Achieving Business Excellence with John Spence

I Hate Motivational Bullshit

Rich-man-1102x620I get sick of all of this motivational bullshit… “Just meditate on it and the universe will bring it to you… You were born to be great and change the world … If you say enough positive affirmations, you will become a billionaire.” NO, NO, NO and NO.

You can achieve success, wealth, happiness, respect, notoriety, fame, power – whatever you desire – if you’re willing to pick a clear direction, create a solid plan and work your ass off. Nobody becomes a billionaire by just “believing” that it will happen. The universe does not align to create your perfect life – you create it. I love great motivational quotes, I read them all the time, but I know that at the end of the day it is up to me to make my life better. If I don’t put in the work – nothing will happen.

I guess I’m being a little harsh here, but I meet so many people that do almost no work but hope their life will be amazing. I mean, if the things they said in the book “The Secret,” actually worked, we would have world filled with skinny, good-looking billionaires. Let me make this Awesomely Simple: Hope is not a strategy. If you want to have a better life – you have to get better. If you want to achieve more success – you have to add more value. If you want to be wealthy – you have to do something that other people are willing to pay a lot of money for. There is no silver bullet, no secret to success, no easy way to become insanely wealthy. If you look at any person that is massively successful… they worked very, very, very hard to get there. I challenge you, I really challenge you, to study anyone that has become hugely successful and tell me that they did it without any effort or work. Every single person that has achieved at a very high level, has worked at a very high level to create insane amounts of value in the marketplace. The key though is to do something you’re passionate about, something that you truly love, so that all that effort never really feels like work, just a wonderful and challenging journey on the path to you creating an incredible life for yourself.

Love, John

 

Great Leadership Book + Two Business Ideas


Click HERE to learn more about my new Consultative Sales training course and use promo code 45OFF to get a 45% discount!!

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90 Quotes That Will Change The Way You Think

I was surfing the web and came across the following blog on Marc and Angle Hack Life: Practical Tips for Productive Living. Their 60 are awesome, but I added another 30 that were impactful to my thinking.  I welcome, no, I strongly encourage you to PLEASE add your favorite quotes in the comments section below – let’s make this a truly life-changing list!

 60 Quotes That Will Change The Way You Think…

In your quiet moments, what do you think about?  How far you’ve come, or how far you have to go?  Your strengths, or your weaknesses?  The best that might happen, or the worst that might come to be?  In your quiet moments, pay attention to your thoughts.  Because maybe, just maybe, the only thing that needs to shift in order for you to experience more happiness, more love, and more vitality, is your way of thinking. Continue reading “90 Quotes That Will Change The Way You Think” »

How To Increase Your Sales Success

shutterstock_46908313I have been teaching consultative sales for the past 20 years and in my opinion three of the most critical skills necessary to be superb as a salesperson are: asking highly focused and thoughtful questions, being an intense listener and then taking excellent notes. Great questions allow you to gather the essential information needed to understand the customer’s problems, create the exact right solution and close the deal. However, if you ask great questions and don’t listen carefully and write superb notes, you might as well not ask any questions at all.

Let me help you understand how important listening is. Think about the average value of one of your larger sales, then determine how much time (in minutes) you actually spend in front of the key decision-maker during the sales process. Then divide the total value of the sale by the number of minutes and it will give you how much money is on the line for every 60 seconds you’re talking to the key decision-maker. For some of my clients that number has been in the thousands, tens of thousands and even hundreds of thousands of dollars per minute. The number might be much smaller for you, or it might be quite large, but either way it is essential that you be incredibly focused on your customer during the brief amount of time you get to spend with them. One of the best ways to demonstrate that you are paying attention and truly care about what they are saying is to be absolutely fantastic at taking notes. Again, if you ask a great question and they give you an in-depth and detailed answer – and you don’t write any notes – you are telling the customer not to answer any more of your questions because it will be a waste of their time. (**As someone who has owned several businesses I cannot tell you the number of times that I’ve had a salesperson sit in front of me while I explained my problem or need in detail – and they didn’t write a single note – nothing. Which is exactly what they got from me, nothing. No sale, no deal, and no invitation for a follow-up appointment).

Here are some of the things I recommend to increase your listening and note-taking effectiveness and clearly demonstrate that you are focused solely on your customer.

  1. Turn off all electronic equipment that you do not plan to actually use in the meeting. No phone, no iPad, no computer – nothing that can distract you.
  2. Bring a professional notebook such as a Moleskine to write your notes in. Unless you are a phenomenal typist and can keep great eye contact while typing notes, it is better to use a pen and paper and transfer the notes over later.
  3. Bring an extra pen.
  4. As you are listening and taking notes use good body language and eye contact to show your customer you are fully engaged in the conversation. If you are selling over the phone use of verbal cues to let the customer know your listening and encourage them to continue talking.
  5. As the customer is talking repeat what they are saying over and over again in your head as you are taking notes. This will shut out any mind chatter you have and help you remember what your prospect is telling you because even though they have said it only once, you have heard it several times in your own mind which makes your memory and recall dramatically better.
  6. I have created a number of special icons that I use to help me focus in on the most important information in my notes. For example, I put a # next to where the customer gives me numbers, and a $ next to where those numbers represent money. I draw small set of clock hands next to anything that deals with time. When a client emphasizes a specific point I put a big star next to it, if they mention it again I put another star – and another if they talk about it even more. I write a ? when there is something I need to come back and ask for more detail on. Then, at the end of the meeting (or phone call) after the client has shared a significant amount of information with me, I can quickly go back over my notes and say something like:

“I’ve listened to you very carefully and from what you have shared with me it looks like you have three major concerns: 1, 2 and 3 (the three items that I put several big stars next to) that are costing you about XX dollars (based on everyplace I have written a $) and are causing you to waste about XX hours a week (based on where I drew little clocks) and you’d like to try to get this fixed by XX day (based on where I put the #’s). Does that sound about right to you?

Typically the client is overwhelmed by the quality of the notes I’ve taken and the information I can summarize and give back to them. I have demonstrated beyond a shadow of doubt that I am listening, paying attention, interested in what they are telling me and because I’ve written it down in such great detail I will be able to remember it and develop the exact right solution based on my understanding and analysis.

  1. Then as soon as I get out of the meeting or end the phone call I immediately take out my notes and dictate (I use the voice recognition software called Dragon NaturallySpeaking) a clean and thoughtful summary of everything that was discussed and agreed to during the meeting.
  2. I then send a copy of that summary/call recap to my client to confirm that I’m on target, that I have not missed anything important and that we are in full agreement on next steps.
  3. Lastly, I post my call recap/summary into my client’s file so that I will have it to review days, weeks, months or years in the future. I still have notes from phone calls I had with clients more than 10 years ago and they are amazed that I can go back and share with them key things we discussed a decade ago.

I will tell you from experience that if you use the tools and recommendations I have listed above it will have a significant positive impact on your sales success. Everything I’ve mentioned is common knowledge, every salesperson knows that they should do this, but very, very few actually do. When you conduct a professional sales meeting, asking superb questions, being a highly focused listener and taking incredibly thorough and detailed notes – you clearly differentiate yourself from all of the other salespeople your customer is meeting and create a level of trust and professional respect that is difficult, if not impossible, for your competition to copy.

I hope you find these ideas of value and that they help you close more big deals!

 

You Ask – I Answer!

 

subpageIcon4 copyI recently did a podcast interview with John Lee Dumas of Entrepreneur On Fire (listen to the interview here). It was extremely well received and I got a lot of people that sent me great questions. Here are a few of those questions with my answers, I hope you find this of value…

Q. I currently do a lot of different things. I have a full-time job and run a small business with my spouse, I hold several board volunteer positions, recently directed a non-profit, and am working on other charity projects in my community. These all make sense for me in terms of my “why”, but I worry about being sub-par at a lot of things, versus being excellent in one. Is it possible to be great in a lot of areas, or do you suggest someone narrow their scope? If someone’s attentions are split in a lot of ways, how can they be most successful?

A. To become truly world-class at anything – you must have a great deal of focus. It is an old cliché, because it is true: If you try to be all things to all people you will end up be nothing to anyone. It is possible to do a handful of things well, but if you are too scattered there is no way to do any one thing exceedingly well. The hard part is figuring out what to say “NO” to. To me, the best way to do this is to be very clear about your core values, exactly what you hope your life will look like five years from today, and what you want to accomplish with your life – and then have the courage to remove anything that does not directly add to that goal. You can stay involved in everything you’re doing, but it’s my opinion that you will likely not achieve a high level of success in any one of them.

Q. What do you with your time? With all of the books, presentations, mentees, traveling, etc. you do, it seems like you have more hours in the day than most people. How do you maximize your free time? How do you create balance? How do you work smarter versus harder?

A. First, I don’t have kids. That was a specific career choice because I thought it was unfair to have children and travel as much as I do. Luckily, my wife did not want to have kids either, so it wasn’t a big sacrifice for us. Also, I do not watch TV, movies, go to the mall, cut my lawn, do my own laundry, wash my own car or any other activities that do not directly align with what I’m trying to achieve – or – where I can hire someone else to do them for a few dollars an hour while I either enjoy myself, spend time with my wife, or work on projects that will make me a significant amount of money – which allows me to invest a small amount of it back into getting other people to do my chores. It’s all about the time/value of money. Figure out what an hour of your time is actually worth and then pay other people to do the things that are dramatically below that level. It is hard to do this in the early stages of being an entrepreneur, but once you start reaching a level of financial success this practice allows you to focus only in the areas where you can generate the most value and revenue.

Q3. In some of my ventures, I work a lot with professionals who are in a different generation than me, the “baby boomers”. In your opinion, what actions and attitudes most impress you when working with a “millennial”?

The thing that works the best with all generations is to ask great questions and and be an intense listener – AND – be so incredibly competent at what you do that people can’t ignore you. I took over as CEO of a multinational company when I was 26 years old and most of the people on my board were billionaires and in their late 50s or 60s. I simply worked extra hard to listen to them and be so exceedingly well prepared and well-studied that they had no choice but to trust that I would get my job done superbly. There are definitely generational differences, but being open, flexible and curious will allow you to understand those differences and determine how to work best with people older or younger than you.

Q. Like many entrepreneurs I have tons of ideas about different products and services I’d like to bring to the market. How do you choose which ones to actually pursue?

A. The answer to this is really quite simple, but difficult for some people to implement because they get so attached to their idea and the vision of selling their company for $10 billion to Google next week. For any business to be highly successful it must meet these three criteria:
A. It has to be something you are extremely passionate about and have fun working on, because you will never become truly great at something you don’t enjoy.
B. It has to be in an area where you have an exceedingly high level of competence, or you have surrounded yourself with insanely competent people and you have Uber-strong leadership skills and solid business experience.
C. This is the one that most entrepreneurs miss…

The product or service you want to bring to the market must be unique and compelling – differentiated from your competition in a way that is extremely valuable to your target customer – is difficult if not impossible for your competition to copy – and that you can actually deliver to the market at a reasonable profit.

If it does not meet all of these criteria you might be able to build a good business, but you will never build a sustainably successful enterprise that generates significant revenues and profit.

Those are just a few of the questions I’ve gotten this week, if you have a question you’d like me to answer please send it along and I will give you my very best advice.
I wish you every happiness and success – John

**** By the way, I just developed a Consultative Sales training program to help sales people be much more successful. If you are interested click on the link below and there is a short video that will explain to you exactly what I cover in the series. If it turns out that you want to go through the course, here is a special promotional code that will give you a 45% discount. The code is: 45OFF

I hope you’ll take a minute to watch the video and see if this program might be right for you or some of the people on your sales team. Thanks so much – John

Click HERE to learn more

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Three Great Books and a Fantastic (Free) Sales Webinar

The Sales Webinar has already passed — it was earlier in the year.

 

The Best Focus On Getting Better

5117ec57cab7b.imageI just had something very interesting happen. I finished up a sales training class for a client I have worked with for the past 12 years and after the class several of these attendees thanked me very much and said they had taken pages of notes and learned some very valuable ideas. Then, later in the evening I attended their annual sales awards dinner, and again several folks told me the session that day had been wonderful and two of them actually told me that, through various programs I had delivered for their company, they had learned some “career-changing” ideas. I was extremely flattered and glad to know I had helped, but what happened next was career-changing for me!

As the CEO stood at the front of the room and announced the company’s top sales people and managers I was amazed to see that most of them were the very same individuals that had thanked me for the workshop. In other words, the most successful people were also the ones who wanted to learn the most, even though many of them had been in the field 20 years or longer.

Earlier in the day as I was teaching the workshop I had noticed that many of the “older” sales people were furiously taking notes and nodding in agreement every time I covered a particularly important point. They were also the most eager to ask questions and engage in the workshops and group discussions. However, I also noticed that several of the “jokesters” took few notes, rarely participated in the discussions and did not ask a single question. Not surprisingly I did not see any of them win an award, but later at the bar I did hear many of them complaining about the comp plan, that their products were priced too high and that their competitors were “buying” contracts with lavish presents and dinners with purchasing agents.

 The mediocre thought they already knew it all, the best were eager to learn more.

 

The mediocre were resentful, the best were grateful.

 

The mediocre saw problems, the best saw opportunities.

 

The mediocre complained, the best succeed in the same arena.

 

I might have spent the day teaching, but I learned just as much as they did, well, at least the best of them.

Effective Followership

42BAF516-2E42-4C1D-B901-4F0B46E6DA09_t_4101-e1352134353644Earlier this year I was sitting in a restaurant in St. Louis reading an article in the Wall Street Journal and I had an epiphany. This is my 22nd year of traveling around the globe teaching a number of different business workshops including Advanced Leadership and in all that time I have never heard of a single company, nor met a single instructor, that taught a class on followership. How can this be? In order to have effective leaders you need effective followers. And everyone in the company has someone they have to follow, even the CEO has to report to the board of directors. I know that most people love to go to a leadership class because they want to think of themselves as leaders and aspire to be better leaders, but few people would get very excited about going to a followership class, even though being a good follower is a critical steppingstone to becoming a great leader. True to form, I immediately went to Amazon.com and bought every single book I could find on followership and have begun a quest to study this topic deeply so that I can create a program on how to be a superb follower. However, I decided yesterday when working with a fantastic client in Las Vegas, to test my idea. I explained to the audience of about 300 people what I have just explained above to you and heard a giant sigh from the crowd as they too realized they had never been taught how to be highly effective followers. To learn more, I broke the audience up into groups of 5 to 7 people and asked each group to develop a short list of what they felt were the most important things needed to be a great follower. I then asked several of the groups to share their list and here are some of the things they came up with:

  • Want to be there – be engaged
  • Be highly capable and competent
  • Support the vision
  • Know the vision, mission and goals of the company
  • Hold yourself highly accountable
  • Ask for help when needed
  • Work to support the leader and the team
  • Give loyalty – but not blind loyalty
  • Challenge the leader’s ideas when appropriate, but with respect
  • Be proactive, don’t wait to be told what to do
  • Have an ownership mentality

This is just a partial list of the feedback I got but it is extremely telling. Although a number of these correspond with the sort of answers I get when I ask about what it takes to be a leader that people would willingly follow, there is a portion of this list that is unique to being an excellent follower. Based on this feedback I am extremely excited to be building a new class on the elements of effective followership, and I would highly value any feedback or ideas you want to share with me as I research this topic and begin to build the new program.

What do you think it takes to be a great follower? I very much look forward to your ideas.

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Team Building Advice for a New Team Leader

shutterstock_46846525I recently received an email from the young lady who recently moved into a new job and was put in charge of a team. These are folks she had never met and she was struggling to pull the team together and get them working as one cohesive group under her leadership. She asked me if I had any advice on how to make this happen. Here is the quick, but focused, response I sent to her.

This is a challenging question, the key is to build trust. There are several factors that go into building trust, but here are a few that are fundamental:

Competence: They need to see that you are very good at what you do.
Concern: Showing true empathy, interest and concern for your team members.
Reliability: Another word here would be consistency, always doing what you say you will do.
Intimacy: This is also called tie-strength, in other words, spending time with your people so you get to know them better and create stronger bonds.

These things do not happen by chance, you have to create a plan where you find a way to demonstrate competence and concern, prove that you are reliable, and set aside time to talk with and get to know your team on a personal level. This does not mean you need to be their best friend or therapist, simply that you need to get to know them more as an individual than just an employee.

I hope you found this advice helpful, good luck – John