Achieving Peak Performance by Conquering the 7 Summits of Sales

Climbing to the Top

  • What’s the best formula for setting goals?
  • How do I prepare and truly commit to achieving them?
  • What about perseverance?
  • How do I overcome resistance?

Someone wisely once told me that to achieve something great, “Find the person who has already climbed the mountain.”  In this case, I found someone who literally has climbed mountains.  Susan Ershler has successfully climbed the elite Seven Summits and is a sought-after international speaker who has served in leadership positions for Fortune 500 companies for more than twenty years.  She is also the author of  CONQUERING THE SEVEN SUMMITS OF SALES: From Everest To Every Business, Achieving Peak Performance

 

How to Set Goals

You have a new formula for setting goals.  It’s not the SMART model, it’s the CLIMB model.  Would you share that with us?

It all begins with a well-defined vision and a set of clearly defined goals. The CLIMB system we developed on our journey to becoming top performers will provide you with a structured approach to goal setting that is both disciplined and focused.

C – Concise:  Your goals must be specific, quantifiable, actionable, and support your vision.

L – Levelheaded:  Your vision and goals must be realistic and attainable based on your current skills and level of professional development.

I – Integrated:  Your goals must be related, relevant, and integrated with your vision.

M – Measurable:  You must hold yourself accountable by using objective metrics to track your progress against goals. You must “measure the mountain.”

B – Big:  Being realistic doesn’t mean thinking small. Be bold and ambitious in projecting your future. Think Big!

 

“By failing to prepare, you are preparing to fail.” -Ben Franklin

Everest Base Camp Sue

The Importance of Preparation

Let’s talk about preparation.  Obviously preparing for a climb elevates it to a life or death activity.  How have you used what you learned in climbing about preparation in other areas like sales or goals?
No BIG mountain is scaled in a single climb. No quota or BIG business objective is achieved in a single day. You must step away from the business and create a detailed roadmap that delineates every step of your journey and includes metrics to measure success along the way.

If we don’t have a plan in writing, we have a tendency to react to disruptive things, for example like constant email. We need to make sure we focus on the important activities that will lead us to success, reviewing our plan on a daily basis.

 

The Power of Commitment

Commitment.  Many talk a good game.  You may believe them, but then they quit before they even get going.  How do you help people truly commit?

Achieving peak performance, both personally and professionally, can dramatically change our lives. So once we have a vision we must commit to achieving it.  Peak performers say, “I will” not “I will try.”  For example, if you want to climb a mountain or run a marathon, sign up, pay the fee and then work backwards.  In climbing, I had to visualize myself on the summit of Everest – that was my vision in advance for years.  In business, I viewed myself as a vice president in the Fortune 500 world for years before I achieved that title.  Big visions can take years to achieve, but say, “I will do it” and never give up.

 

“Peak performers say I will, not I will try.”

Overcoming Rejection: Why No is A Good Thing

Every No is One Step Closer to a Yes

When I think of overcoming objections, I immediately think about sales professionals and sales training.  The fact is that sales training is a key skill for aspiring leaders whether you are in the sales profession or not.

After all, objections are not only an exercise in closing a sale.  Every leader experiences rejection.  If you don’t have the skills to overcome the occasional “no,” you will have difficulty leading anyone or anything.

Sales is not only closing business.  It also is about selling ideas.  In fact, in today’s social media age, it is often about selling yourself.  Personal branding and standing out from the crowd are important skills.

9780446692748Recently, I had the opportunity to interview someone who has forgotten more about overcoming objections than I will ever know.  Early in my career, I found his work to be extraordinarily helpful, and I have continued to learn from him through the years.  Tom Hopkins has shared the stage with everyone from General Norman Schwarzkopf to former President George Bush and Lady Margaret Thatcher.  His first book How to Master the Art of Selling has sold over 1.7 million copies.  His latest book, When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward, shares his insights on rejection and the sales process.

 

“I never take advice from anyone more messed up than I am.” -Tom Hopkins

 

Understanding “No”

Why Standing Out is More Important than Ever

 

Your Personal Buzz

Recently, I shared my observations about all things honey.  A honey festival demonstrated that it’s possible to differentiate almost anything—at least from my uninitiated view of the product.

 

“Why fit in when you were born to stand out?” –Dr. Seuss

 

Differentiate YOU

That amazing array of honey products got me thinking about personal brand.  We are all at a fair of sorts.  Whether the marketplace or in your social circles, there are many others competing for time, for opportunity.  How do YOU differentiate YOU?

Most of us don’t think about a conscious plan for standing out.  We have learned to blend in.  But great leaders stand out.  Work that is extraordinary captures our attention.  If you fail to stand out, you will be passed over at promotion time.  Overlooked in the marketplace.  Ignored for the most important opportunities.

 

“Great leaders stand out.” –Skip Prichard

 

Some work stands out so much that it generates that viral buzz that the media savors.  If it makes you uncomfortable just thinking about that type of attention, I have good news.  It often is tiny differences that make the big difference.  Success often happens at the margin.  If your work is only slightly better, you have an enormous advantage.  Often we look with interest at the shocking or spectacular, but settle for purchasing or consuming something closer to our version of normal.  The choice we make, however, is usually one that is just ahead of the competition.

Are you a leader?  Leaders do not blend in.  They don’t hide their unique qualities.

 

“Be the one to stand out in the crowd.” –Joel Osteen

 

Are you a blogger? More than the look and feel of your blog is the personal touch, the sharing, the authentic voice.

Do you have an upcoming speech?  Share a personal story or do something that no one else would do.

Influencing Others The Go-Giver Way

Service and Influence

 

Bob Burg is a first-class speaker, author, and friend.  His books have sold hundreds of thousands of copies:  Endless Referrals, The Go-Giver, and Adversaries into Allies: Win People Over Without Manipulation or Coercion.

Recently, I had the opportunity to hear Bob speak.  His platform skills were on full display.  I watched him mesmerize the audience with his energy and command of the stage.  He inspired everyone to make a difference with his message of service and influence.

After his terrific presentation, I had the opportunity to talk with Bob about serving others and influence.  In this video, we discuss:

  • The importance of service and giving to others
  • How to change a corporate culture
  • How to get commitment rather than compliance
  • How to reset a frame
  • Why his books resonate with so many

If you are looking for an inspirational gift that you will want to pass on to others, I highly recommend The Go-Giver.  His latest book, Adversaries into Allies: Win People Over Without Manipulation or Coercion, may be his most important work as it compiles success principles and a lifetime of learning.

Some of my favorite Bob Burg quotes:

 

“Money is an echo of value.” –Bob Burg

 

“Giving is not a strategy. It’s a way of life.” –Bob Burg

 

“A frame is the foundation from which everything evolves.” –Bob Burg

 

“Influence is the ability to move a person to a desired action.” –Bob Burg

 

“Great influencers attract others.” –Bob Burg

Creating A Buzz: 7 Ways to Stand Out

It’s a honey festival.  What would you expect?  Honey!  And honey is a commodity, right?  It’s all the same.  If you want honey for a recipe, or to add to some hot tea, you pick up some honey at the store.

My view of honey completely changed when I attended the Lithopolis Honey Festival last year. I left not only with new information about honey, but also with observations on how to make nearly any business stand out.

Arriving at the festival, I see the streets have been closed to allow for tents to fill the streets.  People are everywhere, crowding the vendors.  With so many people milling about, how do the honey manufacturers attract customers?

As my family walks down the street, we stop to visit each table.  I begin to notice how wrong I am about honey.  There are innumerable ways that each company is different.

STAND OUT

Here are a few ways that I began to see the differentiation:

Don’t sell a product.  Entertain the audience.  Crowds gather around to see “Bee Beard.”  That’s where a man of perhaps questionable sanity has somehow managed to create a beard made of hundreds of bees, extending down his body and circling his head.  From the number of people crowding around, it’s clear that this team is successful.  It’s hard not to stop and take a look.

Use personality to develop loyalty.  Some honey producers were present in the aisles with a friendly smile. They were not accosting or overly aggressive.  These savvy customer service honey sellers met us in an engaging way, answering questions.  Somehow in the first minute, we know the history of the business and the family.  You don’t need an academic study to know that you are more likely to buy from someone you know.

Create unexpected flavor.  Did you know that honey could come in cinnamon or raspberry?  Resisting the chance to try various flavors is futile, so we stop and taste a few.  Now we are comparing notes, sharing tastes.  Engaging with a product in this way increases the sale opportunity.