Blog

6 Steps to Respectful Confrontation

Posted by on Dec 13, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

Most of us have had annoying experiences with people who just rub us the wrong way; this is a common occurrence. There are also those who you can always count on to take a meeting off track.

As an example, let’s say you are in a sales meeting with several others. You might be running the sales meeting, or you might be a participant. A team member’s participation is minimal and they are making lots of noise, doodling on the margins of the meeting agenda, sighing, and rolling their eyes. He or she is not contributing to the discussions, and you are becoming increasingly annoyed. What can you do to put a stop to this pattern? Well, you have two choices: you can resent them or you can clear it up. Clearing it up is challenging because almost all of us have an innate fear of confrontation. Based on that, the following is a six-step process that will help you deal with any type of confrontation and help you to tell almost anything to almost anyone, with a high degree of elegance and finesse. (more…)

5 Stages of Success… From Unconsciously Incompetent to Constantly Vigilant

Posted by on Dec 6, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

There are 5 levels of competency on the typical path to becoming one of the top performers in your field. The first one is unconscious incompetence. What that means is that when you go into a new job, you don’t know what you don’t know. In my case, I went from being a critical care nurse to Xerox Canada in Toronto without any prior business knowledge. My sales manager took me under his tutelage. Still, he was concerned about me because I knew nothing about sales, even though I managed to sell my way into that job. Looking back, I now know that walking into that role I truly had no idea what I didn’t know. (more…)

Why You Want to Be a Happy Loser

Posted by on Nov 29, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

Salespeople face, and conquer, fear of rejection daily. In fact, successful salespeople wake up in the morning subconsciously aware that to be proactive about driving business means that they need to be willing to be a happy loser. They will face rejection and start all over again, and they will be happy while doing it. Though this fear is commonplace in a professional environment, there aren’t very many professions in the world where folks, as a rule, volunteer to wake up every day just to be rejected again and again. (more…)

The Path to Personal Mastery

Posted by on Nov 22, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

There is a model I developed almost twenty years ago, in a coffee shop on my way home after being fired from my job that is very dear to my heart.

I was fired from a printing company; there were several sales reps that had named accounts who were not actually going out to sell to them, but because these accounts were already assigned to other salespeople, no one else could approach them. I decided it was incumbent on me to pick up the phone and make cold calls and set appointments for the sales reps. They weren’t amused. They formed a group, went to the sales manager, and complained about me, even though I was cold-calling their appointments for them. I was fired. I was a street fighter in the land of order-takers, and very much out of place. I was not a fit for that sales culture. I could have gone to the manager, and in sports tradition said, “Play me or trade me”, but I was cheeky instead! (more…)

The 5 Key Attributes of Elite and Top Performers

Posted by on Nov 15, 2017 in Books, How the Top 10% Do It!, Up-Level Your Selling Skill | 0 comments

Elite and Top Performers are the cream of the crop. They consistently utilize all the top skills presented in this book. They are the 5 to 20% of real estate agents, the 5 to 20% of brokers, the 5 to 20% of equipment salespeople, the 5 to 10% of financial advisors and so on. They are different from the rest of the pack. They can out-sell anyone, even in the worst market conditions. I have made it my life’s work to benchmark them to find out what five key competencies make them stand out from the rest. (more…)

The Power of Positive Paranoia

Posted by on Nov 8, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

Contrary to popular belief, a certain amount of paranoia is necessary for true success in sales. One of the problems with salespeople is that they aren’t paranoid enough. After listening to motivational speakers extoll the virtues of positive thinking, many salespeople have mastered optimism and positive reinforcement. However, one of the problems with this approach is a healthy lack of paranoia. To advance your career there must be an equilibrium within your mind, and optimism must be balanced with a dose of critical thinking. You must be able to consider all possibilities realistically, and remove the rose-tinted glasses of positive thinking and mitigate the different factors contributing to the success or failure of a deal. (more…)

How to Deal with Difficult People: The Leader is Not the One Who Yells the Loudest

Posted by on Nov 2, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

It is important to ask yourself this question: “Are there any occasions where you are tempted to become a difficult person?”

In any situation, it is important to be able to manage our perceptions. For instance, someone who is high on the agreeable scale may perceive someone who is being assertive for their own cause to be aggressive. Let’s assume that we are to rate our communication process on a scale of one to one-hundred. On this scale, if you are an aggressive communicator, you would rate at or near one-hundred. If you are assertive, your communication style would be near the fifty mark. And an agreeable person would rate at the lower end of the scale. Keep in mind that this rating however would fluctuate, because no one is a single way all the time. (more…)

Avoid Resentment at all Cost: It Sucks Away Vital Energy

Posted by on Oct 26, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 1 comment

Resentment truly eats up your vital energy. Let’s imagine that you are full of resentment and have somebody on your back with whom you are upset, and it’s only nine in the morning. Around 10 AM you allow someone else to climb on your back, and by noon, perhaps someone else as well. By three o’clock, you are exhausted and in dire need of coffee and donuts if you are to even make it through the rest of the afternoon. The workday ends, and you go home and, having carried all those resentments and people around, your energy is seriously compromised. Consequently, you are not as engaged during the latter half of your day as you would like to be but you comfort yourself that tomorrow evening will be different. The expression I gave at the office is truer than we might think. (more…)

Self Confidence is a Myth-No One Really has Enough!

Posted by on Oct 18, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

One of the most common reasons I hear salespeople give as to why they cannot connect with the high-level decision-makers in an organization, why they cannot ask for the appointment, why they cannot make prospecting calls, why they cannot ask for the order and so on, is because of a lack of self-confidence. It is important that you know, that self-confidence is a complete myth—it has nothing to do with your success!

I developed a model in 1995 that has stood the test of time. As you move through it, you will realize why self-confidence is a myth and why it has little to do with your, or anyone else’s, success. (more…)

Blocks to Sales Success: Are You an A, B, or C Salesperson?

Posted by on Sep 28, 2017 in Books, How the Top 10% Do It!, Up-Level Your Selling Skill | 0 comments

What is the difference between an A, B, or C Salesperson? Based on over twenty years of sales training experience and research, I’ve noticed that many salespeople do not meet their monthly targets or optimize their territory. In fact, few achieve 85% to 100% of their plan. In some cases, their prospects and clients are willing to meet with them, and so they labor under the assumption that they are, in fact, great salespeople. When it comes to considering the success of a salesperson, it is not just their percent of plan to consider; it is also all the proactive activities that salespeople engage in. The quality of the prospects and the quality of sales activities need to be correlated to gain excellent results. A high-quality prospect or client serviced by a poor salesperson will eventually leave. Unfortunately, the client rarely gives a three-month notice for the salesperson to improve. Therefore, it is important for a salesperson to be constantly up-leveling their knowledge, skills, and attitude to become the A-level salesperson they desire, and deserve to be. (more…)