Three Word Podcast

Episode 195, Mastering Your 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 how to create sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 195, is about what the Masters' Golf Tournament and our business have in common.  Master your sales with these three tips.

 

One of the best weekends in Golf is the Masters! The players want to win this prestigious golf tournament, make history and wear the Green Jacket. 

 

We, too, want to win; our green is the money we make when helping our clients solve their most significant business challenges.   

 

Here are three tips to help you Master your sales.

 

Master your current clients:

We all have our key accounts that make up most of our income. We can't afford to lose these accounts or have their spending retract. For these clients, you have already built trust and your effectiveness to solve their biggest challenges.  

 

These clients are the ones with whom you have deep rapport and expect to have a long-term partnership. Master asking this question each time you meet them can ensure you continue working with them, "Has anything changed?"  

 

In today's ever-changing business world, things can change quickly. You want to make sure you have the opportunity to continue to be a resource and to help keep solving your client's issues. So make sure your recap how your currently helping them with their business. See if there are new opportunities for you to help.

 

 

Mastering Introductions: 

I have to share one statistic when it comes to referrals. Only 11% of salespeople ask for referrals/ introductions. Companies with formalized referral programs experienced 86% more revenue growth over the past two years when compared to the rest.

 

So what could be stopping us from asking? It could be the difference between one word, Referral vs. Introduction. 

 

Introductions and referrals are great ways to reach new potential clients. However, an introduction from someone who already knows the client may be more beneficial as it can create a faster bond between you and your new contact.

 

However, referrals and introductions are not the same. Introductions involve someone introducing you to a potential client or customer, often done in person or over email. Referrals involve recommending your services to someone else without actually making the introduction.

 

The word introduction takes the pressure off the person claiming whether your product or service can work for them. You are merely seeing if there is an opportunity for you to help them. You may discover during that initial meeting that you can't, but they may be able to introduce someone who can benefit from what you have to offer.

 

One tip is to develop an introduction strategy. If you break it down to looking for one introduction daily from your current clients or those connections in your vast network, you could have five new leads a week.

 

 

Mastering New clients:

Once you have leveraged your current client's needs, maximizing your introductions, you may need to discover new clients with whom you can help solve their most significant pain points and challenges. 

 

These are the leads you have zero rapport or experience working with. In this situation, like in Golf, you must be prepared before making that call.

To play in the Master's in Augusta, you must prepare for everything, including course conditions and unpredictable weather. It takes mental toughness over four days to be in the Sunday final pairings.

 

The same holds when you call on new clients for the first time. They likely will tell you they are not interested, followed by saying we are working with another vendor. Sound Familiar? 

 

The question is, how do you overcome these roadblocks? 

Preparation is Key!

 

It would help if you established the reason for your calling and the benefits of why this prospect should have a conversation with you. What research have you discovered about that prospect, or are there industry challenges the companies you call on need help with?

 

Be honest and say at the beginning of the call, if you allow me a minute to explain why I am calling, you can decide if our call should continue.

 

You need to understand why you are calling. What challenges and pain points are you solving for your best customers if you're in one vertical? Share with them that XYZ companies have shared that we have helped solve their ( insert issue). Are you experiencing the same? If they say yes, are you happy with your current strategies, or would you be open to learning more about how we solve XYZ clients' challenges?

 

If they say no, then there is an opening to ask what other new challenges or business obstacles they may be facing.  

 

By Mastering these tips, you can ensure that your first appointment with a client is as successful as possible. Preparing and focusing on solving their challenges will help create a strong foundation for building long-term relationships.

 

In the Masters, the goal is to win and wear the Green Jacket. In sales, we have to master many things, from earning that first conversation to solving our client's problems. We, too, would like to earn a little green, if you know what I mean.

 

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 194 Believe in Yourself?

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 leader on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 194, I share How Caitlin Clark's Story of Perseverance Can Inspire Your Journey to Success. This week's three words, Believe In Yourself.

 

I love March Madness NCAA Basketball! Typically, there is more focus on men's games than women's. There is one player that has impressed me this season, Caitlin Clark!

 

You may be asking, who is Caitlin Clark? How can she help my business?

Let me introduce you to Caitlin Clark, the Iowa Women's Basketball team's star guard, with plenty of lessons to teach about success, dedication, and hard work. She is one of the best players in Women's College Basketball.

Clark became the first player to record back-to-back 40-point triple-double in the NCAA tournament (women's or men's)—most points in National Semifinal History. I would need the entire podcast to share all her accomplishments.

 

Everyone has the potential to succeed, but it often takes hard work and determination to achieve our goals. Caitlin Clark is an inspiring example of what you can accomplish when you have faith in yourself and never give up. 

 

From her humble beginnings as an athlete to her current success as a businesswoman, she offers invaluable lessons that anyone on the path to success can learn from. With Caitlin's example as our guide, I hope you will find the courage and inspiration to pursue your dreams and make them a reality! Let's explore Caitlin's story of perseverance and the lessons she teaches about believing in your abilities.

 

 

Here are four key takeaways from Caitlin that you can apply to your business:

 

1. Belief in yourself and your ability to succeed:

Caitlin said, "I always believed in myself and my abilities before anyone else did. I knew what I was capable of, and it didn't matter what outside people thought about me or how many times I was told no. When you believe in yourself, you can do anything." 

Believe in yourself: From day one, Caitlin was confident that she could impact her team and believed in her heart that she would succeed. This kind of self-belief is essential if you want to be successful in any field. 

 

2. Work hard and stay focused:

Caitlin trained relentlessly, pushing herself beyond her limits daily before eventually earning a scholarship at Iowa. Her dedication to her craft paid off, and it's an attitude that translates well into many business pursuits.

 

Caitlin worked hard to get where she is now, but it wasn't easy or immediate. She said, "I worked my butt off each season to be the best I could be, and I never got complacent in the face of success or failure. Every day was challenging, and I stayed focused on my goals." Where are you today? Are you focused on your goals?

 

3. Persevere through the tough times: 

Getting discouraged is easy when things don't go your way, but Caitlin knows that success takes time and is a process. She said, "There will always be bumps in the road and setbacks, but it's important to keep pushing forward. We all will face setbacks and challenges. How are you learning from those experiences and moving forward? You have to be resilient and believe in yourself no matter what."

 

 

4. Remain humble:

Despite all of her success, Caitlin continues to remain humble and is thankful for every opportunity that comes her way. The same should also hold true for you and your businesses - always recognize your victories, but stay humble when successes come your way.

 

 

Caitlin Clark's story of perseverance is an inspiring example of what you can achieve when you believe in yourself and never give up. It shows us that success doesn't have to come overnight but rather with hard work, dedication, and resilience over time. 

 

By taking these lessons to heart, any businessperson or entrepreneur can find the courage and inspiration to pursue their dreams and make them a reality! And Believe me, with enough hard work and dedication, you can accomplish anything! So, take Caitlin Clark's advice: keep pushing forward, stay focused on your goals, and never give up.

 

Caitlin Clark is special and so are you!

 

If you could do me a favor, please share this episode, rate it, or subscribe for Free where ever you get your podcast, so you don't miss out on the next three-word podcast.

 

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 193, Lean into 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 simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

In episode 193, I share what I learned when celebrating my birthday.

 

One key to happiness is our ability to keep learning and staying curious. Acquiring knowledge that changes our perspectives and ability to stay curious and keep learning enriches our lives.

 

I recently celebrated a birthday, and each year I reflect on what I learned, whom I met, and what is next for me—my year filled with new adventures, learning, losses, and heartbreak. But I will say I learned something from all my experiences. That life is short, that people and our fur kids matter. So lean into life!

 

Achieving Success in Sales is all about Goal-Setting, Self-Care, and Learning. I thought I would share a few takeaways I learned this past year that may help you.

 

Sales is a fast-paced and competitive industry that demands a lot. It can be both exhilarating and exhausting, from the pressure to meet targets to the need to keep up with the latest trends and technologies. However, it takes more than hard work and determination to excel. I will explore three essential elements of success in sales: goal-setting, self-care, and learning. By setting specific goals, taking time off to recharge, and continuously learning, you can achieve your sales objectives while maintaining your physical and mental well-being.

 

Set specific goals.

I set a goal to get my real estate license. I have so much respect for those that have and maintain their license. Many things went into getting that license. Set the goal, lay out the road map, including the courses required and local and National tests you have to pass, and set the timelines. I am happy to say I joined a cutting-edge brokerage called ExP Realty. They are transforming the real estate industry as Netflix and Amazon have done if you want to learn more private message me.

 

In sales, Goal-setting is a crucial aspect of your job. However, it's not enough to have vague targets like "increase sales" or "expand the customer base." To achieve success, you need to set specific, measurable, and achievable goals and break them down into smaller tasks. For instance, instead of aiming to "increase sales," set a target of selling ten more units per month or increasing revenue by 15%. Then, create a plan of action for achieving these objectives, such as reaching out to more potential customers or cross-selling products to existing clients. By setting specific goals, you can stay focused on what you want to achieve and create a roadmap for how to get there.

 

Take time off for self-care.

One piece of advice, use your vacation time. It gives you new perspectives when you see different environments. Every year, Liv and I travel to other places. I make a girl's trip every year with my dearest friends and cherish that time together. This year I joined seven other women on a golf trip. We laughed, and I learned something new from their life experiences.

 

Sales can be stressful and demanding, and it's easy to get caught up in the hustle and forget to take care of yourself. However, neglecting your physical and mental health can lead to burnout, decreased productivity, and job dissatisfaction. Taking time off is crucial to relax, refresh and recharge. It can mean different things to different people, but some self-care activities you can try include exercising, meditating, spending time with loved ones, or pursuing a hobby. By prioritizing self-care, you'll not only feel better, but you'll also be more energized and focused when you return to work. 

 

Make learning a priority.

I love learning new things. This year I completed the Sandler Sales Training program. I discovered better ways to communicate, prospect new customers, and help solve our client's biggest challenges. 

If you're in sales, you understand that it is an ever-changing field; you must upgrade your skills and knowledge to stay ahead continuously. You can do this by reading books, listening to podcasts, and attending seminars or courses related to your industry. Another way to learn is to find a mentor. By making learning a priority, you'll not only gain new insights and perspectives, but you'll also enhance your value to your customers and companies.

 

Continuously evaluate and adjust.

Setting goals, taking care of yourself, and learning can help you succeed in sales. However, evaluating your progress and adjusting your strategies as needed is essential. Sometimes, despite your best efforts, you may not meet your goals or encounter unexpected obstacles. It's important to stay flexible and open-minded and be willing to try different approaches until you find what works best for you. Regularly re-evaluating and adjusting your goals and strategies can help you stay on track toward achieving success.

 

Achieving sales success requires more than hard work and determination. By setting specific goals, taking time off for self-care, and continuously learning, you can achieve your objectives while maintaining your physical and mental well-being. Remember to evaluate your progress and adjust your strategies as needed regularly. With these essential elements of success in sales, you can navigate the fast-paced and competitive world we live in and achieve your goals.

 

Stay curious and keep leaning into life!

 

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 192 Increase Sales Without Relying on Luck!

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 simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 192, I share that it takes more than luck to be successful in sales. It requires hard work, focus, and consistency.

 

Have you heard people say that luck plays a role in sales success and wonder what the truth is? 

 

Let's explore the role of luck in sales and discuss the importance of hard work, focus, and consistency to succeed.

 

Was it luck or timing when setting a new meeting or closing a sale?

 

Luck certainly plays a role in sales success, but it is only a small part of the equation. The best way to increase your chances of luck playing in your favor is to focus on other elements of sales you can control, like networking, relationship building, and effective communication. But the most important of all is the often overlooked element of hard work.

 

Sales require dedication to the task and commitment to productivity. There are no shortcuts to hard work. It takes time and is a process.

 

Focusing on hard work and effort will increase your chances of gaining luck. Hard work is the foundation for success in sales; it helps you develop essential skills and build meaningful relationships with clients. With consistent, persistent effort, you can create a solid reputation and open up endless possibilities for growth.

 

Hard Work:

Hard work is essential for achieving success in sales. It takes dedication, determination, and a solid commitment to build relationships with clients, understand their needs, and develop strategies to address them. 

 

It also means taking the initiative and not being afraid to take risks. There is no substitute for hard work and dedication in sales. Successful salespeople consistently try to exceed expectations and create value for their clients. With enough hard work, you, too, can become successful in sales.

 

So remember: luck can only take you so far regarding the sale. Don't underestimate the power of your effort and dedication.

 

Focus:

Staying focused is critical to achieving success in sales. It involves staying true to your goals and being driven by a desire to succeed. It requires setting aside distractions and focusing on the task: building relationships, understanding customer needs, and delivering value-driven solutions. 

 

You can remain motivated and determined to succeed in sales only by staying focused. Staying focused also entails paying attention to the details, such as following up on leads and remaining patient. With a clear vision of your goals, you can stay on track even when times get tough and keep pushing yourself to reach your objectives.

 

Consistency:

Being consistent is essential in sales. It involves staying true to your core values and building trust with clients through reliable and predictable actions. Consistency means delivering value consistently, whether dealing with an existing customer or a potential one. 

 

Being consistent will earn you a solid reputation in your industry as someone trusted to deliver on their promises. It also means ensuring that whatever you promise is delivered. With enough consistency and trustworthiness, your sales success is sure to follow.

 

Selling is about responsibility; it's not about luck. 

It is clear that although luck may play a part in sales success, it is far from the only factor. It's about taking action, being proactive, and believing you can make a difference with your clients. Luck will help you along the way but won't replace hard work, focus, and consistency.

 

With enough dedication and determination, you can become successful in sales without luck being the deciding factor. So, don't forget that hard work and perseverance will always be your best investment in achieving sales success!

 

Luck is where preparation meets opportunity. 

 

If you could do me a favor, please share this episode, rate it, or subscribe for Free where ever you get your podcast, so you don't miss out on the next three-word podcast.

 

 

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 191 Time is Money!

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 simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

_{Maximize Time and Focus on Making Money!}

 

_{As the clocks spring forward, I have a few recommendations to maximize your time and focus.} 

 

 

_{As the saying goes, Time is money! You have limited Time to make sales as a salesperson, so finding ways to maximize your Time and focus on money-making activities is essential.}

 

_{Before I share tips on how to maximize your Time each day, I wanted to spend some time focusing on you.} 

 

_{How do you feel about yourself? Because I can list all the tips to save you Time and help you be more productive throughout the day. But the day starts with how you feel—the direction and actions you will take.}  

 

_{It could be the most critical TIME in your day. I highly recommend that you start your day with this morning routine. It will help you set your mindset for the day before diving into your business activities.}

 

_{Let's look at the word TIME.   The goal is to schedule 3-15 minutes a day for you!}

_{Begin by walking through this process.}

 

 

_{Thankful - Think about something you are grateful for today, not just a general topic. Not generic that anyone can be grateful for, but specific to you. I am thankful for the blue sky; my family is too generic. Trying to be more precise, I am grateful that I can talk to my mom every Morning, my sisters, that I spend Time running my fur kids, and my conversations each Morning with the love of my life, Olivia.}

 

_{Insight - Learn something new and gain new insights. You can perhaps listen to your favorite Podcasts or audiobooks or read something that will inspire you.}  

 

_{Meditation - Our days have multiple deadlines and timelines. So we must find better ways to slow the mind. Meditations like Walking and breathing-focused movement can help. For more examples https://mindworks.org/blog/different-types-meditation-technique/}

 

_{Exercise - Everyone needs to keep moving. Take your fur kids for a walk or Play with your kid's in the yard. Incorporate scheduled Time to go for a 5–15-minute walk. Make it fun and something you look forward to.}

 

 

_{Now let's shift gears to tips to help you save Time and be more productive.}

 

 

_{Set Goals and Objectives}

_{Setting specific daily goals and objectives is the best way to maximize your Time. It helps keep you focused and ensures you are accomplishing things that will help you reach your goal of making more money. It also helps ensure you are not wasting valuable Time on activities that don't contribute directly to earning more money. Make sure your goals are realistic and measurable so that you can track your progress.}

 

_{Organize Your Day}

_{Organizing your day is vital to maximizing your Time and focusing on money-making activities. It means developing a plan for how to use all the available hours in the day, including when you start work, take breaks, have client meetings, etc. A focused strategy will help keep you focused and lets you stay on top of tasks without getting overwhelmed or side-tracked. It also ensures that all your energy is devoted to the most critical tasks first.}

 

_{Utilize Technology} 

_{Utilizing technology is another excellent way to maximize your time as a salesperson by automating processes or freeing up more daily hours so you can spend more face time with your clients. Automating emails or scheduling meetings can save valuable minutes throughout the day, which you can spend doing other money-making activities. For example, using customer relationship management software can help streamline lead tracking.}

 

_{Get Grammarly, a software tool to ensure your emails have the right tone, clarity, proper grammar and punctuation, and spelling.} 

 

_{How can AI help your sales?}

_{The increased insights and flexibility AI generates allow sellers to tailor messaging and proposals and implement account-based marketing and account-based selling. In addition to helping you sell more, thoughtfully applied AI can help move customer relationships to a higher level. AI tools like Chatgpt, Jasper AI, and HubSpot are great tools to save Time.}

 

_{Your Time is money!}

_{Time is our most valuable tool, especially for salespeople with limited daily hours, to generate revenue for their companies and themselves. I hope these tips can help you maximize your Time to focus on money-making activities such as prospecting for new customers, closing deals, or following up with existing clients.}

 

_{Time is money, so use yours wisely!}

 

_{If you have the Time, could you do me a favor? Please share this episode, rate it, or subscribe for Free wherever you get your podcast, so you don't miss out on the next three-word podcast.}

 

 

_{Create sales meetings in Minutes!}

_{Learn more at www.Threewordmeetings.com and start getting creative with your next sales meeting!}

Episode 190, Could your sales performance use a change?

Simplify Your Sales and Business meetings. 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 simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 190, Could your sales performance use a change?

 

This week's episode is about the power of our words. This week three words, Should you or Could you?

 

One word that can change your sales outcomes Should or Could.

 

Many other factors, including product quality, market demand, and of course, the skill of the sales team, determine sales performance. However, one factor you could be overlooking is the power of language.

 

Studies have shown that when people imagine themselves in a future situation, they focus on the potential obstacles rather than the possibilities. As a result, they often underestimate what they can achieve. Specifically, the word "could" can profoundly impact your sales performance.

 

When it comes to sales, how you phrase something can mean the difference between success and failure. One word, "could," can make all the difference when closing a sale. Let's look at why this small change can significantly impact your sales performance. 

 

 

The Power of "Could" 

Changing the wording from "What if I fail?" to "What could I achieve?" can make a big difference. When people focus on what they can achieve, they are much more likely to take action and achieve their goals.

 

When talking to prospects, using "could" instead of "should" allows you to open up more possibilities and effectively engage with them. For example, instead of saying, "you should buy our product," say, "you could benefit from our product." This subtle change creates an opportunity for collaboration between you and your prospect. It also shows that you are listening to and understanding their needs, which builds trust and increases your chances of making a sale. 

 

Using the Word "Could" Strategically 

In addition to showing that you understand your prospect's needs, using "could" strategically can create a sense of urgency or scarcity. For instance, if there is limited availability for a product or service, saying that they "could miss out on this amazing offer if they don't act now" might be enough to tip them over the edge and make them decide to purchase right away. 

 

Another way to strategically use this word is, to be honest about what they could gain from buying your product or service. Instead of simply telling them what it will do for them, let them know how it could help solve their problem or improve their life. Help drive home the value proposition and show them why buying from you is worth it. 

 

Here are three tips you Could use to improve your performance.

 

1. Rewrite your goals: A key factor to success in improving sales performance is how certain you feel, and one of the best tools for that is rewriting your goals from "should" statements to "could" statements. For example, instead of saying, "I should increase my sales by 10% this quarter," try writing, "I could increase my sales by 10% this quarter."

 

2. Imagine a successful outcome: Visualize what it would be like if you achieved the goal you have set for yourself and how different it would look and feel if you used "could" instead of "should." It will give you more confidence while developing and working towards your goals.

 

3. Be patient and persistent: It may take time to change your mindset from "should" to "could," but be patient with yourself and persist in unlocking these new tools powerfully. You can see more significant results with improved sales performance with consistent effort.

 

There is power in words when selling products or services. Simply changing one word —from should to could —can make all the difference in closing a sale or missing out on an opportunity entirely. Use "could" strategically when engaging with prospects; it shows that you understand their needs and helps build trust with potential customers, so they feel comfortable enough to purchase from you. Try incorporating this small but powerful change into your sales process today!

 

Make sure you are focusing on the possibilities rather than the obstacles. And always remember that the word "could" can make all the difference in your success.

 

If you could do me a favor, please share this episode, rate it, or subscribe for Free where ever you get your podcast, so you don't miss out on the next three-word podcast.

 

Learn more at www.Threewordmeetings.com and start getting creative with your next sales meeting!

 

 

 

 

Episode 189, 3 seconds can change the direction of your business!

Lisa Thal created Three Word Meetings to help you develop meaningful and engaging meeting content. The Three Word Meeting book gives you 52 Three Word topics you can use- it’s never been easier to get your message across! You can create uniquely tailored content for your team, allowing you to craft powerful messages in no time.

 

Episode 189,  3 seconds can change the direction of  your business!

 

Growing up, most of us experienced the five-second Rule. If you dropped your food on the floor, eating it after 5 seconds was okay. I think that may still apply today.

 

What about the 3 Second Rule?

 

It's hard to imagine that 3 seconds can shape the outcome of our future. I wanted to share my experience from this week as I was coaching new sales talent on how to use this principle to their advantage. I thought I would share with the three-word podcasters this week.

 

What is The 3-Second Rule?

 

It's a strategy to apply when you need to get something done but find it challenging to start. For example, do you have difficulty waking up in the morning, starting your exercise, or calling on new clients? Regardless of what it may be, the 3 Second Rule is great and can be incorporated into our lives immediately. You take action in 3 seconds or follow three steps to get started.

 

How does it work?

Identify the first three steps in each activity you have difficulty starting. For example, the first three steps for getting up in the morning are A. Take off the cover or blanket; B. Move to the edge of the bed; C. Get up to walk out of the room

 

The same strategy applies to our business. A. Identify the client you want to call; B. Identify the benefit you can offer; C. Make the call—no hesitation. 3,2,1 Call! No hesitation!

 

Use the three-second Rule to your advantage by being decisive and acting quickly.

I was coaching our team on setting meaningful appointments with new prospects. We reviewed the list of targets they created, and they identified the decision maker and why they felt they should have a conversation with them. What's next? Count to three and start dialing. No hesitation or self-talk with all the reasons you shouldn't call.

 

We don't want that if we don't call and have zero opportunity and open the door for another vendor to connect.

 

The three-second Rule is a great way to improve productivity and make quick decisions without hesitation. Taking advantage of the three-second Rule means understanding that the window of opportunity won't be open forever, so it's essential not to let those moments slip away.

 

Developing an instinctive ability to act or decide within three seconds ultimately results in faster outcomes and better decision-making. Being decisive in this way increases efficiency through completing tasks quickly, reducing time spent on making decisions, and overall setting yourself up for success. 

 

Pause for three seconds for better outcomes.

There are times we need to pause. Pausing three seconds gives us time to reflect vs. react. I know many times over my career that I could have used the three-second Rule to pause and reflect on what a customer or co-worker shared versus reacting without a filter and answering their question.

 

According to a study published in the Journal of Applied Psychology, sitting silently for at least three seconds during a difficult moment in a negotiation, confrontation, or even conversation makes both people more deliberative -- and leads to better outcomes.

 

When asking clients questions or answering their questions, pause for three seconds to allow them the space to think about what you asked them. Conversely, when replying, wait 3 seconds to show that you are being thoughtful in your response.

You're trying to find a way that works for both of you.

The three-second Rule is a great tool to have in your life. It can help you quickly make decisions and be decisive. Just one simple second of hesitation can cost you a lot, but being brave and taking action will always pay off. So, don't waste another opportunity: implement the three-second Rule today. You'll find that you'll start making much better decisions with less regret. 

 

Disclaimer: Of course, there are some areas where it's not always wise to rush into things such as job interviews or investments; for those situations, though, the three-second Rule can still help by guiding the thought process to make again well-informed decisions more quickly. 

 

The three-second Rule is versatile enough to be applicable in different life scenarios, so why put it on hold? Immediately take control of your life today by implementing the three-second Rule; do things more efficiently while still making mindful choices. Taking initiative yields great results, so why wait? Implement the three-second Rule to live a life full of promising outcomes!

 

Get started, ready? 3, 2, 1, GO!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free where ever you get your podcast, so you don't miss out on the next three-word podcast.

 

Learn more at www.Threewordmeetings.com and start getting creative with your next sales meeting!

 

Episode 188, 5 W’s to help you Rule The Day!

Simplify Your Sales and Business meetings. 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 simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 188, I share how my visit to Smoothie King set my intention to Rule The Day!

 

You may ask what a trip to Smoothie King has to do with me and my day. Every Friday morning, I treat myself to a 20-ounce Lean 1 Vanilla smoothie as a reward for the week. I pull up to the window each Friday to pay and hear these three words: Rule The Day! As I drive away, I smile and think that even a stranger encourages me to take control of my day and life. 

 

So what does Rule The Day mean?

It is to set a standard that guides your behavior.  

What do I need to do today to take control of my day?

 

So let me ask you a question. 

What standard do you set for yourself each day? Yes, we all have to-do lists of tasks that need completing each day, and If you like me, that list keeps growing with other people's asks and my tasks. So for many of us, our days are ruled by others. 

 

 

Today, salespeople do so much more than just close sales. Success in today's sales environment is about having a transparent strategy, building trust with our clients, and solving problems. If you do it well, you realize it is a process and takes time.

 

Effectively managing your time based on your schedule and workload takes commitment. The rewards of knowing time management are well worth the planning and dedication.

 

As professionals, we have a range of responsibilities. Managing our time to tackle these tasks is an important skill and is extremely necessary to optimize our performance. So how can we make the most of our days and manage the day?

I want to share the 5 W's so you, too, can Rule The Day!

 

The 5 W's to Rule the Day!

 

WHAT. 

To Rule the Day, you must prioritize your activities that need to get accomplished that day. We must see a path of daily actions leading to our overall goal. If possible, do these activities first. You will feel in control and inspired to know you moved your business forward. What is the number priority you need to complete?

 

WHEN. 

We prioritized what needed to get done. Now we determine when it will get done. Choosing when you do will set you up for success. For example, if creating new clients or growing your current business is what you need to do, then it must be your number one priority of the day. You scheduled that time on your calendar to focus and eliminate all distractions until you complete the goal. If this is your priority, do not answer emails or surf your social channels until you accomplish the priority for the day.

 

HOW. 

Scheduling a certain amount of time for each priority is critical. How you divide your available time each day plays a significant role. I recommend looking at your day and blocking the time you believe you need to complete your priority tasks. Make sure you correlate your time division of the day according to the task's priority. We must be intentional so that other lower-priority tasks don't stop us from achieving our top priorities.

 

Avoid multitasking because our brain is not programmed to handle numerous tasks simultaneously. Juggling multiple projects and switching between tasks require your brain to stop and refocus.

 

It can take up to 15 minutes for our brain to return to a productive state—time we likely don't have.

 

WHO. 

Identify the people that can help you achieve your priorities. We have co-workers that steal valuable time from us. We must be careful not to spend too much time away from our priorities. I am all about collaborating with other team members, and we don't want that to be when you focus on your priority tasks to move your business forward. When looking at your day, is someone on your team available to delegate non-priority tasks? Do you have sales support to create your proposals so you can stay focused on setting new meetings or client-facing?

 

 

WHY.

The Why is everything! The Why is the inspiration for the day and why you do what you do each day, which I believe is to impact your life and clients' business. Applying the 5 W's is all about Time management and helps you understand what needs to be a priority today and what can wait until tomorrow.

 

WIN

You will win the day by focusing on What, When, How, Who, and the Whys!

 

So I encourage you to Rule Each Day, Apply the 5 W's and Become Unstoppable!

 

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Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 187, Five strategies to love your career.

Simplify Your Sales and Business meetings. 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 simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 187, Are you in Love with the Work you do?

 

I have a question for you. 

How in Love are you? And I am not talking about your personal life, although I care about that.

 

On a scale of 1 to 10, how would you rate your Love for your job? 

Is it a 3? or 6? Payday, now that's a 10! You maybe say, Lisa, it depends on the day.

 

In our life, we choose a career, or a job chooses us, and we move through different life stages of that career, sometimes without a ton of self-examination or reflection on whom we have become and how we can continue to grow in the direction of our life's ambitions and dreams.

 

For some of us, Work can be a calling; for others a way to cover our expenses. Wouldn't it be more enjoyable to experience fulfillment each day?

 

 It becomes easier when you work alongside those you love and appreciate. When you think about it, we spend more time each day, on average eight hours, with our co-workers than our partners or spouses. (this could be why Olivia and I have made it 23 years) Smiling!

 

I also understand that just like our love life, we can sometimes fall in and out of Love in our work life. We sometimes look for a little spark to remind us why we do what you do each day.

 

I started to reflect on my role at my company and why I have spent the last 36 years loving what I do. For me, it comes down to learning. I learn from those I work with, the clients I have had the pleasure of helping, and those I coach.

 

This week reminded me why I love what I do and what excites me daily. We recently hired three new account executives. Their role is to help companies with marketing and sales. For them, this is their first job out of college or their second year in the business world. I aim to identify where they are today and strategically coach them to achieve their goals and dreams. Plus, I want to do it in less time than it took me to achieve my goals. 

 

I must be patient and understand that great relationships require listening, honesty, support, and time. What a gift to impact another person's life and income, and that takes commitment.  

 

I recommend you do the same. Take the time to reflect and discover or rediscover why you do what you do. Please think about your career and your role each day for your company. Maybe the flame has recently dimmed, and you need to recommit yourself to the relationship. Or you may realize that you need something else to fulfill you. 

 

Here are a five strategies to put romance into your career.

 

Love yourself. 

Recognize what you are doing right. You have to love yourself first before you can love someone else. Identify what you're bringing each day to the relationship. In any great relationship, acknowledging the other person's efforts is critical to developing more appreciation and Love. If there are areas you are struggling with, look for places you can make progress, this will give you the energy and confidence to keep going.

 

 

The intention with Attention:

Be intentional with your day. Create an intention for the day overall (e.g., staying connected; being present; being of value; collaborating. Write down what you will do today to live your intention with Attention. Then at the end of the day, evaluate: How did you do? Where did you succeed? What got in the way? How did you overcome it? 

 

 

Connect with others:

Relationships are about connecting with someone else. Devote time in your day to connect with others on your team. It can be asking someone to lunch or a happy hour after Work. Suppose you're still working remotely; set up a virtual lunch and a time after Work to connect for dinner or drinks. Call a co-worker if your working remotely to say hi and see how they are doing. These conversations may help you love your job in a new way. The goal is to get to know someone new. You never know what you will discover.

 

Learn something new

You may be bored and uninspired if you have been doing the same job or tasks for years. Challenge yourself by learning something new and exciting.

 

Offer to help out a different department. Volunteer to take on new responsibilities. Take a new course to advance your skills. Find a mentor or hire a coach to talk about your future path. Whatever you do, make sure it is interesting to you. It will help you look at your role in a new light.

Boredom will never help you love your job, but being excited about something new will.

 

Set new goals. Goals are the benchmarks you review for the progression of your career. Without them, we often feel directionless and unmotivated.

Goals help you drive your career forward. They can be the exact change you need to love your job. If you are currently working without clear goals, it's time to change that.

 

 

Some relationships end.

Be honest with yourself and know when the relationship is over. It's no one's fault. You can have bad days and weeks, but you can't have bad months. It takes courage and strength to realize that this career opportunity has taken you as far as you can go. It may be time to try something new.

 

I know that life is short and that if you spend eight hours a day working, make sure that Work inspires you!

 

If you think someone could benefit from this episode, share it or rate it. 

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 186, How do you play the game?

Simplify Your Sales and Business meetings. 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 simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 186 is all about how you Play the game regarding your business. 

 

So I have a question for you.

 

When it comes to your business, should you be playing more Defense or Offense? 

 

Some of you may say Defense, I need to protect what I have and minimize any risk my business I have already created. Many of you may say "Offense" because I need to develop new clients to grow my business and maximize my upside. Well, I believe both answers are correct. We need to play "defense" to protect our business and relationships and play "offense" to go for growth.

 

 

I love NFL Football, and our Cincinnati Bengals have made our city proud of their performance. Throughout our season, both sides of the ball helped us win games. Who Dey! Our business is like the NFL.

 

What we have to do is have a game plan and execute it. For example, in the NFL, I will use the Cincinnati Bengals. The coaching staff and players prepare their game plan based on the team they are playing. They make adjustments based on the information they have on their competitors.

 

The goal of the Defense is to stop the other team from scoring. Both sides of the ball review countless hours of film on their competitors to see the opportunities they can expose. The offense constantly looks for ways to score by adjusting and controlling what they can. In many cases, a great defense wins the game. 

 

How much Defense is in your work day, managing your email inbox and unplanned customer calls with issues, market conditions, and daily distractions that steal valuable time from you connecting with current or new customers? You feel like your day got away from you, and your game plan for growing your business is sitting on the sidelines.

 

What can you do about that?  

 

You need a complete game! A game plan that allows you to play Defense when necessary and offense to score more clients. You do need to protect the business you created. It took time and energy to develop your business, so you must ensure you do everything you can to protect it. It can become a balancing act.

 

How do you play offense in business?

 

An offensive player in business works on tasks that get them closer to scoring and delegates other tasks that get in the way of them reaching their goal. They ignore distractions.

 

Creating new conversations and introductions for new opportunities will ensure your business keeps scoring. The best news about playing offense is that it is in your control. 

 

So what does your game plan look like today, tomorrow, and this week? 

 

Have you identified certain people from your network that can do an introduction to you? 

 

Have you blocked time on your calendar to identify companies that you can help solve a problem? Focused time with no interruptions?

 

It's easy to fixate on all the things out of our control. What I have come to realize over my career is that there are two we absolutely can and should be in all our game plans: our plan and our ability to execute it. The sooner we shift to focusing on those, the sooner we can start playing offense and start scoring new clients and growing our business.

 

Playing offense, of course, is what your business is all about. Your terms, timetable, innovation, or opportunity to create, and knowing you're leading the industry and making others course correct or play catch-up. 

 

Keep learning through each experience, adjust your game plan when necessary, and stay aggressive with your approach. 

 

I guess the adage is true: The best Defense IS, in fact, a good Offense.

 

If you think someone could benefit from this episode, I invite you to share it.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.