Many sales people, consultants and entrepreneurs believe that most of Q4 is a time to coast due to the holidays! They buy into the false belief that it’s a struggle to prospect, network and sell “since no one buys” non-retail items at this time. The reality is, true sales people don’t buy into this view and instead use this unique time period to do business and give themselves the gift of a bigger payday at year-end and during Q1 of next year!

Success Depends on Your Willingness!

Decisions can be and are made now! Clients have more time to listen, learn and buy at this time due to budgets that must be spent before year end, and new budgets being finalized. Your competition is lax. Remember, if the product or service is important to the buyer and you provide a clear value proposition showing why it’s important — they will buy now!

5 Sales Success Factors During the Holidays

Say, “Thank You!” People will have more time to read emails, review websites longer, and take phone calls. Tap into your client and prospect lists. Call and sincerely wish people, “Happy Holidays!” Ask if they have time to meet for a quick coffee or lunch and schedule it now. Show up to all of your meetings having conducted due diligence about the person you are meeting via LinkedIn and acknowledge any awards they’ve received, articles they’ve published or job changes.

Take Time to Reflect. This is when many buyers take the time to review the past year — what worked, what didn’t work and why. If you’re truly listening (and not playing on your electronic gadgets … you know who you are), they will share these insights with you – providing a one-time opportunity on how you can help them now! (Helpful coaching tip — conduct your own personal and professional reflection prior to your meetings (reference, 5 Simple Steps to Improve Your Results, http://ow.ly/1KEG305HHpt). This will keep you focused on the other person during the conversation and not in your head about your own successes and failures.) Remember, it’s all about them, not you!

Provide a Clear Differentiation. Outline clear and concise brag statements that get people’s attention by focusing on what’s important to them! In It’s Time to Brag! Business Edition (www.BizSavvyBrag.com), it outlines how to do this. DON’T WING IT! Do your homework by reading the person’s social media activity; don’t forget to read the company’s information too! Tap into your network for insider information — this will help you fine-tune your brag statements and sharpen your ability to close the sale. Also, to maximize your results, review networking pointers in Chapter 9 and sales tips in Chapter 11. (www.BizSavvyBrag.com)

Follow-Up and Follow-Through. Be sure to use a tracking system to rigorously ensure you are engaging them. This includes being in communication before, during and after you’ve sent the information and proposals they have requested. Lack of follow-up and follow-through are the #1 and #2 reasons sales people fail to close the sale! The other top reason is saying, “I’m too busy.”

Acknowledge Others as Valuable Sources of Information. Ask for referrals from everyone you meet. If they say “yes,” have the person provide an email introduction to both of you at the same time, or setup a lunch meeting for a personal introduction. During any conversation be sure to include, “xxx says you are a valuable source of information.” This will increase the likelihood of them taking your calls and scheduling meetings with you.

Focusing your energy and engaging in these 5 sales success factors during the holidays will make all the difference in your year-end numbers and paycheck! It’s a gift to you!

PS: Don’t forget to schedule your celebratory January vacation now!

©Jeannette Seibly, 2016

Why is it important to learn how to brag? Differentiating gets people’s attention! Bragging will offer clarity about the value you and your products, services, and ideas can provide! Get your copy of, It’s Time to Brag! Business Edition today: http://BizSavvyBrag.com.

Jeannette Seibly has been a business advisor and executive coach for 24 years; along the way she’s guided the creation of three millionaires. She is laser sharp at identifying the leverage points that will take a business and its team to the next level of performance and success. Check out her website, http://SeibCo.com, or contact Jeannette for a free, confidential conversation at http://SeibCo.com/contact. Remember to get your copy of her 5^th and newest book, It’s Time to Brag! Business Edition: http://BizSavvyBrag.com.

“If you’re waiting for someone else to resolve it, they are too!” Jeannette Seibly

As leaders, key employees, executives and fast-track professionals, you don’t have the luxury of complaining to everyone who will listen! It’s important to take responsibility for your complaints rather than dumping them on someone else. Gossiping, blaming, shaming and criticizing are reactive actions that will hinder you from making a positive difference. While the process may seem overwhelming or not do-able, take on the following three actions to proactively resolve your issue. Developing your proactive abilities will prepare you for the next promotion or job opportunity!

3 Actions to Be Proactive

Document the Issue. In the workplace it’s critical, due to a myriad of employment laws and standard operating procedures, that everything is documented. Stick to the facts – opinions won’t make a difference. Include date, time and the names of others witnessing the issue and a brief overview of the concerns. Include the positive and not-so-positive. (You may wish to reference, 5 Simple Steps to Improve Your Results, http://ow.ly/1KEG305HHpt)

Remember, not everyone is going to agree with your assessment of the situation. Be clear and concise (stick to the facts). Most people lose the opportunity to impact needed changes when they focus on their own personal and professional concerns and lose sight of how the solution can make a positive difference for everyone.

Tell Someone Who Can Make a Difference. Actively telling anyone that will listen about the issue may make you feel better momentarily, but won’t make a difference in the long run. In fact, it’s likely to hurt your future career growth and alienate your co-workers, boss and team when you violate confidentiality, belittle others, and fail to offer solutions!

Privately share your documentation with your team leader, boss, HR, or the vendor with the intention of creating win-win-win outcomes. Be responsible for your attitude and tone of voice. Share the concerns if it is not resolved – do not issue ultimatums. Offer one or two suggested solutions. Give them time to review and evaluate. Follow-up and be ready if the person is unable or unwilling to resolve it. This may then require you to take the complaint to a higher level executive.

Stay Away from Gossiping, Blaming, Shaming and Criticizing. The biggest problem and reason others won’t listen to you is you are too busy pointing your finger at your boss, the company, co-workers, vendors, clients or team members. Your commentary and opinions won’t resolve anything! Instead it will limit your ability to make a positive and proactive difference! When you are pointing a finger at someone, take the time to look at the three fingers pointed back at you and ask yourself: “What can I do differently that will make a positive difference?” Talk with your mentor or business advisor and get in action to resolve the complaint! Remember, you may need to restate the solution over and over until the right people hear you and resolve the complaint.

As leaders, it’s important you know how to take complaints and resolve them into win-win-win outcomes that make a positive difference. Use these three actions to be proactive and enjoy the amazing results.

©Jeannette Seibly, 2016

Why is it important to learn how to brag? It honors your willingness to make a positive difference! Bragging will offer clarity about the value you and your team provide, along with the products and services you offer! Get your copy of, It’s Time to Brag! Business Edition today: http://BizSavvyBrag.com.

Jeannette Seibly has been a business advisor and executive coach for 24 years; along the way she’s guided the creation of three millionaires. She is laser sharp at identifying the leverage points that will take a business and its team to the next level of performance and success. Check out her website, http://SeibCo.com, or contact Jeannette for a free, confidential conversation at http://SeibCo.com/contact. Remember to get your copy of her 5^th and newest book, It’s Time to Brag! Business Edition: http://BizSavvyBrag.com.

Whether you are in a one-on-one or group meeting or on a conference call, everyone has a role in conducting effective meetings! As the facilitator, it’s important to ensure everyone is included, whether you want to hear from them or not, or they want to contribute or not. Participation determines the quality of the decisions being made and the level of productivity. As a participant, your responsibility is to stay engaged in the conversation and ensure every person is heard, good decisions are being made, and the process stays on-track.

7 Factors to Improve the Quality of Your Meetings Now:

One: Start and End on Time

This requires everyone in their seats (or on the call) ready to begin 5 minutes before the actual start time. Turn off electronic gadgets, put phones on mute and minimize other distractions. If you are the facilitator or presenter, you need to be there even earlier to ensure the room is setup, presentation is ready to go, all electronics are working and all printed materials have been passed out (even if information was already sent to everyone).

Two: Come Prepared

Everyone is responsible to come prepared — that means read all documents, agendas and other materials before the meeting and bring them with you to the meeting. Be prepared with written questions and make sure everyone actively participates to get these questions answered. If you have conducted preliminary research, be sure it’s completed and information is in a handout for everyone to view prior to the meeting (NOTE: simple graphs with short narratives are easiest to readily understand).

Three: Take Turns

Make sure you hear from everyone! Unless each person contributes, ideas get missed, important nuances get overlooked, misunderstandings occur, and arguments can erupt. Team members will not voice their concerns if laughed at, ignored or interrupters are not managed. When you are on a conference call, make sure each person is called on by name. If they have nothing to contribute, have them simply say, “Pass.” Remember, conflicts should not be overlooked and people labelled as difficult to work with – they may have valid points no one wants to hear. (Reference, Do You Know How to De-escalate Conflict? http://wp.me/p2POui-10S)

Four: LISTEN!

This is the most important factor to improve your meetings now. Many people, particularly younger professionals, view listening like a computer taking in data, which they regurgitate back. However, listening requires active involvement — particularly, when they hear things they don’t want to know, don’t agree with or don’t believe in. Active listening has three components: 1) hearing what is said verbally, 2) hearing what is not said, and 3) being aware of non-verbal cues (e.g., attitude, tone, physical). It involves a back-and-forth dialogue that is on-point and moves the conversation forward (rehashing what has already been said doesn’t help resolve the concern). This creates new opportunities to resolve old issues and formulate new ideas for products and services. It’s a skill everyone needs to develop.

Five: State Your Point Upfront

Most attendees will stop listening when others are talking too long, sharing inappropriate gossip, repeating themselves, or using technical terms (aka jargon). Stay away from monologues or lengthy responses by starting with the point first, then provide any supporting information to reinforce the point presented.

Six: Ask Questions

Too often, we don’t ask questions to learn more about a comment or statement someone has offered. Instead, we believe we “get it” and then misuse the information. Or, we judge it as irrelevant without further investigation. Learn how to drill down and clarify by asking questions out of a commitment to resolve the issue or move the project forward. Stay away from using an interrogation modality – it doesn’t work and puts everyone on the defense.

Seven: Reach Alignment

Hoping and waiting for consensus is non-productive since too much time is spent wooing a person to agree with the majority, creating group think. Instead, alignment means you and the team take the best information available and make a decision. Then consider the following: Can everyone live with this decision? Is it workable and doable? If not, what needs to be added or changed so that everyone is on the same page moving forward? Then, stand firm and respond factually to the naysayers.

Using these 7 factors will improve the decisions being made, opportunities being pursued, and results being achieved! Active participation gives everyone the opportunity to voice their concerns, be heard, ask the right questions and make the best decisions!

©Jeannette Seibly, 2016

Jeannette Seibly has been a business advisor and executive coach for 24 years; along the way she’s guided the creation of three millionaires. She is laser sharp at identifying the leverage points that will take a business and its team to the next level of performance and success. Check out her website, http://SeibCo.com, or contact Jeannette for a free, confidential conversation at http://SeibCo.com/contact.

Many business professionals today have trouble talking face-to-face with others. They rely on texts, IMs, and emails. The problem is, those communication methods are not highly proficient in uncovering miscommunications or understanding someone’s true feelings about a topic because there is no tone or context – they are only words. As a result, conflicts, upsets, disagreements and hurt feelings occur. These limit a leader’s effectiveness in achieving intended results and keeping team members happy.

The challenge? Most people are fearful of talking with another person and fail to take responsibility for developing skills that elicit the best in others. Conflicts will occur. Before everyone heads for cover, learn how to de-escalate conflict and get everyone talking to reach win-win-win solutions.

Here are 3 Techniques …

Take Turns. While this sounds easy to do, it’s not in the heat of the moment. Let the other person go first to state their thoughts and opinions, and listen. Then, repeat back what you heard them say to their satisfaction before sharing your thoughts and opinions. Keep doing this until you reach either an agreement or both agree to disagree.

Keep Talking. Giving team members the silent treatment or giving up on your concerns as unimportant during a conversation won’t make a difference. Why? They know you stopped listening. Their natural response will be to raise their voice so you can hear them and you may become fearful of their yelling. Remember, their upset has been building for a while … so don’t interrupt them while they are talking. If you do, they will simply start back at the beginning. If you participate by raising your voice, it will only result in an escalation of raised voices and additional upsets – with no winners. Again, take turns sharing ideas as mentioned in the above paragraph. When voices are raised unnecessarily, remind them, in a quiet voice, you only hear part of what they are saying when they speaking louder than what you feel comfortable with.

Agree to Disagree. Whenever someone presents a point of view we don’t agree with, we will normally communicate verbally and subtly, “You’re wrong.” This will create defensiveness in the other person and will shut down further communication, escalating upsets. The key is, talk it out! Most conflicts or disagreements can be resolved by taking turns to talk things out. In situations where there appears to be no agreement, it’s far more effective to say, “It seems like we disagree about that.” Why? Because it’s a fact. Table the conversation and make sure to come back to it later after further evaluation.

As a leader, you can pay now or pay later. Resolving conflict and developing healthy discussions are critical to resolve anything! Take the time now to develop the skills required for you and your team, before the issues escalate and it becomes difficult to resolve in a win-win-win manner.

©Jeannette L. Seibly, 2016

As an executive, business owner and fast-track leader, communication is everything. Get your copy of: How to Have a Conversation Beyond 140 Characters! (Break through your #1 fear when having conversations!) http://ow.ly/QFq3304zAeK OR contact Jeannette to provide training sessions for you and your team members. http://SeibCo.com/contact

Jeannette Seibly has been a business advisor and executive coach for 24 years; along the way she’s guided the creation of three millionaires. She is laser sharp at identifying the leverage points that will take a business and its team to the next level of performance and success. Check out her website, http://SeibCo.com, or contact Jeannette for a free, confidential conversation at http://SeibCo.com/contact.

4 Requirements for Creating New Solutions to Old Problems

All business owners, executives and entrepreneurs face challenges in their businesses. They could be from growing pains, avoiding a financial downfall or setting up the company resources for a buy-out. Regardless of the reason, there are issues that must be addressed to ensure intended results. Now is the time to do so while they are still manageable.

Years ago a company got hit with a lot of lawsuits from its employees. They were looking for golden parachutes that had been promised to them by the owner when they started working with the company years ago, but hadn’t materialize after the company was sold. A national campaign was inadvertently started by filing workers’ compensation claims in retaliation. After a couple of years, a medical doctor remarked, someone must have seriously dissed someone to create this much brouhaha. The company’s assets were eventually sold and the doors closed.

Could this happen to you? Yes, even when you are in the early stages of company growth.

Understand Your Business Pain Threshold

What is yours? When you are attempting to resolve an issue or create a new opportunity, old habits will get in the way. Why? They are comfortable and don’t require change. However, change always starts with your mindset, and that of your team, and is reflected in the culture, policies, systems and attitudes towards working with others. Lower your pain threshold and minimize mischief by honoring your promises. Follow-through to ensure you are creating a great place to work. This is an important blind spot for most businesses that fail to take care of their employees, vendors and customers.

Look Fear in the Eye

The underlying issue in resolving any problem is fear. It could be the fear of upsetting employees, boards, bosses, and/or investors. It could be the additional fears of not having enough money, resources, the right people, paying customers, etc.

First, get to the source of your real fear and talk it out with your business advisor.

Second, take an honest look at the problem: for example, uncovering a system problem could cost a lot of money to fix. Or, maybe, you’ve been hiring the wrong people that have great portfolios, but simply don’t fit or are not resourceful in resolving issues. At this point simply get real about the issue and don’t jump into fixing it.

Third, create an achievable plan to resolve the concern with your management team.

Fourth, follow-through by staying actively involved.

Get Real

Many of us love the Band-Aid approach to fixing a problem because it’s faster and usually cheaper (in the short run). But, it’s usually why the problem still exists! Quick fixes or “waiting until you have the time” rarely produces the needed change. You cannot transform anything without getting real about it. The key is, when the same or similar problems keep coming up, it means you haven’t gotten to the heart or source of the issue. Start by creating an environment of trust and respect. Yes, it takes time and the time to start is now! Allow healthy conflict to occur in dialogue by training your team on persuasive listening techniques. Then, follow-through and follow-up to ensure you are on track to achieve the needed solutions. Help your team (and/or hire an executive coach) get outside their comfort zone and keep them on track.

Talk Straight!

As leaders, too often we are afraid of telling the whole truth, even to ourselves. The additional challenge is our egos won’t tell us what the real truth is! Instead we play the blame game and do not take responsibility for where we are. We fail to create the mindset of let’s get busy moving forward. The key is, what lessons have we learned and how are/were they applied to the next plan, project or issue.

First, set aside the mindset of how it “should be” and look at the problem from the perspective it is as it is, now what?

Second, share your thoughts and ideas in a manner that encourages brainstorming, not fait accompli with your team and board.

Third, stay away from time consuming, distracting shiny objects and expend the time to ensure your employees stay onboard by including them in strategy creation, plan formulation and execution.

©Jeannette Seibly, 2016

Jeannette Seibly has been a business advisor and executive coach for 24 years; along the way she’s guided the creation of three millionaires. She is laser sharp at identifying the leverage points that will take a business and its team to the next level of performance and success. Check out her website, http://SeibCo.com, or contact Jeannette for a free, confidential conversation at http://SeibCo.com/contact.

“Don’t be afraid to give up the good to go for the great.” John D. Rockefeller

Many times we believe we are being strategic … or so we think. Yet, too often we fall victim to regurgitating what has already been done with a slight twist. Most of us want to play it safe and are fearful of the proverbial “rocking the boat.” According to Wikipedia, strategy is a high level plan to achieve one or more goals under conditions of uncertainty. Based on this definition, without some boat-rocking, the new idea, program or plan won’t make a difference in the achieving the intended results. The challenge is, how do we elicit intended results, new ways of doing business, or new mindsets that have us enjoy our jobs, create new opportunities and succeed in face of uncertainty?

How to Create Great Results …

Mindset. This is where it starts … dealing with the uncertainty. It’s very easy to create a new idea, program or plan. But, without a “can do” mindset, it won’t happen. The challenge is, keeping a positive can do mindset from conception through execution, in spite of the uncertainty you may feel. To execute successfully requires keeping everyone on the same page, listening to your nay-sayers and handling their fears and concerns. Stay focused on the outcomes and the intended end results, despite any doubts, controversy or challenges. Put reminders in place to reinforce the “We can do it and we do it well” mindset. Some ideas to keep everyone moving forward are a quick daily team meeting, a post-it on your mirror, and a quick electronic update to the team and key supporters.

Team. No person can achieve high level results on their own. You need others to help plan, implement and execute anything. Make sure you and your team are on the same page by encouraging healthy dialogues, including addressing conflicts with respectful conversations. Train your team to work together and handle the administrative, financial, operational and people side of any project. Remember, to stay within your budget, which will force everyone to become resourceful. Stay in communication with your boss or board about the team’s progress! And, perhaps the most important action for you to take is to publicly appreciate and acknowledge each and every person’s contributions.  This one single action will stop saboteurs who don’t feel their contributions are valued.

Strategy. Again, if the goal is not something that will move a company, group or idea forward, it’s probably not a strategy. It’s simply a tactical, “feel-good” idea at the moment. Train your team to truly brainstorm by eliciting everyone’s ideas and thoughts. Do not short-change this most important part of the process by latching onto the first good idea or acquiescing to the most dominate team member. Ensure each person is aligned with the goal and do not change the goal to reflect your actual results! Put together the milestones and details before venturing forth. Run the high level strategy by a couple of objective mentors to see what might be missing (don’t forget signed Non-Disclosure Agreements). Regroup and address any important concerns before the launch date.

Execute. This can be the most difficult part of the process. Keep the right people on board who are aligned with the intended results and are aware of the progress. Remember, most employees, bosses and boards don’t like surprises, so make sure the I’s are dotted and T’s crossed.

Focus on the end result and communicate the benefits available for everyone (hint, do not focus on the bumps in the process, and remember there will be some if this is a new strategy). Make your strategy great, don’t settle for good enough.

©Jeannette Seibly, 2016

Jeannette Seibly is a great results-producer, and has been a business advisor and facilitator for over 23 years. She is laser sharp at identifying the leverage points that will take a business and its team to the next level of performance and success. Check out her website: http://SeibCo.com or contact Jeannette for a free, confidential conversation at http://SeibCo.com/contact