Episodes
Saturday Jan 30, 2021
HTSS116 - The power of morning routines and goals - Scott Sylvan Bell
Saturday Jan 30, 2021
Saturday Jan 30, 2021
You can maintain a better day through a set routine. I thought morning routines were stupid, in fact, I made fun of them. When I look back the best I have ever done financially and physically have been times when I have had set routines.
I used to coach a top salesperson and my sales soared as well. Even though we didnt even work in the same field my numbers increased.
There are a few great books from Hal Elrod the morning miracle and Robin Sharma 5 am club. Alex Charfen has some great content as well.
Here is why morning routines matter:
A daily set routine will set the tone and then program you for the day. You can use something like a recording, a book, a vision board, a whiteboard or anything similar to multiply your daily action.
My personal daily routine
- 5 am
- 1 glass of water 16 oz
- Goal recording – its 13 minutes read by the beach in Haleiwa Oahu / Waimea Bay
- Meditation / breathing
- Spiritual content
- Gratitude – 3 things I am thankful for
- Think through people I want to connect with
- Set my intention for the day
- Content creation – outline podcasts – work on training – create new videos
- Make my bed
After 8 am:
- Check my Slack (consulting clients)
- I look at emails or messages from clients and family
After 10am
- I don’t look at Facebook / Instagram / Clubhouse
- I glance at the news
The evening routine:
If a morning routine works then the opposite is true as well there is a power in evening routines. I will not look at the news after 8 pm, I don't want negativity floating around in my head while I sleep. How you set your intention before you go to bed is what you dream about in your sleep.
You can do this by reverse engineer your morning to fit your evening and your own dreams.
Thursday Jan 28, 2021
HTSS115 - Why you keep picking bad companies to sell for - Scott Sylvan Bell
Thursday Jan 28, 2021
Thursday Jan 28, 2021
If you keep working for the same type of people with the same problems you are the root cause. This may be tough to hear but it is easy for you to find yourself in a pattern.
We all have Internal blind spots that hold us back. These blind spots may not be seen until someone shows you what actions you keep taking. Sometimes these conversations hurt feelings because they are so personal. We pick the wrong job and don’t think through what we are looking for. The weaknesses we have may get us to now take a position we should because we don’t think we are worthy.
The type of people we look to associate with can be part of this problem that you and I face.
We take the words of people who don’t matter and look to them as valid critics. We don’t discuss our shortcomings with people we trust. There is a catch 22 where we take the advice from people we don't really care for but we don't talk to people we trust.
This causes another problem and it is we don’t ask for help when we need it. Help is not requested out of fear of looking dumb, silly or, even not knowing what to say.
When you examine what is going on we work for the wrong people. Some weak or manipulative people will block you out of fear. There are people who will hold you back so they stay on top or look good. Most weak people do not allow others to grow into a role in fact they hold them back.
There are also problems with abusive relationships. We put up with abusive relationships and take the problems handed out. If you have been in an abusive relationship you also may be predisposed to be taken advantage of. You will find that because of previous interactions you fall into these conversations until it is pointed out.
The internal self-talk problems
When you add in the conversations you have internally, your problems are compounded.
- I can't do this
- I am not good enough
- Nobody will believe I can do this
- I will fail
- Nobody in my family has ever done this
These internal dialogue issues play into you working for the wrong people or the wrong company. You do have the power to resist and overcome the internal problems created.
Here is how to fix all of this:
The internal beliefs and conversations can be changed. You can believe in yourself and know you are worthy of a top-notch job.
When you take the time to make a list of what you want and even how you can push yourself this starts a cycle for you.
You will also want to look for the common threads of problems you create (What type of person do you have to keep dealing with).
What demons are locked in your closet – Who told you that you are not good enough, you are not worthy, bullied you?
Think about this:
When you look at what and who holds you back it is mostly people who are insignificant to you and your life.
Ask yourself and think about this:
Who is the person you are trying to live up that that really doesn’t matter in your life? – You may have someone you dislike that is holding you back. Whatever they would say about you really has no bearing on your abilities… you just look to them and they really shouldn’t sway you.
You can:
- Find better friends or people who will encourage you to do the right thing
- Get therapy or help.
- Get a therapist and talk through your problems and be vulnerable and have the conversation
Tuesday Jan 19, 2021
HTSS114 - Why is my sales team failing - Scott Sylvan Bell
Tuesday Jan 19, 2021
Tuesday Jan 19, 2021
Why is my sales team failing
If you are a Business Owner, Executive or, even a Sales Manager there are a few reasons why your sales team could be struggling. As you look at the team there are dynamics at play as well as items in your field of specialty.
Most of the time when a sales team struggles it comes down to the leadership. Sometimes in this conversation is the lack of leadership and examples for the team. Some managers are not good at holding their employees accountable. Most closers do not need this type of hand-holding to get their work done. It's the other 80% of the team that needs the most amount help.
When a team has training and coaching the elements that cause problems are accountability and then the internal faults the Business Owner, Executive or, Sales Manager has. It is a problem to duplicate yourself. This means you hire what you like about yourself and shy away from what you don't like. In essence, you hire the traits of what makes you feel good not what is necessary for the team. When this happens you may see things that drive you up the wall since you are familiar with them.
Most Business Owners, Executives, and Sales Managers end up thinking they know what a top salesperson is so they hire a people pleaser. When a "Nice guy" is hired that doesn't have sales skills this person will not close deals. There isn't enough edge to them, they don't know how to take rejection. This person will account for most of your complaints and problems. You will not understand since they seem so nice. People pleasers can only go so far as to close deals. Once they have reached the edge of their skills and knowledge they will lose the ability to get more deals.
If you are looking for reasons why your sales team is struggling here they are:
- Lack of leadership from the top
- Lack of accountability
- Hiring the wrong people for the wrong skills
- Not knowing what skills and talents to look for in a closer
Monday Jan 18, 2021
Monday Jan 18, 2021
Cancelations in sales are part of the game. You may have other names for when buyers back out of a deal. You could say that the buyer wants to unwind the deal or that they believe they made a bad decision.
Sometimes the loss of the deal happens because you don't understand oscillation. There are also times where you lose the deal out of lack of preparation.
Whatever the case maybe you can help keep a deal to stick by preparing in the presentation and coaching the buyer through what they will go through.
First and foremost you must be prepared for the presentation and the deal. This means you practice and roll play your work.
You let the buyer know their feelings and concerns are normal during the presentation. You deal with their back and forth decision.
When it comes to the end of the presentation you ask for the deal. Once you get the deal you take the sale away to confirm the buyer wants the decision they made.
You may be scared to think through the idea of asking to destroy the deal but you need to do it.
Once the deal has been made and the purchase is a go then you will want to also explain what happens in their mind. They like the deal and then they don't like the deal.
If the deal hasn't been closed you can help with the oscillation of the buyer. Send thank you cards to everyone even if the sale was not made. Your client or potential buyer will want to know they are appreciated.
Wednesday Jan 13, 2021
HTSS112 - Why you must own your sales presentation to close deals - Scott Sylvan Bell
Wednesday Jan 13, 2021
Wednesday Jan 13, 2021
You will see a massive difference between top closers and average salespeople. The main item to look at is the ownership of actions.
As you learn how to sell and get more deals to close there is a point to look for. This intersection is where your skills have increased and your closing rate is harder to accelerate. At this point, you do have to look at what you are doing and make a conscious decision to keep going. Most salespeople coast with their actions.
You must have personal responsibility, nobody else can do the hard work for you. You do have to put in the time, effort, energy, and risk. You have to put in the work. The best in sales are those who are willing to hone their abilities by paying for their own training, books, courses, and even practice.
You do have to decide you will be the best. This investment will not always be comfortable. The average salesperson will not invest $20 in their own education. You can't wait for others to pay. There must be a constant dedication to refining skills, trying new word tracks and asking for the deal.
The 80/20 rule applies to salespeople as it does to most places in business. You have to use role-play, dedication, and consistency.
There will be items and events you have to give up along the way. You may miss out on a few weekends of fun and events.
Instead of looking for reasons to not close deals and get the training find the exact purposes you need to close more deals.
If you want to close more deals you will need to get past looking dumb or silly. You are going to get judged for no matter what you do. The pressure you get should happen in training or with a coach or a mentor.
Pros will look for how to fix their sales, A Joe will blame their problems on the leads. The only way to own your sales process comes down to personal responsibility. Closers own the sales process they use. Average salespeople look to place the blame on anything but themselves.
Sunday Jan 10, 2021
Sunday Jan 10, 2021
If you lose a sales job or leave a sales job there will be emotions you go through.
It's not just the standard feelings you have there is also grief to deal with. When you have time, effort, energy and money involved in a project you have the formula for rejection.
When you face rejection and grief it can be a powerful interrupter in your life.
Knowing that you go through these emotions in a day or an hour can help you realize what to expect. There is a whole spectrum of emotions in the process. Think of this as a pendulum instead of just a linear straight line. Here are a few of the emotions you may face:
- Loss of hope – Distress
- Anger
- Frustration
- Loneliness
- Glee
- Happiness
- Excitement
Even if you win there is a feeling of loss, the grief of the time, energy, effort, and money involved. If you walk away on your own terms there is a feeling of loss and you do need to be prepared for it. These feelings and emotions will stick with you for a time.
You could even ask yourself:
- Did I make the right decision when it came to leaving?
- Is there anything I could have done differently?
- Was it me?
- Should I have seen the warning flags?
- Should I have left sooner?
- Will people respect me?
- Is there a shame I don't want anyone to see?
Ways to fix the emotional roller coaster you will face from grief:
Talk it out with someone you TRUST
Get a therapist or pay one
Realize there is more to your life than a sales job.