Three Word Podcast

Episode 223, Believe In Something!

Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 223 is about Believing in Something!  Three words that we could use to achieve our dreams and goals. 

 

The Holiday season reminds us of one word: Believe. Do you have kids, or if you are an adult, think back to when you were a kid waiting for Santa and Rudolph to visit. How did you feel? I remember feeling excitement and anticipation of Something good, a special moment. I believed.

 

If you are a Ted Lasso fan, as I am, one word appeared in the locker room: Believe.  

 

Believe in Something! 

 

These three words have become a staple in our house.

 

The past few months have been challenging for our family. My wife Olivia was unexpectedly diagnosed with Esophageal Cancer. We learned that when Liv had an endoscopy done for reflux, she was experiencing. This news was shocking to us. Liv eats all the right foods, exercises daily, enjoys Mountain Biking, volunteers to coach Kids, and loves to experience the great outdoors.   

 

Her daily routines have shifted from riding trails to driving to radiation and chemo treatments each day for weeks, not to mention the mental challenges she faces daily from the effects of the treatments. How does she manage this each day? The food she can eat from the impact of the treatments. She believes in Something. She is fighting for her life. She can live another day to spend with her family, hiking the pups, seeing her friends, her biking community, and her siblings, nieces, and nephews!

She Believes! We believe in a cure!

 

The question is, what is it that you Believe?

 

We are all entering a new year, the perfect time to reflect on the past and plan for the future. Many people are excited to say goodbye to last year's challenges and welcome the potential of the future. However, along with the new year comes the need for new goals. 

 

While setting goals can feel overwhelming, believing in Something can be the motivator you need to help you achieve them. Believing in Something can be one of the most powerful tools for success. We'll dive into the power of believing in Something and how it can help make this year your best year yet.

 

The Power of Believing in Something

 

Believe in Yourself 

The first step in believing in Something is to believe in yourself. You may have doubts or fears, but it is essential to push past them to achieve your goals. Believe in your abilities, skills, and strengths. Recognize your accomplishments, no matter how small they may seem, and use them as fuel to keep pushing your life. Believe that you can achieve anything with hard work and dedication.

 

 

Believe in Your Vision 

Your vision drives you forward, and it's essential to believe in it. Don't be afraid to dream big and set lofty goals. Your vision should be Something you are passionate about and will motivate you to work hard. Whether it's a personal or professional goal, believing in your vision will help you stay focused and determined throughout the year.

 

 

Believe in Your Team 

As important as it is to believe in yourself and your vision, it's equally important to believe in your team. Liv has a team of Doctors and nurses helping us Beat Cancer. You can only achieve some things, and having a solid support system can make all the difference. Whether it's your colleagues, family, or friends, trust in their abilities and work together to achieve your goals. Believe in each other and push each other to succeed.

 

 

Believe in Resilience 

Believing in Something means that everything will go differently than it is. There may be setbacks and challenges, but resilience can help you overcome them. Have faith in your ability to bounce back, and don't let setbacks discourage you. Remember that failure is not the end but a learning opportunity, a new beginning. Keep pushing forward, and believe that you will succeed in the future.

 

 

Believe in Your Purpose

The most significant belief that you can have is in your purpose. What is it that drives you? What energizes you? What motivates you to achieve your goals? Keep your intention at the forefront of everything you do and believe in its value. With a clear purpose, you will stay dedicated and focused throughout the year.

 

 

Believing in Something requires you, your determination, and a vision for the future. Now is the perfect time to reflect on your goals for the coming year and embrace the power of belief. Believe in yourself, your vision, your team, your resilience, and your purpose, and use these beliefs as fuel to drive you toward success. With this mindset, you can achieve anything, no matter how big or small the goal may be. Stay focused, work hard, and maintain your belief; this year can be your best.

Believe you can, and you will!

 

And if someone can benefit from hearing this, please share it.

 

Create engaging sales meetings in minutes! 

My easy-to-use process can quickly create impactful meetings tailored to your team's needs. 

 

Learn more at www.Threewordmeetings.com.

Episode 222, Learn how to eliminate self-doubt and build self-confidence!

Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 222, teaches us how to eliminate self-doubt and build self-confidence. 

 

When does self-doubt sneak into your life?

 

Last week, I witnessed where self-doubt was a driving force with one of my sellers. We were reviewing her business for the year. We have several metrics that measure all team members' success. One area of her disappointment was reaching a presentation goal for the year. It had a financial impact as well.   

 

When I asked her what she thought kept her from achieving this goal, she replied I set focus time to call new prospects to meet, and they didn't answer. So, I moved on to other things. Love the honesty, I replied; on average, it takes eight attempts until you reach a prospect. Here is where the self-doubt started to find its way in. They are not answering, so they do not need what I have to offer. I bet they don't have the budget to spend. So what happens? We go to a place like answering emails or other busy work that comforts us. Self-doubt takes over!

 

 

Self-doubt can hold you back from achieving your goals, particularly in sales. When you have little confidence in yourself, convincing others to invest in your ideas or products can be challenging. However, building self-confidence can significantly enhance your sales and business. 

 

 

The number one key is to believe in yourself!

All of us have faced self-doubt in our personal or business lives.

Am I good enough?

Do I deserve this?

Should I be doing this?

 

Let's explore tips to help you eliminate self-doubt and develop self-confidence.

 

 

Identify the Root Cause of Your Self-Doubt:

To eliminate self-doubt, you need first to understand what causes it. It can come from many sources, such as childhood experiences; don't do that. Sit down. Be quiet. How about Fear of failure? It's too risky to try that. What about criticism from others, saying you are not good enough? I had a professor tell me I would never make it broadcasting. If I had believed his words, I wouldn't be celebrating 37 years in broadcasting.

 

These are external sources that drive that self-doubt. Recognize that these are someone else's thoughts about you. You weren't born with self-doubt, but it started to attach to you somewhere along the way. Each of you was born to do something great!

 

Another key is that you don't overcome it. You build something more significant- you build your self-confidence. Try to figure out when and why your self-doubt arises to address. You have to find a way to delete or eliminate the thoughts of others because it can derail you. So when you hear those words, put them into your deleted folder like you do on your computer daily. If someone says you are not good enough, place that thought in the delete folder.

 

 

Focus on the things you can control:

It starts by building a reputation of trust with yourself. You honor your word and the promises you made for you. I do the things I say I am going to do. What promises have you made to yourself? These are all internal things you can control. Start stacking wins daily to create more confidence. Is it you going to get up earlier each day? You're going to go for a 15-minute walk every day. You are going to make a certain number of new calls. It could be as simple as setting your clothes out the night before.

 

 

Give Yourself Credit:

When you achieve something, take the time to praise and reward yourself. Pat yourself on the back for your accomplishments, big and small, to reinforce your sense of worth and progress. This approach goes a long way in removing doubt and growing self-confidence.

 

 

Eliminating self-doubt is an ongoing process, and it will require patience and persistence. However, you can build self-confidence by identifying the root cause, focusing on what you can control, giving yourself credit, and taking action! Always acknowledge your progress, no matter how small, and appreciate yourself. By doing so, self-doubt will be replaced by self-confidence, leading to success in sales, business, and life.

 

 

Here is one thing I want you to know. I believe in you and am rooting for you to reach your dreams.

 

And if someone can benefit this, please do me a favor and share it.

 

Create engaging sales meetings in minutes! 

My easy-to-use process can quickly create impactful meetings tailored to your team's needs. 

 

Learn more at www.Threewordmeetings.com.

Episode 221, Separate yourself from the competition this holiday season!

Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 221, Separate yourself from the competition this holiday season!

 

Learn the key strategies on how to separate yourself from the competition. 

 

Right now is the time of year when you can separate yourself from other people, your competition, where you are, and the standards you have set for yourself: your relationships, your health, and your business.

 

It is challenging to catch those already ahead of you running at full speed. But there is an opportunity to move forward of those slowing down. Most people take time off during the holiday, get more casual about their routines, relax, and lose that edge. It's about separating yourself from others and being the best version of yourself.

It's called growing!  

 

We are entering into the ultimate separation season. It starts with Thanksgiving and excels into December when everyone starts taking time off; you start showing up to work late and leaving early, not focusing and hustling. You begin to make excuses like clients not wanting to meet right now. Or you tell yourself that everyone eats poorly during this time of year. Here is where you can take advantage, get excited, and turn it up when they turn it down.

 

Do the things others are not willing to do. That includes you! You find a way to get better each day.

 

Thanksgiving, Christmas, and New Year's are holiDAYS, not holiWeeks, not holiMONTHS! Days only!

 

Let everyone else slow down. Even the current version of yourself wants to take it easy; you must be ready to turn it up to run laps around those people and take advantage of the separation season.

 

For you achievers, you want to find a way to separate yourself. 

Let's talk about some areas where you can separate.

 

Fitness and Nutrition

It's the time of year when people start to back off their workouts. They skip a day or two to attend holiday parties or happy hours. Let others miss their activities, not you. It's where you turn it up. You add one more rep to your workout. You add 10 minutes to your walks or runs. To be at peak performance takes energy. It includes your nutrition. You will have many temptations coming at you. You can separate yourself and pass on the food that brings you down, the sugary desserts, or eat half of the portion. 

 

Hydrate! You will likely be attending more holiday gatherings. It is where you don't want to add one more theory. Alternate your holiday beverages with water. Hydrate during work to think more clearly and minimize those lower energy moments. Most importantly, get your sleep!

 

Family

How can you create separation moments with your family and friends? What could you do this holiday season? Create a moment you haven't had before. Is it volunteering as a family to help a non-profit for several hours? Volunteer at a pet shelter to help walk the dogs, serve seniors in your community and mentor a teen. What can you do to create separation moments with your friends and family?

Below is a list of 10 creative ways to Volunteer. 

 

10 Creative Ways to Volunteer | Walden University

 

 

Business

The productivity of Friday afternoons. It starts about 1 pm when most people slow down heading into the weekend. It is a separation moment for you—your window to call those prospects with new and different ideas. New prospects and clients seek someone to share new ideas and concepts that help them separate themselves from their competition. What can you share with them that would be worth their time during their busy season that could impact their business? 

 

 

Here is the key. You can't hope and think about these separation moments. The key is taking action. Your body has to move as you think about these opportunities. Another opportunity during separation season is Saturdays. Can you find a few hours to separate yourself from your clients? Life is a game of inches. Where are your opportunities? Friday afternoons and Saturdays. Or in the evenings, is there an hour when you can work on your business? Sending thoughtful ideas to your best clients and new prospects lets them know you are always looking for new ideas to share with them all 12 months of the year. Be willing to do things others think about.

 

It's separation season. What about those friends or family members you haven't talked to for a long time? Call them and let them know you were thinking about them. Do it before the holidays, when everyone else sends them their Holiday wishes. You are separating yourself by calling them weeks before the holidays start. I wanted to be the first to wish you the best this holiday or for the new year.  

 

If you want to move from others, what you do right now will separate you. Stop hoping for it, eliminate thinking your way through life, and you must take action. Interestingly, 99% of us will keep thinking about what we want to do, while 1% will separate themselves by acting.

 

My question is, what are you willing to do to separate yourself this year? Separation for your fitness and nutrition, separation moments for your family and friends, separation from my competition, separation for your business, separation for your mind, your moments. We create those inches each day that turn into yards!  

 

My wish for you this holiday season is a season of separation. Creating more moments for your friends, family, clients, and most importantly you!

 

Share this episode with friends and family. Discuss the topic of separation from your competition with your teams. 

 

Create engaging sales meetings in minutes! 

My easy-to-use process can quickly create impactful meetings tailored to your team's needs. 

 

Learn more at www.Threewordmeetings.com.

 

 

Episode 220, The Top 3 things people are grateful for.

Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 220: Gratitude is Powerful!  This week's episode is all about the power of being Grateful. 

 

I wanted to find out the top three things people are most grateful for because, you know, I love anything related to threes. I discovered some insights from an article I read by Science and Business. 

 

Gratitude is more than just saying thank you. It's a powerful emotion that can transform our perspective on life, relationships, and business. Studies have shown that practicing gratitude can increase happiness, reduce stress, and improve overall well-being. 

 

As sales professionals, business owners, or entrepreneurs, gratitude can help us achieve our goals, build better client relationships, and create a positive company culture. I will share the top three things people are most grateful for based on scientific research and insights from successful entrepreneurs and business leaders.

 

Family and Friends:

According to multiple surveys, family and friends are at the top of the list of things people are most grateful for. Our loved ones provide emotional support and encouragement and give us a sense of belonging. We share our joys, sorrows, and memories with them. Science backs this up. A study published in the Journal of Personality and Social Psychology shows that people with strong social connections are happier, healthier, and live longer. 

 

Business leaders can apply this insight by cultivating more profound relationships with their customers and employees, creating a sense of community within their company, and investing in activities that promote team building and bonding outside of work.

 

Health:

Our health we may take for granted until we don't have it. Good physical, mental, and emotional health is crucial to living a fulfilling life. Research has shown that people who are grateful for their health tend to take better care of themselves, have lower stress levels, and are generally more optimistic. 

 

In business, investing in employee health and wellness programs can pay huge dividends in productivity, employee retention, and overall happiness at the workplace. Resources that prevent sickness and promote healthy habits like exercise, meditation, or nutrition can increase job satisfaction and ultimately benefit the bottom line.

 

Work and Career:

We spend, on average, eight hours working. Our jobs give us a sense of purpose and meaning, providing a platform for personal growth, financial security, and achievement. A survey conducted by Glassdoor found that 60% of employees in the US said they are most thankful for their jobs. People who are grateful for their careers tend to be more motivated, productive, and loyal to their employers. 

 

As a business owner, investing in your employee's career development and providing opportunities for growth, recognition, and fulfilling work can improve job satisfaction and retention. By creating a culture that values employee contributions and solicits feedback, your team can be motivated to take your company to the next level.

 

Gratitude is a powerful force that can transform our lives and our businesses. As we've seen, people are most grateful for their families and friends, their health, and their work and career. We can apply these insights by building stronger relationships with our customers, investing in employee's health and well-being, and creating a workplace that values personal and professional growth. Practicing gratitude can improve our sense of fulfillment, success, and happiness and ultimately build thriving businesses and communities.

 

As you gather with family and friends this week, reflect and ask yourself what you are most grateful for.   

 

For me, I am grateful for Time. The Time I get to spend with those I love deeply. Keep filling your life with gratitude moments!

 

Something else I am grateful for is you. 

 

Create engaging sales meetings in minutes! 

My easy-to-use process can quickly create impactful meetings tailored to your team's needs. 

 

Learn more at www.Threewordmeetings.com.

Episode 219, 5 Reasons Why Sales People Need to Say No to Grow Their Sales.

Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 219, 5 Reasons Why Sales People Need to Say No to Grow Their Sales.

 

Let's talk about the word, No. Since we were kids, we have heard this word. How many times have you been told no in your lifetime? We associate the word No as a negative experience. 

 

Saying "no" may seem counterintuitive for salespeople, but it's an essential part of your journey toward success. Saying "yes" to everything that comes your way can waste time, effort, and resources. In this podcast, I am going to share the reasons why salespeople need to start saying "no" so they can grow in their profession. Discover why saying "no" can be your biggest ally in increasing your sales.

 

Here are five situations we need to start saying "No."

 

Saying "no" helps you prioritize: 

As a salesperson, our time is one of our most valuable assets, so we must understand that we can't say yes to everyone. Saying "no" allows you to identify the opportunities worth pursuing and prioritize your efforts. When you say "no" to a lead, you're essentially saying "yes" to a better opportunity that matches your goals and strategies. 

 

 

Saying "no" establishes value and credibility: 

When you say "no" to a prospect, you're communicating that you have a deep understanding of their needs and goals and that you're not the right fit for them. This honesty establishes your credibility as a salesperson and creates a value-based relationship with the prospect. Your goal is to work with the clients that have allocated a budget to solving their challenges. 

 

 

Saying "no" to non-decision makers: 

We must find a way to earn a conversation with someone who can say yes. Often, we settle for a meeting with others who have no authority to say yes to our solutions. Yes, we can create allies to help us. You will have to determine how much time you want to spend with someone who can't say yes. Say no to the time wasters!

 

 

Saying "no" makes you focus on your goals: 

Every salesperson has specific goals and strategies that they want to execute. By saying "yes" to everything that comes your way, you may get off track to reaching your goals and waste time. Communicating "no" helps you focus on your overall vision and mission, taking you one step closer to achieving your objectives.

 

 

 

Understand 'No" could mean not yet:

We want to close more sales faster. We must understand that timing is a crucial factor. So, we need to understand better that No could mean not yet. They may be happy with a current vendor but open to our ideas down the road. Or they need more resources to achieve the results they need. So say No for now and reconnect when the timing and budget are right.

 

 

Say we must say No to Grow!  

In a sales environment where success is linked to our ability to convert clients, it may feel unnatural to turn down any business opportunities. But, as we've seen, saying "no" is an essential strategy for salespeople. 

 

Prioritizing, establishing value, showing expertise, saying no to non-decision makers, setting boundaries, focusing on your goals, and understanding No may mean not yet are all crucial aspects of sales that are amplified by the word "no." So, next time you're tempted to say "yes," rethink and remember that "no" could be the key to unlocking your growth.

 

 

Could you do me a favor? If someone can benefit from this share it.

 

Create engaging sales meetings in minutes! 

My easy-to-use process can quickly create impactful meetings tailored to your team's needs. 

 

Learn more at www.Threewordmeetings.com.

 

Episode 218, The Top 5 Fears of Salespeople!

Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 218, The Top 5 Fears Sales People Have and How to Overcome Them. 

 

How would you describe the characteristics of the salespeople you know? Confident, charismatic, and assertive individuals who can close deals effortlessly. In most cases, that is true, but behind that facade of confidence lies a range of fears that can hold back even the most experienced sales professionals.

 

Let's explore the top five fears salespeople face and provide solutions to overcome them. Whether you're new to sales or have years of experience, this will help you improve by addressing these common fears.

 

Fear of Rejection

One of the most common fears that salespeople face is the fear of rejection. Nobody likes to be told "no," salespeople often take it personally when a prospect doesn't buy. The fear of rejection can be so intense that it prevents salespeople from making calls, sending emails, or approaching potential clients.

 

To overcome this fear, we need to change our mindset. Instead of seeing rejections as personal failures, view them as a natural part of the sales process. It's not your identity but a role you perform for the company. Every "no" brings you closer to a "yes." Focus on building relationships with prospects rather than just trying to close a sale.

Remember, we aim to schedule a conversation to see if our company is a fit or if we can help them, not sell them. By connecting with prospects personally, you can overcome the fear of rejection and build a loyal customer base.

 

Fear of Failure

Salespeople are often under much pressure to meet their targets and quotas. This pressure can lead to a fear of failure, which can paralyze. Fear of failure may avoid taking risks, or you may give up too easily when faced with a challenge.

 

To overcome this fear, we need to focus on our strengths. We should identify what makes us unique and use those strengths to our advantage. We can also set realistic goals and break them down into smaller, achievable steps. When you do this, it will give you a sense of accomplishment and help build momentum.

 

Fear of Being Not Authentic

Some salespeople fear that they will come across as pushy, and we want to avoid coming across that way to a prospect or client. Remember that only 5% -15% of companies may need our service today. So, we need to understand that sales are a process.  

 

To overcome this fear, you can focus on building relationships with your prospects. Listen carefully to their needs and concerns and offer solutions that genuinely help them. By being authentic and transparent, you can build trust with your customers and make them feel valued.

 

Fear of Losing Control

Some salespeople fear losing control of the sales process. They worry that the prospect will take over the conversation or ask difficult questions they can't answer.

 

To overcome this fear, ABP, Always Be Prepared, for each call is critical. Research the prospect and the company before making contact. Know their product or service and the competitive landscape. By having a deep understanding of what you have to offer and the market, you can confidently navigate the conversation and address any objections that arise.

 

Fear of the Unknown

Finally, salespeople may fear the unknown. They worry about new markets, new products, or new sales techniques. They may feel out of their comfort zone and need help proceeding.

 

To overcome this fear, you can embrace a growth mindset. Approach every challenge as an opportunity to learn and grow. Be open to feedback and willing to try new techniques. By embracing the unknown, you can develop new skills and become more effective.

 

 

Overcoming fears is never easy, but it's essential for those who want to succeed. So, Don't be Afraid! By addressing common fears such as rejection, failure, inauthenticity, loss of control, and the unknown, you can develop the confidence and resilience to thrive in any market.

 

By building relationships, leveraging your strengths, and embracing new challenges, you can become confident and on the road to success. So go ahead, face your fears, and Don't Be Afraid!

 

 

Thanks for joining me this week. Could you do me a favor? If someone can benefit from this episode, share it and rate it, or subscribe to where you get your favorite podcasts.

 

 

Create engaging sales meetings in minutes! 

My easy-to-use process can quickly create impactful meetings tailored to your team's needs. 

 

Learn more at www.Threewordmeetings.com.

Episode 217, 5 Tips the Dominate the end of the year!

Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

As the Year ends, it's essential for all of us to stay motivated and focused on our goals and activities needed. The last few months of the Year can be challenging, with holiday distractions and end-of-year fatigue. But don't let that stop you from achieving your sales targets and finishing the Year strong! 

 

Five tips and strategies to help you stay on track and dominate the end of the Year.

 

Review your goals: 

Honesty time! Take some time to review your sales targets for the Year and assess your progress so far. Look at which targets you've met, which are still achievable, and where you might need to adjust your strategies. Doing so will give you a clear idea of what to focus on in the coming months.

 

Prioritize your activities: 

With limited time left in the Year, you need to prioritize your sales activities and focus on what will have the most significant impact. Identify your high-value prospects and prioritize them over less promising leads. Keep low-spending clients from stealing valuable time from you. 

 

Focus on activities likely to generate results, such as looking for introductions from your best clients, revisiting the prospects still in your sales funnel, targeting new opportunities, and setting up face-to-face meetings with your key accounts.

 

Stay motivated and positive: 

The last few months of the Year can be challenging. It can take a mental toll on you. But it's essential to stay motivated and positive. Surround yourself with positive people and challenge other sales team members to daily challenges to make it more fun and competitive.

 

Celebrate even small successes along the way, and keep reminding yourself of the big picture and that you are making progress!

 

Be creative and adaptable: 

If you need to catch up on your desired results, it might be time to try something new. Brainstorm with colleagues to develop new ideas to engage new prospects or gain more from your current clients. Be open to experimenting with new approaches, and be willing to adapt if something isn't working.

 

Relationships Matter: 

Building solid relationships with your prospects and clients is vital to sales success, especially at the end of the Year. Take the time to connect with your prospects on a personal level and build rapport. Follow up on previous interactions, check their progress, and see if anything has changed. Building strong relationships will increase the likelihood of closing deals and generating new business.

 

 

The end of the Year can be challenging for sales professionals, but with focus, determination, and a positive attitude, you can finish the Year strong and achieve your sales targets. It will also jump-start next Year. 

 

Remember, every conversation and sale counts, so keep pushing forward, and don't give up!

 

Could you do me a favor? If someone can benefit from this episode, share it and rate it, or subscribe to where you get your favorite podcasts.

 

Create engaging sales meetings in minutes! 

My easy-to-use process can quickly create impactful meetings tailored to your team's needs. 

 

Learn more at www.Threewordmeetings.com.

Episode 216 Close more sales by doing this..

Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 216 The Closer Framework.  Learn the Framework your team could use to help close more sales. 

 

I want to ask you a question. How many pending clients do you have that have yet to close? Do you have the answer to what is keeping them from moving forward? After today's podcast, you will learn why the sale has stalled! 

 

The art of sales is working with people and navigating their minds and emotions to help them get what they want.

 

I am always looking for better ways to help my team, you, and myself to communicate better with our prospects and clients. I was listening to a podcast titled $100 Million Business Strategies with Alex Hormozi. The title got my attention! I wanted to find a better way to help my team close more sales.

 

Alex started Gym Launch, selling as many customers as the gym could handle. He scaled the business to Acquisition.com, which invests in other start-ups. He is now worth over $100 Million. I love following successful people because they have done the hard work, faced setbacks, and have something to teach us from their journey. One thing I learned from the podcast was the Framework around the word C.L.O.S.E.R!

 

What is the closer Framework?

The six-step C.L.O.S.E.R framework helps create meaningful dialogues, builds lasting relationships, and encourages a customer-focused selling approach. Clarify: This is where the salesperson stays curious and gains a deep understanding of why the prospect is seeking help.

 

 

A customer-focused model that moves beyond the limitations of high-pressure sales tactics and instead focuses on understanding the customer's needs and providing genuine value. 

 

The six-step C.L.O.S.E.R framework helps create meaningful dialogues, builds lasting relationships, and encourages a customer-focused selling approach:

 

1. Clarify Why they are there.

The salesperson digs deep to understand why the prospect is seeking help. It's about uncovering the underlying needs, wants, pain points, and challenges. A conversation that lays the foundation for creating trust. Questions like What are your challenges or goals right now? Why is it important to you? 

 

2. Label them with a problem.

Once you've clarified the client's situation, it's time to label the problem. Labeling makes the problem is critical. You are recapping what they said. For example: So it sounds like XX is your goal. Does that sound about right? Or would you agree?"

 

3. Overview of their past pain.

This step involves what the client has tried in the past. Knowing their history helps avoid repeating past mistakes and builds empathy, demonstrating that you genuinely care about finding the best solution for them. Questions like: What have you tried so far to accomplish this? How long did you do it for? How long ago? Explain how it is not their fault; they may had a missing piece or two of the equation.

 

4. Sell The Vacation, not the plane flight.

Rather than delving into the details that can be overwhelming, focus on painting a picture of the results - the end destination. You're selling them the vision of their success. Imagine if your team could focus on strategic tasks instead of time-consuming manual reports. What impact would that have on productivity and sales?

 

5. Explain away their concerns.

Now, it's time to remove any obstacles or concerns. This step builds trust, showing the prospect that you're ready and capable of handling any issues that may arise. It's about assuring them that you've thought things through and have solutions. Questions like understanding past agreements that didn't work. Do you see the value we can bring to solving your challenges? Are you ready to work with us?

 

6. Reinforce their decision.

People decide within the first 48 hours from the point of sale whether they will buy from you and your company. So, reinforce all the benefits of working with you to solve the problem they labeled. You could share, 

You've decided to move forward with our strategy; you're on your way to a more productive and efficient sales process."

 

 

The Key is to complete all of the steps!

 

 

 

Our teams invest a lot of time to earn that first meeting with a prospect. So implementing The C.L.O.S.E.R framework puts the customer at the heart of the sales process, leading to immediate sales and fostering long-term relationships. The C.L.O.S.E.R framework could be the Key to unlocking your sales success.

 

Thanks for joining me this week. Could you do me a favor? If someone can benefit from this episode, share it and rate it, or subscribe to where you get your favorite podcasts.

 

 

Create engaging sales meetings in minutes! 

My easy-to-use process can quickly create impactful meetings tailored to your team's needs. 

 

Learn more at www.Threewordmeetings.com.

 

 

Episode 215 We have to Learn before we can earn.

Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 215: We must learn before we can earn!

 

I have a few questions for you. How is your business? Could it be better? Could you benefit from having more clients? Do you have a strategy to replace your top clients if they go away? 

 

It doesn't matter how long you have been in business; there will be a time that you will lose a client to no fault of your own. So, to protect your income, you need to have a consistent game plan for attracting new clients. Most of us wait until we lose an account and then try to hurry up and make new calls, only to discover they may be working with another vendor or don't need our product or service.   

 

Whether you are in sales or management, my goal is that you have a strategy so you stay in control of your business and income.  

 

This exact situation happened to one of the sellers I am coaching. A significant account had to pause its marketing campaign due to a United Auto Workers strike. A problem either had control over. We would talk in our coaching sessions about what would happen if this account stopped spending with you. It would impact her income significantly, for one. 

 

What can we learn from this?

 

One thing is that we need to continue to find ways to create new customers. One of the fastest ways is to look for introductions from current clients and business connections from friends and family. 

 

Another way is to call on companies that we can help. Calling on new opportunities can be incredibly effective if you do it right. It allows you to go directly to businesses instead of waiting for them to come to you.  

 

As a business owner or salesperson, cutting to the chase and getting customers on the phone can save you time. While there are many benefits to building out marketing funnels and inbound leads through email, calling someone directly bypasses those steps.

 

What are the best ways to prepare for the call?

 

Every business has two types of demand. Short and Long Term, and they both have a purpose. Short-term are the existing opportunities these companies have, representing about 5-15% of the market—someone who is ready to buy today and has a need.

 

85-95% of people fit into the Long term bucket, future demand. People are not in the market today but will be in 6 months to a few years. Building brand recognition is meaningful, and making them more familiar with your company is critical so that they think of you when they are ready to buy.

 

For example, Like a Good Neighbor, State Farm is there. They understand this precisely because they know they need existing and future demands to keep growing their company.

 

Guess what, so do we. We need to understand that we have existing customers who need us today and that we also need to create future clients for us to keep growing.

 

The goal is to learn before we earn.

We must approach each call as a learning experience. The goal of the first call is to have a conversation with a decision-maker to see if we are fit and if our prospect needs short or long term help. There is an opportunity to learn from each call. The main goal is to understand what other challenges they may be facing so that we can provide solutions. 

 

It starts with preparation. There are three tips to making sure you make the most of those calls.

 

Step One: Focus on the Right accounts.

We must understand who our ideal prospect is so we don't waste time reaching out to those we can't help. Review your account list to see if there is a pattern of success in specific industries. What is the average spend with these accounts? Many of us have the best intention to help clients only to discover they need more resources for you to help them.

 

By targeting this way, you're more likely to reach people interested in what you are selling. You'll save time and get better-quality prospects on the phone.

 

Step Two: Be resourceful.

Why are we calling on them? What have you read or researched about this prospect that warrants you reaching out to them?  

What do you know about them or their industry? We must leverage all our resources to see if we are a fit. What value can we provide to them that other vendors can't? 

It all starts with a conversation.

 

Step three: Schedule time to make the calls.

You can only help new clients if you create a conversation to see if you can help them. We also understand that sometimes it's a timing issue. Therefore, we must have the mindset that our calling has a purpose. To do this consistently, we have to schedule time on our calendars. It will improve your probability of conversing with a new potential client.

 

 

Remember, only some people are fit; be resourceful and have a purpose for the call!

 

 

Thanks for joining me this week. Could you do me a favor? If someone can benefit from this episode, share it.

 

 

Create engaging sales meetings in minutes! 

My easy-to-use process can quickly create impactful meetings tailored to your team's needs. 

 

Learn more at www.Threewordmeetings.com.

 

 

Episode 214, The Unexpected Call!

Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

I wanted to share a story about an unexpected call I received. It was from someone I had coached at the Radio station about eight years ago. He sent me a message on Linkedin to see if I would be open to meeting for coffee or breakfast.

 

I asked how he was doing and accepted the offer to catch up. After so many years, I wondered why he reached out at this particular time. A little back story on my time coaching him. I started coaching him when another manager accepted another position with a new company. He needed to gain media sales experience, so I wanted to understand where I could help.

 

Like most of us who take over coaching new talent, you take time to understand where you can help them by asking many questions.  

Tell me more about you.  

Before joining our company, tell me about your experience with the prior company. 

What inspired you to join our company? 

What techniques do you use to develop long-term relationships with customers?

Can you describe your ideal sales environment?

How do you prioritize your sales activities for maximum productivity for the day?

 

I shared my thoughts on what it took to be successful in media sales. This advice is based on my thirty-plus years of experience. My goal as a coach is to create a faster and more effective path. So, we discussed a strategy and road map for success.

 

Despite my coaching advice, there needed to be more improvement. After a few months, he resigned to accept a dream job he had always wanted, not in media sales. I knew this new opportunity was a better fit for him.

 

Back to Breakfast meeting. We sat down, and I could tell by the body language that he had something to share with me that appeared to be weighing on him for years. I opened our conversation by saying thanks for inviting me to breakfast, and I want you to know I am open to hearing whatever you need to share with me, Good or Bad.  

 

He went on to share that he wanted to apologize to me. I replied for what? He said he needed to be in a better place when he worked with our company. No matter what coaching advice I provided, he was not open to it and blamed me for his lack of success. I had no idea he had felt this way. He had been carrying this for years and wanted me to know that I was a good manager and that he appreciated all the support I gave him when we worked together. He said that no matter what advice I gave him, he was not open to accepting it. I do appreciate his honesty.

 

Fast forward to that experience and where he is today. He is in a great place, working a dream job he had always envisioned with a great marriage and family. I was thrilled to hear that!

 

You may be saying, Lisa, why are you sharing this personal story?

 

I am sharing this story for many reasons.

Do you blame your manager or others for your lack of success? Can you reframe how you feel and take advantage of the advice provided to you to grow and learn? If you are a manager or coaching talent, understand the impact you can have on another employee. If you're in sales, understand that most managers want you to be successful. Believe me, after coaching hundreds of salespeople over the years, they want to know they matter. They want to see them contribute to something bigger than their monthly goal.

 

I started thinking back on my career. The people and managers that helped me along the way. I also thought of many situations where I would have communicated something differently when I saw someone falling short. We have to meet people where they are and guide them back onto their path.

 

Well, I am off to make a few phones to apologize to those where I missed the mark and thank those who impacted my career to let them know they mattered. If you open it, write a note or call someone who impacted your career so they know they mattered.

 

Could you do me a favor? If someone can benefit from share it.

 

 

Create engaging sales meetings in minutes! 

My easy-to-use process can quickly create impactful meetings tailored to your team's needs. 

 

Learn more at www.Threewordmeetings.com.