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  • It Doesn’t Have To Be All Or Nothing… It Just Has To Be Something

    Guest Post By: Brent Widman

    all or nothing...

    What are you doing to make yourself better?

    As sales people, we tend to skate by. We wing it if you will. We do just enough dials. Do just enough meetings. Ask for referrals to have just enough people to call. Make just enough money. Play the game just good enough to get by.

    So many times we aren’t doing the things it takes to be successful. The thing is, we look at it as it has to be all or nothing. I have to read the whole book. I have to make 50, 75, 100 dials a day or I’m not doing anything. I have to sell X amount to be great. I have to have so many meetings or I’m not doing enough. We put our energy into our results, and not into our activity.

    We get frustrated. We shut down. We stop doing it because it’s not working. We get close, but we can’t see the light. We start making excuses. Telling ourselves we aren’t good enough. People aren’t buying. We might lose our self-confidence. We lose the person that got us to where we are. The person that was doing the work. The person that was doing something, not nothing.

    You’ve heard that consistency is the key. I’m here to tell you nothing will beat it. Consistently asking for referrals. Consistently doing your dials. Consistently setting meetings. Getting in front of people, reading, practicing your language, getting up early, planning your day. Consistently being consistent will conquer all of those things you struggle with daily.

    Consistently putting your energy into your activity and not into your results will get you to where you want to go.

    I was having a conversation with a coaching client the other day. This quote comes from him.  We will call him Kyle. “Doesn’t have to be all or nothing, just has to be something.” That’s the art of not giving up. When you don’t feel like it, you still do it. When you want to stop, you do one more. If it’s 5:00 pm, 6:00 pm or whatever time it is for you, do you stop for the day or do you do one more call?  Do you talk to one more person? If you have to get up early to do something, do you do it? Do you know why?

    Because something is better than nothing.

    I want to thank you, Kyle, for being a true example of this. I want to thank you for being coachable, committed and willing to change when the things you were doing just weren’t working the way they should.

    There are times when doing something is better than doing nothing.

     

    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.


  • The More I Train

    Guest Post By: Gary Michels

    In almost everything in life, if you are going to “Turn It Up a Notch” and strive to be above average, you are going to have to train to improve yourself. Some people call it practice, others call it drilling it into your head, and even others may call it rehearsing. To me, it all boils down to the same thing- you are in TRAINING.  You are working to improve yourself and reach the pinnacle of success you are looking for. I once read that in order for one to be a true expert at something, one must spend at least 10,000 hours learning, practicing, and training on that subject. I am not sure if that number and/or fact is true or not, it certainly is a huge feat to accomplish.

    In the game of business and sales, I always suggest that everyone spends a minimum of 30 minutes a day educating themselves.  This breaks down to spending approximately 15 minutes on motivation and 15 minutes on technique. Mathematically, this works out to be a minimum of 10 hours a month and 120 hours a year of bettering yourself.  That is something we all need to be working towards.

    When I want to excel at something, I “PDR” (Practice, Drill, Rehearse) like crazy. If you are driven to be at the top of your game, or just want to improve upon where you are, you must embrace the training concept.  You need to be willing to put up with the pain it takes to train. You must be willing to “PDR” until you have your presentation or information down cold.   Otherwise, you will experience the pain of regret when you do not reach the goals you set for yourself. Training breeds confidence and preparedness- the exact opposite of fear and mediocrity. The words below speak for themselves.

    The more I train…The quicker I get

    The quicker I get…The slower they seem

    The slower they seem…The easier the game

    The easier the game…The greater my threat

    The greater my threat…The more attention I draw

    The more attention I draw…The tighter they play me

    The tighter they play me…THE MORE I TRAIN!

     

    Be excited and enthusiastic about training. Don’t look at it as if it is a burden. The benefits derived from the time and energy you invest in training far outweigh the hassles. Training will make you successful.  You must stick with it and continue to try and better yourself.  Your results will speak for themselves. What type of training can you undertake this week to make you more productive and successful?

     

    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.