You, money worries and taking action

Got money worries?

Ever had that thing when you have bad news, or something happens and your mind runs away?  I mean really runs away – where you think of the worse thing possible that could happen.

Our greatest fears direct these negative thoughts – where you convince yourself that you cannot resolve, or change the status quo and that you are doomed to the worst possible scenario, no matter what you do.  The overwhelm that goes with this type of spiraling, negative thinking is exhausting. You head to a dark place of thinking where you allow your mind to flow to all the things that you think are impossible, unreachable or unresolvable.

But there’s a reality here. That what you think MAY happen is just that – thoughts.  You need to be aware of how your mind is running away, and your subconscious is taking control.  Your reptilian brain starts shouting: “DANGER, DANGER” – but the reality is that unless you are in real physical danger or being chased by a bear – these reptilian-brain-induced thoughts aren’t helping you. Your brain is simply doing all it knows to do: react and send you into panic mode.

“But I have evidence” – you may claim. “I got a demand letter from the credit card company” or “I can’t afford to pay my bills this month.”

I’m not denying the situation – acknowledge it and then think about how you change it, redefine it in your mind and can take positive action.  I highlighted the word ‘action’ (yes, again for emphasis) because action is the way to resolve it – even though it may be tempting to take flight, hide, worry, cry, eat, drink – whatever coping mechanism you may turn to.

Because in the modern world any sense of panic, of ‘fight or flight’ doesn’t help when you are worried about certain things – money, for example.

For example if your worry is: “I got a demand letter from the credit card company.” When you have money troubles you can spend so much time focusing on lack, and beating yourself it will become exhausting. Just imagine how this could be the trigger where you change things around – but you need to stop defining yourself by what you see as lack. The first step to this is to STOP the doom-laden spiral thinking (you know where you picture everything getting worse, you losing everything, all your friends and family turn their backs to you, then your pet dog/cat/gerbil leaves you).  Instead think how this could be a turning point where you change things in your life – Disney, Hershey, Lincoln and Henry Ford each changed their lives after bankruptcy. 

When you stop and reflect, it is astonishing how controlled by our reactions we can be. But what is brilliant here is the ability to take back control – and to tell our mind how we want to react, process and change a situation.

If you want to re-write your money story, take charge and increase the money coming into your business – sign up for our 90-Day Brilliant Sales Challenge.  The next intake starts soon.

 

 

 

 

 

Learning to have sales conversations, pour lattes and create a Jackson Pollock Swan

 

It’s been raining this afternoon, so I went for a walk around Scituate Harbor (growing up in Wales makes me head outside when it rains). I ended up in Lucky Finn, our local café, to watch the sea and have  a cup of tea – very British, I know.

Not everyone is drawn out by rain, so it was quiet in the cafe.  Lucky Finn’s manager was taking advantage of the peace and was teaching some newer team members how to use the high-end espresso machine and pour lattes.

Because while you can watch, hear, read about how to learn a skill – whether it’s making a beautiful-looking latte or learning to have sales conversations, we learn by doing even though at first we are uncomfortable, nervous, or unsure.

You can’t get to master any skill without these first unsteady attempts. But you have to go get uncomfortable, be ready to learn and willing to make mistakes.

As we get ready to launch our next ’90-Day Brilliant Sales Challenge,’ I know that some of our group will feel uncomfortable – but I also know this is a great thing.  Changing your business, bringing in more money, getting clarity on how you want to bring into your business – these all mean doing new things.  For some entrepreneurs this is about having sales conversations, or learning how to ask for more money. For others it’s about getting on stage or speaking, or declaring and owning your expertise, or even saying ‘no’ to things. It’s usually a range of these things, but there’s always some things that make us a little more uncomfortable than others and it’s true – that true growth lies on the other side of our comfort zone.

I’d even go as far to say that if you’re not doing things in your business and your life that make you feel uncomfortable then you should be – stretching, trying new things and bringing new experiences into our lives (and businesses) is a brilliant thing.

At Lucky Finn – after  going through the mechanics of the machine, talking about the beans, serving styles, the “sheen” and presentation – one of the trainees proudly explained her trial drink was decorated with a “Jackson Pollock swan.” Her first latte, and the start of a new skill.

Want to apply new sales skills to grow your business? Then sign up today to join our ‘90-Day Brilliant Sales Challenge’ this week.

 

 

 

 

 

Suffering from sales desperation?

 

Suffering from sales desperation?

We’re halfway through our ‘90-Day Brilliant Sales Challenge‘ and next week we start our new intake (there’s still time to sign up and join us).

This week our livestream was about demonstrating and communicating value throughout the sales process. This is important because while you THINK you solve certain problems and that’s why your prospects should work with you, the reasons that will bring them to a sales decision may be different.

It’s important to start with the problem that they have – and that they worry about solving. As they say: “Give them what they want, then give them what they need.”

It’s important to be in your prospect’s shoes, and to have empathy for where they are and what they need to solve.  You need to become a trusted advisor during the sales process – and then as a trusted advisor you need to come from a place of service and share your thoughts, experience and insights to the customer.

But to get to this place, you need to consider the problems worrying your prospect as you create, plan and then have sales conversations.

Because trying to solve a problem that you think the prospect has, and they aren’t worried  about (or a problem they don’t think they have) isn’t going to help you – even if you think it’s a huge problem and one that they need to solve. You have to start the sales process where they are, and address their challenges and problems.

If you feel looming sales desperation then it’s important to avoid  ‘sales panic’ – when you feel that your back is against a wall and your mind loses focus – and you frantically skip from one thing to another desperate for something to work.  You may feel like you’ve lost control but it’s important to recognize that you haven’t – but you do need to take a step back, plan, focus and execute (how to structure your workday is another area we work on during our 90-day sales challenge).

Want to shake up how you think about sales and bring more money in? Then take action and join us tomorrow for our November 7th ’90-Day Brilliant Sales Challenge.’

Are you clear on your sales numbers?

Are your sales numbers clear in your head or all jumbled up?

If you’re a business owner or a member of a founding team, or responsible for business development in any way, then here’s a few quick questions:

1. How many leads did you create last quarter?  How many do you expect to generate this month?

2. What’s your conversion rate from leads to opportunities? i.e. how many of leads do you convert into opportunities?

3. How many opportunities convert into sales?

4. How much revenue do you want to generate this month? This quarter? 

As we continue in the final quarter of the year, it’s important to know these numbers – because if you’re not working from your revenue goal and then calculating the opportunities you need, and the leads you need to create those opportunities, then hitting your number becomes an actual goal – and not some ‘hope-based’ strategy of revenue generation.

Join us for our ’90-Day Brilliant Sales Challenge’ to not just learn – but to apply – goals to your business.  In this challenge we will help you create DAILY sales habits that shift your business and give you the tools, techniques and resources to SHIFT your sales.  Because brilliant sales happen when selling is a DAILY habit – and one that you enjoy.