Creatures: Todays Kudos & Encouragement (weds 9-16-15)

Good Morning Creatures, 

We are creatures of habits. We tend to do the same things over and over again. We get comfortable with our habits. And, unfortunately, this is true even when our habits no longer serve us.

 

In the past couple weeks I have encountered people whose habits include making up work to do so they could avoid making the phone calls they need to make, avoiding conversations where money was at stake, and asking people to do things for them that they could easily do themselves (learned helplessness). These aren’t great habits, and they don’t serve us.

With respect to work and our business, there are things we do daily that both help and hinder us. Is there one tactic we’ve had on our mind for the last month that we think would help grow our business? But instead we use that 2 hour window between appointments to do something mundane instead, justifying not being productive because we don’t think we will have enough time?

 

If these weren’t our habits, would we choose them now?

 

What Should We Change?

 

In a lot of the things I write, like blog posts and this newsletter, I suggest we do things. I suggest strategies, tactics, and activities that we might add to our existing repertoire.

 

In the last 1/2 year, I have written nearly 150 blog posts in 180 newsletters. If there were a single idea in each of those, that would be hundreds of things for us to do. That's just crazy. As important as it is to do the right things it is equally important to stop doing the wrong things, the things that no longer serve us. Maybe go back through the posts and pick 2 or 3 that we could focus on to grow our business.

• What are the things that we habitually do, even though they no longer serve us?
• What are the negative habits that we've allowed ourselves to fall into unconsciously, that keep us from performing at the highest level possible?
• What are two or three of the things that we should stop doing immediately? And what are 2 or 3 things we should START doing immediately?

“If you are going to achieve excellence in big things, you develop the habit in little matters. Excellence is not an exception, it is a prevailing attitude.” – Colin Powell

Dan Thompson

Floors By Tomorrow

Auth Rep of Empire Today

Sales Trainer

720-371-2000

Submit a Successful Experience with Me & Empire

Connect with me online:

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Name Droppers: Todays Kudos & Encouragement (Sat 9-5-15)

Good Morning Name Droppers,

A customer will move through three stages of the selling process – Character/Trust, Emotion, and Logic. People have to like and trust us, then they allow us to guide them to emotions that eventually combine with logic. Emotion distorts reality. If we don't spend sufficient time in steps 1, 2, & 3, we are disrespecting our customers. I have been receiving too many drop calls lately saying, "I'm here in Denver" or "I'm here with my customer." This tells me we aren't spending enough time in the first 3 steps to even remember their name. For those who aren't, let's start using their name again.

Customers don’t buy flooring, and we don’t sell flooring. Customers buy solutions to problems they can feel emotionally. We are the conduit that helps customers discover those emotional solutions.  People buy from people. Customers generally do business with people they like and trust. Our customers don’t tell us that they bought from us because we are a jerk.

Customers can get flooring anywhere. We are not selling a rare commodity. Therefore the decision criteria of our customers are based upon money, us and quality/value. However, we are the secret ingredient. We have the power to influence the perception of our customer about ourselves & Empire, the flooring and the value.

"With great power comes great responsibility" – Uncle Ben (Spiderman)

Dan Thompson

Floors By Tomorrow

Auth Rep of Empire Today

Sales Trainer

720-371-2000

Submit a Successful Experience with Me & Empire

Connect with me online:

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Wagoneers: Todays Kudos & Encouragement (Mon 8-31-15)

Good Morning Wagoneers,

So, I have a confession to make … Sunday I fell off the wagon.  I had gone 5 years without hitting the gym a single time, and Sunday I blew it.

I have another confession to make … in the over 140 K&E’s I’ve submitted for our encouragement, I have not ONCE written about exercise and health … (if you don’t believe me, check it out on the blog - http://floorsbytomorrow.blogspot.com/ ) I mean, how hypocritical of me would that be??  Well, this morning you can go ahead and paint me a hypocrite!!

How Exercise Can Boost Your Sales Performance

When was the last time you got up from your desk/couch/office chair to move around a bit? And no, walking to the car to grab samples doesn’t count.  Salespeople looking for an edge in the work they do are smart enough to realize that sometimes it comes from movement itself, and the recognition that exercise plays in making the mind sharper.

“There are many very plausible and physiologically supported reasons why you would expect to see improvements in job performance because of exercise,” says Cedric Bryant, Chief Science Officer of the American Council on Exercise (ACE). “You are promoting better blood flow, which helps in terms of neurological function. Exercise has been consistently shown to enhance and elevate mood, so it will help you cope with the stressors of work.”

The ACE also cites evidence that:

• A daily 10-minute stretching program shows significant improvement in joint flexibility, fatigue, anger, depression, and overall mood.
• A nine-month study of 80 executives showed that exercisers experienced a 22 percent increase in fitness and a 70 percent improvement in ability to make complex decisions compared to sedentary peers.

Improve brain speed by 25 percent to close more deals, faster

While exercise can’t change our IQ, it can “change our cognitive performance,” says Dr. Steven Masley, “If we’re talking about brain performance, the best predictor of brain speed is aerobic capacity—how well we can run up a hill is very strongly correlated with brain speed and cognitive shifting ability,” Masley says.

When diet & exercise made an 81% difference in sales performance

Drew Stevens, Ph.D., a business development consultant to the medical industry and the author of “Split Second Selling,” worked with a team of more than 300 workers to see if exercise would make a difference.  “Our professionals were mostly selling professionals and marketing managers that travel frequently, eat deplorably and work out when possible,” Stevens says. “We reviewed diet, nutrition and exercise programs. After six weeks on the program of proper nutrition and exercise, there was a 81 percent difference in performance.” He adds: “There was less dozing at meetings, better closing rates on sales calls and less customer service issues.”

“Nobody like a quitter.” – every smoker you’ve ever met.

Dan Thompson

Floors By Tomorrow

Auth Rep of Empire Today

Sales Trainer

720-371-2000

Submit a Successful Experience with Me & Empire

Connect with me online:

Website, Facebook, Twitter, G+, Blog, Yelp Review