Three Word Podcast

Episode 25 Learn three secrets to getting in front of new prospects faster, and through the process, Don't Give Up!

Lisa Thal is an Author, Speaker, and Life Coach. She wrote the book, "Three Word Meetings" for you. A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 

This week I share a conversation with Kim Alexandre, a Consultant, Coach, and Sales Trainer for The Center for Sales Strategy. She shares her secrets on getting in front of new prospects and shares her three words about the process. Don't Give Up!

 

 Key Takeaways: 

 

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

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

The benefit of being persistent with a purpose

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

Nailing first impressions 

• Humanize your approach early
• Subject lines matter to gain the client's attention
• Nailing pre-text

 

 

 Connect with Kim.

Kim Alexandre | VP/Sr Consultant

The Center For Sales Strategy

KimberlyAlexandre@csscenter.com

404-245-4079 

Episode 24 What you need to know to make Winning Contagious

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 This episode focuses on how one person can create a winning environment! 

 

 Begin by understanding the five traits that are common to all people who like to win:

 

           Winners learn from their losses.  Winners know that if they fall short in winning the business, they learn the why? Why they fell short. They do this by saying the following: I know I didn't earn your business this time. Can I ask you a question? What kept us from working together? You get that answer, and you win valuable information that can help you moving forward.

 

          Winners believe in themselves. They have a confident attitude. You get to decide the attitude you bring to the office to your clients. Great salespeople think they can do anything. They look for solutions to clients' needs and, in most cases, deliver on them. Winners always preserver! 

 

          Winners influence others. They can persuade people in a positive manner and position situations in their favor. They work to understand what their customers are saying and communicate in ways that are appropriate to their audience. 

 

           Winners are team players. Winning salespeople are collaborators, not combatants. They excel in a culture that supports each other, understanding that each has a role on the team. They notice when other team members may be down and find a way to pick them up. 

 

           Winners are results-oriented.   They are proactive, not reactive. They identify and then act to remove obstacles in their way. They always have a strategy and then follow through on it. This process comes naturally to them. They have a mental toughness and a will to win.

 

What can you do to spread the winning feeling!

Believe in yourself!

You have the power to choose to win! 

Episode 23 Turn Back Time and learn how the top 1% of sellers spend their time.

Lisa Thal is an Author, Speaker, and Life Coach. She wrote the book, "Three Word Meetings" for you. A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using three words!

 

Episode 23 In this episode, we learn what the Top 1% of salespeople have in common and how they manage their time. I discovered some of these insights shared from Cara Hogan, from Insights Squared.

 

8 Traits to help you become one of the Top 1%!

 

1. Manage Time Efficiently

 

The most significant factor between good sales reps and the very best sales reps is how they spend their time. The Top 1% are very efficient with their time. 

 

Time is always limited, and so the best reps can make the most of every hour in the day, and still have a plan to win. The top 1% prioritize their best prospects to improve the results and maximize every minute of their day. These reps don’t just plan out their day in a calendar – they know what they’re going to do at every step of the way throughout every deal. They're always prepared to answer tough questions, and they’re ready to overcome any objection.

 

2. Keep Their Stress Levels Under Control

 

Along with excellent time, management comes less stress and day-to-day pressure. The top reps in sales aren’t the most stressed out. They’re usually calm. Because they’re so confident in their abilities, they don’t get as stressed out as other sales reps. They know which deals will close and when, and they’re not often surprised by the outcome. That doesn’t mean the best reps never stress, but they always act calmly and work well under pressure.

 

3. Ask Effective and Challenging Questions

 

The best 1% of sales reps don’t just talk – they listen. The top sales reps can ask the right questions at the right time, gain their trust, and find out the information needed to close the deal. Reps have to know the right questions to ask to connect the value proposition to the buyer’s specific pain points. Asking these questions helps sales reps get to the real root of a buyer’s struggles and empathize with their needs. Then, the rep can step in and offer solutions as a way to solve their client's problems.

 

4. Understand Buying Processes 

 

Asking the right questions leads to a better knowledge of every prospect and their buying process. They think about the sale from the clients' perspective. Top 1% follow the buyer’s lead and guides them to the point that they’re ready to buy. Reps understand that some prospects need more time to evaluate your product, while others will buy very quickly, and that’s OK. Top reps do follow a sales process, but this focus on a buyer’s needs will help move the deal along faster.

 

5. Compare and Contrast vs. Competitors 

 

 The best reps not only know their product thoroughly, but they also see the competition’s products backward and forwards. They research competitors and understand the advantages of working with them. They can quickly point out differences in a competitor’s product or service compared to their own. Extensive knowledge of the competition allows them to outsell at every turn, and win more deals.

 

 

6. Can Walk Away When Necessary 

 

For the same reason, top reps don’t waste any time, and the best reps are willing to walk away from a prospective customer that isn’t a good fit. The top 1% of reps can tell very quickly when a prospect isn’t going to convert, and are confident enough to stop chasing that reluctant prospect. While this may seem risky to other reps who go after every single lead aggressively, it’s an incredibly smart move. The best reps waste less time selling to disinterested buyers and instead focus all of their attention on earning the business.

 

7. Never Stop Learning 

 

Great sales reps are always invested in themselves, learning new skills, asking for coaching, and improving their selling abilities. This inability to sit back and take a break means these reps are continually striving and pushing themselves to improve. This work ethic pays off and results in sharper selling skills and improved win rates across the board. The best reps are never content with their current abilities, but are continually learning more and pushing their limits.

 

8. Have a Drive to Win 

 

The top sales reps in the game don’t just want to win; they need to succeed. The same drive that pushes the top 1% of reps to learn new selling skills always is what pushes them to win the most deals and beat out everyone else.

 

Turn Back Time and Learn from that time. Take advantage of your time. Ask the right questions, learn the right skills, and with the right mindset, you can become one of the top 1%.

Episode 22 Discover What's Working!

 Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words.

In this episode, we discover whether it's your relationships, health, and wellness or business relationships that focusing on What's working vs Not working is a benefit to you. 

Key Takeaways:

The 80-20 rule is simple. In sales, This theory often is used to point out that 80% of your revenue is generated by 20% of your customers. Viewed in this way, then it might be advantageous for you to focus on the 20% of your clients that are responsible for 80% of revenues and focus your time and energy with them—to help retain these clients, and acquire new clients with similar buying patterns and characteristics. Yes, discover What is Working. What do these top revenue-generating clients have in common and find a way to attract more of them.

 

 

Review your current account list in detail. Identify the top 20% spending accounts, which we will call your key accounts. How much revenue are these accounts producing for you? For example, you have 100 active accounts, identity how many accounts generate 80% of your revenue.  It could be 15-25 accounts.  What is the average spend of these accounts? Are you spending the majority of your time with these accounts?

 

Create a game plan to focus on these accounts. How many touchpoints do you need in a week, month or year to solidify your relationship?  We don't want to open any doors to our competition. 

 

Next, look at your next level of spending accounts. These are accounts that make up the rest of your billing and income. Are there common themes with these accounts? What is their average spending on these accounts? Do they have the potential to spend at your key level? You may discover, these accounts may not have the spending ability to work with you.  It may be time for you to move on from these accounts.

 

As you target new prospects you will be able to quickly identify do they have the same characteristics and spending potential as your current 20%  accounts have.

 

Discover you have what it takes to be successful.
Discover what's working. What's working in your relationships, what's working for your health and fitness and whats working for your business.

 

Episode 21 Has anyone told you that You Can't do something?

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

This episode helps you shift "I Can't" to " I Can and I Will"!

Has anyone told you that you cant do something? How did you respond to those words: You Can't?

 

Well, I experienced those words many times throughout my life. Sometimes these words can tend to stay with us. I had to ask myself, was what that person was saying to me right?  Was it possible, I couldn't do?  Should I believe the words of others?

 

What I learned from that experience you can apply to everything you want to achieve.

 

3 Key takeaways:

 

Motivation-  Use those words to inspire yourself to do it.  Your mindset must shift to I can and watch me.  Remember,  you limit yourself not others.

 

Strategy - Develop a plan and timeline to achieving what you have envisioned for yourself.

 

Action -  This is so critical and most people have the motivation and a strategy and fall short because they didn't apply the action necessary to achieve their goal.  Step outside your comfort zone and focus on the growth you will experience for staying rising above your fear and keep reiterating, I Can and I will!

 

Stay in pursuit of your happiness and dreams.  Remember, You Can and You Will! 

 

I invite you to share this podcast with others so they too can realize their dreams and visions.

Episode 20 Do you have Personality?

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

This week's episode helps you better understand how to get your message across to others by understanding your personality and other personalities.

 

Communication is vital and understanding what motivates others, what drives their purchase decisions, and being aware of their needs are all very critical. 

 

Let's review the four personalities, what motivates them, the words they respond too and how to better connect.

 

1. Analytical people are reserved and quiet thinkers. They are all about the numbers and processes. They like to get to the bottom of things - curiosity is one of their strongest motives. Analytical people tend to prefer to work alone, as their ability to concentrate is more important than that of the other personality types. They are seeking more data and better ways to do things. The prime motivator for an analytical person is respect and the desire to be right. They want things to make sense and be logical. They tend to talk and communicate at a slower pace. They support their decision making with principles and evidence, so the more details they are given, the better. They will not move forward with a plan unless they can understand how it will benefit them or the company. You should communicate with an analytical person by showing them "how" a process will work.

 

2. Drivers are all about power and control. They love to win and they're good at getting things done! They are confident and they naturally gravitate toward leadership positions. They are results-oriented and they have a sense of urgency, so they're always looking for ways to save time. Drivers are great with the big picture—they’re visionaries, but at times they may lack the details for getting there. A driver would prefer to make a wrong decision than no decision at all, so they benefit from having an analytical co-worker or friend. Drivers’ strengths are that they are very determined, independent, and productive individuals. You can communicate with them by answering the "what" question - i.e. What is keeping us from working together? What do we need to do next to accomplish this outcome?

 

3. Amiable   They are all about the relationship. Their prime motivator is approval and trust. An amiable person is easy going and avoids conflict. They tend to spend time with those that will agree with them. They love attention and developing a deeper relationship with the client. They make decisions based on guarantees and assurances. They tend to answer the "why" question, so you should communicate with them by telling them why you feel this program can grow their business.

 

4. Expressive  They are the life of the party and want to have fun! They are the social specialist and their prime motivator is being recognized and liked by all. Expressive people  want to be included in projects and asked for their opinion. They want to be involved in conversations, and they prefer to work as a team versus working alone. Expressive people are very outgoing and they tend to talk fast. They are ambitious, charismatic, and persuasive. They need to know the "who" - i.e. Who will be making the decisions on this program in addition to you? Who else should we include for our next meeting?

 

Episode 19 Do more of this and watch your sales grow!

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

This episode teaches us the difference between two words and the impact on your sales if you spend too much time doing one more than the other.

Many of us fall into this trap at some point in our career. Instead of focusing on our business, we look for things to make us feel more accomplished, like cleaning our desk, replying to texts and emails.

3 Takeaways:

 How can you create more time for Business than Busyness?

 I recommend creating blocks of time on your calendar.

 

1. Reply to non-urgent emails, texts in blocks of time during your day.
2. Title “Busyness Tasks” 10-minute escapes. Yes schedule time to text friends, family, check your social channels. Perhaps you do it 3 times a day. Allows you 30 minutes and your lunch to break away from your focus on your business.  
3. Most of your day should be focused on “Get Back To Business” what is a must. What do you need to do each day to move your business forward?  

 

Break the pattern! Take control of your destiny and your business!

 

Episode 18 Does the Quality or Quantity of accounts you manage make you more money?

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

This Episode helps you discover whether the Quality or the Number of accounts you manage make you more money.

There is a famous saying:  Time is Money! 

 

A great analogy is when we go on vacation or call on new clients. We use some type of GPS tools like Google, Waze or GPS to get there. We use them because it provides us with a step-by-step guide to get us from point A to point B more efficiently. By focusing on your ultimate goal and creating a step-by-step guide on how to get there, you will stay on the road to your ultimate destination (sales success!), and you will be less likely to end up lost in a part of town you don’t want to be or wasting time.

 

Where do you spend your time, your thoughts and actions? We’ve all heard the saying “You get what you focus on.” Do you have a clear focus and road map you need to exceed your goals?  Are you using your CRM program to help you stay focused on your best clients?  Your ability to focus sets the stage for where you will put your energy. Focus is a philosophy, not a resource.
 
Focus on the following three areas:

 

1)          Key accounts - accounts that generate the most revenue for you.
2)          Secondary accounts - accounts that can invest more.
3)          Targets—not currently spending but have the potential to do business with   you.

 

 Implement an eight attempt strategy over a two week period which includes a phone call, email, LinkedIn, referrals, sending case studies of successes to find a way to get in front of these new prospects. If after the two weeks you are not successful then we move on from that target.  Spend more time with your key and secondary accounts where most of your revenue will be generated. You will be more focused and have more mental energy each day.  Take control of your business!

 

Its time to get focused on the quality of customers you choose to do business with not the quantity!

Episode 17 "Raise Your Standards" so you can earn your clients respect and business.

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting.  Make an impact on those you lead by using 3 words!

What do The Ritz Carlton, Four Seasons, Nordstrom, Apple, Amazon, and Chick-Fil-A have in common?  These companies "Raise The Standard" in their industries.

In the end, we are competing against our own personal best. High performers are focused on becoming better every day with each client interaction. We want to play at a high level with improved outcomes and the ability to achieve superior results. We set the market standards. How can you raise your standards?

What traits do high performers have in common? It comes down to three things: habit, drive, and attitude. They strive to improve through every experience. This high standard of expectation is a way of life for them.

Focus on implementing these five strategies to Raise the Standard of your work:

1) Routine. High performers create routines. They know meeting their high standards will take focused efforts each day. They create processes to look for ways every day to be more effective and efficient. They understand that making small shifts can produce great advantages. Their routines make them highly productive.

2) Will. They have a strong intention about their future. They study other high performers to gain knowledge to see if they could implement any of the same strategies to improve their performance. Their desire to become the best version of themselves is a way of life.

3) Belief. They have extreme confidence in themselves. They are fearless, not fearful.

4) Feedback. They ask for feedback from their customers. “Are you happy with the service I am providing? Are there any recommendations you may be able to share with me to better serve you and your outcomes?”

5) Time. They understand that raising their standards is a process. There are no shortcuts. It takes time and patience to keep progressing.

Raise your standards! Become the brand that everyone recommends.

 

 

Episode 16 Stop Lying to yourself and Face The Truth

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

Episode 16 Stop Lying to Yourself and Face The Truth!  

I have a candid conversation with Monica Weakley, who owns her own coaching business and works with the fastest growing real estate company in the world eXp Realty. Her specialty is coaching Realtors who want to grow their business through relationships. These principles apply to all aspects of our lives.

 

There is only one person that is responsible for the truth – YOU! We have to find a way to eliminate the reasons and focus on the Results! So where are you today vs where you want to be.

 

List one goal you want to achieve. You’re here---------------- Want to be Here

( the dashes are the small activities needed to get you to your goal) It’s the compounding of the daily action steps that gets you there. Not the big climb to get to the mountain top. 

 

4 steps to find your score. Using a Scale 1-10 determine where you are today.

 

1.  Desire - On a scale 1-10 how bad do you want to achieve this goal. Be honest. Example if you were in the desert with no water for 5 days. Water would be a 10.

2.   Belief – 1-10. Ten is a full belief in yourself and you got this. Do you believe you can achieve it?

3.  Patience – 1-10 Ten being it must happen now! Patience is good as long as you have a sense of urgency.

4.   Activities – 1-10 How are your daily activities matching up with your goal. I need to prospect more to fill my pipeline of potential customers. What are you doing every day to take the steps to get you there?

 

Add up your score and Face The Truth of where you are today and where you want to be moving forward. If you're short in one area what can you do to improve? Action and desire are key.

 

So we must face the truth as to where we are today. To shift where we need to go next.

Great news – its all up to you. It’s about you being honest with yourself.

 

To connect with Monica 513.600.7296