How to Think Your Way to the Top

An often overlooked power of the Griffin Hill Integrity Sales System is the way it stimulates deep mental processing. Processing concepts, ideas and skills more deeply stimulates new understanding and better performance outcomes. Even more astonishing, The System(TM) stimulates deep thinking for both sales people and their prospects.

Benefit centric language, open ended questions, question order, word economy and use of dense nouns and verbs are tools that stimulate deep mental processing in suspects and prospects. Sales people who are schooled and skilled in these techniques facilitate epiphanies of value that lead to more closes, more revenue and more success.

When sales people are conscious students of their craft and their profession, they steadily rise to the top. The Griffin Hill methodology facilitates knowledge acquisition, skill and improved performance. Knowledge, skill and performance insure inevitable rise.

One way to be a better student and a high performing professional is to take advantage of the opportunities to think deeply and to process ideas. In every coaching session Griffin Hill clients are asked to reflect and write. The reflect and write activity is the crystallizing moment of a coaching session. When the student reflects on the coaching material, neurons fire, the signal strength increases and the mental noise of distraction is stripped away. In that moment, realization and discovery occur.

The process of reflection requires a mental summary of the coaching content. Parts and pieces of instruction are compared, contrasted and evaluated. Judgements lead to choice. Each sales person makes his or her selection based on personal need and circumstance. Summarize, compare, contrast, evaluate, judge, relate, choose–these are the elements of deep mental processing. This kind of deep thought stimulates the spark of epiphany.

The epiphany of reflection is followed by the writing of resolution. Griffin Hill coaches ask clients to write their reflective discoveries and then to push just a little bit more. The push comes in the form of an action item. Based on personal discoveries, each sales professional chooses at least one action. These actions memorialize learning, develop greater skill and systematically improve performance.

If you have the discipline, writing in a daily sales and goal journal would be a great idea. Reflecting and writing every day would accelerate growth and improvement. If daily reflection and writing are currently out of reach, squeeze every bit of value out of your coaching session. Use that time to think, process deeply, reflect and write a resolution for action. I promise you improved results if you will invest the effort!


Don’t forget to register for the Cold Calling Gold Webinar with Qzzr
Date: Tuesday, March 24th, 2015
Time: 1:00pm -2:00pm (ET)
If you can’t make it, sign up anyway and we’ll send you a video recording of the webinar.

Cold Calling Gold. How To Stimulate Lead Generating Buzz.

I met a Qwizard this week. I was impressed. In fact I was so impressed that Griffin Hill decided to partner with him and his company. You may have heard of them. The company is Qzzr and the Chief Qwizard is Owen Fuller. Fuller is an engaging, bright marketer and entrepreneur of the future.

It turns out that quizzing has captured the curiosity of Internet users everywhere. The number one article on NY Times in 2013 was a quiz! Nine out of the top ten most shared articles on Facebook in January 2015 were quizzes. These basic facts mean opportunity for nimble business owners and marketers.

The opportunity that Qzzr presents is a breakthrough in content marketing and management. Importantly, Qzzr adds sizzle to web sites. And that sizzle generates leads. Lots and lots of leads. Qzzr has found the holy grail of lead generation. Quizzes create an astonishing 82% click to conversion rate with an 81% completion rate. Ultimately, clicks and completion means a 5% lead conversion rate. These numbers suggest a real competitive advantage in the lead generation game. If you can win the lead generation game, you can out-perform the competition and become the envy of your industry.

It is at this nexus, the cross-roads of generating new leads and turning them into customers and revenue, that Qzzr and Griffin Hill find partnership synergy. Qzzr has real marketing muscle and the Griffin Hill Integrity Sales System is a money machine–you put in your new crop of leads and Griffin Hill turns them into customers and revenue.

Get more from Qzzr by going to their website here! 

Learn more about the Griffin Hill system here!


How To Set Your Sales World On Fire With Rapport Play

March is set to roar. The old weather adage, “in like a lion, out like a lamb”, takes on new meaning in our modern day sports world. Every college basketball team in the country is ready for tournament play. For some, the last hope for glory rests on doing well in conference tournament play—they have little hope of moving on. Others have their sights set on the big dance—the NCAA tournament. Either way, the stage is set for madness. March madness.

Among the many lessons sales people can learn from the great sport of basketball is one shared by college All-American and Boston Celtic All-Pro Danny Ainge. Ainge is currently the general manager of the Celtics and has great basketball IQ. With experience as a player, coach and manager in the NBA, Ainge is a rich source of life lessons.

While playing for the Celtics, Ainge was influenced by the wily coaching legend Red Auerbach. At least one tidbit from Coach Auerbach is worthy of consideration for sales people and business executives as we launch into the spring of our business year. As reported by Ainge, Coach Auerbach encouraged his players to, “be the instigator”.

That is great advice for business leaders and sales people. Be the instigator. Don’t wait for things to happen. Be the person that makes things happen. For Auerbach, being an instigator meant, initiate contact. The same is true for sales people and business leaders; fate rewards those who initiate contact. In the Griffin Hill Integrity Sales System, contact is initiated using the Case Open Routine. The very first play is Rapport.

The Rapport Play is used to break the ice, reach through barriers and initiate relationships. Skill with the Rapport Play is fundamental to social standing and business success. In business as in basketball, the person who initiates contact is rewarded. Instigators enjoy higher social standing, respect and admiration. They win more friendships, business connections and opportunities.

The Rapport Play is a simple self-introduction. Because it is governed by the law of first impressions: body language, dress and grooming count. Smile! A smile influences people around you and changes you, too. Surprisingly, putting on a smile boosts mood, happiness and enjoyment. A smile builds self-confidence. When you are well groomed, well dressed and smiling, your confidence and mood will be at its peak. From there it is a simple matter to reach out a hand and introduce yourself. If you want greater success, social standing and influence, initiate contact and do it more abundantly.