Three Word Podcast

Episode 075 Why every company needs SAM!

Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

Episode 075 - Why everyone company needs SAM!

 

I realized in my 33 years of marketing and sales that every company needs a SAM Plan. I know many of you are in sales and what you have to communicate or develop for your customer is that having a better SAM could be the difference to having a profitable year.

 

Visualize this, we have products/ services on the left, and far-right is revenue and profits. What is in the middle is what I call a Bridge. This bridge is a marketing strategy that creates the opportunity to gain more market share and sales.  

 

Think about the products you use today. The car you drive, the toothpaste you use, the shampoo, the coffee or alcoholic beverage you consume, the clothes you wear, and your cell phone use. All influenced by SAM. So what's the best way to create your SAM and make sure your bridge leads you to more sales and profits?  

 

Here are four strategies to create a better SAM. 

 

Become a problem solver.  Marketing is all about solving someone's pain or providing pleasure and providing better customer solutions than your competition. Solve a problem for the consumer. McDonald's is solving several issues. People that need food fast and for a fair price. They have found a way to market to you to consider them when you're hungry and need food fast. Let's think about what you and your company can solve for the consumer. What problem are you solving for your current clients? Ask your best client the top one or two reasons they chose to work with your company. They may share some insights you can use to position when calling on other like-minded companies.

 

Whose problem are you solving?  I will ask most companies I work with tell me more about who you would like to do business with. They respond to everyone. In marketing, we call that a Family reunion. Most companies want to target everyone, but they have to have the resources to do it effectively. So start with targeting a brother or sister, that owns a home, has kids. See, not everyone has a marketing budget like McDonald's to target everyone? That's okay; let's narrow the focus to start to own the consumer that may be more profitable. Tell me more about them? Who are your current customers that you retain year over year? You want more of the Life Time customers, not just the cut my price customers.

 

Make your message matter.  How that consumer hears and processes your message is critical. You have to break out of the noise and have your message heard. If you can enter into the conversation already going on into their minds, you have a better chance of converting them your way. Keep your message simple. You know I am a fan of using three words. McDonald's uses simple phrases, I'M Lovin It. Nike, Just Do It. So Simple and impactful. 

 

Measure the results.   It's crucial to track SAM. Does SAM need to help build more brand awareness? Do we want SAM to increase website traffic? Store traffic? Do you want SAM to bring you referrals? We have to measure the results that SAM is delivering.

 

Our job is to teach our clients the road map on how best to use SAM - Better Sales and Marketing! Remember when you call on new clients, there are only two reasons they should meet with you. You are going to validate what they are currently doing? Or You have a way to improve what they are doing. Hello SAM!

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast. 

 

Episode 074 Sales does not have to be scary!

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

In episode 074, I share how everyone is in sales!

 

Many people shy away from sales because they fear rejection, cold-calling; no, I am not interested, or confrontation, make a mistake, and other reasons. Let's face it. Sales can feel a bit scary, but it doesn't have to be that way. 

 

I believe everyone is in sales. Maybe you don't have the title of a salesperson, but if your company or business requires you to work with people, you are in sales!

 

Like it or not, we are all in sales! Whether you're selling an idea, delivering a business proposal, conducting a sales presentation, leading a Three Word sale meeting, or offering a product or service – it's all selling. You are selling and marketing a message! I believe that Selling is one of the most critical skills everyone needs. #Proudtobeinsales!

 

Everyone sells something!

 

Salespeople and business owners are maybe struggling because today's sales climate has shifted. In this fiercely competitive economy, every meeting, every sales call, and every interaction with a potential customer is critical to our business. 

 

Sales are one area where many people reveal their most significant deficiency. It's not that they don't know what to say; it's that they're unable to deliver the information in a structure that's engaging and, most importantly, persuasive.

 

Call it a belief or a mindset but just a mere mention, the word "sales" scares people or brings up fear, dread, and anxiety to many. If you want to perform at a top-level, you must change your mindset and the way you think about "sales." How much is your perspective getting in the form of your paycheck?

 

Most people don't believe they're in sales, so they don't develop that skill. They refuse to admit they have to sell. Some believe that launching a website and sending out a few emails will be enough to attract new customers.

 

 

"Sales are what you do for people, not to people."

 

Think about your best client, that if you had not picked up the phone to call them with the idea that could transform their business, their sales could have suffered. Or worse, they could be going out of business.

 

In sales, we have to do this every day!  

 

Prospecting is a word that drives fear into the individual who doesn't believe that selling something to someone is for their benefit and overall well-being. We all prospect and don't even know we're doing it. 

When you start the dating process, you are prospecting for the person you want to marry. As managers, we interview employees. We are prospecting for someone who will best fit our sales needs. When you have a product to sell, you need someone to sell it to, so you have to go out and find the customers who need what you have. If you don't believe that their lives will be better because of what you have to sell them, you will sell the wrong thing or sell it to the wrong person. Target people who need your product and has the financial ability to make that decision.

 

Prospecting becomes second nature when you can implement a quote by Zig Ziglar. 

 

"You can have everything in life you want if you will just help enough other people get what they want." When you are genuinely interested in other people, you will learn what they are interested in and need your product. If they like you, and most people like those who take an interest in them, they'll help you find people who do need what you have to sell, even if they don't.

 

You must be able to communicate what you sell and identify who could benefit from what you sell. If you can't tell anyone those two things in a few simple sentences, you aren't in the right business. You must also be able to identify a need. I know these suggestions sound like "a given" for the sales pro's listening, but I have found that many of us who haven't studied the art of selling and don't yet understand how vital this skill is to your growth potential.

 

So don't be afraid anymore. Remember, sales start everything. Henry Ford famously said, "Nothing happens until someone sells something," because at the heart of every enterprise is the revenue-generating engine of sales. The auto industry would not exist if we could walk everywhere; new homes would not be built if people wanted to occupy them; the phone or laptop you listened to the Three Word Podcast would not be possible without technology. It all started with an idea and someone to sell and share the benefits. 

 

Be proud that your in an industry that changes people's lives. That's called Sales!

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast. 

Episode 073 Learn how your mattress may hold the secret to your sales!

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

Episode 073: Learn how buying a mattress improved how I provide Value vs. Price to my clients.

Do you have clients that want your product based on Price? Don't you hate that? Just think back to the last time you made a purchase, and what was going through your head? "Can I buy this for less? What type of deal can I get before buying this? Let's face it; no one wants to pay more for a product! We need to perceive we got a good deal or Value from purchasing a product or service.  

Price is often the primary consideration when customers make a purchase, but cutting the Price isn't the best way to compete. We have to find ways to make our partnership more valuable than just Price.

 

Here are four strategies you can implement:

 

Become an Expert

When your clients feel you have the knowledge and expertise, they are more likely to do business with you. You have to offer them better advice than the other vendor; you add more Value. This increases your chances of winning and retaining their business. Clients will pay for speed to market. How can they grow their market share faster? Dave was an expert when it came to mattresses. He shared his story of buying his brand—the benefits to better night sleep. Think about yourself. Are you an expert in your industry? What other education or skills do you need to be a solution provider to your customers. The best investment you can make is in yourself! You and the client will benefit from it.

 

Think like your client

 We all have family, friends, and co-workers that you connect with better than others. Why? One reason is that you feel like they understand you. Dave was masterful at making me feel like he understood my mattress needs. He asked, are you a side or back sleeper. He shared his stories of mattress shopping and the decisions we should consider when making ours. Well, the same applies to your clients. Do you know what each of your clients needs? Understand that they all may have different needs. Some clients may need sales and revenue; some may need better marketing; some may need help recruiting employees; some may need better systems to run their company more efficiently and some tactical ideas to grow market share and profits. If your approach it the right way, ask great questions; they will tell you everything. Once you know, and they start to feel that you know as well. Listen, take notes, and provide solutions as if you owned the business. Your actions will speak louder than words, and your Value will increase massively. 

 

Two ears and one mouth

One of the best lessons I learned from Michelle Levine was two ears and one mouth. Make sure you listen twice as long as you speak. Do this, and you will increase your Value with your clients. Most people are thinking of how they will respond when the client is talking. Please slow down and listen to what they are sharing. Dave would ask us questions about what we desired in a mattress, and then he would listen. We felt heard, and that built more Value.

 

Surprise and delight

It's great when someone surprises you with something you didn't expect. We spend much time trying to winning the business. So when you do, you want to retain that client for life. Clients want your knowledge, a fair price, and expect great follow up. Their needs vs. ours! Any company can set up an automated mailer for when it's their birthday. ( Do you even know your client's birthday, step one). How would you feel receiving a personalized message or a handwritten birthday note with a cake and balloons! When we do something out of the ordinary, your Value increases, and remember: with Value comes loyalty.

 

People will pay more for something if they think there is Value or benefits. I know I paid more for a mattress than I expected, and I was happy to do so. 

Remember, Adding more Value will always be the difference to earning and retaining your client's business. 

Keep looking for ways to do more for your clients to ensure they value you and the solutions you provide!

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast. 

 

Episode 072 Are you suffering from this?

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

Episode 072 You and your sales could be suffering from Low Probability! 

This episode provides several strategies to increasing your Law of averages and improving your probability ratios.

I can think of countless cases when applying the Law of Probability strategy was the difference in achieving that outcome if you put yourself in a specific situation and continue to work towards that outcome, your probability increases.

The Law of Averages says that a ratio will begin to appear if you do something often enough. For example, if you talk to 10 people, and one says yes, a ratio will begin to appear; you are at 1:10. You'll notice that once it starts, it tends to continue. If you talk to 10 people you'll get 1.

 Ask, and you get, don't, and you won't—the law of probability.

It is a simple concept and effective. The key in sales is to keep moving and keep talking to more people, keep meeting, calling, and exploring opportunities to increase your chances and increase your ratio. And this way, Mathematically, you can increase your chances of converting more clients. Repetition is the key. If you do this, you can expect this.

 

If you put yourself in the situation more times, you learn from each experience and gain knowledge along the way.  

Once you understand how the Law of Averages works, you can start making it work for you. 

 

Here are three easy steps using the Law of Averages to help improve your sales.

Know your numbers.

For many of you, you have access to a CRM program that can help track your performance. If not, create a spreadsheet of your progress. For the next two weeks, keep doing what you have been doing. The only thing you should do differently, for the time being, is to track your activities. Note the number of people you call or meet, note whether you were able to reach the decision-maker, and then, of course, state whether you sold them anything. At the end of the two weeks, review your ratios. I recommend tracking a few different things (all in ratios)

• Number of calls you made each day 
• Number of Decision Makers you reached 
• Number of appointments you set ( ratio of meetings you set)
• Number of proposals you closed (ratio of proposals closed)

Do the Work.  

After you know your Law of Averages, you can get to work meeting your sales goals. The more calls you make, the more sales you will make – now you have a clearer picture of how many calls you need to make to hit your numbers.

Consider this data according to Hubspot's study. In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today 8 - that's almost twice as many calls. 44% of us give up after only one attempt. So we need to manage our mindset. Look at the opportunity and stay patient and persistent. You can create your 8 step program to reaching the decision-maker. For example, step one research the client and have a solid VBR. Step two call to set the meeting. Step three email the client. Step four connect on Linkedin or another social channel. Step five send a successful case study from a current client.  

Improve your Law of Averages.  

There are several ways you can improve your average and generate more success from your efforts.

• Own the day. Distractions happen every day to us. Each week, map out your goals and set the agenda for the day. Review your metrics and progress at the end of each day and then at the end of each week.
• When do you make the call?   Improve your averages by calling the client at the right time based on their category. If you are calling on a restaurant, you would not call at noontime when they are busy. You would call at 8 am or 3 pm. What I discovered was Wednesday and Thursday seemed to be the best days of the week for connecting with prospects on the phone. The best hours, 4 pm-5 pm, has the highest engagement. Or call before 8:30 when a company opens, you will likely connect with the business owner. Try to avoid calling between 11 am-2 pm that has proven to be the lowest engagement hours.

After you have had some time to familiarize yourself with the Law of Averages, you can use it to improve your sales. This is why I recommend keeping track of your numbers every day, even if you think you already have a good handle on things. Look for small ways to improve your appointment setting, your pitch method, and then use the Law of Averages to determine if you are seeing results and improving your ratios.

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast. 

Episode 71 - Would your client vote Yes for you?

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

Episode 71, How do you get your client to vote Yes for you? 

 

Understanding the Six Laws of Persuasion can help you perhaps persuade your customers to say yes to you versus your competitor.

Law of Reciprocity

People try to repay what they have received from others. If someone gives you something you want, you will want to reciprocate because you feel obligated now.  What can you give your customer today to get them to say yes to you? If they are a current client, is there other value-added you can provide to them? Is there market research that could be valuable to them? Is there a creative idea that could enhance their operation? Something as simple as dropping lunch off to their team may have them leaning your way.

Law of Commitment 

Commitment to a decision is usually easier to increase than it is to abandon. This is why salespeople attempt to get customers to agree with them multiple times; after saying "yes" repeatedly, it is almost impossible to say "no" when it is time for the close. So what can you do to keep your clients saying Yes and committing to you? What can you include in your proposal or program that has them making a long term commitment? You have provided to much value that doing business with you is a Yes vote.

Law of Liking

In business, the old adage "opposites attract" does not hold true when influencing and Persuasion. When you like someone or believe that they are "just like you," you are more inclined to want to work with them. Successful salespeople work hard to establish rapport, demonstrating how similar they are to the customer. They explore their background, noting the similarities to their own. We went to the same high school or college. We use LinkedIn and Facebook to see what friends we have in common. The Law of Liking is the key to your next referral because we know people like to do business with those they know!

Law of Scarcity

If there is a limited supply of an item and only a few are left, it must be good or popular, which is what the law of scarcity suggests. If something you want becomes "the last one available," you tend to feel like you have to act immediately or you might miss out. After all, the limited supply must mean that others are buying it, and delaying might mean you won't be able to get it again anytime soon or maybe never again. This is the fear of losing out. So what can you offer? Is there a specific program that you can position is only available for a limited time. Or a unique incentive program that you can provide for a limited time.

Law of Authority

The best marketing campaigns count on authority law when using celebrity endorsements or "expert" testimonials. When people you admire promote a product or service, you may think, "If it's good enough for them, then it's good enough for me." If you use it, you may become more like them " Younger looking, wealthier, and more famous. Is there someone that has more authority or influence that would matter to your customers? It could be someone in their industry that they respect.

 

Law of Social Proof

Some of the best masters of Persuasion's art in negotiation are highly successful salespeople who do their best to make the sale and meet their buyers' needs. Another way to show social proof is to share case studies of your clients who have successfully worked with you. Create one or two personal recommendations you can share with clients you are trying to win their business.

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast. 

Episode 70, Three Tips on improving your life and business by playing the Underdog role.

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

The Underdog Advantage is a new way to look at your life and business. Having an underdog mindset is a tremendous advantage. 

 

You can apply the same Underdog Attitude to your advantage. Three recommendations to help you  propel to success.

 

Underdogs have nothing to lose. Others are expected to win, but underdogs have nothing to lose and compete without fear of loss. There are no expectations to meet. You can only go up, which takes the pressure off of you. I coach a seller who was calling on an HVAC company. Another seller said yeah, many us have called on him before; he doesn't advertise on the radio. Good luck! The seller used the underdog advantage and called on the client. She had nothing to lose. She created a very memorable commercial using kids' voices and provided a tactical solution to gain the client's confidence and " Closed an annual deal.

 

Underdogs use "The Power of You Can't." Many people at the top of their game have already reached their goals and can struggle to stay motivated, but underdogs find motivation everywhere and use it to their advantage. Sports teams use this against their opponents by saying, " Nobody believes in us," which empowers everyone. Power comes from people telling you, you cant. Many are writing off this year as the Year of COVID; business is off or down. The underdog owner or seller says game time. While other companies are sitting on the sidelines, they will find a way to have a larger share of the available business—the same for salespeople.  

 

Underdogs use enthusiasm over perfection.  Nothing can replace the excitement you bring every day! People buy from people they trust and like. Your willingness to meet with that client or find a solution will shine through. Can you think of a time when you closed a deal because you were so excited to share the solution you created? Your excitement was so contagious the client had to say yes.  

 

I encourage you to find your underdog advantages. Don't settle for what the world tells you that you deserve. Don't settle for what your teachers or boss, coworkers, friends, and family said to you that you could have. Take what appears to be your disadvantages and make it your unfair advantage. 

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast.

The Underdog Advantage written by Dean Graziosi - I highly recommend this book. 

 

Episode 69 - Learn how taking a trip to California improved by business!

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

Clients will be receptive to listen to your point of view when you give them a solution or a new perspective on their business. 

 

Our clients and prospects buy when they want to fix, accomplish, or avoid something. A study was completed by Sales Benchmark Index, which discovered that 60 percent of the time on qualified sales opportunities, there are only two reasons why they don't buy:

1. They do not believe their problem is significant enough to take action if they recognize any problem at all, or
2.  They do not think the solution you are proposing will work.

 

Provide your clients with a new perspective, and to do so, you need to have one yourself. In looking at your business, here are few recommendations to get you moving in that direction.

 

1. When calling on new prospects, try this approach to earning the first meeting. "I have two reasons why we should meet." It will validate what you are currently doing? Or Improve what you are now doing? You can share a New Perspective!
2. For your current clients, review what they are doing. Have another salesperson on the team or someone from another department review what they are doing with you. Make sure its someone on the team that thinks differently than you do. Sometimes we fall into these traps that this is what they have been doing for years. Is there a different product that better suits your client's needs. A New Perspective! 
3. New categories of business you should be calling on to grow your business. Yes, we all have that ideal customer. Have you got stuck in a regular pattern on calling on the same types of companies? Is there an opportunity to call on a new category to offer them a New perspective - a new potential customer?
4. Coaching sessions. If you do weekly or bi-weekly coaching sessions with your team, is it possible to switch those meetings with another manager. Why is that important? You have the opportunity to look at someone's else's account with a new perspective. You may have an idea or way to approach their business differently than the other manager.  

 

You have a chance to Stand Out from the competition─ by Sharing and selling with a New Perspective!

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast.

Episode 68, Do Something Different to earn the appointment.

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

Episode 68,  Do Something Different to earn the appointment. Use the power of video 

 

Here are Five proven strategies that will boost your video emails' efficacy and help you nail your digital first impression.

 

Keep the length of your video under 1 minute- Less is More.

To achieve optimal viewership, the sweet spot for video length is between 60 and 90 seconds. However, when it comes to engaging leads and cold prospects, we advise keeping your video under sixty seconds. Although more convenient than taking a cold call, watching your video still takes time out of your recipient's day. If you keep the video under a minute, you run a lower risk of losing their attention.

 

Include a call-to-action within your video

The point of sending a video isn't just to get it played. Every video you send should have a purpose and an intended outcome. If you think about nothing else before you hit the record button, determine what you'd like your recipient to do with the information you're about to provide them. 

 

Simplify your subject line

Unfortunately, adding video to your emails will not affect your open rate. Videos will boost engagement with you and your messages, but it's still up to you to craft a great subject line and send it at the right time to get your email opened.

People can typically sniff out a mass email based on the subject line itself, which many times deters them from opening the email in the first place. If you've taken the time to record a personal video, the last thing you want is your recipient, thinking it's a mass email and ignoring it altogether.

 

Few tips for your subject line: 

Remember, shorter is better ( 2-3 words)

Company name in subject line improves your open rates

First names in subject lines didn't help open rates

Don't Capitalize The First Letter Of Every Word. Humans don't talk or type like that. Therefore, when most people see a subject line crafted in such a way, they may assume it's part of an automated drip campaign. A best practice is to frame your subject line in "sentence case," or don't capitalize on anything! 

 

Your Lighting Matters

Find a well-lit area to shoot your video. Natural lighting is better and more flattering, but having enough light is key. The lighting should be in front of you and not behind you. You can buy a clip-on light for your phone or computer to help.  

 

Be Yourself to make the best impression

Have a set objective for your message. It may be helpful to write out your message, so it keeps you on track. Be authentic when recording it like your talking with a friend. You have a few seconds to engage your prospect. Don't overthink it! Be confident, Smile, and be you!

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

 

 

Episode 67, More Cheese, Please

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

Episode 67 - We explore how to embrace change when faced with adversity.

 

I think we all can agree we have faced some setbacks and adversity this year? But, Its how we respond to it that will continue to be the difference. So as you face adversity, you have the chance to adjust, embrace, and create a new way.

There is a book called who moved my Cheese. Who Moved My Cheese? Is An Amazing Way to Deal with Change in Your Work and Your Life, and it was published on September 8, 1998. The book is all about change in one's work and life and the reactions of two mice's changes during their hunt for Cheese. Imagine this book written 22 years and ago, and the lessons in the book apply to what we are facing today.

 

Five key lessons that you can apply today! 

Smell the Cheese often, so you know when it is gone bad

So crucial to monitor change! We often get comfortable in situations and tend to avoid new ones due to fear of the unknown. In most cases, we need to get rid of the Cheese that has expired. You may have some accounts that you need to get rid of that is taking time from you. This way, you can make room for new accounts. Sometimes we need to get uncomfortable. Be open to new ways, and I mean new cheeses.

When you stop being afraid you feel good

Face your fears and build your courage muscle. Our worries often make a situation changing appear to be worse than it is. Johnson's book teaches you to take stock of each scenario and helps you to put your fears aside to look to the future. Conquering your fear and approaching 'change situations' with the right attitude can put an entirely new (and positive) spin on things, allowing you to navigate the event logically and rationally.   

Imagine yourself with new Cheese.

There are roughly seven types of Cheese with each on having several varieties. 

Remember, you have many options. One Cheese does not fit all clients' tastes. Sometimes we're so focused on what we're leaving behind; we don't realize that what we're hunting for is just ahead of us. Let go of the past by setting new goals, next-level thinking, and imagine yourself achieving those goals and trying other cheeses.

The quicker you let go of old Cheese, the sooner you can enjoy new Cheese.

So imagine how many options you have to offer your clients. Adapt to change quickly! Despite your fears and apprehensions, it's vital to embrace inevitable change and acknowledge it as an opportunity for growth and development. Be excited about trying new ways to help your clients. 

If you focus on the past, it will lead you to more frustration, so instead focus your energy on shifting your business to a mindset of Innovation and next-level thinking.

Move with the Cheese and enjoy it.

Develop a taste for different cheeses. Try new cheeses ( new ways of approaching your business) and enjoy the change! According to Dr. Johnson, "That what you are afraid of is never as bad as you imagine. The fear you let build up in your mind is worse than the situation that exists." So let go of the predictable patterns you have created. Focus on the good in these new experiences! Remember what you focus on; you create!  

Episode 66, Learn How To Fail!

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

Episode 66, The Story about Jeff and what he learned about Failing!

 

Learning to fail!  I don't believe we wake up each day and say, I can't wait to Fail!  Sign me up for the course in Failing!  Our beliefs and identity they are connected to winning, not failing.  Even the meaning behind Failing is viewed as a weakness,  a shortcoming. What if we switched how we felt about failing?  We renamed it Learning!  

Learning - what does that mean.  It is the process of acquiring new understanding, knowledge, behaviors, skills, values, attitudes, and preferences.  Some learning is immediate, induced by a single event, but much skill and knowledge accumulate from repeated experiences. 

Most of us will find ourselves getting Stuck or what I call Stuckness syndrome.  It doesn't matter if you're in sales, or management.  You will face Stuckness.  

So what do you do? You learn to fail!!  Thats right, key word LEARN.  If you get stuck, you cant stay there.  You  have to learn how to get out of that place. 

I encourage you to keep asking yourself, What Did I learn?  Push yourself to do something that you didn't think you were capable of doing.  Condition your brain to stay focused on your target until you hit your goal. Commit to becoming a lifetime student of Learning! 

 

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