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MISTAKES INTO MIRACLES

“Sabotage” means: to deliberately destroy. Turn mistakes into miracles

I think sabotage really means “excuses.” We say we want something but our actions don’t support what we desire; therefore, we are not congruent with who we are. Unless we can make our “unconscious mind” be in alignment with our “conscious will,” we will be inauthentic.

We learn by doing; through practice the athlete becomes powerful. It’s funny that anyone can talk a good game, but we get rewarded in public because of what we practice in private. I’ve always found joy in reflecting on what I learn in church and I’m sure when I die God will probably say, “Tamara you were a good person—you followed the rules but what’s up? You didn’t have time to read my book!”

Ouch! If we dabble we debate. Do we dabble going to the gym once a month? Do we dabble being disciplined at work? It’s time to have our actions...

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COLD CALLING ACTUALLY WORKS

Have you heard the good news!  If you are in sales and you “don’t believe in cold calling” you might be losing out on a lot of money.  Too many sales gurus say that cold calling is dead and the truth is they just don’t want to do it.  How do you help a salesperson who is striving for 100,000 dollars a year – but he doesn’t get leads from his company. What does he do all day?  Well of course, calling on past and current clients, asking for referrals, is the first place to start, that is basic to sales training because “one” referral is equivalent to “fifteen” cold calls.  But what do you do after you’ve called all of your clients?  Networking, of course that is good too, but then you actually have to follow-up with whomever you met. Sales Training will usually identify that roughly Seventy-five percent of sales people never even follow up one time with a prospect. So if you are struggling...

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ARE YOU GETTING RESULTS OR REASONS?

Their is a big difference between “Knowledge” and “Wisdom” as well as “confessing” and “repenting” …..it all stems from why some people “know” what to do but others “execute?” Results are our steering wheel, directing us on which direction to go!

There is a huge gap today between what people “know” and what people actually “practice.” I was working with a group of real-estate sales agents and asked the audience, “Who here likes to go running?” Of the 200 people 10 people actually liked running. Of the 190 that remained, I asked, “Do you run even though you don’t like it?” Zero hands went up. It dawned on me that if you don’t like to do something like make “Cold Calls”, you simply don’t do them. If you like to run you will learn how to be really good at it. If you like to prospect you will want to get really good at it, too....

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Cooperation vs. Compliance

There is a difference between “having” to do something and “getting” to do something.  It’s the gap between cooperationand compliance. It is the difference between a leader and a manager. It is accountability vs. micro managing, and it is the difference between success and failure.

How does a company set themselves up for success?  How do you hire the right talent?  How do you enhance performance?  Let’s explore how to really grow a business.

It’s too prevalent today to run across a business owner or manager that is only getting compliance from his/her employees/Independent contractors.  Why?  I would argue that it mostly comes down to pride—which happens to be one of the 7 deadly sins.  Compliance is driven by control, and control is a derivative of pride (ego).  Unfortunately, the bigger the ego, the lower the self-esteem.  A low level of self-esteem is a...

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“Success is not about your resources, it’s about how resourceful you are!” ~ Tamara

US News and World Report did a study and they found that only 9% of the time when someone buys or switches companies, it’s because of price.  I’m constantly hearing from sales people: “Oh but not my industry”… Yep, even your industry.  So many companies don’t want to be seen as a commodity,  but how does a company do that?  How do you set yourself up to be the best, charge the most, and capture the market share?  What you will find is that it’s easier than you think.

I recently went to Costco to pick up some of my regular stuff — tissues, laundry detergent etc.  I had my list and just as I was gathering up the rest of my items, I ended up watching a demonstration for a Blend Tech Blender — yep a $450 dollar blender.  Now, I already had a blender so I didn’t need one. I didn’t even want one because I like what I have and I certainly did not have $450 in my budget for a blender. But,...

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Seven Keys to Coaching People to Better Performance

#1- Don’t “tell” people what you can “ask” them!  To increase performance, the first step would be to start asking instead of telling.  It’s the difference between someone “having” to do something, or them “wanting” to do something.  It’s the old “have to” vs. “get to” attitude that as leaders we want to instill in our team.  If I tell my sales person to, “make 50 dials today,” and then that person doesn’t do it, then I am put in a situation where I need to micro-manage that person.  But if I ask, “how many dials today will get you to your goal,” I then put my sales person in a power position.  You want your team members to take responsibility for their results—and own them.  Coaching performance improvement is possible!

#2- Create success systems and structure. Sounds simple, right?  Most companies...

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5 Ways to Destroy Procrastination (you should read later…LOL)

How to Stop Procrastinating (starting tomorrow)

Procrastination, the opposite of making a “Decision,” is a common enemy of us all.  Without mastering decision-making we may, over time, become skilled in what we despise: procrastination.   I like to think of procrastination as just “postponed decisions,” but it’s been proven over and over again that putting off making decisions results in feeling down about yourself, proves a decrease or lack of financial gain, and can create massive confusion in one’s aspirations.  Confusion is the chief cause of worry, tension, and stress.   If you are confused as to where to put a certain document, and just place that document on a pile on your desk, you are in-fact delaying making a decision and you will inevitably feel overwhelmed.  Lack of systems and processes can create so much inner stress. And, if you clean up that pile, but then...

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How to Ask for Referrals…The Classy Way

Cold calling is super effective…if you know what you are doing! What I can’t understand is why so many companies emphasize prospecting (cold calling) aka making new friends :), when the majority of companies I consult with don’t even ask their current clients (people that love them) for referrals? The answer is they just don’t know how to do it!  Sure, I could call  you and say, “Hey, who do you know that would be interested in working with me?”, but I would rate this “ask” as an F-. Why? Because referrals have nothing to do with me! Referrals have everything to do with you “my client” and your friends.  Have you heard the line “Your referrals are the greatest compliment I could receive?” Yuck! Or worse: “I build my business on your referrals.” Who cares? Sorry, but this is so unprofessional.

Let’s break this down; referrals are NOT about you so it’s not a...

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Minimalism - the Enemy of Excellence in Sales

I believe that minimalism is an infectious disease today.  It is descripted as a mentality of “what’s the least I can do and still get by.” It is a mentality of “have to” verses “get to”; it is a disease of the mind, the spirit, the will to excel.  It is the reason depression is on the rise and suicide is so prominent, it is the end result from practicing procrastination.   But I want to talk to the people that might be on the verge of it, those that are working, distracted by life’s “to do’s”, but not maxing out at their potential.  It is the person that has the potential but their resources hold them back from stepping into their true power — and being resourceful.

Emotional fitness is when you decide what you want, and then your feelings follow.  Emotional suicide is letting your emotions dictate your choices.  There is the spirit and there is the...

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Increase Sales Performance Now!

If you want to increase sales performance you must adapt to the mindset, “eventually everybody buys”…They just don’t always buy when we need a commission.  You get compensated on each call you make and commissioned on some of them, which means you must pick up the phone more often!

It is impossible to manage what you don’t measure.  What’s interesting in the world of coaching is the top reasons why coaches fail in their own coaching business.  Here are the top 3 reasons

  1. They don’t have a coach for themselves (they don’t invest in themselves)

 2. They don’t know how to sell their services

 3. They charge per hour

If I were to tell you why most salespeople fail at making the income they desire here are the top 3 reasons:

1. They don’t love selling, thus they don’t invest in themselves (usually have a bad attitude and blame everything but their poor efforts)

2. They don’t know...

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