Monotony…Be Gone!

By Mark Bowser

“The only thing we should fear and be on constant guard against is getting bogged down— getting into the ruts of monotony and timeworn repetitions which the business of entertainment cannot long stand.” Walt Disney

So true of life too.  If we get bogged down in tradition for tradition’s sake, then growth is dead.  Now, don’t get mad at me.  I have no problem with traditions.  I love traditions. I love how my family does Christmas.  I love the sentimental value of doing the same things year after  year, after year.

But, to adopt that philosophy when it comes to how we run our business’ or for that matter how we run our lives will end in disaster.  We must always be about improvement.  How can we take something that has been done for years and make it better?  You don’t have to reinvent the wheel in order to be a great success.  All you have to do is come up with a new way to use the wheel or to improve the wheel itself.

So, what about you and your career?  Where are you going to improve?  What inspiration can you give to a “timeworn repetition?”  Give these questions some thought and before you know it, your magical dreams will become a reality.

*Mark Bowser is a one of the top Sales experts in the nation today.  For information on how he can help your team double or triple their sales then contact him at Empowering Enterprises, Inc. at (513)252-GOAL or email info@MarkBowser.com.  

*Pick up one of his inspiring books at http://www.Amazon.com/author/markbowser

What Have You Labeled Impossible?

By Mark Bowser

Have you ever felt that something was impossible? Have you ever thought that it couldn’t be done? Have you ever said to someone that they didn’t understand your situation. That it was different and that is why it can’t be fixed? Well, my friend, if you have ever felt that way, then let me ask you a question. Are you sure it is impossible? Or… could it be a POSSIBILITY in the making!

In 721 B.C., King Hezekiah of Jerusalem probably felt he had a mountain that could not be overcome until he was forced into the possibility. Has that ever happened to you? Life throws us a curve where our only option is to choose the possible option. That is what happened to King Hezekiah.

In that year of 721 B.C., King Sennacherib and his mighty Assyrian army began to attack the nation of Israel. His strategy was to conquer the coast and Galilee thereby cutting off Jerusalem’s escape routes. Then he would waltz into the mighty city and crush the opposition. Immediately, King Hezekiah called together his leaders to discuss how to deal with this Assyrian threat. He knew Jerusalem was in danger and that they must come up with a defensive strategy.

The first thing they did was to fortify the city walls and build up their armament of weapons. But would that be enough? King Hezekiah knew their most vulnerable spot would be the water supply. If the Assyrians could cut it off then Jerusalem would fall in short order. The only source of water for the city was a spring found at the bottom of a hill outside the protected city walls. How were they to keep it safe? They would have to dig a tunnel through solid rock starting from inside the city wall to the spring.

Meanwhile, Jerusalem was running out of time. The confident Sennacherib and his Assyrian army were advancing swiftly. There wasn’t time to dig the tunnel. They would never finish on time. That is when King Hezekiah was forced into his “possibility” option. The Israelites needed two work crews to dig the tunnel, one inside the city wall digging toward the spring and one digging from the spring toward the city wall. It was there only choice to finish before the Assyrians arrived. But how would they ever wind their way through the 1,700 foot long jungle of solid rock and meet each other in the middle? It seemed impossible. All the Israelites could do was believe… and dig.

One morning, just before the Assyrians arrived to attack the city, one of the work crews heard something. What was it? Were their ears playing tricks on them? It sounded like pick axes! It couldn’t be… or could it? Amazingly the work crews had dug their tunnels and met in the middle only one foot apart. Because of their protected water supply, Jerusalem withstood the attack and King Sennacherib and the Assyrian army returned home with their tales between their legs.

What have you labeled “impossible” in your life? What have you been negative about? Well, I challenge you to take another look at it with fresh eyes. It may not be as impossible as you think. You might only be one foot away from reaching your dream.

*Excerpted from “Unlocking the Champion Within” by Mark Bowser. To check Mark’s speaking availability for your next conference or training event then email info@MarkBowser.com or visit www.MarkBowser.com

Selling Is a Daily Routine

Successful selling is about daily habits. The kind of life we will live is determined by the kind of day we choose to live. Dr. Mike Murdock said, “The secret of your future is hidden in your daily routine.” Because of this it is vital that we consciously choose good selling habits.

What are your selling habits? Are they leading you to more sales…?

*To schedule Mark Bowser as a speaker for your next conference or training event, then email info@MarkBowser.com or visit http://www.MarkBowser.com HURRY! Mark can only accept so many speaking days on his calendar. Make sure your day gets on it before someone else takes your day.

Spread Your Wings Through Adversity

By Mark Bowser

A very kind man once found a cocoon of a butterfly. The man was fascinated with the miracle of nature so he decided to study the cocoon.

One day, a small opening appeared on the cocoon. The time had finally arrived. It was time for the birth of a beautiful butterfly. For several hours, the butterfly struggled to force its way through the hole in the cocoon. Finally, with not much success to show for itself, the butterfly appeared to quit trying.

Being a kind soul, the man took a pair scissors and began cutting away the cocoon to free the troubled butterfly. Before long, the butterfly was free, or was it? The butterfly’s little body was swollen and ugly. Its’ wings were small, wrinkly, and weak. What was wrong with this butterfly? Was it deformed? Was it sick? Would it get better?

The sad truth is that the butterfly was destined to a life on the ground. In his attempt to help, the kind man actually unknowingly hurt the butterfly. The man did not understand that the butterfly’s adversity busting through the cocoon is God’s way of making it beautiful and successful. When a butterfly pushes against a cocoon, the struggle actually pushes fluid from its’ body to its’ wings to make them strong, powerful, and beautiful. Once free from its’ prison, it can immediately take flight to freedom. But not this butterfly. Without the struggle, it will never take flight. We are much like the butterfly. The struggles in our lives make us strong, wise, beautiful, and successful.

So, the next time you get hit by adversity, then celebrate because your wings are beginning to grow. Before long, you will be soaring with not only the butterflies but also with the eagles.

☀️Excerpted from “Unlocking the Champion Within” by Mark Bowser. Get your copy now at http://amzn.to/1338abZ

👉 To schedule Mark Bowser as a speaker for your next conference or training event then please email info@MarkBowser.com or visit http://www.MarkBowser.com

How To Sell More – The Law of Averages

By Mark Bowser

If you put your sales message in front of one person, you will reap a small harvest. If you put your sales message in front of 10,000 people, you will reap a larger harvest.

Understanding and using the Law of Averages leads to more sales and customers for your business. How? When you take an action enough times, a ratio of statistics will begin to introduce itself.

Let me explain. I grew up in Indiana where basketball is king. In fact, my hometown of Anderson has the second largest high school basketball gym in the nation. The “Wigwam” holds just under 9,000 people. The largest high school gym is just 30 minutes down the road in New Castle where their field house seats around 9,300 people. We take our basketball seriously. We also use the Law of Averages. It is called free throw percentage. Games are won and lost at the free throw line.

Games are won and lost in the business world too. Not at the free throw line, but in how we use the Law of Averages. Let’s say that you talk to one hundred people about your business. Two out of those one hundred become new customers of yours. Now you have a ratio. Two out of every one hundred people that you talk with will become a customer. That is exciting! Why? Because the Law of Averages tends to repeat itself. It is consistent. There is a great chance that if you talk with another 100 hundred people, you will gain two more new customers.

I know what you are thinking, “Mark, how can you be so excited? It is only two percent.” Yes, it is only two percent, but it is a place to start. In time, it might be four percent, and then eight percent, and so on. How do you change the Law of Averages? By getting better. By growing. By learning Influence, Leadership, and Sales skills. Also, we have to remember, that those original two percent are going to talk about us. So, if we create them into loyal customers then that word of mouth is going to bring in even more new customers.

There is also a lot of other ways to sell and market. What if you reached your prospects by sending out direct mail pieces and post cards, voice broadcasts, billboards, etc…? How we use the Law of Averages can be endless. It also helps us know how to use our marketing/ sales dollars best. Let’s say that we send out two different post cards to one thousand people each time. By using the Law of Averages, we can see which post card works best. A change in the wording or a change of look can make a big difference to the response rate. The Law of Averages is great! Begin to use it for your advantage and you will be amazed how much more successful your business will become.

*Excerpted by “Sell Your Way To Success” by Mark Bowser. Get your copy today at

http://amzn.to/XWGK8M

*To check Mark Bowser’s speaking availability for your next conference or training event then please email info@MarkBowser.com or visit http://www.MarkBowser.com

Selling To Your Strengths

By Mark Bowser

“Play your game,” said Coach Galen Scott. The pointed advice was given to a very weary, frustrated college tennis player. If you haven’t guessed, that frustrated athlete was me. I was losing matches, my mind was clogged, and I didn’t know what to do. That is when Galen stepped in an instructed me to play to my strengths.

Galen Scott was not my college tennis coach. Galen was my personal coach. He had been training me for years and had shaped me into the champion that I had become…despite the recent challenges on the court.

However, here was the dilemma. My college coach was telling me to play a style that I wasn’t used to, comfortable with, or trained to perform at a high level. In other words, my college coach was telling me to play towards my weaknesses instead of my strengths.

Why would a coach do such a thing? Why would anyone instruct someone to play towards their weaknesses? Could it be that he was wanting me to develop them into strengths? Or, is it more likely that he personally was more comfortable with that style?

Tennis in many respects is an individual sport. Players are more suited to play certain styles. I was gifted with quick feet, solid power, and a soft touch with the racket. Thus, Galen shaped me with a style best suited for me which was a classic serve and volley game. I would hit a big serve and follow it to the net to conquer the point and the match with my volley. It worked well. I was relentless. The stress on my opponents was oppressive. I never gave them time to rest. I was coming to the net whether they liked it or not and they were forced into a situation where they had to hit excellent shots…or lose.

“Play your game” was ringing in my ears. Do I listen to Galen and have a great opportunity to win or do I listen to my college coach and most likely lose. Not a fun decision for an eighteen year old athlete to have to make. Well, I decided to go with my strengths and I began to win matches. As long as I won, my college coach was happy.

The world of selling is the same as the world of tennis. You have to play to your strengths. Some time ago, I had the opportunity to interview successful sales leader Mark Marshall.

At the time I interviewed Mark Marshall, he was the Sales Director at PQ Systems, Inc in Dayton, Ohio. PQ Systems provides quality software solutions for companies who want to improve their systems and document their quality performance.

After talking and learning from Mark, I believe there are three vital elements that every sales professional has to keep in mind to play to their strengths.

One, it takes time to develop your strength. Mark Marshall believes it takes about a year for a new sales professional to get things going. In many cases, that is true for the brand new sales representative just entering the profession of selling or the veteran joining a different company’s team.

Mark Marshall puts his sales representatives through a rigorous six to twelve month boot camp style training program before they are turned loose to call on customers by themselves. He believes that the roll playing and structured approach is vital for all people who want to succeed in sales and he is getting results that are proving that thought to be true.

Two, trust is the key. When Mark took over as Sales Director at PQ Systems, they were as he put it a very “transactual” team. Their approach was mechanics of selling instead of relational selling. Mark soon changed that. Today, the PQ Systems sales team focuses on building trust and rapport. They are less about product and more about solutions that serve the customer. Mark says, “We are the experts and we help them.” Don’t miss those words “we help them.” When sales professionals focus on serving the customer then closing the sale and commissions have a tendency to take care of themselves.

Three, always seek improvement. The top sales professionals from all industries never believe that they have arrived. There is never a place where we have learned enough. With this belief comes an endless reservoir of energy, growth, and an unlimited potential of sales.

Mark Marshall believes that one of the best ways to seek this constant improvement is to stay in touch with past colleagues. Mark talks with them and gets their thoughts on contemporary challenges. He has discovered these colleagues to be a wealth of knowledge, ideas, and experience. Mark then takes their wisdom and applies it with his team with great success.

So, let me ask you, are you selling to your strengths or are you floundering in someone else’s style? You will only be your best when you play your game. That is where the gold is found.

👉Mark Bowser is the author of several books including “Sell Your Way To Success” (http://amzn.to/XWGK8M) and “Sales Success” with Zig Ziglar (http://amzn.to/1QhCiph).

👉To check Mark’s speaking availability for your next training seminar or conference then email info@MarkBowser.com.

Sell More! The Law of the Farmer!

By Mark Bowser

If you don’t plant seeds today, you won’t reap a harvest… tomorrow!

The Law of the Farmer is one of the great success truths of all time. You can find this truth in the ancient book of Matthew found in the Bible. The Great Teacher went down to the sea shore and a great crowd amassed around him. Everywhere he went, the crowds would gather. The Great Teacher looked over the crowd ready to hang onto His every word.

He stepped into a small boat and was pushed a few feet from shore. In this way, the masses would not only be able to see Him more clearly, but would be able to hear Him more effectively as well. The Great Teacher opened His mouth to speak. A hush came over the immense gathering of humanity. The Great Teacher said, “A farmer went out to plant some seed. As he scattered it across his field, some seeds fell on a footpath, and the birds came and ate them.” Let’s stop right here and see what this has to say to us today. The seed fell on the path and birds came and ate the seed.

Hmm? What does that mean? Well, I believe that some people get set in their ways. They like the old way of doing things. They like the old way of seeing things. And they like everything to stay the same. These people are not willing to change and grow. You position your product or service to this individual (you plant a seed). This person is so closed minded that they don’t even see the opportunity so the seed is stolen away, in this case by the birds.

Let me give you an example. For how many years have some medical doctors disagreed with the practice of Chiropractic? Too long to count. Many of them aren’t even willing to consider the possibility that chiropractic care could help their patient. Their patient is not getting better but they would prefer to fail their patient then to open their eyes to refer them to a doctor of chiropractic. My family doctor is different. He had no problem with me seeing my chiropractor Dr. Paul Juszczyk. Why? Because his eyes are open. Now, you might be thinking, “what if the person I am talking with is closed minded? What if they are the seed that falls on the path? What do I do?” My advice is do nothing. Move on to the next prospect. You see, their hardness of mind and heart is not your issue. It is theirs. You did your part. You planted a seed. In this case, it just didn’t grow and that is not your fault.

Let’s get back to the story. The Great Teacher said, “Other seeds fell on shallow soil with underlying rock. The plants sprang up quickly, but they soon wilted beneath the hot sun and died because the roots had no nourishment in the shallow soil.” What does this mean for us? Well, some prospects for your product/ service get very excited about what they are hearing and seeing. The challenge is that they take no action. Because they do nothing, the motivation begins to fade away to where in a very short time the seed begins to die. One of the ancient writings says, “But be doers of the word, and not hearers only, deceiving yourselves. For if anyone is a hearer of the word and not a doer, he is like a man observing his natural face in a mirror; for he observes himself, goes away, and immediately forgets what kind of man he was.” Without action, many seeds will die. So, what should we do? Get the prospect to take action. Get them to make the appointment, fill out the form, whatever, but they must take action immediately or we will lose them.

Next part of the story reads, “Other seeds fell among thorns that shot up and choked out the tender blades.” The thorns could be the other stresses in our lives that preoccupy our minds. When a prospect has a thorn there is not much you can do. The timing may be wrong. You did everything you could possibly do. You planted your seed. Now, it is a waiting game. Contact the prospect on a regular basis to stay in touch. But don’t just call them up and say, “Hi. Just wanted to give you a call to touch base.” Yuk!! You got to give them value. That is why I like

newsletters and ezines. It is a great way to stay in touch and at the same time add value for them. Pack your newsletters with helpful articles that are going to improve their lives and reduce the stress (the thorns).

The Great Teacher finishes His story with, “But some seeds fell on fertile soil and produced a crop that was thirty, sixty, and even a hundred times as much as had been planted. Anyone who is willing to hear should listen and understand.” Why do some seeds produce more than others? I haven’t a clue. But the truth is that some do and we don’t have to be concerned with the “why.” All we have to do is plant the seeds, water them and fertilize them, and be ready to bring in the harvest.

Another time, the Great Teacher said, “Keep on asking, and you will be given what you ask for. Keep on looking and you will find. Keep on knocking, and the door will be opened. For everyone who asks, receives. Everyone who seeks, finds. And the door is opened to everyone who knocks.” I think this teaches us not to give up. To be persistent. If you are digging for gold, you will have to uncover a lot of dirt to find a nugget, but if you keep asking, seeking, and knocking, you will find the nugget. And the nugget is always worth it. It was Calvin Coolidge who said, “Nothing in the world can take the place of persistence. Talent will not; nothing is more common than the unsuccessful man with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent…” Stay the course and you will be successful. The Law of the Farmer works and it will work for you too.

*Excerpted from “Sell Your Way To Success” by Mark Bowser. Get your copy at Amazon http://amzn.to/XWGK8M

*To Book Mark Bowser for your next Sales Training Conference or Event then contact him at mbowser@MarkBowser.com or www.MarkBowser.com

P.S. Mark Bowser would like to thank the late Jim Rohn who inspired him to look at this Bible story with fresh eyes.