Self Discipline Equals Success

There's one special quality that you can develop that will guarantee you greater success, accomplishment and happiness in life. Of a thousand principles for success developed over the ages, this one quality or practice will do more to assure that you accomplish wonderful things with your life than anything else.  This quality is so important that, if you don’t develop it to a high degree, it is impossible for you to ever achieve what you are truly capable of achieving.

Personal Management and Self Discipline
The quality that I am talking about is the quality of self discipline.  It is a habit, a practice, a philosophy and a way of living.  All successful men and women are highly disciplined in the important work that they do.  All unsuccessful men and women are undisciplined and unable to control their behaviors and their appetites.  And when you develop the same levels of high, personal discipline possessed by the most successful people in our society, you will very soon begin to achieve the same results that they do.

All great success in life is preceded by long, sustained periods of focused effort on a single goal, the most important goal, with the determination to stay with it until it is complete.

The Qualities of Successful People
Unsuccessful men and women are those who waste their time by wasting the minutes and hours of each day on low value activities.

The key to this attitude toward time and personal management is always self discipline.

There are several disciplines that you need to develop if you want to achieve your full potential.  The first of these is the discipline of goals.  This means that you sit down with a pad of paper, a pen and ample time.  You think through and then make a written list of all the things you want to accomplish in the next one, two, three, four and five years.  You organize the list into the various areas of your life; your career, your money, your family, your health and the other parts that are important to you.  You set priorities among your goals and re-write your lists so that your most important goals are at the top.  You then take a separate sheet of paper and you make a list of all the things that you can think of doing, right now, to move you toward the attainment of your most important goals.

Fully 97% of adult Americans are trying to live their lives without clear, specific, written goals.  This is the same as setting off across an unknown country without a roadmap.  You may get somewhere eventually, but it will take you much longer, and it is far more likely that you will get lost, and waste an enormous amount of time, than if you planned your trip carefully, with a roadmap, and full information about the future terrain, before you started out.

Successful People Complete High Value Tasks First
The second discipline you need to develop for success is the discipline of planning.  Ten minutes in execution for every minute that you invest in planning will get a 1000% return on your time investment by taking the time to think through, in advance, what you are going to do in the hours and days ahead.

Keys to Success in Sales: An Agenda

Your meeting date and time has been established.  You’re confident your product or service is superior to your competitors.  Your goal for the meeting is to convince the prospect.  You’ve planned to be there for 45 minutes.

The prospect checks their calendar and realizes a few minutes before that they’ve scheduled a meeting with some salesperson and they’re not sure of the relevance today.  They’re wondering why they agreed to the meeting and plan to make it short.  They’ll ask a few questions, get a brochure or sample and usher the salesperson out the door saying “they’ll get back to them.”  Fifteen minutes maximum and they’ll be able to get back to what’s important in their day.

It’s apparent from the two scenarios that the salesperson and the prospect each have a different agenda.  Can you imagine what the outcome of the meeting will be?  Have you ever found yourself wondering why there are two different agendas for the same meeting?  Did you both agree to the same thing?

Let’s diagnose where things may have gone wrong.

1. The appointment was scheduled without a clear intention of what each side was hoping to accomplish.
2. The amount of time allocated to meet was not established or may have been, however has now changed on the prospect’s side.
3. The real purpose of the meeting was unclear.
4. An agreed upon outcome was not discussed prior to the meeting.

In other words – it’s like showing up at the dentist for a cleaning and he’s ready to perform a root canal.

The Sandler Selling System refers to the concept of establishing an agenda for every interaction with a prospect as an Up-Front Contract.  It means prior to the meeting knowing what both parties are planning to accomplish in the time they are together.  A mutually agreed outcome is established.

Following are the components of an agenda:

1. Establish a mutually agreed purpose for the call or meeting.
2. Find out what’s important for the prospect.  What are they hoping to achieve in the time you’re together.
3. Share with the prospect what you as a salesperson would like to accomplish on the phone or in the meeting.
4. Agree to a specific time you’ll spend together and reconfirm when you arrive at the meeting.
5. Determine at the beginning of the meeting or telephone conversation what you both mutually agree will happen at the conclusion of your time together.

Establish on the phone what will happen at the meeting and once at the meeting, reiterate what you both agreed to.  This gives the prospect the opportunity to share any changes that may have to be made such as now only having 30 minutes vs the originally planned 45 minutes.  You can adjust your meeting accordingly or reschedule if desired.

Just like being in the dentist’s chair – you don’t want any surprises when you are face-to-face with a prospect.  Being disarmingly honest with the prospect and letting them know up-front what is going to happen in the time you’re together will save time, eliminate the prospect from giving you a vague response as to what happens next and it will move the selling process forward or conclude there isn’t a fit for your product or services.  And set another up-front contract at the meeting as to what happens next.

What will you do prior to your next call or meeting?

(A special thanks to Doug Cohen and Sandler)

Banking Success: Transactions and Interactions

When was the last time you stepped foot in your bank?
(A special article by Don Jones, Global Accounts Division, Global Training Consultant)

From drive-through bank windows to more recent banking amenities like online banking and mobile apps, banks have practically been encouraging customers to stay away for years. Along with the conveniences for the customers, banks benefitted from less overhead and an increased focus on compliance. So after years of being told there’s no need to come inside, it was as if everyone saw the light and stopped entering their bricks-and-mortar bank. Problem solved, right? Not so fast.

Over time, the banks realized a few drawbacks (withdrawals, perhaps?). For starters, selling was near impossible, let alone “upselling.” With just a quick click of a “No thanks” option online, customers are quickly able to bypass new products and services. Whereas face-to-face interaction would allow a bank representative to ask questions and employ techniques to garner interest. Another downside was that bank associates became less customer-service oriented – focused more on transactions, with very little interaction.

So, now what? Banks are working to turn things around and welcome customers back inside by creating an inviting atmosphere staffed with friendlier associates from diverse professional backgrounds (i.e. retail, sales, etc.). Many of the bigger banks are turning to third-party consultants, like Sandler, to train their teams to sell and to know what makes people feel comfortable to purchase – which is especially important when it comes to personal finance.

The more customers come inside and trust the person they’re interacting with, the more opportunities there will be to sell. Because, as you all know, people want to buy, they just don’t like to feel sold.

6 Ways to Improve Any Career

Here are 6 ways you might work with others to drive innovation, in the process creating stunning new opportunities for yourself:

1. Eliminate your industry’s persistent customer pain points.
Each industry has practices that drive customers crazy.
Think: can we turn our process or perspective around, to look through the customer’s eyes as though they were the company and we were the customers?
2. Dramatically reduce complexity.
3. Make stupid objects smart; add a sensor
The race is on to make everything smart, and the dumber your products were to begin with, the greater the opportunity to make them smart.
4. Teach your company to talk.
Apple's Siri personal assistant allows you to have a conversation with your phone. It's far from perfect, but the idea of having corporate databases talk directly to customers is here to stay.
5. Be utterly transparent.
Think: no spin. Social media and pervasive technology will make it increasingly difficult for companies to hide from dissatisfied customers, negative reviews, and faulty products.
6. Make loyalty dramatically easier than disloyalty.
By definition, when companies act smart they are personalizing the way they interact with and serve customers. Once you start delivering personalization, you create immense opportunities to make loyalty more convenient than disloyalty:

• You can store customer preferences, and act on them.
• You can save the customer time, money, or effort - especially by eliminating repetitive tasks.
• You can provide auto-replenishment of needed supplies.
• You can monitor products remotely, and service them before they break instead of afterwards.

Think about every major purchase decision customers face in your industry. How can you make it easier for customers to remain with your firm? Now, think even bigger. Can it be five or ten times easier?