Discipline Leads to Success

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Discipline Leads to Success

“ Discipline is the bridge between goals and accomplishment.” - Jim Rohn

George Washington once said that , “ Discipline is the soul of an army. It makes small numbers formidable; procures success to the weak, and esteem to all. “ Salespeople are some of the most disciplined human beings that I know. Zig Ziglar reinforces this principle by stating, “ If you do what you have to do when do not want to do it, you will eventually be able to do what you want to do when you want to do it. “ Discipline is the key that unlocks that door.

But what is discipline, really ? Is this a well received message in our “ have it your way” society ? The root of the word is Latin, and it means “ to learn”. Webster further expounds on the meaning by stating, discipline is ,” education ; instruction; cultivation and improvement …”  .  A soldier learns discipline during Basic Training so that no matter how bad the situation gets that he confronts during warfare, his muscle memory and discipline kick in to do what is necessary for him to survive .  How does a salesperson learn ? We obviously have a plethora of tools available on the Internet with videos that contain great instructional information, web courses and streaming information. This is an important part of our education, but our learning doesn't stop there. We cannot absorb only head knowledge and expect to have a full grasp on our profession. We may have a college degree behind our name, but that doesn’t mean that we understand how things really work in life. That type of knowledge only comes through experience.

There’s a saying that “ life is the hardest teacher, because she first gives the test, then teaches the lesson. “ I have found this to be true. We learn discipline through hard knocks, rejections, failed projects , slammed doors, and refusals. We learn discipline and perseverance by pressing through the tough times, and doing what we have to do when we don't feel like doing it. In many ways, the old weightlifting mantra remains true, “ no pain, no gain”. When we accumulate knowledge through our sales experiences, it settles down into our souls as something that becomes wisdom for the future. In high school, working as a fry cook, I received second degree burns one night as I slipped on a tile floor carrying scalding hot water. Do you think that is an experience that I will ever forget ? Never. I’m sure you have been “burned” before by specific experiences that have marked you as well. These things can make us bitter or make us better, depending on how they are received and processed. When we learn from our experiences, we are learning discipline. All hard work is discipline.

Some salespeople lack discipline. Some want an easy way out, and when they find out that being a sales professional requires a lot of persistence, mental focus and stamina ; they either coast or jump ship. When we try to cheat the system, or take short cuts, at the end of the day ,we hurt ourselves the most.

The disciplined rep makes that one last sales call. He or she picks up the phone, pushes through the call reluctance,  and cold calls that new opportunity. The disciplined rep powers through that paperwork, though inside they may be hating it. The instructed salesperson keeps up on their expenses, and gets it done every week. Discipline causes us to lace up our Asics and run when we don’t feel like it. It helps us to say “no” to that addictive food or beverage that we know will reduce our productivity, and make us feel like crap.  The disciplined rep does what they have to do, even when they don’t feel like doing it, and they begin to see the rewards for their actions. Yes, we all experience setbacks, and even positive people have bad days ; but they don’t get a PO box and live there ! We may get the wind knocked out of our sails, but we pick up the oars and keep paddling. Disciplined sales reps start winning more . They see their goals fulfilled. Choose the path of self-discipline and  accomplishment.

“ We must all suffer one of two things: the pain of discipline or the pain of regret or disappointment. “ - Jim Rohn

“ Winners embrace hard work. They love the discipline of it, the trade-off they’re making to win. Losers, on the other hand, see it as punishment. And that’s the difference.” - Lou Holtz

Don't Negative Sell

SalesManUp Blog


Don’t Negative Sell


I was completing a luncheon presentation last year for a large healthcare group, when one of the attendees asked me, “ so how is your product better than such and such ? “ ( my competitor ) I responded, “ I appreciate your question, but I refuse to negative sell. I can tell you the strengths and benefits of our products, and allow you to draw your own conclusions. “ Done. Another one of the attendees approached me in private after the presentation, and thanked me for not verbally slamming my competition. I have found that it never pays to sling mud, because you cannot do it without trashing yourself. If your product or service is strong enough to stand on its own two feet, then there is no need to vilify the competition. It only makes YOU look bad !


People are more updated and educated in today’s marketplace, and we have to give them credit that if we present the truth, consisting of facts, findings, studies, and evidence-based information ; then they will draw the right conclusions. If they don’t , then just maybe we are not destined to be their vendor or service provider. The key here is knowing our product backwards and forwards. The other half of that equation is also knowing our competition backwards and forwards. If we do, we present the strengths of our product that hammer the weak areas of our competition, without verbally assaulting them. Let your prospects connect the dots.


Why should we present in this manner ? It is very possible that our prospect has worked with our competitor and even liked their product or service. When we attack the other vendor, we are telling our prospect that they are pretty stupid for choosing them. Not a great way to begin a business relationship. It’s like telling your wife that those pants make her look fat. Everything goes downhill from there ! Call the florist.


Flowers won't work with business prospects. They may not even say anything about our negativity and lack of tact. They just don't call us back. Nada. Our relationship is dead in the water. This is similar to a bad experience at a restaurant. People don’t always go online and give a bad rating ( though some do..). They just don’t go back to the restaurant. They take their money elsewhere. This is what we don’t want our prospects to do !


So, focus on the positive attributes of your product and service. Find the pain points within the prospect’s business, and show how you can solve their problems. Take the high road and stay out of the ditch when it comes to negative selling. Don’t take the client’s bait, if they try to draw you into controversy. Just present the truth and allow intelligent buyers to draw their own conclusions. Happy sales !

Managing Expectations

SalesManUp Blog -  Managing Expectations


Terrell Owens once said , “ If you align expectations with reality, you will never be disappointed. “  On the other side of that statement is Confucius, who wrote, “ The expectations of life depend upon diligence; the mechanic that would perfect his work, must first sharpen his tools. “ For a sales professional, we walk a thin line between helping our clients satisfy their expectations, and achieving our own. I would venture to say that a great business relationship takes place when both are met. It has to be a win/win.


Noah Webster defines “ expectation” As the act of expecting or looking forward to a future event with at least some reason to believe the event will happen. If you have properly interviewed a client, listened to their needs and pain points, answered their questions, and appropriately shown them how your product and /or service meets their needs and heals those pain points ; you can reasonably expect to close the deal. I realize it is never that simple. There is a vast difference , though, between hoping I can land a project and expecting to land a project. I can hope all I want, but unless I perform due diligence in preparation, research, showing up, presenting, following up and following through ; hope won’t bring the sale. Only hard work does this, and much diligence.


What about the prospect’s expectations ? How do we properly manage those ? I believe this topic is so vital for a sales professional, because this is our sticking point sometimes. This is where we get caught in the proverbial elevator doors. I find that when I ask enough questions, and properly communicate with the prospect the critical path of our products and process ; then things go much smoother. There are times though, when we become so giddy and excited over the celebration of the sale, that we forget to inform the client what they should expect. Thus they end up with surprises and sometimes even disappointment. Did I take the time to ask them what they expected from my product ? Did they want a self cleaning floor that never requires any maintenance or furniture that polishes itself ? Then that’s an unrealistic expectation that needed to be addressed in the front end of the relationship, not after my product was installed ! I have learned the hard way ( don't we all ! ) that to communicate openly in the beginning sales phase, though risking the chance of possibly losing the sale, is always better in the end. It is to our advantage to head off the problems during the engagement, then end up with a runaway bride or a checked out groom !  Are your expectations grounded in reality ? Have you sharpened your sales tools, and taken ownership of the things under your power, to perfect your work ? Have you explained things up front to your prospect / client ? Then expect good things to happen !

Consideration and Respect

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Consideration & Respect : The Gift that Keeps on Giving


Bryant McGill wrote, “ Within the hearts of men, loyalty and consideration are esteemed greater than success. “  Time is money. Especially in the world of commerce where everyone is racing at breakneck speed to accomplish their tasks. How vital it is for sales professionals to be sensitive to the pace of our clients, without adopting it ourselves. I used to work with a contractor who, when on the phone, spoke in a rushed flurry of short sentences culminating in conclusive action points. When talking with this gentleman, I found myself talking faster, and getting right to the point. It translated as impatience as you feel the intensity of the conversation. In order to respect him, as a client, I needed to mirror his pace or I would lose him.


Regardless of what our pace or disposition is, whether we are “ damn the torpedoes, full steam ahead “ people, or just chilled out, easy going, I -just-ate -a - country-meal-at - Cracker - Barrel individual; we have to always respect the time of our clients. Mean what we say, say what we mean. Yes, we need to emote all of this with kindness and professionalism ; but it is vital that we get to the point. I find that if I give people a time frame of how long my presentation or update will take, then they Cooperate, as long as I hold to my original boundary. Yes, we believe what we have to say to the We can never lose site that they are doing US a favor by yielding and investing some of their precious time to hear us out. So we always have to value these moments like someone just handed us stock options to a company on the verge of exploding.


Most recently, I have found better success in requesting 15 minute product updates with my clients, as it secures my objective and theirs as well. Our time spent with the client or prospect does not always equate to the outcome, but our timing can ! Last year, one short meeting and a sample of a new product, procured my largest sale of the year. I’d love to tell you that I razzled and dazzled the client with my extemporaneous speaking and cognitive display of our award-winning bells and whistles. Nope. I simply got a product binder into the hands of the right designer at the right time, and good things happened.


While wrapping up a luncheon presentation recently with a large University, my Regional Manager and I asked the participants for five more minutes to clarify some specific services that we offer. They agreed. We spoke. Then we made sure to hold up to our end of the promise. We closed the luncheon at five minutes ! We conveyed to our prospects that we wanted to make sure to respect their time, and you could see their smiles and expressions of appreciation.Would you like to be known as the sales rep who honors their client’s time, or one who customers hesitate to give a meeting to because they won't shut up ?  Respect their time, and they will eventually trust you with their business.