"Be Humble Enough To Model Success."

This title is a snippet pulled from the body of last weeks post 5 Uncomfortable Actions That Salespeople Need To Do Comfortably.  It just continued to resonate in my mind throughout the week. Believe me, I am with you when I say this is hard to do. The salesperson ego is fragile, ha! And this is a small shot at that ego BUT I will contend a worthwhile one.

Let's be honest. Modeling a colleague's behavior, preparation, actions whatever it is, well, it's a challenge.  However if that individual is yielding the results you want then it's probably a good idea to adopt some of that knowledge.  Heck, I don't care if you keep it to yourself or tell the world - just consider doing it.  Everybody has their own unique style, I get that.  That's what makes you, you and there in lies your difference - the key factor - to being even better.

This isn't some new and innovative idea. Companies, people, athletes have been doing this FOREVER - the examples are endless. Facebook needed mySpace, Google needed Yahoo, LinkedIn needed Monster, CareerBuilder, Hotjobs - have you ever heard of CitySearch, nope me neither, but you've probably heard of Yelp! This is known as the power of the second mover. You don't need to be the first to come up with an idea, strategy, or game plan. You need to be humble enough to model success.

DV

Is Saying NO More Important Than Saying YES? Jamie Oliver Thinks So.

According to celebrity chef Jamie Oliver saying "no" is better than saying "yes." He share's his thoughts in this short video interview. I love these little Behind the Brand videos with Bryan Elliott. This isn't the first time I've featured the series, in fact it makes a pretty regular appearance.

I think there is definitely something to be said for saying "no." Extremely focused individuals have mastered this ability - it indicates vision, self-control, and discipline. In general "yes" is typically much easier to say because people like hearing it and you know that. There is a certain defiance and friction that is associated with saying "no." Challenging both you to say it and the otherwise person. 

Something to consider, that's all. Crush Monday!

DV

...and don't forget to go download groundupSALES: It's A Mindset! It's FREE!

The Image Post

Okay so I've had this thought in my mind for a long time and I think this is one of the most powerful posts I've written to date. Why? Because PERCEPTION IS REALITY. We all know it but sometimes we neglect it. Just look at the image below. I'm not playing tricks on you, it's only clothes and no I'm not taking selfies to show off my outfits, although more power to you if that's what your into, ha. I love clothes, style, and fashion but let's get back to the point. It's meant to be a visual, an illustration of the truth. What I'm saying is that in both photo's I am the SAME person. The same mind, same experience, same knowledge, same personality, same mirror, same EVERYTHING yet I get received completely different depending on what I am actually wearing. Right or wrong, its the truth!

Let me bring this full circle. Your appearance matters! Please, please, please understand that. Don't be that naive person who says, I am who I am and appearance doesn't matter to me. Guess what? It matters to the rest of the world. That person may actually not care about their appearance but they should understand and be AWARE of the message they are sending to the world. I'm not saying be Mr. or Mrs. best dressed but what I am saying is be aware your appearance sends WAVES. You don't have to even say a word and people see, think, and feel differently about you depending on your attire. I don't care what you wear, I just encourage you to care! Be aware. Otherwise you're missing a great opportunity.

DV

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