Posts Tagged ‘sales’

Faith and Fear

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I’ve been thinking a lot about both of these words lately. Zig Ziglar said that FEAR is “False Evidence that Appears Real.” I get that. Fear is usually something we’re afraid might happen. I think about all the sales people we work with and how challenging it is to muster up the courage to walk into a building or into a networking event where you know no one. That sales person has to overcome the fear of feeling like they might not fit in, wondering if the door will be slammed in their face, rejection, and anything else that might pop into their mind.

How Fear Works

That’s how fear works. Stuff that isn’t real for this moment pops into your mind and, all of a sudden, there is fear. After overcoming through faith all the fear of a lymphoma diagnosis in 2014, we believed that we had conquered the Big “C” thing.  However, in the course of ongoing treatment, my husband relapsed this winter, and he/we are doing the chemotherapy dance again. I can tell you first hand that holding fearful thoughts at bay is no easy job.

We certainly have a lot more practice and even experience with this situation. Some things were easier this time around. For instance, the emotionally charged words like cancer, chemo, relapse, and lymphoma seem more normal and don’t create the lump in my throat like they did last time.

Clarity

I’ve gained a lot of clarity that fearful thoughts have a basis in negativity. I think this is true in any situation. Fear means you’ve allowed your mind to go to that place that’s wrapped in “What if I don’t get that sale? What if they laugh at my idea or think I’m stupid?” Look at how you can feel in an instant, and none of those thoughts are based on any type of reality. It doesn’t matter if you were rejected before. The reality is that what’s in front of you right now, today is a brand new situation and has the possibility of a brand new outcome. But the fear can keep you from knocking on the door.

Listen, I was scared to death of the thought of my husband’s chemotherapy. I had many fearful thoughts until we went for the first treatment and they said that he had to wait on insurance. In an instant, the fear of chemo was trumped by the great fear of what will happen if he doesn’t get chemo. This time around, he had a shot at going into a trial treatment with an immunotherapy drug. That seemed scary because of the unknown. As it turned out, he did not qualify for the trial, and so chemotherapy was the next best option. Immunotherapy now seems like a better option. See how that works? You are scared of the unknown in one minute, and the next minute the option in front of you seems better. Experience teaches me that taking the next step in faith trumps fear every time.

My husband is really GREAT at not fearfully dealing with things. I hope I can be like him when I grow up. He doesn’t worry; he does not make up stories that are steeped in negativity. He’s clear that he would like to live for a long time and so we do the things we need to do (difficult or not) to get the results we want to achieve. He’s pragmatic and optimistic.

He and I were sitting together this spring at a Subway Sandwich Shop waiting for an appointment with the oncologist. There were a ton of unknowns, and he and I were both pretty scared but had brave faces for one another. My beautiful husband looked up and said to me, “Well, honey, I’m going to die someday, but it’s not today.” I think there is so much wisdom in the way he does life. I’m lucky to have him.

Faith is Opposite of Fear

It strikes me that faith is really the true opposite of fear. Like fear, it is intangible, a belief in things that you can’t touch or feel in reality. Unlike fear though, having faith in you, in others, or in a higher power, casts a situation in a more positive light and affects how you feel and behave in a much different and better way.

I have been thinking a lot about this lately. If you could, for just a minute, imagine how it might feel to lose the person you love the most. For me, my shoulders immediately sag, all the air goes out of my lungs, tears come to my eyes, and I think I can feel my heart stop. And yet nothing has happened. It was only a thought. JD is alive and well. This kind of fearful thinking creates all that physical and emotional reaction in a second. It stops all the good stuff. It is paralyzing and can keep life at bay.

Does the thought of a sales call that “might” have a bad outcome fill you with immediate symptoms of fear? Think about how that might impact your ability to do what you want to do to be successful.

Take a minute and rehearse in your mind what an awesome outcome would look like. You are walking into the decision maker’s office, your shoulders are back, your head is high, you have a ton of faith in what you are able to provide to this new prospect. Think you could get a better result? Of course, you could.

It matters what you think about and how you choose to live. For me, I pick faith. I’ve always thought I was a very positive person. In the last three years, I’ve learned that I have much more to learn about staying positive. Fear lurks around and can show up in the oddest places. I encourage you to have conversations and deal with people who are interested in talking about how good things can be. There is always a choice in how to think, act, and believe. Since fear is wrapped in all that is negative and faith gives us hope for all that is positive, the choice is easy for me.

I hope you’ll face this next week full of faith in yourself, your business, your family, and even a little faith in others who might be able to help you.

Much love,

Beth

Vision for the Next Quarter and Beyond

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I just love ending the 1st quarter and going into the second quarter of the year, it helps you see your vision clearly. Last week our leadership team had our quarterly meeting. During this meeting we revisit the goals we set for the year, look at how we did with our first quarter goals to help set our goals for the second quarter, and see how the first quarter set the pace for the rest of the year.

Get a Vision of What is Possible

It is the time you get the vision of what is possible for the year. I remember as a young party manager, we had just finished our first quarter of birthday party sales, and I had a vision of what could be. It was really at that moment I realized, “Oh my gosh…we had a great quarter and I think we could do a million dollars in birthday party sales.” Yes! One million dollars! That’s when the vision began, and I knew it would have to be all hands on deck if we wanted to make the vision a reality and we did.

I shared that vision with Beth and our corporate team since we were in the sales coaching program. I knew sharing the vision was the first step and I also knew we couldn’t stop there. I had to share that vision with my birthday leadership team and then with every single person in our center, and that’s what we did.

Set Clear Goals

Our little birthday team was very young with just a couple of years of birthday experience among us, but we knew what we wanted. We knew it wasn’t going to be easy, so we set very clear goals. Our first one was to figure out how much in revenue we would need to average each week for the rest of the year to hit a million dollars. Then we looked at average revenue for each party we had in quarter one to determine the number of parties we needed to have each week to get the million dollars. W kept a very meticulous spreadsheet to update where we were and what we needed to do.

I think the real game change occurred when we shared the vision with our entire center. We became very transparent about our goals and the numbers associated with them. Every Monday, we would update the big white board in our sales office. We broke down all of our goals for people to see. At any time someone could come in the office and see how many parties we had to date, how much more we needed that month, how much in party sales we had, how much more we needed to do, and so on.  They always knew the magic number left to hit a million dollars. It didn’t matter if you were a party booker, cashier, game room operator, cook, or dishwasher; you knew what our goal was.

Be Transparent to Get Buy-In

I know most owners or managers don’t want to share those numbers with their entire staff. We knew, for everyone to see the vision clearly and have 100% buy-in, we had to be transparent about the goals and where we were. Once it was clear, we had to relay “how” each team member was an integral part of this vision.

We had quarterly center wide meetings, and I remember doing a team building exercise to show how every person in our center affected someone else and how it impacted our birthday parties. It was a great illustration that something as simple as being five minutes late could play a major impact and could be part of what made a party great or not.

That’s what I hope for you as we close out the first quarter of 2017. Reflect back on what you have done, see what you can do, and share that vision with every single person in your center. Once every person sees the vision and feels part of it…..that’s when the magic happens.

My Inspiring Weekend

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This past weekend I spent a few days in Orlando with 2000 of my best friends. Okay, I’m not friends with them all but spending time with this amazing tribe of women was one of the best experiences I’ve ever had.

In my spare time, I sell Stella & Dot. This past weekend was my first time attending the yearly Hoopla conference. I had no idea what to expect, figuring it was just a fun weekend about women and, of course, amazing jewelry. Boy, was I wrong!

The weekend was full of learning on many different levels for me. I’ve been in sales and marketing for more than ten years and this weekend really made me realize how training can transform you as a person. No matter your age, gender, position/level, or years of experience, training motivates and inspires you.

When I started my journey in the FEC industry, I was super-motivated. I had never worked in a center before or created birthday parties, etc. It helped that I did my homework and read a lot about leadership and management, but I really craved attending conferences and meeting others in the industry who were going through the same struggles.

After I left the management side and started working with Beth, she took me to my first IAAPA. We  walked the floor that year and I remember all I could think was, “If I could have come here as a manager and attend classes or go to conferences to receive training, I could have done so much more.”

That’s how I felt when I left this weekend from Hoopla. I saw women on a journey to get what they wanted. All the stories were different yet we were all finding our extraordinary. I took classes that gave me the skills necessary to achieve the goals I set, relate with others who were finding their journey, and meet people who would encourage me to aspire to do even more.

So, consider sending your staff to events that further their leadership, sales, or whatever skills you want to grow. We host conferences throughout the year that do those very things. We would love for you and your staff to attend them. You’ll be amazed how it will inspire them!