What is it that the best sales professionals know….that others don’t?
#selling, #sales training
What is it that the best sales professionals know….that others don’t?
#selling, #sales training
What is plussing? How can it take you to the next level of success? Find out in this inspiring video by Professional Speaker, Author, and Master Sales Trainer Mark Bowser
Success leaves clues. In order for us to become champions, we must watch champions. If we model what they do, think what they think, believe what they believe, learn what they learned, then we will get similar results. One such champion I think we can learn from is one of the great thinkers, inventors, and leaders in history Benjamin Franklin.
Benjamin Franklin had a goal of Moral Perfection. Even though he never reached that goal, Franklin believes the endeavor for perfection made him a happier, more successful person. Franklin discovered that this habit was the key to success. Franklin observed,
It was about this time I conceiv’d the bold and arduous project of arriving at moral perfection. I wish’d to live without committing any fault at any time; I would conquer all that either natural inclination, custom, or company might lead me into. As I knew, or thought I knew, what was right and wrong, I did not see why I might not always do the one and avoid the other. But I soon found I had undertaken a task of more difficulty than I had imagined. While my care was emply’d in guarding against one fault, I was often surprised by another; habit took the advantage of inattention; inclination was sometimes too strong for reason. I concluded, at length, that the mere speculative conviction that it was our interest to be completely virtuous, was not sufficient to prevent our slipping; and that the contrary habits must be broken, and good ones acquired and established, before we can have any dependence on a steady, uniform rectitude of conduct. For this purpose I therefore contrived the following method.
Franklin’s method consisted of 13 virtues. He would focus on one virtue at a time. He would spend one week focusing on that virtue and then he would move on to the next virtue. Every night, Franklin would record his progress in a book. He would mark every transgression he made that day not only in the virtue he was focusing on but in all 13 virtues. We might describe this exercise as one of great difficulty or one that takes too much time. Well, the road to success has never been easy and that is why there is plenty of room at the top. I am climbing the mountain of success and I want you with me. So, I suggest that we take Benjamin Franklin as one of our guides to the top of the mountain of success. Let’s dig into each of his 13 virtues and see what we can learn.
Eat not to dullness; drink not to elevation.
Franklin believed in being in control of mind and body. If we are out of control, then is it possible to succeed? I say no. Any success that might be accomplished while being out of control would come out of luck and would not be lasting.
Speak not but what may benefit others or yourself; avoid trifling conversation.
We have been told since childhood that if “we can’t say something nice then don’t say anything at all.” Good advice.
Let all your things have their places; let each part of your business have its time.
It has been said that many people spend an extra four hours every week looking for something they know is on their desk but still can’t find. Sound familiar? This happened to be the virtue that Franklin struggled with the most. For some of us, order is not an easy task to accomplish. But success moves with order. Athletes talk about getting “in the zone”, writers and speakers talk about the outline that flows, and mothers talk about bedrooms that-well, you know. Success and order go hand in hand. I am not saying your desk, office, or room has to be spotless. What I am saying is that you have to have an order that works for you. Arrange your space so that every thing you need on a consistent basis is in easy reach. Arrange your time in a way that improves your productivity. For me, that means Goalets List (to do list). Find what works for you and then stick with it.
Resolve to perform what you ought; perform without fail what you resolve.
You know what you need to do to succeed. Now, go do it!
Make no expense but to do good to others or yourself; i.e., waste nothing.
Be wise with money. Be a good steward of everything you have been given.
Lose no time; be always employ’d in something useful; cut off all unnecessary actions.
One of the areas that wastes a lot of my time is television. I love to veg out in front of the tube. However, I could be using that time to work on my dreams and goals. Now, don’t misunderstand me, I am not saying don’t watch T.V. I am saying that we all could probably watch a little less T.V. We need to plan our week. What shows do we really want to watch? Alright, then let’s watch those. Where we will save a lot of valuable time is when we will stop watching shows we don’t care about watching. We plop down in the chair, grab the remote, and start flipping. Don’t see anything good there so let’s flip some more. Before we know it, we have spent an hour flipping channels, watching nothing, and wasting time.
Use no hurtful deceit; think innocently and justly, and, if you speak, speak accordingly.
I believe the best way to accomplish this is to open our Bibles and live what we commonly call The Golden Rule. “Do for others what you would like them to do for you. This is a summary of all that is taught in the law and the prophets.” (Matthew 7:12 NLT)
Wrong none by doing injuries, or omitting the benefits that are your duty.
The Golden Rule pretty much sums this one up too.
Avoid extreams; forbear resenting injuries so much as you think they deserve.
Forgive people. Most people who are rude to us or do something to hurt us are in fact hurting themselves. Find a need and fill it.
Tolerate no uncleanliness in body, cloaths, or habitation.
Is dressing for success really that important? I believe it is. I am not saying you have to have the best shoes and the most expensive outfits. Not at all. I am saying, we need to look sharp and smell good. Our first impression is important.
Be not disturbed at trifles, or at accidents common or unavoidable.
Be proactive at all times. Have some quiet time everyday. A time to reflect and to think.
Rarely use venery but for health or offspring, never to dullness, weakness, or the injury of your own or another’s peace or reputation.
King Solomon, the wisest of earthly kings had some great advise for all of us.
“Choose a good reputation over great riches, for being held in high esteem is better than having silver or gold.” (Proverbs 22:1 NLT)
“Drink water from your own well—share your love only with your wife. Why spill the water of your springs in public, having sex with just anyone? You should reserve it for yourselves. Don’t share it with strangers.” (Proverbs 5:15-17 NLT)
Imitate Jesus and Socrates.
Many times when we think of humility, we think of mild mannered and weak. Nothing could be further from the truth. Humility is great strength. Humility is having so much confidence in yourself and the ability that God has given you that you don’t have to brag. Jesus Christ never bragged. He told the truth with great confidence and conviction.
Well, there we have it, Benjamin Franklin’s 13 virtues for success. If we follow them, how can we not reach the mountaintop of success? Even though we can’t keep them perfectly, I am confident that we like Franklin will say, “But, on the whole, tho’ I never arrived at the perfection I had been so ambitious of obtaining, but fell far short of it, yet I was, by the endeavour, a better and a happier man than I otherwise should have been if I had not attempted it….”
*Mark Bowser is a Professional Speaker and Author who has trained some of the top organizations in the world including Southwest Airlines, United States Marine Corp, Dell Computers, Kings Daughters Medical Center, FedEx Logistics, and many many more. To book him as a speaker for your next conference or training event then email info@MarkBowser.com or visit http://www.MarkBowser.com.
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
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
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