Dealstorming | Tim Sanders | Part 2

dealstormingDealstorming has really opened my eyes! Sanders is teaching the reader something that they might know… but the depth he is able to go into will blow your mind. The process that he walks the reader through is bound to give you a few Ah-Ha Moments!

“When it comes to problem solving, your network truly is your net worth.”1

This is the second time I’ve written about this quote and I see it on the internet throughout the week. It is so true though. If you’ve got a small network, that’s okay, you better know those people extremely well so you know when they can help you. If you’ve got a huge network, great! But make sure you have some true type of connection so you can call apon them for help when you need it.

The whole point of using your network is so that you can get things done faster! Like I’ve said before, you by yourself isn’t the best option!

“The purpose of collaboration is not collaboration itself. It’s achieving better results in a shorter amount of time.” – Tamara Schenk2

How many of you have ever been in a meeting? How many of those meetings have been productive? People complain about meetings being a waste of time on the daily. Do everybody a favor and only call meetings that are useful. Have an agenda set prior and make sure people have something to do prior so you can maximize your time. I’m not going to tell you how to run a meeting, Sanders does that and it’s awesome!

One thing though, you should do prior to setting a dealstorming meeting, is make sure that there is a real issue you’re looking to solve.

“For sales leaders, the first checkpoint for qualifying and staffing dealstorms is to verify that there really is a problem.”3

Is there actually a problem with retaining or getting a new client? Or could it be that a step in the sales process got skipped and now you’re trying to figure out how you can win the deal. Did the client take the required steps to dispute their issue or did they go straight to the account manager to have them fix it? Calling upon a group of people to fix an issue could waste a lot of time and money. Be careful to put together a dealstorm without actually understanding what it is you’re accomplishing.

When you come to the conclusion that you need to hold the dealstorm, you have to be careful whom you choose. Don’t only bring salespeople to the table… they’ll tell you how to sell the deal. Bring on other departments!

“… draw up a map of who touches an account, from concepts to delivery to billing to analysis and so on.”4

If you didn’t think about this before, you’ve just received an Ah-Ha Moment! For instance, I’m sitting down next week to kick off my first dealstorming session. I’ve asked my manager to add some additional people to our meeting so that we can begin conversations. Implementation and customer service will be joining us for a conversation and I’m so excited about how we can work together. None of this would have come to fruition without Sander’s book.

Another point he makes while you’re going through the process of picking your team, is make sure they know why you’re doing what you’re doing. He uses Simon Sinek’s, “Start with Why.” If they don’t understand the strategic nature you’re taking, they’ll just think it’s another pointless sales meeting. I think something great to add to this statement is; also let the people know why you’re choosing them. Blasting out an email asking for people to volunteer won’t get you very far.

Personalize the approach, and you’re bound to get the response you want from people. Don’t forget, you’re asking them to take time out of their day to help you. That doesn’t come cheap.

 

There’s more to come from me about:

Dealstorming | Tim Sanders

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Everyone Communicates, Few Connect | John C. Maxwell | Part 3

While connecting and developing relationships with people, you will begin to trust one another. That trust will blossom into something beautiful that all sales people strive for; referrals, letters of recommendations and raving reviews. If you take care of your clients, provide value and show them you care, they will make the introductions for you.

“Business goes where it wants to, but it stays where it’s appreciated. – Mike Otis”1

I recently received an email from someone that used to be a client of my company. They were so happy with their service from their prior job, that they wanted to meet and learn more about me and my current position. That screams volumes! They want to connect with me because they had such a good experience. Who knows what could come of it! It’ll definitely give me an inside look of what she experienced while using my company’s product.

“Whenever people take action, they do so for their reasons, not yours of mine.”2

That’s a pretty obvious statement, but it’s a nice reminder. They’re trying to fix something if they’re looking to make a change. It’s our job to get on their agenda and see their issues from their point of view. It’s all about them because we’re trying to fix their problems.

“You can connect with others if you’re willing to get off your own agenda, to think about others, and to try to understand who they are and what they want.”3

That drives home the whole concept of connecting with people! Ask people, “how can I help you?” Don’t go into a conversation trying to work on your agenda. The last thing you want to do is upset the person you were trying to connect with. If they don’t feel like their time is being valued, they won’t be connecting with you in the future. Be a great listener, find out what they value and build a relationship around your common values.

Talking to people is one way to convey a message. Words and tone of voice are two of the three components that help people get their message across.

“In situations where feelings and attitudes are being communicated:

  • What we say accounts for only 7 percent of what is believed.
  • The way we say it accounts for 38 percents.
  • What others see accounts for 55 percent”4

What do those numbers say to you? Well, hell! If I do business over the phone, I better make sure that I’m always passionate, excited and have great information to provide. If I meet face to face, I better make sure I’m listening, intrigued and in a good mood. If body language and appearance, play such a large part in communicating, I better make sure I’m looking extra sharp.

You need to make sure that you’re able to convey all three while communicating.

“… When I include all three components – thought, emotion, and action – my communication has conviction, passion and credibility.”5

If you can do those three things with anybody, you’ll be making connections all the time. Imagine the size of your network and imagine the size of your reach with your network! You’ll be successful in no time!

 

Get “Everyone Communicates, Few Connect” on Amazon.

There’s more to come from me about:

Everyone Communicates, Few Connect | John C. Maxwell

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Everyone Communicates, Few Connect | John C. Maxwell | Part 2

Regardless of what industry you’re in, your job title, what you aspire to do, everybody wants to connect!

“Yes, people are people. And wherever you find them, they desire to connect with others!”1

And just like that, Maxwell drives home the point about connecting. One thing that this blurb makes me think about, is my time in Germany. If you’ve read my ‘about me‘ section, you will know that I lived there for 7 months. Going to festivals, beer halls and other outdoor activities, you often find yourself at a large table. Next thing you know, you’re talking with people from all over the city and country. I was connecting with people! I even connected with those people on Facebook and have been following their careers. It’s Insane!

“If you will first help people get what they want, they will help you get what you want” – Zig Ziglar2 “Connecting is never about me. It’s about the person whom I’m communicating”3

We’ve grown up doing everything we’ve ever wanted. It was all about me and I was going to do me, all the time. Me, Me, Me, I, I, I. That is the wrong mindset and you need to change. It’s all about the service of other people. Maybe you’re in sales, or the service industry… so you should know what I’m talking about! If you don’t, you’re doing it wrong. Help others get from point A to point B, and they will help you in return! Make sure they enjoy their metaphorical travels too.

If you’re seeking someone out; you know what you have to offer will bring value to them. If they’re seeking you out; they know what you have to offer and think it will bring value to them.

“To succeed in life, we must learn to work with and through others.”4

It’s plain, simple and to the point! When you needed help on a paper in school, who did you go to? When you needed help on your resume, who did you go to? If you’ve got questions at work and don’t know the answers, who do you ask? Look! You’re already connecting with people. You’re already working with and through others and you didn’t know it. Keep it up and make sure you help those people in return. You won’t get very far in life if you’re trying to figure everything out by yourself.

“… good relationships usually lead to good things: ideas, growth, partnerships, and more. People live better when they care about one another.”5

Maybe you knew this, maybe you didn’t. Stop looking at people as a means to sell them something! Connect with them and see where that partnership can go. Your numbers will follow if you truly care about helping others. Your numbers will be blown out of the water once that person tells their network about you. People want to work with people they trust. Build that relationship right the first time, and you’re setting yourself up for success.

An easy way to put it is: Service others the way you would like to be serviced. Maybe you’ve got a tough client… then ask how you can help.

“Nobody wants to be sold, but everyone wants to be helped.”6

It’s amazing how overlooked this famous sales quote is! With the information age upon us, people are able to do 75% of their research online before they make a purchase. This is where you have to be proactive and start providing value. Connect with people on different social platforms and share stories. Ask them, “How can I help you?” Maybe they don’t need your help right now, but they’ll definitely remember you when they do!

I connected with someone the other day on LinkedIn. Once we got past the introductions and small talk, I asked her how I could help. In a perfect world, she’d agree to a meeting to talk about her needs and buy my product. It’s not a perfect world… but we exchanged some really good emails and developed a relationship. She told me about her previous employer, whom is a competitor of mine. And now she has a connection in the HR & Payroll industry to keep her up to speed on changing laws.

Neither of us walked away with a sale… which is OKAY! We established a mutually beneficial connection and now have an additional resource in our arsenal for the future.

 

Get “Everyone Communicates, Few Connect” on Amazon.

There’s more to come from me about:

Everyone Communicates, Few Connect | John C. Maxwell

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Tim Ferriss | The 4-hour Workweek | Part 4

I left off on page 112 by talking about distractions. I’m going to fast forward 150 pages. If you’re serious about changing the way you work and creating a business for yourself, you should read this book and those 150 pages! It touches on outsourcing, building a system to replace yourself, affiliate networks, website creation and any other tool that Ferriss used to get to where he is now. You can also check out Jeff Bullas’ (@jeffbullas) post on, “How to start a WordPress blog in 5 Minutes” to get started.

“True freedom is much more than having enough income and time to do what you want. It is quite possible – actually the rule rather than the exception – to have financial and time freedom but still be caught in the throes of the rate race.”1

That should resonate very well with you! The rate race… made famous by Robert Kiyosaki in “Rich Dad Poor Dad“. Basically, you owe money and you’re working to pay off your bills. It’s a continuous race because you keep working to pay off the stuff you’re buying. 80% of us owe money to institutions2, whether it be banks, universities or hospitals. You’re free… because it’s a right, but you’re not actually free. First step, pay off the stuff you owe!

Now, if you’re like the other 20% that are financially free… how is your time spent? Are you a sucker to your phone? Are you responding to emails at midnight and working 10 hour days? “But I don’t owe any money and I make a lot of money”. That doesn’t mean you’re not in the rate race. Take sometime to think about this passage! It’ll help you decide what type of life you want… I know I have! I’ve even had a few people reach out to me letting me know that they’re making changes to their life. There’s that “Ah-Ha” moment!!

If you can’t define it or act upon it, forget it. If you take just this point from this book, it will put you in the top 1% of performers in the world and keep most philosophical distress out of your life.”3

This comes shortly after Ferriss uses the example, “What is the meaning of life?” On the surface, it seems like such a deep question. Everybody has their own meaning and until they can define it themselves, you won’t know. This point he’s making though, is that if you can’t define it yourself and create a plan on action, don’t bother asking it.

Life was created to be enjoyed. Happiness is contagious! Love yourself, love others and keep pushing forward to be better each day. Look at the most successful people in your network and I’m positive that a common denominator of those people is that they keep learning.

“I can’t offer a single answer that will fit all people, but, based on the dozens of fulfilled new rich I’ve interviews, there are two components that are fundamental: continual learning and service.”4

There are SO many avenues to learn these days! Cousera, edX, Khan Academy, Duolingo (languages)… The list goes on! Follow No Pay MBA as well! @NoPayMBA She provides such incredible information for free.

The latter of the two, service, isn’t rocket science people! Treat people like you want to be treated and be a good person. Easy as that.

The last part of Ferriss’s book is filled with incredible information. Check lists on ‘how to’ or ‘how not to’ do things. I won’t touch base on all of them because you need to read them yourself. A few are:

“Do not agree to meetings without agendas… Do not let people ramble… Do not check e-mail constantly… Do not always carry your cell phone…”5

Its your time; whether it’s your first job or you’re the owner. Get things done, don’t get distracted and enjoy your freedom. Separate yourself from your phone and see how good it feels!

 

Connect with me on Twitter @Barta57

Connect with Tim Ferriss @tferriss

 

Get “The 4-Hour Workweek” on Amazon!

The 4-Hour Work Week | Tim Ferris

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