Category Archives: Business Hurdles

Obstacles are inevitable. Solutions are choices.

Challenges present themselves daily and each of must make a choice on how to handle ourselves and the obstacles. Ask yourself do you make excuses or do you work on solutions?

An excuse is different than an explanation. Excuses are typically offered and an explanation is often asked for. For example if I am coaching a sales representative I am aware of most of the uphill battles a new representative faces starting out. It takes time, patience, and a positive attitude to build knowledge, a strong pitch, and a solid prospect list. Instead of the representative telling me what is standing in their way I want to hear how they are being creative to overcome challenges. Perhaps the representative has decided to focus on key sector and they plan to exceed their activity goals by 20%. Now if the representative is unable to preform a task because they do not have the tools they need then I would welcome and ask for an explanation. This could be that they do not have a CRM Database or their phone line does not get a clear service. Recognize your challenges and choose to find a solution.

Sales leaders and business owner can create an environment that embraces creative thinkers. Allow your team to come up with solutions, and hold them accountable for activity. Give your team the goals to reach and allow them the ability to solve the dilemma. Setting obtainable goals will encourage employees to avoid excuses and create solutions. You also may be surprised when their unique approach leads to great success for everyone.

Jack of All of Trades Master of One

Jack of All Trades Master of One

So one the biggest questions when hiring a new sales person is do I hire someone with industry knowledge or do I hire someone that knows how to sell. Well it really depends on the make up of your organization. Ask yourself these questions, does my company have a strong sales management team? Does my company have a strong technical staff that can support a strong sales person? Is the sales person going to have other teammates to learn from? Why am I hiring a salesperson? Do you need a hunter or an account manager?

If you find a candidate with strong sales skills chances are they will be a driven person with a desire to learn as much as they can about your products and services to be successful. Sales is a skill in its self and takes years to develop. With the advancement in technology it could be said that more and more people lack people skills, and in sales you will almost always be required to effectively communicate. A salesperson needs to have social skills that allows them to uncover needs and deliver necessary messages. I would argue that it would be easier to teach a new hire about your industry as opposed to teach a new hire how to effectively prospect and sell.

If you find a candidate with industry knowledgable and no experience in sales you are taking a gamble. You need to make sure your company can support the efforts to give this employee attention. That does not mean that you shouldn’t hire someone that has never sold. It just means that you need to make sure the candidate is willing to learn that skill and that your company is in a position to invest in their learning efforts. Is selling an art or a science? I believe it’s both and that will take time to learn and develop.

A GREAT sales person can be a jack of all trades but should strive to be the master of one….Selling!

Would you sell ice to an Eskimo?

Selling Ice to an Eskimo

I recently came across a “sales person” that proudly told me that they could “Sell Ice to an Esikmo”. After hearing this comment I wonder if this person was really as good as they thought. Yes, I know it’s a figure of speech, however it’s exactly the opposite of how I wish to be handled by any sales person or how I wish to groom a sales team. I believe there are plenty of top notch sales people, and they share the same qualities of most of my dependable and loyal friends. To be in sales you must be more than just nice or convincing. You have to listen, consult, and deliver on promises. Selling me on a product or service that I do not need or want is not an effective long term sales tactic.

The same qualities you love about your great friends are the same qualities of a SUPER STAR sales person. Close friends aren’t just important to you because they have a good personality, attractive, or they buy you things. Quality friends like quality sales people are dependable, available, and LISTEN. It really peaks my interest when I overhear someone telling a person that they have only met on the surface they would make a good sales person. Why have they come to that conclusion in a few minutes? This is generally because the other person views them as friendly, good looking, or witty. Of course those are redeeming qualities and very good ways to get yourself in the door, however they do not close deals or create lasting relationships.

Successful Sales People are not “Self Important”

Are you so busy or so important that my business is not important to you? Each client or customer wants to feel like your most important client. Of course you want people to respect that you are busy, however are you always too busy? If you are too busy for me now, are you going to be too busy when I buy from you? Where is my fast talking salesperson when I have an issue? Even though my issue may be trivial to the sales person it’s important to me as a client and if it’s important to me than it should be very important to the salesperson.

Successful sales people are busy and even though they are busy it’s important for them to make sure their clients are handled. Return calls, acknowledge emails, write thank you letters….successful sales people make time!

Being reliable is way more attractive than looking good!

Looking good is important and having pride in the way we carry ourselves is extremely important. In most business to business sales scenarios the sale cycle is going to take months and sometimes years to land a deal. After many interactions with a prospect they will have formed many impressions of you that is far more important than your appearance. So look good and consult your client even better.

You sure are funny however you have no idea what is important to me.

Who doesn’t like to be around witty people? I love when someone can bring a smile to my face. However, when I am buying something I am usually looking for quality, dependability, and affordability. A good salesman listens to what I need and if he uses humor to lighten the mood that’s a bonus, and if all we do is laugh I will start to wonder if my sales person is laughing all the way to the bank.

I really like when you buy me lunch AND I really prefer when you deliver results.

When I really stop to think about the most endearing quality in a great friend I would have to say it has to be “dependability”. You know that friend that you do not talk to on a regular basis and sometimes you even miss their phone call (and they still do not hold a grudge), but when you really need to talk to that friend they stop what they are doing because they know you need them. They are DEPENDABLE. Life is busy and people are busy, good friends however always seem to be available when you need them. That is the same quality I enjoy in a sales person. Buyers remember sales people that helped them, that were knowledge, that made their life easier. Just because they may not buy from you on a regular basis they will remember that time you were dependable and they will I promise call you the next time they need to buy.

So for all those innocent Eskimos that bought ice I hope they know that there are many amazing salespeople that will work hard and earn their business! Sales people of course are promoting their products and if they are good sales people they will believe in what they sell and if you are not their customer base they will move along politely to actual buyers that need their service!

Sometimes you need to change your Altitude!

Change your Altitude

I think I am a fairly decent runner. I can run a 5k with little to no pain, and at this point in my running career I don’t ever worry about running a 5k. Living in Florida, I definitely am not faced with much altitude and for the most part I run on flat roads. When I go for a 3.5 mile run it’s a good cardio run but definitely nothing I feel overly challenged on. So it’s interesting how much of a difference it can make when I decide to go for a hike that is half the distance of my normal run. I have a harder time breathing my muscles are stretched differently and it takes me much longer. Of course it’s different going uphill as opposed to running on flat services but I’m thinking to myself I am used to running twice this and in 30 degrees warmer temperature I should be able to do it. It’s not the case at all though. Even though you may be a strong runner your body is accustomed to certain conditions.

So this is a blog about business and sales what does my altitude running challenge have to do with business? In business like running you become accustomed to certain styles and ways of doing things. Even if you think you have mastered your skill and you have a working system be open to take a road that might be an uphill battle at first. Maybe extending yourself will help you to learn something new or experience something that will enlighten you as a business person. It’s good to hear how others achieve their goals and incorporate some of their methods into your business. The business world is a busy place and it’s good to have systems and paths to follow but it’s also good to sometimes look outside of the way you do things and accept some challenges to help you develop even better methods. At first you may be uncomfortable and feel unsuccessful but if you try you may also find you get different results that helped your business.

My 3.5 miles used to be my challenge but then it became much easier, and now that I have pushed myself to another challenge I found new muscles and I was able to get more out of my workout. The same is in business I know I can do a certain amount of cold calls a day and get results, and maybe tomorrow I can try a new way of marketing and see what kind of results I will get!

Be Contagious

Koncept CARMA is not spelled wrong. It’s spelled different because we are different,and it means something.

So what does the C in CARMA mean? It means to “be contagious“. Your attitude and emotions are contagious to the people around you. Whether your mood is good or bad it will have a tendency to rub off on others. Don’t let your negative thoughts jeopardize an opportunity, and do not let someone else’s negative disposition discourage you.

1. Choose to be the positive energy that enters a space.

Have you ever walked into a meeting and the person you are meeting with has an extremely bad attitude from the start? Do you mirror their actions and clam up or do you allow yourself to overcome their attitude?

It’s both hard and intimidating when facing negative people. I challenge you before you interact with others (family, friends, coworkers, clients etc.) tell yourself you are “happy, strong, confident, and nothing can ruin your day”. Even if you come in contact with someone who has an overbearing strong attitude that exudes negativity stay focused on being positive. It’s not the easiest thing to carry out and it’s certainly not impossible either. Being aware of your attitude and others’ puts you ahead. We can’t change other people’s attitudes by telling them to stop. We can influence their moods by staying focused on what is good and our response. If someone is angry, upset, anxious, or uneasy that is even more reason to create a positive contagious environment.

2. Being Positive isn’t always possible.

What do you do when you find yourself unable to be positive? This can happen to the best of us. We all have bad days.

Call or visit someone who you know can help lift your energy levels. Read uplifting and positive quotes. It’s okay to have days where you feel off. Give yourself permission to feel upset or negative and also recognize it will pass and it is temporary. Remember your attitude is contagious so do not put yourself in a situation where you might influence others. Your bad attitude should not become another persons’ problem. If you are meeting someone for the first time and you are stuck in a bad mood they may get a bad first impression. Tell yourself happy thoughts until you finally get that positive energy back. Eventually if you tell yourself how good life is you will start to believe it!

3. Others will gravitate to your energy!

When I am down and need motivation the people I want to surround to myself with are positive high energy people. I do not want to associate with other Debbie Downers. It’s much healthier and refreshing to seek others that I know can lift my spirits. Positive Energy will help others want to engage with you. If you are speaking to a group your audience will feed off your energy, if you are networking you will be less intimidating to new contacts, and if you are in a meeting the other person will develop a better relationships faster and trust you.

Always remember our attitudes are Contagious! I will always choose being around a positive high spirited group over being around negative energy!

Looking for work in Central Florida?

Koncept Carma had an opportunity to work again with Central Florida Jobs Initiative yesterday. CFJI is an amazing non-profit organization based in the Central Florida Community. They work with professionals seeking employment. If you are looking for employment or an employee they are a great group to help you in your search.

We conducted a 2 hour workshop for the current group and focused on networking and interviewing tactics. Koncept Carma was excited to see how they were all open to learning new skills and participating in the Improv Exercises. This group exudes one of the key principles in Improv “Yes, And”!

Koncept Carma wishes all the participants great success in their future pursuits.

True Friends talk about you behind your back

Talk about your friends

Today, I found out that one of my friends has been talking about me behind my back. My realization made it clear to me she is not a friend at all….she is much more than a friend. She is a CHAMPION for me! The greatest support friends and colleagues can have for one another is spreading the word. If your friends are doing something great and you believe in them…Spread the Word! Like them, their services, and what they are doing on your social media pages….social media is more powerful than you think. Tell people you meet that can use their products and services.

So here is the story of my champion. I reached out to a person that I did not know at all and told her about Koncept Carma. This person’s company appeared in my Linkedin and I thought she would be a good connection. I was shocked when the contact came back and told me she knew about my workshops and had heard of my business. It was the greatest compliment a business owner could receive…..word of mouth referral! So of course I had to know who had been “talking” about me. I found out that a friend of mine that I have known for just over 2 years and who has supported me since the day I started Koncept Carma, had mentioned my Improv Workshop to this potential contact. Of course my friend had firsthand knowledge of my classes and even has come to multiple sessions. My so called friend had never told me that she was spreading the word. I didn’t ask her to do it. She did it because she was a champion for what I was doing and showed me she truly believed in me and was not looking for anything in return.

Be a champion for people and businesses in your life that you believe in. Talk about them and what they do good! The best gossip is gossip that moves life forward and helps others. Many times in life we remember to bring up bad experiences with businesses we have encountered. Forget about wasting your breathe giving them any sort of PR and talk about the businesses you believe in and support.

So in an effort to be a Champion in return, take a peek at my Champion’s website. http://www.enviroclectic.net/ Her business makes amazing eco-friendly custom clutches! I have two custom clutches myself and love them both!

Champions do not wait for you to become successful. They empower you along the journey!

The Silver Lining in Favors

Lately, I have been really confused about the difference between favors and opportunities. In the past year I have presented and been presented with multiple opportunities by multiple people. Some of these “opportunities” have been viewed as favors by others. My theory is if you have to ask yourself when presented with an opportunity “what’s in it for me”, it’s one of two things. Possibly you do not trust the other person or you are blocking yourself from opening many unknown doors.

Why is it that sometimes an opportunity is perceived as a favor? Are some opportunities so far stretched that it’s hard to see the long term potential, or are we really close minded about new opportunities? Are we conditioned to believe that all people have an ulterior motive?

So this really came to a head for me a few months back when I mentioned (what I thought ) was an enticing opportunity to an individual and they responded that they might be able to “help” me. I was not looking for help. I was not asking them to do something for nothing. I was offering an opportunity to potentially open up a new door for them and their future.

So I took a step back and had to ask myself, when I was offering a new opportunity to someone and they acted as if they would be doing me a favor, was I acting so excited and grateful that they only saw me as the beneficiary? I am an excited person and opportunities get me pumped! Did I need to start telling people that I had choices and wanted to give them a chance to “ask” for the opportunity? Some of the best opportunities in my life have come from me saying “yes, and” to a favor and owning that opportunity. Most of the opportunities did not pay well or did not pay anything, they were not glamorous, they were not fun, and they were chances to prove myself and most importantly LEARN and GROW!

I decided that I have made the mistake of presenting opportunities to people as “favors”. In actuality I did not need a favor I was looking to run with an opportunity and potentially bring along others on the way. I was starting to think my opportunities were crazy or far fetched and then I reexamined the message I was giving.

First, I needed to define “favor”

“Something done or granted out of goodwill, rather than from justice or for remuneration; a kind act: to ask a favor.” When I need a favor such as help moving, a ride, someone to get my mail, etc I will present this clearly as a favor.

Second, define” Opportunity”

“A good position, chance, or prospect, as for advancement or success.” When I have an opportunity I will describe my position and watch for the reaction and questions. Defining an opportunity does not mean it’s a guarantee. If they want to be a part of it, then they will tell me and show me.

Third, Run from people that think the world is “asking for favors”

I know it sounds cliche, and here it goes “the world is your oyster”. Everyone has different opportunities, obstacles, and challenges. Be open to building on what comes your way. Learn from every experience, the good and the bad. If someone cannot see the opportunities in front of them it is not your job to show them.

Lastly, look for people that say “yes and” to opportunities

In Improv, there is an exercise that has changed my view on many things in life. It’s called “Yes, And”. The basic concept of this exercise is that you take something that is given to you and instead of rejecting the idea you build on it by saying “yes, and”. Of course this does not mean that you eliminate no from your vocabulary it means that you open your mind to thinking before saying no or thinking things are far fetched or impossible.

I have learned and I am still learning how to present my opportunities as opportunities. If I am asking for a favor I will clearly define it as a favor. However, I will allow others to seize their opportunities and champion them as they find their own “silver lining”.

The Koncept of CARMA

Many people have asked me, what is Koncept Carma? My first thought is to answer them with the scopes and services that our company provides. That is what we do, and does not answer the question of “What is Koncept Carma”. There is an actual Koncept of CARMA that the company operates and runs on. It is the way we see our business and view ourselves professionally.

So let me answer that question “What is Koncept Carma”. The Koncept of CARMA is about giving all you’ve got and knowing that the rewards will come eventually. It’s about understanding and embracing the theory that hard work, persistence, and taking the “high road” will eventually lead us to success. Rewards are not instant and they are not all monetary. The benefits of Carma is worth waiting for and it is not in our best interest to seek immediate gratification.

The most challenging experiences in both personal and professional life have helped me to build on my Koncept of CARMA. In the past I have learned that if I focused on the end goal and followed a true path anything is possible. This means you do more than just show up for life, work, projects, and relationships. You must prepare and be ready for the unknown. Understanding the importance of patience and persistent are not the same as living by the theory. Many of us appreciate the value of hard work and we show respect for those that have done it, and many of us are still looking for short cuts. Short cuts do not help you grow and experience. Stop worrying about how easy it was or seems for others and focus on building your own goals and future. It may not be easy and sometimes not pretty. The beauty will be found further down the road and will be well worth the wait.

I am going to give you a glimpse into the Guiding Principles of CARMA.

Contagious!

Your attitude is contagious. Stay positive and radiate that energy to those around you.

Acceptance!

Accept what is given to you and build on it. Incorporate “Yes and” into your life.

Relevance!

React to people, situations, and ideas with relevance. Think before you act or speak.

Mantra!

Know your guiding principles and build your own confidence.

Adapt!

Adapt to individual situation.

Happy Valentine’s Day, Work. I love you!

In honor of Valentine’s Day, I decided to discuss the importance of loving your work. Most people are not thinking about celebrating love for their work on this occasion, and I am not saying that your love for work should over power your love for family and friends. However if you love your work it will help to find success and freedom.

First, ask yourself “Do I love my job?”. If your answer is anything less than yes, then you may need to figure out why. Some people are okay with a job that is alright and some people even tolerate jobs that they find horrible. Can you imagine how successful you would be if loved your job? Can you imagine how profitable a company would be where the employees loved their work and were inspired?

Second, are you giving your best? When you are working be engaged and focus on the mission. If you are not putting forth the effort required in your work how can it be fulfilling? A job that is not fulfilling is hard to love. Be prideful in the work you do. Your work is a reflection of you.

Third, are you doing a job that allows you to challenge yourself? Most people thrive off the thrill of accomplishment. If your job is too easy for you ask for more. Do not take the attitude of “I am only paid for a certain amount of work and that is what they get.” Most companies are looking for people to advance that show passion and desire for more.

Fourth, are you being managed properly? Are you a good manager? Management plays a huge factor in the love for a job. Try to always work with your boss and approach difficult situations with positive spins. If you are managing others remember that your positive leadership reflects to your people. If you coach them effectively they will want to work hard for you and make your job more rewarding. Earn the respect of your team by respecting them. Inspire them to want to do a good job for you and the company.

Fall in Love with your Work

Go into work with a good attitude and SMILE.
Learn more about your work. Ask questions and care about the job
Show how much you care about a job well done and inspire those around you to care.
Find inspiration from your leaders, products, services, and clients.
Sometimes you are going to have to do things you do not want. Focus on the big picture.
Don’t get caught up in negativity.

Know when to Move on

Give your work everything you got before you give up.
Not enjoying a job does not mean you have to hate working.
Being willing to let go, if the job turns out to be miserable do not settle look for something that will inspire you.
Understand why it was not a good fit for you.
Expand on the things you enjoyed and excelled at.

Life has many challenges that we cannot control. Work should not be one of them. Take control of your work and love what you do. My work is not glamorous to many people, and for me I love it. For the people that are not engaged in their work I hope they find work that inspires them and they fall in love. Perhaps one day they can join me in saying “Happy Valentine’s Day Work, I love you!”