by Kirby Hasseman
I stopped in the office of a friend the other day to talk to him about the latest and greatest offerings we have.
It was a sales call…and it was unannounced. I had hoped to “pop in” and chat with him quickly before moving on with the rest of my day.
But when I walked in I could tell his energy was pretty low. His eyes looked tired. So I asked him what was going on. He proceeded to talk to me about some tough things that were going on in his personal life. The more I listened, the more I realized that he did not need for me to solve anything. I just needed to listen. So we just talked. During the half hour conversation, I tried to offer some words of encouragement, but mostly I just was a person to talk to. Then we discussed getting together later for a coffee or a beer. I left without trying to sell him anything.
Sometimes as a salesperson or an entrepreneur, we can get caught up in chasing our goals and trying to create the life of our dreams. It’s a noble pursuit. But sometimes the best thing we can do to create the life you want is to just “be human.” Take a moment. Take a breath. Listen. Be a friend.
Sometimes that’s the best sales strategy of all.
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by Kirby Hasseman
If you are in sales, you need to read this. If you are not in sales, remember this…everyone is in sales.
I remember it like it was yesterday. I was at the PPAI Expo in Las Vegas several years ago on education day and had stepped into a class led by Greg Muzzillo from Proforma in hopes of being educated and enlightened. Greg did not disappoint. Years later, I still remember a question he asked. “In every business there is $15 an hour work, $50 an hour work and $500 an hour work. How many of you want to do the $500 an hour work?”
Without exception, the room full of people (including me) raised their hands. “LIARS!” he yelled at us. “All of you say you want the $500 an hour work, but every day you go straight to your desk to start on the $15 an hour work.”
For me, at this moment, this was a wake up call. His point was, there is nothing wrong with the administrative tasks in a business. They are vital. But as a salesperson, you bring the most value to your organization by getting in front of clients. When you are meeting with clients, you get the most return on your time. He finished with this statement, “There is no money behind your desk! Stop looking there!”
I love this. The fact is, it is easy and comfortable (as a salesperson) to do the non-sales activities. As I said above, they are important. They need done. But they are not the activity that brings you and your organization the most value on YOUR time. And that is the key, I think, regardless of what role you play in the organization. What is the role that you do that brings the company the most return?
*If you are in billing, it might be sending invoices.
*When you are at the front desk it might be answering the phone quickly and with a smile.
*If you are in sales, it is most likely meeting (face to face) with clients.
Anything you do instead of that is costing you money. In his new book, Clockwork, Mike Michaelowicz explains a concept called the QBR (Queen Bee Role). The idea is, the QBR is the most important role in a business. That needs to get done. Everyone needs to either serve the QBR or protect it. Figure out your QBR and focus your time and attention on that.
And remember sales team…there is no money behind your desk!
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by Kirby Hasseman
I love to go to educational events. Whether in or out of my own industry, I enjoy digging in and getting new ideas…and getting inspired. So this week, when the Commonsku gang put on their 2nd Annual SkuCamp event, I was in my element!
Skucamp was a 2 day intensive event designed to entertain and inspire entrepreneurs in the Promotional Products business. I know the goal was to provide great education and networking opportunities. I know their goal was to have a packed house, with a cool vibe and an awesome environment. That’s every event’s goal, right? But the culture of people around this event might be it’s real special sauce.
The Commonsku team has created a sandbox where some amazing industry pros want to come and play. But what did I learn? The answer is…a lot.
Here are just a few key takeaways from #Skucamp2018.
There is no “one way” to do it
There are many people doing really cool things in our industry that gathered at Skucamp. But it was amazing how different each business and business approach is. Some people were super focused on e-commerce. Some business owners had no interest in that. Some businesses were diverse and some were niche. There is not one formula that leads you to success.
Vulnerability is cool
You never learn anything (or at least anything good) when you think you know everything. Skucamp was a place where a lot of really smart people admitted that they didn’t know everything. It wasn’t a weakness. It was a strength.
You Grow By Saying No
You don’t have to be for everyone. I talked about that here. Opening speaker Mike Michaelwicz talked about this in his opening talk. He discussed the idea that you don’t need to be for everyone…in fact that might be a bad thing!
Bring A Big Idea
I love this concept from speaker Caryn Kopp. She had a great session about getting the door open to companies and opportunities you wanted. But this simple idea really resonated with me. If you are meeting with a client, bring one BIG idea that could be huge for them and you. Are you doing that consistently? When I asked myself that honest question, the answer was “no.”
Nice People Finish First
In a world where we are under a constant barrage of negative, it was a wonderful reminder that good people are out there doing amazing things. One of my biggest takeaways was just that…good people are doing great. You don’t have to be a jerk. You might not be perfect (I know I am not). But you can be a good person and grow an amazing business.
Finally, it was a true privilege to get the opportunity to speak with my buddy Bill Petrie about the power and importance of Content Marketing. Thanks to the gang at Commonsku for having us…and thanks to Bill for making me look better than I deserve.
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by Kirby Hasseman
I was struggling.
We all have days like that. We have those days that make us wonder why we do what we do. Does it really matter? Does anyone really care? I don’t think it’s just me. So that day I was having “one of those days.” And then I got this message posted on my Facebook wall.
“Like a lot of people, I’m sure, I listen to podcasts while I’m driving. Yours is one that I listen to. Bailey (my 6 year old) generally hates when I “just listen to people talk”, but, the last few times she’s gotten in the car she’s asked if we can listen to Kirby. When I told her you are a friend of mine that I’ve known for a long time, she instantly declared “I want to be friends with him too”. I’m not sure that 6 year olds are the audience you are aiming for, but we are all fans of yours. ?” Sarah
I can’t tell you how much this brightened my day! But it’s not about me…it’s about you.
Though Sara and her 6 year old Bailey boosted my day, that’s not the point. The point is, we all have the ability to spread that piece of joy.
My rule is simple. If I catch myself saying something nice about someone behind their back…I tell them.
That’s an easy rule that we can all take a moment to follow. So give some thought to that person that helped you this week (or this month).
Make a list. Then take a minute to reach out to them on Facebook, or via text or pick up the phone. It’s very likely that you will lift someone’s day (like Sarah and Bailey did for me). And what’s even cooler is that you will likely lift your own spirits as well!
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by Kirby Hasseman
Whenever I find myself stressed and overwhelmed, worried and afraid, the chances are I am not “living in the IS.”
I was reminded of this today when I woke up before the alarm with my head filled with the huge projects on my “to do” list. I need to live in the “is.” Let me explain.
Living in the WAS
Have you ever heard a person that is constantly bemoaning the fact that things are changing? They constantly tell you how good things “used to be.” They can only see the bad in what is coming…and never the progress. These people are living in the WAS. This glorification of the past makes me sad for these folks. As Billy Joel said “The good old days weren’t always good, and tomorrow ain’t as bad as it seems.” Living in the WAS will create frustration and anger. It also fills your heart with regret. As much as you want to, you can’t turn back time. So stop trying.
Living in the WILL BE
The other source of stress comes from living in the “WILL BE.” As you know, I am a big believer in goals. As Jeff Haden says, when it comes to goals you need to “set it and forget it.” Many of us are constantly worried about what our clients will say, what our friends will think, what society will do. But all of those worries are complete fabrications! You (and I) are debilitated by stress and worry about an event that has not (and might not ever) happened.
Living in the IS
Living in the IS reminds you to be centered and present in this present moment. You only get this moment (and this life) once. What are you doing with it…right now? Are you working on projects that matter to you? What are you doing to create memories? Are you being intentional? In addition, living in the IS gives you perspective and happiness. It is the only “real world” we have. The past is a memory. The future is a fabrication. Living in the IS gives you a chance to “be here.” Right now. Take a deep breath. Live in the IS.
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by Kirby Hasseman
I love to read. Don’t get me wrong. It’s not because I love the feeling of “curling up with a good book.” That’s fine, I guess. But my personality does not really lend me to a curling up kind of guy. I love it because I feel like reading pushes me. It makes me think. It inspires me to push harder. But sometimes it’s hard to recommend books because your need depends on your area of interest or need.
So I usually default to some of the books that I have enjoyed lately.
That’s cool…but I thought it might be helpful to break it down via “area of interest.”
So here are 7 sales books that I have loved and have helped me grow.
1. 7 Habits of Highly Effective People: You might be saying “but this is not a sales book.” You would be wrong. It’s a “better human” book. If you follow these principles, you will be a better sales person. Period.
2. The Ultimate Sales Machine: I loved the overall sales process that Chet Holmes outlined in this one. It inspired me. And if you look at the life of selling results (regardless of industry) Chet had the goods.
3. High Trust Selling: This book changed my business. I love the concept of the 80/20 rule of sales that Todd Duncan lines up in this book. For me, this is when I took the “next step” in my sales career and hired an assistant. It was a leap of faith for sure. And I took it because of this book.
4. Influence: The Psychology of Persuasion: If you want to affect people’s behavior, you need to understand their psychology. Why do we do what we do? This book, originally written as an academic text for psychology, has become a sales “must read.”
5. The 10X Rule: If you need a red bull style kick in the pants, Grant Cardone has you covered. I love goals. But Cardone takes it to the next level. I listen to this one and he gets me fired up to attack the day.
6. Fanatical Prospecting: This book was another book that really grabbed me by the collar. It tells you things that (as a salesperson) you might not want to hear…but you need to hear. If you want to have more sales, you need to do Fanatical Prospecting.
7. The Sales Acceleration Formula: This is one that taps in the science of the sale when it comes to the basics of content marketing. From one of the early leaders at Hubspot, this one will make you think of your sales process…and how to turn it on its ear.
This is hardly an exhaustive list. But there are some really good ones here that have inspired me at different times on my sales career! What are your favorite sales books? Let me know! Make sure you never miss an update! Sign up for the VIP newsletter here and we send out a weekly wrap up of everything!
