Productivity: Get Things Done

One of the most well-known ancient wonders is Stonehenge. These huge rock structures stand in a circular pattern and are subject to speculation by most of the world. One fact is clear: Stonehenge marks the beginning of summer – the June Solstice. (1) This day is frequently referred to as the longest day of the year due to the fact that the sun remains in the sky longer than any other day of the year. This year, the longest day falls on – you guessed it – a Monday. If a poll was given of which of the seven days of the week most people would want to lengthen, more than likely Monday would be at the bottom of the list.

Productivity can be a scary word. That word has a whole new dimension of fear on the day that starts off the week. We all have bad days where being productive at work can seem impossible. A regular to-do list can seem incredibly daunting. Each task feels like a weight pulling you to the ground. It becomes so much easier to just waste away the day. We live in a society where honest effort and work are becoming more uncommon; becoming trapped in complacency is easier.

As the longest day of the year approaches, you can make it a productive day. The cycle can change. True work can become a joy. Here are three tips that can be offered to help you stay productive every day of the year.

1)Strengthen Your Will to Do

If you want to get anywhere, you are going to have to start with personal motivation. Dr. Scott Baird, founder of Griffin Hill, offers a wealth of knowledge found in human psychology of actions you can take in order to increase willpower. Some of these include, eating correct servings of fruits and vegetables and getting a proper amount of sleep. Learn more about how you can reap the benefits of greater willpower here.

2) Set Goals – Then Act

When you set an attainable goal, you produce a measure of determination to reach it. When you say exactly what you will do in order to achieve your goals, they become more attainable still. Use a notebook and write down a plan of productivity. Simply by writing it down and saying your goals out loud you become more likely to achieve your goal. Find out more on how you can set goals and act on them here.

3) Be Perfect for 60 Seconds

September of 2015, Griffin Hill hosted our first annual SMARTcon where the Iron Cowboy spoke about the importance of being perfect for 60 seconds was in his athletic experiences. Make effort, even if it is only for a single minute. That can be the one act that will lead to a total change in productivity. Check out a video of the Iron Cowboy’s advice here.

This coming Monday is the longest day of the year. Make it the start of a new productive track that will bring you to the most bang for your buck. Or rather, the most results for your time spent.




Get More Out of Your Sales Coaching

The process of repetition can be fatal. It seems that the more we participate in a particular activity, the more we tend to get casual and ultimately lose any benefit from it. If we get comfortable at the gym with fifty pushups we never get to fifty-one. Without renewed energy in our thoughts and attitude, we lose sight our purpose and even important and meaningful activities fall into the waste basket of our lives. One of these important activities that can fall victim to losing meaning is participating in sales coaching. With regular coaching, complacency can settle in and soon, even the greatest sales coaching can begin to lose its effect.

      A few changes in habit will prove to be beneficial in breathing new life into your coaching experience. They will accelerate progression and learning. With these simple practices, you will banish complacency. Coaching will always prove effective in your life.

      First, remove distraction from your coaching session. Refrain from texting or checking social media and emails. Turn your focus to your coach. Although simple, this skill can require a vast amount of self-control but will produce immediate benefits in every aspect of your life.  

      Second, utilize  Griffin Hill’s High Performance Journal. Use the Reflect and Write section to take notes on things that stand out to you in your coaching session. Taking notes and reflecting over them taps into the gold mine of human psychology to expand your learning capacity. It is impossible to be actively taking notes and simultaneously not pay attention.  Take advantage of all the facets of the High Performance Journal to increase the efficacy of your coaching session.

      Third, ask yourself questions throughout the sales coaching. As the coach speaks, you can write down your personal responses to questions like: “What does that mean for me?” “How can I apply that principle this week?” “If I applied that, what would be the end result?” These kind of questions facilitate critical thinking which is an essential step of turning thought into action.

      Fourth, you will notice that one aspect of the High Performance Journal is the Action Item list. Everything that is taught in a sales coaching session must lead to action for it to make a difference! Removing distraction, taking notes, reflecting, and asking yourself questions – all of these are meant to lead to action. Only through action will any study, research, or coaching make a direct difference in your life. Acting is the crowning method to renewing the power of your coaching sessions.

      Learn more about the High Performance Journal and how it can help you by clicking here.

      Learn more about the necessary influence of coaching by watching Dr. Baird’s video here.

Fulfillment and Follow Up: End Strong

In the sales world, our focus tends to scope in on sales cycle execution. How do you get a sale? How do you progress your prospect through the cycle? How do you get the money in your pocket? Sometimes this is so over emphasized, that it becomes a problem: the conclusion to the sale is overlooked and passed up in the excitement of the close. Don’t compromise future opportunity by neglecting a proper close. Finishing off strong is just as important as beginning the sales cycle strong; the time and effort you spend will be paid off quickly.

Dr. Scott Baird, founder of Griffin Hill, and author of the Integrity Sales System offers a solution, solidified by research, and influenced by his expertise in Human Psychology. The answer is the Fulfillment and Follow Up Routine found in the Griffin Hill Integrity Sales System. This routine has the power to boost revenue, explode pipelines, and change the trajectory of success for our clients. At the core of the Fulfillment and Follow Up are a series of questions that will boost your referral collection, give you valuable proofs to use in future sales cycles, and help you close the deal comfortably, easily, and smoothly.

This single routine changes the economic lives of our clients.

We invite you to join Dr. Baird for a free webinar taking place on June 14th at 11:00 AM MDT. In the webinar, Dr. Baird will discuss the Fulfillment and Follow Up Routine found in the Griffin Hill Integrity Sales System. He will teach you to unlock the power of referrals to fill your pipeline! Throughout the Webinar, you will gain deeper insight into the correct execution of this routine. Learn how the principles of the Fulfillment and Follow Up can redefine your sales process and boost your revenue. Just click the button below to register for the free webinar. We hope to hear from you there!

Click Here to Register

If you would like more information on the Fulfillment and Follow Up Webinar, click here!

Persuasion Routes Win

Sales is based on principles of human psychology. Those principles are frequently overlooked by salespeople who sell habitually. This is a mistake you can’t afford to make. Ignoring the principles behind sales can lead to common mistakes that lead to incompetence. Discovering and mastering the principles behind sales will prove to be one of the most important things one can do to boost their results.

One of those principles is the use of persuasion. This is the sales cycle at its center. Individuals rarely think about how they persuade, and instead they spend their time figuring out if they are being persuasive. At Griffin Hill, through research we have learned that there are really two routes to persuasion and mastering them will boost your revenue and increase closes.

To illustrate the use of persuasion, let’s look at a few examples. The first is similar to a child’s dare. In the sales cycle it sounds like this: “So, do you want to buy?” It simply doesn’t work. This is lacking in any persuasion, yet sales people do it all the time. It is a serious “turn off” in the sales cycle. Everything you have done up to that point in the sale will be inefficacious. This frequently used method uses no persuasion route at all.

A second example is illustrated by a familiar scene. You’re in a favorite electronic store at the checkout line. When you reach the front, the employee at the register begins to sell you their rewards credit card. This is an example of using one of the two routes to persuasion which can be referred to as a direct route. It deals with impulse buying. This route touches on the emotion of the prospect and requires a low level of analysis. This doesn’t mean a low desire to buy, but rather, that deep consideration and large amounts of time is not required.

A final example likened to house buying represents the second route well. This route is the antecedent to the more direct one. It deals with a high level of analysis and includes a more complex and lengthy sales cycle. This is as it should be; people don’t want to impulse buy a purchase as significant as a house. This sale, to be persuasive, will include an intense drill down of questions to understand your prospects needs. This route of persuasion will help your prospect come to a decision and ultimately buy.

Imagine using the high level analysis route of persuasion at the counter with the reward card. Rather than taking the direct route, the employee goes on and on at the counter, running you through a drill down of questions. This always leads to the prospect saying a hurried “no” and leaving as quickly as possible. Now think about using the direct route of persuasion as a realtor. This also leads to a quick “no.” As the realtor quickly jumps to the contract, prospects get uncomfortable and step out of the sales cycle.

Persuasion is the core of sales. Mastering persuasion changes the sales game. Doing so leads to more closes, more revenue, and more goals met. Learn more about the principles of persuasion in Griffin Hill’s 5 Theory Days of Persuasion here.