Three Word Podcast

Episode 40 How training your dog, will help your business be more consistent.

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 sales topics for your next business meeting 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 being consistent every day!

So what's the connection to dog training and sales to your business. 

CONSISTENCY!

 

Consistency is critical to your business and any sales organization. Your clients expect and deserve an experience the same way every time (assuming, of course, that you are providing excellence and providing more value than your competitor). But let's dig a little deeper. I was thinking about why consistency is critical to your success:

 

These principles apply to all companies and every employee, especially if your in sales or leadership.  Being consistent means:

 

You set high standards. You have an approach to business and to client service that sets you apart from other sellers.  What standard do you deliver better than your competitor?  Is it your product, service, or knowledge?

 

You embrace accountability. You thrive on the knowledge that your clients view you with high expectations. You set personal responsibility for yourself.  Sure, you need your manager or coach to help ideate or brainstorm a solution or bounce your creative ideas.  But you're driven internally to help others succeed.

 

You are relevant.  You realize that your success, over time, is what separates you from others. You discover more innovative ways to help your clients.  You consistently are looking for better ways to improve your processes or systems to be more productive.

 

You learn from others.  You ask questions from people that have been there.  You are eager to learn from them so you can apply the same process to you.

 

You have an excellent reputation. You want to be respected by your clients and peers.  Yes, we have egos!   Your clients recommend you over a competitor.  The ultimate ego builder!  Your clients can count on you!

 

You mastered the art of listening. You understand that customers want to be heard and understood.  

 

You are confident. The best-sellers are self-aware of their talents and work hard to build upon these talents over time. You understand that consistent patterns of behavior are essential.

In your next sales or business, meeting ask your team the following questions?

 

Ask your team to share their thoughts on what the phrase "Consistency Pays Off" means to them. How are they defining what it means to them and their business?

 

 Think of someone you know (other than yourself, of course) who is exceptionally successful. In what ways does consistency play a role in their success?  We can learn from others what systems, processes they use to be successful.

 

What do you do most consistently, and how does it pay off?  Does your product or service solve an issue or pain point? Are you providing more knowledge to help that business propel?

 

What shifts do you need to make to be more consistent when it comes to delivering superior results for your clients?  How do you hold yourself more accountable?  My recommendation is to schedule it on your calendar.  If you planned it, you have a higher chance of completing it.

 

I will leave you with this thought:
If you are persistent, you will get it. If you are consistent, you will keep it.

 

Episode 39, What's Your Story?

_{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 sales topics for your next business meeting. 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!}

 

_{In this week's episode, we discover the story you are telling yourself.} 

 

_{There are so many variations of stories. There are mystery stories, romantic, sports, comedy, rags to riches stories, inspiring or fantasy, human interest stories, there are short and long stories.}

 

_{There is one story you have an interest in and are writing each day. Your story! Yes, you are the author of your story. Each chapter in your book reflects where you are today, and future chapters are what you have designed for your life. One question you need to ask yourself is, do you like your story? Do you believe in your story? It is challenging to share a story when you lack confidence or knowledge of the story. Are you excited to share your story with others? Is your story boring? Do you like how your current story is unfolding?}  

 

_{As a Life Coach, what I have discovered when meeting with my clients is that they all have a story. A story of frustration. Frustration with a spouse who doesn't understand them, a financial story, where you spend more than you have. An addiction story, not just alcohol or drugs, but a shopping story. Some of us are looking for a quick fix to feel something or an escape from something. A health story, you tell yourself you don't have time to exercise- yet we have 24 hours in a day, and we may be looking for 30 minutes to invest in our well being to go for a walk, run, or yoga class. Or worse, a pattern of stories, um that we have allowed someone else to tell our story, and now we believe it!}

 

_{These stories we tell ourselves, that shape us are called excuses! Don't we love them? Here's some excellent news. If you don't like your current story, you have the power to change it. Yes, it is that easy.}

 

_{We all have experiences in our life that shape our story. I do understand that and also realize that each situation we face builds our story. The story of life! The story of happiness, hardships, losses of those we loved, a story of survival, stories of inspiration, of hope, of faith, love or growth, and contribution. My story is to learn more about myself and those I meet each day. Now that is a story I am interested in listening to and learning.}

 

_{To share a great story, you must know the story—the story about yourself and the story of work you do each day.}

 

_{What about your work story? Whether your in management, sales, marketing, real estate, retail, or manufacturing or technology. Are you able to communicate your story with your customers? Do you have a complicated or straightforward story? A story worth sharing. See the difference between you winning the business is your ability to share a story that connects with that client and their needs.}

 

 

 _{Your strategy– Every story has a purpose. It would help if you were very clear about what you want from your story. Say you need more business, then you need to discover the benefits of your story and find a way to share it with others. Better yet, networking with your most satisfied clients may lead to referrals, and now you have them tell your story and recommend you. It takes practice and repetition to perfect how your story will be received. You have the opportunity to learn each time you have an exchange with a prospect or current client.}  

 

_{Client's Story – You must know your clients' story. Story of why and how their business began? Their customer journey story? Let the client tell you through their eyes how their company operates, the benefits, the shortfalls. Why their current customer spend money with them versus the competition? Why they lose market share to competitors. To help a client, we need to understand their story and their needs for us to help them.}

 

 

_{Competitors Story-  It is imperative to know your competitors' story as well. What are their strengths and shortfalls? Where does your product or service have a competitive advantage? You need to be able to share your story, or you risk your competitor telling your story, and it may not be the same story.}

 

_{Why Do You Need a Story? So that you are clear of who you are, what you desire, and how you will achieve it.}

 

_{So believe in your story, keep developing new chapters, and understand the importance of sharing your story with others!}

Episode 38, Question your way to the sale.

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 is about asking the right questions to ensure that you clearly understand what your team or client is trying to communicate.  Learn how to question your way to the sale.

 

 

In sales, asking the right questions help us create new clients and learn more about our existing customers' needs.

 

The first question you need to ask yourself is this client worth your time? Your time is valuable! Have you determined what you're looking for in a potential customer? What type of investment does this client need to spend to be successful?

 

Every great sale starts with great questions - these questions are essential for qualifying each step of the customer's journey. One of my favorite questions is to ask the client to walk me through their customer's eyes. How do their customers find them? Why do their customers do business with them versus a competitor? Which of their products or service have more profit margins for them? I need to understand all aspects of their business so that I can provide better recommendations.

 

In today's high-tech world, we are moving fast and looking for ways to close the sale more quickly. But you must slow down and take the time to ask additional questions so you can make the best recommendations for their challenges. It would help if you also encouraged your team to ask more questions so they can fully understand what the client's needs are, and then offer a better solution to win the business. You and your team have the opportunity to question your way to a sale.

 

          Are there questions you should be asking to gain a better understanding of your clients' needs? Yes!  

 

 

 Probing questions can help uncover the real intent behind what is said. Many of us don't ask probing questions because we tend to make assumptions and think we understand what the client means. Effective probing questions help to get the person to talk about their personal opinions and feelings and promote critical thinking.  

 

Here are a few of my favorite probing questions:

" Let me ask you a question?"

"What is the most important factor to you when working with a vendor?"

"What are your biggest priorities this year?"

"What are your biggest challenges this year?"

"One of the most common issues I keep hearing about ( fill in the blank). Is this an issue for you?

I love, "Can you tell me more?" when I need more clarity to understand what they are trying to communicate.

 

Adjoining questions explore related aspects of the problem that are shared during your conversation. 

Some examples:

 "How would that impact your business?"

"What else would you need to do to accomplish your outcome?" 

"How would these insights change the landscape of your business?" 

"How urgent is this issue?"

"How will you measure the success of this program?"

"What is your timeline for seeing results?"

 

Elevating questions raise broader issues and look at the bigger picture. 

 So you can ask, "Taking a step back, what are the larger issues?" 

 "Are we even addressing the right question?" For example, a discussion on issues like profit margins and customer satisfaction could turn into a broader consideration of corporate strategy. 

 

 "Instead of talking about these issues separately, what should we focus on first? How do they all fit together?" 

These questions put you on a higher playing field where you have the opportunity to stand out from your competition and can better see connections between the individual problems.

 

Become a kid again! Keep challenging yourself to ask better questions. Keep questioning your way to the sale!  

Episode 37, Are you in Love?

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!

 

In this week's episode, we discover why we get up every day and go to work. This week three words - Fall In Love.

 

 

I started thinking about how much I love what I do. It's the same emotions as being in a romantic relationship. It takes a commitment every day. For many of you listening, you started your own company because your heart and passion were pushing you in another direction.

 

Let me ask you a question? Are you in love with your current career? Do you love going to work every day? Many of you would say yes. Many of you may answer no. I go to work to pay bills, make money to send my kids to college, pay for a house, or take vacations. 

 

Perhaps, you have fallen out of love with your current role? If so, I want you to think back when you accepted that position. I am sure you had the same experiences most face when they enter into a new relationship. You are excited, and you have a lot of energy, you're eager to learn something new, meet new people, make money, and know that your contributions matter to the over the organization. You tell your friends about all the exciting things that happened at work.  

 

Well, like most successful relationships, You get out what you put into that relationship. There is no one secret to having job satisfaction. 

 

What I have come to understand over my career is that people who love their jobs tend to have a few things in common. They focus on the benefits and reasons why they get up every day, and it is not about the money!

 

1) Relationships:   This is our work family. We spend a tremendous amount of your day with your colleagues. Forty or more hours a week, you are building a special bond with them. Many long term friendships and romantic relationships start at work. The relationships we build with our customers.

 

2) Passion:  Have a passion for what you do each day. In sales, we are passionate about helping our clients solve their biggest challenges. We love providing solutions to help others. What are you excited about each day? If you are in management, you enjoy coaching others to succeed. You get more excited about others' success vs. your own. 

 

3) Balance:   It is so important to have a work-life balance. When you're at work, stay focused on what needs to get accomplished. When you go home, it's my time, its family time, be more present with those you love. I encourage you to balance everything. What you eat, your exercise, love, and connection with others.

 

4) Keep investing in yourself:  Don't let boredom set in. Learn something new. Volunteer to learn new things at work or take on additional responsibilities. Invest in educational workshops to grow personally and professionally. 

 

5) Avoid Burnout: Try to avoid feeling exhaustion. There may be times you have to work extra hours on a project that has a deadline. But, I caution you on sustaining that pace at work long term. You will experience a mental drain and a lack of energy for the next day.

 

 

6) Contribution: Everyone wants to know they make a difference. Remember why you joined the company. Keep bringing ideas to help the company grow. Always believe that your contributions play a vital role in the companies success.

 

I encourage you to Fall Back in Love with what you are doing or discover something that makes your heartbeat again. Keep building lasting relationships, and keep making a difference every day! You have heard the saying, and life is short. Make sure you love what you do each day. Fall in Love!

Episode 36, Three words Tiger Woods, Lebron James, and perhaps you have in common.

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!

 

In this episode, I share three words that can help you compete with more confidence.

 

In every industry, someone is the best in the company.  In sales, its the person who generates more revenue at the end of the year versus their peers.  What could be the difference? In my opinion, sure you have to have the will to do it.  It takes heart.  It also takes time and practice.  Understanding what part of your game needs a little fine-tuning.  Then it takes effort and repetition of improving that part of your game to compete.  Many of us give up too quickly out of frustration or lack of faith in ourselves.

 

 

To Compete, you need to repeat several steps each day.

 

1. You need to create the right mindset. Believe in yourself. Do not allow that little voice of doubt to sneak into your mind.  
2. When attempting the call, understand that your looking for an opportunity to help other like-minded companies with the strategy you implemented successfully — a major VBR.
3. Realize that not all attempts will be successful. Stay focused, and call another company. Keep repeating the process of prospecting until you schedule a meeting.
4.  Learn something from each call even if they don't convert to a meeting.

 

Think about something you would like to improve on. What could you concentrate and focus on that will help you professionally or financially? If you want to compete at a high level, then it takes awareness, a mindset, practice, and repeating over and over that part of the sale that needs improvement, so it becomes routine for you. It becomes effortless.

 

Invest the time. You are worth it! Remember, If you want to Compete- You must Repeat!

 

 

 

Episode 35 Why do you wake up each morning?

 

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!

 

In this week's episode, I share my thoughts on replacing one word in a common phrase used by many, Rise and Shine. This week's three words: Rise To Shine!

 

How can you keep Shining? Let's take a look at the word SHINE.  

 

  SHINE

 

S-  START  "You can't start moving toward your goals, until show up and take that all-important first step nothing can happen. That first step doesn't have to be a big one, and it can be a small step. In many cases, fear stops us from moving forward. That little voice in our head is telling us maybe tomorrow, I call that client tomorrow, I am not qualified, or I am not ready. You are Ready! Keep moving forward to what you need to accomplish. What do you need to focus on starting!

 

H- HELP. Help yourself first. No better example is that when you're on the plane and they say if we face any turbulence, masks will drop-down, make sure you secure that mask on you first and then your child. We have to help us shine first! And in business, help your clients. What do you need to do to help them? What solutions can you provide them to improve their business? See, by helping them, you will be helping yourself.   

 

I- Intention. What are your intentions? Be clear on what you want to achieve. It is essential to understand your plans for each situation. Start with one goal you want to make. In business, if you intend to grow your income, you may need more clients. So be clear that earning more referrals or creating more new clients is your focus and intention. Accomplish that goal and start on another one.

 

N- Navigate. "Know that disappointments will find you, from time to time. Don't quit." Keep moving forward with your goals. Learn from the shortfalls and gain valuable insights. You will find a way to navigate through each experience. Life isn't what you accept, and it's what you navigate."

 

E- Everyday. What you focus on, you get. You have to focus every day on your dreams and goals. Have the Desire, drive, determination. Sure, you will face some setbacks, and you will work through those. Be determined to exceed the expectations you set for yourself every day. You are taking small steps each day that will compound to significant gains. You set the foundation for how you can build your formula to achieve your goals. Do Something every day!

 

Say goodbye to Rising and Grind, and say hello to Rising To Shine!

Stay focused on your path to achieving your dreams. The key to your success lies within you. Keep striving to become a better version of yourself.

 

 Keep On Shining!!

Episode 34, Three Words that lead this NFL team to this years Superbowl!

 

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!

 

In this episode, I share Three Words that helped the Kansas City Chiefs beat the Houston Texans. Three Words you can use to help your business.

 

You don't have to be a sports fan to embrace the 3 Words: Work To Win. 

 

How does this apply to my business?

 

How do you define winning at the end of the year? 

 

Like Andy Reed, Our goal as Coaches is to help our team members exceed their total budget. As sellers, it is your job to keeping working to win the business.

 

How do we do it? One call at a time.

 

• We have 12 months like their 16 games to find a way to win. We may fall short one month and will have to do more in other months to win at the end of the year. Some clients spend may retract. We have to be prepared for that and keep developing new business.

 

• We have to win at building better relationships with our clients each day. Find a way to develop deeper relationships with your clients.

 

• You have to win at prospecting better. You have to keep looking for different ways to connect. You have to keep working to find new clients you can help win their game. Prospecting has to become apart of your sales DNA.

 

• You have to win with productive meetings with new and current clients. You have to make sure the time you spend with your clients is productive. Time is valuable to you and the customer. Let's stay focused on solving their challenges. 

 

• You have to win with referrals from current customers or those that are your raving fans. The fastest way to scoring more business is from the clients that have success with us. You are leading from a position of confidence and results. You have to ask for referrals.

 

• You win with renewals with growth. You put your time and energy into earning their business. Keep it by continuing to provide exceptional solutions and service to them.  

 

• You win by providing better solutions measured from your client's perspective. You have to make sure you understand how your client will measure the success of your product or service.

 

To make sure you win at the end of the year. I encourage you to stay focused on One Play at a time and keep Working To Win!

Episode 33, Learn how to overcome what 75% of the population struggles with more than death.

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!

 

In this episode, we learn how to overcome what 75% of the population struggles with more than death.

 

I share a conversation with Michael Davis, owner of Speaking CPR. Michael shares how to take the guesswork out of speeches, presentations, and business stories so you can become a more confident and impactful communicator.

 

Learn how to Share Your Story so you can communicate your passion and deliver more memorable and meaningful presentations of any length, even on short notice.

 

Michael has over 25 years of experience working with leaders, executives, sales professionals, and TEDx speakers over four continents. To connect with Michael or learn more about upcoming events or coaching sessions, I invite you to visit his website, https://speakingcpr.com/

Episode 32 Do you like to play mind games?

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 exciting 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!

 

In this episode, we learn to play mind games to our advantage.

 

How many times have you heard someone or even yourself say, "That's just my luck," "Par for the course," "It's going to take a miracle for me to achieve this," or " It's so hard to get in front of decision-makers?" At times we can be our own worst enemy. Well, that changes today.

 

The psychological and emotional state we are experiencing at any given moment tends to shape our story. We start to develop these emotional habits, sometimes not even realizing it and guess what? The mind always wins the battle.

 

Almost everyone has heard the saying "mind over matter," but how easy is it to implement that into everyday life? For most people, it's much easier said than done. 

 

Keep in mind that 80% is our mindset, and 20% are the mechanics of what we do.

 

Here are nine strategies to help build up your willpower and work towards being able to use mind over matter.

 

1. Meditate

Although many people think that meditation is nothing more than sitting quietly, studies have shown that it's incredibly advantageous to your mental and physical health. That's because when you meditate, you're working towards putting yourself in a better state of mind. Why is this important? Because it will help you be more focused and mindful of your body so you can overcome challenges when you need to the most.

 

2. Active Meditation

Exercise is very beneficial for your body, and it's great for your mind? Going for a walk or a hike in the woods can help clear your mind of the chatter. It allows you to open your mind and create solutions to challenges you may be facing. You will start developing solutions versus reasons why you not able to move forward. It works so well you may end up becoming more active than ever.

 

3. Visualize Success

Visualizing yourself, achieving your goals can help you. It is critical to strengthen your mind to overcome obstacles. You are trying to get in front of a key decision-maker. Visualize the person answering your call and saying thank god you called today. I have been waiting for your call. Yes, I need your help. I know your laughing. Be confident and keep moving forward. You can go a long way and help you make it through, simply because your mind is powerful.

 

4. Focus

The saying what you Focus on, you get, is so true. Focus on your goals and put all your attention to achieving them. It would be best if you had focus time on your calendar every day. What do you need to accomplish? Doing something each day towards your goal will build momentum and confidence that you are doing something.

 

5. Build Your Ego

The words Believe you can, and you will or believe you can't, and you won't is what I am talking about is the message. The dialogue you have with yourself is essential to achieving your mind over matter. Tell yourself you can do it and be your biggest cheerleader. Believe in yourself, and you're more likely to push through your challenges. Create a three-word mantra - "I got this!" "Believe and Achieve!"

 

6. Change Your Habits

If you give up when things get tough or retreat, knowing that things won't get better, you're only going to let yourself down. So shift your habits and recall a situation that was challenging that you achieved. Recall those moments you overcame in a tough situation, to remind yourself you have been here before and found a way.

 

7. Feed Your Mind

You can learn a lot from other people who have harnessed the power of mind over matter, and books or podcasts are some of the best ways. Surround yourself with people that inspire you and stop spending your time with those that bring you down. You are whom you spend time with, choose wisely.

 

8. Learn From Your Shortfalls

One reason why mind over matter doesn't work for us because we can't get over failures that we have experienced in the past. We believe that because things didn't work out before, they probably aren't going to work out in the future. By removing this way of thinking and focusing on changing things for the better, you are much more likely to see success with your willpower. For example, if you fell short closing that new account, ask the client what kept us from working together. You can gain valuable insight and use that information moving forward. Remind yourself they said no at this point, not forever.

 

9. Change Your Attitude

Negativity isn't going to get you anywhere when it comes to strengthening your mind to overcome challenges or other obstacles. That is why it's essential to develop a healthy and positive attitude and frame of mind. Believe you can and you will. Most people put that doubt in their minds because of fear. It is a way to protect yourself from disappointment. Become Fearless!

 

 It's up to you. Make the conscious decision to recondition your mind with empowering thoughts. Create more certainty - believe that you are capable of achieving great things. It's all about Mind over Matter and You Matter!

Episode 31 Is it Time To Reset?

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!

 

In this episode, I share a conversation with Kendra Ramirez, CEO, and Founder of Resetco. We discuss how to Reset where you are in your life and let go of the things that are holding you back.

 

3 Takeaways: Build a new foundation.

 

Your mindset is the foundation for success in all facets of life. It all starts here! Especially in sales. It is essential to reset your mind after each call with a prospect or client. You can gain tremendous insight from each exchange. Reset your mind to embrace it's a journey. We all need to become experts in our Minds. 

 

 

Stop sabotaging yourself

We sometimes talk to ourselves in not-so-nice ways. Today we stop! Let us not bet against ourselves. We all have that little voice that sneaks in and challenges us. Choose your words wisely, excitement vs. anxiety, joy vs. fear. You must win within, and You are the CEO of your life- Chief Energy Officer. In sales, let's go for it and stop playing small.

 

Learn from others

Find inspiration in the stories shared by others and how they overcame adversity. Everyone has a story, and you can become an inspiration to others. You have the opportunity to listen to inspiring podcasts, read about others that overcame challenging situations. Sometimes we need just a little boost to help get us started. In sales, we learn from our wins and shortfalls.

 

To contact Kendra or learn more about her upcoming events https://thereset.co.