I help sales professionals and business owners create sales meetings in minutes by starting with the one thing that drives every result: mindset.
As a Mindset Coach, Business and Sales Consultant, and Owner of Lisa Thal Consulting, I partner with leaders and teams who want consistent growth, not one-time wins. I blend real-world sales strategy with practical mindset tools so sellers stay focused, confident and disciplined, even when business is noisy, competitive or uncertain.
I am the Author of Three Word Meetings and CEO of The Three Word Podcast, where I use simple three-word themes to shift thinking, spark better conversations and move people to action.
Episodes
Tuesday Dec 24, 2019
Tuesday Dec 24, 2019
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, I share six steps to improve your sales process and earn the business faster!
Did you know that two-thirds of all sales executives don't follow a sales process?
Key Takeaways:
There are six steps you can take to improve your conversions when presenting your ideas and improve your closing percentage.
1) The most crucial step is making sure the decision-maker and decision- influencers are involved? If not, move the meeting until they can make the meeting. It would be best if you had a clear path and understanding of the decision making process and timelines.
2) You need to identify the precise desired business results your client needs help with now. What have you discovered is the one challenge they need help with immediately? I recommend asking is there is anything else I can help you with in addition to what we just discussed. You need to understand the way your client wants to buy, not how we want to sell them.
3) Do you have an assignment that you and the client have agreed on important enough that they will invest money to solve it? You understand their profit margins and the sales cycle of their industry.
4) You share the details of the campaign, making sure the timing works for them. I would recommend providing several options. Title your options Good, Better, or Best. Be prepared to answer all of their questions. In doing so, you will build more trust and confidence with the client. You give the client the power to choose the best option for them. If they stall on moving forward with your program and say they need to think about it, schedule a follow-up meeting that you put on their calendar.
5) It's essential to discuss two to three measures of success. The only measurement can not be the following phrase: "No one walked in and said they heard my commercial on your station." Your discussion must support the Customer Journey. How do new clients find them? What are their conversions online and in-store? What was their best month, and why? What is their competitor marketing, and how will that impact them. Remind them that when using Radio, it improves awareness with current customers and drives new customers to their online store their website.
6) Follow up. You can determine based on your client's needs how to -follow up. They may prefer a bi-weekly conference call, a monthly face to face meeting reviewing the progress of the campaign or adjustments you discovered that could further improve the results. You are showing them your in it together.
Tuesday Dec 17, 2019
Tuesday Dec 17, 2019
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!
Think about how you recognize your teams' achievements?
How do you communicate the achievements of the companies success?
When do you share these successes? Do you share them daily, quarterly, or at the end of the year? Have you written a hand-written note to your employees, letting them know how much you appreciate everything they do? One letter sent to their home recognizing they went over and above expectations? Let the employee go home early one day for going over and above. Its called Surprise and delight! Everyone loves a surprise that they didn't expect. Not to mention, how great it makes you feel to recognize the right behavior you want everyone in your company to display.
Identify your team's achievement by finishing the following phrases listed below and share these answers with your team.
Because of you, we achieved.
Because of you, we can celebrate.
Because of you, we can.
Because of you, our service is the best in the industry.
Because of you, we acquired more new client acquisitions.
Because of you, we retained x percent of our clients.
Because of you, we grew our employee count to xxx.
Because of you, we grew our shares in the market place by xxx.
Because of you, we exceeded our goals by xxx.
Because of you, we beat cash flow by xxx.
Because of you, we have a significant competitive advantage over our competitors.
Because of you, we were able to help our community. (Insert how your company gives back.)
I will leave you with these thoughts:
Keep sharing ideas to help your company.
Keep recognizing those that are making a difference.
And Remember you, Matter!
Tuesday Dec 10, 2019
Tuesday Dec 10, 2019
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's episode helps you conquer feeling anxious. Learn Eight Tips on shifting from the feeling of Anxiety to Excitement.
Would you like to find a way on how to conquer the anxiety? Want to take control of your Mental voice? Great news! You can. You have to shift your inner voice, and it is as simple as replacing the word Anxiety to Excitement. Yes, it is that simple.
I would love to share eight sales tips to help get your Mind shifting into a direction of feeling more in control and excited.
- Focus on the one thing you do well. Its human behavior for us to focus on negative thoughts. Make the shift. If your great at asking great discovery questions on new calls - get excited and take pride in that skill set. If your a great problem solver, get excited about solving your client's most significant issues. Focusing on these successes will help spill over into your other work.
- Give yourself a break - Even the best salespeople can't perform at 100% every day. We intend to do so, permit yourself not to be the best. Maybe your forcings things, understand its a journey, its temporary.
- Living in the past - stop replaying the past, our minds love to go there, and as most know, we can't change the past. Shift to the word excitement. What can we learn from each experience?
- Be open and open-minded. Be open to all experiences. You will learn something that will benefit you. Be prepared, and be open to asking for additional coaching if you need it. It is you taking control.
- Invest in yourself. Make sure your feeding your brain with great content. Create an element of surprise each day. A podcast, webinar, audiobooks, comedy that will make you laugh.
- Shift your daily routines. Take a different way to work, sit in a different chair during your next sales meeting. Schedule a breakfast or coffee meeting with a new client, a top seller from another industry, or a mentor. That exchange will provide you with excitement.
- Surprise and delight. Doing little acts of kindness can make a significant impact. Go that extra mile, drop off a favorite treat to your best client, not on their birthday. How about a handwritten thank you note that says how grateful you are to be working with them — that positive energy your creating carries over into your day.
- You focus on selling time. You block out two hours every morning for pure selling. The morning between 9 am-11 am has proven to be the best time for getting sales calls and emails returned. No distractions, your controlling these two hours. This focused time will help invigorate your entire day.
Today you take control of that mental voice wanting you to go down the path of anxiety and fear. You tell yourself, goodbye, stress and tension, and hello excitement. I am not interested in taking you on any future calls. I am focused on new adventures, new learning experiences. I am taking excitement with me!
Tuesday Dec 03, 2019
Tuesday Dec 03, 2019
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 helps you shift from focusing on the Impossible to It's All Possible.
If your looking for a little inspiration and to get others to believe they can achieve anything they set their minds to, then the phrase "It's All Possible!" can help you. Most of us focus on the impossible—that which we are unable to accomplish. But in every impossibility, there is a possibility. We can choose either option just by shifting our minds to the outcomes we desire and holding ourselves accountable with an action plan. We get what we focus our attention on. Even the word "impossible" says, "I m possible." See the word Impossible and put a space between IM and possible. Yes, it states, IM Possible!
Most people fall short as they give up mentally before they even begin. My advice is to start and break down how your outcome can fit in your life. While it may seem to be impossible for one person, it might be possible for another. Everything is possible; it's just that the seemingly impossible things take a little longer to figure out. The key is to get you to figure it out is a process. Having the internal drive is key, followed by a determination to keep pursuing what you want to accomplish.
Identify something you felt was impossible that you made possible. What process did you use to accomplish that project? How do you coach your team through the process of believing everything is possible?
A great exercise to use in your next meeting is to recall a time when you created a solution for a situation that seemed impossible. Share the process you went through with your team and describe how you felt when you accomplished it. Ask your team members to share their stories of overcoming similar situations.
Next, ask the team to come up with a list of people throughout history who transformed the seemingly impossible to possible. Here are a few examples of people that turned Impossible to Possible. These inventors made the things we take for granted today possible:
- Thomas Edison developed a wide range of products, from the electric light bulb and the phonograph to motion pictures.
- Because the Wright brothers successfully designed, built, and flew the first powered aircraft, we get to go on vacation and travel the world. I am amazed by this invention every time I fly.
- Alexander Bell made it possible for us with the first telephone. Followed by Martin Cooper in 1970 invented the 1st handheld cell phone. Can you imagine life without your cell phone!
- Larry Page and Sergey Brin in 1996 while attending Standford made google possible for all of us.
- Facebook, in 2004, made it possible by Mark Zuckerberg for us to share our life through one social channel.
If you need to grow your business, create a plan to do so. Make it possible. If you are looking for ways to improve your health, make it possible, and design a plan for better health. You can achieve the outcomes you desire. I encourage you to keep trying new ways until you discover a solution. The journey is part of the learning experience.
If you like what you hear, please share the Three Word Podcast with others.
Tuesday Nov 26, 2019
Tuesday Nov 26, 2019
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 focus on being grateful when faced with frustration, irritation, or disappointment.
"Develop an attitude of gratitude and give thanks for everything that happens to you, knowing that every step forward is a step toward achieving something bigger and better than your current situation."
Life happens every second of every day. How we accept those moments can be the difference in living a life of gratitude or living a life of resentment. Becoming aware of those teaching moments along the way can shift your focus to appreciating every experience you encounter.
Three recommendations to stay grateful:
Attitude: How you think or feel about someone or something reflects your mood. Are you hopeful or hopeless? You have total control over how you approach life. Yeah, we all get frustrated at times. It's easy to appreciate all the happy moments, but those challenging moments are when you realize the gift. I encourage you to shift your mind to operate to a new belief that says, "Life happens for me, not to me." These shifts that occur in our life are teaching moments. Embrace them and learn something from each experience.
Gratitude: Gratitude is an awareness that, as things come to you, they are what you need – whether it is people, circumstances, or challenges. Each day brings a multitude of opportunities to feel gratitude and appreciation. Saying "thank you" to those challenging experiences is the best way to continue to grow. Even those experiences where we face conflict stop and say "thank you" for this experience as I am sure there is a teaching moment there. I encourage you to develop a routine of gratitude.
Achievement – What you pay attention to or notice, tends to expand and grow. You will attain your outcomes by becoming more aware of what you want and why it is essential to you. The "why" is the emotional reason behind its importance for you. Having the right attitude with gratitude will make your experience more fulfilling!
Tuesday Nov 19, 2019
Tuesday Nov 19, 2019
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
Tuesday Nov 12, 2019
Tuesday Nov 12, 2019
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!
Tuesday Nov 05, 2019
Tuesday Nov 05, 2019
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%.
Tuesday Oct 29, 2019
Tuesday Oct 29, 2019
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.
Tuesday Oct 15, 2019
Tuesday Oct 15, 2019
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!