A few years ago, Chris Brogan decided to pick three words to shape his year. He says that the three words “sum up what you want to work actionably on changing/improving in the coming year.” In 2006, his words were “Ask. Do. Share.” This year, he chose “Walt. Ender. Monchu.” I know, not exactly intuitive, but the point is that you select what makes sense to you.
Many others jumped on board and picked three words. Recently, I was reading Mitch Joel’sSix Pixels of Separation and noticed he picked three words (starvation, beyond, student).
MY THREE WORDS
This year, mine are health, love and listen.
True health is not only physical. Health is something that encompasses the full you: physical, spiritual, social, mental, and emotional. It is something you pursue, a state where you keep negative forces at bay. It’s more than the absence of sickness. It’s also the presence of well-being.
David and Marhnelle Hibbard have just released Soar Selling, a new book designed for anyone in sales. And, in my opinion, all of us are in sales and can benefit from learning the techniques in books like this one. The subtitle is, “How to Get Through to Almost Anyone-the Proven Method for Reaching Decision Makers,” but it’s more comprehensive than that subtitle suggests. It’s a must read for anyone in the world of selling.
I recently had the opportunity to ask David and Marhnelle about SOAR and their observations of the world of selling.
First, what does the SOAR acronym stand for?
It stands for “Surge of Accelerating Revenue” because when organizations install SOAR… revenue ‘surges!’ – It’s about driving net new business. Through years of training sales, we have seen client attrition in organizations, mergers, economic shifts, loss of major accounts, etc….as a result, it is critical to consistently drive new business to protect base revenue! So SOAR is about driving strategic call activity to potential new clients.
As your subtitle suggests, you have methods for getting to decision makers in this book. It’s impossible in a quick interview to delve into all of the tactics and methods for doing that, so we will briefly touch on that and then hit other areas. What have you observed is the biggest problem for sales people reaching decision makers?
Multiple, but one of the primary is their “mindset.” Salespeople often approach making the call with an attitude of “TRY” or even worse…“I don’t think I’ll get through – I’ll probably get blocked or the receptionist is out to get me.”
Mindset and attitude figure prominently in your teaching. Tell us more about mindset.
“If you think you can or your think you can’t …either way you are right.” We teach the techniques of getting through and there is a specific formula SOAR reveals; however, the power of mindset and strategic SOAR mechanics ends up defining results!
Did you ever think that a book cover could teach powerful life lessons? What’s the leadership lesson from a book cover? Last year, I shared how they can help with goal setting. This year, let’s consider what the great book covers teach us.
A great book cover teaches us to:
Be expressive. The best covers communicate. They may be bursting with color. They convey ideas but also evoke emotion. Winners are people who express who they are without reservation.
Be original. There are many book covers that look the same. Winners stand out. Name five people who you would define as winners and leaders. My guess is that you also describe them as independent and unique.
Do you ever buy a book because you are attracted to its cover?
Admit it. You’re walking past a row of books when something catches your attention. You pause for a second, linger just a moment and, before you know it, you’re flipping through it and standing in line at a register.
Book covers can do that. A well-designed book jacket invites you in.
Readers of this blog know that I love books and am surrounded by them. Last year, my wife even surprised me with bookshelves in the last remaining room without them: our furnace room! Yes, devices are terrific and mine get used plenty. But, I love the feel of a real book and I enjoy the artistry of a good cover.
So, here is my list of best book covers for 2012. (And, if you missed, here are the best book covers of 2011.) Let me know your favorite. And, if you see a great one in 2013, leave a comment here so we can consider it for next year’s list.
Mastering Your Life Right Now (and a book giveaway)
For over thirty years (10,950 days), Robert D Smith has worked behind the scenes as Andy Andrews’ manager and as a consultant to numerous best-selling authors and speakers. Most know him as THE Robert D, and his infectious energy and enthusiasm for life radiates into a room even before he steps into it.
SIGNED BOOK GIVEAWAY
We gave away some free AUTOGRAPHED copies of 20,000 Days and Counting.
Winners have been selected and notified.
To qualify for the random drawing:
Leave a comment below. Why would this book be helpful to you?
Send out this post. You can use Twitter, Facebook or Google+. You could also use a pigeon, but you’d likely miss the contest end date.
When I read THE Robert D’s book, I realized it was the perfect way to start a new year. It’s packed with practical steps to make the most of your days. It’s a fast read, but one that will linger with you as you contemplate your life.
Let’s start with the title. 20,000 Days and Counting. That grabbed my attention as I wondered about the significance of 20,000 days. Turns out that you realized in 2009 that you had been alive for almost 20,000 days. That realization had a big impact on you, didn’t it?
I would say the impact was huge. When you see your number, it really gives you a sense of urgency and intensity.
2. I love to invent reasons to celebrate. My wife and I celebrate more dates than anyone, and I even invent anniversaries and holidays just so we can celebrate something. So, I was thrilled to see you talking about celebrating in this book. Why is celebrating so important? How do you make it a part of your daily life?
Celebrating is critical because it’s the only way to withstand living a life of intensity and purpose. If you’re living each and every day with meaning and intentional action to fulfill your purpose, you’re going to be drained from time to time. Allowing yourself time to celebrate the little accomplishments along the way will keep you focused and help you avoid burnout.
3. From what I read, you seem to love the word “no.” Why is “no” such a power word?