System: More Closes. More Customers. More Commissions.

Act now or lose thousands of dollars in commissions. The choices you make today, right now, will determine your ability to generate revenue and commissions in the next 12 months. With the same amount of effort, your sales can steadily improve—even skyrocket—or you can fight for left-overs, scraps and meager results. Your decision, made immediately, will determine the path you walk and the rewards you earn for the balance of your productive life.

If you choose urgent utility of, adherence to, and skill with the Griffin Hill Integrity Sales System ™ you will out-perform your peers and devastate your competitors. The System ™ has a power that even the experienced journeyman doesn’t fully comprehend. One illustration of the hidden power is the capacity to stimulate urgency in suspects, prospects, decision-makers, and buyers. The Griffin Hill Integrity Sales System ™ is a complete technology of sales and selling. It encompasses all the principles, concepts, techniques and practical applications and systems associated with the discipline of persuasion. The outcome of persuasion is that individuals decide, choose, and act in a timely manner. Timeliness and urgency are essential elements of persuasion. Therefore, a system or technology of sales and selling must create timely decision making on the part of suspects and prospects. That is exactly what the Integrity Sales System ™ does for our clients.

Though everything about The System ™ is designed to create urgency for decision-makers and buyers, sales people may not be aware of the process and plays that contribute to timely decision making and action. When sales people become consciously competent—when they are more aware of how The System ™ creates urgency and why, it leads to at least three positive outcomes. First, the sales person becomes more committed to using The System ™ and adherence increases. Second, the sales person can focus on specific skill development within The System ™ to improve results. And third, the sales person improves execution of process and plays.

Adherence. Skill Development. Execution. These three positive outcomes will skyrocket closes, pile-up customers and smother you with commissions. Benefit, SNE, Query, Reframe, and Validation are a few of the plays that stimulate timely, even urgent decision making. If you’re struggling to stimulate urgency, start your evaluation with the Benefit Play. If your suspect or prospect isn’t motivated to act in a timely manner your benefit is not doing its job. First of all, it may not be a benefit at all—stopping short at feature or advantage. It may be the wrong benefit—poorly matched for the situation or the individual. The benefit may not be specific or it may be unclear. In any case, go back to the fundamentals. Start with your Base Camp Workbook and the exercises used to get to a good benefit play. Further diagnosis of urgency issues may uncover poor utility of the Schedule the Next Event Play. The play itself may not meet the criteria of time, date, or purpose mutually understood. You will never successfully take advantage of momentum without adherence to those principles.

Additionally, consider shortening the time between events in the sales process. In most situations, more than a week is too long to maintain motivation, momentum, and urgency. For many selling situations, urgency can be improved by an SNE that is a few days away. Query plays that facilitate mutual understanding of deadlines, quotas, and impact will create urgency that can be engineered into the schedule. In every case, appropriate use of a reframe play that sets up a validation play can stimulate conscious awareness of dates, deadlines and desired benefits. Consider Case Study discussion and practice around Needs Audit that would improve skill in mutual discovery of dates and deadlines followed by a reframe and validation along with your commitment to help in a timely way. The Griffin Hill Integrity Sales System ™ will help you stimulate and maintain urgency in the sales process.

To improve skill, evaluate your Benefit, SNE, Query, Reframe, and Validation Plays. It may take some time and effort but that is how you will become a top performer among your peers. Your determination to apply yourself more fully to The System ™ in these ways will make you a formidable competitor. The rewards include the respect of customers, peers, and competitors. You will enjoy self-satisfaction. And don’t forget the earning machine you will become. More Closes. More Customers. More Commissions.


Be Successful, and do Scary Things!

Darin Adams from Infusionsoft joined us at SMARTcon about one month ago. He was one of several amazing key note speakers that made the event one of the most remarkable sales, marketing and technology conferences of the year. Out of all of the inspiring things that Darin said, one of great influence to everyone is this: Sometimes you have to do scary things.

Anyone in sales, marketing or technology can relate to the principle of doing frightening things. You do it every single day! Particularly in regards to entering sales, it can be scary. Facing fears is something we do, and in business – we do it a lot. Successful individuals are the ones who can embrace these moments as opportunities. Successful people take action and make things happen. They move forward regardless of fears and inhibition.

The world is absolutely filled with great examples of individuals who moved forward despite fear, rejection and failure. J.K. Rowling, now one of the most successful writers of all time, was rejected repeatedly during a dark time in her life. Living mainly on only benefits, with a broken marriage and one daughter, fear was a daily part of her life. Yet, despite that, she moved forward and submitted her first book and was rejected repeatedly. She kept trying until finally the book was published and became the first of seven books that would reshape the young adult genre. Walt Disney faced similar issues. He was told that he was not going to be successful due to his lack of imagination. That didn’t stop him from finally releasing his first Disney film and the opening of two theme parks that have now been subtitled: The Happiest Place on Earth. Winston Churchhill and Thomas Edison also faced struggles in their lives. The point is that we all face fears and obstacles in our lives, but do you let it becoming a stopping point or do you realize your potential by overcoming them? These individuals and many more have done that and became people of influence!

The wonderful things learned at SMARTcon contributed to individuals ability to move forward in the face of fear – and therefore, SMARTcon contributed to individuals ability to succeed. Knowledge is power, and the knowledge gained from Darin Adams, as well as many other individuals that attended adds to our ability to grow, progress and win often.

Becoming empowered to do scary things requires action. If you were able to go to SMARTcon, pull out those action items and think of how they will help get you through fears and barriers. If you didn’t, click on the link below and find out how you can attend SMARTcon! Either way, do the scary things and achieve your dreams.



SMARTcon: Write it Down

We saw so many individuals attend SMARTcon this last September and walk away with action items they could use to build up their business. It was an event unlike any other and began with a bang as Dr. Scott Baird from Griffin Hill began the conference.

He spoke about several important topics and shared great insights concerning success. One that he brought up multiple times was the importance of taking action. This is absolutely essential because this is the means of transferring knowledge gained into skill. Throughout the conference, individuals received the invitation to take something they heard from the discussion that pierced their heart and write it down. The conference went into a period of solemn silence as individuals wrote down things that meant something to them. Then, Dr. Baird instructed them to write down something they were going to do about it.

Therein lies a principle of deep import found throughout SMARTcon and The Griffin Hill Integrity Sales System. Actions that are written down are more powerful. Once knowledge has gone from the recesses of our minds to text on a page, we gain deeper understanding of what we just heard. As individuals took notes at SMARTcon, they walked away, not just with great quotes, but with things that they could do!

Studies have been done assessing the relationship between actually writing a goal down and accomplishing that goal. It is definite and absolute in the results. Those who write down their goals accomplish more than those who do not. The art of using a journal has been proven to improve mental and physical health as well! To put it very simply, writing down thoughts, ideas, and feelings is a good idea.

As you use our High Performance Sales Journals you will excel! Use that tool! Use it often. You can find action items every single day if you seek them. SMARTcon was one opportunity to do so. If you were unable to attend SMARTcon, you too can still walk away with action items! Click here to learn more about SMARTcon and reserve your tickets today! 

Iron Cowboy: Doing the Little Things

SMARTcon was a unique event, with opportunities both to network and to learn from the best and brightest minds in business. However, for those who were able to attend, there was a special treat in being able to see America’s own Iron Cowboy, James Lawrence. James successfully completed 50 Iron Man competitions in 50 States in 50 days. It was exciting and inspiring to hear directly from him about his experience in accomplishing this amazing feat of physical prowess.

While speaking, he brought up a point that made an impact to those who attended. Naturally, when people heard about this seemingly impossible goal, they asked the Iron Cowboy: “How did you do it?” To which he strongly replied, “Do a lot of things consistently over a long period of time.”

Now, think about that! People out there in the world – regardless of their field – succeed, based on their efforts, consistently done through a long period of time. They don’t have the success gene from birth. They don’t get to where they are overnight. They aren’t simply chosen by fate to be good at what they do.

Many individuals gradually become frustrated because they believe they don’t have the time or the means to do what they dreamed of doing. We all come to those moments when it seems that our vision of the future is not, nor ever will be, our reality. The message the Iron Cowboy gave to us was that we can do anything we set our minds to! No matter what our life’s work or goals, if we consistently do the little things, we will begin to catch the vision that the impossible actually is possible. We will catch the vision that destiny is not a matter of chance; It is a matter of choice.

Seeing the Iron Cowboy was incredible for those who attended SMARTcon and interacted with him, but that chance is not lost! Head over to the SMARTcon site and get your tickets reserved today! Consider it the first of the little things you can do today to get to where you want to go!


The Key to a Powerful Connection

Can you imagine how much brighter the world would be if we all spent more time connecting with and validating our peers? Validation is a powerful tool! A short film called Validation can be found on the internet. In it, a man who works as a parking validator takes a new meaning to the word by complimenting individuals in meaningful ways while assisting them with their tickets. Soon, huge lines of people are striving to park there! Police officers are dispatched to disperse the masses. They stop their investigation after they too are given sincere and kind compliments. This character ends up making a difference in many people’s lives because of his ability to give honest validation. That video has gained over eight million views on youtube. If you’re intersted in checking that out, you can find it here.

How true that holds. Kindness is Key. Validation holds serious weight in sales. This is sometimes forgotten by salesmen who focus on trying to get their services and products in the hands of their prospects. It is a tool that you can use in order to get sales, but more importantly, it can be used to build a prosperous relationship. It is the means by which we can connect and make a difference.

At Griffin Hill, we save and change lives. Absolutely everything that we do feeds into that ultimate purpose. The main way we do this is by stacking the odds of success in your favor. People buy from people they like! In short, people buy from individuals who are skilled at validation. You too can learn how to use validation effectively. As you do, your ability to make connections with others will increase. The success you get from life will grow. Take a look at the video below and learn from Dr. Scott Baird how powerful validation is in the sales process:


Coaching Technology: Vince Lombardi’s Take on it

When I think of great coaches and coaching technology, Vince Lombardi comes to mind. “Running a football team is no different than running any other kind of organization…”, he once said. Griffin Hill coaches have helped to improve the skill set and performance level for thousands of sales people. Whether a sales person is new to a professional career in sales, or experienced and mature, a skilled coach (much like Vince Lombardi) can super-charge performance results. Lee H. is a typical example of a mature sales person who found new life, energy, skills, and results because of Griffin Hill Coaching Technology.

When he started a new job at age 48, Lee wanted every advantage he could find in order to be successful. He engaged Griffin Hill and applied himself to the Griffin Hill Integrity Sales System. With guidance from his coach, Lee sharpened his skills and rapidly became a top performer within his new organization. Not only does he anchor the top spot for number of new sales, he also closed the largest single deal in the company’s history! Lee is quick to share the credit for his success with the Griffin Hill Coaching Staff.

There is a proliferation of learning opportunities for business leaders in every specialty. Training companies offer conferences, seminars and classes. Video presentations and podcasts are available on any topic imaginable. Blogs and newsletters keep people informed about areas of interest and topics related to work place responsibilities. The current, information-rich environment can enhance knowledge and awareness and provides a valuable service.

Our Griffin Hill Coaching Technology is a part of the rising tide in the information and training world. A growing number of trainers refer to themselves as coaches and a growing number of business professionals are hungry for a performance coach that can help them to stand out in a very competitive world.

Though similar in the goal of informing and educating, coaching differs from classes and presentations. Coaching is long term in nature. The objective goes beyond intellectual learning and includes practical implementation, skill set development, and performance improvement. Our friend Lee was very knowledgeable about sales. He had been to every imaginable sales training course and had read dozens of books and articles about sales and selling. What he wanted was guidance in implementation, real life skill development, a strategic game plan to his career. What he wanted was to WIN!

Anyone can intellectualize about the game of football. But a player needs a coach. By the time an athlete becomes a professional football player, he has spent 10 years or more in coaching sessions that last 3-5 hours every day! Those coaches spend only a small percentage of their time presenting or teaching for knowledge. The greater percentage is in honing skills, patterns, and plays that stack the odds of success in their favor. And when they finally become a professional…they sign up for more coaching. A professional team with a weak coaching staff does not compete well. It is unimaginable that a team would have no coaching staff at all!

The ranks of business professionals are searching for the same competitive advantage that a skilled coaching staff gives to a professional athlete. They want hands-on training, application, and skill development. Business professionals want successive first downs and they want to get into the end zone—frequently. They want to win.

Again, I turn to Vince Lombardi. “It is essential to understand that battles are primarily won in the hearts of men. Men respond to leadership in a most remarkable way and once you have won his heart, he will follow you anywhere.” Coaching is increasingly important to individual and team success in business. It is important to remember however, that a weak coach or a weak coaching staff can actually retard performance. For that reason, as you seek for a coach—choose wisely. Make an informed choice. Study the options. Make sure you understand the underlying theory, principles and values espoused by your coach. They should reflect your own beliefs. Your coach should have a proven system to develop skill and accelerate performance results.