groundupSALES: It's A Mindset - Now Available for Download!

No more waiting! groundupSALES: It's A Mindset is available for download! You can download my flagship audio for FREE! 

Please I encourage you to share with family, friends, colleagues, strangers - anyone, everyone! After all aren't we all in sales - doctors sell patients on a remedy, parents sell their kids on vegetables, spouses sell each other sh*t all the time, you sell your boss on why you deserve the promotion - the scenario's are literally endless. You wake up everyday trying to sell somebody something making groundupSALES: It's A Mindset applicable for anybody! Of course if you're actually in a sales career or own a business then you depend on selling to survive. It is the definitive resource for early stage entrepreneurs, young professionals, and college students. This is YOUR foundation.

Enjoy, share, and thank you! 

DV

TRACK LISTING

1.  Introduction (5:12)

2. Honesty (4:45)               

3. Passion (3:26)

4. Preparation (6:11)

5. Vulnerabilty (4:00)

6. Build Trust (4:44)

7.  Positivity (5:49)

8. The Poison Pill (3:57)

9. The 80/20 Principle (5:06)    

10. You Win, I Win Solutions (7:21)

11.  Think Long Term (5:30)

12.  Timing is Everything (6:02)

13.  Be Resourceful (4:05)

14.  Confidence (6:16)

15.  Conclusion (4:56)

The DV Weekend Pickup #10

Confessions of a Public Speaker by Scott Berkun

What I like best: This book is for ANYBODY who has to speak in front of people - teachers, managers, coaches, or actual public speakers - doesn't matter.  Like Berkun says, "as superficial as public speaking can seem, history bears out that people with clear ideas and strong points are the ones we remember."  He makes you realize even the most experienced get nervous and if they are not they're probably lying.  He delights with humor and humility as he tells his most embarrassing speaking moments - quite a few actually, ha.  He teaches valuable lessons like how to work a tough room, what to do when things go BAD, the power of silence, and how to cure a case of the butterflies - the worst!  Tony Hsieh, CEO Zappos, said "Scott Berkun tells it like it is. Whether you're speaking to 10 people or 1000, you will gain insights to take your presentation skills to the next level. It's a rare book that will make you think AND laugh."  I thought he was spot on. As a bonus it's right in my wheelhouse at 240 pages - love that length - just enough.  Always leave them wanting more, right?

Best Quote: "We are always performing. Anytime you open your mouth and expect someone to listen, you are behaving differently than you would if you were alone. Admitting this doesn't make you a phony - it makes you honest. We are social creatures who behave differently to fit into different social situations."

DV

groundupSALES Quote #9

I realize when you use the word "period" it has a very definitive connotation. Quite honestly if you're trying to maximize your growth and productivity on a daily basis then the groundupSALES quote below is THAT definitive. Uncontrollable's are inevitable variations that we need to consider as we make decisions but that's where it should end. Worrying saps energy, focus, and time and we need as much energy, focus, and time to use on what we can control. I view this as one of the human minds biggest stumbling blocks.

Stop worrying. Start doing.

DV

5 Uncomfortable Actions That Salespeople Need To Do Comfortably

Anybody who knows me well has often heard me utter the phrase "do one uncomfortable thing every day." It is paramount to having a groundupSALES mindset. Our success, achievement, and growth all stem from uncomfortable actions. I've comprised a short list below of common uncomfortable actions that sales people and entrepreneurs NEED to do comfortably.

  1. Cold calling - the godfather action of sales - get to use to NO!
  2. Asking the tough questions. The ones you know you have to ask but are side stepping around - be confident and direct - don't let them linger, it only gets harder.
  3. Learn from top performers in your industry if it works for them its not guaranteed to work for you BUT it's working for them for a reason. Be humble enough to model success.
  4. Lose like a winner - smile in the face of defeat because everyone loves a winner. Perception is reality therefore it's important to project a "winning all the time" mindset.
  5. Ask for help when you need it. You're not in it alone as much as you feel like you are at times.

If you can't do these five uncomfortable actions with honesty, passion, and conviction then your playing the sales game at a severe disadvantage. The cold hard truth is tough to hear at times but you NEED to get comfortable with these actions. 

DV

Cold calling legend, Donnie Azoff

Cold calling legend, Donnie Azoff

The GREATEST T-Shirt Ever

Who has heard of fashion brand American Giant? Okay, well if you haven't this will be quite the way to introduce them as a company. Bayard Winthrop, CEO, launched the brand in 2012 on one concept, creating the best hoodie in the world. Fast forward 4 years later and his director of design and merchandising Michelle Allen took an entire year to sample fabrics, study design prototypes, materials, and sewing techniques in order to create the greatest t-shirt ever made. "She told me she was willing to stake her entire career on this T-shirt," says Winthrop. Wow, quite the statement, talk about putting yourself out there. 

Is Michelle nuts for trying to tackle such a subjective item? Probably. Ambitious? For sure. She has done a few things I think we can ALL learn from. She took a hyper focus approach allowing her preparations and efforts to be singular. By doing this she has undoubtedly given herself the best chance to succeed. Even with a basic item like a T-shirt there is so much to consider when trying to be the GREATEST EVER. Most importantly she has created her own pressure to deliver - publicly and privately. Verbal proclamations come with expectations but will also yield tremendous accolades (if delivered on.) 

Shoot for the moon and if you miss you land among the stars, right? Maybe it's the best ever, maybe it isn't. The approach guarantees quality regardless. I applaud her. She has taken initiative and accountability for her work. Her confidence and commitment to vulnerability are admirable. 

I bought 3 t-shirts. Time to deliver, ha!

DV

Youth's Mouse Trap: The Power of Role Models

Recently I have been considering rejoining Facebook so I had to recover my old account. I haven't been on the social media platform for almost 7 years. Yes, exactly, it was freaking scary! You go look at conversations, photos, and posts you made 7+ years ago, not exactly flattering, ha! Anyway I got over it pretty quickly. I mean without my experiences in those years I would most likely never be the person I am today. It did get me thinking though if there was one thing holding me back then from growing into this person sooner, what was it?

I truly believe it was the lack of and willingness to follow the right role models. When I was younger my aspirations didn't necessarily align with the true representation of my being. The things that appealed to me then seem almost meaningless now. My role models weren't role models they were friends stuck in the same rat race. I was too focused on immediate gratification with a high level of neglect for my future. Although at the time it didn't feel that way, looking back now, it was indeed the case. I was playing with youth's mouse trap. I got lucky though, see when you chase the cheese and your tail gets caught it prevents you from going anywhere or growing! I get it though it's the natural maturation process but only for those who luckily navigate the trap. What about the people who got caught in that trap? Sadly they are still stuck.

This is precisely why I believe in the power of role models. Role models are people who are doing and have done what you desire to achieve. Role models come in ALL forms - colleagues, coworkers, family members, authors, super achievers, entrepreneurs - anybody who has had or is having the success in their life you desire. It is not weak, shameful, or "not cool" to follow, lead, and model your life after somebody else's. In fact it is the complete opposite. It is courageous.

Find the people who exemplify the life you want and the success level you desire. Engage with them, learn from them, and use their wisdom and experience to compliment your own.

Please don't be afraid to engage with me, leave comments, give feedback - good dialogue is my oxygen!

DV

The DV Weekend Pickup #9

Let the love affair continue...

What To Do When It's Your Turn (And It's Always Your Turn) by Seth Godin

What I like best: As most of you know I think very highly of the author, Seth Godin, 21st century's brightest marketing mind. Check out this quick video to hear Seth explain the book's concept. By design - literally - the book is approachable for EVERYBODY. He uses bright colors, graphics, and short segments to make the book very easy to read. Although he does challenge your mind by delving into ideas like the problem with freedom as he states, "freedom is our problem and freedom is our opportunity."  If you don't enjoy deep thinking at times this book might be a struggle but I would still encourage you to give it a shot. The overall message is that important. Like Seth says, "the cost of being wrong is less than the cost of doing nothing." I was so fond of this book that last year I bought a copy for each one of my immediate family members for Christmas. In my mind it was the greatest gift I could ever give someone. A book that depicts in life nobody is going to be there to reassure you, that opportunity is everywhere, and you've been given a turn. So if you accept it and if you're thirsty enough the world is ready for you, more than ever before! 

Best Quote: "Things get much better when we internalize 2 truths - 1.) Nobody owes you anything (no, not even a thank you.) 2.) It is actually you who owes the world and denies it. You take up space (physical and emotional) so you better have something good to show for it."

DV

 

 

Workout of a Sales Consultant

I've gotten so much positive feedback from last week's Diet Of A Sales Consultant post I figured ah, why not, let's share the workout regimen as well. Again let me provide a disclaimer that I am no fitness expert. I've simply used the trial and error (and minor injuries, ha) method throughout the years to land on the regimen below. Just like the diet I feel it is a HUGE contributing factor that keeps me performing at my best day in, day out. If you've been a reader since the beginning you got a glimpse at the benefits with 30 Minute's A Day? That's all? YUP! Time is of the essence so the shorter length workouts are ideal for a busy schedule. The key is in the consistency to make up for brevity - it's all you need!

My workout specifics:

  1. 30-45 minute workout time.

  2. Same schedule, on repeat (for now.)

  3. Low weight, low rest time (60 sec in between sets) and 3-4sets/10-15reps.

  4. No cardio necessary.

  5. Early AM start time - often as possible.

  6. Workout on near empty stomach - minimal food usually.

  7. Super set multiple exercises (I.e. lat pull downs super set w/ oblique crunches.)

  8. Same body part focus every other day - I am the only person I know that does this but it's a real maximizer for me - I love it.

  9. Do push-ups or pull-ups during any spare time at the gym (I.e. waiting for machine, etc.)

  10. Good music is an absolute must!

My workout schedule:

Day 1 - Abs, Chest, Tri's

Day 2 - Obliques (Abs), Back, Bi's

Day 3 - Chest, Tri's

Day 4 - Obliques (Abs), Back, Bi's

Day 5 - Off

Day 6 - Abs,  Shoulders, Bi's

Day 7 - Obliques (Abs), Legs 

Day 8 - Shoulders, Bi's

Day 9 - Obliques (Abs), Legs

Day 10 - Off

Use at your own risk! Feel free to reach out to me with questions or suggestions. Although I will warn you I can be quite stubborn, ha!

DV

The ONE Thing All Super Achievers Have In Common

Over the past year I kept asking myself the same question over an over. What is it exactly that set's super achievers apart from everybody else? We all have the same 24, 7, 365 - nobody gets more time. There has to be something. What is it? What makes them so great? After tons of reading, listening, and watching these super achievers over the past year I think I've finally found the answer!

Interestingly and simply it always boils down to ONE thing. Ask yourself this question - how big is the problem I am trying to solve? You see what most super achievers realize and what we should all realize is that doing small tasks require the same amount of brain power, energy, and focus as larger tasks. Spending time doing anything is the same amount of time no matter what you're doing. An hour is an hour. The only difference is what we choose to focus on during that hour. Solving small problems will yield small results. Super achievers are focused on solving the biggest problems which in return yield the biggest results!

You can be a super achiever in ANY line of work - employee or entrepreneur - doesn't matter. Spend your time focused on the BIG problems. Often times its the only difference. 

DV