Off Again
So today I start the official Fall travel season in my sales journey. I think I am going to be going somewhere in five of the next six weeks. Currently I am sitting on a plane in Houston waiting for the next group to load so we can fly to Chicago and then Minneapolis.
So this seems to give me the perfect opportunity to work on engaging content for my blog and podcast. I just finished recording the audio version of “Secret Growth Tips,” and I’m about to launch my first official sales funnel on my growth and leadership training programs. Developing content is going to be key to making this adventure successful.
So how does a person grow when they are constantly travelling? The answer is so simple. When on the plane, always have a plan to study or read something. When in your hotel room, get ready to write and study. Treat it like you are a college student focusing on all the cool things that you want to get better at. If you are focused on physical fitness, make sure you take time to go to the gym in the hotel even if it might be small.
Also, when you look at your schedule for your travel, there is almost always downtime in between appointments. Rather than wasting that time, always have something in your bag that you can focus on to get better. It might be a presentation you are working on, or maybe a book you want to read. There is always free time where you can get things done if you make a focused effort to accomplish your goals.
Also, in “Secret Growth Tips” I talk about having a plan that covers a very specific goal and then having a statement about that plan that you read every day when you wake and then again at night before you go to sleep. This is an incredible practice that I learned from “Think & Grow Rich” by Napoleon Hill. In this book there is a great discussion about persisitence. I once went through a study group of this book where we were asked to read this chapter every day for two weeks. And, if you missed a day around day ten, you start over again. It was a great practice to really focus in on how being persistent can help with accomplishing your goals.
(Pause for time gap….had to disconnect for my last flight…on the last leg now from Chicago to Minneapolis)
The other part of growth for me is to get better at communicating and connecting with others. I have found over the years that I have a tendency to always hold back when in a larger group. I am normally fine in small groups or one on one situations, but when there is a packed room I have trouble knowing who to speak with, and once I stop to speak with someone I feel that I am constantly scanning the room, due to a fear of missing someone. In reality, that means I am missing the chance to have a really good connection with the person I am speaking with.
The key is to focus on the person in front of you. We have to remember that when trying to connect it is not about us. We have to turn the table and make the other person feel special. Listen to everything they are saying and take notes if you need to. If you can focus on them rather than yourself, it will make a huge difference on how well you connect with others.
There is a saying that the former owner of our company used to say that sort of goes with this…”Bloom Where You Are Planted.” When he was still running things people would always want to move to different areas of the company. It was sort of the grass is always greener mentality but inside the company. But, his focus was on doing the best job possible where you are, while growing and getting better. And with that, opportunities will come your way. Some people understood and had incredible careers. Others never could be satisfied and eventually would leave the company.
Another thing I am working on for the next few months, especially in meetings with clients, is my trial closes in conversation. I’ve been in sales for my entire career. In fact, I think I started my sales career around 3rd grade when I was trying to sale GRIT newspapers to our family and neighbors. I’ve been around a lot of pros who are naturally gifted at sales, but no one ever really expected me to be in sales. I was supposed to be a doctor or lawyer. But, I truly love the sales process.
Looking at what we do in sales…find a prospect, dig in to get to the decision maker, build a relationship and then create a solution that will help them in their business. That’s a fun process! And, in this you get to meet a lot of really cool people. As I am typing this I am sitting next to another rep for a building construction products company, and he is working on his presentation. I already shared part of my story with him. I’m not sure if he understood what I was telling him, but at least he has the info now. I know it can help his business. I just hope he will give it a shot.
Ah…the plane is in the final approach so I should go now. Just remember in your journey to grow — have a plan, do something every day to move toward that goal and make an effort to connect more with others. You never know when you might make the next big contact that you can help…and that can help you!
Lead Well!
Geoffrey
