6 Things Sales People can Learn from Donald Trump

If you are a republican you might really like this post.  If you are a democrat the chances are you aren’t going to like this post or what is in it.  I want to challenge you regardless of which way you lean politically to read the post and learn something from it.  I am not writing this from a political perspective.  I am writing this from a how can I learn from what Donald Trump did and apply it to what I do perspective.

We all now know that Donald Trump won the presidential race.  He won it pretty easily. Causing massive disruption in the political arena.  He did it with out the support of most of the news media, he did it without the support of the establishment republicans, he did it really without the support of most of the career political people making up the news media, pundits, long time politicians, print news, etc.

So how did he do it with all of these people against him?  He did it his way.  He did it in a way that was unconventional and caused massive disruption to the political establishment.

Here are the six things Donald Trump applied to winning the 2016 presidential campaign that you can apply to your sales approach to win every day:

Social Media:  Donald got criticized all of the time about being angry and unfit to be president because of his rants on twitter.  I am not talking about his messages in his posts. I don’t even remember what half of them were.  Here is what I remember:  The news media talking about his posts.  They talked about it all of the time.  That is all they talked about.  By applying some of the following things that I outline below through his social media platform, he was able to get attention all of the time to the people who wanted to hear his message.

Lesson:  Embrace Social media to get your message out to your audience.  It is a great platform to target and pinpoint the people you want to reach.

Lead with an Opinion: Not everyone is going to like to what you have to say.  However, nobody likes a person that says nothing. Also, nobody likes it when you are a fence rider, meaning you wont take a stand either way.  You have to make a stand and have a strong opinion for people to notice you.

Lesson: Whatever it is you believe, state it, stand behind it, and when you get push back don’t back down. Your opinion is yours lead with it.

Make big claims: This is the one that drives people crazy more than anything.  When Donald would make big bold statements about what he was going to do.  Half the people said he could never make that happen.  And the other half of the people were excited that he said it.  That is just the reality of the world we live in today.

If I told you today, that you could spend eight hours with me working and you would earn $500 dollars.  Depending on your current financial situation you may or may not take me up on the offer.  However, if I said you could make $10,000 dollars for the same amount of time, the chances are you would listen.  And that is all Donald Trump was doing when he was making big claims, getting people to listen.

Lesson:  If you want to get the attention of people today, you have to give them a BIG reason to listen.

Get Attention:  The world is as noisy as it ever has been.  With the news media 24/7, Sports of some kind on 24/7, twitter, Facebook, advertising, current events, the holidays, etc., you name it, you have to do be bold and do something to get attention.  Attention is what we all need for our prospects to get to know us.

Lesson: Your biggest challenge in sales is nobody knows you or your product.  If you want to become known, get massive attention by applying some of the ways I outline here.

Talk to your prospects: We all know that America is divided pretty evenly when it comes to politics.  I am sure it probably has always been that way.  Especially in today’s world, where there is more transparency than ever before.  Between twitter, videos, print news, and anything else you can think of, there is always a record of what you have said.  The key today is to define your prospect with clear pinpoint accuracy and then create messages to speak to them.  Again, love him or hate him.  Donald knew what message his prospects wanted to hear.  He was able to create specific messaging to them.  Which fired them up and got them out to vote.  You have to fire your prospects up about your product and then get them to spend money on it.

Lesson: Figure out who you want to reach, and then create a message stating what they want to hear.

Embrace your haters:  As I said earlier.  We live in a country where it is pretty evenly split politically.  So the bottom line is if you are going to win, you have to get fifty percent of the people fired up and hope that the other side doesn’t fire theirs up as much. When you embrace your haters and take them head on as Donald did, it again creates more attention which is what we all want.

Lesson:  Your haters can fuel your desire.  Your haters provide you content to feed the people who love you. Use your haters to define your message to the other half of the people who want to hear your message.

The main thing is that we all our seeking attention in this 24/7 world.  In sales, it is the easiest it ever has been to get your message out.  In most cases it is free to do so.  However, because it is so easy and everyone is doing it, it is harder than ever to get people to hear your message. To go from obscurity to at least being known to people you have to do things unconventionally and be ready to handle the response.

To your success and your future.

 

 

5 Signs Your Company is about to fail

Many companies have a huge problem right now. Some realize they have this problem, while others are clueless. They are trying to fix symptoms of the problems instead of the problem itself.

You can read poll after poll about the disengagement that exists in many companies right now. Dale Carnegie Training and MSW research partnered in 2012 and discovered that out of 1,500 employees polled that close to 70% of these employees are disengaged from their current employer and in their job.

So what does disengagement mean?

There are three classifications for workers in these studies.

Engaged: Employees who are committed and actively involved in contributing to the company.

Not engaged: Employees that show up everyday, but will not go the extra mile for the company.  Are really looking for a reason to leave.

Disengaged: Are really seeking to hurt the company.  These employees have negative attitudes and do more harm than good.

As the chart below by Gallup shows , millennial’s have the least amount of engagement in the workforce compared to their peers.

afkx-you6ekonwoaxywmpa

The research conducted by Dale Carnegie and Associates found that there are three major contributors that determine engagement by employees in the workforce.

  1. The employees relationship with their immediate manager
  2. Belief in Senior Leadership
  3. Belief in the organization

For years I have heard this saying “People don’t quit companies, they quit people” (managers).  They quit bosses or so-called leaders.  I know this is true first hand, and you most likely do as well.  The research by Dale Carnegie and Associates confirmed this is true from the respondents, by discovering that the number one reason for engagement at work is the relationship a person has with their immediate manager.

Managers, Directors, Supervisors, etc. are the ones managing the day-to-day operations of a business. These leaders are the ones that are required to keep the employees engaged in getting the job done.  Unfortunately, many of these leaders are not fully engaged themselves.

These day-to-day leaders are instead dealing with the problems amongst themselves from the decisions that are being made at the Senior Leadership level.

Here are five reasons that lead to disengagement that I have been a part of my self, and witnessed in many companies.  These five things are driving disengagement at the manager and director level.  Which is trickling down to the rest of the organization as well.

  1. The leaders who are making the decisions about the business are the ones furthest away from the actual day-to-day business.
  • I understand that most companies are one step away from being sued for any reason a slighted employee can think of. However, in an effort to keep everything consistent, many great employees are being prevented from earning more or getting more perks.  Which causes great employees to be less enthusiastic about the work. These decisions are usually made by senior leadership or a department that knows very little about the day-to-day jobs of the employees.

2. When people are more concerned about protecting their territory than making the best business decisions.

  • It is a blood bath sometimes at the different levels of leadership within an organization.     I have watched senior leadership make decisions strictly to go against the best interest of the company, all in an effort to make themselves look better and to show they have control over another leader.

3. When decisions are based on emotions instead of facts.

  • Often times we as humans make decisions strictly on our emotions.  If you think for a few seconds you can come up with a recent decision you made strictly on feelings and emotions.  If this is the case for most individuals, why would we be any different at work?  The answer is we are not.
  • Unfortunately, the people who have the ability to make many of the decisions are not making the decisions on facts, instead they are making them on emotions.  Those emotions could be nostalgia, the decision could go against a previous decision that they made, it could be ego, or insecurity.  All of these are emotional reasons.  And guess who is not that emotionally tied to the decision?  The manager or employee that is looking at the issues objectively.  Which then creates more discontent with the individual that has to live with the emotionally determined decision.

4. When leaders make decisions, but don’t implement strategies to manage the decisions.

  • I can remember many times in my career where a major initiative was decided upon by senior leadership.  The initiative might have been a decision to serve the employees better through some kind of perk or incentive.  Or it could have been a major process or policy change that could alleviate a lot of frustration or extra work among a certain department or group within an organization.  These decisions were made and communicated to everyone that needed to know about it.  Then after a few months or a in as short as a few weeks, everyone could tell that this decision wasn’t actually that important, because no measurement or management was implemented to ensure that the decision was carried out.

5. Everyone wants to be a gangster until its time to do gangster shit. (Tony Soprano)

  • I have found that most leaders just want the title.  Especially at the Senior Leadership level. They get the title, but they don’t want the responsibility.  Unfortunately, by the time they get the title it is too late.  Poor executives/senior leadership will hire a manager or director and hope that this new hire or promoted internal candidate will fix everything.  This is rarely the case.  Senior leaders are relying on managers and directors to carry out the hard stuff while they sit back and dictate what needs to be done.  Unfortunately, the managers and directors are watching senior leaders who aren’t willing to do the hard stuff themselves.  This is their example.  Guess who gets hurt in all of this lack of decision-making and accountability?  The employees and the company.

So what do you do about this?  What can you do if you have this in your organization?

It starts with candid feedback for everyone within the organization.  It requires a senior level leader to take a hard look at what is going on within their company and then having the desire and the nuts to fix it.

The other way to get a grip on it.  Is to hire a company or an individual to come in and do an assessment and get a feel for what is going on within the organization.

In either case, leadership has to be willing to take the necessary steps to change the culture and organization around. This is where the hard stuff begins.

Senior level leaders can’t expect managers and directors who are running the day-to-day operations to be engaged in the business and get others to be engaged in the business if they are not doing what they can to ensure the managers and directors are engaged first.

To your success and your future.

Research: Dale Carnegie and Associates Employee Engagement study (2012)

An underdog story!

We all love the underdog story.  The story of the team, the person, the company, that was not given a chance to win.  All of the odds were against them.  Their backs were against the wall.  Nobody believed in them. Everybody said they couldn’t.

While all of the naysayers, their so called friends, their colleagues, their supporters, and their haters were telling them to give up. To quit.  That it couldn’t be done.

They instead didn’t listen to the people.  You know who those people are.

They are typically the ones who never got into the game to begin with.  They are the ones that didn’t care to win as much as the underdog wanted to win.  They are the ones who have never taken a risk.  They are the ones who said, “Hey, if you go first, I will follow you!”  They are the ones that don’t know what passion is.  They are the ones that at the first sight of a challenge, they are saying we have to stop.

So what does the underdog do.  They do go first.  They lead. They do take a risk.  They do lay it all on the line.  They say you know what, our backs are against the wall.  We are out of money, we are out support, but you know what?

I believe.  I believe in this cause.  I believe we are winners.  I believe we have what everyone needs and wants.  The market needs our product.  The people need to hear our voice.

You might be thinking right now that the author is talking about Donald Trump.  And you would be right.  But the author is also talking about Hillary Clinton, Steve Jobs, Albert Einstein, William Wilberforce, Abraham Lincoln, Martin Luther King Jr., Apple, Ford Motor Company, Kentucky Fried Chicken, IBM, Chicago Cubs, Cleveland Cavaliers, and countless other people, teams, and businesses.

I don’t know where you are in your life right now.  Maybe you are in a good place and doing well.  If so, congratulations.

However, maybe you are not in a great place, now that this election is over, you are tired, scared, and worried about your future. Maybe you don’t know what the next step is for you. Maybe your back is against the wall. Your money is running low, your self-esteem is low, your friends aren’t supportive, and you just want to quit.

My advice is simple.  We are all underdogs at one point or another.  Most of us have some highs and lows, hopefully never too low.  But life truly is a rollercoaster.  Rollercoasters are supposed to be fun, but they aren’t when you are riding one every single day of your life.

What you need to do now is remember that your story is waiting to be written. You might be an underdog today, but you can be a champion tomorrow.  You might be broke today, but you can be rich soon.  You might be lonely right now, but you can have all the friends you want if you just try.

Today, take the next steps to becoming the person you want to be.  You can be anything you want.  Donald Trump is now the president-elect.  Hillary Clinton was the first female to be a presidential candidate for one of the two major parties. Neither one of them earned those credentials overnight.  Nope. It took years and years of fighting back and being an underdog time and time again, to finally become an underdog story that we now look to for inspiration.

To your success and your future.

 

 

6 reasons why your career has stalled

You know Bob don’t you.  Bob is three cubicles down for you.  Bob is a nice guy.  He is a great employee for your company.  He has worked there for about five years.  He has nice family.  His wife is great, she also has a great career. His three kids are all in public school, although he would rather they be in private school.

Bob shows up to work on time everyday.  He will also stay late when needed.  His work is always done very well.  Bob is well liked by all of his colleagues.  He is the nice smart guy, as they call him.

Bob has been in the same position with the same title for about five years.  He likes his job, but Bob would also like to make more money.  Private school tuition is expensive and his wife would like to move to a nicer newer home in a different neighborhood.

Bob has put in for a few positions that have opened up in his company, he interviewed with the hiring manager, but Bob has always felt like they already had someone picked out that would be taking the job. So Bob didn’t think he had a chance anyway.

Question for you?  Do you know Bob?  Do you have a Bob at your company?  If you can’t think of a Bob at your company, maybe it is a Suzy, or maybe it is you?

My guess is if you are reading this blog, it means you at least aware enough to realize that reading information like this may be able to help you get where you want in your life and your career.  You may be a seeker of new information, knowing that you need to do something different to get a better result than you are currently getting.

Here are 6 things that may have contributed to your career stalling:

  1. You havent invested in your skills since, well, you don’t know when:
    I used to work with someone who in their mind should have been running the company, but at the very least, they felt like they should have been the leader of the entire department.  This person was a lot like Bob in many ways as far as work goes. Except they had closer to like fifteen years of experience.They had not taken a course, a class, read a book, or anything for about as long as they have been in their career out of college.  Is this you? You might be thinking, well I have went to the monthly, quarterly, or company training for all of these years.  I have learned a lot from these, and I have done what they have asked.

    Good for you.  Let me remind you. So as everyone else in your company.  Nobody cares that you have done what is mandatory or required. The question is what have you done on your own.  What kind of resources (time and money) of your own have you invested to enhance your skills.

  2. You don’t cross party lines: 
    In an organization it is really easy to get caught up in your day-to-day job.  You eat lunch with the people in your department, you go on breaks with the people in your department, and you even spend time out side of the office with people in your office.

    These are good things for your job, but not good things for your career. You have to make it a point to go and hang out with other people from other departments.  You have to make it point to get to know the leaders with other departments.

    Unfortunately, leaders are selfish, and the leader in your department might not want to promote you and have to replace you. I hope that is not the case, but it could be.  Get out and meet other people in your company.

  3. You haven’t done anything hard in a long time.
    “Today we have a new initiative that will need strong leadership and someone take on some new roles! Who would be willing to take on this challenge?”  Everyone on your team immediately looks around the room at the other people.

    This happens every single day in business.  A leader creates an opportunity for someone like you or Bob to take on a new challenge, and instead of being the first to raise your hand to sign up for it, you look around and let someone else take it.  Or even worse the leader has to assign it to someone.

    If you haven’t done anything out of your comfort zone in your current job in quite some time, at best you aren’t getting noticed by anybody, and at worst you are bored out of your freaking mind.

    Do something different, take on the new task the new challenge.  I have watched many people take on these news challenges and a whole new career opens up for them that is more exciting and even paid more than the current one they were in.

  4. You don’t promote yourself.
    Working with companies as a consultant/coach as well as being in a company in various leadership positions for most of my career. I know it is easy for a senior leader, company owner, or a manager to get used to getting great work from you or someone like a Bob.

    The unfortunate or fortunate reality is you are a solid performer.  It is fortunate because your co-workers or your boss know they can rely on you.  It is unfortunate because they take it for granted.

    As often as necessary you have to remind your boss and whoever else needs to know in your company that you do great work and you are capable of more.

    Early in my career I made it a point to be seen when I knew others (higher-ups) could see me. If you just grind it out day in and day out, you wont be noticed, you have to get out and get noticed.  If you work remotely, you have to find a way to get noticed (contact me if you are interested in brainstorming ways to do this).

  5. You aren’t leading from where you are:

    Who said you must have a title to be a leader?  Answer:  Everybody has.  When we all think of leadership we think of position or title.  You can be a leader in any position within your company.  Leadership is not a certain position or title, it is a way of thinking, it is actions, it is characteristics and it can also be these things and a title, but a title is not necessary.

    If you are Mr., Ms., or Mrs. Grumpy about the fact you haven’t got promoted, or if you still want to sit at the water cooler and talk about all the things that are wrong with the company.  This is not leading.  Nope, this is fitting in with the crowd, this is staying where you are.

    Leadership is hard, leadership is going against what everyone else thinks.  Leadership is doing the things others don’t or can’t do.

  6. You stopped working for you: 
    Here is a myth that we all have fallen victim to.  We all have fallen for the “I work for ….” and “Do ….. at this …… company”.

    Why is this is a myth?  Because it is what we all have been doing for years and years.  Working for a company is great.  Being part of a company that is meeting its goals and growing, is an awesome thing.  I have been there and done that.  However, where I and many others got sideways is thinking that is all we are doing.

    Often times, I and maybe you as well, get so focused on helping the company meet their initiatives and meanwhile the company is not helping you meet your goals, your personal mission and vision you have for your life.

    Look, it is hard to find a position that is perfect match, where the company and the job  utilizes your skills and you are excited about what you do. But working for a company that doesn’t utilize your skills and you are not excited about is even harder to work for.

    My advice is simple.  Remember that a company is renting the skills you bring to the table.  They are renting your habits and your skills.  They pay you X and you lead people to a goal.  They pay you X and you put together so many widgets for them.  They pay you X and you organize things for them. They pay you X and you sell something for their company. They pay you X and you do the accounting for them.

    Keep in mind you collect the rents from them and while doing so, you continue to invest in yourself and become the best YOU, you can be.

    As a landlord I collect rents from my tenants.  The money is good most of the time.  However, if I don’t invest back into my properties, I eventually can’t charge as much for rents.  You are no different.  You can collect the rents for as long as you want from your company, but remember YOU have to invest some of the money back in to you, so you can continue to charge more for the rent.  And you can no longer be like Bob.

So has your career stalled? Do any of the thing six things sound like things you are or aren’t doing? If so, what are you going to do about it? It is up to you.

If you would like to meet with me for a one on one free consultation complete the form below and lets talk. It is free, and it could change your life. However, remember its up to you to do the work.

To your success and your future.