Three Word Podcast

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.

 

 

 

Episode 213, Are you average?

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 213: Are you average?  

 

So what does average mean? Middle of the pack? The group's total is divided by how many are in the group. 

 

Let's look at some average examples:

 

What is a good batting average in MLB? 250 is the average.

300 or higher is considered excellent, and . 400 is a nearly unachievable goal.

 

The average number of points scored in an NFL Football game is 20.5.  

 

According to the USGA, the average recreational golfer shoots 100. The average male has a 14 index, and female golfers 28.  

 

One thing I know for sure is that most of you listening would not want to be average! You want more than the average person. So, how do you position yourself to win more than others?

 

You increase your probability of winning! 

You find a way to make more deposits daily in your success column. The good news is that you can do this incrementally with minor tweaks to your weeks.

 

The secret to winning is to do things every day, not occasionally. The best athletes and top business professionals separate themselves from others because they understand that winning is a game of inches. They do the extra things when no one is watching. They hold themselves highly accountable.

 

The pace at which you approach things matters. Successful people work at a different rhythm. Think about yourself and those you work with. Do you see a difference in the pace they walk, how they manage their time, or how they delegate to others? The successful people I know learn to say No to things that steal time from them and yes to more things that improve their business.

 

Do you know your numbers?

We look at the average number of clients, the average sale of that customer, your average of new client contacts, the average number of proposals, and the average number of conversions. 

 

What would that mean for your business and income if we could improve our averages by 10-15% each day? The best news is that we control the action items we must do daily, even when we don't want to. We keep improving our probabilities.

 

Suppose you make one more call each day over the average person. Assuming you take two weeks' vacation, you will create 250 more opportunities. You improve your probability of converting them into new clients even if you converted 10% - twenty-five new clients.

 

Face your fears:

1. Do the fear things first.
2. If you fear something, whether reaching out to an unsatisfied customer or connecting with new customers, Make that call first.
3. Improve your activity by 10 percent each day.

 

Creating More Probability of Achieving Your Goals.

 

Having goals gives us a sense of direction and helps us accomplish what we set out to do. However, it can be frustrating when you've set a goal and still struggle to achieve it after several attempts. Fortunately, there are ways to increase your chances of success and achieve your goals faster.  

 

Let's explore four ways to create more probability of achieving your goals, regardless of your industry.

 

 

Break Your Goals Down

 

Breaking your goals into smaller, more manageable tasks can help you stay motivated and on track. When your goals seem too far away, it can be demotivating, and it may seem like you'll never get there. However, you'll have a sense of progress and accomplishment by breaking them down into smaller milestones.

 

To break your goals down, consider creating a timeline, dividing tasks into smaller steps, and tracking your progress.

 

Develop a Plan

 

Once you've set your goals and broken them down into smaller tasks, you need to develop a plan of action. Your plan should include specific tasks, timelines, and resources to achieve your goals. A plan will enable you to stay focused, adjust as necessary, and track your progress.

 

 

Get an Accountability Partner

 

Having an accountability partner can help you stay on track and motivated. This person should be someone you trust and respect and willing to keep you accountable and track your progress. 

 

Celebrate Your Wins

 

Finally, don't forget to celebrate your wins along the way. Celebrating your successes can help you stay motivated and positive, which is essential for achieving more significant long-term goals.

 

 

Remember, success is a journey, not a destination, and taking small steps every day can lead to significant achievements in the long run. So go ahead, set your goals, and start taking action today. With persistence and effort, you'll get there.

 

 

Could you do me a favor? If you think someone can benefit from this episode, share it and rate 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 212, We have 90% control over 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 212: What we have 90% control over when reacting to a challenge. This weeks three words, Attitude is Everything!

 

Last week was a tough week. My brother-in-law, Herb, passed away unexpectedly. Two weekends earlier, we had a family pool swimming, laughing, and enjoying each other. Then, about a week later, he passed away unexpectedly. 

 

I had the privilege and honor to speak at his service on behalf of the family about this great man - Herb Birkenhauer. 

 

Herb was a great son, brother, brother-in-law, Uncle, Grandfather, Father, Friend, and Husband for 43 years. He also was a great teacher!

 

A teacher on how to live Life!  

 

I shared the story of a little note that hung on his refrigerator as a reminder and guide on how he lived his Life every day, even when facing Cancer! 

 

This little note centered around one word: how Herb lived. One word that Herb's family believes defined how he approached each day is ATTITUDE!

 

It's easy to have a great attitude when things are going great. 

But what about those hard days? 

How about those dark days?

How is your Attitude in those moments? 

This was his secret weapon to get through those hard days. Herb never complained, but he was there to listen and encourage others to adopt the same positive Attitude. 

 

He wanted to help others. Just a few weeks ago, my nephew Adam told me that his mom, Carol, asked him to replace a chimney cap on the roof. When Adam showed up, Herb had already climbed up on the top and fixed it, saying to Adam, in his sweet way, Let's keep this between us!

 

Herb was here for many reasons, and one I believe in my heart was to teach us how we approach our days, especially those challenging moments. Perhaps we can use it to guide our lives and business. We can learn to react, learn, and grow from every situation.

 

Here is what Herb read every morning -  Attitude from Charles Swindoll.

The longer I live, the more I realize the impact of attitude on life. It is more important than the past, than education, than money, than circumstances, than failures, than successes, than what other people think, say or do.  It is more important than appearance, giftedness or skill. It will make or break a company, a church, a home. The remarkable thing is we have a choice every day regarding the attitude we will embrace for that day.  We cannot change the past, we cannot change the fact that people will act in a certain way. We cannot change the inevitable.  The only thing we can do is play on the one string we have, and that is our attitude.  I am convinced that life is 10% what happens to me and 90% how I react to it. And so it is with you, we are in charge of our attitude!

 

One word we all have control over when facing those challenging moments - is our Attitude! 

Remembering, Life is 10% of what happens to you and 90% how you react.

 

The world was a better place because of Herb!

 

 

Thanks for joining me this week. Could you do me a favor? If you think 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 211, 3-Step Process to Solving Problems

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 211, You got problems?  Now you have a 3-Step Process to Solving those Problems.

 

I was in a coaching session this week, and we were reviewing the new business strategy. The response was that I had problems getting in front of new clients. Then, a story followed of all the reasons from her perspective why she has been unsuccessful in connecting with new clients. I waited until she was finished and offered some advice. I asked her to shift her mindset from focusing on the problem and spend her time and energy focused on solutions. More about that in a minute.

 

 

Problems are a part of life, and our approach to solving them determines our success in our personal and professional lives. As someone in sales or business, you already know that problem-solving is one of the most critical skills for success. However, not everyone is a naturally gifted problem-solver. The good news is that with a simple 3 step process, anyone can become skilled at being more decisive, add certainty, and focus on the solutions. I will discuss the 3 step process of solving problems and how you can apply it to improve your skills in sales and business.

 

 

Step 1: Make a Decision

The first step in solving a problem is to build a habit of being decisive. Successful people make decisions. They don't let the problems grow and become more significant than they need to be. Ask yourself what does this problem mean? It means that you need to be able to recognize that there is a problem in the first place. It might sound simple, but many people miss this critical step. They either ignore the problem or fail to recognize its significance. For example, why is it challenging to find new clients, why are sales declining, or is your team not meeting its target? Once you've identified the problem, you must ask yourself: Why is this happening? When did it start? Who is affected? How severe is it? Answering these questions will help you move on to the second step.

 

Step 2: Certainty in solving

The second step in solving a problem is having massive certainty that you can solve this problem. What can I learn from this situation? Sometimes, we need to change our story when facing problems. We can't look to blame others for our problems. We must understand that problems are opportunities for us to progress and grow. We need to get clear as to why it's crucial to solve. Remember, there is never a perfect plan, and we are looking for probability to solve the issue, not the ideal solution. Our mindset of certainty must be that we have a life of progress vs. problems.

 

Step 3: Focus on the Solution

The final step in solving a problem is finding a solution and taking action. I recommend writing down all the issues you're facing on paper. Why is this important? This process allows you to remove yourself emotionally from the problem, and let you look at it from a different perspective. Now, you can shift your energy to focusing on all the solutions to solving it. You want to focus on all the resources available to solve the problems. Who can you connect to that can help you solve the problem? Empower yourself by embracing a mindset that you will face difficulties and understand that you can learn and grow from each situation. Take massive action to solve these problems! Don't let fear stand in your way; become fearless!

 

 

Whether you're in sales or business, problem-solving is a critical skill. By following this 3 step process, you can become more decisive, have certainty, and focus on the solutions. Remember, problems will always exist, but your approach determines your success. Become a problem solver for you and your clients!

 

Thanks for joining me this week. Could you do me a favor? If you think 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 210, Work in Progress!

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 210, I share what Golf has in common with our Life and business. Work in Progress! 

 

As many of you know, I love Golf! When I talk to other golfers, they typically ask me this question: How is your game? I always answer the same way, regardless if I am playing my best or have an off-round. My golf game is a " Work in Progress".

 

I started thinking about how I approach my golf game and the similarities this phrase has to my Life and Business, Work in Progress!  

I have a question:

How do you view your Life and business?  

What if you're in sales or own your own company?

 

 

Sales or owning your own company is not just a career; it's a way of Life. It's a constant learning process that requires diligence, creativity, and resilience. You'll have to deal with rejection, uncertainties, and unexpected setbacks. However, the most successful salespeople know that Life and sales are a work in progress. They understand that seeing results takes time and effort, but the journey is worth it. I want to share some thoughts on how Life and sales are similar and how you can learn from both to achieve your goals.

 

 

Embrace the Process

It's important to understand that results don't always come immediately. You'll have to work and let time take its course. Similarly, you'll have to go through different stages before you see growth and development. The same applies to sales. You might have to fail at first before you succeed. However, it's not about avoiding failure but embracing and learning from it. Remember that success is not a destination but a journey. Enjoy the process and stay motivated.

 

Keep Learning

You need to update your skills and knowledge constantly. Staying on top of the latest industry trends and techniques would be best. You should also be aware of your customer's needs and adapt accordingly. In Life, you should never stop learning as well. It would help if you continued to grow mentally, emotionally, and spiritually. Learning new things can help you gain new perspectives and opportunities. Make it a habit to read books, attend seminars, or take an online course. Keep exploring different possibilities to expand your horizons.

 

Build Relationships

Sales is not just about closing deals; it's about building relationships. It benefits you to establish trust and rapport with your clients. You also need to follow up and maintain communication with them. In Life, relationships are also crucial. Foster the connections with your family, friends, and community. The people around you can provide support, encouragement, and wisdom. Take the time to nurture your relationships by spending quality time with them, communicating effectively, and being empathetic.

 

Take Risks

Sales require taking risks. You need to step out of your comfort zone and try new things. I encourage you to take calculated risks to succeed, whether cold calling, networking, or presenting a proposal. In Life, taking risks can also lead to growth and progress. You might have to take a leap of faith when pursuing your dreams, getting out of a toxic situation, or starting a new venture. Don't be afraid of failure or rejection. See them as opportunities to learn and improve.

 

Have a Progress Mindset

In sales and Life, having a positive mindset can make a huge difference. Having a Progressive Mindset is the difference. Your attitude determines your altitude. If you approach challenges with a negative mindset, you'll feel defeated. However, if you have a growth mindset, you'll see obstacles as opportunities for growth. Develop a habit of gratitude, focus on the bright side, and surround yourself with positive people. A progressive mindset can help you work through shortfalls, bounce back from setbacks, and achieve your goals.

 

 

Golf, Life, and Sales have something in common. Both require hard work, perseverance, and a progressive mindset. Don't be discouraged if you don't see immediate results. Keep putting in the effort, learning new things, building relationships, taking calculated risks, and staying optimistic. Remember that success is a journey, not a destination. Celebrate your achievements and learn from your shortfalls. You have the power to shape your Life and sales career. 

 

Well, I am off to the golf course! It's all a work in progress. Keep going!

 

Thanks for joining me this week. Could you do me a favor? If you think 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 209, Don’t Fear Failure!

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 209, we discover the real meaning behind failing. Failures are Just First Attempts in Learning and the meaning behind these three words, Don't Fear Failure!

 

In episode 208, I shared why vacations can benefit you and your business. My question is, have you booked your vacation? I was on a girl's trip in Hocking Hills, and as we drove there, we realized we forgot to pack limes. While my friend entered a small store en route, I stayed in the car. I looked at a business sign next to the store and laughed out loud. The sign said Bright Appliances!  

 

Bright Appliances was a gently used furniture store I called on nearly 36 years ago to advertise. One of my first sales calls! I was so excited to share my creative ideas for advertising on the radio. " Bright Appliances, furniture that can Brighten your home was the creative campaign." A Women and her shar pei dog were the decision makers. I was ready to play her commercial; we only had cassettes then, so I needed a way to play it. She offered a cassette player she had in the store. I went to play it, and the tape unraveled in the tape player. The woman started screaming at me that I had broken her tape player. I remember going to my car and saying I am not sure this business is for me. The feeling of Failure came to mind.

 

At age 21, I didn't fully realize the meaning of Failure and how it can help you grow. It was my first attempt in Learning! For those wondering, the story had a happy ending, and I went back after buying my cassette player to share the creative commercial, and she said yes to my proposal.

 

Most of us have experienced failures at some point in our lives. Some of us have experienced setbacks, while others have failed in business or personal relationships. Most of us view Failure as a negative experience, but maybe, we should change our perspective. Let's explore the word 'FAIL' and understand its true meaning that it is the First Attempt In Learning. I believe that experiencing failures can benefit us in life and business.

 

 

First, we must understand that experiencing Failure is a part of the learning process. Here is something we all have experienced. Think about it, when you first started walking, you probably fell countless times before you finally accomplished this new skill. If you had never fallen, would you have ever learned to walk? Probably not.

 

 

Whenever we try something for the first time, it is natural for us to face some setbacks. We are not born with all the skills and knowledge needed to succeed. We can only develop our skills and expertise by experiencing new things and facing new challenges. Failure is a sign that we are pushing ourselves outside our comfort zone, which is good. It means we are not settling for the norm and striving for excellence.

 

Another advantage of failing is the lessons that come with the experience. Mistakes provide valuable lessons that are just as important as successes. When we fail, we can reflect on our mistakes and learn from them. We can analyze what went wrong and develop new strategies that can help us improve. This process allows us to grow from our experiences, ultimately benefiting us long-term.

 

Failures can teach us resiliency. Life is unpredictable, and sometimes things do not go as planned. Facing setbacks can help us build our resiliency and develop coping mechanisms to help us navigate life's uncertainties. Whether in business or personal life, the ability to bounce back from Failure is a valuable skill that can help us achieve our goals.

 

Failure can push us to think outside the box. Sometimes, we get so comfortable in our ways that we forget to look for new solutions to our problems. Failing can encourage us to try different approaches and experiment with new ideas. It forces us to ask ourselves, "What went wrong? What can I do differently next time?" and motivates us to think creatively.

 

 

Experiencing failures is an inevitable part of our growth and development. It can be a valuable learning experience to help us build resilience, develop new skills, and create new opportunities. As cliché, as it may sound, failing is described well by the First Attempt In Learning acronym. The key to success lies in our willingness to get up, learn from our mistakes, and try again.   

 

So the next time you find yourself at a crossroads, remember that failures may be the first step toward success.

 

Thanks for joining me this week. Could you do me a favor? If you think 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 208 Are Vacations Good?

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 tea

 

 

Episode 208  discusses Why Taking Vacations is Good for You and Your Business! 

 

I hope you are listening to this podcast while you're on vacation. Perhaps your taking a walk or sitting by the ocean sipping your favorite beverage. Here are three words for you, Relax, Refresh and Recharge.

 

 

According to a new survey from Pew Research Center, only 48% of US workers say they use all their vacation days. Those who don't take all their time off say it's because they don't need it or worry about falling behind at work or feeling bad about co-workers carrying their load. 

Mar 30, 2023

 

I hope you will be encouraged to book your next getaway.

 

What if you're in sales?

Your role is to meet targets, hit quotas, and close deals constantly as a salesperson. Most of us feel like we need to be on call around the clock, available to answer calls and emails and jump on any opportunity that comes our way. With all these responsibilities, it can be tough to make time for yourself. Yet, taking vacations is a crucial aspect of self-care, not just for your mental health but also for your sales. 

 

We'll explore why vacations benefit you and your business and how you can maximize your downtime.

 

Boost your creativity:

Sales are all about creativity, thinking differently to solve your customer's needs. However, constantly being on the go can lead to burnout, and you may struggle to develop new ideas. Taking a break from your routine can have a significant impact and help inspire your creativity. On vacation, you gain exposure to new environments, people, experiences, and cultures. This exposure can give you a fresh perspective and recharge you. It's amazing what a change of scenery can do to invigorate your mind.  

 

Improve your mental health:

Sales can be high-stress, with constant pressure to meet targets and close deals. This pressure can harm your mental health, leading to burnout, anxiety, and depression. Taking a vacation allows disconnecting from work, relaxing, and recharging. Breaks help reduce stress, improve overall well-being, and increase happiness. As a salesperson, you want to be at your best, and taking time off can help you achieve that.

 

Better relationships:

Sales is a people-oriented job; building relationships is critical to closing deals, winning clients, and growing your business. However, relationships require time and effort to cultivate. If you're always working, you may find it challenging to connect with your clients on a personal level. Taking vacations can help you build better relationships with your clients and loved ones. When you're on vacation, you're more likely to engage in activities you enjoy, which can help you form stronger bonds with the people around you.

 

Increased productivity:

When you return to work, taking time off to relax and recharge can boost your productivity. Similar to how athletes take breaks to recover, a vacation can help you become stronger, more energized, and more productive than ever. Studies have shown that employees who take regular vacations are more effective, have higher morale, and are less likely to burn out. By taking a break, you're investing in your productivity.

 

Personal Growth:

Sales is a challenging job that requires personal and professional growth. This growth is essential to continuing your success in the industry and achieving your long-term goals. However, staying curious can only happen when you take time to reflect, learn, and evolve. Vacation can create the perfect opportunity to reset your perspectives, learn new things, and create plans for your future. Use your time off to read books on sales, personal development, or fiction. Take a class, participate in workshops, or learn something new. Your future self and business will thank you.

 

 

As a salesperson, taking vacations has numerous benefits for your mental and physical health and professional life. So, take that time off to explore new places, unplug, relax, reflect, read, and recharge. 

 

When you return, you will be more focused on handling sales challenges, building better relationships, and closing more deals. Remember, you're in this profession for the long haul, and investing in yourself is the key to achieving long-term success.

 

So make it a priority to use your vacation, whether you take a day, several days, or weeks. I am going to Hocking Hills on a long weekend to spend time with some of my besties. One thing I know for sure, my mental health and business will be better because of it. 

 

Now time for you to book or take your next vacation!

 

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 207, The One Superpower you need in Sales and Life!

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 207, The One Superpower you need in Sales and Life!

How do we navigate rejection in our life and business.

Don't Fear Rejection!

 

Today we are talking about Rejection! Let me ask you a question, When I say Rejection, which emotions typically arise, anger, sadness, embarrassment, and shame? But what if we shift or, better yet, reframe how we feel when we face and think about Rejection?

 

Learning how to manage Rejection is a key SuperPower you can use in all aspects of your life.

 

The difference is how we frame, feel about, and respond to Rejection. We don't need to Fear Rejection; we face and embrace it. It has been my experience that through all the Rejection I met, I learned something about myself or grew from each experience. 

 

What about your career, especially if you're in sales?

Sales can be a gratifying career but also present its share of challenges. One of the toughest hurdles to overcome is Rejection. No matter how skilled or knowledgeable you are, there will always be times when potential customers say no. While it's painful to hear that someone isn't interested in what you have to offer, it's important to remember that it's not personal. 

 

Let's explore five strategies to help you overcome Rejection and succeed in sales.

 

 

Reframe Your Mindset

 

The first step in dealing with Rejection is to shift your mindset. Instead of seeing a "no" as a personal failure, try reframing it as an opportunity to learn and improve. Every Rejection is a chance to gain insight into how to approach the next potential customer better. Celebrate each "no" as a "not yet" or a step closer to a "yes."  

 

 

Be Resilient

 

Resilience is key in sales. You need to bounce back from Rejection and keep moving forward. One of the best ways to cultivate resilience is by practicing self-care. Take daily breaks, hydrate, eat healthy, and get enough sleep. When you feel refreshed and energized, you will have the energy to work through Rejection.

 

 

Don't Take It Personally.

 

It's important to remember that Rejection is not about you. It's about your product or service not fitting for that particular customer. Don't take it personally or let it affect your self-esteem. Remember, your job is your role, not your identity.

 

 

Stay Curious

 

If a potential customer says no, take the opportunity to ask for feedback. Ask them what they didn't like about your product or service, why they decided not to move forward, and why they went with a different vendor. You can identify areas for improvement and refine your approach for the next time. It also shows the customer that you're committed to continually improving and providing the best possible experience.

 

 

Get Support

 

Finally, don't be afraid to lean on your support system when dealing with Rejection. Many people I have coached, and athletes tend to use Rejection as a chip on their should and use that energy to prove others wrong. That may work for some. What if you reframed Rejection in more of a positive way? Show the people that believe in you that they were right. Life is full of setbacks, and you will find a way to get there. 

 

So, surround yourself with positive, supportive people who can offer encouragement to stay motivated. Whether it's a colleague, friend, mentor, or family member, having someone to talk to can make a big difference. Surround yourself with people that energize you versus take energy from you.

 

 

In sales and life, Rejection is inevitable, but it doesn't have to be the end of the road. By reframing your mindset, practicing resilience, not taking Rejection personally, staying curious, and surrounding yourself with people that believe in you, you can bounce back from Rejection and ultimately succeed in sales. 

 

 

Remember that every "no" brings you closer to a "yes," and that every Rejection is an opportunity to learn, grow, and improve. So don't get discouraged - keep pushing forward, make the adjustments, and you'll achieve your goals.

 

 

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 206, Creating Habits Matter!

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 206 Creating Habits Matter.

Power of Habits: Why Focusing on Behaviors Produces Better Results.

 

I saw a post on Facebook about the habits that make a champion. It was as follows: "You don't get results by focusing on results. You get results by focusing on the habits and behaviors that produce results".

 

Positive Habits + Consistency = Success!

 

Could it be that that simple to achieve Success in any area of your life? 

I started to think about the habits in my life. 

 

Sleep Habit - I go to bed and get up each morning at about the same time.   

 

Mediation Habit - I meditate every morning while drinking my coffee.

 

Exercise Habit - I run my dogs every morning at 5 am; yes, I know, crazy, but at 5 am.  

 

Nutrition Habit - I drink a protein smoothie shake every morning and eat about the same things daily except for weekend dining out.

 

Work Habit - I prioritize my day on the actions that will move my business forward.

 

Some of you may be thinking that I have created good routines.

 

The definition of a habit is the impulse to do a behavior with little or no conscious thought. Like brushing your teeth, you do it with very little thought. A routine is a series of behaviors frequently repeated. 

 

Imagine you're a salesperson at the end of the quarter and struggling to meet your sales targets. You've been working harder than ever, putting in longer hours, and constantly looking at your numbers. But despite your efforts, you're still not hitting your targets.

 

Sound familiar? You're not alone. Many salespeople and business professionals focus solely on results, thinking that the more you do something, the better the outcome. But what if I told you that you don't get results by focusing on results? Instead, concentrating on the habits and behaviors that produce results would be a better strategy.

 

 

It's easy to get caught up in the numbers and the end goal, but the truth is that the behavior and habits responsible for getting you there are just as important. Habits and behaviors are the foundation of Success and are the key to achieving long-lasting and sustainable results.

 

When you focus on your habits, you create a system that works for you. You make small changes that can significantly impact your work and help you develop a more efficient and successful way of accomplishing your goals.

 

It's not easy to change or develop habits overnight, but the more you focus on the behaviors that produce results, the more your brain will adjust, and the more likely it is for you to see a difference. Whether it's building a habit of prospecting for new clients every morning or creating a routine for following up with leads, breaking down your sales process into actionable habits will ultimately lead to better results.

 

Another benefit of focusing on behaviors rather than immediate results is that it allows for experimentation and improved learning. When you're solely focused on hitting targets or getting quick results, you may be hesitant to try new strategies or approaches, fearing that they will negatively impact your numbers.

 

However, when you focus on habits and behaviors, you open yourself to new possibilities, creating room for growth and development.

 

Remember that your habits and behaviors are also a reflection of your mindset. If you focus on the results, you will likely create limiting beliefs that can hold you back. However, shifting your focus to the small, actionable steps that lead to those results creates a more positive and growth-focused mindset. Your mindset plays a crucial role in your ability to achieve Success, and by focusing on the behaviors that produce results, you train your brain to think and act differently.

 

 

It's easy to fall into the trap of focusing solely on results. Still, to see long-lasting and sustainable Success, it's essential to focus on the behaviors and habits that produce those results. Small, actionable steps taken over time can make a significant difference in your work, leading to improved sales performance and greater Success.

 

So the next time you're struggling to hit a target or achieve a goal, remember that your habits are the foundation for Success, and by focusing on them, anything is possible. The key is to start!

 

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.