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  • Goal Setting

    Guest Post By: Brent Widman

    I was speaking at an event the other day and asked,  “How many of you set goals?”  Of the 25 people there I saw about 4 hands go up.  I then asked, “How many of you take time at the beginning of the day, week, month or year to set goals?” “How many of you tell people about those goals? Do you post your goals and do others know what they are?”

    I didn’t see one single hand go up.  I thought to myself, here we go!

    Slovenia High Resolution Goal Concept

    The reason I tell you this is because it can be the one single thing that helps drive your business.  When you know what your goals are each and every day, when we review these goals each day, you realize what you need to do to get there.

    Here’s where we start:

    1. Write down your goals. It can be 1, it can be 10. I don’t care; write them down.
    2. Post them somewhere. On your wall, your fridge, in your office, on your door, as a screen saver, on your phone. Post them everywhere.
    3. Tell people about them. The reason you don’t is because you don’t want to be held accountable. The reason you will is because you want to be held accountable!
    4. Take the time to do it. Take 10 minutes. You can take 10 minutes per day. The first day is to write them, after the take that 10 minutes to review them. It’s worth it.
    5. Know the activity you need to do to hit them. Set a time period you want them done by. You can control your activity every day.

    Goal setting is one of the easiest and toughest things you can do. It’s easy because we can write down whatever we want to. Goal setting is about conviction. If you are truly convicted in what you want to do, what you want to hit, you will go out and do whatever you can to make that happen.  The tough part, you now have that hanging over your head!  You have now told people. YES! Now we are talking. Now you have to do everything it takes to hit those things.  Go get it!

    There are three things that will factor into your goal setting, how you stick to it, and why you do it.

    1. You can control this every day. Have that Positive Mental Attitude!  Enjoy it, this is supposed to be fun. Not overwhelming.
    2. This is Physical, Mental, Social, Family, Career. All those things that go into life. Enjoy it all and be grounded. Do it for the right reasons.
    3. Get a coach, mentor, tell people. Have someone hold you accountable to your goals.  Without that, you are just floating.

    Now, take all of this and set them bigger. Those goals that when you tell people it makes you a little uncomfortable. It makes them think how the heck are you going to accomplish all of that. Don’t listen to naysayers. When you want it, you will do it.

     

    Brent Widman has over 10 years experience in all aspects of sales. He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.


  • Activity

    Guest Post By: Brent Widman

    phone

    Activity is the root of what drives our business. Without activity in the sales world, we don’t have a business. What this truly comes down to is making phone calls. Making those dials that you don’t always want to make, but you know you have to. This isn’t busy being busy. This is being planned, prepped and prepared about who you are going to talk to.

    1. Stop calling the same people over and over again. Don’t hold onto this false sense of hope that someone might do business with you.
    2. You build your business through new people. Where do those new people come from? Referrals, Linked In, Past Clients, Current Clients, etc, etc.
    3. Set up a plan. Know the first 5, 10 or 20+ people you know you are going to call. Have it done the night before or in the morning. It will get you in the right mind set.
    4. Practice. It takes 2 minutes. Practice in the car, working out, in the morning, at night, take a walk, whatever it takes. Take that little bit of time to know what you are going to say. It will get you past the call reluctance
    5. It’s just one call, to them. To you, it’s 10, 20, 30 or 100 calls. But to them, it’s just one call. Don’t overthink it.
    6. If you are truly trying to help people you won’t think about getting rejected. They might say yes, they might say no, so what. You are helping them either way. It’s hard to be nervous when your heart is on service.
    7. Have fun. Phoning and activity does not have to be hard. Stand up, sit down, dance, laugh, say something off the wall. It doesn’t always have to be straight to the point and serious.
    8. The people on the other end of the phone are people just like you. You aren’t going to close everyone, but you can still have a conversation. That will go a long way to calling them in the future.
    9. In most cases, no means “not right now.” Set them out a year, two years or even three. That’s okay, keep them in your system and in your pipeline for the future.
    10. Get after it. When you do the activity it will breed results. When you make excuses it will not. You can’t get mad at the results if you aren’t putting in the activity.

    I hear so many people feel that they are above calling. They get away from what makes them successful. I was coaching a Managing Director the other day and he flat out said, “These are all the things I know I should be doing but I’m not, it’s like I’m a new rep again.” All that means… we can’t get away from what got us there in the first place. It doesn’t have to be the 50 dials a day, maybe for

    All that means is that we can’t get away from what got us there in the first place. It doesn’t have to be the 50 dials a day, maybe for you, it’s 10. It will get you the results you are looking for.

    Stay true to your activity. It only makes you better.

     

    Brent Widman has over 10 years experience in all aspects of sales. He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.


  • Roller Coaster

    Guest Post By: Brent Widman

    We are sales people. Whether you want to admit it or not, we are all in this together. We all chose this profession for better or for worse. So many people succeed, and so many people fail. The hard part to figure out is, why are there so many that are right in the middle?

    Is that you? Do you wish you made more money? Do you wish you had more time? Do you wish you sold more? Are you that person that does just enough, or gets to a certain point and they get comfortable?

    I had a coaching call the other day and some of these things really resonated with me.

    We began talking about how they were down. How things just weren’t going the way they wanted them to go. How they had just lost two big sales to the competition and they thought they did everything right. They were down on themselves. They were living in that scarcity mentality. They wanted to and thought they had to close everything. This is because they weren’t doing the work they needed to get past it. You can’t get mad at the results if you aren’t putting in the work to get results.

    Do you know why this happens?

    Because we ride the roller coaster………

    rollercoaster

    I was driving to the gas station one day and I was thinking to myself, what happens when the bottom drops out? What happens when people stop buying? What happens if I stop making the money that I need/should be making? What will I do WHEN this happens, not IF. I remember sitting at the stop light, in my car asking myself these questions. So I picked up the phone and called my mentor, team leader, coach and just all around one of my best friends. And you know what she said?

    Are you doing the activity?

    Are you making the dials?

    Are you talking to people?

    Are you asking for referrals?

    Are you setting appointments?

    I answered yes to these questions. This has changed my train of thought since that day. No longer do I look at what might happen, but I go out and do what I have to to make it happen.

    You have to ask yourself, can you answer yes to these questions each and every day? If not, you will get on that roller coaster and not get off. If you are doing those things, you no longer have to ride it. It will just keep going up, as long as you continue to get better at what you do. As long as you continue to put the work in, adding to your vocation, pushing yourself out of that comfort zone. Stop taking the easy way and go out and live the life you want to live.

    Get off the Roller Coaster. Do the things you need to do to be successful.

     

    Brent Widman is has over 10 years experience in all aspects of sales. He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.


  • Choice

    Guest Post By: Brent Widman

    The choice is ours.

    So many times people go throughout life and they make the easy choice.  It can be as small as should I do the dishes, mow the lawn, rake the yard or just lay here and watch a movie, watch football or just watch TV.  It can also be the life changing choices. Do I buy the house?  Do I treat my spouse they way they should be treated?   Do I work as hard as I possibly can each and every day?

    choosewisely

    Every one of us has similar choices.  We make them from the time we wake up until we lay our heads down. We tell ourselves we want to do more, want to accomplish more and we want more out of life. Yet our actions aren’t speaking the way our words are. We are hitting snooze not only on our alarm, but on life.

    Truly successful people, and that’s YOUR definition of success, make the choice to go out and get it. They make the CHOICE to do things that others aren’t going to do. Get off the couch and get active. We all can make excuses, but that’s what they are, excuses. That’s where your choice comes in. Do we take the easy way out, or do we get after it?

    Do you make the right choice daily?

    What is the right choice for you?

    Do you ever find yourself wishing you would have done more? Accomplished more?  Making a choice is the hardest thing we do daily. The reason being, it happens every moment of every day.  I wish someone would have told me years ago that if I just made the choice to work harder, be disciplined and always, and I mean always give it your all that you can accomplish anything.

    What is that anything? – Go after what you want. If you want to be in sales, be in sales, if want to be a doctor, lawyer, accountant, business for yourself, sell insurance, advisor, real estate, mortgage go out and do it.  Don’t let someone tell you it can’t be done.  That’s because they CHOSE not to do it. When you are passionate about something it’s not a job.  It’s a way of life.

    • You have to start somewhere. It takes hard work. Sometimes that can be studying, it can be getting up at 3:30, going to bed at 12:00 or 1:00 am. It can be doing the things we need to do. What are those things?
    • You can’t do it yourself. You need people around you. You need mentors, trainers, coaches, people that can help you get to where you want to go. No one person knows it all.  No one.  Go out and find those people that will help you and keep you accountable.

    Discipline is the hardest part of the daily choice. When you say you are going to do something, do it. Don’t wish it, hope it, talk about it, get up and do it. Write that book, that blog, take that class, start that business, create that idea, take that vacation, spend time with the family, tell your spouse you love them.  No amount of hoping and thinking about it will make it happen.

     

    Brent Widman is has over 10 years experience in all aspects of sales.  He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.