Selling From The Heart Professionals Wage War Against Whining And Mediocrity.

"The price of excellence is discipline. The cost of mediocrity is disappointment."

William Arthur Ward

I believe the above quote emphasizes the idea that achieving excellence requires discipline and hard work, while settling for mediocrity ultimately leads to disappointment and despair.

As we kick off our time together, please consider choosing the path of discipline and excellence to avoid the long-term disappointment associated with settling for less.

There's not a day that goes by, where you're faced with decisions that will either make you better or possibly worse. With certainty, most of the time these decisions go unmade.

Today’s selling environment is a bit tumultuous. It's much more challenging and complex than ever before.

Is it just me or has the gap widened between a sales rep and a sales professional?

Business substance, sincerity and heart... where has it gone?

In uncertain and challenging times, sales professionals rise to the occasion. They recharge and reactivate their heart. Unfortunately, the opposite happens with sales reps. They whine, moan and groan as they beat themselves up with the mediocrity mallet.

WHAT'S MEDIOCRITY AND WHINING?

When it comes to defining mediocrity, let's defer to the Cambridge dictionary that defines it as...

the quality of being not very good.

a person that is not very good at something or not very good at anything in particular, or something that is not very good.

A mediocre sales life can be a difficult way to live. This means you've made a conscious choice to settle for what you have while never pushing yourself out of your comfort zone. This places limits in how far you take things and how consistently you achieve quota.

It’s astonishing how many salespeople would rather stay in their comfort zone fueled by mediocrity than to force themselves to become better, to stay above average, to not be viewed as a sales rep.

When it comes to mediocrity, I view it as someone who avoids the challenges, the opportunities to become better, choosing to find the excuses.

A mediocre person has difficulty in recognizing and appreciating the effort and hard work that other people have put in to achieve a certain level of sales mastery.

According to the Urban Dictionary, whining can be defined as...

Someone who won't stop complaining about everybody else, yet gets mad when they hear other people complain. They usually pay more attention how other people make them feel than to what they are actually saying.

Mediocrity and whining within the sales world are at an all-time high. In fact, The Centers for Disease Control and Prevention has put it on the watch list as complaining by salespeople.

Why are salespeople afraid of thinking big?

A mediocre sales rep operates in a state of acceptance and works according to average standards, just getting by; barely making it. Operating with mediocrity creates a mindset that living in the comfort zone is acceptable.

Too many of you are comfortable living in mediocrity. They choose to follow in the footsteps taken by many other sales reps because they believe it provides a sense of security.

Here me out on this one...

There are way too many sales reps out there who believe they are 'A' players but in reality, they're nothing more than 'C' players hiding inside an empty suit.

A mediocre mindset prevents those from becoming the best version of themselves. They allow themselves to settle as they follow other like-minded sales reps down the same mediocre sales road, terrified of taking the steps towards loftier sales goals.

You can survive and get by operating with a mediocre mindset, but you'll never thrive. You'll always be amongst the other me-too sales reps.

A me-too sales rep is a follower, mirroring and mimicking their other mediocre counterparts; liken to the pied piper. All this does is places a stranglehold on all of them, as they suffer in togetherness through the same problems afflicting many of today's sales teams.

"It is a wretched taste to be gratified with mediocrity when the excellent lies before us."

Isaac D'Israeli

MEDIOCRITY & WHINING, IT'S SAFE

Taking risks, it's scary. You can decide to take the risk, leading yourself down the road to betterment or avoid it, staying mediocre.

Facing and taking risks is a fundamental aspect of personal and professional growth.

The fear of taking risks is a common human experience, as it involves stepping into the unknown, potentially facing failure or rejection.

When the time comes, how many simply freeze, stopping dead in their tracks becoming afraid to go for what they desire, a better sales life.

When the going gets tough, whiners worry and weep.

It's the numbing of the mind that condemns one to mediocrity. Whenever you come across risk in your sales journey, search within your heart to go for it.

It's your ability to overcome this paralysis and pursue opportunities that align with your goals and aspirations. This will require a combination of courage, resilience, and a willingness to step outside your comfort zone.

To be mediocre in sales is simply to act in an average way, to achieve average sales results.

The process of searching within your heart when faced with risks involves introspection and a deep understanding of your personal values, desires, and aspirations.

Whiners look at external blame rather than internal responsibilities.

HEARTFELT PROFESSIONALS WAGE A WAR AGAINST MEDIOCRITY

A selling from the heart professional takes the art of professional selling seriously.

They study the profession. They read, learn and continuously grow, nurturing their mind. They play the long game. They fully understand the road to success takes time, patience and perseverance.

They hold themselves radically accountable to never becoming mediocre.

Here are some truths you should know about a selling from the heart professional:

THEY PRACTICE THEIR CRAFT LIKE AN ATHLETE

These professionals commit to a practice routine, just like that of professional athletes. They understand the process of developing their talents will have obstacles along the way. They embrace the challenge by getting better every day.

They understand failure is another challenge, a simple roadblock to overcome.

They have a non-negotiable mindset. They consistently hone in their skills around prospecting, constructing their network, asking great questions, building authentic relationships, establishing meaningful value, and most importantly; serving their clients.

Professional athletes encourage feedback from their coaches, using it to focus on areas of improvement to fuel their growth. The same can be said for a heartfelt sales professional.

Sales reps, or what I often refer to as empty suits, tend to dismiss, ignoring feedback and focus on the person providing it, rather than using it as an opportunity to reflect and grow. How much of this sounds all too familiar?

Stop whining and start working on your sales heart!

THEY DON'T CHASE SHINY SILVER BULLETS

There's no one single thing that makes a great sales career, it's a bunch of little things done well, every single day. It's consistent prospecting, building a strategic network, gaining business knowledge, self-awareness, practicing the art of conversation and time management, to name a few.

I encourage you, stop looking for the one thing to propel you to greatness. Instead, focus on developing your personal and professional skills.

A heartfelt sales professional chases their potential with patience, purpose and passion. They deeply understand that their clients, their family and their career desperately need the best version of themselves.

Patience takes time and a conscious effort to master.

THEY SEEK TO SERVE NOT BE SERVED

The highest calling for a selling from the heart professional is to serve others.

They understand serving the interests of others by helping them overcome challenges and remove potential roadblocks to achieve their goals is a satisfying way to live their sales life.

Life is truly lived through moments of service to our fellow human beings. These individuals find absolute joy and contentment in serving their clients.

Seek to be great, if you want to be successful, learn to become a servant. Start serving... Start by becoming a leader of yourself.

Servants seek to make themselves available to serve.
Servants seek to pay attention to other's needs.
Servants seek to do every task with equal dedication.

Actions speak louder than words when serving with the heart.

LET'S ALL SAY NO TO MEDIOCRITY & WHINING

A mediocre sales rep easily gives up in their quest to become a heartfelt sales professional.

Why do they do this? It's because pursuing this lifestyle is lonely, hard work and often goes against the general opinions shared by other sales reps.

Do not wait until your sales life becomes unbearable before you take action.

Being mediocre, it's the classic stick or twist. Are you going to hold on to what you have or take the gamble in search of more? All too often, sales reps stick with what they know because it's safe.

I encourage you to strike a balance between maintaining what has been working for you while taking a few calculated risks. It's about making informed decisions, continuously evaluating your strategies, and being open to innovative ideas.

Success is exciting and so is failure. Mediocrity? Well, that's a decision you need to make.

Lori began her sales journey growing up in her grandmother’s fine women’s apparel store. Although she became a teacher, Lori quickly learned that teaching would not support her as a young single parent. She went back to her sales roots, intentionally looking for a sales role as technology was booming in the mid-1980’s.

After a stellar career in tech sales, Lori launched Score More Sales , a sales consultancy designed to help leaders of mid-sized companies hire better sellers and evaluate their existing sales teams. The company launched 20 years ago. 2022 is a big celebratory year.

In 2015 Lori realized that so many of the sales managers she was training and coaching were male so she set out to determine why so few women were in sales and especially as sales executives in leadership. That realization launched Women Sales Pros, which consists of a group of top women sales experts as well as a consulting and coaching arm to assist company leaders in creating more diverse sales teams.

SHOW SUMMARY

In this episode of Selling From the Heart , we are joined by special guest Lori Richardson , founder of Score More Sales and trailblazer in the sales industry. They discuss the importance of authenticity, building trust, and the mission to bring sincerity and substance to the sales profession. Lori shares insights from her dynamic career and offers valuable advice for sales professionals looking to excel in 2024. The conversation covers topics such as mindset, morning rituals, competency development, and the significance of meaningful conversations in sales.

KEY TAKEAWAYS

Competency Mastery: Lori emphasizes the importance of mastering competencies, especially the will to sell. Being coachable, having a positive outlook, and taking responsibility are crucial elements for success in sales.

Morning Rituals for Success: The hosts discuss the significance of starting the day with a positive mindset. Lori shares her morning ritual, including affirmations and spending time outdoors, highlighting the impact it can have on one's day.

Leadership Aspirations: For sales professionals aspiring to leadership roles, Lori encourages being proactive. Don't wait to be tapped on the shoulder; express your desire for growth and seek guidance on what competencies are needed for the next level.

Conversations Beyond Sales: Lori stresses the value of diverse conversations beyond sales-centric topics. From charity auctioneering to personal interests, building relationships with a human touch can open doors and enhance your professional network.

Women in Sales: The conversation extends to Lori's passion project, her book "She Sells," addressing the underrepresentation of women in B2B sales leadership. Lori provides advice for women aspiring to leadership roles and emphasizes the need for proactive career planning.

QUOTES

"Selling from the heart is integrity, honesty, and good selling—bringing sincerity and substance to the sales profession."

"Competency mastery is about having the will to sell. Trainable skills are essential, but the desire, commitment, positive outlook, and taking responsibility are key."

"Don't wait until somebody taps you on the shoulder. Be proactive about your career growth and find out what competencies are required for the next level."

"Humanize your conversations. Conversations beyond sales-centric topics can open doors and enhance your professional network."

"For women aspiring to leadership, express your desire for growth. Understand competencies needed and work on areas of improvement. Be proactive in shaping your career."

Learn more about Lori Richardson:

LinkedIn:

/ scoremoresales

Learn more about Darrell and Larry:

Darrell's LinkedIn:

/ darrellamy

Larry's LinkedIn:

/ larrylevine1992

Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.

https://www.barnesandnoble.com/w/sell...