Are you happy and content with the sales job you have right now?

Or, do you feel uneasy and restless? Does something not feel right? Have you lost your passion for what you are selling?

Sometimes in sales, there are a set of circumstances that can change, making you consider finding another sales job.

This is okay. It’s definitely not the end of the world. If you have built a stellar reputation, finding another company to work for, should not be hard. Sales jobs will always be plentiful. Especially if you’re a proven winner and top producer in your industry.

Have thoughts popped into your head about your happiness at work? Are you starting to find yourself on the internet looking at other companies’ websites for job openings?

Are you just not sure if you want to make a change? Change is hard for everyone. Especially when it comes to your career…

Sometimes you are left with no choice BUT to make a change. Sometimes the choice is made for you. But first, you have to consider some or all of the 7 signs that it’s time for you to find a new sales job.

  • You’ve lost the passion for the product or service that you are selling.
  • You do not BELIEVE in the company you represent.
  • You don’t respect your sales manager/management.
  • You don’t respect your co-workers.
  • You don’t want to go to work on Monday.
  • You are experiencing verbal abuse, sexual harassment, or are aware of any type of other illegal behavior.
  • Your work-related stress is affecting your physical health and home life.

So, you’ve determined it’s time to consider a job change. Now what? Well, I wouldn’t make a rash decision and just up and quit today!

You need to think things through. Sleep on it tonight and revisit the list of the 7 Signs tomorrow. If you still find yourself pondering wanting to make a change, then it’s time make a game plan and exit strategy.

Put pen to paper and start making a pros and cons list of the job change. If the pros outweigh the cons, THEN it’s time to take the next step.

Start letting your mentors and close friends know that you may be in the market to make a job change. Your inner circle may know of a job opening and refer you to someone who can make a hiring decision.

Once the word gets out, IF you have built a good reputation, you may get people from the competition that want to make contact with you. Be ready.

Consider all of your options carefully and do your research. Make sure that you consider all the things you were unhappy about in your last job. Make sure the new company you will work for, meets or exceeds your standards.

Take things slowly and consult with your trusted advisors. You don’t need to make a quick decision. If and when you switch jobs, keep an open mind about the outcome. Stay positive and do your best. Good luck!

Bob Theriot is the author of the book ‘Pounding The Pavement’ – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey Gitomer. To hire Bob to conduct a workshop or training session for you or your staff or for more information, tips and advice from Bob email: Bob@BobTheriot.com. You can also visit his website at http://www.BobTheriot.com

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Do you remember what you wanted to be when you grew up? A police officer, fireman, or maybe even a doctor. These were the choices most of my friends came up with, when asked by an adult.

I always thought I was going to be a cop. My Dad was a police officer and I grew around the profession. Naturally, most of my Dad’s friends were police officers as well.  I admired and respected them.

Fast forward 30 plus years and I never imagined as a small child, growing up I’d be in the sales profession. What a vast difference from what I thought I was going to do with my life. Don’t get me wrong. I have no regrets about my now, chosen career. In fact, just the opposite. I’m so happy I fell into sales.

If you’re are contemplating getting into sales, I highly recommend it. For me, it has been an exciting and rewarding experiencing. I cannot promise you that you’ll love it like I have, but if you truly want to take control of your career, then sales may be the right choice for you.

A highly respected and friendly sales professional can make a lot of money in sales. Like any other endeavor you take on in life, you have to be willing to put in the work and dedicate yourself to continued personal development. You have to want ‘it’ more than the next guy.

I’ve compiled a list of the Top 5 reason to make ‘Sales’ a Career.

1. YOU can make a lot of money at sales! You just have to be willing to dedicate yourself to learning the skills needed to succeed and commit to becoming a lifelong learner of the profession. You set your own goals and determine how much money you want to make.

2. YOU can help people get what they want. There is a quote from Zig Ziglar that says, “You can have everything you want in life if you just help enough other people get what they want.” And to me there is nothing more satisfying then helping people get want they want, desire and need.

3. YOU can dictate your time and keep flexible hours. Once you get your sales career off of the ground, you will start to have the ability to set your own hours that work best for you. This is especially true if you’re in outside sales and have the ability to be mobile.

4. YOU can sell a variety of different services and products. You won’t get bored. And if you do, you can start selling something that you’re passionate about. Good selling skills will always be transferable to most industries.

5. It’s a Stable Career. There will always be a need for sales professionals. In fact, when revenues slow down for most companies, they often increase their sales departments. You’ll always be able to find a sales job.

Bob Theriot is the author of the book ‘Pounding The Pavement’ – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey Gitomer. To hire Bob to conduct a workshop or training session for you or your staff or for more information, tips and advice from Bob email: Bob@BobTheriot.com. You can also visit his website at http://www.BobTheriot.com  

If you had the ability to have a conversation with your 20 year old self today, what would you say? What advice would you give him?

I’m sure it’s a little different for everyone. I’m not even sure if my 20 year old self would have listened to me anyway…

But here’s a little of what I would tell him:

  • Don’t sweat the small stuff: This statement speaks for itself. Sometimes you can get caught up and worry about the things that really don’t matter. When we are younger, we tend to put too much emphasis on things that won’t matter in 10 years.
  • Don’t worry about what people think about ‘you’. It’s none of your business. Here is another mistake many people make at a younger age. Everyone wants to fit in and we tend to say and do things that don’t reveal are true selves. It’s not who you really are in the inside. Be yourself!
  • Get as much education, early on, as you can: Even if it’s self-education: Never stop learning. Education will open up doors for you that would stay closed otherwise. Like my Dad told me when I was a kid, “An education is something someone can’t take away from you.” Knowledge is king.
  • Save money. I know it’s hard to save when you’re just getting started but it’s something you just have to do. Even a small amount will add up later. You’ve heard the expression, “Save for a rainy day.Well I’m here to tell you, it’s going to rain!! 
  • Take care of your body: The way you take care of your body today will show itself later on down the road. Smoking and drinking too much now, can lead you to health complications later in life. In fact, don’t smoke at all.
  • Do everything in moderation. This goes for working, partying, and everything in between. It’s just a good habit to get into. It makes for a better and balanced life. YOU can do too much of anything.
  • Keep your options open: Keep an open mind. Opportunities show themselves in many different ways. You have to expose yourself to others and their way of thinking. You don’t have to agree with it, you just have to listen. You may be surprised of what opportunities arise from this strategy.   
  • Move to a big city for a little while: Especially if you come from a small town. I’m not saying that one is better than the other, but living in a different environment will definitely open your eyes up to new opportunities and how much bigger your life can be.
  • Show gratitude in everything you do: Gratitude is something that comes from the heart. It makes you feel better and an easy way to do it is, by giving back to the community you live in. Give or volunteer at a church, a soup kitchen, or boys club. It doesn’t have to be grandiose, you just have to do something. Your reward will come in the way you feel.
  • Keep God in your life: This can be a touchy subject for many but for me, it has what sustained me my entire life. You may find yourself alone one day. It may only be temporary, but the day will come that you will need something to lean on. God has been my pillar.

I would also tell my 20 year old self to try to live life to the fullest. A little cliché I know, but it’s so true. Focus on today and make the most of your talents. Everyone has something unique about them to offer the world, you just have to be willing to find out what that talent is and put it to work.

Bob Theriot is the author of the book ‘Pounding The Pavement’ – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey Gitomer. To hire Bob to conduct a workshop or training session for you or your staff or for more information, tips and advice from Bob email: Bob@BobTheriot.com. You can also visit his website at http://www.BobTheriot.com

Seize the day. There is no better time than right now. If you have a strong belief system in yourself, you can accomplish almost anything.

YOU just have to believe. I’ve learned that a strong belief system in yourself will help determine how successful you will be. It’s rare to find someone who lacks confidence to be very successful at anything. As in anything, there are a few exceptions to this rule.

The key is to not let the small things that go wrong in life prevent you from doing the BEST things in life. It’s different for everyone.

What might prevent you from seizing the day may be different for someone else. We all have certain fears that prevent us from reaching our goals or accomplishing a task.

This is normal. There is are things you can do to help you break through to success…

YOU just have to take action.

But wait. That’s the problem. You’re not taking action often enough. Imagine the possibilities if you did….

What a wonderful thought.

Think of all the things you want to accomplish in life. Think of all the good things you could do for your friends and family, if you made more money. Just stop and think for a moment how you would feel if you got into shape or started eating better. Stop and think for one brief moment, then decide. Decide that YOU will seize the day!

The following are the 4 simple steps to take to help you Seize the Day!

4 Simple Steps to Seize the Day

Step 1– Decide that YOU will seize the day!

Step 2 – Don’t hesitate.

Step 3 – Don’t ask permission from anyone.

Step 4 – Take Action.

Let me know what you do daily to take advantage of every moment in your life!

Bob Theriot is the author of the book ‘Pounding The Pavement’ – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey Gitomer. To hire Bob to conduct a workshop or training session for you or your staff or for more information, tips and advice from Bob email: Bob@BobTheriot.com. You can also visit his website at http://www.BobTheriot.com

Do remember when everyone carried with them a little black book filled with important phone numbers and contact information?

Then, everyone started carrying around day-planners. Remember those big thick binders? It even had a small ruler inside. What were you supposed to measure? Makes me laugh just thinking about it.

I had at least three or four those day-planners. I bought a new one every year.

Thank God for technology. All of your important phone numbers are now on your smartphone. I bet you don’t know many of those important phone numbers by heart?

Most people don’t!

So let’s say you lose or break your phone…

Now what are you going to do? Chilling thought, isn’t it. Hopefully you have backed up all of data on to the cloud or hard drive.

Or better yet, you actually have a hardcopy of your contacts on a document laying around.

Every once in a while I’ll get a message on Facebook from one of my friends asking me to text or email him all of my contact information because he lost his phone.

What a pain!

We all know the importance of our business contacts and their information like email addresses, phone numbers, etc.

A key to business success is to keep adding new people to your network consistently. Most business people I know, don’t network very much, if at all.

It’s not a priority to most. It has become the forgotten strategy for success!

This boggles my mind. Why wouldn’t you want to grow your sphere of influence to a point where you can receive a consistent pipeline of leads and referrals?

Jeffrey Gitomer said it best: “Everyone wants to be rich. Although most people think being rich is about having money, rich is a description for everything but money. Rich relationships lead to much more than money. They lead to success, fulfillment, and wealth.” From the “Little Black Book of Connections”.

I believe most people don’t network the way they should is because of fear. FEAR OF REJECTION!

And rejection stems from YOU not being prepared adequately at a networking event. Remember, preparation is the key to success when trying to connect with someone, in person.

The following is a small list of items you should have at the ready at your next networking event:

  1. Your business card
  2. Your 30 second commercial
  3. A smile
  4. Be yourself and have fun! YOU can learn to network better. In fact there are several things you can do to UP your networking skills.

YOU can learn to network better. In fact there are several things you can do to UP your networking skills.

  1. Read books on the subject.
  2. Take a workshop on the subject.
  3. Commit to attending at least 2 networking events a month.
  4. Practice, practice, and practice

The fate of your sales career and or business relies on it…

Bob Theriot is the author of the book ‘Pounding The Pavement’ – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey Gitomer. To hire Bob to conduct the Little Black Book of Connections Workshop for your staff or for more information, tips and advice from Bob email: Bob@BobTheriot.com. You can also visit his website at http://www.BobTheriot.com

In everything you do in life, you have choices. You get to choose if you want to get a college degree, what kind of work you want to do for a living, and what type of life you want to lead.

And these choices you make and how you do things will determine the outcome of your life. Once you’ve made a decision there will be ways or better said, strategies, in how you accomplish the most out of your decisions.

‘Getting behind’ or better yet, playing catch-up is a terrible strategy for succeeding in life. In whatever you are doing, especially your professional life, you don’t want to get caught in a position where you or your business is getting left behind.

An example of this would be NOT participating in social media! If you’re in business YOU need to be on some sort of social media platform, to reach the masses.

I’ve heard the argument that if you’re on social media, you expose yourself to people writing and giving you bad reviews. HUH? Whether you have a Facebook or Twitter account or not, if someone is going to speak negatively about you or not, is irrelevant. Why? Because it’s going to happen anyways, and you can’t stop it from happening.

What you can do is, maintain a social media platform to counter the negative. If someone says something bad about you on Facebook, then you can respond on Facebook or Twitter, or Instagram etc. to make your point about a certain situation or at the very least, acknowledge that something went wrong and you’re going to try to remedy the situation.

In today’s world of social media you cannot be an ostrich and keep your head buried in the sand. People are going to post negative things every once and awhile. This should not be a reason to sit out on the social media boom. You’re missing out!

Here are some recent statistics about social media: According to Postcron.com (2014)

*Mobile devices will increasingly play an important role, considering more than 60% the population access social media content using them.

*Microvideo: this type of content, will be on the same level as pictures and will become more and more popular thanks to the 15-second demonstration by Instagram and then with Vine, introduced by Twitter.

*Social Selling: sale through social networks since they are considered part of the new sales model. Since the web has turned social organizations adapted their processes so as to seize this channel and along with that comes customer service within these platforms

*93% of marketers use social networks for business (= being on social networks is no longer an option but an obligation).

  • 70% of brands are already on Google + (= it’s the main factor of any SEO strategy, if you want to be found you need to be on G+)
  • 34% of marketers have been able to sell successfully via Twitter.
  • Facebook, Twitter and G+ are the most used 3 platforms for business and marketers.

*In the USA the time used in social media every hour is of 15 minutes.

*71% of social media users access these via mobile devices to social networks.

*23% of Facebook users access their accounts, at least, 5 times a day…

*Twitter grew 44% comparing it to last year, which makes it the social network with the highest growth, leaving behind  Google + with 33% and Facebook is the last one on the list, as its fan base only grew  23% between 2012-2013.

Question: Are you still not participating or putting your business on social media? Why not? I want to know.

Bob Theriot is the author of the book ‘Pounding The Pavement’ – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. To hire Bob to conduct the YES! Attitude Workshop for your staff or for more information, tips and advice from Bob email: Bob@BobTheriot.com. You can also visit his website at http://www.BobTheriot.com

Steve Jobs said it best, “Everything around you that you call life, was made up by people that were no smarter than you. And you can change it. YOU can influence it. You can build your own things that other people can use.”

So ask yourself this, “Do you think people are more successful in life because they are smarter than you?”

I hope your answer was ‘NO’!

I believe, that IF you believe in yourself and have the confidence to stand toe-to-toe with your competitors, colleagues or whomever else is standing between you and your goals, YOU can WIN.

BUT, you have to believe it.

Once you realize that YOU can change the things around you to become more successful, good things start to happen.

There are steps to this process. And the first and most important step is, to become a better ‘you’. You cannot change things around you until you have changed yourself first. You have to be the catalyst to the process.

It all starts with you.

Change yourself first and the rest is easy. You have to ‘buy’ into you with a firm belief system. Since you were a small child, you developed a small inner voice (self-talk) that has stayed with you up until now.

And if that voice, has been one of self-doubt and negativism, your challenge will be harder to overcome.

The good news is, you can change it. You can decide today, if you want to talk yourself out of that next big sale or not. I say NOT.

Don’t be intimidated by those around you that appear more successful than you. They may have more money than you, right now, but that does not make them smarter.

Once you start getting into the habit of believing in yourself, you can then start to change the things around you that matter most.

Some of the most successful people in business today don’t even have a high school diploma. Richard Branson, founder of Virgin Group which comprise more than 400 companies, has dyslexia and performed poorly in school.

In fact, on his last day of school, his headmaster, told him would either end up in prison or become a millionaire.

He then, started his first business at the age of sixteen and the rest is history.

Branson didn’t let his circumstances prevent him from becoming successful and he didn’t make any excuses for why, he couldn’t do something.

He did the opposite and has become one of the most successful businessman in modern history.

Don’t let others dictate how you feel about yourself. Remember, it all starts with YOU. Can you achieve all of your goals and dreams?

I say, YES!

 Bob Theriot is the author of the book ‘Pounding The Pavement’ – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. To hire Bob to conduct the YES! Attitude Workshop for your staff or for more information, tips and advice from Bob email: Bob@BobTheriot.com. You can also visit his website at http://www.BobTheriot.com

Everything you accomplish in life will start with your attitude. Let’s start with the definition of attitude: manner, disposition, feeling, position, etc., with regard to a person or thing; tendency or orientation, especially of the mind:

It’s so easy to let a bad attitude slip into your life. IF YOU LET IT.

Everyone has an off day every once and awhile.  By nature, you may not get along with everyone, but to let something or someone ruin your day is unacceptable.

If you let something or someone bother you for more than five minutes, that’s too long!

For me, after a long hard day at the office, sometimes I just want to go home and insulate myself from the world. The person that is often on the other end of my bad attitude is my son, Tyler.

He has received my long lectures about everything from his school grades to his future career. Poor kid didn’t even know what hit him when he walked in the front door. It turns out my bad day was placed directly on his shoulders.

So ask yourself, ‘How is my attitude?”

If you’re honest with yourself, it’s probably not good enough. Let’s do a quick assessment and see how you answer the following questions:

  1. Does the traffic bother you?
  2. Does the weather bother you?
  3. Does watching the news bother you?
  4. Does your boss get your goat?
  5. Do your fellow employees get on your nerves?

If you answered yes to two or more of the above questions, then you probably need to work on your attitude. Not only do you need to work on your attitude, you need to learn how to obtain a YES! Attitude! (Jeffrey Gitomer explains a YES! Attitude in his book and workshop by the same name)

A YES! Attitude is way more powerful than having a regular good attitude.

Why?

Because it assumes that everything you say and do will start with YES! Even when it’s “No.”

Attitude is something you acquire through study and practice. It takes work but is well worth it in the end.

Once you’ve gained a better understanding of the concept and apply it into your life, things start to happen.

Good things.

A YES! Attitude is the foundation for success in every aspect of your life.

And the good news is, it’s not too late to acquire a YES! Attitude.

Bob Theriot is the author of the book ‘Pounding The Pavement’ – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. To hire Bob to conduct the YES! Attitude Workshop for your staff or for more information, tips and advice from Bob email: Bob@BobTheriot.com. You can also visit website at http://www.BobTheriot.com

Do you believe you deserve a raise? You’ve been at your current employer for a couple of years now and your supervisor hasn’t mentioned an increase in pay.

I’m assuming in this article that you work for a company, small business or individual. If you’re in sales, your pay will be a direct reflection of how well you’re doing closing deals.

There are some companies that regularly review your performance and adjust your salary accordingly. This is usually done in person with your direct supervisor and or someone from Human Resources.

Small to midsize business usually operate under the direction of the owner or general manager. Some of them are really organized and have systems in place to make sure that pay raises are done in a timely manner.

What I have found is that most small businesses don’t just hand out a pay raises like candy, just because. It usually takes, the employee having to ‘ask’ for the raise.

Ouch! This can sometimes be very uncomfortable.

The question is, ‘How do you get the raise?” Do you ask or do you wait? Do you even deserve a raise?

Here’s the Secret to Getting a Raise: Make yourself so valuable that your employer HAS to give you a raise or at the very least consider a better compensation package (benefits, car allowance, expense account, personal time off etc.) OR they lose you to the open market. Maybe even a fierce competitor.

How do YOU make yourself more valuable?

Answer: By becoming a better person and employee. Make yourself better at several different skills. The times where your grandfather stayed at one position his whole life and performed the same task, over and over ARE OVER!

You are going to have to be highly skilled at various different positions. Deep down, you know what your weaknesses are. Work on those first!

If you lack technical skills and could be better a computers, take a computer class online. If you’ve never sold anything, start taking workshops on ‘selling’

The following is a list of strategies you can do to make yourself more valuable to the market immediately:

  1. Take personal development workshops (locally)
  2. Take virtual training on your personal computer or tablet.
  3. Read as many books as you can get your hands on.
  4. Get a mentor to help you navigate your career.
  5. Give value based messages to your market.
  6. Become a resource to your colleagues and supervisors (requires studying)
  7. Do the things that others won’t. Example: Get to work early and stay late if needed.

The above list is a good start. Tell me how you’ve made yourself more valuable at your career or company?

Bob Theriot is the author of the book ‘Pounding The Pavement’  – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey. To hire Bob to train you or your staff or for more information about a workshop for your team email: Bob@BobTheriot.com. You can also visit his website at http://www.BobTheriot.com

 

How are you known in your marketplace? What pops into a prospects mind when they hear your name or see a photo of you?

Now ask you yourself, ‘How do I want to be known and what do I stand for’? How do people perceive you?

That’s a lot to think about but a key component to establishing yourself in a very crowded marketplace.

In our world today when I say ‘your marketplace’ what I actually mean is, the prospect you want to reach. So, this could mean locally and online. If you sell a product or service that you offer online, then your customer base could be worldwide.

How do you reach these prospects with your brand? Are you putting out content and delivering value messages on a consistent basis?

The answer should be a resounding YES!

If not, you are missing out in a big way. Facebook and Twitter users have far more bigger audiences then the size of most countries.

Think about how you can deliver YOUR brand in a platform with a message for the masses to consume.

You can accomplish brand building through a variety of ways. The following is a list of ideas to help you spread your brand to stand out:

7 Winning Strategies to Promote Your Personal Brand

  1. Blogging (writing articles and posting value driven messages on a consistent basis)
  2. Tweeter (delivering value driven tweets on a consistent basis)
  3. LinkedIn (posting value driven articles on a consistent basis)
  4. Facebook (posting value driven post on a consistent basis)
  5. Your website (YourName.com) – Linking all of your value driven messages from other social media platforms back to your website
  6. Delivering a value driven ezine weekly or biweekly to your email list.
  7. YouTube (delivering value driven videos on your YouTube channel)

If you’d like me to recommend an awesome email platform to deliver your ezine and emails, just shoot me an email and I’ll send you the information to receive a 30 day FREE trial.

Bob Theriot is the author of the book ‘Pounding The Pavement’  – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. To hire Bob to train you or your staff or for more information, tips and advice from Bob email: Bob@BobTheriot.com. You can also visit his website at http://www.BobTheriot.com

How friendly are you? How likeable are you? You are in business to make THE sale and make money, right?

But it goes much deeper than that.

You may be very knowledgeable about your particular product or service. You may have even been born with the gift of gab. You can talk to anyone about anything.

That’s good, but it’s not good enough to make the sale.

The following information I learned directly form Jeffrey Gitomer when I attended his Gitomer Certification Program back in September of 2014.

The training I received from Gitomer allows me to share his award winning content on sales, customer loyalty, networking and obtaining and keeping a YES! Attitude.

I’m able to train sales staffs of any size, both in the classroom and online. It’s really an incredible platform for anyone wanting to improve both professionally and personally.

I innately knew that most people would ‘buy’ from you if they liked you. But what I didn’t realize was, that YOUR likeability factor is more important than YOUR trust factor.

In other words, if a prospect likes you, believes in you, has a comfort level with you and trust you, then they may buy from you!

Being ‘liked’ by a prospect is far more important than the prospect trusting you.

Did your old high school girlfriend date you because she liked you or because she trusted you? Hmm?

At this point, the real question you have to ask yourself is, ‘Am I likeable?”

The easiest person to be dishonest with is yourself.

Why?

Because in private, it’s much harder to be truthful with yourself because way down deep, you’re more likely know the truth about yourself.  And the truth sometimes can be ugly.

If you think that maybe you have some work to do on yourself in the ‘likeability’ factor and you’re wondering what you can do? Below is the answer.

SECRET to being ‘Liked’

Be Nice to people. Not just some people, but to everyone you come into contact with, every day. People talk and your reputation can proceed you. If you get the reputation of being unreasonable and mean, word gets around quick.

People have enough stress in their daily lives already and don’t need the added stress of dealing with a jack hole.

If you want people to deal with you and send you referrals, it’s much easier by just being friendly.

Simple at its core but worth its weight in gold.

Bob Theriot is the author of the book ‘Pounding The Pavement ‘ – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. To hire Bob to train your or your staff or for more information, tips and advice from Bob email: Bob@BobTheriot.com. You can also visit his blog at http://www.SuccessRocketBlog.com or http://www.BobTheriot.com

Have you had a hard time turning a profit in your business lately? Did it not get off of the ground the way you envisioned it would? Does your business seem to struggle and not perform well?

There could be a million reasons why, but today I’m going to narrow the focus to the way YOU treat your business?

Let me explain.

You REALLY want your business to succeed. You’ve dreamt about it for a long time. You want to be your own boss and call all of your own shots!

You may have quit your full time job to start your new business!

Now, your business seems to be struggling. It’s not generating enough revenue to pay yourself and your overhead. It may not even be generating any revenue at all!

The main reason you may not doing as well as you thought is, you treat your business like a hobby!

Do you just dabble in your business like you would with a hobby or do you really do all the things necessary to make it successful?

Dabbling will not get the job done.

What do I mean?

Dabbling is defined as: to work at anything in an irregular or superficial manner.

Read the following 10 questions and be honest with yourself as you answer them? This will give you a clearer picture of where you are right now in your business:

  1. Do you wake up every morning, jump out of bed and can’t wait to start your day? (Passion)
  2. Did you plan the night before (create a To-Do list) so that you know exactly what you have to do today to move your business forward? (Road map)
  3. Do you have a firm business plan in tact?
  4. Do you have written down goals for you and your business?
  5. Are you willing to put in the hours necessary to be successful?
  6. Do you have a growth strategy? (How do you plan to scale your business?)
  7. Do you have a group of advisors or mentors in place to help you?
  8. Do you have enough working capital?
  9. Do you actively seek out business daily?
  10. Do you promote yourself and business every day?

You may have gotten into your specific business because you genuinely ‘like’ it. You find it exciting and it really interest you.

That’s good!

Getting involved in something you like will definitely keep you engaged in the long term. Having passion for what you do is far more important in the determination of your future success.

Some people have turned their hobbies into very successful businesses. I had an accountant tell me once, “If you’re not making money in your business and you’ve been doing it for a few years, it’s not a real business, it’s a hobby.”

He went on to say, “That’s what the I.R.S. will think when they see all of your expenses and no income.”

Having a good business plan and road map will increase your odds of success substantially.

If you think that starting and running a business is like your hobby, you’re dead wrong. You need to generate revenue.

It’s going to take a lot of hard, dedication and persistence to make your business a success!

What do you think is the most important strategy you can put into action, to make your business a success? Let me know your thoughts?

Bob Theriot is the author of the book ‘Pounding The Pavement ‘ – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. For more information about tips and advice from Bob visit his blog at http://www.SuccessRocketBlog.com or http://www.BobTheriot.com

 

How do you get YOU and your business noticed in your noisy world? There are so many distractions it’s getting harder and harder for the average business to get and keep the attention of anyone these days.

What’s causing these short attention spans?

Answer: Technology. Smartphones in particular, have taken over your world. Every one carries one and everyone is staring at them.

I even see 3 and 4 year olds using their parent’s phones sometimes. It’s really incredible. A few short years ago, I don’t think anyone could have predicted it.

According to ABC News the average person looks down at their smartphone over 220 times a day!

Imagine the strain on the your neck? It hurts me just thinking about it.

The main reason you are not getting noticed is because people are bombarded with hundreds, if not thousands of messages a day.

Let’s run through the numbers real quick.

You wake up in the morning, probably to an alarm clock radio blaring. The first thing you hear is a commercial about a big sale at a furniture store, this coming weekend. Then, you hear about 25 more radio commercials while getting ready for the day and driving to work.

While driving to work, you probably get about two or three Facebook notifications, two or three Twitter notifications, and two or three Instagram notifications……and you get the point.

I didn’t even mention LinkedIn, Pinterest or all the other social media outlets.

As you drive down the highway you notice about 20 to 25 billboards.

All this has happened and you haven’t even actively participated in any internet searches or have checked your email yet.

Depending on how many email accounts you may have, the average person receives about 25 emails per account overnight. Combine that with your business email, and that’s fifty emails you have to open, delete or respond to.

Math time: So between the times you woke up and got to your office to open your email this morning, you have been messaged or notified over a 100 times!

And it’s only 9:00 a.m.!

There you have it. You’re trying to get your message out into the world and there is stiff competition.

So what do you do to get noticed? You are going to have to use all of the social media platforms that I just mentioned. But use them in a BETTER way.

You’ll have to use them in a way that brings VALUE to the reader. Most people don’t grasp this concept and just post nonsense n their social media platforms.

I use all my social media platforms for one thing: to give value to my readers. The only place I don’t do this is with my personal Facebook page. All my other accounts are used for value messaging only.

What is value messaging? It’s information that your reader can use. Example: a review about some new software that was just released. Or, a sales tip on how to get your reader more business.

Once you’re are consistent in your messaging every day, you will start to see more of a following and people will start sharing your messages with others.

People will retweet your message and or share it on Facebook. This is very powerful. When others are willing to share your message, it means they found value in what you had to say.

This is how you get noticed. This is what will set you and your business apart from all the others.

Tell me how you get noticed in your marketplace?

Bob Theriot is a Gitomer Certified Advisor. He is qualified and authorized to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. For more information about tips and advice from Bob visit his blog at www.SuccessRocketBlog.com or http://www.BobTheriot.com

Darren Hardy is a motivational speaker, author, publisher of Success magazine. He has led two personal development based web television sites, The People’s Network, and The Success Training Network.

Listen to Darren as he discusses the emotion of FEAR! Let me know what you think. Please leave a comment below.

Being born smart will not be the main factor in determining YOUR success!

It’s now scientifically proven!

I was so impressed with this short presentation given by Eduardo Briceno at the TED X Talks in Manhattan Beach, I was compelled to share it with you.

Do you have a fixed mindset or a growth mindset? What does this mean?

Watch the video here!

Depending on what type and size of business you operate, you probably have to SELL something to generate revenues. Unless you’re operating purely from a hobby standpoint, YOU need to sell to make money…

There are businesses you can operate online that require nothing but marketing strategies and no face-to face contact, but that’s an entirely different subject. I’ll get more in depth into that subject in an article in the future.

What I’m talking about today is, the act of ‘selling’. In person.

Selling is offering to exchange an item of value for a different item. The original item of value being offered may be either tangible or intangible. The second item, usually money, is most often seen by the seller as being of equal or greater value than that being offered for sale.

You need your people to do more of the above. SELL!

But how do you motivate your staff to sell more? How do you get them to upsell? They already know that if they sell more stuff, they’ll make more money.

You ponder that for a little while. If they sell more, they’ll earn more. So why don’t they just sell more?

Answer: Your sales staff doesn’t sell more because THEY don’t believe that they can!

Their own belief system doesn’t allow them to. OR, they don’t believe in the product they sell. OR, they don’t believe in the company/management they represent.

If your sales people don’t believe in the product or company they represent, then they need to go somewhere else. They don’t belong in your organization.

BUT WAIT A SECOND. Why don’t they believe in the company or product? Did they used to believe? Did something change?

These are questions you need to take a good look at…

So, it could very well be your fault. Especially if you’re the team leader or sales manager. This is where most of the responsibility lies. It’s with the sales manager.

What are you doing to help your sales people succeed?

What are you going to do this year that you didn’t do last year to help them?

Do YOU and your company offer sales training? Is it any good? Can it be measured and tracked?

WHOA, that’s a lot to think about, right? But, it’s all there for you to mull over. If you are conducting sales training, then why aren’t your sales teams ‘sales’ better?

START HERE. Take a good look at the training you are currently conducting. And be honest with yourself. YOU know if it’s good or not. How? Look at your sales. The numbers don’t lie.

If you are not reaping the results you want, then it’s time to make a change. There are plenty of good solid sales trainers, coaches and programs out there. Just do your research and find someone who you can trust and are comfortable with. Find out what program they train with and go from there. It can make all the difference in the world.

Happy Selling.

Bob Theriot is a Gitomer Certified Advisor. He is qualified and authorized to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. For more information about Bob visit http://www.BobTheriot.com or on Twitter @BobTheriot

Are you afraid to ask for the sale? If you answered yes to this question, you are not alone. There are a ton of sales professionals there that are reluctant to ‘ask for the sale’.

Why?

To be as clear as I can, the ONLY reason this happens is, people are afraid of rejection.

They take the ‘no’ personally. Very personally.

If you are in sales and are afraid to hear the word ‘no’, then you need to get out of sales. It’s part of the process. YOU are not going to hear a ‘yes’ during or after every sales meeting.

You need to be realistic when it comes to this issue. Ask yourself this question: What’s the worst thing that can happen when you ask for the sale and the prospect says ‘no’?

Answer: Nothing!

Maybe tell you to get the heck out of his office. So what?

Just move on to your next prospect. I’m not saying to give up, but this will give you time to re-group and approach the prospect later. Use this rejection as a learning tool.

In the future, you’ll have to come up with new ideas and give value to this prospect, and try again.

This prospect may never buy from you, but that’s okay. You are not going to WIN every sale.

The average salesperson will hear somewhere between 4 and 7 ‘no’s’ before hearing a YES!

I’ve compiled a list of 7 reasons why YOU are afraid to ask for the sale. Read each one and write down an idea or thought next to each reason. This will help you understand where you are, mentally in the process.

Once you’ve determined what your particular reasons are, you now can address one or all of them individually.

7 Reasons why you are apprehensive about asking for the sale:

*You are unprepared

*You have no new ideas to help your prospect WIN

*You didn’t find anything in common with your prospect

*You didn’t give value first

*You don’t have 20 engaging questions prepared to get your customer to ‘think’

*You act professional and not friendly. (Being friendly trumps professionalism)

*You didn’t paint the picture of outcome in the prospects mind.

Bob Theriot is a Gitomer Certified Advisor. He is qualified and authorized to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. For more information about Bob visit http://www.BobTheriot.com or on Twitter @BobTheriot

Question: How do YOU keep your prospect engaged in a conversation that will put them in a buying atmosphere?

Answer: By asking engaging questions that will get your prospect to listen and offer you more information about THEM.

Remember this, when you are in a selling situation with a prospect, you want to make sure you make it about THEM. How can you help THEM?

Prospects don’t want to hear about you or the company you work for. They don’t care that you’ve been in business 25 years. And they really don’t want to read your boring brochure that says the same exact thing you just told them.

The prospect only cares about ‘what’s in it for ‘them’. They want to know how you can help them.

What’s going to be the outcome of their purchase once they take ownership?

And I order for you to help them, you have to know what their concerns are. What do they worry about most in their business?

I’ll give you a short list of things that managers, CEO’s, and business leaders worry about most;

*Making a profit

*Employee turn-over

*Customer satisfaction

*And making a profit. Oh, did I say that already? I can’t stress that enough.

How is what you’re selling going to make your prospect more money? Not, how much money you are going to save them!

You’re going to have to come up with questions you can ask a prospect that addresses this very important concern.

Can you do it? Sure you can. You’re just going to need to sit down and do some work. Put yourself in the prospects shoes for a little while.

The following are a few examples of a power question lead-in:

*What do you look for…?

*What have you found…?

*What has been your experience…?

*How have you successfully used…?

When you ask engaging questions it gets the prospect thinking and reflecting. They may see themselves using your product.

And in the end, that’s exactly what you want. To get them thinking about a good outcome.

If that happens, YOU will get the sale.

Happy selling.

Bob Theriot is a Gitomer Certified Advisor. He is qualified and authorized to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. For more information about Bob visit www.BobTheriot.com or on Twitter @BobTheriot

You’ve decided that you’re going to take action to increase your sales. You want to do something to help your business grow. No more of the same old-same old. You’ve decided you are going to try something different. But wait! Sometimes the same old, does work.

The problem is with your implementation. No strategy will work without proper implementation. I’ve compiled a list of the 5 strategies that can help you get more business.

Just keep in mind that in order for them to work, you actually have to execute these ideas.

1. Face to face sales. This strategy is for the small business owner. (If you’re a sales professional, you already do this every day.) In my opinion, there is no better way to drum up business than to go out into the street and knock on some doors. YES! Cold calling is dead and usually doesn’t work, but in some industries, this can work.

 When I say, go out and knock on some doors, I mean, get yourself out of the office and put yourself and your business in front of people that can say YES! Network and join a business networking group or get active in your local chamber of commerce. You’ll be amazed what meeting new people and contacts can do for your business.

2Direct Marketing. Most people confuse advertising and direct marketing. Advertising brands your business. Direct marketing promotes your business and offers directly to your prospect via email, mail-outs, fliers, catalogs and postcards. Couple this strategy with a strong offer. A call to action. This strategy allows you to market directly to your core audience. Saving you money and time.

 3.Call to action. This is an instruction to the audience to provoke an immediate response. So, when you use an email or postcard to reach your prospect, you are asking/telling them to do something. Example #1; sign up on an opt-in page to receive other offers from you to receive something free. Something of value that they can use. Example #2; a free report on how to save money on groceries or how to build a tree house for your kids. Once you have their email address you can now send them other offers and tell them about your business.

 4. Give value first. This strategy can be confusing to many. If you ask an average business owner if they give value to their customers most will say yes. More often than not, they refer to it as, ‘value added’. Something given to the customer after the sale. True value is something you give your customer/prospect, before a transaction even occurs. Think about something you can give a potential customer that they can use. Something that makes them think of you. Something they can appreciate about you and your business. It doesn’t have to be expensive, it just has to have value!

 5. Advertising Specialties. An advertising specialty, also known as a promotional product, is any item imprinted with a logo or slogan and given out to promote a company, organization, product, service, special achievement or event. T-shirts, mugs, pens and key tags are popular examples, and just about anything can be imprinted. Not only do advertising specialties work but they are VERY cost effective. You don’t need to spend a lot of money to have a big impact on your customer. They are great way to say ‘thank you’ and are great tools at keeping your business name in front of your potential client for as long as they use the item.

Listed below are some resources that I personally use to help you promote your business. Feel free to check them out for yourself.

For advertising specialties http://kbbestbuys.com/ Once you pick your product contact me to place your order. Email: Bob@BobTheriot.com

To create a landing page for your call to action www.getresponse.com

Bob Theriot is the author of the book ‘Pounding The Pavement’ – Tools, Techniques & Inspiration for Succeeding in Sales. He is also a Certified Gitomer Advisor which allows him to teach Jeffrey Gitomer’s award winning content on sales, customer service, personal development and networking. For more information about Bob Theriot visit his website at http://www.BobTheriot.com

Are you struggling to find a marketing strategy that actually works? If you’re a small business owner or manage a business you are bombarded with all kinds of advertising and marketing strategies.

The question is, ‘Do any of them work?” The short answer is, YES!

You just have to figure out which ones will actually bring you more customers. This is where it can get tricky. You might up spending a small fortune on trying to figure out the marketing strategies that are right for YOUR business. Watch this short video, where I was interviewed about marketing and the local market. I hope you enjoy it…

Watch the video here

If you’ve been in the work force for any length of time you’ve probably heard the phrase uttered. “It’s not my job!”

Well I’m here to tell you, ‘YOU’RE WRONG!” Dead wrong. If it’s not your job, than whose job is it?

You have to be willing to put the interest of the company you work for first. It’s that simple. And if you can’t do that, then you may not be the right person for that job.

As an individual, you have to decide if it’s just you that feels this way or if it’s an organizational culture issue. If this is the case, you need to learn to rise above what everyone else is doing and take the high road.

Environments that create animosity towards management or owners of organizations usually never prosper the way they should. There will always be exceptions to the rule but most companies that have deep seeded issues like this, usually stay right where they are. Stagnate.

Most of the feelings that surround the ‘It’s not my job’ attitude are exactly that, attitude issues!

Most individuals have never studied or even taken a course on attitude. It is the essence and basis for all things good. With a good attitude, a person can learn to soar or do just the opposite and fail miserably.

The choice is yours. Don’t wait for your company to offer you help with your attitude. There are countless books on the subject and workshops available to help you hone your attitude skills. Acquiring a good attitude is good, but acquiring a YES! Attitude is even better.

Like anything in life, to get better at something, you have to practice doing it. You have to prepare and practice attitude. With a commitment and passion for achieving a YES! Attitude, you can accomplish almost anything.

2.5 Immediate Actions to take to Achieve a YES! Attitude

  1. Focus In. YOU are the most important person in the world. Treat yourself like it! Don’t worry about other people’s problems until you can solve your own. Be selfish, and take the time out of the day to work on yourself and your attitude.
  2. Work at it a small amount every day. This is self-explanatory. How do you eat an elephant? Answer: One bite at a time.

2.5 You have to do them EVERY DAY for the next 25 years.

Bob Theriot is the author of the book ‘Pounding The Pavement’ – Tools, Techniques and Inspiration for Succeeding in Sales. He is also a Gitomer Certified Advisor, which authorizes him to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. To hire Bob to conduct the YES! Attitude Workshop for your staff or for more information, tips and advice from Bob email: Bob@BobTheriot.com. You can also visit his website at http://www.BobTheriot.com

Some say that ‘Sales’ is a numbers game. I say, YES and NO. You choose how you want to look at it.  And some people see nothing BUT numbers.

When push comes to shove, you can make almost anything a numbers game. In the old world selling days, you were told that the more doors you knocked on, the better chances you’d get a door to open.

That can still be true today, but do you really want to go out and knock on a hundred doors to get one or two people to say yes to you?

I don’t!

Some small businesses or entrepreneurs don’t have the time to be ‘pounding the pavement’ on a consistent basis. And some can’t afford to hire a full time sales professional to help them.

Wouldn’t it be better if your prospects called you? What would it be worth to you, to have customers calling your cell phone, sending you email request, or trying to contact you on social media to buy your products or service?

Answer: Priceless.

So how do you get that to happen? It’s definitely not by accident. It’s going to take some hard work and time but there are 2 task that every entrepreneur should employ every day, that will help increase your sales.

As an entrepreneur or small business owner you get tied up with so many things and distractions that you lose sight of what’s most important.

Yes, I understand there are a thousand things YOU believe you need to do every day to make your business hum, but the truth is, you should only be focused on two things.

  • Getting More Customers.
  • Delivering your product or service on a timely and efficient manner.

By making sure you hit these two goals every day, clarifies your end results. The rest of your business still matters but can handled in a different way.

Everything else can be outsourced to someone else for about $10.00 an hour. (This will vary on where you live) Have you heard the old saying that goes something like this, “You need to work ON your business and not IN your business?”

In other words, you need to be doing things for your business to help it grow. By performing every menial task, does not help your business grow. In fact, these small jobs pull you away from your first two goals.

Once you become laser focused on getting more customers and making sure your deliver your products or service an efficient manner, you will start to see results. Your reputation will grow, people will start sharing this information about YOU, and your business increase.

Let me know if you’re laser focused your business goals.

Bob Theriot is the author of the book ‘Pounding The Pavement’ – Tools, Techniques & Inspiration for Succeeding in Sales. He is also a Certified Gitomer Advisor which allows him to teach Jeffrey Gitomer’s award winning content on sales, customer service, personal development and networking. For more information about Bob Theriot visit his website at http://www.BobTheriot.com

Watch this short video and learn about my workshops, sales training, coaching and Gitomer Virtual Training.