, those personal touches or well-researched cold calls generate more impact. These activities can move the needle in your sales career, and focusing on them can be a powerful motivator.

 

Spending quality time understanding your client's needs and customizing your presentation of solutions can dramatically increase your conversion rates. It's all about building relationships, not just transactions.

 

 

The Time-Waster Trap

We must also address the time-waster trap. These are activities that consume chunks of your day but yield little revenue. Think excessive admin work or unproductive meetings. Identify these traps and find ways to minimize them. Automation tools can be your best friend here. Remember, every minute saved from low-yield tasks is gained for high-impact activities.

 

 

Setting Boundaries and Priorities

Prioritization is your key to control and focus. Start each day by listing three main goals. What must you accomplish today to move the needle? Use techniques like the Eisenhower Box to distinguish between urgent and important tasks.

Block specific times in your calendar for prospecting and follow-ups. Treat these blocks as sacred—no interruptions! It is your Time to shine and be assertive in your priorities.

 

Time Management Strategies  

Now, let's talk let's. You might wonder, "How can I "best allocate my time?" Here are "few tactical approaches:

 

• Time Blocking:

Schedule dedicated blocks for different activities. Allocate specific hours for prospecting, client calls, and administrative tasks. This structure helps reduce distractions and enhances focus.

 

• The Two-Minute Rule:

If a task takes less than two minutes, do it immediately. This strategy keeps your to-do list short and prevents minor tasks from piling up.

 

• Key Account Focus:

Identify your top revenue-producing accounts and schedule 30-45 minutes daily to review where you can add value or make adjustments. If you need ideas, brainstorm with your manager or other key personnel. Do the same for accounts you want to grow to a key spending level.  

 

Remember, your days are finite, but your potential isn't. By focusing on high-impact activities, employing effective time management strategies, and continuously assessing your progress, you can significantly enhance your return on Time and drive your sales career forward. Let this inspire and motivate you to make the most of your Time.

 

If you enjoyed today's episode and found it valuable, subscribe wherever you listen to podcasts. Until then, keep investing your Time.

 

Remember, it's not about Time spent but the value it brings. See you next Time!

 

If you need to save time preparing for sales meetings check out:

www.Threewordmeetings.com.

 

Sales Meetings with Purpose. An innovative approach created by Lisa Thal, an author, inspirational speaker, and business coach with over 37 years of marketing, sales, and leadership experience. Her book Three Word Meetings transforms how sales managers and leaders conduct team meetings, making them more engaging, purposeful, and impactful.

Episode 251 Timing is everything.

Episode 251, we discuss how to identify your clients' timelines for doing business with you. Discover how the word "When" can help.

 

We've all heard the saying, "Timing is everything," but it can be the difference between a closed deal and a missed opportunity in sales. Today, I will unlock the power of timing and discover why the question "When?" is essential to your sales success.

 

Understanding the Importance of "When?"

First, let's understand why "when?" is such a powerful word in sales. Asking "When?" helps you evaluate the perfect moment to approach a lead, propose a solution, or convert a sale. It's about aligning your sales process with the buyer's decision-making timeline. Knowing when to act can optimize your efforts and improve your success rate.

 

Use timing as an advantage.

A great "when" question to ask a current client or a prospect when facing a timing issue would be, " When do you need to start receiving more qualified leads? When do you need more new customers?" It gives you more visibility into their timeline.

 

Applying "When?" in Different Sales Scenarios

Now, let's explore some practical applications of asking "When?" in sales.

1. When to Reach Out: Timing your initial contact can set the tone for the entire sales process. Research your prospect's industry trends and typical buying cycles. A well-timed outreach can mean reaching them when they're most receptive.
2. When to Follow Up: Following up is crucial, but it's all about balance. Too soon can seem pushy; too late, and you risk losing interest. Schedule a next appointment to follow up and set reminders to follow through.
3. When to Present Your Solution: Tailor your pitch to align with the prospect's immediate needs. By understanding when their pain points are most acute, you can present your product or service as the timely solution they need.
4. When to Close the Deal: Knowing when to ask for the sale is essential. Listen for signals that indicate readiness, like a shift from general questions to specifics regarding implementation or price. As shared earlier, When do you need to receive more qualified leads? When do you need more new customers?" It will give you more visibility into their timeline.

 

How "When?" Empowers Your Sales Strategy

Incorporating "When?" into your sales strategy enhances your timing and demonstrates empathy and respect for your prospect's schedule and decision-making process. It builds trust and positions you as a consultative partner rather than just a salesperson.

 

Real-Life Success Stories

I want to share some real-life success stories where sellers focused on the When.

• Sarah, a senior sales executive, increased her close rate by 30% after she began asking her prospects when they anticipated a solution would be most beneficial. She used this information to tailor her follow-ups and proposals.
• Mark transformed his follow-up strategy by consulting his CRM data to determine the best times to reconnect with prospects, leading to a significant boost in engagement.

These examples highlight the transformative impact of effectively leveraging the "When?" question.

 

 

In conclusion, asking 'When?' is more than just a question—it's a strategy that can significantly enhance your sales performance. By mastering the art of timing, you empower yourself and your team to achieve more significant results, giving you confidence and control in your sales process.

 

If you found this conversation valuable, remember to subscribe and share it with your colleagues. Please leave a comment or review and join our growing sales professional community.

 

Until next time, start using When in your sales approach, and remember—timing is everything!

 

Stay motivated and make every outreach count!

 

Learn more at www.Threewordmeetings.com.

 

Sales Meetings with Purpose. An innovative approach created by Lisa Thal, an author, inspirational speaker, and business coach with over 37 years of marketing, sales, and leadership experience. Her book Three Word Meetings transforms how sales managers and leaders conduct team meetings, making them more engaging, purposeful, and impactful.

 

 

 

 

Episode 250 The secret words to growing your sales.

Episode 250, learn the secret words to growing your sales.

 

We're always looking for new ways to improve our business. Today, I will break down these three words—better, more, and differently—and discuss how you can apply them to your sales strategy. Get a head start on growing your revenue for 2025.

 

Hello, everyone, and welcome to the Three Word Podcast, where I believe in the power of three simple words to transform your sales strategies and sales meetings. I'm your host, Lisa Thal, and today; I will explore three powerful words that can revolutionize your sales approach—better, more, and differently. My mission is to empower sales professionals like you with actionable strategies for growth. So, grab a coffee, put on your walking shoes, and let's get started!

 

Reflect on Your Current Sales Approach

The first step we must start with is an honest reflection of your current sales approach. Consider asking yourself:

• What's working? Identify successful tactics you've created that can be scaled or adapted to other areas.
• What's not working? Pinpoint areas where you're consistently falling short and need to change.
• How am I spending my time? Evaluate your daily routines to ensure your actions align with your sales goals.

 

By understanding your strengths and shortfalls, you can focus on refining areas that need improvement and replicate successful strategies.

 

1: Doing Things Better

First up, better. How can we refine what we're already doing? It's about more than overhauling what you're doing; it's often about focusing on our existing processes. It begins by evaluating where you are today.

 

• Focus on Customer Relationships: Start by improving your relationship management. Are you truly listening to your customers? Are you engaging with them in a way that makes them feel valued?  
• Master Your Product Knowledge: Deepen your understanding of your product or service. The more you know, the better you can tailor your solutions to meet your customer's needs.  

 

• Refine Your Follow-Ups: Craft personalized and timely follow-ups that remind your prospects of your value. Sometimes, subtle changes make the most significant difference. Stay connected to your prospects and clients. In most cases, it's a timing issue for you to do business with them.

 

2: Doing More

Next, let's talk about doing more. Doing more in your sales strategy can significantly boost your sales growth. It's about expanding your efforts and not settling for the status quo. Getting in front of new opportunities starts with effective prospecting. To enhance and increase your opportunities, consider the following:

 

• Increase Outreach Efforts: Contact more prospects to expand your reach. Consider exploring new markets or demographics that might benefit from your product.  
• Content Marketing: Contribute more to thought leadership through blogs, guest appearances on business podcasts, and social media. Position yourself as an industry expert, and potential clients will come to you. How are you marketing yourself?
• Training and Development: Invest more time in improving your skills. Attend workshops, seek mentorship, and learn from peers to stay ahead of the curve.
• Introductions: Ask satisfied clients for introductions. A client introduction can often lead to quicker conversions than cold outreach. Review the connections your clients and friends have on LinkedIn and ask for an introduction.  

 

3: Doing Things Differently

Finally, let's consider doing things differently. Sometimes, a fresh perspective can lead to breakthroughs in your sales approach.

Innovative Sales Techniques: Experiment with different sales techniques, such as storytelling or video messages, to engage your clients uniquely. For instance, you could create a personalized video message for a potential client, showcasing how your product solved a specific problem for other clients.

Learning from Peers: Engage with your network to exchange experiences and insights. Sometimes, listening to others can provide new perspectives in your approach. Remember, you're not alone in this journey. Your peers can provide valuable insights and support.

Learn to say No: We have limited time each day to create and grow our revenue. So, we must focus on the actions that move our business forward. Say yes to those actions that can impact your business.

 

There you have it—three simple words that can lead to monumental changes in your sales strategy. By doing things better, more, and differently, you can unlock new opportunities for growth and success. Remember, the potential for growth and success is within your reach, so stay optimistic and keep pushing forward.

 

Remember to keep pushing your boundaries! These challenges inspire growth and innovation in our sales strategies.

 

If this episode can benefit someone, I invite you to share it. By doing so, you'll help others and contribute to our supportive community of sales professionals.

Learn more at www.Threewordmeetings.com.

 

Sales Meetings with Purpose. An innovative approach created by Lisa Thal, an author, inspirational speaker, and business coach with over 37 years of marketing, sales, and leadership experience. Her book Three Word Meetings transforms how sales managers and leaders conduct team meetings, making them more engaging, purposeful, and impactful.