(Photo taken in 2014 at convention with my dad).
This post was first published on January 14th 2015. Like the last post some things are different and some are the same.
For me, the biggest difference is that I no longer subscribe too much to Ray Leone's Sales Funnel tactics, that seemed to focus too much on causing the customer more pain to make the sell. Now I engage more in helping the customer tell their story, acting (hopefully) more as a guide on their hero journey than the hero itself. (Thank you Building a Story Brand)
One big thing that has stayed the same? I still have a hard time focusing on the important but not urgent tasks. It's hard to avoid the roll of firefighter or the quick thrill that comes with completing an easy task.
If you're struggling prioritizing the many tasks on your growing to-do list. This one's for you!
This last November I spent a week in Dallas, Texas with my parents. We were there for the NAMA Coffee, Tea & Water Expo but more than anything I was there for a sales training with Ray Leone, author of the Sales Funnel.
Ray Leone is a man with stories (lots of stories, from toilets to hunting to big deals [like REALLY big, let’s just say Disneyland size deals] success and stories of his success. Truthfully I didn’t want to like him (Ray if you ever read this I’m sorry about that) but I didn’t like his stories, I thought they made him sound arrogant, like he didn’t remember what it was like to work hard or not have three homes (one just for storage). But as the week went on I found myself in awe of him, glad he was on my side and not a competitor, writing the words he said down as quickly as I could because to miss anything he said would be a wasted opportunity.
I took a lot of notes. And as I read them now they seem so simple but still kind of genius, even in their simplicity. Here are some of the one-liners I noted (remember it’s a sales training):
• Do what you do best and outsource the rest • If you can predict it then you can prepare for it • Your name evokes some emotion in your client. No one names their child Judas • Never sacrifice respect for rapport
That’s just the tip of the iceberg. If you want to know more I highly recommend his book (I would share more but I’m being very careful not to break any copyright laws).
That being said one of the things if not THE thing that stuck with me the most was a brief segment when we said there are four types of tasks that people do throughout the day:
1. Important/Urgent 2. Important/Not Urgent 3. Not Important/Urgent 4. Not Important/Not Urgent
Ray said the 2nd type is where people should spend most of the work day. If you dwelled in this zone you would get the maximum out of each day because this is where you have control. The 1st type you’re just putting out fires, the 3rd is relatively irrelevant (things like your gas light is on, it’s urgent but not life shattering) the 4th is the least important of all and yet that’s where most people spend their day. Why? Because in these types of tasks there is no pain. You’re doing the things that are simple, the busy work of the day.
I don’t like New Year’s resolutions. I think they’re unrealistic and I once heard it said if you were serious about a new life path, diet, exercise, etc. you wouldn’t wait for the New Year, you would just do it now. But if I were to make a New Year’s resolution it would be to spend less time in type 4 tasks and more time in type 2. Take care of the proposals, contracts, reports, the drivers’ requests/ client’s requests before the other things, so that when customers/employees hear my name it evokes a better feeling than Judas.