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. 

 

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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! 

 

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 65, Which word describes your leadership, Comfort or Courage?

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 65, How to build a courageous culture, and it starts with you.

 

If you break down the phrase "Stepping out of your comfort zone," it means doing things you don't feel comfortable doing and getting outside of your comfort levels. It encourages you to push yourself in unfamiliar places and do something that you wouldn't normally do. 

 

One word that encourages you to get out of your comfort zone - Courage!

 

So how do you Build a Courage of Culture

"Courage is contagious." So, the first step toward building a culture of Courage is to exhibit daring leadership. She says that Courage is a collection of four teachable skills:

1. Rumbling with vulnerability. In other words, don't avoid the tough conversations. "Daring leaders who live into their values are never silent about hard things." The cultural norm of being friendly and polite, at all costs, can be damaging to morale. If the company is in trouble, if your employee is in trouble, have the uncomfortable conversations. No more avoiding or putting off the tough talks. Do them first.
2. Braving trust. Brené urges leaders to ditch the emotional armor that keeps them from making real connections. Is there a risk? Sure. Brené calls out the meanspirited people in the "cheap seats" advise those who dare to lead with vulnerability and Courage. Her advice? "Just step over the comments and keep daring, always remembering that armor is too heavy a price to pay to engage with cheap-seat feedback."
3. Living into our values. For sales leaders, this means making secure connections with your team. Know and embrace the unique value provided by each person. Be open and forthright, create opportunities to allow all team members of your team to speak up, and applaud people when they bring up tough topics. 
4. Learning to rise. When someone kicks you down, get up, and move on. Also, be open and listen to your team's feedback and be willing to grow. A good leader recognizes their shortfalls. A daring leader takes steps to uncover why and how it's affecting others. And then, they figure out how to make the negative impacts go away. 

 

If you want to learn more about daring to lead, I encourage you to download the book. If you think you're already there, you can take the https://daretolead.brenebrown.com/ on Brené's website and see how you fare.

 

So join me in getting out of your Comfort Zone, be more vulnerable, Stay Brave, and have Courage and Dare to Leader!

 

Episode 64, Learn seven tips to improve 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 64,  learn seven tips to improving your sales! 

So how can you continue to improve your business? Stay the course; keep looking for better ways to do business. Most people may be writing off this year. But there is work to be done to finish 2020 and get a jump start in 2021. Caryn Kopp, of Kopp Consulting, shared seven tips on seizing new business opportunities while your competition may be waiting for things to get better or taking time off.  I sense you are not the one sitting back and waiting. You are the one that looks at adversity with opportunity.  

 

The seven tips to Boost your sales that Caryn shared:

 

□ Call 20 new "ideal" prospects. Your definition of "ideal" may have changed. Take the time to think about who is your ideal client and which clients you should be targeting. In our industry, we have shifted from restaurants to recruitment. The unemployment rate is high; manufacturing companies need to hire more employees. They need help and have money to spend.

 

□ Catch up with current clients as their needs may have changed. Offer support & value. It's a new day. Ask how you can support them. What can you and your company offer them to give them more value in working with you?

 

□ While talking with current clients, ask who else they know who needs you. Many of our clients are doing well. My friend, who owns a call center, her business is up 40%! She needs help in hiring. I asked her who else she knows that I could help. 

 

□ Re-engage "ideal" prospects who said "no" or "not now" and see if they are now ready. Business is changing every day, and Some clients are moving closer to meeting and discussing ideas. Let's make sure they are meeting with you!

 

□ Look through pending proposals, identify three ideas to move each closer to a close. Brainstorm with your manager or another co-worker on a strategy to move your client to a yes. Discover what may be holding them back.

 

□ Connect with five new Centers of Influence (who can and will refer "ideal" prospects). Earning that referral is the quickest way to shorten the sales cycle. You have connections through LinkedIn and other social channels.  

 

□ Purge prospects who don't fit your definition of "ideal," so you don't waste time. We all have someone on our list that no longer fits your description of an ideal customer. Say goodbye to them and hello to someone that has the spending power to work with you.

 

I encourage you to stay focused on the positives.  

That yes, business is improving!

And by taking action right now, prospecting for your IDEAL customers will set you up for a better month and a better year.

Episode 163, Three priorities to getting your business back on track!

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 35 years of marketing and leadership experience.

 

Episode 163, learn the three priorities to getting your business back on track.

 

There are three major priorities that a salesperson must focus on, and they rank in this order of importance.

 

Priority #1: Writing business!

The top priority is to write business or renew business! This is the payoff. Everything you do with your prime time selling hours needs to feed this objective. If you have the opportunity to close and write an order, this is your highest and best use as a professional salesperson. As a manager, how can we create more time for our team to write more business? What can you delegate to the support team to free more time up to writing business? 

 

Priority #2: Face to face with a Decision Maker

If you are not closing business, your second most crucial urgency is being face-to-face or setting up Zoom calls to present and close a targeted prospect. While Priority #1 is your payoff, Priority #2 and #3 are how you get there. Every minute of your time, every ounce of your energy (if you are not producing revenue) should be getting in front of decision-makers sharing how you can help solve their biggest challenges. 

 

Priority #3: Driving Appointments, (with Qualified Prospects)

I mentioned earlier you need to "Major in the Majors." You need to spend a significant amount of time on things of significant importance to your business. So, it stands to reason that if you are not doing #1, writing business, or doing #2, presenting to a qualified decision-maker, then you better be doing #3. You need to focus on filling your pipeline and prospecting, If you are brand new, or shifted to a new career, creating new conversations or a full calendar of qualified appointments will be your first priority.  

 

If you want to be the best in your industry, Majoring in the Majors, minor in the minors, keep writing business, meet with qualified decision-makers, and keep setting new meetings!

 

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

 

Episode 62, Learn what the Peloton Bike, The Purple Pillow and the Dyson Hairdryer have in common.

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.

 

There is a process that the most successful companies use to get you to purchase products or services from them.  These three words: Hook, Story, and Close.

 

The Hook - It is something compelling, unique, something that shifts your attention, or stops you in your tracks.  A Hook is when you're scrolling through Facebook or Instagram, and you see all of a sudden, something stops you. It's a grab. Something's said. Sometimes it can be something you see, but something's said, it's like, "Oh, that's intriguing. I want to watch more."

 

The Story - Sharing a story so you can connect to them.

You have to find a way to share this Story with authority and in a way that you communicate in a way that will impact their business. Your Story needs to build credibility, so they lean in and want to hear more.  So what is your Story?   How can you engagingly share your sales Story? 

 

The Close - You need to be the authority to tell people what you want them to do. You know the saying, if I build it, they will come, they will not come unless you invite them. It would help if you were able to tell people what you want them to do and get the results they can by working with you. You always need a call to action.  What is your CTA?

 

Here is my CTA for 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 61- Are you an SOB or an SOP?

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 61, Are you an SOB or an SOP?

 

What are the three things that drive consistency for every business?  Momentum, Marketing, and mindset.  It's the foundation of every successful seller and company—companies like Amazon and Apple.

 

Key takeaways: 

 

So how do we create more momentum and keep sales moving forward?  It's all about making progress! We have to keep learning something that can expand the way we think and find a more effective and faster way of getting there.   Think about these words, Who not How!  Most of us ask How questions.   Replace the How with the who.   If you do that, everything changes. We need to find Who has the knowledge that you can learn from so you can get there faster. Who is the expert at what you need to achieve? Success leaves clues.  

 

There is something else we have to do to create momentum? Sell Yourself daily!   Your Mindset!  Again, find an expert in your field, hire a performance coach, and listen to audiobooks to gain knowledge from someone who has been there.

 

Next, if you don't do this, you won't get to the next level.  To scale your business or sales, you must have an SOP.  Most of you are thinking Standard Operating procedures, which yes we need.  But SOP is also Standard operating performance.  Your standard of excellence!  Do you have performers that exceed expectations no matter what the business climate is?

 

What is your standard operating performance? Who are your performers month in and month out?  Your SOP's?

Focus on what you love to do, move your business forward, and stay on the road of momentum and progress! Don't be an SOB - become an SOP!

 

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.