Tag Archives: selling

Sales Commitment is a Decision, Not a Happenstance!

By Mark Bowser

One of my colleagues in the speaking industry, the late Zig Ziglar, liked to tell the story of a Catholic girl who started to date a Baptist boy.  One day the girl came home love sick with joy.  The girl’s mother decided it was time to nip this relationship in the bud. The mother told her daughter that Catholics don’t marry Baptists.  She explained that the differences would cause way too many challenges.  But the girl refused to break up with the boy.  She loved him and wanted to marry him.

Unable to convince her daughter, the mother went to plan B.  Plan B was to convince the boy to take Catholic lessons.  The daughter loved the idea and they approached the boy with the proposal.   To their surprise, the boy accepted. The engagement was announced and wedding plans were put in high gear. 

One day, the girl came home with tears flowing from her eyes.  The girl said, “Mom, the wedding’s off.  Call the priest, cancel the church, and call the guests.”

“What happened?” asked her puzzled mother.  “Did he back out of the Catholic classes?”

“No, Mom.  That’s not the problem at all.  He loves the classes. The problem is he has decided to become a priest.”

Today, my question to you and to myself is are we truly committed to giving it our best in our sales career?  Are we really willing to give it that little extra?  For both of us, I hope so.  Give it your all. Remember, sales commitment is a decision, not a happenstance.

*excerpted from “Sell Your Way to Success” by Mark Bowser. Pick up your copy today on Amazon.

Start Small & Build Huge Success the Disney Way

By Mark Bowser

“If you can dream it, you can do it. Always remember that this whole thing was started with a dream and a mouse” Walt Disney

Think about it. It was all started with a mouse. When Walt Disney created “Steamboat Willie” in 1928, he had no idea that Mickey Mouse would be the beginning spark that would create an entertainment empire that has no equal.

In fact, in 1978, Mickey became the first cartoon character to receive a star on the Hollywood Walk of Fame. How about that? Now, that is success!

But, it didn’t happen over night. It was a gradual build up of success coupled on top of success. That reminds me of a story that goes something like this.

There was a farmer who had a mule who fell in a well. As the farmer peered down the dark, deep chasm, he could see the outlines of the mule at the bottom. The mule appeared dead. He was just lying there with no movement at all. The farmer figured he was dead and thought of the only logical action. Bury the mule in the dry old well.

So, the farmer began to shovel dirt into the well. As the first sprinklings of dirt fell on the mule, he woke up. He wasn’t dead, he was only unconscious. Do you know what this stubborn old mule did? He shook off the dirt from his back and stepped on top of it. As more dirt fell from the shovels, the mule continued to shake it off and step up on top of it. He continued to do this until the well filled with dirt and then he walked up and out of the well.

Amazing! But you see, we need to be as stubborn as that old mule. When adversity hits us and knocks us in a dry old well, we need to shake it off and step up. That’s what Disney did… and it all started with a mouse.

You may be saying, “But Mark. That is Disney. I am just little ole me.” That is a terrible way to talk about yourself. You were created by God to be a champion. But, you have to choose to be a champion. That is what Disney did. He chose to be a champion. He chose to be successful and so must we.

Disney was not the only one who has done this. There are people every day who hit their stride and create huge successes. You start small and you keep building. Let me just mention a couple of those huge successes as examples of what you and I can accomplish.

First, have you ever heard of a little gizmo called a Post-it Note? Did you know it was a complete failure and then it was a flop and then finally a success. In 1968, Dr. Spencer Silver who was a chemist at 3M was attempting to perfect a super strong glue when instead and by complete accident developed a very low stick adhesive. What do you do with a low stick adhesive when you are trying to create a super strong glue? You get creative and create a new product.

Post-it Notes (then called Press ‘n Peel) were launched in 1977 in four cities with very disappointing results. It was a flop. Or was it? When adversity hits, that is when champions get stubborn like that old mule. And, on April 6, 1980, Post-it Notes exploded into the US market and as they say “the rest is history.”

Second, in May of 1886, a pharmacist from Atlanta named Dr. John Pemberton mixed a drink in his backyard in a three legged brass kettle.  John had become fascinated with the soda fountain that was in his store. So, he decided to make his kettle concoction. John mixed a unique blend of ingredients to make his brown, syrupy drink. To this day, the formula for this soft drink is one of the world’s best secrets.

This soft drink definitely wasn’t a splash when it sold its first serving on May 8, 1886 from Jacob’s Pharmacy in Atlanta. About nine servings were sold each day resulting in a huge loss. Expenses ran away with the profits.  This ship was sinking fast.

Then, in walked Asa Chandler a year later. Asa was a fellow pharmacist and a businessman. In 1887, he bought the formula for this soft drink from John for $2,300. With assertive marketing techniques, Coca-Cola became one of America’s most popular soft drinks by the late 1890’s and today is one of the best known and most popular brands in the world. And to think… it all started with a three legged brass kettle in a backyard.

So, the questions are: What will you create? Who are you becoming? You were created by God to be a champion. Choose to be that champion. Choose to shake off adversity and step up out of your well. Because, it all started “… with a dream and a mouse.”

*Mark Bowser is one of the top Professional Speakers today and the author of several books including “Sales Success” with Zig Ziglar, “Sell Your Way to Success,” “Jesus, Take the Wheel,” “Nehemiah on Leadership,” and “Some Gave It All” with Danny Lane (endorsed by Chuck Norris).

*To book Mark Bowser for your next conference or training event then email info@MarkBowser.com or visit http://www.MarkBowser.com .

The Way You Say It Is Important

Selling Words to Live By

Sales Copywriting is powerful and very few sales professionals understand it or know how to do it. We all write letters, emails, texts, etc… wouldn’t it be wise to know how to use the right words in the right way? Here is one piece of advice from Top Copywriting Coach David Garfinkel:

“Instead of saying, ‘We’re the best’ or ‘We’re the top of the heap,’ you can use this, and it can be a bullet point. ‘People call us the best because’ and then you come up with your reason. Suddenly, it’s not you saying you’re the best; it’s other people saying you’re the best. And, it’s not only that, but you’re giving them a reason, so it makes it a lot more believable.”

Sales Curiosity

Selling Words To Live By

“Curiosity is the uncovering mechanism to new discoveries.  What new sales discoveries can you make this week?  Is it driving a new way through your territory and possibly finding some new customers, is it discovering some new sales closing technique that you have never tried before, or maybe it is discovering a fresh way to connect and build rapport with an old time customer.  Well, I challenge you to be curious this week.  It might be just the thing to boost your sales career to the next level…”

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

Your Value to the Marketplace is the Problems You Can Solve

By Mark Bowser

Life is a series of problems. Experts say that we’re all in one of three places. One, you just came out of a crisis. Two, your in a crisis right this moment, or three…guess what…you’re getting ready to head into a crisis.

So, life is a series of problems. More importantly, life is about how we handle problems. I see problems simply as opportunities in disguise. That may sound like a cliche, but that doesn’t make it not true. Problems can mean growth if you choose to look for the opportunity.

The super successful are problem solvers. Our value to the marketplace is in solving problems. For example, if we don’t solve a problem for a customer, then we aren’t worth anything to them. That’s harsh, but it’s also true.

The famed author and preacher, Dr. Norman Vincent Peale was plagued with a problem one day. He just couldn’t come up with a solution and he felt like he was up against an obstacle the size of El Capitan in Yosemite National Park.

Finally, Norman was told he needed to go see this particular wise old man. They said if anyone can help you find a solution, it is this man. So, Norman relented and he went to visit the old man. The man opened the squeaky front door and allowed Norman to enter the house.

The old man led Norman to the living room and pointed to a chair for him to sit down. The old man sat down adjacent to him in a well worn recliner. While rocking back and forth, the old man asked, “Son, what brings you out this way?”

Norman shared his miserable problem with the old man and every thing he had tried to no avail to solve it. The old man leaped out of his chair like a rocket launching from Cape Canaveral. Norman couldn’t believe that the man could move that quickly.

All of sudden, the old man started to raise his hands in the air over and over again while walking in a circle in the middle of the room. Norman began to wonder what he had gotten himself into. Was the old man delusional? Had he lost his mind?

Sheepishly, Norman asked, “Sir, may I ask what you are doing?”

“Why, I am heaping up the problem of course. You can’t expect to solve a problem until you get it in a pile.”

After a moment, the old man stopped ‘heaping” the problem and continued walking in a circle — this time poking a crooked, raggedy finger into an imaginary pile. Norman asked, “What are you doing now?”

“Why, I am looking for the soft spot. Every problem has a soft spot. You can’t solve a problem until you find it’s soft spot….Hey, there it is right here! Son, that is where you will find your solution.”

In his wild eccentric way, what this old man was dong was helping Norman kickstart his creative juices. Every problem has a solution if you believe there is a solution and choose to look for the opportunity. Sometimes, the opportunity isn’t found where you expect it to be found. Sometimes, it is a shift in an attitude which leads you to acceptance and then to a new horizon which in turn leads to the new opportunity.

If you need a new answer to solve a problem then you had better ask new questions. Many times we stare at our problem like we are staring at a brick wall. Instead, we need to look for the door to walk through or at least a window to climb in from.

To be super successful in this life, we have to be solution oriented. I want you to do something for me — actually it is for yourself. I want you to pull out a piece of paper. Go ahead. I’ll wait. I’m not going anywhere.

Alright. Now, I want you to jot down on the paper a problem you are dealing with right now. It may be a business problem you are is experiencing. It may be a relationship problem. Whatever it is, write it down now. Let’s deal with that problem immediately.

Many people don’t want to face their problem. It is equivalent to throwing a little monster under the table so we can’t see it. However, hidden from view, that little monster of a problem finds crumbs under the table and it begins to eat. It grows and gets bigger and bigger. Eventually it is so big that the table can’t hide it anymore and we have to deal with it. So, let’s deal with it now while it is small.

Heap the problem up and look for the soft spot and before you know it…it won’t be a problem anymore. It will have been solved.

*Excerpted and adapted from Mark Bowser’s Seminar The Foundation of Success. To schedule Mark Bowser as a speaker for your next event or conference then email info@MarkBowser.com or visit www.MarkBowser.com

*Mark Bowser is the author of several books including Sales Success with Zig Ziglar, Some Gave It All with Danny Lane, Jesus, Take the Wheel, and Sell Your Way to Success.

SUCCESS LEAVES CLUES

By Mark Bowser

What is it about the Super Successful? It is almost as if they attract success to them like a magnet to medal. What is it about them? No matter how successful you and I may already be — we can be more. So, how can we boost our results and join the Super Successful? How can you take your life to the next level and achieve more influence and more income then you thought humanly possible? Difficult you say? Some are even thinking impossible as they read those words. Think again. 

We know every thing there is to know about the Super Successful. They have been studied for decades. I have studied them myself for many years. And, I have stood on the shoulders of the giants who came before me who studied them too. 

We know how the Super Successful think. We know what they believe. We know their habits. We know the actions they have taken. We know what has worked for them and what has failed…and we have learned why…and so can you. 

Write this down. I want you to make yourself a note and carry it around with you for a week. This is what this whole concept boils down to. Are you ready? Here it is! Success Leaves Clues! Success Leaves Clues! If we do the things that the Super Successful have done then we are going to get similar if not identical results. If we learn to think the way they think and adopt their positive habits as our own then success is inevitable. 

So, if you don’t like where you are right now or the results you have been getting — then realize you aren’t stuck…unless you choose to be stuck. You can change. You can become better. You can reach your dreams. But, you have to change course. If your ship is in unfriendly territory then you need to steer the rudder towards favorable seas.  It is all about your beliefs. And, your beliefs lead to your thoughts. And, your thoughts lead to your actions. Before you know it, you will have adopted a success philosophy that has become a habit. 

One of the elements of being Super Successful is asking better questions. Lousy questions lead to lousy answers. The Super Successful ask better and better questions and that leads to the answers they need to win.  

One of my colleagues, Brian Tracy, used to tell a fascinating story about Albert Einstein. In 1942, Einstein was teaching a physics class at Oxford University. He had just given a final exam to the seniors in the physics program. He and his teaching assistant were walking across campus and Einstein could tell that something was bothering his assistant. Finally, the assistant burst out his quandary. “Dr. Einstein, I am confused. The exam that you just administered to the senior class — isn’t that the same exam you gave them a year ago?”

“Yes, it was the same exam,” said Dr. Einstein.  

“Then, how do you give the same exam to the same students two years in a row?”

“Oh, that is simple,” said Einstein. “The answers have changed.”

What did Einstein mean that the answers had changed? We may not understand every nugget he was referring to — Einstein had a tendency to think on a different plane then most of us. But, his statement is applicable to us today. What concerns did you have a year ago? It isn’t the same concerns you have today, is it? The answers have changed. What goals did you have a year ago? Most of those goals are different today. The answers have changed. Where was the American economy a few years ago? It isn’t in the same place today. The answers have changed.  

In order for us to get better answers, we have to ask better questions. My son is a sophomore in high school. It must have been when he was in fourth or fifth grade when I experienced the ‘New Math’ for the first time. If you haven’t experienced it as of yet — just let me say it is an eye opener. 

One night, I was helping Andrew with his homework in long division. Let me tell you, I can do long division. We’re not talking about rocket science. We’re talking about elementary school long division. As we were working, I corrected Andrew on his process. He stopped me and said, “Dad, my teacher doesn’t want me to do that way.”

“What do you mean your teacher doesn’t want you to do it that way? That is how you do long division. How does she want you to do it?”

Well, Andrew proceeded to show me how they were taught to calculate a long division problem. Remember how we were all taught. Let’s say we needed to divide 5,227 by 15. We would write down the 15, draw the line up and over and put 5,227 under the line. 

Then, we would ask ourselves, “Hmm, how many times does 15 go into the first two digits?” In this case it is how many times does 15 go into 52. Oh, they don’t do it that way in the ‘New Math.’ They calculate — I mean guess — how many times 15 goes into the entire number of 5,227. It is supposed to develop their in depth thinking or some other mumbo jumbo.  

I was getting so frustrated that I actually said to Andrew, “What! That makes no sense. Your teacher and I could both have the same one hundred problems, we would get the same answer, but I would beat her speed wise every time!”

My wife gasped, “You can’t say that to him.” Of course she was right, but my exasperation had gotten a hold of my tongue. 

So, what is my point here? If we want to go to the next level of success, we just can’t change the process and randomly call it new and improved. If we want better answers, then we need to ask better questions. Never ask lousy negative questions such as “I wonder if it is possible for us to do xyz?” Always ask possibility questions such as “How can we accomplish xyz by June 1st?” The most powerful question you can ask is “How?” How — opens the doors. How — overcomes obstacles. How — reveals the success to come. 

What answers do you need this year? What challenges are you dealing with? Where do you want to be in a few months? To get the answers to questions like these and more — you need to look at things with fresh eyes. You do that by looking for the clues. Success Leaves Clues!  

*To view a video on this topic from one of Mark Bowser’s live seminars then go to https://youtu.be/NXRBFB8cLvM

*Mark Bowser is the author of several books including “Sales Success” with Zig Ziglar, “Sell Your Way to Success,” “Unlocking the Champion Within,” “Jesus, Take the Wheel,” and “Some Gave It All” with Danny Lane (endorsed by Chuck Norris).

Mark Bowser has presented training seminars for some of the world’s top organizations including Dell, Southwest Airlines, FedEx Logistics, Ford Motor Company, United States Marine Corp., Purdue University, Kings Daughters Medical Center, Princeton University, Sony Music, and many more. To schedule Mark to speak at your next conference or training event then email info@MarkBowser.com or visit http://www.MarkBowser.com

Success Leaves Clues

Words to Live By

“Your family and your love must be cultivated like a garden. Time, effort, and imagination must be summoned constantly to keep it flourishing and growing.”

Jim Rohn

Success Leaves Clues