One Small Step, One Giant Success Tip

success

Everyone has something in their life that they want to improve, whether it’s related to fitness, finances, or family. Being a life coach, one thing I’ve noticed is that, too often when people want to change their lives, they begin by trying to do several things all at once.  Such an approach can be overwhelming, and lead to discouragement and failure–if one even gets started at all.

I’ll use fitness as an example. A person decides that they want to get in better shape, and they are very enthusiastic about it, so in one fell swoop they:

  • Join a gym
  • Go on a diet
  • Start drinking more water
  • Change their daily routine
  • Buy spandex

But if they haven’t done anything like this in a long time, it can be a very demanding goal. And the spandex might not look very flattering! Okay, I’m joking of course, but you get the point. Attempting too much, too soon can be setting yourself up for failure.

Imagine if all of a medical student’s lessons were crammed into one day, one week, or even one month? They’d remember little of what they were shown, and would certainly fail, because it was too much to handle. Teaching is purposely done in increments, so that we can digest and retain as much information as possible. We should look at creating new success habits the same way.

One on One

Rather than do all of these things at once, essentially throwing a monkey wrench into your life, perhaps you should try taking it one task at a time. Make one change in order to begin creating a new, better habit that will be beneficial to achieving your goal, and commit to it every day.

First Things First

Try this positive change in your daily routine, and see how it affects your health and sense of wellbeing.  These small changes that can have a big impact:

  • When you wake up in the morning, take a little time to stretch or do some simple yoga. Even ten or fifteen minutes can have a positive impact on the rest of your day.
  • Set reminders in your smartphone to drink water throughout the day. Drinking more water will not only help you to burn more calories, it will also keep your brain hydrated, allowing you to think better.
  • Walk for a half hour in the morning.  This will give your metabolism a good jump-start.  And, like yoga, it will make you feel better the whole day.

Do this consistently over a 30 day period (for a new habit to be formed, it must be done consistently).  Then think about adding another positive change that will propel you towards your goals.

I really want you to try this, and let me know what impact, if any, it had on your quality of life.

How to Get Started

Getting started forming new, positive habits is easier than you might think. Just follow these three steps:

One: From an overall perspective, make a conscious decision about what you’d like to change or improve in your life.  For example:

  • Earn more money.
  • Have better relationships.
  • Become more valuable and knowledgeable.
  • Get fit.
  • Be happy.

Two: Choose one action that you can do to improve in the area you desire. Such as:

  • Go to school part time.
  • Learn more about your career.
  • Free up more time by waking up earlier.
  • Read a new book to increase your knowledge.
  • Call friends and family.
  • Practice being consciously grateful.

Decide what new habit will help you the most.  If necessary, start with the one that would be the easiest for you to commit to.

So choose it, plan what it takes to do it, and then get started!

Be like a postage stamp. Stick to one thing until you get there.
~ Josh Billings

Rob Liano
Rock Star Success Coach & Sales Strategist
www.rockstarsalestraining.com
www.robliano.com
1.855.832.ROCK (7625)

© Rob Liano and Rock Star Success Coaching, 2014. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Rob Liano and Rock Star Success Coaching with appropriate and specific direction to the original content.

 

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Who wants to be a millionaire?

I was fortunate to co-author a book with Brian Tracy (get that here) and I wanted to share one of his inspiring articles with my readers, enjoy!

The Five Ways to Become a Millionaire

stock-footage-million-dollars-rotate

The way you think about money will determine how much of it you accumulate more than any other factor. Your attitude toward money affects your emotions and your motivations.

If you are really serious about becoming wealthy, you will want to know the five main ways that fortunes are made in this country. Number one, top of the list, top of the hit parade throughout the history of America, is self-owned businesses. It is entrepreneurship of all kinds, including in real-estate. 74% of self-made millionaires in America, not only in this generation and in this century, but in the last century as well, come from self owned businesses.

How Wealthy People Start Out
The great majority of wealthy people started businesses and built them from the ground up. In the 19th century, fortunes were built by people like Andrew Carnegie, Jacob van Astor, Thomas Edison, Commodore Vanderbilt, J. P. Morgan and others. In the 20th century, especially in the last few years, businesses and fortunes alike have been built by people like Bill Gates, Steve Case, Larry Ellison, Ross Perot and Sam Walton. Each of these people started with nothing and succeeded in building a business from scratch.

Become a Millionaire Where You Are
The second major source of self-made millionaires in America is senior executives. Ten percent of the self-made millionaires in America are men and women who have joined large corporations and worked with those corporations for many years. They rose to positions of seniority, were paid extremely well, given stock options, profit sharing and bonuses, and as a result of holding onto the money, they became millionaires.

Success Pays Big Rewards
Richard Eisner of Disney Corporation received a $126 million dollar bon us in a single year. Lee Iacoca of Chrysler Corporation was paid $26.7 million dollars as a bonus in a single year. It’s not hard to become a self-made millionaire when you are making that kind of money.

The Professional Road to Wealth
The third source of self-made millionaires in America is doctors, lawyers and other professionals. Men and women who become very, very good at what they do and rise to the top of their professions are eventually paid, very, very well. The top five percent in every field ear n 10 and 20 times as much as the average person in that field.

Sell Your Way to the Top
The fourth major source of self-made millionaires in America are salespeople and sales consultants. Fully five percent of self-made millionaires are men and women who are the top salespeople in their fields. They never started their own businesses. They never went to college or university to get professional degrees. They just became very good salespeople for their products or services and were paid very good money.

The secret was that they then invested the money conservatively and held on to it. 99% of self-made millionaires come from these four categories: self-owned businesses – 74%; senior executive positions – 10%: doctors, lawyers and other professionals – 10%; and salespeople and sales consultants – 5%.

Other Ways to Get Rich
The final one percent of self-made millionaires is made up of all the people in all other areas. This one percent consists of people who have made their money by inventions, in show business, in sports, through authorship of books and songs, lottery winners and inheritances. But these people make up only one percent of the total.

The bottom line is that there are so many ways for you to become a self-made millionaire that it is almost impossible for you not to achieve this goal if you are really serious about it.

Action Exercises:
Here are two things you can do to put this information into action as soon as possible:

  1. Decide what it is that you really enjoy doing and then throw your whole heart into doing it extremely well. There is a direct relationship between excellent performance and the kind of high income that leads to financial independence.
  2. Be perfectly honest with yourself on an ongoing basis. Is what you are doing right now going to lead you to financial independence, or do you have to begin making some serious changes in your work and in your life? Whatever your answer, take action on it immediately.
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Screw the Sizzle, Sell the Bacon!!

bacon-love

If you’re in sales I’m sure you’ve heard the expression “sell the sizzle.” So what if bacon were the product you are selling?

People love bacon. In fact, it’s so adored that manufactures offer bacon flavored gumballs, lip balm, soap and even dental floss. If people love bacon that much, wouldn’t it make sense to actually focus on selling the bacon?

The same goes for whatever product or service you are selling.

Don’t Believe the Hype

These days, people can see right through the sizzle, and will not go ahead with using you–your product or service–solely because of the hype. Consumers are savvier than that.

In this economy you must sell the meat of what it is you have to offer: whatever benefits the customer, whatever they desire most.

Hot Blooded

Instead of hype, you should focus instead on the hot buttons, which are the benefits of the product or service you offer. Sizzle might attract someone initially, but if the meat is bad, someone is getting sick!  So it is important to sell with a look towards retention and referrals.

Find out what the hot buttons are for each client. Ask them what they have now, and their likes and dislikes about it. Then you can build real value into your offer, and match the right product or service to their needs.

Sizzle will Fizzle

“Sell the sizzle” is an old-school sales phrase that is not truly in the best interest of client.  Why not offer something of value rather than try to gain by promoting something the client may never need, use, or want?

As an example, when Honda came out with a new car model, the Fit, they promoted the cool feature of how versatile the interior was, like how you can fold the seats down and haul all sorts of things.  Since I live on the beach, I recall seeing a picture of the Fit with a surfboard inside of the car, to show just how much room it had.

But one day I was the keynote speaker at a training event and a salesperson in attendance told me this story:

Out of curiosity, and thinking it may suit his needs, he went to check out the Fit  When he got to the Honda dealership, the salesperson excitedly folded down the seats and actually told him he could fit a surfboard in there, like the picture showed.

The problem?  Well, the potential buyer lived in the state of Kansas, where the only surfing anyone would be doing is surfing the web! To top it off, this potential buyer was in his late 60’s.  Would stuffing a surfboard in his car have appeal to him? Of course not.

Our curious buyer asked the over eager salesperson if he surfed (in Kansas) and if so, where. This sent the salesperson from the state of Kansas to a state of confusion! He had no response other than an embarrassed stammer, but then the “potential buyer” reassured him that he was only joking.

Trim the Fat

The point is that the Honda salesperson was selling the sizzle, but that didn’t appeal to the buyer, and why would it?  Even if the buyer got caught up initially in the hype of having room for a surfboard, wouldn’t that excitement soon be replaced by the reality of “but I don’t surf”?

The Honda salesperson should have asked if the buyer went hiking/camping/fishing (activities they actually do in Kansas).  That way he could build value in how the roominess of the Fit could benefit the specific buyer’s needs and wants.

Tailor your offer to the client’s buying desires. Ask what they want, and what they like, then provide the solution. And if the meat is enticingly delicious, then the sizzle and aroma are just those extra bells and whistles that get us excited about devouring the bacon.

Focus on gaining a customer, not just trying to get a sale.

Rob Liano
Rock Star Life Coach & Sales Strategist
www.rockstarsalestraining.com
1.855.832.ROCK (7625)

© Rob Liano and Rock Star Success Coaching, 2014. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Rob Liano and Rock Star Success Coaching with appropriate and specific direction to the original content.
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The Value of Time

time 2-0

You may have seen this buzzing around the Internet, it’s a wonderful reminder of how precious our time is, enjoy.

The Value of Time

Imagine there is a bank which credits your account each morning with $86,400. It carries over no balance from day to day, it progressively runs out all day long until it’s completely empty whether you use it or not.

What would you do? You’d do your best to draw out every cent, every day!

Well, everyone has such a bank. It’s name is time.

  • Every morning, it credits you with 86,400 seconds.
  • Every night it writes off, as lost, whatever of this you have failed to invest to good purpose.
  • It carries over no balance. It allows no overdraft.
  • Each day it opens a new account for you.
  • Each night it burns the records of the day.
  • If you fail to use the day’s deposits, the loss is yours.
  • There is no going back. There is no drawing against the tomorrow.
  • You must live in the present on today’s deposits.

Time waits for no one.
Yesterday is history.
Tomorrow is a mystery.
Today is a gift. That’s why it’s called the present.

Invest it so as to get from it the utmost in health, happiness and success!

To realize the value of ONE YEAR, ask a student who failed a grade.
To realize the value of ONE MONTH, ask a mother who gave birth to a premature baby.
To realize the value of ONE WEEK, ask the editor of a weekly newspaper.
To realize the value of ONE HOUR, ask the lovers who are waiting to meet.
To realize the value of ONE MINUTE, ask a person who just missed the train.
To realize the value of ONE SECOND, ask a person who avoided an accident.
To realize the value of ONE MILLISECOND, ask the person who won a silver medal in the Olympics.

Treasure every moment that you have no matter who you’re with or what you’re doing!

The clock is running. Make the most of today.

~ Unknown

Rob Liano
Rock Star Life Coach & Sales Strategist
www.rockstarsalestraining.com
1.855.832.ROCK (7625)

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The Wolf of Wall Street = Career Karma

the-wolf-of-wall-street-official-extended-trailer-0

Karma is the root cause of success and failure in every aspect of life.
~Zhi Gang Sha

I recently watched “The Wolf of Wall Street”.  I recommend that you see this movie if:  You want to laugh for the better part of 3 hours and you want to learn what NOT to do in sales, business, and life–if you have any integrity, that is.

Wolf in Armani clothes

Jordan Belfort (the Wolf) is a deceitful, selfish person who knowingly rips people off in order to become wealthy. And although the movie implies that he does some good for his employees, he can only do so at the expense of hurting others, therefore his good deeds are negated by his illegal and unethical tactics.

He is the stereotypical snake oil salesman personified. It is poetic justice when he loses most of what he built–his business, his securities license, his marriage, and a fortune. It all comes tumbling down when he gets busted by the FBI.

One of the truest tests of integrity is its blunt refusal to be compromised.
~ Chinua Achebe

Teach the children well

Early on in my insurance career I was employed by two people who had actually worked for the real-life Mr. Belfort, and as they say, the apple didn’t fall far from the tree. Even though they too lost their securities licenses, it didn’t stop them from running a very questionable insurance agency. And like their former corrupt boss, they made a lot of money at the expense of others.  Which is the reason I left.

So whatever happened to them? Well, ultimately they ended up on ABC News in a negative light. They had multiple lawsuits filed against them, and last year were forced to surrender their insurance license and were shut down permanently.

Don’t you think they would have learned better after what they had already been through in the stock market?

Honest people are safe and secure, but the dishonest will be caught.
~ Proverbs 10:9

Sleepless in . . .

Why is it that some people don’t realize that the reward in sales (and business) goes beyond money? Helping others and looking out for their interest allows you to sleep better at night. You’ll have a clear conscience and you can celebrate a job well done. And you don’t have to live in fear, or worry that you’ll eventually get exposed or caught.

In business and in life, honesty is the best policy. There’s no shame in the truth game, but there is shame if you get caught being dishonest or deceitful. And sooner or later,  you will get caught.

How can anyone feel good about “success” that they had to lie and cheat to achieve? Such “success” is not real or lasting, it’s merely a facade.  You don’t deserve the money you make, and you’re not very good at what you do if that’s what it takes for you to succeed. Whether you’re looking for a customer or a spouse, you can’t be very confident in your talents or qualities if you have to lie or cheat to succeed.

It’s even worse if you don’t learn from your mistakes.

Better is a poor man who walks in his integrity than a rich man who is crooked in his ways.
~ Proverbs 28:6

Gold Rules

It might seem tempting to cut a few corners to make a quick buck, or cover up a blunder in judgement (in other words, lie).  But instead of letting “gold rule”, you are better off remembering the golden rule: do unto others as you’d have done unto you.

Are you treating people the way that you want to be treated?  If not, do a self assessment as to how you’re treating others. Is it coincidentally the same as you’re being treated?

Life is a boomerang.  Lie and you’ll expect that others will lie to you, hug someone and they’ll hug you in return. Decide now what you want to put out there, and what you want to attract in your life. Then represent yourself at the level of integrity you know is best.

Do not be misled to the slaughter.

Treat those who are good with goodness, and also treat those who are not good with goodness. Thus goodness is attained. Be honest to those who are honest, and be also honest to those who are not honest. Thus honesty is attained. ~ Lao Tzu

In everything, integrity creates long-lasting success. If you have integrity, you’ll have higher-quality business interactions and more rewarding personal relationships.

It’s simply sowing and reaping.

Rob Liano
Rock Star Life Coach & Sales Strategist
www.rockstarsalestraining.com
1.855.832.ROCK (7625)

© Rob Liano and Rock Star Success Coaching, 2014. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Rob Liano and Rock Star Success Coaching with appropriate and specific direction to the original content.
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Sell your way out of it!

keep-calm-and-sell-more-39

I’m currently consulting for a fairly large insurance agency. While conducting a one-on-one coaching session with one of their sales representatives, I offered some advice that many salespeople–or anyone–might be able to benefit from.

Get out of your way!

This was the situation: Zach (not his real name) was struggling. He had some personal issues including some outstanding debt, and this was affecting his work. His sales were down and he was feeling pretty discouraged.

This is common, because we tend to view temporary problems as as though they are permanent.  And rather than seek a solution and make the consistent effort needed to change things, we want things to be better right now.  It’s like we wish we could microwave it and it would be done!  Unfortunately, it doesn’t work that way.  And when things don’t get better immediately, we feel as though we are stuck under the weight of the world. It’s one big bundle of stress and it impacts all of your relationships, personal or business. It’s not fun.

The beautiful thing is that you have control over it, especially if you’re in sales. But first you must choose to put the struggles on hold (they aren’t going anywhere this instant) and work, make progress, make sales, and change your life.

The snowball

When you have financial challenges or personal struggles, and you allow them to affect your productivity at work, it makes everything even worse. You feel discouraged, so you sell less and you feel even more discouraged, so you sell less, feel worse, sell less, feel worse… you get the point.  Talk about a vicious and unproductive cycle.

Whereas if you sell your way out of it, you will slowly but surely start to make things better.  While money may not be the most important thing, it can be an incredibly effective tool for self-empowerment. Earn more and your self esteem grows, your debt decreases, which makes your self esteem grow more, so you make even more sales… That’s the kind of cycle you want to be riding!

Like a swagger in my heart

When you earn more money and feel more successful, it also has a trickle-down effect on your personal life. You get your swagger back, you feel more joy, and–miraculously–even your relationships get better!

So clear your head, focus on the task at hand, and do your job.

Obstacles, of course, are developmentally necessary: they teach kids strategy, patience, critical thinking, resilience and resourcefulness.
~ Naomi Wolf

Rather than dig yourself into a deeper hole by allowing life’s challenges to get the best of you, dig deep down into yourself and sell or work your way out of it!

Rob Liano
Rock Star Life Coach & Sales Strategist
www.rockstarsalestraining.com
1.855.832.ROCK (7625)

© Rob Liano and Rock Star Success Coaching, 2014. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Rob Liano and Rock Star Success Coaching with appropriate and specific direction to the original content.
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7 Deadly Rookie Business Mistakes (And How to Avoid Making Them!)

failure-is-not-final

For over a decade I have been in the insurance business, as an agent, consultant, and sales trainer. And I have seen an enormously-high failure rate when newly licensed agents come on board.

Why is there such a high failure rate for new agents, and others that are new to business?

Well, we all make mistakes, so to assist others in achieving the career they desire and deserve, I’ve compiled a list of the top seven miscalculations that might cause people to fail.

Hopefully you can avoid making these mistakes yourself.

Deadly Mistake #1. Insufficient Start Up Capital

Agents often come into this with little or no money, thinking they can start and run a business. Would you be able to start any other business this way? No, you need a sound business plan and funds adequate enough for at least the first 6 to 12 months, in order to run your own business successfully.

You also want to project when you might become profitable, and how much you’ll have to reinvest to keep the business going–and growing. Doing this will eliminate unnecessary stress that any financial struggle can cause you.

Even if you have to work at a “real” job for a year or two in order to save money so that you can break free and start your own business, it’s better to do that rather than set yourself up for failure.

A wise man should have money in his head, but not in his heart.
~ Jonathan Swift

Deadly Mistake #2. Lack of Understanding

Do you know what it really takes to succeed? It takes work–hard work–and perseverance. It’s a grind sometimes, dealing with people, dealing with rejection and things like that, but it’s necessary if you are to achieve success.

A few years ago in the health insurance world, people thought you could simply spend a few bucks and make $100K the first year. Sounds like those Multi-Level-Marketing offers we hear about, doesn’t it?

Too many people learned the hard way that it wasn’t actually that easy. If you want to open a franchise, you need to know what it takes to succeed BEFORE you drop a big chunk of money on it. We should view every opportunity the same way: Learn what it takes to succeed first.

The beginning of wisdom is this: Get wisdom, and whatever you get, get insight. ~ Proverbs 4:7

Deadly Mistake #3. Inadequate Training

This is a big one, and it’s all too common. Whether you’re in sales or you want to open a cupcake bakery, if you don’t have the appropriate skillset required for the job, you won’t have much confidence, will you? This can cause you to fail more than you succeed, making you even less confident, a vicious cycle that will ultimately leave you discouraged.

As Earl Nightingale said, “if you wanted to be a brain surgeon, would you start by cutting open your friend’s head?” No, that would be pretty ugly, wouldn’t it? You first have to learn how to do anything, then practice it in order to do it well. There are free resources all over the internet where you can learn about anything at a fairly rapid pace, through videos, audio, articles, or pdf files. Learn more to earn more.

I hated every minute of training, but I said, ‘Don’t quit. Suffer now and live the rest of your life as a champion. ~ Muhammad Ali

Deadly Mistake #4. Lack of Preparation

Training is a huge part of preparation, but you should also have each day scheduled before you start it. Set daily goals and prioritize them in order of importance. What do you have to accomplish today in order to bring in business? How many emails will you send? How much will you network and where? How many phone calls will you make? What’s your plan to gain new business and referrals? be proactive, not reactive.

You should also have your computer/desk/files organized and readily accessible at all times. Lack of preparation can impede or even halt your success.

One important key to success is self-confidence. An important key to self-confidence is preparation. ~Arthur Ashe

Deadly Mistake #5. Loss of Focus

Whether it’s Facebook, emails, watching Oprah, or the NFL network, it is important to avoid distractions. Each day, focus on getting the most productive tasks done first, then address the rest of the tasks necessary for that day. This way, even if you do become distracted, you will have at least completed the most important tasks. Each day you do this successfully creates a successful week, month, year, and career.

Concentrate all your thoughts upon the work at hand. The sun’s rays do not burn until brought to a focus. ~Alexander Graham Bell

Deadly Mistake #6. Lack of Commitment

Remember, you CHOSE to do this. Therefore you must commit to your choice, and persevere. There will be ups and downs, but so what? There are ups and downs in everything. If you want the freedom of being your own boss, and building an income that enables you to take some time off without concern, then it’s worth it, isn’t it?

And before you decide that this ISN’T for you, ask yourself: do you know what you’re doing? If you don’t know what you are doing, and have no way of learning, then of course it’s not for you. No more than being an auto mechanic is for someone who’s missing their hands. Learn what to do, stay committed and make IT for you.

Commitment is an act, not a word.
~ Jean-Paul Sartre

Deadly Mistake #7. Failure to Create a Support System

When you’re sitting in your home or office, smiling and dialing to generate business, who do you turn to when you need support? It is important that you create a support system, a network of people you can refer business back and forth with, or just reach out to for encouragement.

Maybe you can log onto a social media site for some interaction with colleagues, after a few calls end in voicemail messages. If you work from a home office, change things up: go to Starbucks, or pound the pavement.

We all need support, even if it’s a simple “you got this!” for encouragement.

All of us, at certain moments of our lives, need to take advice and to receive help from other people. ~ Alexis Carrel

Obviously, the ideas I’ve discussed here can be more involved when starting a career, but at least now you know the biggest mistakes I’ve witnessed, and how to avoid making them.

I hope reading this might help you think, plan, attack and succeed more than ever before!

Go for it, you got this!

Rob Liano
Rock Star Life Coach & Sales Strategist
www.rockstarsalestraining.com
1.855.832.ROCK (7625)

© Rob Liano and Rock Star Success Coaching, 2014. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Rob Liano and Rock Star Success Coaching with appropriate and specific direction to the original content.
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Coffee is for Closers!

poster

If you’re in sales and you haven’t heard the popular phrase “coffee’s for closers”, then you might want to schedule a movie night for yourself or your sales force. The famous line is from the classic motion picture Glengarry Glen Ross, and has been repeated frequently in sales circles since it debuted in 1992.

In a brief but powerful cameo performance by Alec Baldwin, he utters this stinging statement to Jack Lemmon, “Put that coffee down, coffee’s for closers only.”

Why exactly is it that “coffee’s for closers”? I feel there are several reasons:

First, it can be considered somewhat of a perk (get it?). Meaning, if you sell, you get to enjoy the coffee–you know–to celebrate. To the victor go the spoils, so you deserve the coffee.

As for me, prizes are nothing. My prize is my work.
~ Katharine Hepburn

Secondly, it can be a way of letting someone know that if they aren’t selling very well, they really shouldn’t stop for a coffee break, but should get their butts on the phone and work to generate sales.

Sometimes you do need to take a moment to clear your head, especially if you’re grinding it out with no results. Other times, the luxury of a coffee break just has to wait. Making that next phone call becomes more important, and might just be the one that becomes the breakthrough.

Perseverance is the hard work you do after you get tired of doing the hard work you already did.
~ Newt Gingrich.

The third reason that coffee’s for closers is the one that I feel is most important: closers pay for the coffee! Salespeople pay for everything that runs a business. They’re the ones who bring in the clients, and their client’s money pays all of the bills. Whether it’s rent, phone bills, electric, even down to the toilet paper. And, yes, the coffee. Whoever sells the most, deserves the coffee because they essentially paid for it with their skill and hard work.

In fact, very often it is the hard work of the “closers” (the top salespeople) that helps average or struggling salespeople keep their jobs, because they increase the overall profitability of the entire company. While I don’t feel any salesperson should be allowed to keep their job when they’re technically not profitable to the business, there are many companies that look at overall numbers and prefer to keep bodies on board.

Another important way that top sales pros help other salespeople and overall profitability is through mentoring and coaching of junior sales staff.  What salesperson wouldn’t want to get sales tips from the best in their business? Whether formal or informal, such coaching is gold to other sales staff and the company as a whole.

So closers bring in the most revenue and, in some cases, make it so that certain salespeople get to keep their jobs. They deserve the coffee, don’t they?

You don’t close a sale; you open a relationship if you want to build a long-term, successful enterprise. ~ Patricia Fripp

It’s interesting that if you remove the “C” from closing, you’re left with losing. So close sales, don’t lose them.

Do you want cream and sugar with that?

Rob Liano
Rock Star Life Coach & Sales Strategist
www.rockstarsalestraining.com
1.855.832.ROCK (7625)

© Rob Liano and Rock Star Success Coaching, 2014. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Rob Liano and Rock Star Success Coaching with appropriate and specific direction to the original content.
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Give it a Schott (enheimer)

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It takes but one positive thought when given a chance to survive and thrive to overpower an entire army of negative thoughts.
~ Robert H. Schuller

As a mentor and a business coach, I’m always looking for any lessons that real life can teach us about success. For instance, recently A Football Life (NFL network) ran a documentary on Marty Schottenheimer.

To give you some background, Marty Schottenheimer was an NFL player, but more notably he went on to coach the Cleveland Browns, Kansas City Chiefs, Washington Redskins, and San Diego Chargers. He’s one of only a six coaches that had over 200 wins in their career. No small feat.

As I said, I am always on the lookout for insights into success, and there were several takeaways from this documentary that can be helpful for achieving your goals in life and business.

The Midnight Rule

After a tough loss in the playoffs, Marty was feeling down in the dumps, and couldn’t shake it.  Finally, his wife basically said, enough is enough. She gave him until midnight to feel bad about it. After that, he had to let it go, so that tomorrow he could get to work on improving or fixing the problem.

What a great concept: it’s okay to feel the emotion, but then, after allowing ourselves to feel it, we should learn from our mistakes and move on, so that we can do it better the next time. That is what growth is all about. We mustn’t dwell on our failures, or wallow in self pity. What good good does it do to lament over something that we can’t change? Why beat ourselves up? The past is just that, the past.

Yesterday is the history chapter in the book of life, isn’t it time you turned the page? ~ Rob Liano

One Play at a Time

As a player, Marty had a missed an important tackle, and it irritated him so much that he then made mental errors on the next several plays. That’s when Marty adopted “one play at a time”, which is like a condensed version of the midnight rule.

Marty knew that oftentimes we can let one failure or mistake lead to other mistakes or missed opportunities. We basically ruin other opportunities because we made a mental error or weren’t prepared well enough.

The One play at a Time rule says that we can only take one step at a time to move toward our goals.  And just because we might stumble on one step, it doesn’t mean we have to fall (or fail) entirely. We must shake it off and move to the next step, taking any lesson with us.

One thing at a time, all things in succession. That which grows fast withers as rapidly; and that which grows slow endures. ~ J. G. Holland

Heart

When someone says “put your heart into it”, we should assume they mean passion and courage. As in, give it your best shot, 100%. That is the only way to be sure that you’ll have no regrets, even if you fail. As long as you give it your best effort, you’ll be okay.  It’s only when you don’t give it your best that you are haunted by regret, when those thoughts of “If I only . . .” eat away at you in the middle of the night!

Are you putting your heart into your work, your relationship, and your life? Starting today, do it one play at a time until midnight, and watch how success comes your way!

All happiness depends on courage and work.
~ Honoré de Balzac

Rob Liano
Rock Star Life Coach & Sales Strategist
www.rockstarsalestraining.com
1.855.832.ROCK (7625)

© Rob Liano and Rock Star Success Coaching, 2013. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Rob Liano and Rock Star Success Coaching with appropriate and specific direction to the original content.
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Rudolph the Underdog (Or, underdeer)

I think being different, going against the grain of society is the greatest thing in the world.
~ Elijah Wood

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It’s holiday season, that time of year when we hear Christmas music on the radio and in shopping malls. TV channels abound with special shows celebrating holiday cheer, including the classic story of Rudolph the Red Nosed Reindeer. But does everyone understand the moral of that particular story?

Rudolph is an underdog, an outcast. He goes from zero to hero as the story unfolds. Imagine getting picked on just because you’re different. Imagine feeling you are nothing special. Just because we don’t understand something, doesn’t mean we shouldn’t be understanding.

Don’t question what you don’t understand unless you’re asking questions seeking to understand. ~ Rob Liano

Born Free

Even though we are born to stand out, there are still many people who don’t realize that being different is a good thing. Why conform? Why try to fit into society as if everyone around us has such A Wonderful Life? (I couldn’t resist).

Obviously Rudolph was made fun of in order to illustrate a point: we should accept others as they are. Was Rudolph really an underdog? No, he was just thought of that way by others in society. He had a unique gift, but he didn’t know what to do with it until the right time arrived. What was at first considered to be a handicap–Rudolph’s glowing, red nose–actually turned out to be an advantage.

Imagine proving everyone wrong when the right opportunity came along.

We can’t always know a person’s purpose upon initially meeting, can we? No. We cannot judge them before they have grown into that purpose. So why do we look down upon those that are different? Where is the compassion in that?

Make no judgments where you have no compassion.
~Anne McCaffrey

The Ugly Duckling

The Ugly Duckling is another beloved children’s story that’s similar to Rudolph’s story. It tells us about a homely little bird born in a barnyard, who also endures abuse from others. That is, until the bird matures into a beautiful swan. But why do we have the belief that beauty makes someone suddenly esteemed or acceptable? What about other more valuable traits, talents or qualities?

We must learn not to judge anyone based on how they initially appear to us: whether they’re different like Rudolph, or they’re beautiful, or they’re an ugly duckling. And we must teach our children that as well. We need to lead by example. Therefore it is important that we never make anyone feel inferior or like an outcast. And we must also never let anyone make us feel that way.

In order to find the true beauty that lies inside of everyone we meet, we must look deeper. In their heart is where you’ll discover their greatest gift. Each of us is unique, yet we have similar struggles and feelings, so we are all connected. Embrace one another. You never know who just might be able to save the world someday, or maybe even save Christmas.

Christmas waves a magic wand over this world, and behold, everything is softer and more beautiful. ~ Norman Vincent Peale

Merry Christmas to all!

Rob Liano
Rock Star Life Coach & Sales Strategist
www.rockstarsalestraining.com
1.855.832.ROCK (7625)

© Rob Liano and Rock Star Success Coaching, 2013. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Rob Liano and Rock Star Success Coaching with appropriate and specific direction to the original content.
Posted in Life Coach, Success Coaching | Tagged , , , , , , , , , , , , , , , | Leave a comment