Leadership

Too often we are not organized for success when we create goals and focused-action plans. We fail to take into account our interactions with others, our current habits and our ability to see beyond what we believe to be true. It’s common for people to be unaware of the attitudes and behaviors that stop them from making progress. This week we are going to blast past the hidden walls that stop us, and move forward.

Last week we addressed the first three hidden truths for why we’re stopped, 2017 Goals – Has Your Motivation Already Disappeared? This week we will delve into the next 3 of the 9 hidden truths to keep you moving forward, refer to, Your 2017 Goals are Meant to be Achieved.

Get Real!

Forgive. Forgiveness is for you, not them. It gets you back in action and moving forward again. The first step is to set aside your mental monologue and forgive yourself for what you said you would do and haven’t done, and things you’ve said and didn’t mean. Second, clean up any misunderstandings directly with the person, team or boss. Remember, your perceptions about them aren’t always right. Attempting to be a mind-reader rarely works about why they did what they did or said what they said. Now you’re ready to take the next focused-action step. By having cleared the disabling little voice in your head and resolved what needs to be done, you’ll be amazed by your renewed energy and your results from these efforts!

Get a Coach. It’s a fact that successful people hire coaches! (Think, Michael Jordan) However, many people are uncoachable; and, as a result, too many fail simply because they refuse to be told what to do! This “you can’t tell me what to do” filter that they listen through has caused many unnecessary project failures, business closings, lost sales, bankruptcies, and other business challenges. When you find yourself falling into this trap of “I already know that”, or “I’ve already done that” STOP! Creating solutions with the same attitude that created the problem will provide no new results! Instead, listen! Ask questions for clarification. New ideas (usually previously unimaginable) will percolate now since you are no longer being resistant! Update your focused-action plan after reviewing with your coach to ensure you and the team didn’t inadvertently create a bright shiny object that will distract everyone! Don’t change the goal! (For a strategic and confidential conversation, contact Jeannette Seibly.)

Organize. Your personal habits will impact your ability to organize your work space and manage the team’s activities effectively. Poor habits will impede achieving your intended results! Several poor habits are failing to: follow-up and follow-through on items that need to be done; manage the team’s results in a way they find value; schedule time to have conversations that make a positive difference; and conduct effective meetings where everyone is heard (to name a few). If you find yourself (or your team) putting off doing what needs to be done, schedule 20 minutes of uninterrupted focused action and see how much progress is made! The key is, focus, organize and take the right steps by scheduling work activities, conversations and consistent reviews with the team and, ever more importantly, honor them.

Next week, stay tune for the last 3 hidden truths that are often overlooked.

©Jeannette Seibly, 2017

Ready? Create a powerful 2017. Contact Jeannette Seibly She will guide you through an amazing exercise designed to complete 2016 and prepare you for a great 2017! One client sold her company for $.5M by completing the exercise yearly, prior to the sale!

Why is it important to learn how to brag? Being aware of your successes helps you take actions consistent with your commitment to achieve amazing results! Get your copy of, It’s Time to Brag! Business Edition today.

Jeannette Seibly is an international, award-winning business advisor. During the past 24 years, she has guided the creation of three millionaires and achieved million-dollar results for more than 25 companies. 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, or contact Jeannette for a free, confidential conversation. Remember to get your copy of her 5th and newest book, It’s Time to Brag! Business Edition.

When unforeseen work challenges take priority, personal issues need to be handled or the boss kyboshed the resources, it’s common for people to lose their motivation and become overwhelmed with all there is to do. Although, we are only a couple of weeks into the year, this is NOT the time to ignore your 2017 goals. This IS the time to get in action.

Last week we addressed the basics of goal-setting and focused-action plans, 2017 – Will it Be Different This Year? This week we will delve into the first 3 of the 9 hidden truths outlined in the original article, Your 2017 Goals are Meant to be Achieved.

Get in Action!

Motivate. What’s your motivation to complete your goals? (Is it your own goal? Is it a goal given to you by your boss that you really don’t want to do? Is it overwhelming?) Initially, you were excited and enthusiast about reaching your goal and attaining the outcome. Now, there is probably some hesitation, or the goals have been placed on the backburner. Take a moment and visualize the end result. Create a visual picture and motivational quotes to share with the team. Stay in communication with each other and talk out any concerns. Remember the old quote, “Where there is a will, there is a way!” When the internal chatter begins, don’t buy into it! In my newest book, It’s Time to Brag! Business Edition, Chapter 14, there are easy exercises for you and your team to use that will you keep in action. Take one step at a time. You will get there!

Pursue. Most plans do not work out as originally written or designed without some deviation along the way. And, while every group has its nay-sayer, some are more covert than others. Get them talking out loud and upfront. While people may love playing devil’s advocate, they need to be part of the solution and help solidify the best course of action. Remember, there will be natural disappointments, mistakes and failures along the way. Instead of blaming each other or the economy or your boss, stop pointing fingers and take the time to  objectively review “what worked?” and “what didn’t work?” (See, 5 Simple Steps to Improve Your Results) Now, and only now, it’s time to brainstorm new solutions to the obstacle(s). Create a checklist and deadlines for what needs to be done. Don’t forget to complete all steps you have previously overlooked.

Trust.  It takes time to develop trust, particularly, with a new team. By staying focused on creating solutions and working out issues along the way, trust is developed. Building trust rarely happens when someone is sniping or attempting to play therapist! There will be times that action steps and outcomes just don’t look right, and intended results are not happening. Talk it out with your team by using the “what worked?” and “what didn’t work?” process (See, 5 Simple Steps to Improve Your Results). To get back on track, delegate to each person’s strengths and take baby steps. It’s important to repeat, trust is developed over time and by how well the team handles its challenges, regardless of how many setbacks you have.

Your 2017 goals are meant to be achieved! Pay attention to the motivation for the goal, understand there will be challenges, and learn to trust the process and each other along the way — these will keep everyone moving forward. Remember, there are no shortcuts!

Next week, stay tune for the next 3 hidden truths that are often overlooked.

©Jeannette Seibly, 2017

Ready? Create a powerful 2017. Contact Jeannette Seibly She will guide you through an amazing exercise designed to complete 2016 and prepare you for a great 2017! One client sold her company for $.5M by completing the exercise yearly, prior to the sale!

Why is it important to learn how to brag? Being aware of your successes helps you take actions consistent with your commitment to achieve amazing results! Get your copy of, It’s Time to Brag! Business Edition today

Jeannette Seibly is an international, award-winning business advisor. During the past 24 years, she has guided the creation of three millionaires and achieved million-dollar results for more than 25 companies. 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, or contact Jeannette for a free, confidential conversation. Remember to get your copy of her 5th and newest book, It’s Time to Brag! Business Edition

Realistically … which of these three options would most likely predict your results in 2017?

#1 – Took the initiative and did the work required – including physical, mental and spiritual work – to celebrate amazing results,

#2 – Took some actions, watched others take actions and hoped for similar results, or

#3 – On December 31, 2017, asked yourself and your team, “What the heck happened?”

Last week we addressed 3 basics for goal setting and 9 hidden truths that are often overlooked (Your 2017 Goals are Meant to be Achieved http://wp.me/p2POui-11A). In this article, we will delve further into the basics of goal setting. Without incorporating these basics into the goal-setting and action-taking processes, you and your team will default into #3 listed above!

First Basic — Make Your Written Goals Specific

Create Your Team. You cannot go it alone! Ask the right people (people that have an interest or will be impacted by the goal) to join. Keep the group small and manageable, while ensuring they are committed to achieving the end results. Don’t forget to provide ongoing training on how to conduct effective meetings, and how to effectively work with and through each other to achieve intended results.

Complete 2016. It may feel easier to ignore what happened during 2016! (Especially, if you weren’t happy with the results.) However, objectively reviewing successes and failures opens up new possibilities. Review 2016. What worked? What didn’t work? Then, acknowledge each person for their contributions. (See, 5 Simple Steps to Improve Your Results, http://ow.ly/1KEG305HHpt)

Brainstorm. Now, and only now, it’s time to truly brainstorm. Write down (or electronically capture) all ideas by asking each and every person to share! Include everyone’s thoughts and don’t quickly latch onto the first or second idea that appears to be “the one.” Also, do not succumb to an idea due to someone’s position in the company or because they are the loudest.

Write the Goals. By looking at your goals in black and white, it’s easier for everyone to make adjustments, fine-tune and double check numbers. Keep the goal simple and smart, and no longer than 20 words. This process engages everyone and has them on the same page.

Be Specific. Declare numeric results, and establish milestones and deadlines to reinforce goals.

Times 10. Take the numeric result and multiply it by 10. For example, if you wish to achieve $1MM, multiply it by 10 to equal $10MM. Why? The brainpower of your team is now engaged in, how are we going to accomplish that?

Cut in Half. Now, cut the milestones and deadlines in half. For example, if the deadline is December 31, 2017, it now becomes June 30, 2017. This exercise has everyone engaged to find the resources, communicate with others and focus on progressing forward now!

Second Basic – Take Focused-Action Steps

Focused-Action Steps. With the real goal and true deadline established, start with the end result and work backwards to create a timeline for focused action steps. This will help you see every critical stage required to accomplish your goal.

24 Hours Later. Setup your timeline, schedule conversations and take at least one action now! If you put off doing this important step, it will only create procrastination, send off the team chasing shiny-objects and leave everyone frustrated. Stay focused and in focused-action!

Third Basic – Track Your Progress

Manage and Track Progress. Design simple motivational visuals and communication methods to keep everyone on the same page and in focused-action. Review current results each day (week, month and quarter) to ensure everyone is on track. Ask the right questions when stuck, “What needs to happen right now? Why does it need to be done that way? How will it support our intention? How can we help each other move forward?”

Celebrate! Celebrate all victories, large and small.

Do not change the goal to fit the actions taken! Let me repeat this very important point, do not change the goal to fit the actions taken! If you change the goal, this easy way out will not provide the intended results and is counter-productive for developing a healthy high-functioning team. (See #2 in the beginning.) When you and the team go off-track, contact the boss or coach for objective insights to get back on the right track. Do it now.

Brag! Share new brag factors reflecting your achievements. These remind everyone of the progress being made and keep everyone engaged. It’s Time to Brag! Business Edition (http://BizSavvyBrag.com)

Following these 3 basics for goal setting will give keep you in action pursuing your intended results.

Next week, stay tune for how to effectively handle the 9 hidden truths that are often overlooked.

©Jeannette Seibly, 2017

Ready? Create a powerful 2017. Contact Jeannette Seibly @ http://SeibCo.com/contact  She will guide you through an amazing exercise designed to complete 2016 and prepare you for a great 2017! One client sold her company for $.5M by completing the exercise yearly, prior to the sale!

Why is it important to learn how to brag? Being aware of your successes helps you take actions consistent with your commitment to achieve amazing results! Get your copy of, It’s Time to Brag! Business Edition today: http://BizSavvyBrag.com.

Jeannette Seibly is an international, award-winning business advisor. During the past 24 years, she has guided the creation of three millionaires and achieved million-dollar results for more than 25 companies. 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 5th and newest book, It’s Time to Brag! Business Edition: http://BizSavvyBrag.com.

It’s that time of year to create resolutions, establish goals and visualize your successes! Sounds easy, doesn’t it? However, without designing the process for success and being aware of the hidden truths required to achieve your goals, you will probably ditch 2017 intentions within the next couple of weeks. How can you prevent that from happening?

3 Basics to Create 2017 Successes

Make your written goals specific. Create goals that are meaningful to you, your company, and family. For example, over 71% (a Gallup poll) of employees, business owners and entrepreneurs are working in jobs that they dislike. If you dislike your work responsibilities, your goal may be, “receive a job offer of _(fill in the blank)__ by June 1, 2017.” Or, since most employees are only unhappy because of their boss’s style and/or co-workers’ attitudes, your goal may be, “respect my boss and co-workers by finding value in their ideas daily.”

Take focused-action steps. Put together an action plan that will actually move you forward and produce the intended result. For example, receiving a million-dollars during 2017 may not be financially possible. However, creating a 5-year plan (or longer), learning about investments, saving instead of spending, and living within your income will get you there!

Track your progress. Success breeds more success. There are more ways to do this than I can ever describe. For example, I have posted on my bulletin board a graphic with boxes. Every time I receive $100 (you pick your amount), I color in a box to visually show my progress (there are days I color in a lot of boxes!). And, my 2017 goal is written on the back of the graphic.

9 Hidden Truths Required to Achieve Your Goals

Motivate. There will be times you just don’t feel like it! Remember, that little voice in your head is not necessarily your friend or the truth! In my newest book, It’s Time to Brag! Business Edition, Chapter 14, there are easy exercises to remind you of how amazing you really are and keep you motivated!

Pursue. Since most plans don’t work out according to the original plan, learn how to work through disappointment, mistakes or failures as they occur. Pursue solutions now before the challenge grows larger.

Trust. Learning to trust yourself only requires you to take one step daily. Create a realistic plan so you don’t attempt to run the entire marathon on your first, second, or third day (or week) of training. For example, if your goal is to write a book, trust yourself to write a chapter daily or weekly by scheduling the time and doing it. When you fail to do so, simply reschedule and get it done before you stop trusting yourself.

Forgive. Forgive yourself for what you said you would do and haven’t done, and things you’ve said and didn’t mean, etc. Clean up misunderstandings directly with the person, team or boss. Forgive others for what they have said or done. Remember, your perceptions aren’t always right, and sharing those perceptions with others will only create mischief!

Get a Coach. Too often we believe we need to rely only on ourselves. However, it’s a fact that successful people hire coaches! With the right tools and coach, you will blast through areas that are holding you back, create the right team and achieve the best solutions.

Organize. Organization helps you get things done faster by not wasting time looking for things and getting distracted. (Hint: schedule 20 minutes at a time to declutter and stay organized).

Expand. Open your mind by attending a class or workshop to learn something new.

Celebrate! Take time to celebrate the small and big successes, with yourself and with your team.

Believe! In yourself, your team, and your goals. This is your number one intention for the year! Without it, everything listed above will be for naught. (For additional insights, Is 2017 Your Year to Achieve Amazing Results? http://wp.me/p2POui-11u )

Your 2017 goals are meant to be achieved! Doing so will build success now and for your future.

©2017 Jeannette Seibly

Ready? Create a powerful 2017. Contact Jeannette Seibly @ http://SeibCo.com/contact  She will guide you through an amazing exercise designed to complete 2016 and prepare you for a great 2017! One client sold her company for $.5M by completing the exercise yearly, prior to the sale!

Why is it important to learn how to brag? Being aware of your successes helps you take actions consistent with your commitment to achieve amazing results! 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 5th and newest book, It’s Time to Brag! Business Edition: http://BizSavvyBrag.com.

It’s hard to admit when you make mistakes; particularly when you believe others may want to use them against you. When you are able to acknowledge you’re not perfect or that you don’t know everything, others find you easier to work with and are more forgiving when you do make mistakes.

The value of admitting you’ve made mistakes is you can share what you’ve learned from them. Shrugging off mistakes as no big deal and coming up with a myriad of excuses as to why they happen diminishes your credibility as a leader.

Mistakes Are Learning Opportunities

Tell It Like It Is. By reviewing what specifically worked and what didn’t work, you can easily determine what actually happened. Accept what is and refrain from spinning the mistakes to make you look better. Share with the team to open up the conversation about what to do differently and to brainstorm new solutions. (See, 5 Simple Steps to Improve Your Results, http://ow.ly/1KEG305HHpt)

Accept Mistakes Made by Others. Everyone makes mistakes. As a leader, it’s important that you help others learn from the mistakes they make. They are more apt to want to learn from you if you can share mistakes that mirror the ones they made.

Keep Making the Same Mistakes. This is usually a sign you need to reevaluate your career choice. When you keep making the same or similar mistakes, you may not be in the right career or you may need to modify your job responsibilities. Do it now before your career is sidelined or your job opportunities have diminished. (See, It’s Time to Brag! Career Edition http://Time2Brag.com )

©Jeannette Seibly, 2016

Ready to create a powerful 2017? Contact Jeannette Seibly @ http://SeibCo.com/contact She will guide you through an amazing exercise designed to complete 2016 and prepare you for a great 2017! One client sold her company for $.5M by completing the exercise yearly, prior to the sale!

Why is it important to learn how to brag? Being aware of your successes helps you take actions consistent with your commitment to achieve amazing results! 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 5th and newest book, It’s Time to Brag! Business Edition: http://BizSavvyBrag.com

A couple of years ago I took a strategic business workshop and achieved a 127% increase in sales that year! How did that happen? I had to get real and take new actions consistent with creating new outcomes!

It’s that time of year – time to complete 2016 and prepare for 2017. We often get excited about a New Year, quarter or month, hoping for different results without reviewing what we’ve actually accomplished to-date. Creating 2017 without completing 2016 only ensures a repeat of 2016! (You may wish to reread that sentence!) When creating your 2017 goals, be sure to incorporate new actions that will support achieving these new goals.

New Results Require New Actions

Complete the Past. If you haven’t done this, make this an important part of your quarterly and annual reviews. Being aware of our accomplishments and sharing them appropriately builds on future successes. Complete the five steps outlined in the book, It’s Time to Brag! Business Edition and review them frequently. This new action will build a natural inner confidence, attract new opportunities and build credibility in your sales presentations! (http://BizSavvyBrag.com)

Make Objective Decisions. Business decisions based on good, objective data rather than how you feel in the moment will improve your results. Whether it’s using qualified assessments for hiring, reviewing financial forecasting with current numbers, or reading the fine print before signing an agreement, each requires taking responsibility for how you make your business decisions. Your new actions include: hire an attorney to review or write legal documents, use a system to capture all accounting data (and keep it up-to-date), and use a business advisor to keep you focused on the right things.

Create Strategic Alignment. When you find something is not working, stop! Don’t just try to power through. Instead, review where you are not aligned with the outcome. Your new action is to have straight conversations with your business advisor or coach to review your 2017 goals to prevent derailing yourself. Derailment often happens when you are bored with the same-old activities and no new results, or stopped by challenges that seem insurmountable. The new other new actions are to truly listen, be coachable, and design actions you will complete so you move forward to achieve your intended outcomes. Remember, to include the right people and create the right environment to support your efforts.

Develop a Winning Mindset. Whether you know it or not, your mental monologue and inner beliefs determine your willingness to take the right actions to get the intended results. Clarity, a focused action plan, and taking initiative to obtain the necessary resources are new actions that will help you avoid busy-work and doing things simply because they feel good in the moment.

Using these four new actions will help you get and stay on track in 2017.

©Jeannette Seibly, 2016

Ready? Create a powerful 2017. Contact Jeannette Seibly @ http://SeibCo.com/contact  She will guide you through an amazing exercise designed to complete 2016 and prepare you for a great 2017! One client sold her company for $.5M by completing the exercise yearly, prior to the sale!

Why is it important to learn how to brag? Being aware of your successes helps you take actions consistent with your commitment to achieve amazing results! 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 5th and newest book, It’s Time to Brag! Business Edition: http://BizSavvyBrag.com .

During the holidays (and many other times during the year), we often find ourselves in overwhelm. We feel and focus on the stress of everything we believe needs to be done, including expectations from our boss, family, and community activities. Instead of being excited about this time of the year, we succumb to being overwhelmed, then we procrastinate and that only makes us feel worse!

Help is on the way … follow these 6 steps to reduce overwhelm and feeling stuck.

1. Make a list of everything you need to get done (stick with it – most of it will disappear after this exercise).
   • This includes everything you said you would do, but haven’t.
   • Those things you thought of doing and mentioned to others.
   • Those things you thought of doing, but didn’t mention to anyone.
   • Those things you believe are expected of you.
   • And, everything else!

2. Now, cross off everything you know you will not do. Don’t kid yourself … if you’re not going to do them, cross them off! Leaving them on the list will sap your energy and allow your inner voice to become very loud!

 It’s time to clear the deck!

3. Circle the top 5 items left on your list.

4. Now rank them.

5. Get #1 done. Once it is completed, get #2 done. (When your inner chatter quiets down, you will find you get things done quicker and more efficiently because you are focused on one thing. Keep in mind, multi-tasking is a myth that creates overwhelm, stress and procrastination!)

Remember, you may have some cleanup work to do (like promises made to others that you are unable to fulfill). Apologize, offer possible solutions, and move on.

After this exercise, you will enjoy your holiday and New Year a whole lot more!

©Jeannette Seibly, 2016

Why is it important to learn how to brag? Being aware of your successes helps your inner voice speak confidently, which others will see! 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.

A business owner achieved his dream! He sold his business. However, within several months, he was bored! Instead of building on his success, he focused on his boredom and became self-absorbed. With coaching, he expanded his limiting beliefs and realized he had a lot to contribute to others. He learned how to share his evolution of being a successful businessman, expand their knowledge and how to have fun.

Congrats! You that have just completed a major project or event, launched a dream or sold your business.

The question often is, “What’s next?”

The answer is, “Build on what you’ve accomplished.”

Celebrate. Be magnanimous. You didn’t do it by yourself. Create a get-together that includes everyone involved in the success. During this event, have everyone review, write down and share, “What worked?” and “What didn’t work?” Make sure you acknowledge each person for their contributions. (See, 5 Simple Steps to Improve Your Results, http://ow.ly/1KEG305HHpt). Share the insights gleaned from this celebration with the next leader, as you turn-over the reins.

Brag. Hubris often leads to being thought of as egotistical and no one wants to work with you. Use the 5 steps in It’s Time to Brag! Business Edition, and get specific about your accomplishments. Then, learn how to share them in a business savvy manner to entice others to want to work with you in their ventures. (Get your copy of the book, http://BizSavvyBrag.com )

Give It Away. Turn over the reins. For ongoing projects and events, or new company ownership, remember, you’re no longer the leader. It’s someone else’s turn, even if you’ve been asked to stay. Consider they won’t do it the way you did it and that’s OK. Be available to answer any questions, speak well of their progress and support them as requested (and as appropriate). Keep your stay short and leave on a positive note.

Help Others. It expands your success through your contributions to their successes! Be available to others working on similar projects or challenges. By using your Brag statements, you can help build awareness of what is possible for others — and yourself, if you choose to launch another venture.

Be Frisky. Enjoy and have fun! The keys are, enjoy your work and schedule time to honor the other important things in your life (e.g., family, community, fitness, etc.). Focus on working with people you enjoy, help them build on their successes and failures.

©Jeannette Seibly, 2016

Why is it important to learn how to brag in a business savvy manner? Sharing your successes builds new opportunities for what’s next! Learn how by getting 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 create success and attract new opportunities. 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 newest book, It’s Time to Brag! Business Edition: http://BizSavvyBrag.com

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.