I love Dr. Seuss! It’s interesting that we read all the books as a child, however the power of the stories don’t generally hit us until later in life.

Here’s a great video around the Oh!, the Places You’ll Go

Did you know that Dr. Seuss’s Green Eggs and Ham is the greatest sales book ever written? Can you tell me why? I’m listening…

As a sales coach, I hear a pretty common “problem” coming from the mouths of my clients:

I want to increase sales.

That, however, is not a problem. It’s an answer.

I can see you sitting there scratching your head right now.

You’re thinking:

What is this woman talking about? Of course I want to increase sales.

Sure you do! Most people do. You don’t hear many people talking about how they wish sales were in the toilet.

But, how about backing up a bit and asking yourself why you want to increase sales.

Stay with me here.

Try having this conversation with yourself:

Why am I not getting the sales I want?

Your answer might look something like this:

Well, I do try. I go to networking events, I’m on Facebook and Twitter, I attend lots of seminars . . . but I still see no increase in sales.

Why is there still no increase in sales after all that?

Well, with all the things I’m trying and all the events I go to, there is still no time to follow up with the people I’m meeting.

Why is there no time to follow-up?

I guess I have so many things on the go that I have no time to follow up. Maybe I should just focus on a couple of things.

Why would that help?

Because I’d be able to stop running around like a crazy person and focus on creating a follow-up plan and working it.

Why don’t you do this?

[insert moment of brilliance and clarity]

I need help to figure out where I should focus my marketing in order to increase my sales in a more logical way. Gee, I may even be able to get referrals from those people I follow-up with and do great work for.

Bingo!

So, you see the real problem is not getting more sales—its getting to the sale.

If you’re struggling with what you think to be a problem in your business, take a word from the wise and walk yourself through the why’s. You’ll be surprised at what might come out of it.

Discuss.

Photo credit: e-magic

Overcome fear of the unknown with curiosity

I was recently asked to sit on a board of directors for a local business organization. My gut instinct was something akin to, “no way, Jose.” Now, I know I felt this way because it was something I’ve never done before. I’d have to learn processes and stuff. Sure I’ve sat on committees before; I’ve volunteered to help out with things I was comfortable doing. But I’ve never gone past that point of comfort—volunteering my time as an entrepreneur.

The thing is, I wanted to sit on that board, darn it! I’m always open to trying something new, adding value and making new connections. So, I did what I always advise my clients to do when they’re feeling hesitant about putting their neck out there.

I asked myself a little question:

Sherry, what do you have to lose?

The answer, clearly, was nothing.

I agreed to sit on that board of directors and wait . . . what’s that I feel? Oh! It’s my pulse! I’m still alive.

Now I want you to think of those times when you’ve been given the opportunity to try something new or attempt something that scares you a bit. Maybe it’s the thought of cold-calling (by the way, it still works), trying kettlebells, or dying your hair red. Change can be scary and we often get an overwhelming sense of resistance coming at us from ourselves.

We’ve all been there. But how do you let go of those behaviours that we know intellectually are holding us back from going after something we really want?

Going back to that quote I used to open up this post: Overcome fear of the unknown with curiosity.

What, you ask, does that mean?

Well in Sherry’s world, it means asking a question/s when faced with something that causes resistance.

You must always be willing to ask questions to other people and yourself (this works like a dream in a sales conversation—after all, it’s all about them (clients), right?).

Be open to learning and just let your inner child play, damn it! (Pardon my language.)

When you need to change a habit or behaviour that’s not serving you, try this out with a curious spirit:

Imagine as though you have already achieved it. Then, look at the 3 things things you would have done to get you there and how you feel now that you did it.

A couple of things will happen. You’ll suddenly realize you already have the answers—you know what it will take! And you’ll feel amazing!

So go do it!

Let me leave you with a little secret. Curiosity didn’t kill the cat. No, curiosity is what helped the cat get the (adult discretion advised) bird. MEOW!

Now, go forth with curiosity and get yourself a bird.

My challenge for you:

The next time you’re facing something new or you find yourself wanting to change something that’s not working in your life, start the journey with a spirit of curiosity and just watch what happens.

Discuss.

Photo credit: Mats&Muffi

I’m willing to bet that some of the worst of the worst dates were with people who did nothing but talk about themselves.

Think about how that made you feel.

Now think back to the most recent conversation you’ve had with a potential client. Did you do the same thing when you were speaking with him or her? Did you go on and on about you and what you do, not letting that person get a word in edgewise?

Do you think it’s possible that you’re “all about you” to the point where you’re pushing that old “look at how smart I am” envelope?

Allow me to let you in on a little secret:

They only care about what’s in it for them and what your “it” will do for them.

The language matters

Have you ever been to see a doctor who used language you didn’t understand, making you feel like they were talking so far above your head that you found yourself wishing for a dictionary?

I’m sure there have been times when you’ve asked for “layman’s terms please.”

So, here’s my question to you:

What are potential clients saying when they read your website, your marketing material, or even listen to your well-crafted intro or elevator speech?

Do you think they’re saying, “Geez that person [that’d be you] sure likes to talk about him/herself.” Or, “I can’t see how s/he understands my situation or challenges.” And then they move on.

We are all guilty of this. Sometimes we forget to speak to the suffering, challenges, or problems of our clients and focus on ourselves (the features) and not what we can help with (the benefits).

That’s all potential clients want—a solution to make business or life better for them. For the most part, I guarantee that they don’t care how that happens [keeping it legal of course]; they just want to know that you can do it.

The “how” can be dealt with later when its the appropriate time.

I’ve seen many websites and brochures where I could apply anyone’s name to it and it wouldn’t matter—cause its just generic, industry language. Blah blah blah.

Don’t assume everyone understands and gets what you do.

If, for instance, you’ve created a revolutionary software program that can save businesses thousands of dollars in scheduling expenses, just come out and say that. Nobody cares about how you did it or all the tech talk. They’re simply interested in saving dollars and having a scheduling system that fits their needs. Maybe it’s ease of use, maybe it’s scaleability, or price. Bottom line: speak your customers language, not industry lingo.

Discuss.

Photo credit: supertiger101 

Do you know why that keeps happening? Because goals are bigger than numbers alone. Goals should take into consideration your values, your dreams, and your overall life . . . not just work.

When you’re working towards a goal, you need to know what result you’re looking for, but for success sake include yourself. Add in the what, the why, and the how.

For example. Say you sell cars and you’re expected to sell one hundred per week…well…remind yourself of what’s in that goal for you.

If you set goals that are based around the life you want to life and take the goal post (and the goaltender) out of the way, you can focus on a straight shot, making it easier to achieve those numbers you’re looking for. Essentially, this puts the “heart” in the “cents” with a buy-in to (let’s spell it out together) Y-O-U.

In order to stay on course, the journey has to be enticing for your personality.

If you work for someone who’s setting the quotas for you and you’re not an active part of that process, it can be really hard to buy-in to the goal. When you just see those numbers glaring at you, the negative thoughts start creeping up , taking up real estate in your head, setting you up for quite an uncomfortable match.

Take matters into your own hands by setting goals that include the what, why, and how, and remind yourself of why your life will be better when you achieve that quota. In short . . . inspire yourself!

And for all of you business owners setting quotas for your sales stars without their input or feedback, well . . . you are missing on some really important conversations, ideas, and innovation that can exponentially grow your business.

You may be the captain of the team, but never forget that it’s the team that scores!

Quotas drive the company and goals drive the people.

I’d love to hear your thoughts on this topic. Please comment away and let’s chat about it!

Photo credit: scottwills

(Stuck in the past much?)

I was on the phone the other day having a “Paint your Picture, Curious George” intro discussion with someone who was interested in having me coach her. It sounded like she and I could work well together. At first. But I ended up having to turn her away because she didn’t need a coach. She needed a professional therapist (someone with more letters after their name than I have).

Yes, this person was so stuck in the past that I’m pretty sure she was still traveling by buggy.

I can’t help you if you’re not ready. If you enter into a coaching relationship before you’re ready, it’s not good for anyone.

I work with people living and thinking for today to create a better future. That’s when I can help with your sales growth and marketing ideas so you can sell more.

Sure, I can help you deal with fears (cold-calling, conversations, idea-generation, and whatnot), but I can’t help you if every single sentence out of your mouth ends in “but” and you’re afraid (and unwilling) to step outside of your cozy (tiny) little comfort zone. Because that’s what has to happen if you want to create those results you’re wanting to see.

Listen, honey: The past is done. It’s over. You can’t change it, so stop letting it control you. You’re the only person who has the control. It’s up to you what direction you’re going to move in from here.

You can control it now. NOW, I say.

So . . . what are you going to do with all that power? Are you going to keep yourself stuck in the been-there-done-that past, or propel yourself towards a brighter and more exciting future?

(Photo credit MEaves)

How many times have you heard this expression: “I just need to get all my ducks in a row before I [insert procrastination item here].” Heck, how many times have you said it yourself?

And how many times have you read articles telling you that it’s a dumb expression because, unless you’re a mama duck, you a) have no business trying to line up ducks, and b) haven’t a chance in h-e-double-hockey-sticks of ever getting ducks to line up anyway.

I don’t know. I think getting your ducks in a row is not only possible (maybe not literally, but figuratively), but it’s a very good idea.

While I don’t believe you should let unruly ducks prevent you from meeting a goal or doing something you’ve been planning for some time, I do think it’s a good idea to be prepared for success.

Remember that all the ducks you’re trying to line up are probably not integral to your plans.

For instance, perhaps you’re trying to get a new info product or ebook published.

If you want to have all your ducks in a row before the New Year so you can start selling it, you probably have a duck for the editing, a duck for the design of it, a duck for the website to sell it on, and no doubt there’s a duck there for doing some promotion around it.

Those are the key ducks that you must have lined up, and it’s really not that hard to get those things done. Maybe it’s a matter of hiring a project manager or investing in some good time management software to help you keep on task.

But, if you have other tasks (dead weight ducks) in there that are just helping you put it off, then go ahead and set them free! There’s no point in putting off the project until your kitchen reno is finished, cause who knows how long that’s gonna take?

Remain focused and your ducks will too.

Do you have a project you’ve been putting off until your ducks are in a row? Which duck is hardest for you to get in line?

(Photo credit: dkmcr)

You’re sitting around with your coworkers at the office Christmas party, watching the life of the party belting out the lyrics to “I’m Every Woman” into the karaoke microphone. One of your colleagues leans over to you and asks if you’re going to get up and sing. “Oh no!” you say, “I could never do that in a million years!” 

Your close friend excitedly tells you of her plans to run a marathon in Dublin next year and asks if you’ll train with her. You quickly respond with, “You and your exciting life. I can’t run to the bathroom without having to stop and catch my breath. I could never run a marathon!”

We tell ourselves NO all the time…

• Quitting smoking would be too hard. There’s no way I could do it.
• Losing ten pounds would be nice, but I always fail at diets.
• I would love to have that company as a client, but they’re too big and successful to want to work with me.

People . . . would you stop it already!? Stop saying no until you know.

Too many people talk themselves out of doing something great because they don’t think they could do it.

Take selling for instance. Have I ever been told no by a prospective customer? Oh, about as many times as I was told “NO” as a child that I couldn’t have a cookie. That little two-letter word doesn’t stop me now any more than it did then . . . from asking again!

Customer tell you “no”? Pick up the phone and give them a call—again.

When you believe in what you do, confidence just oozes out of you.

Those imposter fears are doing nothing to serve you. They’re just holding you back.

• Could you run a marathon? Yes.
• Could you lose 10 pounds? Yes.
• Could you get that big client? Yes.

Don’t give up until you know for sure that something is not possible.

Here’s my question for you and I hope you’ll be brave enough to comment with your answer:

What one thing have you been dying to do that you keep holding yourself back from? Let’s talk about it and help each other do “the impossible.”

She came to me and said, “I’m not sure I can keep doing this. I’m not sure I can get enough work.”

I listened to her and then (being the wise woman that I am) I asked her, “So, tell me what do you have right now? What is simmering in your business right now?”

She told me about the clients and opportunities she had on the go and then I said, “Ok! That’s all great- now what is one thing you could do today to take those simmering opportunities and move them forward so they’re actually . .. cooked?”

She thought for a minute without saying anything so I said, “Now, let’s get real” (I love that line . . . gets right to the point). “What are sales right now? What are the potential simmering numbers?”

Her energy changed instantly. I could feel the stress go poof when she realized the truth. The numbers spoke for themselves. She was just fine. The real challenge she was having was that she was stuck with a crappy perspective.

Here are a few tips to let go of negative self-talk, gain a new perspective, and/or get to the root of an issue.

Don’t let what others are saying get to you. You can’t control what anyone says, but if there is any truth in what’s being said, ask yourself, “What can I do going forward to change that?” Be honest with yourself-it will pay off.

Examine your perspective and ask yourself, “What perspective do I need to have in order to take back my power?” Try out the direct opposite of what you’ve been doing and explore what that would look and feel like! For example: Current perspective = some people don’t like me. New perspective = my clients/customers love me because I [insert your verb/outcome]. Feels good doesn’t? The old perspective is not really about you, it’s about them-don’t give it power by letting it share space in your fabulousness.

Be kind to yourself. Here’s an exercise for you. Write down your successes in the last six months. Now give yourself permission to feel that sense of pride. Visualize the impact you have made in others’ lives and/or businesses. Just wait and see how that can change the way you see things.

Look at the real numbers. Where are you right now? What else is simmering? What do you need to do now? Taking one step at a time will get you there. If you don’t believe me then just watch a baby learning to walk. You already know what you need to do- I’m sure the voice in your head is giving you the answers so just quiet down and listen to what it’s saying. And then do it!

I could go on and on and on-these are just a few thoughts. Did you have any idea bursts while you were reading this? If you said, “Yes,I need to move my butt and get what I want . . . but . . . “, then I can help! That’s what I do-I’ll kick your butt until we kick the”but” right out the door!

Share your thoughts….

Handy Quote

Want to be a part of E-book?

What is one of your favourite quotes & why is it meaningful to you?

In 200 words or less share why this quote helped you and what changes you have made in your business or life because of it. Share your tip or success story with us. You just never know when you could be an inspiration for others through your story.

Please email your quote and ‘the story’ to me directly: sherry@getrealresults.ca and with your permission I will publish in my next e-book, which will be available as free download. Working title: Quotes of Change.

(photo credit: http://flic.kr/p/3myrfy – CrazyFast’s)

Don’t forget to include a link to your website [toot your horn] – get way to attract visitors to your website, blog or Facebook Fan page. The only thing I ask is to keep it clean – we are a family channel. – Looking forward to receiving your stories – Sherry

Deadline to submit is February 28th, 2011.

Need to be inspired, check out this video…

Every Life Has a Story from Dan T. Cathy on Vimeo.