The Game of Life: Practical, Purposeful Selling

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There are some people that make their
work just another thing they have to do,

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and there are those that make their
work something that they want to do.

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Welcome to Working on Purpose with your
host Elise Cortez. In our program,

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we provide guidance and inspiration from those
people who have found deeper meaning and

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personal connection to their work life.
It's beyond nine to five, it's working

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on Purpose. Now Here is your
host, Elise Cortez. Thanks for tuning

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in again this week. I'm your
host, Elise Cortez, joining you from

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Dallas, Texas, which is home
base for me. This program is all

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about helping people more meaningful and productively
connect with their work and equipping leaders to

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cultivate meaning and purpose in the work
of their employees. I bring on guests

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who have a particular perspective or experience
that I think expands this conversation, and

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as a meashment consultant and social scientists
myself, I draw on the meeting research

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I've been doing over the last fifteen
years, as well as from my own

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experience consulting, speaking and developing workforces
across the globe. I'll get to the

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program in just a moment, but
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code WOP fifty short for Working on
Purpose fifty percent off last week. If

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you missed the show live, you
can always catch a recorded podcast. We

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were on the air with Roland Hardle, who was a lifelong entrepreneur, still

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going strong at eighty two with its
newest invention, the interlude travel folding Chair.

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Roland is also my first beloved boss
who fired me at age nineteen and

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actually completely saved my life in doing
so. We talked about that story and

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his approach to playing in life,
which the rest of us call work with

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Us. This week is Debbie Marizac. She is the president of the Sales

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Company, the Texas based firm that
is helping hundreds of entrepreneurs, individuals,

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and corporations better assess, understand,
and engage in practical purposeful selling. We'll

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be talking about the ideology and common
fears associated with sales. Now we can

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get past those strategies for effective and
purposeful selling, and how we can socialize

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and get help selling. Debbi joints
it today from Plano, Texas. Debbie,

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welcome to Working on Purpose. Hi, nice to be here. Thank

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you so much for having me.
Isn't it fun? It is? And

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I don't know who the gentleman was
last week, but I'm going to have

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to go back and listen to that. Oh. Absolutely, he's a wonderful

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human being. He really is inspiration
when we can learn a lot from him.

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He was and we did the interview
actually in his home office there in

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Portland, Oregon, because I was
visiting him, so it was even more

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magical. Yes, yes, yes, yes, Okay, Well, let's

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talk about something that people find really
scary, sales. Right, So you're

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a pro in this field and you
hope whether's succeed in it. So first

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let's just kind of ground this this
this conversation. Why are we so afraid

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of sales? I believe that most
people are most afraid of sales because of

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the fear of rejection. You know
that what's unknown, or it's asking for

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money. You know, it's usually
one of those three things. You know,

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they're they're they just don't know the
person they're going to talk to said

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that unknown about that person like,
oh, you know, well they like

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me. And then you know,
the fear of rejection, you know,

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where they do get the conversation and
do it and the person said nat or

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want that, or you know,
they're asking for money. They've never looked

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at their ideas their thoughts behind money, and so they're selling something that perhaps

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in their world is considered expensive.
You know, like if they're used to

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spending fifty dollars on something, they're
selling something that's five thousand dollars. They

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think that's very wow. So who
would spend that kind of money, and

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so they're afraid to ask because of
the money. It's fascinating to me how

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we walk through life with our own
limiting mindsets, right we oftentimes aren't even

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aware of and they are talking to
us the whole time, and we're buying

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all of it inside inside our heads, but we have no idea how it's

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limiting our performance and how we experience
life. It's amazing, absolutely well,

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if we turn this over just on
the other side of that conversation we talked

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about sales being scary. Someone that
I really respect and admire and who was

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quite successful as a business owner and
frankly as a salesperson as well is Nathan

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Rosenberg and sim where I spent the
last couple of years working. He totally

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changed the way that I see sales
for the better. He said, the

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impact you have in the world is
contingent on how good you are in sales,

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and I do want to make a
difference in the world, and thanks

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to him, I see my sales
outreach and performance as a vehicle to get

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to do the work that I want
to do on the planet. What's your

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philosophy about sales? Well, first
of all, let me tell you,

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I love what he shared with you, and it is that you were able

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to hear him and to go on
with what you do. You know,

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I think this is one of the
things about sales that we all come to

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it different ways. And so my
philosophy has always been really nothing happens until

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you sell something. That goes back
to the impact that he's talking about.

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For sure, yes, exactly,
And you know, so whatever you have

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to do to get to that point
to sell something, what it is for

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you will not be what it is
for the next person or the next person.

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In my practice, I talk about
meeting people where they are at.

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I believe sales is you know,
each of us doing it the way it

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works for us. We can be
at the same company selling the same thing,

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but how you sell and how I
sell could be completely different, and

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both of us can be extraordinary in
our success. And one of the filters

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that I have used in my consulting
practice for the last twenty years is when

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somebody calls me and says they have, you know, a superstar Mary on

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their team and they want everybody to
be like her. I will never take

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that engagement, never, because I
believe so strongly in this that we are

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all capable of selling. And it
is though, why many people fail is

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because they've not been allowed to sell
in the way in which they sell best.

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That's of course, music to my
ears, Debbie, as you probably

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can guess I do. I'm very
much a person who when we look at

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how we work with leaders to reward
people, is that we ask them to

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look at them as unique individuals,
to see who they are, what do

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they bring, and what do they
uniquely want from work, and certainly their

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salesmanship. So I certainly agree with
what you're saying, and it would be

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really delightful maybe if you could,
could you maybe give us a couple of

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examples of different kinds of ways people
sell and that still work absolutely, And

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so you know, for myself,
believe it or not, you are not

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experiencing me perhaps as an introvert today, but that is really my preferred you

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know, I'd love to be able
at home on the couch with a good

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book, my sweeting, my beagle
in a book, and a glass of

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wine. And but in going out
to sell and being an introvert, if

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I really would have listened to others, I would have never done it.

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But the truth was I didn't understand
it young, but I was very good

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at asking questions so I didn't have
to talk. And in sales this ended

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up being brilliant in that not many
salespeople really listen much less plan their questions

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in advance, asked them in an
opened ended way to elicit what the customer

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is really trying to do or trying
to accomplish, and then responding to that.

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So, you know, for me, you know, I use this.

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I don't know if you're familiar with
Susan Kane's book Quiet, It's one

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of the most brilliant books for introverts. But I think introverts are some of

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the greatest salespeople because they do know
how to listen and genuinely listen, not

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listen just to get ready to talk
next, but really listen to what the

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person is. And then the other
one is when somebody is not the most

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experienced, you know, like they
don't have a lot of experience in sales

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or a particular product, and they
really you know, you tell them you

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know what to do, give them
direction, and they go out there and

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because they don't know what you know
other sales people do, they just do

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what you say and then lo and
behold, they get the deal. And

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they're not the most experience, but
they take direction well, so they understand,

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you know, they're willing to accept
the process of sales. The questions

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you ask on the first visit,
the second visit, the third visit.

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They just do that and they go
and do it. It's like it happens.

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You have got to be so encouraging
to some of our listeners out there

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right now. And by the way, I mean, we do enjoy a

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global listenership. There are people literally
all over the globe who listen to the

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show, and I'm sure that they
are all at various stages of their sales

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career, or if they're not in
pure sales like like me, of course

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I sell my work too. I
have a hybrid role. I want to

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say two things about what you said
there. One is you're the first person

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I've talked with who actually says the
same thing that I say, which is

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introverts are really great listeners, and
I actually think they are great conversationalists because

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because they're such great listeners, I
mean, they're they know how to really

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listen and make sure the other person
is heard. They presence that beautifully,

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and they're incredibly effective communicators. And
so when I share that with audiences,

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a lot of times they just probably
like your message, Land says, oh

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my gosh, thank goodness. I
always feel like I have to make up

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for something because I'm not an extrovert
exactly. Thank you for saying that.

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That's beautiful. Any comment on that
before going to my next yes, because

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you know, one of the things
with sales, I believe is so key

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is being authentic to who you are. And the reason a lot of people

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fail is because, say they are
an introvert, but they've watched somebody perhaps

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that they admire or they have seen
be successful. Maybe that is a great,

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you know, incredible extrovert, and
so they're trying to be them.

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Well, you know, they don't
understand and even I believe the customer doesn't

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always understand why they don't buy,
but it is that that person not being

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who they are. The customer feels
like, well, there's something off,

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even if they can't articulate or put
their finger on it, and it is

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that they're not being themselves. So
when introverts and I have to learn that.

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You know, I started my career
doing outside sales in Houston, Texas

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in the seismic industry when there had
yet to be women in that business,

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and so I was always trying to
be you know, one of the guys,

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not only in how I dressed,
but you know, you know,

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and trying to fit in and and
it just wasn't. And the day somebody

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took me aside and said, Debbie, you know, the sooner you be

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you the better this is probably going
to work out and reassuring. And it

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was incredible. I mean, it
really did. And I felt so much

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comfortable, more comfortable at ease with
talking to people and doing because I really

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had. I'd been watching these other
people and thinking, Okay, I need

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to say it like that, or
I need to work that into the conversation.

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I need to be able to do
that, you know, And it

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was like none of those things were
me well. And that brings me to

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the second point that I wanted to
present from what you said earlier, and

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that is that people that maybe don't
have a lot of experience with sales but

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yet are very coachable. That is
such a great, great ability, great

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talent to be coachable in life.
So I just really wanted to call that

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and you were certainly coachable and how
you received that that feedback absolutely. One

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of the things I say about sales
today and I have learned and is that

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the day that I've figured out sales, wasn't this stereotype, you know,

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the stalling and making somebody do it, but that it was a conversation.

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Yes, that if I was prepared
in my questions, you know, like

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when I go in for the first
visit, what are the questions I need

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to have answered to even know that
there's a second visit. Well, if

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for me as an introvert, preparing
those questions with open ended questions, who,

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what, why, when, how, and allowing the other person to

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talk, you know, that was
powerful for me and so to this day.

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If you're capable of having that conversation
you need to have on the first

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call, on the second call,
on the third call, then what happens

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generally is that then as you go
through that you've done the proposal, you're

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doing this questioning, this converse sational
style. Then it gets to are you

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ready to get started or okay,
I want that? What do I need

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to do? It's not this grotesque
in our row. You know, I'm

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attacking you, I'm making you do
something. It's a conversation. I love

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that, Debbie. That's another thing
that Nathan Rosberg says too, and I

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hope that that gives our listeners a
little bit more access to the field as

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well. The reason I wanted to
start with. Ideology of selling was to

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open a space for people to see
sales a little bit differently. So you're

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doing this beautifully, I can guarantee
you right, A vast number of people

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out there haven't thought about sales as
a conversation. That's so much more accessible.

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And one of the things you mentioned
for your particular audience in that you

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have a global audience, I too, have worked with people globally, and

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you know, what I find sometimes
is people think that, you know,

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okay, we do this in the
United States, but we must do this

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in France, or we must do
this in Japan. Yes, we definitely

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have cultural etiquette differences in that way, but in selling across you know,

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all continents. What I have found
is this being able to carry a conversation,

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be intentional, be prepared with it
has allowed me to work, you

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know, with people all over the
world. And how delightful is that.

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I love working with people across the
globe and so fulfilling and enriching. Well,

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before we go on break, I
want to ask one other question here,

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and that gets to an interesting blog
post that I saw on your website

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about the role of confidence in sales. Seems pretty important to me, pretty

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basic to me. But how do
we develop confidence to fuel our sales work

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if we don't really feel it?
Where do we start? Okay, so

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don't laugh here. Okay, what
I laugh people is you know, we

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you and I may not think of
ourselves as actors. We're not thesbians.

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You know, we didn't do that
in high schoo cool or college or in

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adult life. But when we are
really lacking that confidence, I believe sometimes

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we have to act our way.
And I'll tell you what I mean by

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that, act our way into it. So first of all, we have

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to continue to be an action.
Confidence is not going to grow by us

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not taking action and hiding in the
office or you know, behind our phone.

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You know it's going to Confidence is
built through interacting. But I believe

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that, you know, like I
love Elizabeth Taylor and who doesn't know that

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she's a drama queen. But I
believe that if you would take on the

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sales role as an actor because you
don't feel like you can do it yet,

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So imagine yourself as an actor delivering
whatever communication you need to be having,

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you know, with your customer,
like you've got all the confidence in

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the world, you can do this. What happens is is when sometimes you

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take on that in your head like
Okay, I'm going to act my way

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into it. I'm going to be
confident. You know, actors are confident

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in what they do and deliver it
well. Two things happen. One,

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you get through it and it's like, oh my gosh, I did it,

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and in doing it, you are
going to feel more confident. And

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Two in doing that, it almost
it gives you a relief because it's like

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somebody else doing it and not you, So it takes away some of the

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stress. But at the end of
the day, when you've done it and

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you've delivered it and it's like,
oh my gosh, I did it well,

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then you can do the intellectual part
of that with yourself, like that

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was not Elizabeth Taylor, that was
me. Oh my gosh, I did

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this. So if I did it
once, I can do it again.

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And you know, rense and repeat
and edit as you go along, and

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you will get better and better.
I mean, I tell the story on

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myself now, alist where if you
had ever told me that building relationships with

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people and stretching myself in the way
that I did, and you know,

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as an introvert, very uncomfortably that
now that because I had done that and

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made people feel comfortable, now people
just call me and say, okay,

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girl, let's get started. And
we haven't even done a sales call.

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Wow. I have never dreamed that
that would be possible, but it's possible

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today because I have the confidence in
that. I wanted to say two things

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to that, just to bring that
point home to our listeners, because there's

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a couple of ways we can build
on that, I think really quick and

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then we'll go on a quick break. I had two guests on my radio

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show that speak to this, and
they both sort of say something similar but

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from different angles. They say,
just do the next right thing. So

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right, so if you just sit
yourself into a space where you can just

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get yourself to do the next right
thing. So one of the people that

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said that is Jeff Hayden, who
wrote the Motivation Myth. He talks about

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that because when you take the next
move, when you do the next right,

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it gives you a dopamine hit.
It gives you a feeling that you've

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kept you said, yeah, it's
right. It's given you that that feeling

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of accomplishment, which is what fuels
your next step. And then the other

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person that talks about this is Sean
Anderson, who I have out on the

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show a couple of times. He's
my coach and he is the extra mile

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guy, go the extra mile guy, and he says the exact same thing.

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So I just wanted to bring that
home for our listeners because I think

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it's so so critical what you're talking
about here, and if listeners get nothing

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else out of the show, they
take that point that you gave. That's

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beautiful. Thank you. And with
that, Debbie, let's take our first

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break. I'm your host, Alice
Cortez. We've bend the air with Debbie

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Mariazac. She's the president of the
Sales Company, a Texas based firm that

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is helping hundreds of entrepreneurs, individuals, and corporations better assess, understand,

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and engage in practical, purposeful selling. She joins it today from Plano,

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Texas. We've been talking a bit
about the ideology and philosophy of selling.

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After the break, we're getting going
to get into the strategy for selling.

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Stay with us. We'll be right
back ease. Cortez is a speaker and

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engagement and development catalyst. She designs
and delivers professional development, leadership and engagement

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workshops and can bring her expertise to
your organization. She will help ignite meaningful

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development within your workforce that will increase
employee engagement, performance and retention. To

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learn more or to invite a lease
to speak to your organization, please visit

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her at www dot Elise Cortez dot
com. She would welcome the opportunity to

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help get your employees working on purpose. This is working on Purpose with Elise

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Cortez. To reach our program today, send an email to Elise ali Se

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at Elise Cortez dot com. Now
back to working on purpose. If you're

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just joining us. My guest is
Debbie Morizac, the president of the Sales

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Company, a Texas based firm that
is helping hundreds of entrepreneurs, individuals,

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and corporations better us understand and engage
in practical, purposeful selling. She is

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a high energy, get it done
sooner than later, kick butt and take

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name sales coach, consultant, trainer, speaker, and author. We've been

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talking a bit about the philosophy or
ideology of selling. Now we want to

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get into strategy. So before we
get into that, there's always this this

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notion, right, Debbie, I
know you've seen it a million and a

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half times of you know, I
don't really have a strategy, so there's

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always the living hope dye in despair
approach to selling, right, yes,

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which is the afterthought way of going
about it. So your perspective on that,

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I believe unfortunately that for so many
that you know, they're excited about

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what they're doing, they're selling their
offering, but the sales is an afterthought,

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you know, they you know,
it's just like it's just magically going

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to show up, and so you're
living hope dye in despair. Boy,

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That pretty much sums it up.
And I find that, you know,

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just helping people bring sales to top
of mind, you know, maybe it's

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not the very top to begin with
versus an afterthought, but moving it up

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their their ladder, if you will, helps them a great deal in that

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having a consciousness about what they really
want and what they're trying to accomplish and

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what can they not not what can
they do for the customer because I assume

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they have the service, the product
that but you know, how are they

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going to get to them and get
it done? You know, to have

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a plan in advance. What a
concept? So and it takes time,

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right, and so you talk it
does, it does, and it's not

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always right the first time. You
know, this is one of those that

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you know, you you adjust as
you you know, start restart and adjust

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as you go along. Well,
you talk about having a sales roadmap,

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So what kinds of things are important
here? What do you mean? But

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why is that important? What kinds
of things go into that roadmap? Very

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good? So I actually wrote a
book for this specific purpose. I believe

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you're if you were say you and
I had a surgery scheduled today, you

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know we had to have our appendix
out. Well, don't we suspect that

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the doctor really has you know,
a plan, a process, a map

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for how this is going to go, Like we don't do anesthesia after we

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start cutting, you know, we
know that we're doing that first, then

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we're cutting, then we're removing that, you know, you know what I

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mean? So I think about a
sales roadmap being that plan for this journey.

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You know, what are we going
to do first? What are we

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going to do second? And what
I believe is the map, you know,

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like think about the old fashioned map
that you unfold thirty different ways,

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and you have it there, and
I believe that map begins. It's your

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sales forecast, and that drives everything
you do. It drives your time.

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You're one hundred and sixty eight hours
a week. What are you going to

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do with it? It drives who
you're going to see, who you're going

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to focus on, where you're going
to spend the most attention, who's bringing

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in the most dollars, who is
great for the future, the future in

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three months, six months, nine
months, twelve months. And I believe

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this sales roadmap has absolutely been the
key to my success. And I learned

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this from gentleman that I worked with. We came out of Texas Instruments,

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which I think most people know as
an engineering firm, but you still have

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to do sales, and so everything
was documented in black and white. And

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what I learned young was in documenting
that, in tracking it every day every

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day, not once a year,
the week between Christmas and New Years,

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and working it like it was a
live document, managing your time and all

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your activities around it. It is
amazing how successful you can be at the

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end of the year. Sounds fantastic
to me. Now two things about that

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I want to follow up and if
I can please Debbie. So the first

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one is like people like me who
have a hybrid role, I'm not one

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hundred percent sales. I sell and
then I deliver, and there's all other

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kinds of things that happen here and
there. So I do have to be

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very mindful about how I carve out
time in my calendar and actually schedule time

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for sales conversations. Can you speak
a little bit to how you can help

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those people get more better results or
how you want to help them, Because

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my role is exactly like yours.
I own my company, but it is

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just mine and so I too am
doing the deliverable as well as doing the

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sales. And because we have that, it is critical, I believe for

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everybody to learn sales, but for
people who have that hybrid role, it

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is even more critical for you to
manage your time and efforts, your prospects,

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and your customers in what you're doing. So, for example, if

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you and I'm talking every single day, I really am. So you have

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your sales forecast prepared, You've got
your suspects, your prospects or hard leads,

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your proposals, your customers, if
every single morning you just started your

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day with five minutes looking at your
customers. Is everybody taking care of?

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Is there anything I need to do? Is there anything coming up? You

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know, they are your prize,
they are your best, best best,

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So they are the ones you want
to focus on first and foremost every single

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day. So if they are completely
taking care of, there is nothing for

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you to deliver, nothing for you
to do, nothing else for you to

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sell them today, then your proposals. Where are you with your proposals?

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Is there follow up that needs to
be done? Is there research that needs

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to be done? Where are you
with that? And do you have enough

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proposals in your pipeline not only for
this month but next quarter, next quarter,

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next quarter? Because I believe a
roadmap is twelve months going forward.

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Not here we sit in July and
so we're looking back six months and we're

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only looking ahead five months. No, I believe we're always in a twelve

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month forward momentum with our roadmap,
and so you're looking at that. And

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once you've made sure that your customers
are taking care of every day and your

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proposals are where they need to be
at this moment, then focus your attention

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what is one thing I can do
today in my suspect category? How can

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I take that suspect from being a
prospect to being a prospect. And if

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it's a prospect, how can I
take that prospect from being a prospect to

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being a hard lead and finding a
specific opportunity there? And then your hard

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leads, how can I take that
to a proposal. This is a discipline

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and once you start doing it every
day, this flows, and it really

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doesn't take more than ten minutes,
and it is powerful for your success and

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specifically if you share that hybrid role
like you and I do. That was

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fantastic. The other question I was
going to ask you, and you already

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mentioned something about Texas instriments, and
I think even the way you just laid

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out what you just did there is
an example. But I wanted to see

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if we could share some real world
examples of sales roadmaps that you've seen that

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are particular, really useful beyond what
you've already shared. Well, what I

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would share is that particular roadmap where
when I was young, I thought that

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was only because it was an engineering
company and they were very technical and process

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oriented. What I know now after
twenty two years of consulting. And that's

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why I wrote a book about this, is that that process works no matter

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the industry. So whether you were
doing sales in the food manufacturing arena.

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I've worked with Los Alamos, believe
it or not, they have sales things

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they have to do. You're working
with an individual who is offering marketing consulting

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a one person company. This roadmap
works for all of them. That is

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fantastic. It's got to be so
comforting to people who are listening to this.

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Thank you for that. You're welcome. Well, and it does sort

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of bring me to the next thing
I wanted to talk with you about,

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and that and maybe maybe it's connected. Maybe it isn't, but to me

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it seems like it is. You've
got another blog post on your website on

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focus, So it seems to me
that while we're talking about strategy, that

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focus is pretty important in sales too. So tell us a bit more about

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your perspective. What you know about
focus? Yes, so I believe the

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focus. You know, what is
it that you say focus follow one course

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until successful. Well, you know
a lot of people have done that to

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their detriment, you know, and
that they kept doing it the same way

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forever. You know. I believe
that if you're really focusing on what you're

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doing and looking at it, like
I was saying, with the roadmap every

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day, so that you have that
discipline in doing that and the focus of

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doing that every day, nothing gets
too far askew if you're looking at it

403
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every day. The other thing about
focus is if what I'm doing, I'm

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focused on doing that one thing.
So today I have a proposal that I'm

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doing for a lease. If I
have that said, you know, like

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I'm going to do this from nine
thirty to ten thirty eleven this morning,

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and I focus on that one thing, I give it all my attention because

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I really want that opportunity. I
believe I have a lot more likelihood of

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succeeding in that because I've done a
great proposal, I am prepared. I

410
00:29:23.880 --> 00:29:27.200
focused on that one thing and then
moving to the next. I think a

411
00:29:27.200 --> 00:29:33.039
lot of people struggle with the multitasking, or I call it task switching.

412
00:29:33.119 --> 00:29:36.039
You know, we're not really multitasking. We're going from this to that to

413
00:29:36.079 --> 00:29:41.240
the other. But if we focus
in a you know, thirty thousand foot

414
00:29:41.319 --> 00:29:45.000
view on our roadmap on what we're
doing, we have that laid out,

415
00:29:45.000 --> 00:29:48.319
we can see it clearly in black
and white. And then we come back

416
00:29:48.359 --> 00:29:52.839
and we focus individually on the activities
that we're doing, whether it be a

417
00:29:52.880 --> 00:29:56.240
proposal or I have a meeting with
Elease today. When I go to that

418
00:29:56.319 --> 00:30:00.839
meeting with Elise, I do not
have my cell phone out, I have

419
00:30:00.920 --> 00:30:04.359
not got my computer out. I
am not thinking about anything but her when

420
00:30:04.400 --> 00:30:08.240
I am sitting at that meeting,
and that focus allows me I spend a

421
00:30:08.279 --> 00:30:12.440
lot less time because I'm intentional and
focused while I'm there, as I was

422
00:30:12.480 --> 00:30:17.519
when I was doing her proposal.
So the likelihood of me getting that opportunity

423
00:30:17.599 --> 00:30:19.759
closing it more quickly is a lot
more likely. And if I look at

424
00:30:19.759 --> 00:30:23.119
it when I finished the year,
go back and look at my roadmap and

425
00:30:23.119 --> 00:30:27.119
how everything flowed all year. What
I find is is when I learn to

426
00:30:27.359 --> 00:30:33.759
focus, then maybe instead of having
to make five sales calls to close an

427
00:30:33.759 --> 00:30:40.000
opportunity, I'm now doing it in
three. And if I'm now doing it

428
00:30:40.079 --> 00:30:45.720
in three, how much more business
am I doing this year? What I

429
00:30:45.960 --> 00:30:48.720
really loved about what you said there, Debbie, is this notion that if

430
00:30:48.119 --> 00:30:52.599
you're looking at this every single day, it can't get too far away from

431
00:30:52.640 --> 00:30:55.960
you, among other things. I
really think that's just splendid because I think

432
00:30:55.960 --> 00:31:00.000
what happens, and I'm so guilty
of this myself, Debbie is I get

433
00:31:00.039 --> 00:31:03.000
busy and then I start feeling bad
because I haven't been doing enough sales outreach.

434
00:31:03.440 --> 00:31:07.000
And then then I start to guilt
myself, and then I start to

435
00:31:07.039 --> 00:31:10.480
avoid it, and before I note
it's been a few days and I haven't

436
00:31:10.480 --> 00:31:14.880
done anything on sales, and it's
not a d Well, let me tell

437
00:31:14.880 --> 00:31:18.119
you can I just give you one
little tip in that regard that I tell

438
00:31:18.160 --> 00:31:22.480
people all the time. You know, if you were finishing your day today,

439
00:31:22.519 --> 00:31:25.640
and I mean you've had a rock
star kind of day, you know,

440
00:31:25.759 --> 00:31:26.839
you were out there, you were
doing it, you were great.

441
00:31:27.160 --> 00:31:30.079
But if you get to the end
of the day and you know you're you're

442
00:31:30.160 --> 00:31:34.559
actually closing your computer, you're going
to dinner, going to bed, you

443
00:31:34.599 --> 00:31:41.400
know, whatever it is, if
you have not done one thing today to

444
00:31:41.440 --> 00:31:45.039
reach out to somebody, whether it
was to send an email to introduce yourself

445
00:31:45.599 --> 00:31:49.480
or to make a phone call to
follow up on something, something that would

446
00:31:49.559 --> 00:31:56.680
move your sales needle to the right
before you close down, make one phone

447
00:31:56.680 --> 00:31:59.799
call send one email. And my
point on that is as silly as it

448
00:32:00.279 --> 00:32:02.519
sound. If you've done nothing else, then by the end of the week,

449
00:32:02.839 --> 00:32:08.240
you would have made five outreach attempts
on something and twenty for the month.

450
00:32:08.279 --> 00:32:12.079
There is no way you're going to
get to the end of the month

451
00:32:12.160 --> 00:32:16.039
having made twenty outreach attempts and something
will not happen, even if you were

452
00:32:16.119 --> 00:32:20.319
busy and tied up with all these
other things. No, I think that's

453
00:32:20.359 --> 00:32:22.799
absolutely beautiful. Thank you, Debbie. And that is when we're committed to

454
00:32:23.000 --> 00:32:28.400
especially when we situate this as an
opportunity to have an impact in the world

455
00:32:28.400 --> 00:32:31.119
that we want and we're committed to
that, it's pretty easy to say,

456
00:32:31.160 --> 00:32:35.079
Look, I think I can handle
one email or one phone call before I

457
00:32:35.160 --> 00:32:37.039
fall into bed. So that's beautiful. Thank you. Yes. And one

458
00:32:37.079 --> 00:32:42.279
other thing on that, and I
tell this on myself about ten years into

459
00:32:42.319 --> 00:32:45.640
my consulting practice. I love my
clients. I think they're stellar, but

460
00:32:45.720 --> 00:32:49.880
it occurred to me one day that
if they were unhappy, I am not

461
00:32:50.079 --> 00:32:55.039
absolutely certain they would tell me.
So I hired a firm to contact my

462
00:32:55.160 --> 00:32:59.640
clients, like to do surveys and
testimony with somebody that could really carry on

463
00:32:59.640 --> 00:33:01.920
a convert station, not the guy
that calls you at dinner with an annoying

464
00:33:02.000 --> 00:33:07.160
survey. The person called me back, and before they began, they said,

465
00:33:07.160 --> 00:33:09.960
Debbie, can I tell you one
thing that every single one of them

466
00:33:10.000 --> 00:33:15.480
said, and I've never heard you
say. I thought, oh lord,

467
00:33:15.359 --> 00:33:20.039
well, what it was? Every
single one of them said, the fact

468
00:33:20.119 --> 00:33:22.240
that we worked together each week.
The most powerful thing I did for them

469
00:33:22.279 --> 00:33:29.640
was hold them accountable the focus every
week. They did not want to come

470
00:33:29.680 --> 00:33:34.400
to the call at ten o'clock on
Tuesday and have not done what they committed

471
00:33:34.400 --> 00:33:37.160
because you know, I'm not their
business partner, their banker, nothing.

472
00:33:37.480 --> 00:33:40.680
You know, I'm not emotionally attached
to them. So to come and have

473
00:33:40.799 --> 00:33:45.640
not focused and done the thing to
be held accountable for they didn't want to

474
00:33:45.680 --> 00:33:51.440
do that, and yet in being
that focused and accountable, that's what moved

475
00:33:51.599 --> 00:33:55.480
it forward, their sales forward for
them. Accountability is a beautiful thing,

476
00:33:55.839 --> 00:34:00.160
and especially especially when obviously the people
ever for you and they don't want to

477
00:34:00.240 --> 00:34:06.599
let you down, therefore laid themselves
down. So I appreciate that one of

478
00:34:06.640 --> 00:34:07.960
the thing. We have just a
quick little couplets to treat this before we

479
00:34:08.000 --> 00:34:12.039
go on Our next break here is
you do talk about the importance of having

480
00:34:12.159 --> 00:34:15.199
enough sales time on the calendar.
You've been talking a little bit about this,

481
00:34:15.280 --> 00:34:19.480
but I think it's so important to
presence is for our our listeners about

482
00:34:19.559 --> 00:34:22.119
sales time on the calendar. Can
you say more about that? Yes?

483
00:34:22.480 --> 00:34:27.320
And so, you know, looking
at what you're needing. You know,

484
00:34:27.400 --> 00:34:30.360
if you have laid out your roadmap, you know what the sales dollars are

485
00:34:30.519 --> 00:34:36.239
for you that you need to do
this year. You know the data behind

486
00:34:36.320 --> 00:34:38.719
what you've done before. It took
you three sales calls, twenty sales calls,

487
00:34:38.800 --> 00:34:42.760
you know, whatever it was.
And all. Then when you're laying

488
00:34:42.760 --> 00:34:45.079
out your year and you're looking and
I'm really talking about your year here,

489
00:34:45.159 --> 00:34:51.480
three hundred and sixty five days.
Then each week when you look back at

490
00:34:51.480 --> 00:34:54.119
your past three hundred and sixty five
days and how much time you spent selling,

491
00:34:54.679 --> 00:34:59.480
you know what was that? Was
it five hours a week? Was

492
00:34:59.519 --> 00:35:01.960
it twenty hours a week? Are
you full time? Is your only thing?

493
00:35:02.039 --> 00:35:07.719
Sales forty hours a week? And
so I believe that people should this

494
00:35:07.760 --> 00:35:12.000
should be on your counter. Like
if I had an appointment with you at

495
00:35:12.079 --> 00:35:15.079
five pm, I will be at
that appointment and on time, I would

496
00:35:15.079 --> 00:35:21.960
not miss it. And I believe
scheduling sales time for yourself, whether it's

497
00:35:21.960 --> 00:35:24.159
to make your calls or to write
your proposals or whatever it is, and

498
00:35:24.360 --> 00:35:30.599
have that on your calendar like it
is an appointment, you would not break

499
00:35:30.679 --> 00:35:35.559
with your best client. I think
that is critical, whereas what most people

500
00:35:35.639 --> 00:35:37.400
do is like, oh, i'll
get to it. I'll get to it.

501
00:35:37.400 --> 00:35:39.400
I've got five minutes here, I've
got ten minutes there, and better

502
00:35:39.519 --> 00:35:45.719
five or ten minutes than nothing.
But I believe really planning your time,

503
00:35:45.800 --> 00:35:52.280
that it is specific and includes sales
time on your calendar is critical to your

504
00:35:52.360 --> 00:35:57.000
sales success. I completely agree with
that. I do practice that, and

505
00:35:57.079 --> 00:35:59.920
most of the time I honor it. However, I do understand the importance

506
00:36:00.719 --> 00:36:02.719
well. But even if you don't, if you're doing at forty eight weeks

507
00:36:02.719 --> 00:36:05.920
of the year and not fifty two, let me tell you, I've been

508
00:36:06.000 --> 00:36:09.320
giving you platinum stars. I will
take them. Mistebie, thank you,

509
00:36:10.239 --> 00:36:14.599
and with that, let's go into
our last break. I'm Elise Cortez,

510
00:36:14.679 --> 00:36:16.039
your host. We've been on the
air with Debbie Marizac. She is the

511
00:36:16.079 --> 00:36:21.400
president of the sales Company A Texas
space firm that is helping hundreds of entrepreneurs,

512
00:36:21.519 --> 00:36:24.360
individuals, and corporations better assess,
understand, and engage in practical,

513
00:36:24.400 --> 00:36:29.199
purposeful selling. She joins it today
from Plano, Texas. We've been talking

514
00:36:29.199 --> 00:36:31.079
a bit about the strategy for selling. In the last segment, we're going

515
00:36:31.119 --> 00:36:35.320
to talk about socializing and getting help
with the sales that we need. Stay

516
00:36:35.320 --> 00:36:38.239
with us, We'll be right back. Elise Cortez is a speaker and engagement

517
00:36:38.239 --> 00:36:45.239
and development catalyst. She designs and
delivers professional development, leadership and engagement workshops

518
00:36:45.320 --> 00:36:50.039
and can bring her expertise to your
organization. She will help ignite meaningful development

519
00:36:50.119 --> 00:36:54.239
within your workforce that will increase employee
engagement, performance and retention. To learn

520
00:36:54.239 --> 00:36:59.119
more or to invite Elise to speak
to your organization, please visit her at

521
00:36:59.239 --> 00:37:04.679
www dot Elise Cortez dot com.
She would welcome the opportunity to help get

522
00:37:04.679 --> 00:37:15.079
your employees working on purpose. This
is working on Purpose with Elise Cortez.

523
00:37:15.559 --> 00:37:22.079
To reach our program today, send
an email to Elise ali Se at Elise

524
00:37:22.199 --> 00:37:28.840
Cortez dot com. Now back to
working on Purpose. If you're just tuning

525
00:37:28.840 --> 00:37:30.800
in, My guest is Debbie Murzac, the president of the Sales Company,

526
00:37:31.079 --> 00:37:36.679
a Texas space firm that is helping
hundreds of entrepreneurs, individuals and corporations better

527
00:37:36.719 --> 00:37:39.800
assess, understand and engage in practical
purpose will selling. She is a high

528
00:37:39.920 --> 00:37:44.719
energy get it done sooner than later, kick butt and take name sales coach,

529
00:37:44.800 --> 00:37:47.400
consultant, trainer, speaker and author. I'm your host, Elise Cortez.

530
00:37:49.199 --> 00:37:52.880
So for this last final segment here, I think it will be fun

531
00:37:52.000 --> 00:37:55.280
to finish with the idea of how
we can socialize and get help with sales,

532
00:37:55.320 --> 00:38:00.599
along with, of course celebrating sounds
pretty good to me. The idea

533
00:38:00.719 --> 00:38:05.480
of sales being a social and collaborative
process. We all know that we can

534
00:38:05.559 --> 00:38:09.280
use help selling sometimes. Whether we're
single entrepreneurs, we're leaders in a sales

535
00:38:09.320 --> 00:38:13.480
team, or in a large organization, we all need some help. So

536
00:38:13.639 --> 00:38:17.079
talk with this debbie about how you
help people across different camps tap others for

537
00:38:17.480 --> 00:38:22.880
help and selling. You bet so. I believe in something that is called

538
00:38:22.960 --> 00:38:25.760
the rule of two fifty eight.
You know, everybody's heard about the Kevin

539
00:38:25.800 --> 00:38:30.000
Bacon's six degrees of separation. You
know, think about the rule of two

540
00:38:30.079 --> 00:38:35.840
fifty really being that process. So
each and every one of us, and

541
00:38:35.960 --> 00:38:38.159
you and I on this call,
and I'm sure many of your listeners here

542
00:38:38.320 --> 00:38:43.400
know many more than two hundred and
fifty people. But basically, what this

543
00:38:43.599 --> 00:38:46.280
is. You could do this with
a pencil and paper. Who are your

544
00:38:46.360 --> 00:38:51.400
family? You know? Who are
they? You go home? My favorite

545
00:38:51.440 --> 00:38:54.159
story I tell is a client that
i'd had for four years. And I

546
00:38:54.199 --> 00:38:58.400
promise you, Elise, if you
met this man in a professional situation,

547
00:38:58.440 --> 00:39:01.519
you would have been very pressed his
expertise, how he carried himself, his

548
00:39:01.679 --> 00:39:06.480
brilliance. But every year at the
holidays, when this man talked about going

549
00:39:06.519 --> 00:39:08.480
home to his family, you would
think he was raised by wolves. He

550
00:39:08.519 --> 00:39:13.199
could not be this wonderful and be
raised by wolves. So one year,

551
00:39:13.280 --> 00:39:16.039
four years in, I was just
exasperated, Like many people in Dallas,

552
00:39:16.079 --> 00:39:20.639
we're from somewhere else, so we're
going away. We're only seeing these people

553
00:39:20.719 --> 00:39:22.280
once a year. And I said
to him, you know, I see

554
00:39:22.320 --> 00:39:28.280
you in our community doing wonderful things. I see you at a chamber event.

555
00:39:28.360 --> 00:39:30.400
You have no problem talking to strangers
about what they do, what you

556
00:39:30.480 --> 00:39:34.519
do in Awe, So why don't
when you go home to your family you

557
00:39:34.559 --> 00:39:37.159
act like you don't know them?
And treat them like you do these strangers.

558
00:39:37.480 --> 00:39:40.559
Well, he says to me,
Marisac, you make me nuts,

559
00:39:40.800 --> 00:39:44.840
and I said, well, you
make me nuts, because I can't believe

560
00:39:44.880 --> 00:39:47.639
your family could be this bat.
I'm sure they do something the other three

561
00:39:47.719 --> 00:39:52.039
hundred and sixty four days of the
year. Fast forward Monday morning. I

562
00:39:52.119 --> 00:39:54.440
have a voicemail. The voice on
there is screaming. I don't mean talking

563
00:39:54.519 --> 00:39:58.559
loud, screaming, and for a
moment I didn't know who it was,

564
00:39:59.039 --> 00:40:02.400
but the voice said, zik,
I hate your guts, call me.

565
00:40:04.320 --> 00:40:08.159
I realize client. Yes, and
so he's been my client for four years.

566
00:40:08.280 --> 00:40:12.199
Obviously, with this voicemail, I'm
assuming he is not going to be

567
00:40:12.280 --> 00:40:15.920
my client passed today. So I'm
honory enough that I do call him and

568
00:40:15.960 --> 00:40:19.519
go what he doesn't say? Hello? How are you's at? Debbie?

569
00:40:19.599 --> 00:40:22.119
Who is the number one company I
have been trying to get into for four

570
00:40:22.239 --> 00:40:27.800
years? I said, General Electric? And he said, guess who my

571
00:40:27.960 --> 00:40:30.760
uncle is. I said, I
have no clue. His uncle was the

572
00:40:30.800 --> 00:40:37.159
president of a division of General Electric. I could not hardly contain myself when

573
00:40:37.159 --> 00:40:40.199
I asked him, and how long
has he been your uncle? Forty five

574
00:40:40.400 --> 00:40:45.360
years? I howled, my point
in this, in the rule of two

575
00:40:45.400 --> 00:40:50.039
fifty is all of us know people, and in this day and time,

576
00:40:50.519 --> 00:40:54.000
it is totally acceptable to be collaborative
in our sales and what we're doing.

577
00:40:54.480 --> 00:40:59.599
So when we know people, we
assume we know to fifty they know to

578
00:40:59.760 --> 00:41:02.440
fifty that one knows two fifty,
you don't know who they know. So

579
00:41:02.559 --> 00:41:07.920
if you are doing a great job
in your sales and you have identified who

580
00:41:07.000 --> 00:41:10.039
it is that you want to do
business with, it may just be a

581
00:41:10.039 --> 00:41:14.719
company name. I'm not even talking
about an individual human name, but a

582
00:41:14.800 --> 00:41:20.400
company name. And you ask your
two fifty, does anybody know anybody at

583
00:41:20.599 --> 00:41:24.039
XYZ company? Somebody is going to
know them, and guess what they are

584
00:41:24.119 --> 00:41:30.360
delighted to introduce you. I know
that just sounds so basic, but so

585
00:41:30.920 --> 00:41:35.480
I know, but it is the
deal that when you do that, and

586
00:41:35.480 --> 00:41:37.679
this is the same for somebody finding
a job. You know, you know,

587
00:41:37.800 --> 00:41:40.039
I'm not going to go research all
night who you need to go to

588
00:41:40.079 --> 00:41:44.519
work for. But if you do
that research, tell me who you want

589
00:41:44.559 --> 00:41:46.760
and I know them, I will
introduce you. I expect you to be

590
00:41:46.840 --> 00:41:52.119
excellent enough to close the deal yourself, but I will be your advocate.

591
00:41:52.159 --> 00:41:54.440
I will introduce you. Well,
this is what I have learned, this

592
00:41:54.519 --> 00:41:59.639
rule of two fifty for myself now
where people bring me business and when I

593
00:41:59.679 --> 00:42:02.719
want something and I don't know them, I feel very comfortable now going out

594
00:42:02.760 --> 00:42:07.360
to my two fifty, which is
probably more like ten thousand, and saying

595
00:42:07.360 --> 00:42:12.159
hey, who knows who? And
they tell me so, how much shorter

596
00:42:12.440 --> 00:42:19.440
is my sales cycle? In engaging
others in my success? This is a

597
00:42:19.679 --> 00:42:23.440
powerful tool for all of us.
And I will tell you even myself sometimes

598
00:42:23.559 --> 00:42:29.360
I forget well, what I love
about it is a simplicity of what we've

599
00:42:29.400 --> 00:42:34.079
been talking about. Is sales is
a conversation and a relationship. It's just

600
00:42:34.159 --> 00:42:37.559
that simple. So what a way
to take us take us in here.

601
00:42:37.679 --> 00:42:40.800
So now on the other side of
that, now we have to talk about

602
00:42:40.800 --> 00:42:44.880
this because we know this is an
existence for a lot of people too,

603
00:42:44.920 --> 00:42:49.079
this whole notion that at some point
most of us will likely find ourselves in

604
00:42:49.119 --> 00:42:52.000
some kind of a slump in sales
over time, the peaks and valleys that

605
00:42:52.039 --> 00:42:54.239
happen. Right, So when you
work with people, Debbie, how do

606
00:42:54.280 --> 00:42:58.440
you recommend we lean on others to
help us through the slump period or what

607
00:42:58.480 --> 00:43:01.679
can we do to get out of
that slump period. I believe the number

608
00:43:01.920 --> 00:43:08.840
one thing to do if you're in
a slump is tell someone the truth.

609
00:43:09.280 --> 00:43:14.800
No, the truth, not just
I'm in a slump, but Alas,

610
00:43:15.000 --> 00:43:17.320
can I talk to you? Can
I have a cup of coffee? Alise?

611
00:43:17.639 --> 00:43:22.480
I am really struggling. It has
been a tough six months. I

612
00:43:22.599 --> 00:43:27.840
have fourteen proposals in the pipeline.
I haven't been able to close. I'm

613
00:43:27.880 --> 00:43:30.639
not going to be able to make
my mortgage, my rent, you know,

614
00:43:30.719 --> 00:43:34.519
my kids going to You know,
whatever the truth is for you,

615
00:43:35.280 --> 00:43:39.159
when you speak it and let it
go versus holding it in, keeping it

616
00:43:39.239 --> 00:43:45.719
in, something changes in that speaking
it, Even if the other person cannot

617
00:43:45.760 --> 00:43:52.000
do anything about it, but they
have heard you, it changes. It

618
00:43:52.079 --> 00:43:54.960
just starts to set you free,
doesn't it. It does. And also

619
00:43:55.639 --> 00:44:00.599
oftentimes, you know, when we
speak it versus what we've and just telling

620
00:44:00.599 --> 00:44:04.000
ourselves over and over in our head. When we speak it and say it

621
00:44:04.039 --> 00:44:08.199
out loud, sometimes it's not as
bad as what we've been telling ourselves.

622
00:44:08.480 --> 00:44:10.960
And somebody else hears it and says, boy, how do I hear you?

623
00:44:12.000 --> 00:44:16.199
But have you thought about this?
And that one thing is just like,

624
00:44:16.760 --> 00:44:20.679
oh, my heavens, I haven't
thought about that. You're an intelligent

625
00:44:20.760 --> 00:44:22.199
human being. But when they say
it, you're going I can't believe I

626
00:44:22.199 --> 00:44:27.400
haven't thought about that. So I
think the very best thing in I tell

627
00:44:27.440 --> 00:44:30.559
people this all the time. When
it's a tough row to hoe or something,

628
00:44:30.840 --> 00:44:34.400
call somebody, have a cup of
coffee. Tell the truth to one

629
00:44:34.800 --> 00:44:37.239
person. Oh, Debbie, that's
brilliant. It's just music to my ears

630
00:44:37.239 --> 00:44:40.400
as well. I'm right there with
you. Okay, we're coming close to

631
00:44:40.400 --> 00:44:43.199
the edge of the show, and
I have two more questions I want to

632
00:44:43.199 --> 00:44:46.039
get out of before we dash.
So the next thing is you talk about

633
00:44:46.039 --> 00:44:51.360
the importance of celebrating sales success.
Say more about that. Why is celebration

634
00:44:51.400 --> 00:44:54.719
important? And what does it look
like? Okay, so oftentimes I think,

635
00:44:55.039 --> 00:44:59.079
you know, a sale for some
people can take a day, a

636
00:44:59.159 --> 00:45:00.719
week, you know, three years, it doesn't matter. You know,

637
00:45:00.760 --> 00:45:06.559
it's all different. But we worked
so hard and getting this cell in doing

638
00:45:06.559 --> 00:45:10.400
it like okay, it's done.
Next, No, what if we take

639
00:45:10.440 --> 00:45:17.039
a moment and really, I mean
really like whoo whoo, celebrate it,

640
00:45:17.320 --> 00:45:22.679
talk about it? What is it
really? How did it happen? What

641
00:45:22.800 --> 00:45:25.920
really? What did you really do
to make this happen. Celebrate even if

642
00:45:25.960 --> 00:45:29.880
you're a one person business like me. You know, obviously, you know,

643
00:45:29.960 --> 00:45:32.360
not everybody wants to hear it.
But I have a group of colleagues

644
00:45:32.360 --> 00:45:35.519
and friends that I can call and
say, oh my gosh, you know,

645
00:45:35.599 --> 00:45:37.840
I worked on this. It took
me a year and I did it,

646
00:45:37.320 --> 00:45:42.679
you know, and celebrate and really
understand what you did so you can

647
00:45:42.840 --> 00:45:45.800
duplicate it instead of just moving on
to the next one, like, Okay,

648
00:45:45.800 --> 00:45:51.880
great, that happened. Next,
Oh, own it, feel it,

649
00:45:52.159 --> 00:45:55.559
luxuriate in it, love it,
tell people, and do it again.

650
00:45:57.280 --> 00:46:01.159
M Debbie, that's gorgeous. Okay, all right, last question here.

651
00:46:01.920 --> 00:46:05.599
I like to give my guests that
the last word, if you will.

652
00:46:05.639 --> 00:46:08.360
And you know, this show airs
globally, and people listen to it

653
00:46:08.440 --> 00:46:12.559
to be able to better meaningfully and
productively connect with their work in a more

654
00:46:12.559 --> 00:46:15.360
purposeful way. And leaders listen to
it to be able to find ways to

655
00:46:15.440 --> 00:46:21.920
inculcate purpose and meaning into their teams. Knowing all that as a backdrop,

656
00:46:22.000 --> 00:46:24.079
what would you like to leave our
listeners with today? I would like to

657
00:46:24.159 --> 00:46:30.360
leave them what I always leave my
clients or my audience with is no matter

658
00:46:30.159 --> 00:46:35.199
where you are, where you are, you know, because generally what we

659
00:46:35.320 --> 00:46:37.760
focus on is where we aren't at. You know, I haven't done or

660
00:46:37.840 --> 00:46:44.280
this or that. But what I
tell people is to remember, you do

661
00:46:44.400 --> 00:46:49.679
not have to be great to get
started. It doesn't matter what you don't

662
00:46:49.719 --> 00:46:52.679
have, whether it's money or talent
or skills or resources. You don't have

663
00:46:52.719 --> 00:46:57.159
to be great to get started,
but you do have to get started.

664
00:46:57.199 --> 00:47:01.000
To be great, you have to
do something. So you don't have to

665
00:47:01.039 --> 00:47:05.360
be great to get started. Don't
worry about that. You've got this concept,

666
00:47:05.360 --> 00:47:08.079
you've got this idea, you've got
this goal, but you do have

667
00:47:08.159 --> 00:47:14.960
to get started. Do something.
Take one action one and when you do

668
00:47:15.000 --> 00:47:17.239
that one and something happens, then
you'll do it again. So you don't

669
00:47:17.280 --> 00:47:22.679
have to very great to get started, but you do have to you do

670
00:47:22.800 --> 00:47:25.559
have to start to be great.
That's fantastic way to close, Debbie,

671
00:47:25.760 --> 00:47:30.559
thank you. This has been such
an inspiring, encouraging, uplifting, energizing

672
00:47:30.599 --> 00:47:35.559
conversation. Thank you so much for
being my guest. Thank you so much

673
00:47:35.599 --> 00:47:39.079
for having me and my best to
you and your audience. I love my

674
00:47:39.119 --> 00:47:43.760
audience. I love that they interact
and engage and let me know if they

675
00:47:43.800 --> 00:47:45.840
get out of the show. So
for you, I want to make sure

676
00:47:45.840 --> 00:47:49.239
they know how to find you.
So if you want to learn more about

677
00:47:49.239 --> 00:47:53.159
Debbie or the brand new membership program
Great Salespeople she's working on to help you

678
00:47:53.239 --> 00:47:59.519
excel at sales, visit her website. It's the Hyphen Sales hyphen Coompany dot

679
00:47:59.519 --> 00:48:04.079
com. Again the Hyphensales Hyphencompany dot
com. Next week, we'll be on

680
00:48:04.119 --> 00:48:07.199
the air with author, speaker consultant
Zach Mercurio talking about his latest book,

681
00:48:07.400 --> 00:48:12.840
The Invisible Leader, Transform Your Life
Work an organization with the power of authentic

682
00:48:12.960 --> 00:48:15.199
Purpose. Can't wait to talk to
him. I've read his book and I

683
00:48:15.239 --> 00:48:16.599
want to share him with you.
So see you then, Remember that work

684
00:48:16.679 --> 00:48:20.320
is at least one third of our
lives, So let's work on purpose.

685
00:48:21.880 --> 00:48:24.519
Well, hope you've enjoyed this week's
program. Be sure to tune in to

686
00:48:24.639 --> 00:48:30.920
Working on Purpose featuring your host Alice
Cortez each week on the Voice America Empowerment

687
00:48:31.039 --> 00:48:36.039
Channel. This week, find your
life's purpose at work