Expandmenu Shrunk


  • Permission to Proceed

    Guest Post By: Dave Brown

    Screen-Shot-2016-04-26-at-10.17.31-AMThis is something that is overlooked quite a bit. It’s one that I take the time to really look at this when I’m helping other people grow in prospecting.

    You know when you’re having that rocky conversation with someone at first. You haven’t had a chance to set up that cadence. You may be talking over each other, or have long awkward pauses, it’s really just no fun at all. Are you looking for a solution for that? Here it is…

    Ask for permission to proceed!

    Literally, you ask them to grant you permission to proceed in the conversation on your phone call. Right up front, after you’ve done the names and connected, and you’re about to give the prospecting buying atmosphere, you have to have this question in there. It’s basically asking for a specified amount of time, and you get them to confirm they are able to give you that time so they are open and receptive with you.

    Example, “Hey John, this is Dave, I’ve been doing some work with Beth over at Zee Company. They’ve been doing a lot of great things, so I just wanted to run this by you. It’s a good one, do you have a few minutes?”

    Connect with the names, ask to run something by them, confirm some time, then go right in to your prospecting and buying atmosphere.

    Some more ways to ask, “Can you talk for 3 minutes? Did I catch you at a good time to run something by you? Do you have like 97 seconds for this? Are you ready for my audition?”

    Whatever it may be, get creative, just ask for that time. It may be 5 minutes, it may be 2, but let them grant you permission to proceed. Don’t look by this, and when they try to speed you up, that is when you ask to confirm a few minutes. Come up with your special way to get prospects to allow you to spend time with them.

    The more you prospect the more you realize the short term hurt turns in to the long term easy. It’s going to hurt a little each day while you are prospecting, but it will get better as you constantly do it and turn it in to a long term easy.

    Go get it today! Set some appointments and prospect your heart out!

    Comment here, tweet me, or connect with me on Linkedin and let me know!

     

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • Embedding Behavioral Change – Maximizing ROI on Your Development Initiatives

    Guest Post By: Alan Morton

     

    16.09.02-Tree-Can-anybody-hear-meeeee_V2Question: If a tree falls in a forest and nobody is there to see it does it make a sound?

    Frankly who cares! Of more importance is the question: if you invest in training your people and there is no observational coaching to support it being embedded and habitualized, will there be any ROI? I think we can agree that the answer is: probably not.

    In a previous blog post (The power of Consequence for Sales and Service), I referenced a live customer example that had been sent to me by a manager who had observed a specific behavior being implemented by one of his team. I loved receiving that message because it told me that the right things were happening to embed learning. People were being watched and coached and, critically, they were catching things that were being done correctly by team members as specified by a clearly defined behavioral framework.

    So many of the projects that I have been working on with clients looking to address challenges like decreasing revenues, poor rep attainment, high churn, poor customer satisfaction scores have resulted in SBR Consulting working with the client to develop a coaching capability and culture where prior to that a vacuum had existed where inspirational leadership should have been in place.

    I am combining coaching and inspirational leadership here intentionally as people aren’t inspired by leaders who sit behind their desks playing with figures and data. People are inspired by leaders who get out of their offices and into live customer situations and who are able to let their ego go and give their people the opportunity to lead meetings so that they can provide constructive feedback that helps them to grow.

    Call to action:

    • Have you identified the behaviors that your best people employ to drive success ?
    • Are you using that framework as the basis to observe your people in order to catch them doing things right and provide them with insight into 2-3 things that they could be doing to move from good to great?

    Research shows that when training is complemented by in-field coaching and reinforcement, productivity is quadrupled, from 22% to 88% citing the Corporate Executive Board.

     

    Alan Morton started off in sales simply to fund his postgraduate education but he quickly realized that the challenge and intricacies involved in achieving success at the highest levels of professional selling had him hooked. 15 years into a career that has involved selling, leading sales teams and developing organizations in the US and across Europe Alan is passionate about continuing to hone and develop the habits of a high performer in himself and in others. He works closely with organizations across industry, but with a particular focus in the IT, engineering and finance sectors helping them to drive revenues and develop high-performance sales cultures.


  • 5 Practices that will Make You a More Grateful and Happy Person

    Guest Post By: Rory Vaden

    Living-a-happier-lifeWe think of gratefulness as a soft skill, but I am very convinced that it is as tangible, practical, and pragmatic as learning to balance a checkbook or lift a set of weights.

    In fact…

    What working out is to looking good…

    and

    What balancing your checkbook is to being rich…

    is exactly

    What being grateful is to feeling happy.

    Learning to do the disciplined work of counting your blessings is the necessary and required skill for you to feel happy.And when you are counting blessings you will be happy because you are thinking about all that has been given to you instead of all that you don’t have.

    Here are 5 daily practices that will help you strengthen your “gratitude muscle” which will lead to a happy heart:

    1.     Choose to say thank you first thing in the morning – If you aren’t consciously thinking about the good things in your life, then you will often unconsciously start thinking about the challenging things. And the battle for your mind starts the first second that alarm clock goes off. I challenge you to make the VERY FIRST THOUGHT in your mind the moment you hear the alarm start with “Thank you for_____.” And then keep repeating it as many times as you can filling in the blank with different things.

    2.     Have high expectations of giving and no expectations of receiving. – Unmet expectations are a great source of our dissatisfaction. So having high expectations of what you deserve, what you feel is owed to you, and what you’ve earned sets you up for disappointment and makes it hard to be grateful. On the contrary, when you don’t feel like you deserve anything, then everything that comes to you is a wonderful blessing. And there is something magical about how appreciating your blessings brings more abundance into your life. By the way “giving without expectation of receipt” is the definition of the word Grace.

    3.     Respond to negative situations by counting blessings – Every time you are tired, upset, discouraged, frustrated, angry, or sad immediately catch yourself and start listing off all of the things you are thankful for – just like how you started your day. This is very hard; but if you can develop the discipline to do this one thing, it will drastically change your life.

    4.     Notice and engage with people who have less than you. – The more you pay attention to, and spend time with people who have less than you, the more your eyes are opened to all of the amazing blessings you have in your life that you take for granted. This can be volunteering, donating, or just mentoring people. It also reminds you how far you’ve come and how lucky you are.

    5.     Say thank you and give credit to those around you. – When you take credit for things, when you say “I did”, and when you believe it was all you, you start to feel owed. When you give away credit you are constantly intentional about the work and help of everyone around you. You start to realize that even if you did 100% of the work, there was a whole army of people in your life who made choices that helped create the circumstance you are in that enables you to do anything and everything you do. If there’s one thing on this list I’ve done wrong, it’s this one. Trust me, it’s not a good way to live – and it’s the fastest way to push those people who are so important to your success far, far away.

    Do these 5 pragmatic things. Practice them often. They won’t be easy, but they are simple. Like everything else, it’s just a decision to “Take the Stairs.”

    Self-Discipline Strategist Rory Vaden’s book Take the Stairs is a #1 Wall St Journal, #1 USA Today, and #2 New York Times bestseller. As an award-winning entrepreneur and business leader, Rory Co-Founded Southwestern Consulting™, a multi-million dollar global consulting practice that helps clients in more than 27 countries drive educated decisions with relevant data.  Additionally, as the founder of the Center for the Study of Self-Discipline (CSSD), his insights on improving self-discipline, overcoming procrastination and enhancing productivity have been featured on Fox and Friends, Oprah radio, CNN and in Fast Company, Forbes, Inc and Success Magazine. 


  • Keys to Successful First Impressions 

    Guest Post By: Amanda Johns Vaden

    impression

    The Harvard Study of Communications said that it only takes seven seconds for you to make a first impression on another human being, only seven seconds. I think that study is so fascinating because of this one little thing. How many words do you really say in seven seconds?

    Do a seven-second countdown in your head right now.

    I bet you got out something like I did which was “Hi, it’s so nice to meet you. My name’s Amanda.” That took about 4 seconds

    What else could we possibly say in the next three seconds that’s going to make some overwhelmingly positive first impression?  The truth is probably not a whole lot.

    In fact, one of the parts of this study actually says that 38% of what makes up a first impression is how you sound. Only 7% of a first impression are the words you say. So all together, only 45% of a first impression has anything to do with the words coming out of your mouth.  That leaves 55% of a first impression to visual. It’s how you look, it’s how you dress. It’s how you stand, it’s how you shake a hand. It’s if you make solid eye contact. It’s your personal appearance.

    So many times, we focus on what to say to make a first impression. Well, studies show it’s not as much what you say, and again only 7% of the first impression had anything to do with the words that you say.

    Pay attention, very acutely, to how you spend those first seven seconds that will visually capture your prospect or customer.

    Do you stand up to greet them? Do you make eye contact with them? Do you immediately smile at them? How are you dressed? How are you standing? Do you stand up straight and confident? Do you remain seated? Do you shake their hand, or do you hug them? Do you light up with excitement? Or is it just an expected, “Hey, how are you?”

    You may be thinking those little things don’t make a difference, but they do. Don’t let your first impression be you texting someone else, and those first seven seconds are gone in a glimmer. Don’t be afraid to be yourself. Be prepared that when they come in, that they have a visual first impression of you that’s going to last.

    Make your first impression count.

     

    Amanda Johns Vaden is a founding partner, executive coach and senior consultant at Southwestern Consulting. She has worked with over 400 sales offices nationwide.  Amanda is the author of the upcoming books Unspoken: Redefining Expectations Between  Men and Women in the World of Work and 4-Dimensional Follow up: Increasing Client Retention and Customer Loyalty Through Follow-Up.


  • Four Keys to Success

    Guest Post By: Kitty Barrow

    Several years ago, my team and I wanted to re-create an event that was a huge success for other teams across the country. After our third attempt, with the same dismal results each time, I was ready to throw in the towel.

    The other teams that executed this event with such success must have had an advantage we didn’t. Was it their area, or maybe they just wielded some serious magic. Either way, there must be something beyond my control that made success with this event impossible for my team in my city.

    Four-Keys-To-SuccessDefeated, I confided in my National Sales Director that I was giving up and that these events just weren’t meant to be. He challenged me then, and his challenge has made a huge difference in how I see my ability to have success with every opportunity that has come my way.

    He said that, instead of giving up, I should evaluate what I have been doing through the ‘Four Keys to Success’ to see what piece was missing which in-turn was hindering my success.

    Four Keys to Success

    Before you attempt anything, you should begin with the end in mind.

    You need to define, ‘what does Success look like to me?’

    The example I will use today is the event my team and I were attempting to host.  Success to us meant that we had a certain number of clients and prospects attend our event and that from this event we generated a number of sales and bookings.

    THEN, you follow the 4 critical areas that lead to success:

    Desire

    • Do we have the real desire for the thing we have defined as ‘success’?
    • Did my team and I have the REAL DESIRE to have a great event and the results that would come from that event?

    Confidence

    • Do I think I can learn the skills it takes to achieve my ‘success’?
    • Do we think that we can learn the skills it would take to host a successful event? (of course, we would need to break down the skills needed before we can answer this decision)

    Skills

    • Do I think I can learn the skills it takes to achieve my ‘success’?
    • Do we think that we can learn the skills it would take to host a successful event? (of course, we would need to break down the skills needed before we can answer this decision)

    Activities

    • What are the right activities and the right number of activities to achieve my ‘success’?
    • Were my team members doing the right number of activities leading up to the event to ensure our successful outcome?

    This information was shared with me 7 years ago. It falls right in line with the Skill/Will Matrix that our company teaches Sales Leaders when they are helping their team members reach for success. When our team members:

    • Have a burning desire for a certain outcome
    • Have the internal confidence that they can learn the skills
    • Work on and perfect the skills needed
    • Do the needed activity enough times

    Then THEY WILL achieve their desired success.

    Whenever you aren’t achieving your desired success, look at these four critical areas and there will likely be something missing, something that is keeping you from success.

    What successful outcome are you currently working towards that has seemed out of reach? After analyzing the 4 critical areas, where is it that you can improve and then go after your dream again?

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • The Power of Momentum – Ensuring the Summer Break Does Not Leave a Big Dip in Your Business Development Activities 

    For many, the summer is a wonderful time to enjoy a much needed annual break however, it can have one potentially adverse knock-on effect which, if you are not careful, can put you back a quarter – loss of Business Development (BD) momentum.

    In your sales journey with each prospect, it may have felt that at least one person has been away for the past couple of months and so, frustratingly, closing business has taken longer. Also, we know that the longer decisions take to be made, the greater the chance that, for whatever reason, they never happen. Therefore, September is a crucial month to regain the momentum around activity and accountability. If this is not addressed, 10%-30% of your firm’s revenue may not happen in 2016, if at all – a huge dent in the bottom line.

    Winter-autumn-spring-summer-tree

    Below are 4 key reminders around your team’s sales and your BD activity.

    The Power of Momentum

    A Chinese Proverb stated, “Do not be afraid of going slowly, be only afraid of standing still.”

    We are all very busy and it is quite possible that our “To-do list” has a lot of non-BD tasks which have become both ‘Urgent’ and ‘Important’ so BD and other items can slip down the list for another month and momentum you gained before the summer comes to a halt. Decide that your prospect calls and prospect meetings are both ‘Important’ and ‘Urgent. Physically block out time to make them happen. Treat these blocked out times as if they were a meeting with the CEO of your No. 1 client so you won’t avoid them or find other things to do instead. Momentum in the sales world is like that of any profession – you need to do a little, often in order to stay on top.

    The Power of Habit

    If you are not forming good habits, unknowingly you are forming bad ones. As with momentum, once we stop doing something for a while the good habits we developed can decay. According to many experts and psychologists, it takes around 21 days to form a habit. I believe the same applies the other way, only faster – once we stop something for a few days, it can take real mental discipline to pick it up again.

    Form the habit of doing some BD activity every week; call 2 past clients to maintain communication, call prospects to follow-up on proposals, research possible warm targets for your professional network, send an email/letter/press-kit to 5 targets, etc.

    The Power of Reflection

    I recently read “Hare Brain, Tortoise Mind” by Professor Guy Claxton. He talks about how one’s intelligence increases when you think less! My take on this is that it is essential to make time to just think without too much structure, to allow the creative subconscious to provide solutions that we often cannot see because of the tyranny of the ‘Urgent’.

    When it comes to hitting our BD targets, just making the time to reflect on where we are and letting the creative thought process work as opposed to blocking it with internal dialogue such as: “I have no time; I can’t get hold of anybody; This feels like it will never close, etc” really brings up solutions that lead to successful outcomes.

     The Power of Celebrating Success

    At this time of year in a number of clients, SBR sees senior management becoming very focused on end of year results and making sure the numbers line up to the forecasts, which is naturally correct. However, some have forgotten that people who feel good about themselves produce good results and the same applies in BD.

    Many of our clients spend a lot of time analyzing why they did not win a bid and even go as far as to ask the prospect for feedback as to why they did not win. One of the small but significant changes that Clive Woodward made to the English Rugby team that won the 2003 World Cup, was that at the end of every game they spent more time reviewing why they were successful and how to repeat it rather than why they lost. Celebrate the successes and spread the good news across the teams to encourage a healthy BD environment.

    In conclusion, remember “The Slight Edge Philosophy” – if you improve in something by .003% every day for a year, you will have improved by 100% by the end of the year (e.g. you will be twice as fit, twice as skilled, etc). The summer break has a danger of knocking us off our momentum and stopping some of the good habits that secure our long-term success. By just getting back on track around the basic BD activities you will ensure that you are ahead of your competition, many of whom are still dealing with the natural summer break hangover!

    Lars Tewes has over 25 years’ experience in sales and sales leadership as Sales Manager and then Managing Director, responsible for establishing three successful and currently profitable companies on behalf of the Southwestern Company.


  • Facing Fear

    Guest Post By: Jay Wang

    Fear is the root of many challenges we face in life. If we really dig down, at the core of things, like worry, doubt, anxiety, depression, etc. you will find fear. Even things like rage, selfishness or apathy can be traced back to fear.

    Fear…Recently a few close friends and I went downhill mountain biking at a local ski resort, in the summer time you can take the ski lift up with a downhill mountain bike and hit some intense descents. It was really scary and admittedly most trails there were several levels higher than my current skill set. For those of you not familiar with mountain biking, the difference between cross-country or trail riding and downhill riding is exponential! We are talking huge jumps and turning corners that you can get horizontal in!

    I had gotten advice that often in an ugly situation where you are about to crash or… say hit a tree, you actually need to let off the brakes so that you can gain control, get traction, steer around the obstacle and ride out the situation. Counter-intuitive to say the least. I experienced this first hand noticing that the more afraid I felt, the more I seemed to use my brakes. The more I used my brakes the less traction I had, especially when over breaking and the more out of control I felt! I had to really face my fear and constantly focus on using my body and going with the flow of the trail vs my default fear based reaction to slam on the brakes. It ended up being an epic adventure, a good time and a victory!

    Sales, business, and life work the exact same way. Look at our fear based reactions like call reluctance, procrastination or self-sabotaging our own success. They again can all be traced back to a core element of fear.

    Here are a few steps to help you face your fears!

    1. Know the Enemy!  What are you afraid of? Name it and write it down. Acknowledge it and you may start to see how insignificant or unlikely it is. Understanding fear helps us to better react to it in the right way. Many of us have heard the old acronym that F.E.A.R. is False Evidence Appearing Real. Though I agree entirely I would also like to submit that many times there is something very real we fear. Going back to my downhill mountain biking trip, I forgot to mention, that day we saw two broken collarbones and one guy got carried off in an ambulance. Believe me, the danger and risk was very real. HOWEVER, fear is a multiplier! It takes that risk and it exponentially multiplies that which we are afraid of! It snowballs in our creative imagination and becomes a monstrosity. So awareness is key!

    2. Do Battle with the EnemyFear is a cunning foe, you can not fight it by attacking it directly because whatever we resist persists. You can’t fight the fear of falling on a mountain bike by saying, don’t fall, don’t fall, don’t fall. Guess what your mind focuses on?!?  That’s right! Falling! And what usually ends up happening? You guessed it. Often times, fear causes us to do the things that will bring about exactly that which we do not want to have happen, like over breaking on a mountain bike. This applies to cornering on a motorcycle as well, FYI. So what do you do? Like a martial artist master, you must see the attack (in this case the fear), maneuver to allow the attack to pass right by you and make your move!  So what’s your move?

    a.     Focus on what you are doing and not on what it is you are afraid of.

    b.     Use Self-Talk or have a Mantra-  I got this! This is a walk in the park! This is fun! I’m crushing this!

    c.     Have a plan to focus on the right things!- do it step by step, break it down and slowly build momentum and confidence!

    0ea51a32ee08c7d88a1b27976aef638a

    Happy Halloween! Go out and Face your Fears!

    Jay Wang started selling with The Southwestern Company while in college. He was in the top 1% of sales producers and was able to sell, recruit and manage teams in order to pay his own way though school. After graduating with a degree in Business Management, he transitioned to managing multi-million dollar commercial real estate properties, achieving record-breaking occupancies. Since 2011, Jay has been traveling the country as a professional sales trainer and Partner with Southwestern Consulting.


  • Being Decisive

    Guest Post By: Dustin Hillis

    What do people like Richard Branson, Elon Musk, Mark Cuban and Mark Zuckerberg have in common? Other than being billionaires, they all are decisive. They know what they want. They understand their priorities. They make decisions. You’d probably never hear any of them say, “let me think about it”. Billionaires don’t have time to “think about it”; it’s either a “yes” or it’s a “no”. Opportunities are lost every day from not making a decision.

    What is there to think about? Most of the time if we have to think about something, it’s because we don’t have a clear vision for what we really want. People are so focused on the day-to-day minutiae of life, that they cannot set their sights down the road on the bigger prize. It’s interesting to ask people the question “what do you want?” Most people respond with something generic like “happiness”, “make a lot of money”, “world peace”, etc. If someone asked you “what do you want?”, could you answer the question? Knowing what you want is the first step in being a decisive decision maker.

    screen-shot-2016-06-06-at-8-57-16-pm

    Considering your priorities and reorganizing priorities based on what is going to get you another step closer to your goal every day is a skill. We are all busy being busy. Nobody on the planet thinks they aren’t “busy”.

    Why do so few people exceed their goals in life? They have their priorities out of order. If your priority is to become the number one producer, become financially independent and build wealth, then why are you spending so much time checking email, reading up on current events and chit-chatting with your co-workers by the coffee machine? You should spend 90-95% of your time doing things that only you can do with your unique skills and talents. Understanding your priorities will help you to stay focused on the things that only you can do.

    All that is left now that you know what you want and you’ve got your priorities reorganized daily is to take action. Stop thinking. Pick up the phone. Book the trip. Ask the girl of your dreams out on a date.

    Stop thinking and start doing. Make decisions. Be decisive. If 90% of your decisions are right, then the 10% that are wrong will be made up from making more positive decisions.

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • The Power of Consequence in Sales and Service

    Guest Post By: Alan Morton

     

    For the want of a nail, the shoe was lost, for the want of a shoe the horse was lost, for want of a horse the battle was lost…you probably know the rest and if you don’t, suffice to say nothing good happens!

    I heard this childhood rhyme the other day and it reminded me of the importance of consequence; the consequence of which has been me writing this post on a key behaviour that distinguishes great sales and service delivery professionals – their awareness, ability and willingness to ask consequence questions.

    Along with the well-known proverb another reminder of this was an email that I received from a delegate who had recently attended a session which highlighted the following real life customer experience that they had observed:

    th_edited

    Discussions started to uncover the fact their servers were running close to max. The customer was aware and had been aware of this fact for a few months and almost dismissed the situation as a case of, “Yeah, this is how it is,” and he moved onto the next train of thought. It was at this point that the team remembered to ask a ‘Consequence Question’, “What would happen if the servers were to reach or exceed max capacity?” Although this is a seemingly common sense question, the customer’s thought process shifted dramatically and he responded, “Well they would crash, the website would fall over and that would be terrible.” From this point on, the focus of the conversation from the customer was on what could be done to prevent that happening which enabled us to layer in our potential value.”

    In sales parlance the ‘Consequence Question’ led to the customer recognising pain and as we at SBR Consulting would say, he moved from ‘Satisfaction’ to ‘Realisation’ in his buying process. The interesting thing is that the person asking this question is officially in a service role, the key difference was that they were providing proactive service in making the customer aware of things that they should be aware of rather than waiting for something to go wrong and fixing the problem. Prevention is always better than cure!

    Too often people in sales and service based roles hesitate about asking these questions because they think that they are so obvious. The reality, however, is that consequences are not always obvious or top of mind. So, by getting customers to stop and think these through, they begin to appreciate what will happen if they don’t act and this is what can then create the emotional engagement that is necessary to drive action and move it up their priority list.

    One way to frame these questions is through using ‘Third Person Validation’. This would sound something like, “John, when other customers have raised that issue they have often highlighted that the possible consequence would be…., is that what would be likely to happen here as well?”

    Call to action:

    Think through the common issues that you resolve for your customers – what potential consequences could these issues have on your customers?
    Whenever you hear an issue think consequence and ask your customer!
    Let me know what effect a conscious focus on understanding your customer’s perception of consequence has on your sales conversations

     

    Alan Morton started off in sales simply to fund his postgraduate education but he quickly realized that the challenge and intricacies involved in achieving success at the highest levels of professional selling had him hooked. 15 years into a career that has involved selling, leading sales teams and developing organisations in the US and across Europe Alan is passionate about continuing to hone and develop the habits of a high performer in himself and in others. He works closely with organisations across industry but with a particular focus in the IT, engineering and finance sectors helping them to drive revenues and develop high performance sales cultures.


  • Control What You Can: Attitude and Effort

    Guest Post By: Emmie Brown

    attitudeOften we get frustrated in life when we try to control things that we actually have no control over.

    We get frustrated when the traffic is bad and we are late to work.

    We get frustrated when somebody doesn’t buy from us, or they don’t show up for an appointment.

    We get frustrated all day long with little things that are happening, that we forget that we cannot actually control some of those things.

    What can we do to keep from feeling this way?

    There are only two things each day that you actually can control. Only two things!

    They are your attitude and your effort. That’s it!

    When something bad happens you control how you react to that something. You can control what attitude you choose to put on. Choose to put on a good one!

    You can also control how hard you work. How many hours you put in. You control how hard you work during those hours, how many phone calls you make, if you pick up the phone and dial again and again and again.

    There are things that you can influence, like how well you have a conversation. You can influence if somebody buys or not, but you can’t really control the outcome at all.

    You can control a lot of what you do in terms of how many appointments you set, etc. You can have a great amount of control over that. Two things we can work on controlling is how hard we work and our attitude.

    If you focus on controlling the “controllables,” controlling what you actually can control, and just surrender the rest, you will have a lot less frustration and a whole lot more peace!

    Emmie Brown is an executive level coach and an expert in the Psychology of Scripting. Emmie started her career with The Southwestern Company as a student intern at the University of North Carolina. She continued to work with Southwestern over the next 10 years as a top producing sales manager until joining Southwestern Consulting in 2009. Emmie has spent the last 4 years traveling the country as a professional sales trainer, executive coach and business consultant with Southwestern Consulting and the Success Starts Now! conference series. She is also the author of the audio series Talk Less, Sell More and a breakout presenter at the Success Starts Now! sales training conference.