Are Your Best Years Behind You or Ahead of You?
It seems like an obvious question doesn’t it? If I were to ask a hundred people on the street they would all say their best years are ahead of them. But would they really feel that way or would that just be the politically correct thing to say?
I was doing my annual New Year’s cards for my daughters. One daughter is 18 while the other is low 30’s. I believe the future is so bright for that generation that they should feel blessed — they have some many great years in front of them.
I actually believe that although most people do not.
And as I wrote their cards, I wondered aloud whether I felt that way about myself at 55 years old. Can I honestly look in the mirror and say that my best days are ahead of me when I’ve had 55 years of a great life?
I have some rather long lifelines in my family (my dad lived to be ninety-seven and his mother ninety-five) and when people ask me when I’m going to retire I tell them retirement for me would be certain death.
So, for those of us that are in our 40’s, 50’s and 60’s, how do we ensure that in fact the best days are in front of us?
Here is a list:
- Stay current. As we get older it becomes harder to stay current with the new technology/social media/web world but we must. I know several people who have not been able to figure it out on their own but they have hired technology coaches. Great idea.
From Riding The Bench To Starting The Game–A 10-Point Plan
I hear this a lot in business. People want to start in the game for their company…yet their boss keeps them “on the bench.” They may want to get access to the larger account…or make more money…or get more responsibility…or get that promotion. Whatever “starting” means to you is fine.
But, it amazes me how most people go to their manager with a demand: “Play me!”
Think about the arrogance of that. Instead, it seems to me that if someone is riding the bench and wants to start they must realize some facts. (I write this in sports analogy—and if you have a son/daughter who is not getting as much “playing time” as they’d like, give this to them. It all applies.)
- Most coaches believe that who they’re playing is in the team’s best interest. Even if they aren’t playing the best people, they have a reason—and that becomes their belief. (Resist thinking there is some conspiracy theory to keep you on the bench.)
- Every team has VOIDS in their line-ups that need filling. No team is perfect. Sports teams have voids all the time. Sometimes you have to look for them.
- That to play, the coach must see you as a bigger contributor in the lineup than the players he currently has in. Pretty simple concept, but one that is missed frequently.
How Salespeople Can Differentiate Themselves
We get asked this question almost daily in our sales training business: HOW CAN I DIFFERENTIATE MYSELF? Let’s spend a little time looking at the bigger picture.
Step 1: Stop Behaving Like a Salesperson
Find 20 strangers and ask them to do word association. You say a word, and they say the first thing that comes to mind. The word: SALESPERSON.
95% of the responses you’ll get will be negative: PUSHY, ANNOYING, SLIMY, SLICK, etc. So the first step in differentiating yourself is to STOP BEHAVING LIKE, SPEAKING LIKE AND THINKING LIKE any sort of salesperson.
Step 2: Develop 2 Stories
Express your value with STORIES. The “elevator pitch” is OUT. The 30-second commercial is as up to date as an 8-track tape player. Time to find your voice in the new century.
You need to develop 2 stories: 1) your personal story and 2) your company story. We’re not talking about your biographical history. We’re talking about why you do what you do—your philosophy with new customers. Stating your intent. Sharing what you’ve learned. The Story is in and a necessity when it comes to differentiating yourself in the sales process.
Step 3: Keep Features/Functions/Benefits Out of the Conversation
Here’s the deal. NO ONE CARES ABOUT WHAT IT DOES. THEY ONLY CARE IF IT MAKES THEIR LIFE BETTER. Salespeople are still addicted to specs, attributes, features, functionality, etc. No one cares…how is my life better off with you and your product in it than out of it? That’s it.
Step 4: Stop Trying
Stop trying to DIFFERENTIATE. Trying to differentiate from a competitor immediately puts you in a very bad place. It puts you on the defensive. When you’re on the defensive, you turn your attention to the COMPETITOR and away from the CUSTOMER. If you really want to differentiate yourself, stop trying to. Just focus on helping the person across the table.
4 small ideas that will dramatically and positively impact your effectiveness in the sales process.
The Value of Podcasting For Lead Generation
I had a chance to speak at a Rainmakers chapter event last night. I was a stand-in for another speaker.
My topic was how to use podcasting to generate leads for your business.
As you know, our podcast, The Advanced Selling Podcast, is used by sales teams worldwide for training and tips on business development. And we’re getting more and more conversations that are leading to longer term engagements.
This is a 20-minute audio file of that speech. If you’re struggling–looking for new ways to begin conversations with your target audience, you’ll get some ideas from this talk.
A Simpler Way to Beat the Competition
Link: A Simpler Way to Beat the Competition.
STRATEGY is hard, and most business books that have tried to explain it haven’t made it easier. I like the idea that the traditional strategy is dead.
I prefer these three books, all of which I’ve purchased.
