Category Archives: Success
“I’m The King Of The World” or….
“It’s The End Of The World”?
This is a post that was originally written and published about this time last year. I thought this would be a good time to bring it to everyone’s attention again. Hope you like it!
With the 100th anniversary of the sinking of The Titanic this past Sunday, I thought it was time to turn some old notes in to a post!
I might be the only person in the world who has not seen the Titanic movie starring Leonardo DiCaprio and Kate Winslet. But I do know that Leo screamed, “I’m the King of the world” in a pivotal scene. That phrase inspired this post.
I had a funny thought one day and combined “I’m the king of the world” with “It’s the end of the world” as a way to remember to keep emotions in check when performing a sales role.
Keeping control of emotions has been integral to my success in recent years. I have always tried not to get too high, or too low whatever the situation has been. Of course, I still get excited when I succeed, and disappointed when I fail. But I try to “limit my rides” on the roller coaster of emotions.
I am not saying don’t get excited when great things happen, or upset when things don’t go your way. I focus on minimizing the peaks and valleys. Once I accomplished this, I did not feel as emotionally exhausted at the end of each day.
About three years in to my tenure with one organization, the bottom fell out. I had a drastic drop in sales with a key account, and the reason for the decline was out of my control. It really did feel like “it was the end of the world”. I was miserable for what felt like weeks, but realistically was only days.
I had a brief meeting with my boss during my “pity party”, and agreed that there was nothing that could be done about what had transpired. We decided to focus on growing the business through other channels. Remarkably when the dust settled by year’s end, my numbers had increased year over year! I refocused after the setback occurred, tweaked my goals and ended up having a record year for the territory.
Emotion is great, and those who know me well are aware that I have always worn my heart on my sleeve (just ask anyone who has played hockey against me). You are only as good as your next sale, so keep moving forward. A loss or setback is like a bad shot in golf, tennis, or a goalie allowing a bad goal. Forget about it and move on quickly, learn from it, and stay focused.
With respect to wins, don’t get overconfident. Things can change quickly in sales. Keep focusing on securing more wins and building on past successes. It is just important to realize that if you “ride the roller coaster of emotions” too often, you are going to get off feeling very very dizzy!
When Are You At Your Best?
Are you…
– Wondering why a presentation went so poorly?
– Bewildered by the lack of success of phone cold calls?
– Amazed that a sales call was less than well received?
– Frustrated by the difficulty catching up on paperwork at the end the week?
– Have you thought about what time of day you are typically at your best?
– Do you know when you should not be attempting high level activities?
Take some time to think about this as you plan your next week. This is often overlooked as schedules are planned.
– If you are not a morning person, is it reasonable to expect to hit a presentation out of the park at 8 am?
– If your body and mind is starting to wind down after 3 pm, is that a good time to be starting to phone cold call and expect to be energetic and engaging?
– If you tend to feel sluggish right after lunch, should you be scheduling a sales call shortly after you eat?
– If your organization skills need work, should you be putting off cleaning up all of your To Do’s until late Friday?
I can do a presentation at 8 am because I am a morning person, but I try to avoid them later in the day. Certain people are much more effective well in to the afternoon. Cold call when you are at your best for maximum results.
Lunch affects people differently, so plan your afternoon calls accordingly. I am guessing few people look forward to cleaning up their To Do’s late in the day Friday. Put systems in place to keep up during the week, so you don’t end your week on a bad note!
– When are you at your best?
– Are you working to your body and mind’s strengths?
– Is it time to make adjustments to your schedule?
A Special Guest Post – Networking Is Pointless
I am so excited to introduce one of my best friends, Roger Demas to everyone. I have the distinct pleasure of posting his first writing online. He picked my blog to post on before his even launches! His take on networking is entertaining and provides lessons that we can all learn from. Enjoy!
Networking is pointless!
…. Or is it truly the basis of almost every long lasting personal and business relationship?
I was inspired to write this by a recent online discussion. I saw a question about networking and whether it was effective. One of the first responses was a bold “all caps” –
“Networking is a waste of time.”
Ironically, this discussion was on a social networking site!
Not only do I completely disagree with the statement, but I feel that networking can and does happen all the time.
We network every day. Speaking on the phone, sending email or other electronic communication, engaging through social media and traditional face to face dialog – it is all networking.
Networking situations can have positive results, if you want them to. When I introduce myself to a new neighbor and ask what they do, I am networking. When I am riding my bike and say hello to a passerby, I am networking. When I post or share something on social media, I am networking.
It is ultimately what you do next that makes the networking worthwhile. If I introduce my neighbor to someone else that they might be able to do business with, that is effective. If I stop and engage in casual conversation with that passerby and find out more about them, that is effective. And if I take the next step to introduce myself and offer help to a fellow social networker, that is effective.
Every person that I meet and learn about can become part of my network. It really comes back to the age old theological principle of “give and you shall receive”. The more I put myself out there and the more I can provide positive sentiment to others, the more likely I am to receive positive sentiment in return. Those budding relationships become the friends, loved ones and potential business relationships or referrals that we have now and in the future.
I can say with pride that I have met and conversed with many people in different social networks that I now consider friends (even though we may have never met in person and may never do business together). I was fortunate enough that many of these people either reached out to me or responded when I reached out.
Taking that extra step to be “social” on social networks and not just “broadcasting” makes all the difference. Now I am able to connect with great people from all over the world which confirms that networking is NEVER pointless.
You can connect with Roger at:
Linkedin http://goo.gl/vsgkq
Twitter http://goo.gl/2uaSl
Google+ http://goo.gl/lBae2
Facebook http://goo.gl/4GgKM
His blog is coming soon if you want a sneak peak at: http://www.sunnycanuck.com
Why Follow Up Is A Waste Of Time!
It’s time-consuming- It can start a series of telephone tag or long email correspondence
- It may dig up potential issues that you don’t want to deal with; feels like you are becoming a complaint handling department
- Don’t want to bother people
- Don’t know the right amount of time to wait if you need an answer
- Would rather focus your efforts on getting more business if in a sales role, or fulfilling other more enjoyable business activities in general
TOUGH LOVE MOMENT – Suck it up!
Imagine if all of your competitors thought this way! You should be embracing follow-up and becoming your customer (or prospect’s) go to person!
Customers will respect you because your relationship with them is not complete after the purchase order number is given. They have put their hand up and said “treat me special“. Don’t take your current customers for granted and follow-up regularly.
- If you have quoted a prospect, be sure to follow-up. Don’t expect that they will magically call you and give their decision either way. It may only take a brief clarification to secure the business
- If you are following up to check on a previous issue, it may help prevent future issues
- If it is follow-up after a sale, it may take care of minor issues before they escalate in to bigger ones
One of my biggest pet peeves is when a project stalls with somebody in the organization, due to the fact that others have not responded to them. That is always unacceptable. If you need to follow-up frequently via email, phone, or in person, get the answers that you need to move things forward. Never use others as scape goats for things being held up by you.
Successful sales and business people do things that they do not like to do every day to continue to grow and achieve a cut above the rest.
If you are not ready to “get your hands dirty” the time to change is now. If you are already a master of the “circle of follow-up“, congratulations!
Communication Breakdown – My Stuttering Journey
I Once knew a boy…
- Who was horrified to get called on to speak out loud in grade school class
- Stood behind his mom or dad’s leg every time as a child when people tried to speak to him in public
- Answered the telephone by saying “Yeah” at home and not “Hello” when he had trouble saying the word
- Would cry himself to sleep on occasion as a child wondering why he was different and did not speak like everyone else
- Once had a teacher stop him from speaking out loud in class, came up to him, asked him to open his mouth and checked if “there was an answer” to his speech issues in there
- Would sit for what seemed like hours afraid to pick up the phone before calling a friend when he was afraid to stutter
- As a teenager, would never go through the drive-thru to order food because he was afraid to mess up his words
- As a young adult, would only order drinks at a nightclub only if he could say the word properly, even if he did not even really like the drink
- Would get lazy and only say words that he could say smoothly throughout the first 18 years of his life, and not work on the difficult words
- As a high school graduate focused on getting in to a profession where he would not have to interact with many people, and could keep to themselves
That boy was me, and growing up I felt like I was the only person in the world that was dealing with a stuttering issue. We have all dealt with stuff in our lives, and fought through adversity in our own ways. I look forward to sharing my entire speech journey at some point in the future but for today, you only need understand this.
I have not allowed these issues to take control of my life. I changed my area of study in school because I hated the courses that I was hiding behind when I felt scared to face the world. I have always been in a very relationship oriented professions, and speak in front of groups of people regularly. I have cold called face to face, in person, and been in pressure packed speaking situations more than I care to remember.
But you know what, I made it through every situation, some more easily than others. Today I am involved with Toastmasters, doing video on my blog, and am not afraid to tell my story to the world.
We are not here to judge each other on what is, or is not significant in terms of what is causing issues in our lives. But we need to be there to support each other and aid in getting past these hurdles.
I am convinced that if I did not have those speech issues growing up that I would not have become as touch a customer as I am today. Perspective is a powerful thing, and when I attended an info session recently to volunteer at a stuttering clinic, I realized that I did not have it so bad after all! It just seemed like it at the time, because all eyes were on me as I struggled day-to-day.
- What is holding you back?
- Is there something that others can help you get through to become who you really want to be professionally and/or personally?
It may seem like a big deal now, but once you conquer it you can look back and say,
“That was a turning point in my life!”
If you have a story that you would be comfortable sharing, I would love to post them on my blog in the next couple of weeks. Please send them to:
TimMushey@gmail.com
What Are You Prepared To Give Up – Right Now?
My name is Tim Mushey, and I am a “hockey-a-holic”. The labour strife in the National Hockey League ended a couple of weeks ago, and hockey is finally back!
I am super excited that the coolest game in the world is back, but I had to make a decision. I quit all of my hockey pools, cold turkey! For the first time in many years, I am not in one hockey pool, NOT ONE! To be clear, this was never about the money. It was about fun with friends, and the competitive spirit to try to out do each other.
Although I miss it a lot, it had to be done. I have gone from checking the scores around 25 times a night (not joking) to maybe twice. I don’t have to watch all the highlights before bed, just when I have time.
That extra time I have every day can now be spent working towards my goals. Perhaps it is writing my blog, connecting and following up with social media activities, or learning and planning my next steps online.
If feels good that my time is being put to better use now, and I can also focus more on my family.
- What do you have to quit “cold turkey”?
- What is going to help you move closer to achieving your goals that you have not been focusing on?
Remember, a little bit every day is still a great place to start!
I miss hockey pools, but it won’t help me retire early 🙂
My Video Sales and Golf – It’s Not All About The “Driver”
This video discusses some similarities that I see between playing golf, and the sales profession. A golf hole is not complete until the ball goes in to the hole, and a sale is not complete until the customer commits!
Take some time to think about this as you play your next round of golf, or attempt to close your next sale! Have a great day…
My Video – We All “Default” To The Couch
I have wanted to do some new videos over the past couple of months, but just have not made the time. I will finally be “taking action” over the next few weeks and develop some new ones. I can’t wait!
In the interim, I wanted to share a couple of my favourite videos today and tomorrow. I hope you enjoy them!
Couches are a comfortable place to hang out. Most of us spend too much time relaxing on them. Check out my latest video to see why less couch time leads to a more fulfilling life!
More Words of Wisdom From Rocker Jon Bon Jovi
For those of you who are paying attention to “All Things Tim Mushey”, you will know that I am a huge Bon Jovi fan – Jon Bon Jovi in particular. I have alluded to the band and other quotes of his before on this blog.
I stumbled across a new Jon Bon Jovi quote on Google+ today thanks to Paul Castain.
I am not going to lie, I was halfway through a new blog post tonight, but started connecting with people like crazy, and corresponding online. I lost track of time and rather than getting to bed early, I decided to do a little quotes post anyways. Funny how I have a bit more time on the road in a hotel room, than at home with a 6-year-old and 5 week old!
In all seriousness, thanks to Paul for coming up with this gem. Hope you like it as much as I did.
“Each one of you has something no one else has, or has ever had: your fingerprints, your brain, your heart. Be an individual. Be unique. Stand out. Make noise. Make someone notice. That’s the power of individuals.” – Jon Bon Jovi
Sell, Lead, Succeed! 