The Problem With Businesses Giving Back (As Seen on The Huffington Post)

Giving back is at the core of any great business. In small towns all across the country, one sure sign that the holidays have arrived is when the Toys for Tots collection signs are sprinkled beside businesses along Main Street like the first fallen snow. It’s not just small businesses, it’s big ones too. You won’t find a Fortune 500 firm that doesn’t give back to the community or to charitable organizations, they all do. Giving back is the minimum standard when it comes to business, period. What could be wrong with giving back?

I own a handful of real estate offices in New England, sixteen to be exact. Since the day we opened our doors twelve years ago, we have always been sure to abide by the cardinal rule of business, “Give back to the community.” Last year was no exception, and as usual we adopted hundreds of families across the state for Thanksgiving and Christmas. We bought holiday dinners and tons of toys and gifts for the families in need. One week before Christmas last year one of my salespeople sent me a short email that really caught my attention. Her email simply posed the question, “Do you think any of our own employees need help for the holidays too?”

In the ten years of owning and operating small businesses of all kinds, it had always been a given that some people in the community need help during the holidays, but it had never once occurred to me that our own team members could use a hand as well. My own team members were not needy! Or were they? Sure enough, I sent an email out to our entire company, more than three hundred sales associates and employees. The email simply read, “The holidays are almost here. If there are any team members who are worried about how they are going to provide for their families this holiday season, please let me know. We are here to help.” Six of my team members reached out, and we provided the financial resources to help them for the season.

What does needy look like?

What you might not know about “needy” is that it looks a lot like you. Sometimes “needy” is the person sitting right next you. It’s a family member, a friend or an employee. Yes, it is quite possible that the people who need a hand financially this holiday season are the people that are working for you. They have a job, but maybe their spouse doesn’t. Maybe they are working for less than what they are worth because jobs are scarce. Perhaps they are caring for not only their four kids, but also other family members who have been affected by a difficult economy. People who are in need generally don’t announce it. Instead, they silently just get by.

Needy has no particular face and everyone at some point needs. For some the need is financial and for others the need is just company, or even simply an ear to talk to. Don’t ever judge someone because they need, because there will be a time when you need too. I make this point because when you bravely reach out to your own people and extend a hand, you will be surprised by those that reach back for the help. It’s easy to pre-judge and think that the other side could not possibly be in need. You are not privy to the whole picture for that person, nor should you be. The courage it takes to ask your team if anyone needs help for the holidays pales in comparison to the valor it takes to be the one to ask for help. Therefore, ask no questions, just give.

Now, when I make arrangements for giving back for the holidays, I always make sure to reach out to my own people too. As a business owner, I will no longer make the mistake of assuming that the people around me don’t need a hand. In business, giving back is merely a minimum standard. Exceeding the standard requires only that you, as a business owner, entrepreneur, and leader remember that charity must start at home.

 

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Firing Your Sales Force — Redefining Greatness (As Seen On The Huffington Post)

Recently I fired a great salesperson. If you are a leader of a business that is fueled by salespeople, only then can you feel my pain. For most businesses, your sales team is like a self-fueling engine that keeps the rest of the organization going. Your fuel is your customers and the revenue they generate that allows the organization to keep pumping out product or service. Without great salespeople, there is no fuel, and for many of us, there is no business without them.

If great salespeople are so absolutely vital to any great organization, why would I go and cut out a chunk of my engine by firing someone who clearly had the ability to sell? It’s all about re-defining greatness. The sales business has come a long way in the past century. Fifty years ago it was not uncommon to have salespeople visiting your front stoop to sell you anything from vacuums to encyclopedias. If you were the owner of the vacuum company, it was likely very easy to judge the success of your sales force. If they could sell vacuums, they were keepers, if they could not, you would re-introduce them to the workforce. It was easy to judge talent back then because the only benchmark for determining whether your salespeople were good was their ability to sell.

Greatness in sales has been redefined by our smartphones, social networks, and other technology. Fifty years ago, you were remarkable if you could simply sell. Today, sales ability is a minimum standard, and is not quite good enough for companies seeking greatness. What makes for an amazing salesperson today?

1. Empathy: The number one trait of a really good salesperson is their ability to put themselves in the shoes of others. A salesperson with this trait is appreciated by your consumer because they get where the customer is coming from. As well, these types of salespeople are also a breath of fresh air for organizational leaders because those that can empathize understand that the company needs to make a profit too. These are your salespeople who are not trying to renegotiate their compensation every time they bring in a good-sized piece of business for your firm. On the other hand, when you have a salesperson with the inability to empathize, you will hear about it. In our new world of technology, word travels quickly which means a poor salesperson can create major waves in a vast ocean pretty quickly. Sometimes it’s just a matter of sending out a tweet to the world. Before technology, there was six degrees between me and Kevin Bacon. Today, if I really want to get a hold of Kevin Bacon, I’m pretty sure I could, even if just by a tweet. The double edge of all the new and great technology in the world is that you have instant access to everyone, while so does your consumer.

2. Honesty: I would bet that it was a rare occasion when the leader of the door-to-door vacuum company heard complaints about a dishonest salesperson fifty years ago. It wasn’t that easy for a customer to communicate with a business owner back then. This meant that the leader of the company was in the dark when it came to any unscrupulous salespeople. The business owner was in the dark and so too were other potential consumers. Back then people didn’t communicate with this huge network of all the people they have ever met on a daily basis, like we do on Facebook today. Technology is great for weeding out all the dishonest salespeople in today’s new world of business. If you have a salesperson that has cheated someone, you’ll find out through a Google or Topsy alert when the disgruntled customer writes a blog about it. Unfortunately, by that point, the entire world has found out about your dishonest salesperson too.

3. Nice: This, by the way, is the reason I fired my salesperson. She could sell, that’s for sure. She would have been a prized salesperson for any organization in times past. If you have a salesperson that is unable to be nice to others, you don’t need them. Niceness trickles through an organization. When you have one salesperson that is always angry, moody, and carries a chip on their shoulder, it costs your organization big bucks. I’m not talking about someone who occasionally has a bad day. I’m talking about that person that never has anything nice to say, complains constantly to you and to their co-workers, and is just generally unhappy. You know who I’m talking about. It is that one salesperson that you say to yourself, “How does this person do any business?” This person is a cancer in your organization, regardless of how much money he or she brings in. For every customer she closes, she probably loses five others. She is also a drain on your productivity and that of your other team members. If you have tried to fix the problem by talking and it just doesn’t seem to work, do your company a big favor and get rid of her. What this says to your other team members, to your customers, and to the world is, “You are worth more to me than another sale.”

I know how hard it is to cut a great salesperson from your ranks, so for me, it came down to re-defining greatness. When you step back, and re-define what great is for your company and your sales force, you end up trimming some fat from your business while at the same time empowering the rest of your team to live up to the new and improved standard.

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

60 Seconds with Arianna and 6 Lessons on Leadership

If leadership is your passion, then you’ll appreciate this article about a brief encounter I had with Arianna Huffington.  She was the keynote speaker at a conference I attended, and her speech exceeded the expectations of those with even the highest of anticipations, like me.  However, it was in my sixty seconds with Arianna personally, that I learned a few of the important clues to her incredible success as a leader.  I know I will take these keys forward into my businesses and I hope too, you will do the same.

Be Accessible: Once you have “made it” in your field, you can begin to get selective about who you spend time with.  Be careful.  Real leaders, always remain accessible.  What possible reason would the biggest news and media mogul of our time have for taking time out of her busy schedule to come share ideas with a room full of entrepreneurs? She certainly didn’t come for the paycheck.  No, it’s more like passion.  Arianna Huffington remains accessible to other business leaders and entrepreneurs because she’s passionate about sending a message that hard work, drive, and determination, do pay off.

Engage: In my brief meeting with Arianna she asked me where I was from and what I do for work.  This is Dale Carengie’s  How to Win Friends  & Influence People 101.  To climb to the top, you must be genuinely interested in others.  Leaders never quit practicing this, it’s in their blood.

Listen: It seems easy, right?  Listening is one of the hardest attributes to master.  Imagine being someone like Arianna Huffington with a million responsibilities to attend to.  Not only that, you have cameras flashing in your face and people vying for your attention from every direction.  Listening requires extreme focus.  During my sixty seconds with Arianna I explained that I had been trying for some time to have some of my work published on The Huffington Post.  She acknowledged that she heard me by giving me her business card and telling me what steps to take to get my work published.  Amazing.

Be Obliging: When you are offered the rare opportunity to spend even a minute with an amazing leader, remember this; he or she owes you nothing.  Great leaders are obliging.   They will offer assistance when they can, not because they have to, or because they owe you, it’s because that is just what great leaders do.

Be Transparent: When I talked to Arianna about getting some of my work published, she explained that sometimes there is too much bureaucracy at her company, and she offered a solution for bypassing it.  Awe-inspiring leaders do not make excuses, they find solutions.  They do not pretend that they or their companies are perfect.  Major league leaders acknowledge their weaknesses and work to improve them, as opposed to simply making excuses.

Look Extraordinary: Leaders radiate.  They appear unruffled, calm, collected, and powerful.  Arianna, was unquestionably the best dressed, most put together person in the room of 8000 women.  Undeniably, she also had the most going on in her business behind the scenes.  As the saying goes, never let them see you sweat.

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Find Your Rudolph – Turning Liability Into Unique Value Proposition

Join the small handful of people who have made millions by embracing a concept so simple, even a reindeer can figure it out.  If Rudolph the Red Nosed Reindeer offers nothing else to you, let the story at least offer you this simple proposition: Your world will become one of massive opportunity when you figure out the secret to turning your liabilities into your value proposition.  Rudolph’s world changed when he realized that his bright red nose was not something to brush under the carpet, like many sales people try to do when they too have a weakness.  No, Rudolph realized that this was his Unique Selling Proposition.  It wasn’t a weakness, in fact it made him better than all the other reindeer.

Several years ago I was coaching a brand new real estate agent.  He was young, in his mid-twenties.  He was aggressively going after new business, so much so that he had great success getting appointments.  He could rarely get the client to sign on the dotted line though.  I asked him, “Why do you think the clients don’t choose you?”  To which he replied, “I know why they don’t choose me.  I am too young.”  Here’s how this agent went from new kid on the block to rookie of the year.

Perception:  Perception is reality in sales.  If someone perceives you as expensive, you are expensive.  If someone perceives you as rude, you are rude.  You get it, right?  This is Sales 101.  However, that’s when dealing with the general public or with customers.  When it comes to perception, the only thing worse than the outside world believing something about you which is detrimental to your business, is when YOU believe it about you.  I told this agent that if he continued to believe he was “too young” then he would unconsciously project that perception onto his potential clients.  You will never be great in sales if you do not wholeheartedly believe in what you are selling and the number one thing you are selling, no matter what industry you are in, no matter what product or service you are offering, is YOU.  If you do not believe in yourself, go get a “real” job.

Truth: Does age matter in sales?  Before I ask you that, do you think age matters in baseball management?  At the time I was coaching this agent, a Boston native, the Boston Red Sox were being managed by Theo Epstein.  Epstein, at twenty eight years of age, was hired in 2002 as the youngest ever general manager in Major League Baseball.  He was young, but he was good…and in fact much better than most general managers.  Two years after being hired as general manager the Red Sox won a World Series for the first time in 86 years.  They went on to win again a few years later. I asked this agent I was coaching, do you think Theo Epstein believed he was too young to get the job?  Not likely.  He believed in himself, and rightly so.

Whatever you THINK your liabilities are, also think about how you can turn them into Unique Value Propositions.  If your new, you have more time for individualized client care.  If you are young, you quickly adapt to technology.  If you are older, you are experienced.  You name me a liability, and I’ll come up with a value propositions.  That’s simply how millionaires think.

By the way, the Theo Epstein story took with my agent.  This agent realized that he had a lot to offer his clients and that his age was an asset.  Occasionally he would get the objection, “you are too young,” to which the agent would simply share the story of Theo Epstein.

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Is She A Learning Disabled Kid or Are You a Teaching Disabled Teacher?

In fifth grade I remember the day I was labeled “learning disabled.”  Looking back at those days and knowing what I know now, I see that it was all horse pucky.  I’m sure I will get flack for this post but I’ll take it because this needs to be said.  If you are a teacher, and there’s a kid that just ain’t learning (I feel obliged to throw the “ain’t” in so that my critics who read this will have evidence to support the fact that I am really learning disabled!), then I would argue that you are a teaching disabled teacher with a perfectly normal kid.  Everyone in the entire world is equipped to learn but everyone learns a little differently and at varying speeds.

This is what prompted me to write the blog today.  I read lots of business books.  Two that I read recently were Switch and How We Decide, both of which were awesome books about how the mind works.  Both books shared a segment on how to raise high achieving children.  Despite what you may think, you do not raise high reaching children by always rewarding them for A’s on the report card and disciplining them for the C’s, D’s, and F’s.  No, the problem with this very popular method of rewarding children is that kids who are always rewarded for high grades will simply give up when they feel they can’t get that A grade in a particular subject.  In their eyes, there is no use in trying because they know the best they will do is a C, which is pretty much the same as an F to their parents, so they just don’t try.

This concept really hit home for me when I was reading these two books because I was labeled by Mr. S, my fifth grade teacher, as a learning disabled child.  Not only did I buy it, but my parents bought it too.  My “learning disabled” status carried me all the way through to my high school graduation.  I developed a habit because of my label and that habit was as follows: I either got A’s in my classes or I got F’s.  In my head, there was no use in trying unless something came easy to me.  There was no benefit in trying because I was learning disabled and there was no benefit in getting better if I couldn’t achieve an A.  For me, my label stuck.  Upon graduating from high school I was declined from every university I applied to, even the state schools.  The first turning point in my life was being labeled learning disabled.  The second turning point in my life was being declined from every college and university to which I applied.  The third turning point was graduating from one of the best business schools in the country, and then eventually also completing law school and passing the Massachusetts Bar Exam.  What will the next turning point be for me?  Who knows, because the sky is the limit! I am having no issue achieving all of my wildest dreams, but I can say for sure that one teaching disabled teacher created lots of speed bumps and curves along the way by labeling me.  I got some slack when I wrote my Blog entitled Forget About Your Strengths – The Real Money is In Your Weaknesses, but in reality this is the story of my life.  If you work every single day on the things you think are hard, eventually they become easy, and then you wonder what else you are capable of doing.  That’s how you breakdown self-imposed as well as teacher-imposed, and society-imposed limits.

I do not claim to be an expert in child rearing, that’s for sure.  By the way, if you do want to read an awesome blog about bringing up kids check out www.painfullyunique.com.  I can offer you this.  Studies prove that rewarding your kid for incremental improvements will result in a kid that is not fearful of trying and failing.  Be really careful of rewarding kids for A’s, B’s, and C’s on the report card because you may very well be labeling your kids just like I was labeled three decades ago.  Instead, watch carefully and pat them on the back when they try hard and accomplish something.  Reward your kid not for scaling the mountain to the top, but rather for taking a step forward on a steep hill, because that’s just as huge an accomplishment for many.

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Wealth Begins in Your Head

Fasten your seat belt friends. I am about to give you the most important key to unlocking unlimited wealth.  If you want to be amazingly rich, with more money, more power, and the awesome feeling of never having to worry about money again, the only way to get it is by creating it in your head first.  You must live, in your head, the life you want.  You must feel rich and powerful.  You must never worry about how the bills are going to get paid.  Rich is a state of mind before it is a reality.  The question is, how do you live a life of wealth when creditors are calling, the bank account is empty, and the one thing you totally lack is money?  Here are five simple steps for living rich even though you may very well be poor.

1. Affirmations: The life you live right now is a direct result of the thoughts you have.  If you worry about money constantly, the universe will oblige and give you something to worry about.  Here are some important affirmations for you to say yourself every day.  If you commit right now to two particular times in which you will repeat these affirmations daily, studies show you are more than 70% more likely to actually follow through with the commitment.  So, commit!  Will you do your affirmations when you take a shower in the morning and when you brush your teeth at night?  Pick and set the times now.  Then, start today.  Here are some affirmations to start with.  Repeat these five times in the morning, then again five times at night.

* I have more money than I know what to do with.  (Repeat 5 times)

* I have so much money I am obligated to use it to help others. (Repeat 5 times)

* I am so eternally grateful that money comes to me easily. (Repeat 5 times)

* I am good at saving for my family and never needlessly wasting the riches bestowed upon me. (Repeat 5 times)

* It feels good that I am paying my debt and saving for my future. (Repeat 5 times)

Within a month you will begin to feel a shift in how you feel about money and how easily it comes to you.

2. Give: I do not care how much money you have or don’t have, you need to dedicate your life to giving back.  If you have a dollar in your pocket and the universe brings a kid collecting for Unicef to your door or you run into a Salvation Army ringer at the mall, it’s your opportunity to give.  Give without ever expecting anything in return.  If you cannot be giving of your money, make up for it ten times over by being giving of your time.  There are millions of people that need you.  Don’t believe me?  Stop by your local nursing home and I can guarantee there are people who would be eternally grateful for your time.

3. Trick Yourself: One of the most successful land developers I know offered me a great tip many years ago.  He said that back when he had only $1000 to his name, he would carry it around in his pocket.  He said that the feeling of having $1000 in your pocket makes you want to work harder.  It makes you feel powerful.  It makes you feel rich.  Today, he is a millionaire many times over, so I’d guess this strategy worked.

4. Be Gracious: If the universe sees that you are ungrateful for what you have, why should it trust you with more?  As you operate throughout your day, be grateful for all you are blessed with.  I challenge you to be thankful 100 times a day.  Start with the air you breath, the sunshine, your work, the food on your table, and continue throughout your day seeking out the millions of blessings you are already graced with.  Only then will the universe know you can handle a little more.

5. Eliminate Worry: There is no emotion as useless as worry.  Eliminate it.  If you worry, the universe answers with more for you to worry about.  Worriers do not accumulate wealth.  The richest, most affluent, wealthy people in the world focus on possibilities not worry, and so shall you to achieve all the riches you desire.

Are you in?

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Recipe to Epic Sales & Great Cake

If I am not mistaken, you are the kind of person who enjoys knowing the small but powerful game changing secrets to success that can result in king sized changes to your business.  Lucky for you the secrets I’m about to share with you today are literally as easy as making a cake.  That’s right folks, if you can handle making a cake, you are totally equipped with the skills, knowledge, and ability to explode your sales business.  Here are the four simple secrets to great cake and epic sales results:

1. Ingredients (a.k.a. Value Proposition): You cannot make a cake unless you have ingredients and of course there are millions of possible variables when it comes to those ingredients, most of which will result in a scrumptious dessert.  In sales, your ingredients are your value propositions.  If you want to have sizable results in your business you need to know what your key value propositions are and how they offer your client the result he or she is looking for.  Here is a secret that you should know about making cakes;  If you have too few ingredients, your cake is easily duplicate-able.  This means anyone can make the cake and call it their own (i.e. Mamas Chocolatey Chocolate Volcano Recipe) .  The same is true with value proposition.  For example, let’s say that your one and only value proposition is that you have been in the business for a really long time.  If this is your sole value proposition, you have a big problem in that any competitor can come along and duplicate your success recipe.  You are at risk of losing business because you have too few ingredients in the value you offer meaning another sales person can come along and offer exactly what you are offering.  Instead, you want to have a handful of powerful value propositions that you present to your potential clients.  This makes it difficult for a competitor to match your recipe.  On the opposite end of the spectrum you can also dilute your recipe with too many ingredients.  If you have thirty ingredients and one of those ingredients is a dash of salt, does the salt even matter?  Probably not.  The same is true with your value proposition.  Don’t arm yourself with fifty value propositions that will confuse the client and dilute your strengths, instead concentrate on a handful that will differentiate you from all the other sales people.

2. A Mixer: The ingredients of your cake are useless by themselves.  They become special when they are mixed together.  In your business YOU are the mixer.  You must carefully stir your value proposition into your presentation so that the customer gets the benefit of fully appreciating all of the ingredients you have to offer.  How do you do this?  By letting the customer talk.  Ask lots of questions to encourage the client to let it all out.  Find out what your customer needs.  Then sprinkle in your value proposition when your value matches what they need.

3. Sweet: There is no such thing as cake without sugar or some other type of sweetener.  No, if your cake has nothing to sweeten it, it’s called bread.  Just like your cake needs to be sweet, so do you, when it comes to sales.  This means you must always be smiling, act happy, be enthusiastic, and be grateful.  These small, conscious acts of positive emotion will result in a more rewarding sales process as clients will generally like and appreciate the good vibes that you radiate.

4 Share: I doubt that anyone has ever baked a cake for themselves.  A cake is always made for the benefit of others, and so it is also true about your sales skills.  You have knowledge, experience, and expertise in your field that is unique to just you.  Share this with the world.   Share what you have to offer through your local BNI chapter, rotary club, blogging, or any other way you can find to get your message out to the world.  Holding in your value is useless because there’s not much you can do with it until you share it.  After all, sure you might have a few bites, or even an entire piece, but there’s nobody who would find enjoyment in eating an entire cake alone.

 

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Today Be Grateful

Today be grateful for being. Like a river, your existence has forever changed the landscape of the world.  A river never wakes up and realizes the awesome magnitude of the channels it has forever etched upon this earth, it just keeps moving and forging.  Our world is never the same once a river has carved out its passage, and so to it is forever changed by you.  Embrace the power of your being. Be grateful.

– Stacey Alcorn, Author of Tuned In: Eight Lessons to Sales Success a Great Salesman Did Not Know He Knew

 

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Don’t Let This Gift Sit on Your Shelf – My Prized Interview with John Chapin

 

Take any great race like The Boston Marathon or The Kentucky Derby and what you will find is that the difference between first place and second place is less than a second. The margin between winning and not is so razor thin that those committed to coming out ahead spend their time focusing on the minute details that will give them the competitive edge.  So it is with sales professionals.  To rise to the very top you cannot just depend on your ability to cull prospects.  Acquiring potential buyers for your product or service will only get you so far.  If you want breakthrough performance, you need to obtain the slight edge.  To say THANK YOU to my loyal fans, followers, and clients, I am sharing with you one of my most noteworthy interviews of all time with the esteemed author, speaker, and coach, John Chapin.  He literally wrote the book on sales, and here he will share with you some sales secrets that will add incalculable results to  your bottom line, if you use them.  Are you ready to cross the threshold to extreme success?  It’s time to live out loud.

CLICK HERE for the podcast version of this interview.

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Sick of Trying to Fix Your Life?

Why does the “Self Help” book industry always seem to be expanding?  If these books really work why do we keep needing more of them?  This is the premise upon which the opening of Shad Helmstetter’s book What You Say When You Talk To Your Self starts off.  Helmstetter explains that it is virtually impossible to simply read a book and then implement the principles immediately.  Why?  Because you are programmed with years and years worth of information and changing the way you do things and think about things takes re-programming, which does not happen overnight.  There are very few things you do in your life that have as much impact on your overall success in career, life, friendships, wealth, and family life as talking to yourself correctly.

“I never date the right guys.  They all end up being jerks.”

“I never seem to get clients that appreciate what I do.”

“I’m bad at remembering names.”

“I’m always running around like a chicken with my head cut off.”

“I always get passed up for promotions.”

“I’m too busy!”

Have you ever said any of these to yourself?  How about saying one or more of them to yourself over and over for several years?  When you talk to yourself throughout the day, you program your brain with your core beliefs, and those beliefs become reality.  That reality cannot be changed until you re-program your mind.  If this fascinates you even a tiny bit, then you should treat yourself to an early holiday gift, this book.  What You Say When You Talk To Your Self not only explains how to reprogram your mind but it also gives you the exact phrases to use under certain circumstances.  For example, repeating, “I am going to lose 30 pounds,” day in and day out is counter-productive because you are still negatively programming your mind that you are overweight and need to lose 30 pounds.  Instead,  a better programming phrase would be, “I feel so good as the weight just keeps flying off of me.  People look at me different.  I am happier. I am lighter.  I am lean but strong and it feels great.”  The phrases you say when talking to yourself should be worded as though you are already living in your new reality.  Program your mind to believe that you have already accomplished your goal, and you eventually will.

There are a handful of books that I tout regularly.  They are books that, when read, absorbed, and put into practice, are more valuable than a college education.  What to Say When You Talk To Your Self is easily one such book.  As an aside, not only will this book give you the tools to change you for the better, it will also give you the tools to be a better leader, coach, and parent.  You will now be armed with the knowledge of what it takes to help others accomplish their big goals and once you know that secret it will change the way you interact with others forever.

 

 

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.