How to Become an Open Communicator

How to Find Hardcore Happiness

Sometimes being an, open communicator, vs a closed off communicator gets you out of bad situations like in a relationship.  In every area of life, there is no reward if there is no risk taken.

Are you an Open or Closed Communicator

This week on Mindset Transformation radio and podcast with Coach Myrna Young, I interview Leadership Coach and Trainer, Gail Green.
Gail teaches us How to Become an, open Communicator. Gail is the founder of GoGreen Learning.
To receive her Free Gift of 3 Go Cards send her an email from her web site www.gogreenlearning.com

 

Here is a brief Biography of Gail Green.
• Gail is a leadership coach and trainer and her topic today is “How to find out if you are an, open vs closed communicator, as well as an, open communicator in the workplace.   Gail is a leader who connects individuals and teams to their truth, helping them to discover their full expression of courage, joy and fulfillment. Gail works with all sizes of companies, as well as individually with leaders, and do life coaching with individuals from all walks of life.
• Gail’s primary work is in leadership development, teambuilding, stress management and all forms of, open and honest communication.

Who is a Closed Communicator?

Why is being a, closed communicator, bad?

As a, closed communicator:

  • you become defensive,
  • resistant,
  • bitchy,
  • moody,
  • easy to anger,
  • confrontational,
  • and not open to feedback.

 

So as a Leader, it is important to be an, open communicator,  to your team and employees.

Open people radiate outwards from their heart and is able to touch others.

If you want to impact your employees and your customers, then learn how to be open.
Listen to the podcast as Gail teaches us how to be an, Open vs Closed communicator, with the help of her Go Cards.

Brian Tracy The author of “Eat that Frog” also teaches How to become an, Open Communicator, as a Leader and achieve new levels of success in sales.
Click the link below to find out how.


300x250 Sales Success Made Simple

 

Are You also Closed Off in your personal relationships And Don’t Even Know It?

Being an, open communicator in a relationship, is necessary for the relationship to be healthy.

Here are a few questions to find out if you are an, open communicator.

  • How Would you answer the following questions?
  • Are you emotionally guarded?
  • Are you willing to take risks?

If you answered yes to these questions, it could mean that you are closed off emotionally.

Sometimes being emotionally guarded gets you into bad situations; but most of the time it gets you nowhere. In every area of life, there is no reward if there is no risk taken. So that could be why you keep finding yourself in relationships that bore you, or in relationship with other emotionally closed off individuals. Because like attracts like. Those relationships aren’t very rewarding, are they?

Open and honest communication, is the best way to be in relationships at home and workplace. If you don’t take the risk by becoming an, open communicator, and putting your true self and your true feelings on the table, those are the types of relationships that you will attract.

Your emotionally open friends who love being, open communicators, will get those giddy, best-friends-lovers, movie-type romances; you will get the dead-end ones. Maybe you’ve never had your heart broken, and maybe you think that’s a perk. But it’s not. It is said that it is better to have loved and lost than to have never loved at all! So, I will ask the question. Are you closed off communicator and don’t even realize it?

Here is an article from Madame Enoire that asks 10 more ways to tell if you are closed off personally.

open communication in the workplace
open communication in the workplace

Here are 10 ways to tell if you an, open communicator, or closed off :

  1. Do you feel like first dates are interrogations, and are put off by the line of questioning you receive during them?
  2. Does it feel very inappropriate to you whenever someone becomes emotional around you?
  3. Do your friends share their romantic stories with you? Or do they feel that you are never happy for them so they don’t share?
  4. Do you attract cocky guys?
  5. You do a lot of Googling before first dates.
  6.  You prep your friends to meet a guy.
  7.  Sex is a competition.
  8.  You’ve never cried to a partner or shown your venerability.
  9.  Eye contact makes you very uncomfortable
  10. You’re very sarcastic

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Show Notes Open Communicator:

  • • Topic: Are you an Open or Closed Communicator?
  •  Tell us your journey towards becoming a Leadership coach
  •  How did you come to specialize in, Open vs closed communication?
  • How does a leader know if he or she is, open vs closed communicator? What determines that?
  • If a leader becomes closed off, how can he or she trace the source?
  • Why should leaders want to become open? What are the benefits of being an,  open communicator?
  • What tools do you offer as a coach to help clients who are closed off to become, open communicators?
  • You sent me this beautiful set of Go Cards, how does one use these cards to change their state?
  • How do we become, open communicators in the workplace?
  • What is the, meaning of open communication?

Additional Resources 

Life Leadership & Success

7 Traits of Highly Effective Sales People

wolf of wall street

“I determine to render more and better service, each day, than I am being paid to render. Those that reach the top are the ones who are not content with doing only what is required of them.”
― Og Mandino, The Greatest Salesman In The World

The best sales and most effective sales people are naturals. They are extroverts who love people, have sunny positive personalities and are highly ethical.
Here are seven other traits you should look for when interviewing for your sales team.

1: They fish instead of hunt

A hunter stalks his prey and then attacks. He tries to make one shot for the kill; if he misses, then he tries to find another prey and takes aim again.

A fisher man on the other hand first understands the fish he is trying to catch. In choosing a pond or lake, he knows what kinds of fish are in the pond, what kind of bait they usually bite on and when they are most likely to bite.

In the world of sales, the hunter is the transaction seller who sells on price and usually has only one shot.

The salesperson who is a fisher man on the other hand, takes the time to learn about his customer. He understands how his product solves the problem of the customer and instead of shooting to kill; he dangles the correct bait by offering a solution and builds a relationship with the customer, before he tries to close the sale.

“Obstacles are necessary for success because in selling, as in all careers of importance, victory comes only after many struggles and countless defeats. Yet each struggle, each defeat, sharpens your skills and strengths, your courage and your endurance, your ability and your confidence and thus each obstacle is a comrade-in-arms forcing you to become better… or quit. Each rebuff is an opportunity to move forward; turn away from them, avoid them, and you throw away your future.”
― Og Mandino, The Greatest Salesman In The World

2: They know when to speak and when to listen
Inexperienced salespeople think they can win sales by over-talking their prospects. The best salespeople use discretion and carefully crafted questions to get a prospect to close. Once they have delivered the pitch, they know to shut up and listen.

sales cartoon

3: They work closely with their support staff
Closing a large customer sometimes require your solution experts. Great sales persons know when to bring in their support staff to add value to the customer.
Inexperienced salespeople try to do everything by themselves and usually loose the sale.

4: They practice continuous learning
Great salespeople not only learn everything about their product; but they also learn everything about their competitor’s product.
For example: Let’s say you are trying to decide between a Toyota Camry and the Honda Accord as your next vehicle. You are at the Toyota dealership and your salesperson not only tells you why the Toyota Camry is the right car for you based on the needs he uncovered during his fact finding segment of the sale; but he also tells you the all the features of the Honda Accord and why it may not be the best fit for you. He knows his product!

5: Highly Effective Salespeople love their job
Most salespeople actually hate sales and selling. The most effective salespeople actually enjoy it. They get up every day excited about the product and the prospects. They love the high of the win and the excitement and challenge of influencing their customers.

For these few, the high compensation is an added bonus like icing on the cake, of getting to do what they love.

6: They are self-motivated and self-directed

Companies spend a ton of money on sales managers who mostly focus on whip-cracking the bottom performers.

Great salespeople don’t need micro managing; they are internally motivated to being the best and set their own growth goals.

7: They are honest and ethical

Highly effective sales people never over promise and under deliver; they never lie to get a sale. They know that trust of the sales person and the company is essential to a long term relationship with the customer.

They understand the principle that the short term gain of getting a sale on false pretenses equals long term pain.

How to Run Your Sales Meetings like a Coach

 

Running your, sales meetings, like a, coach,  we can take lessons from, Head Coach, Bill Belichick‘s.  His greatness comes from the fact that he builds his systems around the strengths and weaknesses of his roster and it led him to 4 Super Bowl Championships. This is good coaching in the purest form; playing to the strengths of one’s personnel.

It may not be something that often crosses your mind, but a football, coach,  and small business owners have a lot in common. Both professions require leadership, dedication, commitment and a strong work ethic in order to succeed.

There is an old saying about the strength of the wolf is the pack, and I think there is a lot of truth to that. On a football team, it’s not the strength of the individual players, but it is the strength of the unit and how they all function together.” — Bill Belichick

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Just like football coaches, as a small business owner or a Sales Manager; you must take on many roles to ensure everybody is working together as a team to achieve important goals and for operations to run smoothly. Here are a few other ways football coaches and small business owners play a similar game.

Running your, sales meetings, life Pre-game

To prepare for a football game the, coach,  research opponents, develop game plans and determine the best lineup of players who will help the team win. Similarly, when starting a small business, sales managers, conduct market research to understand the competition and the key economic conditions and indicators. Entrepreneurs also build a business plan, which sets the strategic framework for the organization and maps out the path forward. In addition, small business owners find top talent who will help them execute the plan and beat the competition.

Transform Your mind Podcast with coach Myrna
Transform Your mind Podcast

How do you, coach, During the game

Over the course of a game, head coaches, make adjustments regularly, shifting tactics to put their team in position to score and win. They consult with the assistant, coach,  to get advice on what plays they should run. Entrepreneurs and Sales Managers also make strategic moves and adjust to constantly changing market forces and customer demands.

How does your, sales teams, handle Halftime


 A, coach, typically deliver inspiring halftime speeches that motivate players to give their all and function as a team. Entrepreneurs and, Sales Managers, should also motivate their employees by providing benefit programs and encouraging their career growth through coaching and motivational curriculum, that helps to strengthen their teams’ skills. Having a motivational speaker at your monthly or quarterly sales meetings also adds a charge to your team, similar to the Half Time inspirational speeches of great coaches.

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How do you, coach, the Post-game


Following a game, coaches review footage to analyze which plays and strategies did or did not work and what improvements the team can make to defeat the next opponent. At the end of each day or period of performance, entrepreneurs crunch numbers to determine how well the business performed and identify ways to boost profits, cut costs and improve customer service.

At your Monday Morning, sales meetings, Sales Managers,  should be doing the same thing. They should be analyzing which plays resulted in closed sales and which plays didn’t. They should develop strategies and best practices from reviewing the week’s plays. Only then can they become the Tom Brady of management. They will know the strengths and weaknesses of not only their team members but of the competition. They will know if the competition has a tendency to lead with price or service. They could then quarterback their team to run plays that would leave the competition behind or looking in the wrong direction.

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It’s still easy to make case for Belichick as the best.

Belichick’s Patriots are in the AFC championship game for the sixth consecutive season and the 11th time overall in his 17 seasons. If they beat the Steelers tonight and go on to win Super Bowl LI against Green Bay or Atlanta, they will win the championship for the fifth time under Belichick, which would break his tie with Noll for most Super Bowl wins as coach. Belichick’s 24 postseason wins are record and his 237 regular-season wins rank fourth all-time. His record with the Patriots is 201-71, staggering .739 winning percentage. His accomplishments and consistency are terrific, especially during the free agency era.

“His handprints, his fingerprints are over that whole team,” Ben Roethlisberger said last week. “They often out,coach, their opponent. That’s credit to him, mastermind or whatever you want to call him.

“When you’re playing defense like [New England’s], you have to be prepared for everything. You may not see the same defense twice. He’ll change things up. He’ll give you looks you’ve never seen before. He’ll do things that it doesn’t matter how much you study. That’s what makes him so good. He’s difficult to go against. You look at, arguably, the most well prepared quarterback to ever play the game, Peyton Manning. How many years did Belichick supposedly have his number?”

Manning lost seven of his first eight games against Belichick and finished his Hall of Fame-worthy career 8-12 against him. Roethlisberger, by the way, is 3-against Belichick.

get that people say Belichick didn’t become great coach until he went to New England and hooked up with Tom Brady to become the best coach-quarterback combination in NFL history. Belichick’s five-year record with the Cleveland Browns from 1991 – 95 was 36 44 with four losing seasons. No one was preparing his bust for Canton back then. 

Additional Resources

Who is the Team Player on Your Team? The 20/70/10 Rule

https://blog.myhelps.us/15-benefits-of-business-coaching/

 

 

Who is the Team Player on Your Team? The 20/70/10 Rule

Let’s bring this, team player, scenario to your, sales team. How are you letting the stars on your, sales team, know that you value their contributions? Do you reward them with praise publicly and personally? Do their bonuses reflect their value?

miami big three

Who is your favorite, team player? Is it LeBron James in basketball? Peyton Manning in Football, or Derek Jeter in baseball? Regardless of which star you pick, management knows that this, team player, is the “duck who lays the golden eggs” and they treat him with respect and shower him with dollars. On the same team, suiting up in the same uniform, playing the same number of games, going to the same amount of meetings and practice workouts; you can have the star making 10 million per year and his team member making the minimum $300,000 per year. What exactly is the message management is trying to convey with this disparity in salary? The message is “you are the best, you are, the most valuable, team player, on this team. We need you to  win. We value you and your skills, we don’t want another team to be able to steal you away by offering you more money.” The other members of the team don’t grumble at the water cooler about the unfairness of pay. Instead they are happy to play in the presence of greatness and they are hoping that some of his skills will rub off on them.

Let’s bring this, team player, scenario to your, sales team. How are you letting the stars on your, sales team, know that you value their contributions? Do you reward them with praise publicly and personally? Do their bonuses reflect their value? I have been on, sales teams,  where the top sales representative overachieves by 150% to revenue goal and the Sales Manager offers no public or personal congratulations. No fanfare! On top of that accounting tries to not pay by recalculating and cutting the amounts of bonuses.

The, 20/70/10 rule, of differentiation states that 20% of your team are your star players and should be showered with incentives to continue to perform at this high level. The next 70 percent are average or mediocre team members and management should offer them coaching to improve their confidence and skills sets.

rolondo Mcclain

Take the case study of Rolando McClain. He was the #1 draft pick for the Oakland Raiders in 2010. That means that he was one of the best coming out of college; but once in the NFL, he didn’t live up to his potential and he was released first by Oakland Raiders. He was then picked up by the Baltimore Ravens and later released as well. Then when the Cowboys were looking for a linebacker, McClain came under their radar and they decided to check him out. They called his old college coach Nick Sabin and asked him what made McClain good in college. With this information the Cowboys received from Coach Sabin, they called McClain in for a tryout and made him an offer. The story goes that the exchange with the Ravens cost the Cowboys a bag of donuts! Jason Garrett the head coach of the Cowboys and his coaching staff worked with McClain, improved his confidence, and moved him from the bottom 10%, to the top 20%. McClain now starts every game and he and the Cowboys had an awesome year.

We could this sports analogy to show that the job of a Sales Manager is to move his mediocre, team player,  up through the ranks with effective coaching. Sometimes an outside coach works best, because the employee can be honest. Beating them over the head with the numbers on the report is not the way to do it.

Who Is a Team Player?

A, team player, is a person who plays or works well as a member of a team or group. Teams in organizations need strong team players to perform well and reach their goals.

Team Players,  motivates unity in the workplace

A teamwork environment promotes an atmosphere that fosters friendship and loyalty. These close-knit relationships motivate employees in parallel and align them to work harder, cooperate and be supportive of one another.

Individuals possess diverse talents, weaknesses, communication skills, strengths, and habits. Therefore, when a teamwork environment is not encouraged this can pose many challenges towards achieving the overall goals and objectives. This creates an environment where employees become focused on promoting their own achievements and competing against their fellow colleagues. This is not a, team player. Ultimately, this can lead to an unhealthy and inefficient working environment.

When teamwork is working, the whole team would be motivated and working toward the same goal in harmony.

Teamwork and Team Players offer differing perspectives and feedback

Good teamwork structures provide your organization with a diversity of thought, creativity, perspectives, opportunities, and problem-solving approaches. A proper team environment allows individuals to brainstorm collectively, which in turn increases their success to problem solve and arrive at solutions more efficiently and effectively.

Effective, sales teams also allow the initiative to innovate, in turn creating a competitive edge to accomplish goals and objectives. Sharing differing opinions and experiences strengthens accountability and can help make effective decisions faster, than when done alone.

Team effort increases output by having quick feedback and multiple sets of skills come into play to support your work. You can do the stages of designing, planning, and implementation much more efficiently when a team is functioning well.

Please call me for a free consultation if you are interested in improving the players on your team.

The last number is the bottom 10%. These team members should be moved out to other roles. If on a sales team and selling is not their forte, they could be moved to a supporting role, for example.

Additional Resources

https://blog.myhelps.us/how-to-run-your-sales-meetings-like-a-quaterback/

 

5 Ways To Improve Your Bait

 

In sales, you are the, Bait! Everything you heard is true! People buy from people they like, people they feel a connection to or with people who are like them!

I recently watched the movie “A River runs through it”. I should confess that anything with Brad Pitt I watch with a big smile on my face! Anyway, in the movie Brad and his brother were fishing in this river. Brad’s brother was catching a whole lot of fish and Brad had not caught one. After some time of being a spectator in this fishing expedition, he shouted to his brother, “What are they biting on?” His brother shouted back, “Pimento Bugs”. Strangest bait I ever saw, these bugs had wings! But sure enough, when Brad changed his bait he caught the biggest fish ever! Know your, bait. 

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Here are 5 Ways you can Improve your, Bait:

1: Use Your Attire as your, Bait, What to wear to an interview. 

I will start with an Old Cliché “You never get a second chance to make a first impression.” If you are going for an interview or meeting with a customer for the first time; look the part, and that is your best, use the first impression as your, bait.

I went for an interview once at Apple retail Store and I was very confused. Apple, Google and Facebook CEO’s have all made famous the tea shirt and running shoes mode of dress. So I was not sure how to dress; but I decided on a suit. No tee-shirt and runners for me! Better to be overdressed than not get a job because you showed up in tea shirt and tennis shoes. In the movie “the Pursuit of Happyness“, Will Smith was sleeping in bathrooms and homeless; but he made sure he had one suit that always looked good. That is all you need, one good outfit. What to wear to an interview, It is suggested that for the man the color should be blue, black or grey for a suit. For the ladies a pant suit or an A-line dress works wonders. Looking good is always, bait, to the looker.

2: Your Profile picture is also your, bait

Your profile picture is what everyone sees. Just a picture of your head and face, and they from that they form a judgement, whether consciously or not from your, appearance,  In a recent LinkedIn training class, the presenter told a story about how he was about to hire someone for a service, then he noticed that their picture was dark and blurred. He said he decided not do business with them. He formed a judgement that if they could not spend $50 to get a good profile picture, then they could not be successful. You might say that he was too judgmental; but you never know what is costing you business. It is best to button it up and use your, bait.

I personally would never connect with anyone who didn’t have a profile picture, because I made the judgement that they were either not active or not serious. Now I connect because I can offer my consulting services because they need Help! Spend the money to get a professional profile picture and it will pay dividends. Whoever you are trying to attract, your picture is one, bait.

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3: The entire package or, appearance, is your, bait. 

I could never understand the “shoe shine” concept. Why did men favor going to get their shoes professionally shined until it became a mirror and they could see their faces in their shoes?
Now I understand, those men understood the value of “the entire package”. You can’t show up in an expensive suit, and your shoes are not shined! You can’t show up in an expensive suit and your hair looks like a hippie; you can’t show up in an expensive suit and your car looks like you bought it from the scrapyard. People form the wrong impression and then you have to work doubly hard for them to hear what is “coming out of your mouth”. Your entire package is your, bait.

For men, pay attention to the suit, shirt, tie, hair style, shoes.

For women, pay attention to your dress, your hair, your shoes and your pocket book! Yes, people now pay attention to what handbag you are putting your lipstick into!

4: Your Business card, your Website, and your Printed Materials is also your, Bait. 

If you want to convey success, then you have to dress for success.

Has anyone ever handed you a business card that was printed at home on cheap paper? What was your reaction? Did you want to run out and purchase their product? I am sure you didn’t. Or you ask someone who has a service you are interested in for a business card, and they tell you they don’t have one. Not having a business card is one way to be sure that the prospect is not going to bite on your, bait.

I should even add a pin to this scenario. In the movie “the Pursuit of Happyness”, there is a scene in which a salesperson bent over backwards to get a contract with Will Smith to produce his story. He called him several times, he made him an irresistible offer, he tracked him down at the airport and when Will was about to sign the contract and he asked him for a pen, he did not have one! Will cancelled the deal. He felt that a salesperson should always have a business card and a pen if he is worth anything!

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5: Your Speech – how you speak is also, bait 

I don’t know if you have noticed, but most of the leading roles for movies and television commercials are going to actors who sound English! It is like a “cool breeze” to listen to someone with a pleasant voice. You don’t have to have an English accent; but your volume should be right and your pace should be right. As a Toastmaster, when we are speaking, we are gonged when we add fillers to our speech. Fillers are so, umm, ahh, etc. if you are doing a presentation, erase self doubt by not having too many fillers, your audience won’t regard you as a subject matter expert.

Your, Bait is you! Once you make a good impression and the fish are biting; then you can get on with the business that you came to do, and that is to sell your product or service.

You want to catch some fish!

Find out some other ways to Create Influence
Register for my Free Pre-recorded Webinar

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Additional Resources:

4 Life Hacks that will Motivate your Teams

https://blog.myhelps.us/the-world-of-the-entrepreneur/

Dressing For Success And The Achievement Of Your Dreams