10 + 81 Ideas for Creating a Successful 2020 in Sales and Life

10 + 81 Ideas for Creating a Successful 2020 in Sales and Life

A new budget year has already started for some of you, and for the rest, there are still a couple of weeks to go. Either way, you’re out hunting and closing as much as you can before the holidays divert your clients’ focus. If you haven’t already made plans for next year, now’s the time.

When you’re in sales there’s not really a full stop from one sales year to another other than looking at whether you hit your annual targets or not and all that comes with that. Maybe you take a day off and then you immediately switch your focus on to the next year. Being flexible is an important trait in sales.

Here are some ideas to make 2020 the year you soar:

1. Assess and reflect

…on the accounts you closed and the prospects you still have on that list. What created success with some and not others? What were your highs and lows, proud moments, and insights that resulted in you tweaking your sales process moving forward? Talk to a friend, co-worker, or create a voice memo and just get it all out of your system.

2. Who’s on your list

…and who do you want to add? Filling your pipeline is part of the game as you know. Asking for referrals, utilizing Google Maps, LinkedIn, and good ole fashioned networking.

3. What is your current closing rate

…and what do you want it to be? How many calls or visits do you normally need to close your targets? Having this number helps you create a numbers game instead of getting caught up in personal defeat.

4. What activities are you planning

…throughout the year to close your accounts and what are you doing to serve and retain existing clients?

5. Has your ideal client changed?

You get to choose who you do business with and add clients that fit your profile while letting go of the ones that are not buying. This is all a part of doing business.

6. What’s your success formula?

Review and tweak your sales process, from questions to pitches. Simply, what’s your formula for success? Look at your strengths lineup — they’re part of that – you being you is one of the keys.

7. What questions are you asking?

It’s so easy to pitch before you’ve actually asked your prospect what they’re looking for. Being interested in what they have to say is part of the success formula. Your product or service will determine the depth of your questions.

Here are some questions to ask:  a) What does their current situation look like? b) What do they want to achieve or create that they don’t have now? c) What’s stopping them, and, d) What would their life/biz look like if they achieved their dream/target?

Asking these questions will help you get clear on what solution you can provide your prospect. You know that, do you practice your listening skills?

8. What do you want to get out of the year?

What are your personal targets and achievements? It’s important to incorporate your own desires to stay energized and on point. You can use the questions in this post for yourself too.

9. How are you going to celebrate your successes?
10. Define your version of success

…and create a collage/vision board, or simply select one image that represents what you’re striving for in 2020 on all levels. Then select images from royalty-free sites like Unsplash and use an online collage maker like Canva or go old school and cut out images from magazines and then take a picture of it so that you have it on your phone.

I just saw this article on Hubspot about 81 One-Sentence Sales Tips that offer additional tidbits of value. Check it out.

Blogs mentioned above:

Who do you sell to and how

What’s your sales process?

Defining your version of success

 

Learn how we can work together HERE.

What to Do When Sales Suck: 3 Actions

What to Do When Sales Suck: 3 Actions

When you compare yourself to others it’s easy to get stressed out or overwhelmed. When you’re in sales it’s a natural thing to see where you’re at as your role is all about hitting or exceeding your number. Many thrive on that game, others don’t and are easily thrown off their targets. 

While looking back can be a motivator for some, tapping into the now, or future motivates others. This is where your strengths can be a great guide. 

When “competition” is a dominant theme within you can’t help but compare yourself to others and that motivates you to achieve more and better. When people challenge you by saying “I don’t think you can do it” you go into “watch me!” mode.  You may want to keep a running score on your actions, targets and the people you’re comparing yourself to. 

For the dreamers, it’s important to stay connected to your vision, what you know is possible ongoingly. A lot of that can be energy, images, a feeling or a combo of all. Tune into this on a regular basis, daily or weekly, meditate, dream, contemplate in ways that work for you. Take deep breaths and expand throughout the day and then allow things to unfold in random ways. 

Others are inspired by the past. Looking at what made you successful in the past to identify what actions you took then vs. now. Use the insights to tweak your daily action list and add items that you know have made a difference to your state of mind and successes in the past. 

When you lose your mojo you often give up on parts of your success formula, what makes you special and unique. The “no time or no money” is one of the most common illusions to get hooked into. Who you are has no price tag, you are unique no matter what happens around you and honoring what that gold is that only you bring is one of the keys to getting your mojo back.

  1. Your dominant talents

Depending on your personality and strengths lineup you will need to take the actions needed to energize your dominant talents (normally your top 10-14). When they are all engaged you’re on fire. By looking at what exactly gets these talents firing you get your unique success formula.

  1. The ZONE

What activities get you in flow mode, in the zone, where time seizes to exist? Start there and just write down a list of activities that get you going in an empowered way.

  1. Introspection

What if you compared yourself to where you were let’s say a year ago and acknowledge the achievements you’ve made since then in all areas of life? Look back to powerful moments when you felt on top of the world, professionally and personally. Even during growth years that aren’t flowing as we anticipate there are still moments of “yeah baby, I’ve got this.” 

What’s next? Pick the topic(s) above that you connect with and create a simple note on your phone to track insights and events that matter as they happen. Ask yourself what happened, how it made you feel, what worked/didn’t work, who was there, insights and lessons learned. By connecting within into your own awarenesses you access the best teacher of all – You.

Hypnosis – What’s the Big Deal?

Hypnosis – What’s the Big Deal?

Many people are familiar with hypnosis from watching some sort of stage hypnosis show where people are doing all kinds of silly stuff, I’m not talking about that. There are many facets to hypnosis as well as teachings.

I like to describe hypnosis as a guided meditation. You have full choice whether you follow the guidance or not and you can hear every word spoken while in this very relaxed state of mind. The scenes you’re guided through often include plenty of room for each individual to envision the dreamscape in a way that works for them. In other words, there’s plenty of room for interpretation as far as what things look like. You get to tap into your memories and apply your ideal scenes which is why it’s so powerful. 

It’s very relaxing

Change happens while you’re in this relaxed state and that is one reason why transformation happens with little effort.

You’re in dialog with your unconscious mind

Think about that. The reasons we fail to hit targets if we are in action are often due to our tendency to sabotage ourselves. Lets say you want to build a fit body which requires consistent actions in the area of movement and food choices. Maybe you follow the plan the first week or month and then you start skipping days and before you know it you’re completely off.

Chris Howard, who I was certified in transformational hypnosis by, gave us this great analogy: 

Think of your conscious mind as the captain of a ship, and the unconscious mind as the crew, who controls the ship?

You might want to say the captain but does the captain do anything else but give the order? So, if the ship doesn’t turn or operate as you desire there’s either a mutiny of sorts happening or the captain not communicating clearly and the crew needing more information.  

Your body works the same way. Just think about all the functions our body takes care of without us even having to think about it. That’s the power of the unconscious mind and that is the part of you that you access when you’re in this relaxed state.

Things change fast

Because you can talk to your your unconscious mind without any judgments there is choice involved. Your body has a desire to help as does the unconscious mind. 

You’re in total control

As mentioned above, you hear everything that is spoken and if you disagree you’ll awaken or question the information. That’s why a hypnosis session includes a chat prior where targets are established so that the guided journey applies to you. 

You’re safe

There is nothing that will be done to you. The hypnotists offers suggestions that you then interpret and either agree with or not. It’s similar to reading a book or watching a movie, how we experience the story and journey is individual. 

Now why is this all important? Ultimately, your well-being is at stake when you don’t listen to or communicate with your body. The signals may be subtle until they’re not and symptoms or dis-ease shows up. The same goes with dreams and targets, forgotten or not, hypnosis makes it easier to access what that looks like for you.

Bottomline is, why not establish a line of communication that is focused on what you desire to create and then go from there?

For more information on hypnosis look no further than the Mayo Clinic. 

3 Steps to Creating Your Autobiography

3 Steps to Creating Your Autobiography

Transformation: an act, process, or instance of transforming or being transformed.

When you look at the transformation from a story perspective looking back at your life and the journey you’ve had to date it’s been quite the movie, hasn’t it? It’s so easy to focus on what’s ahead without acknowledging what came before.

Transformation is powerful. You can shift your experience of the past and create a future that you were not seeing as possible an hour or day prior. 

Imagine looking back at your life as an observer, remembering life events, making notes and then as you get to present time taking a look at this from an adult’s perspective and see what the story of your life so far has been about.

Creating your autobiography

Years ago, I participated in a course where we all created an autobiography. It was a powerful exercise and true gift that I’ll always be grateful for. I remember thinking how wonderful it would be if every person on this planet would create their version, it’s such a gift.

Collecting images, looking at conversations, people and events, while weaving our life story together. It could be a collage of images for every year, words, you get to create it in the way you want to, it’s your story after all.

One of the things I, and many with me, got from this experience was that we have a choice in how we share our story, no matter how traumatic the events were at the time. When you take the time to review and get present to your own story, making peace with the experiences, it opens up the door to new possibilities, choices, and actions.

Life is a movie

What if you were to create your life as one of your favorite movies? The plotlines of most stories will include the hero – You, who starts out with a story and a set of circumstances. Next, something happens, villains may appear, and you’re forced to take action if you want to live. Along the way, your own personal Yoda(s) may appear, or there will be challenges continually thrown your way that forces you to step up and take action until the threat has been eliminated. The hero is a different person at the end of the story, often wiser from the experiences and no longer apologizing for who they are.

Much like your own life. What happened to you growing up will stay with you, and depending on the nature of your story, some are great where they are, others are better off transforming into a story where you get to be your own everyday hero.

Have you ever looked at why you’re drawn to the movies you watch, or what you get to experience through them? And why there are other movies that you would never think of seeing?

Your turn

Here are some ideas for an outline you could use if creating your own autobiography sounds fun.

STEP 1

Grab a bunch of papers or create a new document. Number each page from 0 to your current age.

  • PEOPLE: Write down the people that were in your life at that time (parents, family, friends, foes, classmates, teammates, neighbors, etc. List the names.)
  • IMAGES: Add pictures from your life or google images that represent you and the people in your life if there are none. Unsplash is a great site where you can download free and royalty-free images
  • PERSONAL EVENTS: What were the events that happened in your life during that year – good or bad?
  • WORLD EVENTS: What big events happened in the world at that time?
  • EXPERIENCE: How do you remember feeling that year, about yourself and about others? Happy, loved, safe, sad, angry, helpless, abandoned, scared, lonely, …
  • NEW STORY: Leave blank for now

 

STEP2

  • REVIEW: Now that you’ve created your life story what do you get present to? Who are you? How would you describe this person?
  • INSIGHTS: What did you learn about life this year? What choices are you making as a result of this event? What beliefs did you form about yourself and others?
  • NEW STORY: Looking at where you are today, as an adult, how can you recreate your story in a way that empowers you? Go through each year and add an empowering statement

 

STEP 3

Just like the hero in a movie you now get to choose how you want your story to play out from this day forward. What is the happy-ever-after story you want to experience? You may have heard the proverb “If there’s a will there’s a way”, in other words, anything is possible if you set the intention and take the actions necessary to create it.

  • YOUR NEW NARRATIVE: Who are you now as a result of the life you’ve lived to date? If you were to describe yourself as a character what would that look like?
  • YOUR VISION, what do you want to share with the world? It could be power words, a collage of images, or simply taking 5 minutes a day to tune within and connecting with your hero self and see what guidance you get from within.

 

How’s Your Heart, Really?

How’s Your Heart, Really?

I recently attended an intro seminar followed by a 1:1 coaching session with the creator of “How’s Your Heart and the “To-story-forth™” process — Boise Thomas. While I’ve known him for many years, how he shows up now is more powerful and focused than I’ve ever seen him before, and this is a guy who has been playing a big game for many years.

Have you ever wondered what your purpose is?

Many of us have thought about that and sometimes gotten stuck in our heads not knowing or being able to identify what that purpose is, this process helps you identify what this is for you. 

In this process that Boise created, he takes you through a series of questions related to select life events that create your personal blueprint aka matrix. 

It covers your wakeup calls, triggers, insights as well as the action items for you for each of them and what you’re here to share with the world as a result of this. You get your master key which includes your overarching message to share with the world. Mine happens to be that life flows easily when we get out of our own way.

This blueprint is something you can use as a guide in any area of life, it becomes a kind of a checklist to quickly identify where your energy or emotional state is at so that you can stay focused on your targets and have personalized action steps for you when you get off track.

What stories are you currently sharing with the world?

Every person’s story is unique. I really got present to all the stories I still was sharing after many years of transformational work, the disappointments, and conclusions I had created as a result, how they were still there and the gifts that came from the experiences. 

When you’re on a continual growth path there are always more insights and growth available life is constantly changing. Change starts with awareness, without that you can’t make changes no matter how much you want to. I have a lot of stories to tell and do, and some that I’m telling myself and others need to get a bit of a rewrite as they no longer serve me. 

I was also reminded of how when you’re in any sort of funk or transition in life where you’re not operating at your best you’re simply present to that frequency gap. Your instinct would often be to simply power through and create whatever your normal mode is but inside you there’s a sense of feeling stuck or missing a point that you can shake. That is another thing I got out of that session. 

Losing your mojo

When you lose your mojo for whatever reason there are feelings, energies to address or simply awarenesses waiting to pop so that you can unhook yourself from that funk and take action.

When you’re at the bottom of this frequency list yet pretending to yourself and others that you aren’t there’s a gap created that others can sense too. Most importantly you. It could be a temporary issue in one area of life, or when life appears to collapse into a mess that you don’t know how to get yourself out of. The image below is a great one to help identify this and the good news is when you’ve identified what the trigger is, you’re able to turn things around and reclaim your mojo.

Artwork created by Boise Thomas and published by his permission

Energy is a funny thing, depending on the community you’re in, it is talked about or not, yet something we all pick up when interacting with people whether in person, via text, email, etc. When you lose your mojo that gap between your rock star self is simply just that, a gap, asking questions, looking at your personal blueprint and yes, of course, applying your strengths in every area helps you get your mojo back.

Mojo is flow mode

When your mojo is on, life flows with ease and everyone who gets to interact with you gets to experience the gift of you and your true energy. People will listen to you in a different way. You’re aligned. You’re heard. You’re seen. You’re understood.

Spoken words either enhance how you’re perceived or not. The words you chose, tone, vibe, mood, is all about energy, and the story you’re telling others even when you’re not aware of what that actually is.

I recommend this process to anyone feeling a disconnect, loss of mojo or simply on a purpose quest, to connect with Boise and see if you’re a fit.

Boise is a powerful storyteller, coach, guide, in addition to many other talents. He’s someone you can safely trust with your stories and know that he has your best interests in mind. He also has a book awaiting publication in January 2020.

CLICK HERE to find out more about the To-story-forth™ process.

10 Ideas to Get out of Overwhelm

10 Ideas to Get out of Overwhelm

When you’re stressing out it’s so easy to procrastinate and take action on everything but that one thing you need to. In other words, you sabotage yourself. When you’re not hitting your numbers and can’t seem to close the prospects on your list rather than listen to the mind chatter that beats you down take a break for a minute, an hour, a day, to regroup and shift your focus.

Before you take your break, take a moment and write down everything that’s on your mind. The to do’s, the questions, the worries, fears, write it all down until your mind silences. Trust that it’ll all be taken care of and allow yourself a timeout to do one of the suggestions below or one of your own choice.

Now, pick one activity that is listed below that pops for you:

1. Breathe

Find a space where you can be left alone for 2 minutes or more. Take at least 5 deep breaths from the top of your head to the tips of your toes. CLICK HERE to listen to a guided 2 minute breathe audio if you need help.

2. Go outside

Being in nature calms us down, especially when we live in big cities with lots of people. So, go to the closest park, forest, beach, lake and spend some time just taking in the beauty of nature; the flowers, trees, birds, wild animals, … listen to the sounds, take in the colors and surroundings… people watching can be fun too.

3. Move
Your body: go for a walk, go to the gym or work out at home, take your dog out, … there’s nothing like getting the sweat flowing and feel-good endorphins flowing in your body.
4. Call a trusted friend

…or a co-worker… in this era of texting and emailing it’s easy to get isolated. You need a people-fix now and then and connect in person with another human being. If all else fails, go to the nearest coffee shop and see who you can talk to.

5. Google

Look up funny videos that make you laugh. Humor is personal so use your imagination. Here’s a couple of classics that get me going:

Bob Newhart – Stop it

Terry Tate Office Linebacker

Now go find some that make you laugh.

6. Play music

There’s something for everyone. While you’re at it create a feel-good playlist that you add to over time. Pick songs that energize you, and if you have an instrument play it!

7. Get a massage

… or some type of bodywork like an energy session, there are many to choose from, try something new. Let your mind disconnect and your body relax.

8. Meditate

Google guided meditations online if you don’t already have a practice.

9. See a movie

Go to the movies and see something that inspires and appears to be fun to you right now. It can be a kick-ass action movie, a comedy, whatever strikes your mood. There’s always Netflix and other streaming services – binge alert

10. Read a book

… or listen to a podcast that inspires you.

Once you’re done, revisit that list you wrote down, take a piece of paper or open a document on your laptop/tablet and draw four columns.

Place each item into one of five columns.

TODAY

Pick the order that feels most fun.  

What is the item that pops when you look at your list?

Start there and pick one at the time.

This week

Sort in order of importance and once again, pick the one that you feel drawn to first.

Kick resistance out of the door by starting with the fun stuff.

1-3 months

Do you need to do this task or does it belong on a wish list for a rainy day? If so, add another document.

Delegate

Who would be happy to help and also great at what this task is? Who in your community stands out? There’s nothing like delegating to people that take joy in what they do, especially when it’s not something you’re good at or simply don’t have the time to do.

Disregard

Go through this list one by one and ask “

Next, look at the items you need to get done today and pick one of them that pops. Then the next.

 Try it and let me know how it goes!

Learn how we can work together HERE.