Three Word Podcast

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 .

 

Episode 104, Turn a No into a Yes!

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 104, Learn the technique to turning a No into a Yes!

 

Well, It's human behavior for us to avoid any negative experiences. I think you will agree that no one wants to be a Negative Nelli or face negative experiences if they can avoid them. If you're in sales, you experience the word "No." You can call them objections or rejections, but let's call it what it is, a prospect is avoiding us and perhaps not interested in your product or service.

 

So the question is, how can you tell they want to say no?

 

In sales, you want to get the "no" as soon as possible so you can move on. Otherwise, your prospect will steal time from you and drag you along for weeks or months without giving a definitive answer. 

 

I call this "Noping," and it usually sounds like:

• "Hey, can you call me back?"
• "Send me an email, and I'll get back to you."
• "Hey, follow up with me next week."
• "Sorry I had to cancel; I'll get back to you with a better time."

 

When I hear "Nope" phrases, I know I'm in trouble. So we keep calling even though they're probably not interested. This situation typically happens when you're setting the next steps after your presentation. Instead of saying "We're not interested right now," which would be ideal, you'll hear, "We'll think about it and get back to you," "Let's follow up in two weeks," or the dreaded "Let me think about what we discussed today. 

 

It may be time to consider implementing the Negative Reserve Selling.

 

 

David H. Sandler created negative reverse selling in 1967 as part of the Sandler Selling System. The system aims to convince the prospect that they are pursuing the deal and need the product rather than 'selling' them. Brilliant, right?

 

 

It is a reverse psychology technique meaning that it takes the opposite approach to what you would expect.

 

As a salesperson, you will be asking questions and making statements that would seem to discourage your customer from buying your products while, in reality doing the opposite.

 

So, how is the negative reverse selling actually happen? There are two main parts of the process:

 

• It starts with a Softening Statement- "Feeling" these phrases and sentences will help you become much better at negative reverse selling than you would have if you only focused on techniques.

 

• The softening Statement clarifies the customer's concern and ensures that they are heard and understood. The softening Statement is to disarm your potential customer while also making sure that the negative Statement doesn't anger or provoke them. Some examples of the softening Statement include "I understand what you mean," "You're absolutely right," and "That is a valid concern," " Tell me More."

 

• Next is the Negative Statement
• The negative Statement is the opposite of the Statement you would usually make or the opposite of the position you want to take. The negative Statement leans into the concern of your potential client and makes them start defending the product instead of objecting to it.

The negative reverse selling technique is about making your customer sell your products to themselves. Most of the time, people tend to argue, so you just need to take the correct position to guide their argument in the direction you need. Negative reverse selling helps you be in control of the conversation, and that's what we want!

 

Reverse Selling is a strategy of responding to your prospect's question with another question. A seller will do this three times to understand the prospect's motivations or needs better. For example, if the client asks, 'Could you lower your price?' you would respond with, 'What price did you have in mind?'

 

See, you want to discover the real objection or your prospect's lack of interest and get them to admit the answer is "No" without getting too negative—your finding what is keeping you from working together. Essentially, you're getting the prospect or client to realize they're wasting your time if they do not have the resources or genuine interest in you helping them.

 

Here's an example:

 

Prospect: "I need more time to think about it."

Salesperson: "Typically, when I hear someone say," I need more time to think about it," it means I have fallen short in sharing the value of my program for you, and I apologize. 

 

Is it fair for me to assume that's the case?"

 

That's it. The key phrase and framework will save you countless hours. "Is it fair for me to assume that's the case?" gently pushes prospects into giving you a more honest answer about their interest in your product.

 

A Negative Reverse is a question preceded by a softening statement such as "Hmm" or "I see," or "Good point." The question is in the negative or expressed in a manner opposite to the position you want to establish or the direction you want to steer the conversation.

 

So I am encouraging you always to be positive, but know in certain situations you may need to be a Negative -Nellie.

 

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 103, When failing is not an option! The How to program to success!

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 103, Learn the "How" to program yourself for success!

 

Did you ever wonder why some people are more successful than others? Sales leaders who always find a way to reach and exceed their revenue goals. An entrepreneur who started from nothing and is now a Billionaire. How about an athlete that performs at a higher level than others. The person on the path for better health and wellness.

 

What is the one word that stops most people from succeeding? How!

 

Think about your health and wellness on how to lose weight, for example. There are thousands of programs to help you lose weight or improve your overall health. The WW -Weight Watchers, Noom, Nutrisystem, Jenny Craig, or you follow the Mediterranean diet, Plant-based or low carb program. The statistics are that 1 in 3 Americans are overweight. How can that be with all " How to" programs available to us.

 

Let's take a look at our business. Technology has transformed how we do business. The internet has all the answers to your questions; ask google! Today, we can find others who have already created the roadmap to success.

 

In sales, the How to is available to all of us.

How to prospect and find the perfect client.

How to start a conversation and set the first meeting.

How to write the perfect proposal and get your client to say yes.

How to build trust and have a client for life.

 

I was programmed by other leaders during my career the following phrase" "Knowledge is Power." I do agree that Knowledge is Power - the How. The truth is, " Knowledge is potential power. Power is the action and execution!

 

If you want to succeed, you have to avoid the Tyranny of How! 

 

If you want to succeed, you start with What you want and WHY you want it! Then you will find the HOW to achieve! The sequence of these three words will determine your success. What, Why, and then How!

 

When you have strong enough reasons for something, you will figure out how to get it.  

 

For example, I wrote the Three Word Meeting Book. I wasn't an author or knew the first thing about writing a book. How would I find the time to write a book when I was working full time? I got clear on what I wanted: to publish a book to help other leaders Simplify Their Sales meetings using Three Word Topics. Also, my Why was to help impact others who lead teams by providing a simple formula to engage and inspire their teams. Next was the How to write a book. Ask Google, and it gives you thousands of options. I had to select the best path for me.

 

Another example is the Three-Word Podcast! Writing the book is one thing, recording, editing, and producing a podcast, a skill I had not yet mastered. So I started with what I wanted. I wanted to share a weekly inspirational and bite-size educational podcast to help other thought leaders. Why did I want to do a podcast? I wanted to impact others by contributing something that could help them grow or think differently about how they lead. So now, the How. I asked someone that already knew the roadmap to create a podcast. What equipment I need, best practices of creating content, recording, editing, and getting the content accessible. Yes, I was out of my comfort zone. I didn't let the fear of understanding audio equipment and mixing boards stop me—my What and Why's pushed me to keep moving forward and learning better ways of doing it, the How!

 

So what do you want? Why do you want it, and How will you achieve it?

 

Believe me, If you have strong enough reasons why you will find how to do it!

 

My recommendation is to ask yourself the following questions:

1. What do you want to create, improve or achieve? What is your intention and vision for yourself? It would be best if you were very specific. If you want better health or lose weight, say I must lose 10lbs versus the phrase I need to lose weight. If you're going to make more money, state the exact number. I need to make $300,000 a year. See, when you get clear on the goal you want to achieve, your brain gets excited and will search for the answer, the How!
2. Why is it vital for you to achieve it! Your heart, not your head. You are your possibilities, not your circumstances. Using the example of better health, so I have the freedom to do the things I love in life! I have the energy to travel, play with my kids, and connect and share my life with others. If you need to make the $300,000, Why? So you have the financial freedom to live life on your terms? Is it to put your kids in private schools? Buy the car of your dreams? Build the house of your dreams? To make an impact helping others like a pet shelter or help the homeless. It's WHY is it a must, not a should. I must do this, not should or could. How would you celebrate helping others, and what feeling would you experience. The Why is the emotional reason you experience!
3. What needs to change? What needs to shift or change now for you to get what you want? What old pattern needs to become a new pathway for you? This is the How! Fear stops many of us; Fear makes us shrink and play small. Change that four-letter word - Fear to Here! I am here to learn and grow from each experience. See things as they are, but not worse than it is. See, the stories we tell ourselves are that we are afraid of failing; we are not enough, I don't have the skills to do it.  

 

What gets in your way of you succeeding is You!  

Shift your mind to empowering beliefs!

Start with What do you need to believe? Then tell yourself you will find it. It is a must to do and then put into action what needs to happen next to you achieving it, the How!

 

Whether its a meaningful relationship, better health, success at work, or financial freedom:  

 

See it: Feel it and Experience 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 102 - Would you pay $100,000 for a pool?

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 102, This episode is about focusing on the Right accounts!

 

Would you pay $100,000 for a pool?

 

I want to share a story about an experience I had when considering replacing my current Pool. It started with the idea of redesigning our deck around our existing Pool. As most of you are aware, with Covid, the cost of lumber has skyrocketed. So we got multiple bids and designs. After reviewing what it would cost, we decided we would wait until the prices come down. During that time, I heard an advertisement about getting a new pool installed this Summer! Of course, being in media sales, the commercial got my attention. The power of Radio advertising! So I went to the website, reviewed the products and options, and started to envision a new pool with ample space for the family to gather. Perhaps, this was the solution around getting a new deck. I began to justify in mind that maybe now is the time to replace the Pool.

 

So I decided to call the company that guarantees to install your Pool this Summer to learn more. The owner, Frank, answers the phone. I asked him for more information about his Gunite Pools and that I wanted to set up a time for him to come out and give me his thoughts. Instead of him scheduling an appointment with me, he did something different; he went on to ask a series of questions. Tell me more about your current situation. Do you have an existing pool? Yes. The size of the Pool, above or in-ground? Decking around the Pool, yes. What do you envision? He then went into more details and benefits to his product.

 

Frank then went into what I could expect from an investment. He said taking your decking would be about 5,000 and installing a new Gunite Pool about $85,000-$100,000! This price would vary depending on lights, the fountain, and the ability to put your chairs in the water. ( of course, I am thinking for 100k that doesn't include that, laughing) He said it with confidence!

 

Now in my mind, I was thinking 35-40k. I told Frank, I appreciate what you have shared and how you pre-qualified me as a customer. I appreciated how he respected my time and his. Frank created a conversation to learn more about my needs to see if I was the right fit for him and his products.

 

So how can we apply what Frank did with me for your business?

 

We need to use a series of filters to help us identify our best opportunities. This process would be great for you to walk through or discuss in your next sales meeting. Are you talking to the decision-maker or a key influencer that can say yes, are they a fit for your product and service, and more importantly, do they have the ability to spend and invest enough money to get the desired results.

 

Some of the best sellers I have work with understanding the importance of focusing on the Right Accounts. What I mean by this is that they don't waste their valuable time chasing accounts with minimal potential.

 

When we look at the Right Accounts, it starts with reviewing your current accounts. These are the 20% of your accounts that likely make up 80% of your income. What do they have in common? What is the average client spend with you? I bet you know the decision-maker, and they have the resources to invest in your products and solutions.

 

Most listening work under some account management system. These systems help you focus and track your best opportunities. So you have to be honest with yourself. Which accounts need to be taken off your list to make room for the ones worth your time? You know the small accounts that steal most of your time and that you realize they may not have the money to invest in your program long term. Let's remove them. Your better off focusing your time on the accounts with a bigger payoff for you.

 

Now that you identified the correct accounts, time to get in front of the person who can say yes to your program. In my example, Frank knew he was talking to the decision-maker. He created a conversation to pre-qualify me to see if I was a viable customer for him. He did a great job creating a conversation by asking questions about my needs. What size pool was I considering? Tell me more about your current decking? He asked me about my vision and needs. And yes, based on my answers, he shared with me the benefits of his product and the investment it would take. He was upfront and considerate of my time and his.  

 

My advice, find a way to get in front of the decision-maker or at least a key -influencer that can help answer the questions you need to pre-qualify them to see if they are a fit for you and your company.

 

Have a list of pre-qualifying questions, like Frank used to help you decide whether that account is a fit for you. Create a conversation with your prospects and have confidence when asking those questions.

 

We need to guide the conversation. We have to provide customers with a unique, strategic perspective, a vision for improving their business, and a return on investment. Provide more value than what their current vendor is providing them! 

 

This way, you can spend more time relaxing around a pool, sipping on your favorite drink!

 

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 .

 

If I can help you with your Sales, Marketing, or Sales meetings, call me at 513-478-1757 or Lisathal12@gmail.com.

 

 

Episode 101 - Working Mother's Three Words of advice!

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. Loves Golf and Dog Mom!

 

Episode 101 - Working Mother's Three Words of advice!

 

The three words that come to mind when I think about working Mothers are "Doing It All." I have witnessed how the moms I work with show up every day ( even when they are tired) and give it their all. They build deep, trusting relationships with their customers while balancing the needs of their children and family. They "Do It All!"

 

I thought it would be fun to hear from these Get It Done Leaders. I share a conversation on their favorite three words and the three words they would offer their kids. Plus, in the end, you hear Mom Thal's three favorite words and the three words of advice for her children!

 

Special thank you to my guests who work for Hubbard Media / 2060 Digital. Debbie Perkins, Julie Drummey, Emily Martin, Lynda Heidorn, Katie Richardson, and Mom Thal for taking the time to share her thoughts and wisdom on the Three Word Podcast!

 

I would love to hear your favorite three words and the three words you would offer your children. Comment or send to me in a private message.

 

To all those hardworking, Do it all, Mom's, Happy Mothers' Day! Life is better because of you!

 

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

 

Lisa Thal is an Author, Speaker, Marketing, Sales, and Business Coach. 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. Loves Golf and Dog Mom!

 

If I can help you with your Sales, Marketing, or Sales meetings, call me at 513-478-1757 or Lisathal12@gmail.com.

Episode 100: Hope is not a Strategy!

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 100, we shift one word to help us take action.  Stop Hoping, Trying, and starting Doing!

 

I want to talk about the three words  I am sure you have personally used throughout your career or starting to hear from those you coach.  Those three words are, " I am Hoping" followed by, " I am trying." I was in a one and one coaching session last week, and we were reviewing his pending business.  My goal in our coaching sessions with my team is to focus on a few accounts to brainstorm or collaborate on converting them to customers. Or discover what may be keeping them from saying yes to the solution-oriented program we presented.

I asked him about a particular account he had presented marketing solutions to and asked him about his confidence in converting them.  He replied, "I am hoping that they say yes in a day or two." I replied that Hope is not a strategy!  He laughed and then went on to say; I am trying to get them to say yes.  I paused for a moment, then told how we need to shift from Hoping and Trying to Doing!   I mean by this, what action do we need to take to convert or close the account? 

 

Most of us want to control our destiny.  Here is an interesting fact. 
80% of sales require five follow-up calls after the meeting. 44% of sales reps give up after one follow-up. It takes the proper persistence to stay connected with the client after your first meeting. Our goal is to provide a solution to our customer's problems and needs.  But, think about this, only 13% of customers believe we even understand their needs.  Remember, It's all about them, not us. (Research by the Brevetgroup)

 

Again, we have to start doing this first to stand out from your competitors and shorten the gap of the five-call follow-up to close the sale?  

 

Tell a better story! Tell a better story about solving their issue at your first meeting. Storytelling is one of the most powerful techniques you have to communicate and motivate. Using stories to support your recommended program will further connect with a prospect and significantly increase your ability to close deals. Give examples of how has your product or service helped other companies?  Share a case study of success from a current client. If you are presenting to an analytical decision-maker, share more data to support your recommendations.  Implementing your recommendations with ABC Company converted 100 form fills on their website in ten days and resulted in twenty new clients!  Follow up with this statement, "Is this the type of growth you would like to experience?" Or you could say, "this has been a great conversation, and it sounds like a perfect fit. Let's get started."

 

I believe that the best sales presentation isn't a presentation. It is a great conversation that converts a prospect to a customer. We have to figure out how to create a genuine connection with our prospect or client, engage through storytelling, and ultimately solve their problem. Or provide a solution they are not currently getting from their current vendor. People love and remember a good story!

 

So what do you do if you don't get a yes at your first meeting? You get Commitment for the Follow-up Call.  One of the most important ways to set yourself up for success is to schedule a  follow-up sales call to get a commitment from the prospect to speak again, so you don't get ghosted.  You created the next action step of doing something!

 

What else can you be doing?
Call Mid-Week. The best time to make follow-up calls is mid-week. This is the most effective time to book appointments and plan to call prospects on Wednesday or Thursday. Mondays and Fridays are typically the worst days to call, as people are busy getting started and finishing the workweek.

 

What other action can you do?

Call at the Beginning or the End of the Day. What time of the day you call is essential. You want to call at the right time when they're available and receptive to speaking with you. The beginning or end of the day is best. People tend to have more time when they are getting their day started or winding down.  Do not call at lunchtime, and mid-day are the worst times to calls. But, I would recommend taking your current clients to lunch and further nurturing your relationship.

 

What else can you be doing?

Make Multiple calls.  As I shared earlier, it takes at least five calls to get your prospect to take action.  Most people give up after one attempt!  But not the Three Word Podcasters. See, our prospects are not waiting by phone. They get distracted; they have other priorities that become more important than talking with us. Plus, they are talking to other vendors. Our job is to show them that we are worth their time.  Something else we need to do is make sure we listened to their needs and provided a better solution to helping them solve their biggest challenge. Share our solution with confidence and enthusiasm.

 

And more importantly,  follow up, Don't Give Up! 

So no more Hoping or Trying!  It's all about Doing!

 

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.

 

 

Episode 99 Are You Living Your Dream?

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 99,  This episode is all about whether your Living Your Dream or Building Someone else's.

 

I met a friend for lunch, and I was so excited to see her and catch up.  I said, how are you?  She replied Living the Dream!  

 

After our lunch, I thought about the difference between these three words on my way back to the office.  "Living Your Dream" or " Living the Dream."  I think most of us have heard the phrase "  I am Living The Dream."  In essence, it means leading an ideal life, especially when it comes to our careers.  The Life you have always wanted!  Let's shift our focus to " Living your Dream."  We live in a country that embraces the belief that any person can accomplish any dream or goal through a commitment to hard work and perseverance.

 

The truth is we are born into a world that embraces this possibility.  Even as children, we are taught to think about what we want to be when we grow up—the pressure on high school students heading to college having to decide on a career for the rest of their lives. One thing is for sure; we need to make certain that we stay focused on living our dream, not our parents, or what others want for us—the Life we have planned for ourselves with the goals in mind that we see for ourselves, what will make us happy and give our Life meaning.

 

I wanted to be a Professional Golfer on the PGA and play like Tiger Woods or Justin Thomas.  Well, I know there could be limits to living that dream.  I realize I can practice golf 12 hours a day for years and not be as good as Tiger Woods.  And very few of us have the talent to become an Oscar-winning performer. Living your dream is all about what you want out of Life. 

And the past year, I believe, has taught all of us that Life is short, and we don't want to spend it Building someone else's dream- focus on what you want to achieve with your time and talents.

 

I was thinking back on one of my sales leaders, who seemed like he was going through the motions at work.  I asked him how he was doing in one of the coaching sessions, and he replied I am doing okay. He shared that his father had been ill and that the two had always had a strained relationship.  His father was a successful surgeon, and he was in Radio sales.

 

His father had taught him that living the dream was all about financial success, expensive homes, and extravagant vacations.  See, his father had a plan for him to follow in his footsteps to become a doctor. Although he had the benefit of enjoying these luxurys', he had a different path he wanted to go. He went into sales, which his dad met with disapproval. See, he felt he could still earn a high income without losing his authentic self.

 

I remember asking him what makes you happy?  What are your dreams? He shared that he had dreamed of being in a band and owning his own consulting company.  He was more of a free spirit and not much on the corporate settings of rules and expectations—more jeans and tee-shirt guy. I asked him what was stopping him from living his dream.  He didn't want to disappoint his father, especially now that his father was ill and not in good health.

 

I expressed my sorrow that his father wasn't doing well, and I explained that perhaps the moment is now.  Take the step to start fulfilling his dreams. I do believe Life has a way of shifting us to where we need to go next.  Life Happens for us, not against us! I told him to think about it over the next few weeks and determine if working at the radio station made sense.  Well, weeks later, he turned in his resignation, and I was thrilled.  Don't get me wrong, I loved working with him but knew his heart was not in it. I told him how proud I was of him for having the courage to start building his dream?  Today, he is playing in a band and owns a very successful consulting company.  

 

See Dreams Do Come True!

 

My advice to you is this; Life is short; take the time to review where you are today and where you want to be tomorrow, a month or year from now.  Write down your vision and create a plan of action to Living Your Dream. I can think of countless people in my Life living their dreams.  They are in Bands, CEO'S, Consultants, Coaches, Teachers, Healthcare workers, In Sales helping their clients,  In Realestate,  others Helping Restaurants Market themselves, Running Non-Profits.  You could say the Live To Give!

 

The only difference between you Living Your Dream is this -Your passion is waiting for your courage to catch up!

Episode 98, The Perfect email that a new target customer will open!

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 98, You will learn how to write the perfect email when targeting new customers.

 

In episode 97, Mastering the Meeting, we discussed a strategy of what to say when calling on new accounts if you missed it due to being on Spring Break or a much-needed vacation, a great episode to listen to revisit.

 

I thought it would be a great follow-up podcast to discuss what you do if you cannot connect via the phone. I would think most of you listening would say, attempt two is sending an email. The question is, have you perfected the best method when sending your email?

 

Let's think about emails you receive. Which ones do you tend to open? I guess that you click on the emails that mean something to you? An email that will add value to your life. It saves you time, saves you money, or solves a problem your experiencing.

 

This is the same process our new customer targets go through as well. How can you be more successful in getting them to open your email so you can share with them a solution your products or service can provide.

 

But remember, it takes about eight attempts today to connect with a decision-maker. You always have to be prepared as to what to say, whether it's voicemail or email. We don't want to miss that one opportunity. I have researched for us as the best email approach to use.

 

See, your message matters! In my opinion, Caryn Kopp from Kopp Consulting has a proven sequence she uses when making calls to CEO's.

 

Many of you listening may be targeting CEOs, CMOS', Marketing Directors, or Business Owners. It all comes down to six sentences! I want to share an example of what Caryn would write in an email when targeting companies that want to reach CEO's.

 

"Hi, this is Caryn Kopp from Kopp Consulting. We do new business development, and we can help get you initial meetings with your most important prospects. In fact, one of our clients was recently awarded a place on the Profit 100 list. They grew over 100% in the last three years and credited our Door Opener Service® for landing large national accounts. If this kind of growth is important to you, let's find time to talk about how we can help you as well. Please call me at 908-781-7546, and I'll speak with you soon."

 

Let's take a look at each sentence so you can model her success to help you be more prepared when sending your email.

 

Sentence One

In the first sentence, state your name and your company name. This information is crucial because if the listener deletes the message right after that, you still create awareness and an impression for you and your company, which is essential.

 

Sentence Two

Next, explain exactly what you do using language that is relevant and compelling to your potential client. This is your hook. It is also one area where she says sellers make mistakes. Avoid industry jargon and fluffy, vanilla phrases (e.g., "best in class"), creating a disconnect with prospects. A word or phrase that is meaningful to you isn't always as meaningful to them.

 

Sentence Three and Four

The third and fourth sentences are your statement of expertise and credibility. When developing these phrases, ask yourself: Why would decision-makers want the meeting? What is it about what I do that would benefit them that they would willingly make time on their busy calendars to discuss how I can make their lives better?

 

Sentence Five

Now it's time for the call to action. What do you want? Do you want a 15-minute phone conversation? Do you want a meeting? Do you want a returned phone call? Be specific in your ask.

 

Sentence Six

Last, give your phone number, conversationally—no need to repeat it. Put spaces in-between the digits and then say whatever goodbye is most comfortable for you.

 

Here's is a tip before sending your first email. Once you know what you are going to say, leave yourself a few voicemails for practice. Remember this formula: Language + delivery = outcome. In addition to being conversational in your delivery, it's important to vary your messages over time. You cannot leave the same voicemail a second time for the same person. As time goes on, add more information that also makes an impact.

 

I encourage you to walk through this strategy with your team in your next sales meeting. Discover the best approach to closing the attempts it takes to get in front of the correct accounts and decision-makers.

 

Stay with your conversational script and remember that you may leave 20-30 voicemails in a day; your prospect hears only one of yours. Make your message Matters!

 

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.

 

If your company needs help opening doors to CEO's give Caryn Kopp Consulting a call to learn more .http://www.koppconsultingusa.com