‘Motivational Speakers’
Science Park & A Sales Mentality
We need to talk about the importance of creating a sales mentality throughout your entire organization.
But before I start, this Monday, I will be releasing my first Motivational Minute Podcast. This is exclusive to email subscribers. Each week, you’ll be getting one of these motivational minutes to supercharge you for the week. Also, I’ll be releasing details about my new keynote speech for 2009 “Beat The Recession With Warren Greshes,” a 90 minute hard-hitting, no-holds-barred presentation guaranteed to transform your organization. Now back to the topic at hand…
I don’t know about you, but many companies with services I need seem to have dropped off the face of the earth. Are they out of business, or just hiding because they’re afraid to sell, or, maybe don’t know how? It has forced me to give my business to people I wouldn’t normally deal with. Sure it might be tougher out there today, but everyone needs to know that when prospects say “NO” today it only means “NO” today. It’s not “NO” tomorrow, the next day, week or month.
I want to tell you a story about the first experience I had with an organization where there was no sales mentality, and why to this day I speak about ensuring that the sales process permeates your entire business culture.
Around 1987 or ‘88, not long after I had started my speaking business, I landed a new client in Connecticut named Science Park. Science Park was an incubator whose purpose was to bring together, under one roof, entrepreneurs and small business owners who were trying to get their fledgling companies off the ground.
Science Park not only provided them with office space, but also with administrative and consulting support. Most of these small new companies were high tech startups. Each and every one of them was started and owned by highly intelligent people who believed they had come up with the next great product or idea. And, in fact, many of them had come up with outstanding ideas.
Their one big problem was: while they all had a certain amount of technical knowledge and tremendous expertise, not a single one of them knew how to sell. On top of that, they thought selling was beneath them and they weren’t quite sure it was necessary.
These would-be entrepreneurs honestly believed, if you build a better mouse trap the world will beat a path to your door. Unfortunately, many of them ended up sitting in their tiny little offices waiting for that door to open and guess what: that’s right; it never did.
My job was to teach these business owners not only how to sell, but the importance of having a sales mentality, how critical it is for business owners to always be involved in the sales process, even if you have salespeople working for you.
As the economy continues to unravel, it becomes absolutely critical for business owners, and executives, who distance themselves from the sales process, to get involved; quickly.
Clients need to be hearing from the top dog on a regular basis. If you don’t know how to sell; learn! If you think selling is something dirty that’s beneath you, here’s your choice: sell or go out of business!
If you think you can’t sell or are afraid to sell, but still want to learn how, let me recommend two of my DVD’s that can get you started. One of them, Prospecting Skills That Work, will teach you how to bring in new business and the other, Make My Life Easier will teach you how to keep it and grow it. And remember, you still have one day to buy them at a 50% discount!
Stop Watching The News
Stop watching the news! Come on folks is this what we’re destined to become? A nation of bad news junkies? And the reason I say this is because every time I turn around someone is telling me how bad it is out there.
Well guess what, we’re the only ones who can make it better!
And I’ll tell you another thing, there are salespeople, entrepreneurs and business owners out there right now that haven’t even had the time to look up and witness a recession. Why? Because they’re too damn busy opening up new markets, capturing market share and beating out all the competitors who have been scared off by bad news.
Listen, for 26 YEARS, from 1982 until September of 2008 the U.S. economy was in a recession for a grand total of 16 months! In other words, we are coming off of 26 total years of economic prosperity; the longest economic boom in the history of the United States, which is amazing. But therein lies the problem.
Most salespeople and business owners have been order-takers for decades.
Let’s face it, when business was booming did you really have to sell? Or did you just sit around waiting for the phone to ring or the door to open?
The big problem for far too many salespeople and dealers is they only know how to sell this way. They’re still sitting there waiting for the phone to ring (which it’s NOT) or the door to open (also NOT).
What is needed right now is a strategic attitude change when it comes to goal-setting, client relationships and prospecting for new business.
I am in the business of motivation and aggressive business development. Getting professionals of all stripes to take action in their lives, careers and businesses is what makes me tick. And with all the negativity every where you turn, I want to make an extra effort to get my programs into the hands of people like you.
My programs will help you create a game plan for your life, career or business and get back that crucial confidence you need to make 2009 a big winner. I promise you that.
For the first business week of December ending this Friday, I am offering a 50% discount on all of my products. They can be found by clicking these links:
This includes all of my DVDs: Make My Life Easier (my definitive seminar on building client relationships), Goal-Setting Techniques That Work, and Prospecting Skills That Work.
This means you can buy my DVD Success Series which includes all three of my DVDs plus a bonus copy of my book for less than $75! Click here to order.
Simply click on any of the “add item to cart” links like you normally would to purchase with us, and the 50% discount will automatically be deducted from the order total.
Never Give Up In Down Times
In my last entry, “A Recession Is Coming And I Can’t Wait!,” I wrote that recessions and down economic periods are the best times to do business because most of the competition gives up.
As expected, there were some very good comments. Normally, I would leave it at that; but one of the comments was so good, I wanted to make sure you all got to see it. It’s from a woman named Davida Roth and I think she sums up the prevailing attitude, because she’s on the front lines witnessing it. Here’s what she wrote:
Mr. Greshes
Thank you so much for this article. I am an Independent Consultant with Mary Kay Cosmetics and I’m finding that many Consultants in my area had already started to mentally close the figurative doors of their business due to their fears over the economy. Especially since the purchase of cosmetics and skincare is often made with discretionary/ disposable income and for some women it’s even a luxury purchase.
I didn’t know how to address their concerns and frankly was finding myself getting antsy and anxious every time I even heard a news report on the coming recession. Every "No" that I used to be able to brush off, now seemed to confirm my worse fears. Already, reading and re-reading this article has helped to bolster my flagging confidence and I’ll be able to encourage my sister Consultants as well.
Thank you for taking the time to write this post and of course for sharing it with us.
Does that sum it up or what? First of all, WE ARE NOT IN A RECESSION; and there’s a real good possibility there will not be one, but it doesn’t matter! As you can see from Davida’s comment, it’s our own fears that create these self-fulfilling prophecies.
Do you really believe, even if there is a recession, women will STOP buying cosmetics and skincare products? What about all the millions of women who go to work every day, will they stop wearing make-up or using face cream? Yeah, and I think I’ll stop showering because my water bills are getting too high. Sure, maybe they’ll use less or buy cheaper brands, but with so many salespeople giving up, there will be more business out there for the rest of them.
I’m sure glad my article posted at the exact right time and I was able to help Davida as she was about to succumb to one of the biggest obstacles in the world: negative people!
Don’t let negative people stop you. They’re just looking for an excuse to not have to try as hard. Your efforts to keep doing business while ignoring the nay-sayers are less likely to inspire them than it is to make them try harder to stop you, so as not to make them look bad. Your only solution is to tell them, “Either join me and come along for the ride or get out of my way!"
Goal Setting Techniques That Work
First, I want to thank everyone who has helped make Prospecting Skills That Work a success! Your feedback has also been great about seminars that you would like to see in this format. This is why very soon we’ll be releasing Goal Setting Techniques That Work: How to Create a Five Year Action Plan for Your Life. Below is a preview of the new DVD. If you know you need to get clear about your future, but haven’t yet clarified your vision, this program will give you the tools and motivation you need to get started now. This DVD will be available in the coming weeks, so check for updates.
San Francisco to Ystad, Sweden
I’m in a hotel room in Ystad, Sweden. It has been a hectic, tiring but exciting week. My trip began last Sunday when I flew to San Francisco. On Monday, I delivered an all-day seminar to a group of insurance agents from State Farm Insurance. Right after I finished, I showered, changed, packed my bags and left for the airport for a VERY long flight to Stockholm, Sweden; arriving there on Tuesday evening.
Wednesday afternoon I was the keynote speaker at a meeting for a large Swedish dairy company. The audience consisted of many of their retail customers, along with a few suppliers and partners. It was not only my first time speaking to a Swedish audience, but also my first time visiting Sweden.
Although I had no idea what to expect, everything turned out great. The audience was terrific, not very different from most of my audiences back home. People are people wherever you go and one thing we all have in common is deep down we all want to succeed, and if you have something to say and can deliver it in a way that’s entertaining, energetic and both easy to understand and implement, the audience will respond.
On Thursday, Hans Olsson (my representative who set up my appearances) and I went to visit with a Swedish Venture Capital firm who is showing interest in bringing me to Sweden next year to speak to the many companies they have a stake in, which is very exciting. Not too long after that Hans and I flew from Stockholm to Ystad, a small town in the south of Sweden, about fifty miles from Copenhagen.
Yesterday (Friday), I delivered a four hour public seminar to salespeople and business people from the area surrounding Ystad. We had about 250 people in the audience and I doubt it could have gone any better than it did. Again, the audience was fantastic; enthusiastic and very anxious to find out how they can be even more successful.
I don’t think anything here in Sweden has surprised me because, never having been here before, I went in with a completely open mind. Both hotels I stayed in (Stockholm and Ystad) were terrific. The service everywhere (hotels, restaurants, cabs) has been excellent. My only regret is there really hasn’t been enough time to see as much of Sweden as I would like, though I’ve enjoyed what I have been able to do.
I’ll be heading to Copenhagen on Monday for one day then flying back home Tuesday, October 2nd. It has been a great trip and I look forward to visiting again soon.
Trip to Boulder Junction
Have you ever gone into a situation with very low expectations and come out surprised beyond your wildest imagination? That just happened to me this past weekend.
Sunday night September 16th, I was booked to be the keynote speaker at an annual sales meeting for Uline, a company that specializes in shipping and packing supplies.
The meeting was being held at a corporate retreat named The Red Crown in Arbor Vitae, Wisconsin. Where’s that, you ask? Turns out it’s in the wilderness of northern Wisconsin. You can fly into either Milwaukee or Minneapolis and then take a REALLY small plane to Rhinelander. I have been a road warrior for over 21 years and I have NEVER heard of Rhinelander. From there it’s another 45 minute drive to the meeting facility.
My speech was scheduled for 7:30PM Sunday night. Normally, when I’m speaking that late I just fly in the same day and leave the next morning. However, considering how out of the way this place was, I decided to fly in Saturday and leave Monday. As you know from reading this blog, I try not to place a lot of trust in airlines, especially when I know I can’t fly Southwest. But then this created a problem.
There was no room available for me at The Red Crown on Saturday night. There was another corporate meeting going on there that day and it would only be available for the Uline meeting starting on Sunday.
The Uline people told me they would make other arrangements for me and ended up finding a room at The Big Bear Hideaway in Boulder Junction; about 10 miles from the Red Crown. They told me I could move to the Red Crown on Sunday or just stay at the Big Bear both nights. I chose the Big Bear and, oh man, am I glad I did.
Don’t get me wrong The Red Crown was nice; beautiful setting right on a gorgeous lake; fantastic staff who couldn’t be nicer; but in the rooms, no TV; no internet access and no phones.
Now I’m not quite sure what I was expecting from the Big Bear Hideaway, but it wasn’t much: boy talk about never assume. This place was beautiful. They call it a Bungalow Retreat, but it’s much more than that. The bungalow I stayed in had two bedrooms, a full kitchen; living room; and dining area and that’s just the downstairs. Upstairs was even bigger and just as nice. In every unit, the refrigerator is stocked with drinks; there is a basket loaded with all the kinds of snacks you love, but shouldn’t eat; a full stocked wine rack, a big screen TV (where I got to watch the Giants embarrass themselves against the Packers): one of three TV’s in my unit and free wireless internet.
The Main Lodge had a fully stocked bar, with premium liquor. I ordered a shot of 21 year Glenlivet and when I asked “What do I owe you?” Bill, the manager said, “We don’t have a liquor license, so we don’t charge for drinks.” Now I’m not much of a drinker, but I know people who could put a real dent in their budget.
Jeff is the owner, but Bill the manager took care of me as if he’d known me my whole life. He picked me up at the airport Saturday and drove me to The Big Bear. He drove to The Red Crown on Sunday and picked me up after my speech. On Monday morning he was up at 4AM to drive me back to the airport for a 6AM flight. There is no request too big at the Big Bear; they have 24 hour concierge service.
As for Boulder Junction, it’s beautiful. Lakes everywhere; great kayaking; fishing; hiking; boating; biking; terrific place!
Now for the biggest surprise: Saturday night, I asked Bill to recommend a restaurant in town for dinner. He mentioned “The Outdoorsman." I asked what kind of restaurant it is and he said, “Upscale.” Now I’m a born and bred New York City boy and real picky about restaurants; I like good food. I never expect much when I’m in a place like Boulder Junction: WRONG! WRONG! WRONG! Let me tell you about The Outdoorsman.
If this place were in New York City there would be a line out the door. The food was amazing. I had duck as my main course. Now I’m not saying it’s the best I’ve ever had, but I sure as hell can’t remember ever having better. I even had dessert (homemade blueberry pie) which is something I hardly ever do. Not only was this one of the best restaurants I’ve ever eaten in, but the service was great, everyone was so nice (not surprising when you’re in the Midwest), and the prices more than reasonable.
I’m ashamed to say, like so many other people in this world, I assumed and prejudged. I felt so stupid about my attitude; I was so narrow minded and agenda driven I could have been a member of the mainstream media.
So if you’re ever up in Northern Wisconsin, or looking for an out-of-the-way place to kick back and relax, check out the Big Bear Hideaway in Boulder Junction, Wisconsin and don’t forget to eat at The Outdoorsman; guaranteed you’ll love it.