ReThink Selling

10-Step Guide to Discovering Your Intrinsic Motivation

Feb
16

1. Have a Higher Purpose – “The two most important days in your life are the day you are born and the day you find out why.” – Mark Twain. There are 4 events in my life that led to having a higher purpose and creating a perpetual drive to leave a legacy. They were the day I got married, the day our son was born, the day our daughter was born, and the Tony Robbins UPW Event that I attended. What’s your higher purpose?

2. Perception – “It’s not what you look at that matters, it’s what you see.” – Henry David Thoreau. The way you view situations has a massive impact on motivation. This is why it’s so important to have a growth mindset. If you perceive a failure as a stepping stone, you’re going to be able to launch yourself further down your journey as opposed to viewing it as a permanent setback. How are you learning not only from your situation but those around you as well?

3. Wolf-Pack – “You are the average of the 5 people you spend the most time with” – Jim Rohn. Who you spend time with matters. This doesn’t necessarily mean who you spend time with in person, it means who you spend time with in general. I hang out with Tony Robbins, Jay Abraham, Brendon Burchard, Stephanie Wilkinson, and Tom Bilyeu every day. These are my influencers and people I want to model myself after. Surround yourself with people that will lift your spirits, encourage development, celebrate your successes, and help you learn from your failures. Who are you surrounding yourself with? Are they helping you grow or holding you back?

4. Begin with the end in mind – “To begin with the end in mind means to start with a clear understanding of your destination. It means to know where you’re going so that you better understand where you are now and so that the steps you take are always in the right direction.” – Stephen R. Covey. Seeing your goals laid out through vision boards, phone reminders, and journaling will help you stay motivated. Work your goals starting with the end in mind. Where do you see yourself at retirement? What impacts will you have made? How will people view your legacy?

5. Progress Daily – “Without continual growth and progress, such words as improvement, achievement, and success have no meaning.” – Benjamin Franklin. Success comes down to having an obsession with everlasting self-development. Small progression is all it takes to sustain momentum. Think 1% daily improvements. Read 25 pages of a book, watch an interview on YouTube (Impact Theory), listen to informative Podcasts, be observant and learn from your mistakes and others mistakes. What are you doing today that allowed you to develop and progress? What are you going to do tomorrow?

6. Be Inspirational – “Make your life a masterpiece; imagine no limitations on what you can be, have or do.” – Brian Tracy. You have the power to influence and inspire others through your actions. It’s an empowering feeling to know that the improvements you’ve made in your life on a continuous basis have a direct impact on those closest to you. They feed off your energy! Be an inspiration through your actions, not your words. How are you holding yourself accountable for daily improvements?

7. Self-Competition – “I’m not in competition with anybody but myself. My goal is to beat my last performance.” – Celine Dion. Be better than you were yesterday in some area of your life. This could be at closing the sale, asking qualifying questions, your attitude when things didn’t go your way, how you leave others feeling after a conversation, etc. If you sold 3 vehicles yesterday, or 20 units this month, take note of what contributed to a successful day or month. Having the mindset that you’re coming in today to compete against who you were yesterday or what you did last month gives you an added boost coming into the office. How are you going to beat yesterday’s and last month’s performance?

8. Prioritize Education – “Education is the most powerful weapon which you can use to change the world.” – Nelson Mandela. Books, videos, articles, online courses, seminars, mentors, are all educational tools you have at your disposal. The amount of free education you have at your fingertips is truly mind-boggling, yet we use our phones more for addictive games or social media than we do education. Start making education a priority. Were your appointment numbers low last month? Focus on “Setting Appointments” educational content this month and make it a priority. Did you struggle to close the sale? Read up on “closing techniques” or “SPIN selling”. Were you low on energy most days? Study “Natural energy boosters” and research strategies online.

9. Be Passionately Curious – “I have no talents. I am only passionately curious.” – Albert Einstein. No one would argue that Albert Einstein wasn’t in it for the money. He had a deeper sense of purpose. The reason why curiosity is so powerful is because you’re constantly asking questions to yourself and others. When you ask questions, you get answers and gain knowledge. We tell our employees and children to never be afraid to ask questions, my recommendation is to have enough humility to incorporate this habit yourself. Begin to ask why a lot more! Don’t let someone give you a surface answer, have them dive deeper by asking more Why questions.

10. Fulfillment – “If you want to feel happy, do something for yourself. If you want to feel fulfilled, do something for others.” – Simon Sinek. The message Simon is sending is to not confuse happiness with fulfillment because happiness is short-term and only a surface feeling, where fulfillment runs deeper and is everlasting. Happiness comes from what we do where fulfillment comes from why we do it. Can you answer this question with a true sense of fulfillment…. Why are you in Sales?

 

To be clear, having the ability to stay in a peak state of mind 24/7 is near impossible. The goal here is to be realistic and provide actionable steps to help you control the emotional roller coaster that is sales and way of life of an entrepreneur, which you are. When first impressions and relationship building are pivotal to your success, it’s in your best interest to love who you are or at the very least, love who you’re becoming.

3 profoundly effective ways to bring YOUR A-Game every day

Jan
24

 

#1. Habits

“We are what we repeatedly do. Excellence, then, is not an act, but a habit.” – Aristotle. The more I read and educate myself on habits, the more I realize how our decisions are directly related to the habits we’ve developed. Thankfully, good habits can be permanent and bad habits don’t have to be. In fact, you can change a bad habit a lot quicker than you realize. In as little as 3 weeks, or less in some cases, you can seriously alter the course of your life. For example, getting up at 4:30am to go to the gym was a grind at first, until I discovered that the hardest part was actually getting out of bed.

I follow Mel Robbins 5 second rule where within 5 seconds of waking up, I’m out of the bed, getting mobile, go to the bathroom and splash cold water on my face, then I go and jump on my mini-trampoline to wake my entire body up. Try going back to bed after doing this! For me, this gets my entire day rolling as I’ve started to gain a momentum that is incredibly difficult to stop, nor do I want it to stop. Get up early, get moving, and I promise you’ll make better decisions throughout your day.

#2. The 2-Minute Release Method

“The quieter you become, the more you can hear.” – Ram Dass. With a hectic schedule, it’s difficult to bring our best selves to every encounter. You’re rushing from the gym to get to work, rushing from work to get to a school play or sports activity, you had a bad experience with someone during the day while you have clients waiting to see you, etc. We know how critical first impressions and personal branding is, yet I’d argue that the majority of us don’t take an effective approach to controlling our outcomes. I certainly didn’t until recently because I used the excuse that there wasn’t enough time to slow down, there was simply too much to do so I rushed on to the next thing without even thinking about the possible repercussions my body language and attitude had on my next encounter.

While reading Brendon Burchard’s “High Performance Habits”, I came across a technique that has since enhanced my encounters with my family, friends, partners, and clients. It’s called “The 2-Minute Release Method” and here’s how it works; Before going into work tomorrow, take 2-minutes to yourself and ponder these questions “How am I getting the most out of today?” and “Who do I want to be?” While doing this, take deep breaths in through the nose and out through the mouth. This will get you on the right path for the day. Let’s say you come into a negative situation at work and need to regain your positive vibe, do the same thing but this time instead of asking yourself questions say the word “release” out loud for 2-minutes while still taking deep breaths in and out. A simple but powerful technique that works!

#3. Daily Reminders and Affirmations

“I’m going to make you so proud!” – Note to self. Even with the right intentions and actions, it can be difficult to bring your A-Game all day, every day. Here’s the final piece to the puzzle that will help you break free from the negative emotions that are constantly fighting to get in you; Set Daily Reminders and Affirmations on your Phone.

Here is what I have and how they are structured;

6:00 am – Review Goals
6:15 am – How am I going to get the most out of today?
7:00 am – BRING YOUR A-GAME!
8:00 am – Giving, Loving, Grateful
1:00 pm – BRING YOUR A-GAME!
2:00 pm – Giving, Loving, Grateful
6:00 pm – BRING YOUR A-GAME!
8:30 pm – Review Goals
9:00 pm – Giving Loving, Grateful

Every day these alarms go off on my phone and are synced to my Garmin Smartwatch. What’s great about these reminders and affirmations is that I often forget about them until they show up on my watch. I could be in the middle of a meeting and the alarm “BRING YOUR A-GAME!” will go off reminding me to step up my game! And having the “Giving, Loving, Grateful” alarm go off before bed allows me to go to bed with a positive energy which has a direct impact on my attitude when I wake up the next morning only to be welcomed by the other reminders I have set.

Success comes down to having an everlasting obsession with self-development, but it starts with you and taking control of your day.

Make it an awesome day!

The Perennial Sales Starter Kit

Jan
21

81 Essential Resources and 7 Apps That Every Sales Professional Must Have!

 

SALES TRAINING
Who to follow;
1) Duane Marino – www.duanemarino.com
2) Aaron Sansoni – www.aaronsansoni.com
3) Gary Vaynerchuk – www.garyvaynerchuk.com

Books to Read;
4) SPIN Selling – Neil Rackam
5) How to Win Friends and Influence People – Dale Carnegie
6) The Greatest Salesman in the World – Og Mandino

Sales Resources;
7) Sales Blog – www.drivingsales.com
8) 13 Best Sales Training Resources – https://www.saleshub.ca/blog/13-best-sales-training-resources
9) 51 Top Sales Influencers You Should Be Following – https://www.ringdna.com/blog/sales-influencers-to-follow-on-twitter

 

PERSONAL BRANDING & DEVELOPMENT
Who to follow;
10) Brendon Burchard – www.brendon.com
11) Tony Robbins – www.tonyrobbins.com
12) Brian Tracy – www.briantracy.com

Books to Read;
13) 7 Habits of Highly Successful People – Stephen R. Covey
14) High-Performance Habits – Brendon Burchard
15) As A Man Thinketh – James Allen

Personal Branding & Development Resources;
16) 22 Stats That Prove the Value in Personal Branding – https://www.entrepreneur.com/article/280371
17) Impact Theory – http://impacttheory.com/
18) 22 Killer Personal Development Resources – http://www.lifehack.org/articles/lifestyle/22-killer-personal-development-resources.html

 

HEALTH & FITNESS
Who to follow;
19) Dr. Mark Hyman – www.drhyman.com
20) Jeff Cavaliere – www.athleanx.com
21) Tim Ferriss – www.fourhourworkweek.com

Books to read;
22) The Four Hour Body – Tim Ferriss
23) Eat Fat, Get Thin – Dr. Mark Hyman
24) Finding Ultra – Rich Roll

Health & Fitness Resources;
25) 19 Awesome Resources to Help you Eat Better – https://greatist.com/eat/best-resources-for-healthy-eating
26) The 30 Best Websites for Learning about Health & Fitness – https://www.huffingtonpost.com/entry/the-30-best-websites-for-learning-about-health-and_us_59402fd7e4b0d99b4c920f33
27) What the Health Netflix Documentary – https://www.youtube.com/watch?v=Jf44vLndiRM

 

ENTREPRENEURSHIP
Who to follow;
28) Elon Musk – https://en.wikipedia.org/wiki/Elon_Musk
29) Sara Blakely – https://en.wikipedia.org/wiki/Sara_Blakely
30) Mark Cuban – https://en.wikipedia.org/wiki/Mark_Cuban

Books to Read;
31) Shoe Dog – Phil Knight
32) Elon Musk – Ashlee Vance
33) Tools of Titans – Tim Ferriss

Entrepreneur Resources;
34) Entrepreneur – www.entrepreneur.com
35) 50 Entrepreneurs Share Priceless Advice – https://www.youtube.com/watch?v=QoqohmccTSc
36) 50 Best Websites for Entrepreneurs – https://www.inc.com/drew-hendricks/50-best-websites-for-entrepreneurs.html

 

INSPIRATIONAL
Who to follow;
37) Tom Bilyeu – https://en.wikipedia.org/wiki/Thomas_Bilyeu
38) Jim Kwik – http://jimkwik.com/about/
39) JK Rowling – https://en.wikipedia.org/wiki/J._K._Rowling

Books to Read;
40) Man’s Search For Meaning – Viktor Frankl
41) The Secret – Rhonda Byrne
42) Awaken The Giant Within – Tony Robbins

Inspirational Resources;
43) 30 Inspirational Quotes – http://www.goodhousekeeping.com/health/wellness/g2401/inspirational-quotes/
44) The Death Crawl Scene from Facing the Giants – https://www.youtube.com/watch?v=-sUKoKQlEC4
45) Top 10 Inspirational Websites – https://projecteve.com/top-10-inspirational-websites/

 

MARKETING
Who to follow;
46) Jay Abraham – www.abraham.com
47) Seth Godin – http://www.sethgodin.com/sg/
48) Neil Patel – https://neilpatel.com/about/

Books to Read;
49) Influence – Robert Cialdini
50) Blue Ocean Strategy – Renée Mauborgne and W. Chan Kim
51) Jab, Jab, Jab, Right Hook – Gary Vaynerchuk

Marketing Resources;
52) 16 Top Marketing Blogs You Need to be Following – https://www.inc.com/travis-wright/16-top-marketing-blogs-and-publications-you-need-to-be-following.html
53) 25 Best Resources That Help You Learn Marketing For Free – https://www.creativeboom.com/resources/25-best-resources-that-help-you-learn-marketing-for-free/
54) The $0 Marketing Stack – https://blog.bufferapp.com/free-marketing-tools

 

LEADERSHIP
Who to follow;
55) Simon Sinek – https://startwithwhy.com/
56) Jocko Willink – http://jockopodcast.com/
57) Sir Richard Branson – https://en.wikipedia.org/wiki/Richard_Branson

Books to Read;
58) Extreme Ownership – Jocko Willink
59) Relentless – Tim Grover
60) Start With Why – Simon Sinek

Leadership Resources;
61) Start with Why TED Talk – https://www.youtube.com/watch?v=u4ZoJKF_VuA&t=4s
62) Extreme Ownership TED Talk – https://www.youtube.com/watch?v=ljqra3BcqWM
63) Inside Quest Interview with Tim Grover – https://www.youtube.com/watch?v=f8XSEXrVSrc

 

FINANCIAL ADVICE
Who to follow;
64) Ray Dalio – https://www.principles.com/
65) Ramit Sethi – https://www.iwillteachyoutoberich.com/
66) Tai Lopez – http://www.tailopez.com/

Books to Read;
67) Rich Dad Poor Dad – Robert Kiyosaki
68) Think and Grow Rich – Napoleon Hill
69) I Will Teach You To Be Rich – Ramit Sethi

Financial Resources;
70) Tax Write-Offs – https://www.canada.ca/en/revenue-agency/services/tax/individuals/topics/about-your-tax-return/tax-return/completing-a-tax-return/deductions-credits-expenses/line-229-other-employment-expenses/commission-employees.html
71) Top 25 Finance Books to Read in 2017 – http://www.businessinsider.com/the-25-best-personal-finance-books-to-read-in-2017-2017-4?op=0
72) How The Economic Machine Works – https://www.youtube.com/watch?v=PHe0bXAIuk0

 

HONORABLE MENTIONS

73) Randall Pich – https://www.randall-pich.com/ Entrepreneurship, Marketing, Health & Fitness
74) Dwayne Johnson – https://en.wikipedia.org/wiki/Dwayne_Johnson Inspirational, Marketing, Health & Fitness
75) Lewis Howes – https://lewishowes.com/ Entrepreneurship, Marketing, Personal Branding & Development
76) Marie Forleo – https://www.marieforleo.com/ Entrepreneurship, Inspirational, Personal Branding & Development
77) Ryan Holiday – https://ryanholiday.net/ Entrepreneurship, Marketing
78) James Altucher – https://jamesaltucher.com/ Entrepreneurship, Marketing, Financial Advice
79) Amy Porterfield – http://www.amyporterfield.com/ Entrepreneurship, Marketing
80) Jay Samit – http://jaysamit.com/ Entrepreneurship, Marketing, Leadership
81) Brad Harker – www.bradharker.com Entrepreneurship, Sales Training

 

BONUS SECTION – 7 APPS TO DOWNLOAD

Evernote – Sales Training, Personal Development
Inigo Cards – Sales Training, Personal Branding
Lumosity – Sales Training, Personal Development
Headspace – Sales Training, Personal Development
Google Calendar – Sales Training, Personal Branding & Development
LinkedIn – Sales Training, Personal Branding & Development, Marketing
Mint – Personal Branding & Development, Financial Advice

 

MAKE IT A GREAT 2018!