Play a Bigger Game, Change the Playing Field

I had a friend who was very successful entrepreneur, who became a millionaire by the age of 30. He told me once that he doesn't work any harder or have more hours in the day than most people. It's just that he attacks bigger problems and has the courage to call the president of a billion dollar company to get a meeting to discuss a big idea he has to make them money.

He's talking to people that can make big decisions and take significant risks. This entrepreneur is working on $100 million problems and opportunities. Doing this takes more vision and courage. It does not take more time.

In closing, try playing in a bigger game with future clients. Exude more courage and think big since none of these tasks take more time. If not, your desire for "safety," while reasonable and understandable, holds you back.

(Excerpts taken from Barking Up a Dead Horse by Tom Batchelder). If you haven't read this book, pick up a copy. You'll avoid wasting time and effort in the Business-to-Business sales process.

How Starbucks Saved My Life

I recently stumbled upon a New York Times bestselling book entitled, "How Starbucks Changed My Life". The actor Tom Hanks has plans to produce and star in the film version. I've always believed that Hanks has a keen sense for choosing successful films, so when I heard about his interest in this book, it caused me to research a little more in depth for two reasons.

First, Starbucks has a strong sentimental spot in my heart. Why? Because on a cold December morning back in 2007, I set up a coffee meeting (to build relationships one at a time) with an acquaintance who works at Northwestern Mutual. Jason Plunkett had been courting me to become a client for the past few years and I wasn't ready to sign on the dotted line. Fortunately Jason's persistence to maintain a relationship dramatically impacted my life.

After finishing up the normal small chat, I mentioned to Jason that our company was looking for a strong sales rep to come aboard. With no hesitation, he passed on his card with a contact name written on the back. Jason reffered a client of his who was looking to make a career change. I gave the card to our sales manager and a few months later the contact was hired. As a side note, I had no part in the hiring of this rep and knew nothing more than Jason making a personal recommendation.

Much to my surprise, the contact (Jackie) became my wife a few years later! So it's true, Starbucks changed my life forever. Ultimately I knew God has HIS hand in this particular event but I am truly thankful it played out this way.

The second reason falls in line with building a network and how commonly Starbucks is used to connect. I typically arrange 3-4 coffee meetings per week to help establish a network. A majority of my book of business at Morales Group has come about from "planting seeds" every morning with a potential business contact. You've got to create a community of colleagues and friends before you need it. Whether professionally or in my case personally.

So the next time you have a chance to meet up for coffee at Starbucks, don't hesistate to put it down on the calendar. Start gardening now. You won't believe the treasures to be found within your own backyard when you hang out at Starbucks.

Turn Back the Clock via 1974

Today my sales team attended a seminar by one of the more notable sales trainers in the country over the past 30 years. Halfway through the seminar I came to realize how great our two styles of selling contrasted. The material seemed dated with the traditional 1970's closing techniques. For half the afternoon, the speaker focused on how to close business. That's when I knew this wasn't for me, I couldn't bare listening to the (9) different closes. And what's even worse, several people were buying the speakers books and cds. I guess I feel fortunate enough to know that my competition hasn't figured it out yet.

Also one of the more noteable differences had to do with "control" of the sales process. This out dated approach to sales, reinforced by dozens of carefully honed techniques, aims to control the prospect. In my opinion, it's not much fun to have someone try to control you. IN FACT its' a turn off.

When you spend time with a genuinely successful salesperson, pay close attention and you'll see that none of the hundreds of standard sales techniques are what makes them excel at what they do. They may utilize some of these when necessary but what makes them great is that he or she is wholeheartly interested in the other person.

The truth about selling is that isn't not about your product, not about the close, and it's not about you - - it's about the other person. Genuinely great salespeople are not great because they have mastered "the close", or because they can spin any type of customer objection. They're great because they focus on providing value to the other person, regardless of "making the sale".

P.S. I wish my team could have listened to Jeffrey Gitomer today, his content is current, and practical. Not forced.

To whom much is given...much will be required

I've been reading Coming Back Stronger, by Drew Brees, which has been a memorable read. One of those memories that sticks out in my mind was Drew's ability to lead by example. During a week of prepartion before a Big Ten game, Drew always was the first to the practice field and the last to leave after films.

Several times I'd find him leaving late at night with game film in hand to watch at home. Even during wind sprints he wouldn't let others out hustle him, which inspired the entire group to push even harder.

And during Rose Bowl practice, Drew got tangled up with our starting defensive tackle, Matt Mittrione, who now holds the title as a world class ultimate fighter who beat Kimbo Slice. The coaches broke up the dispute but Drew didn't back down, and Matt certainly had the size advantage at six foot three inches and two hundred and eighty five pounds.


I mention these examples because we all experience several different styles of leadership. Some we want to emulate and others we'd like to avoid. At work, are you the first to arrive like Brees or the last to close up the office? What kind of example are you setting with your colleagues?

Lee White's Playbook

Early on in my sales career I came across a quote by Jeffrey Gitomer that states, "If you make a sale, you can earn a commission. If you make a friend, you can earn a fortune." Its too bad this philosophy is rarely used in sales. Those who employ it, like my friend Lee White who works at Mainscape (commerical landscaping/snow removal), are the top performers and the top paid salespeople.

Lee builds genuine relationships. He doesn't worry about his quota. Lee concentrates on the value he provides to his customers and the potential orders that follow these connections. He doesn't win on price, Lee wins sales on friendship. I'm glad I've had the chance to shadow and watch people like Lee build wealth the right way. And oh by the way did I mention that Lee White doesn't cold call. How many life long friends have you made cold calling?

I believe his mantra goes like this, "make friends before you start, or don't start at all. Fortunately Lee has built an army of personal ambassadors who have a vested interest in seeing him succeed no matter what. How did he do this? I'll tell you, by "giving" first and then building genuine relationships. I'm sure there's a Lee White out there in your network who might be willing to share a few trade secrets, why not take the time and reach out.

Four Things Employees Need From Leaders

My wife has an uncanny ability to discover worthwhile content via Twitter. Her "re-tweet" included a link by Dr. Cleve Stevens about transformational leadership and its importance. Check out the four things employees need from leaders.

1. The need to love and be loved - We usually think of love as beyond the pale in the work-a-day world, but the transformational leader vividly understands that tough-minded caring is essential to leading and developing a powerful, full expressed workforce.

2. The need to grow - The only alternative to growth is death and decay. By creating a culture that allows our people (and ourselves) to grow, we are expanding our capacities as leaders, as employees, and as human beings.

3. The need to contribute - When we are contributing in a significant way we have a preace of mind. We know we belong. The simple pricincple at work here goes something like this: life works when we forget about ourselves and contribute to others. to feel fulfilled and empowered, employees must know they are contributing to the whole.

4. The need for meaning - We are meaning-seeking creatures. If our lives lack a clear sense of meaning, if we are not engaged in some larger purpose, we will not be fully satisfied, regardless of whatever else we may have.

Hire an Athlete for Your Next Opening

John Wooden once quoted that "Sports do not build character. They reveal it."

Here's a concept: Hire an athlete. It may help you as an employer to make the right choice, or at least a better choice. As a former athlete entrenched in the staffing world, I've seen this concept used often to help several organizations in their hiring practices. If you're an employer, you may want to look past job experience, and read deeper into athletic experience. It will give you greater insight as to the life skills of a person, not just their job skills.

Since employers are always looking for "experience" when they hire, why not look for smart, self-starting, positive people who know how to win. Wouldn't you rather have an eager athlete you can train, than a know-it-all with ten years of experience who knows everything before they walk in the door. (Excerpts taken from Jeffrey Gitomer)