Apparently, I Owe You 60

On October 9th, I turn 60.

And it appears to be a tradition on milestone birthdays to share the number of lessons learned for years lived.

So, apparently, I owe you 60.

Sixty lessons from selling, leading, coaching, getting things right, getting things spectacularly wrong, changing my mind, and occasionally learning the same lesson more than once.

Some are about sales.

Some are about leadership.

Some are about work.

And a few are simply things it took me 60 years to figure out.

Here goes…

Just because the idea is simple doesn’t make it easy to implement.
Listening isn’t free – it’s priceless!
Know EXACTLY what your ideal customer looks like. Otherwise, how will you know when you’ve met them?
A key to unlocking sales success is to listen. Be quiet and 100% present in the current conversation.
Sometimes you have to tell the little voice in your head to SHUT UP, and go for it!
Never spend more time, energy, or effort on someone else’s success than they are willing to spend on themselves.
If changing how people think was easy, salespeople wouldn’t make commission!
Catch people succeeding; you’ll be amazed what they’ll want to repeat.
Changing the time part of a SMART goal isn’t failure; only giving up on yourself would be.
Always remember – you can’t be inspired if you’re not paying attention & looking for inspiration!
Month end is an arbitrary deadline set up by YOUR company… not when the prospect’s purchase will happen!
Have you ever noticed that the important stuff is usually the scary stuff?
The things that are easy for you = VALUABLE. So get the JUST out of there!
A salesperson’s favorite answer: “It Depends”, the question doesn’t really matter…
Always & never = dangerous thinking (words have POWER, use them carefully).
Make sure you know what you’re afraid of: sometimes it is False Evidence Appearing Real!
I love the status quo… when it’s me!
When life gives you lemons, forget the lemonade – make Limoncello!
The only things that require courage are those that scare you.
Stop talking about what you DO and start talking about what your stuff DOES for the prospect
Asking questions is important – listening to their answers is even more critical.
When using humor, it doesn’t matter if you think it is funny – the question is, will they?
If we all make ONE really scary call today… we can conquer the world!
If you’re listening to the voices inside your head, you can’t be listening to the other person in the conversation.
Sometimes it is best to throw up your arms and walk away (quickly).
You can never ask too many questions, but you can ask too many questions in a row.
Paying attention to the details at the beginning tends to eliminate misunderstandings later.
Understand an individual prospect’s buying process, or you might be using Monopoly rules when they’re playing Yahtzee.
It is as important to disqualify a prospect and save time as it is to keep trying to qualify them.
Even if you believe the universe is about to end, don’t jump to conclusions.
Ignoring success doesn’t breed more success. Celebrate & make it repeatable!
Sales Paradox = you have to care but can’t get emotionally tied up in the deal
It is better to lose a deal than disappoint the customer by not delivering on an empty promise.
The two things you can control in sales are how you spend your time & your attitude; choose wisely.
Is it just me or is the phrase “to be honest with you” seriously annoying? Is the rest all lies?
Making assumptions in sales… is costing you money.
It’s the “minor” stuff that makes a “major” difference!
Low-hanging fruit is AWESOME as long as there is enough to keep you full.
Why do you buy from me? = the #1 question salespeople NEVER ask, like they’ll change their mind if you ask *pfft*
The opposite of self-motivation is frustration. Don’t let yourself go there!
NEVER give in to the instant gratification of giving up and the illusion of “the easy way out.”
Mastery is when you are there and listening vs. listening “for” something.
If you’re bored with your voicemail message, they’ve already deleted you.
Make the hard calls first – it’s never worse than the scenario you create in your head!
Share with your prospects & customers what you’re grateful for – ABOUT them!
Increase your response rate EVEN if it’s not the answer you want, and you’ll increase your sales.
Don’t be disappointed! Turn yourself around & make other plans.
Being busy can feel productive; results are the final measurement.
You don’t need more time; you need to prioritize your choices for the time you have.
If you’re afraid to ask the question, it’s probably EXACTLY the question you need to ask.
You manage tasks. You LEAD people.
Stop trying to fix people before you’ve figured out what’s actually getting in their way.
The only way to NOT fail is to do NOTHING and still not achieve anything.
Not every person who wants to give you money is your ideal customer.
Changing your mind because you learned something isn’t inconsistency; it’s growth.
“That’s how we’ve always done it” is not a business strategy.
What feels obvious to you may be exactly what someone else needs you to teach them.
Worry is the misuse of imagination.
Bravery ISN’T the absence of fear: bravery is what it takes to do the things that scare you.
Your gut deserves a vote, but it doesn’t get to be the ONLY vote.

At 60, I’ve learned I still don’t know what I don’t know, and THAT keeps things interesting. Plus, it has me looking forward to finding out what the next decade has to teach me.