The Game of Life: Practical, Purposeful Selling

WEBVTT

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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 Cortes. 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 Cortes. Thanks for tuning

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

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

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helping fe 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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to have a particular perspective or experience
that I think expands this conversation, and

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as a management consultant and social scientists
myself, I draw on the meeting or

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research I've been doing over the last
fifteen years, as well as for my

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

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to the program in just a moment, but let my thank my sponsor Recover

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by using the code WOP fifty short
for Working on Purpose fifty percent off last

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week. If you missed the show
live, you can always catch a recorded

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podcast. We were on the air
with Roland Hardell, who was a lifelong

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entrepreneur, still going strong at eighty
two with its newest invention, the interlude

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travel folding Chair. Roland is also
my first beloved boss who fired me at

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age nineteen and actually completely saved my
life in doing so. Talked about that

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story and his approach to playing in
life, which the rest of us call

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work with Us. This week is
Debbie Meriaac. She is the president of

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the sales company, the Texas Base
Firm, that is helping hundreds of entrepreneurs,

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individuals, and corporations better assess,
understand, and engage in practical purposeful

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selling. We'll be talking about the
ideology and common fears associated with sales and

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

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we can socialize and get help selling
Debute joint Us today from Plano, Texas.

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

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

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

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

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a wonderful human being. He really
is inspirational and we can learn a lot

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from him. 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,

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yeah, you're a pro in this
field and you help other succeed in it.

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So first let's just kind of ground
this, this this conversation. Why

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are we so afraid of sales?
I believe that most people are most afraid

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of sales because of the fear of
rejection. You know that what's unknown,

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or it's asking for money. You
know, it's usually one of those three

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things. You know, they just
don't know the person they're going to talk

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to. You said that unknown about
that person, like, oh, you

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know, well they like me,
and then you know, the fear of

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rejection, you know, where they
do get the conversation and do it and

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the person say naw, I don't
want that. Or you know, they're

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asking for money. They've never looked
at their ideas, their thoughts behind money,

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and so they're selling something that perhaps
in their world is considered expensive.

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You know, like if they're used
to spending fifty dollars on something, they're

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selling something that's five thousand dollars.
I know they think that's very wow.

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So who would spend that kind of
money, and so they're afraid to ask

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because of the money. Mm hmmm, mm hmm. It's fascinating to me

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how we walk through life with our
own limiting mindsets, right that we oftentimes

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aren't even aware of and they are
talking to us the whole time, and

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

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it's 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

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

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was quite successful as a business owner
and frankly as a salesperson as well,

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is Nathan Rosenberg in Signium, where
I spent the last couple of years working.

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He totally changed the way that I
see sales for the better. He

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

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

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

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vehicle to get to do the work
that I want to do on the planet.

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What's your philosophy about sales? Well, first of all, let me

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

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you were able to hear him and
to go on with what you do.

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You know, I think this is
one of the things about sales that we

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all come to it different ways,
and so my philosophy has always been really

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nothing happens until you sell something.
Hmm. That goes back to the impact

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that he's talking about. For sure, Yes, yes, exactly, And

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you know, so whatever you have
to do to get to that point to

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sell something, what it is for
you will not be what it is for

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the next person or the next person. In my practice, I talk about

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meeting people where they are at.
I believe sales is you know, each

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of us is doing it the way
it works for us. We can be

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at the same company selling the same
thing, but how you sell and how

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I sell could be completely different,
and both of us can be extraordinary in

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our success. And one of the
filters that I have used in my consulting

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practice for the last twenty years is
when somebody calls me and says they have,

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you know, a superstar Mary on
their team and they want everybody to

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be like her. I will never
take that engagement, never, because I

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believe so strongly in this that we
are all capable of selling. And it

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is though, why many people fail
is because they've not been allowed to sell

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in the way in which they sell
best. That's of course, music to

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my ears, Debbie, as you
probably can guess I do. I'm very

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much a person who when we look
at how we work with leaders to reward

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people, is that we ask them
to look at them as unique individuals,

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to see who they are, what
do they bring, and what do they

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uniquely want from work, and certainly
their salesmanship. So I certainly agree with

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what you're saying, and it would
be really delightful maybe if you could,

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could you maybe give us a couple
of examples of different kinds of ways people

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sell and that still work. Absolutely
And so you know, for myself,

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believe it or not, you are
not experiencing me perhaps as an introvert today,

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but that is really my preferred you
know, I'd love to be at

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home on the couch with a good
book, my sweeting, my beagle in

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a book, and a glass of
wine. But in going out to sell

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and being an introvert, if I
really would have listened to others, I

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would have never done it. But
the truth was I didn't understand it young,

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but I was very good at asking
questions so I didn't have to talk,

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and in sales, this ended up
being brilliant in that not many salespeople

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really listen much less plan their questions
in advance, ask them in an opened

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ended way to elicit what the customer
is really trying to do or trying to

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accomplish, and then responding to that. So, you know, for me,

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you know, I use this.
I don't know if you're familiar with

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Susan Kaine's book Quiet, It's one
of the most brilliant books for introverts.

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But I think introverts are some of
the greatest salespeople because they do know how

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to listen and genuinely listen, not
listen just to get ready to talk next,

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but really listen to what the person
is And then the other one is

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when somebody is not the most experienced, you know, like they don't have

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a lot of experience in sales or
a particular product, and they really you

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know, you tell them you know
what to do, give them direction,

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and they go out there and because
they don't know what you know other salespeople

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do, they just do what you
say and then lo and behold they get

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the deal. And they're not the
most experience, but they take direction well,

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so they understand, you know,
they're willing to accept the process of

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sales the questions you ask on the
first visit, the second visit, the

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third visit, they just do that
and they go and do it and it's

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like it happens. You have got
to be so encouraging to some of our

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listeners out there right now. And
by the way, Debbie, we do

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

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to the show, and I'm sure
that there are all at various stages of

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

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course I sell my work too either. I have a hybrid role. I

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want to say two things about what
you said there. One is you're the

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first person I've talked with who actually
says the same thing that I say,

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which is introverts are really great listeners, and I actually think they are great

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conversationalists. Yeah, because they're such
great listeners, I mean, they know

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how to really listen and make sure
the other person is heard. They presence

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

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with audiences, a lot of times
they just probably like your message, Land

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says, oh my gosh, thank
goodness. I always feel like I have

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to make up for something because I'm
not an extrovert exactly. Thank you for

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saying that that's beautiful. Any comment
on that before I go into my next

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yes, because you know, one
of the things with sales, I believe

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is so key as being authentic to
who you are. And the reason a

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lot of people fail is because,
say they are an introvert, but they've

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watched somebody perhaps that they admire or
they have seen be successful. Maybe that

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is a great, you know,
incredible extrovert, and so they're trying to

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be them. Well, you know, they don't understand and even I believe

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the customer doesn't always understand why they
don't buy, but it is that that

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person not being who they are.
The customer feels like, well, there's

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something off, even if they can't
articulate or put their finger on it,

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and it is that they're not being
themselves. So when introverts and I had

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to learn that. You know,
I started my career doing outside sales in

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Houston, Texas and the seismic industry
when there had yet to be women in

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that business, and so I was
always trying to be, you know,

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one of the guys, not only
in how I dressed, but you know,

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you know, and trying to fit
in and it just wasn't. And

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the day somebody took me aside and
said, Debbie, you know, the

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sooner you be you the better this
is probably going to work out. Oh

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really sure? And it was incredible. I mean, it really did.

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And I felt so much comfortable,
more comfortable at ease with talking to people

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and doing it because I really had
I've been watching these other people and thinking,

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Okay, I need to say it
like that, or I need to

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work that into the conversation, or
I need to be able to do that,

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you know, and it was like
none of those things were me mm

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hmm. Well, and that rans
me to the second point that I wanted

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to present from what you said earlier, and that is the people that maybe

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don't have a lot of experience with
sales, but yet are very coachable.

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That is such a great, great
ability, great talent to be coachable in

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life. So I just really wanted
to call that and you were certainly coachable

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in how you receive that feedback.
Absolutely. One of the things I say

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about sales today and I have learned
is that the day that I figured out

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sales wasn't this stereotype, you know, the selling and making somebody do it,

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but that it was a conversation.
Yes, that if I was prepared

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in my questions, you know,
like when I go in for the first

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visit, what are the questions I
need to have answered to even know that

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there's a second visit. Well,
if for me as an introvert, preparing

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those questions with opened ended questions,
who, what, where, why?

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Win, how and allowing the other
person to talk, you know, that

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was powerful for me and so to
this day, if you're capable of having

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that conversation you need to have on
the first call, on the second call,

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on the third call, then what
happens generally is that then as you

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go through that you've done the proposal, you're doing this questioning, this converse

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south then it gets to are you
ready to get started or okay? I

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want that? What do I need
to do? It's not this grotesque and

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wow, you know I'm attacking you. I'm making you do something. It's

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a conversation. I love that,
Debbie. That's another thing that Nathan Roseberg

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says too, And I hope that
that gives our listeners a little bit more

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access to the field as well.
The reason I wanted to start with ideology

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of selling was to open a space
for people to see sales a little bit

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differently. So you're doing this beautifully, I can guarantee, thank you,

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right, I had a vast number
of people out there haven't thought about sales

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as a conversation. That's so much
more accessible. And one of the things

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you mentioned for your particular audience in
that you have a global audience, I

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too, have worked with people globally, and you know, what I find

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sometimes is people think that, you
know, okay, we do this in

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the United States, but we must
do this in France, or we must

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do this in Japan. Yes,
we definitely have cultural etiquette differences in that

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way, but in selling across you
know, all continents, what I have

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found is this being able to carry
a conversation, be intentional, be prepared

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with it has allowed me to work, you know, with people all over

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the world. And how delightful is
that. I love working with people across

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the globe. It's so so fulfilling
and enriching. Well, before we go

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and break, I want to ask
one other question here, and that gets

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to an interesting blog post that I
saw on your website about the role of

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confidence in sales seems pretty important to
me, pretty basic to me. But

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how do we develop confidence to fuel
our sales work if we don't really feel

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it? Where do we start?
Okay, so don't laugh here, Okay,

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what people is? You know,
we you and I may not think

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of ourselves as actors. We're not
thesbians. You know, we didn't do

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that in high schoo or college or
in adult life. But when we are

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really lacking that confidence, I believe
sometimes we have to act our way.

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And I'll tell you what I mean
by that, act our way into it.

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So, first of all, we
have to continue to be an action.

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Confidence is not going to grow by
us not taking action and hiding in

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the office or you know, behind
our phone. You know it's going to

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Confidence is built through interacting. But
I believe that, you know, like

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I love Elizabeth Taylor and who doesn't
know that she's a drama queen. But

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I believe that if you would take
on the sales role as an actor because

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you don't feel like you can do
it yet, So imagine yourself as an

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actor delivering whatever communication you need to
be having, you know, with your

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customer, like you've got all the
confidence in the world you can do this.

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What happens is is when sometimes you
take on that in your head like

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Okay, I'm going to act my
way into it. I'm going to be

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confident. You know, actors are
confident in what they do and deliver it

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well. Two things happen. One, you get through it and it's like,

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oh my gosh, I did it, and in doing it, you

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are going to feel more confident.
And Two in doing that it almost it

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gives you a relief because it's like
somebody else doing it and not you,

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So it takes away some of the
stress. But at the end of the

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day, when you've done it and
you've delivered it and it's like, oh

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my gosh, I did it well, then you can do the intellectual part

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of that with yourself, like that
was not Elizabeth Taylor, that was me.

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Oh my gosh, I did this. So if I did it once,

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I can do it again. And
you know, nse and repeat and

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edit as you go along, and
you will get better and better. I

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mean, I tell the story on
myself now, Alice, where if you

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had ever told me that building relationships
with people and stretching myself in the way

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that I did, and you know, as an introvert, very uncomfortably that

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now that because I had done that
and made people feel comfortable, now people

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just calm me and say, okay, girl, let's get started. And

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we haven't even done a sales call. Wow. I have never dreamed that

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that would be possible, but it's
possible today because I have the confidence in

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that. I want to say two
things to that, just to bring that

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point home to our listeners, because
there's a couple of ways we can build

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on that, I think really quick, and then we'll go on a quick

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break. I had two guests on
my radio show that speak to this,

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and they both sort of say something
similar, but from different angles. They

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say, just do the next right
thing. So right, so if you

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just get yourself into a space where
you can just get yourself to do the

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next right thing. So one of
the people that said that is Jeff Hayden,

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who wrote the Motivation Myth. He
talks about that because when you take

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the next move, when you do
the next right thing, it gives you

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a dopamine hit. It gives you
a feeling that you've just what you said

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right. It's given you that feeling
of accomplishment, which is what fuels your

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next step. And then the other
person that talks about this is Sean Anderson,

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who I've bet on the show a
couple of times. He's my coach

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and he is the extra mile guy, go the extra mile guy, and

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he says the exact same thing.
So just wanted to bring that home for

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our listeners because I think it's so
so critical what you're talking about here,

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and if listeners get nothing else out
of the show, they take that point

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that you gave. That's beautiful.
Thank you. And with that, Debbie,

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let's take our first break. I'm
your host, Alis Cortez. We've

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been on the air with Debbie Meriaac. She's the president of the Sales Company,

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a Texas base firm that is helping
hundreds of entrepreneurs, individuals, and

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

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joined us today from Plano, Texas. We've been talking a bit about the

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ideology and philosophy of selling. After
the break, we're going to get into

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the strategy for selling. Stay with
us. We'll be right back. Eolaise

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Cortes is a speaker and engagement and
development catalyst. She designs and delivers professional

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development, leadership and engagement workshops and
can bring her expertise to your organization.

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She will help ignite meaningful development within
your workforce that will increase employee engagement,

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performance and retention. To learn more
or to invite Elise to speak to your

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organization, please visit her at www
dot elisecortes dot com. She would welcome

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the opportunity to help get your employees
working on purpose. This is working on

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Purpose with Elise Cortes. To reach
our program today, send an email to

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a lease Alic at elisecortes dot com. Now back to working on purpose.

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If you're just joining us, My
guest is Debbie Meriaac, the president of

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the Sales Company, a Texas space
firm that is helping hundreds of entrepreneurs,

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

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She is a high energy, get
it done sooner than later, kick butt

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and take name sales coach, consultant, trainer, speaker, and author.

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We've been talking a bit about the
philosophy or ideology of selling. Now we

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

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

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

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there's always the live and hope,
dying despair approach to selling, right,

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

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

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excited about what they're doing, they're
selling their offering, but the sales is

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an afterthought, you know, they
you know, it's just like it's just

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magically going to show up, and
so you're living hope, die in despair.

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

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you know, just helping people bring
sales to top of mind, you know,

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maybe it's not the very top to
begin with versus an afterthought, but

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moving it up their their ladder,
if you will, helps them a great

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deal in that having a consciousness about
what they really want and what they're trying

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to accomplish and what can they not
what can they do for the customer because

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

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

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have a plan in advance. What
a concept? Yeah, and it takes

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time, right, and so you
talk it does, it does, and

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it's not always right the first time. You know, this is one of

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those that you know, you you
adjust as you know, start where you

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start and adjust as you go along. Well, you talk about having a

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sales roadmap, So what kinds of
things are important here? What do you

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

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

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

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

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suspect that the doctor really has you
know, a plan, a process,

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a map for how this is going
to go. Like we don't do anesthesia

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

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Then we're cutting, then we're removing. Then you know, you you

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know what I mean. So I
think about a sales roadmap being that plan

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for this journey. You know,
what are we going to do first?

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What are we going to do second? And what I believe is the map,

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

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different ways and you have it there. And I believe that map begins.

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

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

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

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

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who's bringing in the most dollars,
who is great for the future, the

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future in three months, six months, nine months, twelve months. And

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

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I learned this from a gentleman that
I worked with. We came out of

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Texas Instruments, which I think most
people know is an engineering firm, but

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you still have to do sales,
and so everything was documented in black and

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white. And what I learned young
was in documenting that, in tracking it

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every day, every day, not
once a year, the week between Christmas

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and New Years, and working it
like it was a live document, managing

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your time and all your activities around
it. It is amazing how successful you

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can be at the end of the
year. Mm hmm sounds fantastic to me.

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Now, two things about that I
want to follow up and if I

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can please Debbie. So the first
one is is like people like me who

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have a hybrid role, I'm not
one hundred percent sales. I sell and

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then I deliver, and there's all
other kinds of things that happen here and

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there. So I do have to
be very mindful about how I carve out

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time in my calendar and actually schedule
time for sales conversations. Can you speak

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a little bit to how you can
help those people get more better results or

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how I want to help them,
because my role is exactly like yours.

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I own my company, but it
is just mine and so I too am

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doing the deliverable as well as doing
the sales. And because we have that,

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it is critical, I believe for
everybody to learn sales, but for

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people who have that hybrid role,
it is even more critical for you to

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manage your time and your efforts,
your prospects and your customers in what you're

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doing. So, for example,
if you and I'm talking every single day,

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I really am, So you have
your sales forecast prepared, You've got

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your suspects, your prospects, your
hard leads, your proposals, your customers.

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If every single morning you just started
your day with five minutes looking at

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your customers. Is everybody taking care
of? Is there anything I need to

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do? Is there anything coming up? You know, they are your prize,

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they are your best, best best, so they are the ones you

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want to focus on first and foremost
every single day. So if they are

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completely taken care of, there is
nothing for you to deliver, nothing for

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you to do, nothing else for
you to sell them today, then your

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proposals. Where are you with your
proposals? Is there follow up that needs

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to be done? Is there research
that needs to be done? Where are

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you with that? And do you
have enough proposals in your pipeline not only

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for this month, but next quarter, next quarter or next quarter? Because

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I believe a roadmap is twelve months
going forward. Not here we sit in

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July and so we're looking back six
months and we're only looking ahead five months.

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No, I believe we're always in
a twelve month forward moment mintum with

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our roadmaps, and so you're looking
at that and once you have made sure

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that your customers are taking care of
every day and your proposals are where they

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need to be at this moment,
Then focus your attention. What is one

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thing I can do today in my
suspect category? How can I take that

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suspect from being a prospect to being
a prospect. And if it's a prospect,

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how can I take that prospect from
being a prospect to being a hard

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lead and finding a specific opportunity there? And then your hard leads, how

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can I take that to a proposal. This is a discipline and once you

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start doing it every day, this
flows, and it really doesn't take more

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than ten minutes, and it is
powerful for your success and specifically if you

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share that hybrid role like you and
I do. That was fantastic. The

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other question I was going to ask
you, and you already mentioned something about

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Texas intruments, and I think even
the way you just laid out what you

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just did there as an example,
but I wanted to see if we could

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share some real world examples of sales
roadmaps that you've seen that are particular,

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really useful beyond what you've already shared. Well, what I would share is

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that particular roadmap where when I was
young, I thought that was only because

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it was an engineering company and they
were very technical and process oriented. What

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I know now after twenty two years
of consulting, and that's why I wrote

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a book about this, is that
that process works no matter the industry.

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So whether you were doing sales in
the food manufacturing arena. I've worked with

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Los Alamos, believe it or not, they have sales things they have to

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do. You're working with an individual
who is offering marketing consulting a one person

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company. This roadmap works for all
of them. That is fantastic. It's

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got to be so comforting to people
who are listening to this. Thank you

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for that. You're welcome, and
it does sort of bring me to the

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next thing. I wanted to talk
with you about that and maybe maybe it's

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connected. Maybe it isn't, but
to me it seems like it is.

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You've got another blog post on your
website on focus, So it seems to

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me that while we're talking about strategy, that focus is pretty important in sales

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too. So tell us a bit
more about your perspective and what you know

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about focus. Yes, so I
believe the focus. You know, Uh,

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what is it that you say focus? Follow the follow one course until

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

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

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

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

403
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so that you have that discipline in
doing that and the focus of doing

404
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that every day, nothing gets too
far askew if you're looking at it every

405
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day. The other thing about focus
is if what I'm doing, I'm focused

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

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

408
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going to do this from nine thirty
to ten thirty eleven this morning, and

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

410
00:29:15.559 --> 00:29:22.079
really want that opportunity. I believe
I have a lot more likelihood of succeeding

411
00:29:22.079 --> 00:29:25.319
in that because I've done a great
proposal, I am prepared. I focused

412
00:29:25.319 --> 00:29:27.440
on that one thing and then moving
to the next. I think a lot

413
00:29:27.480 --> 00:29:33.240
of people struggle with the multitasking,
or I call it task switching. You

414
00:29:33.240 --> 00:29:36.200
know, we're not really multitasking.
We're going from this to that to the

415
00:29:36.279 --> 00:29:41.680
other. But if we focus in
a you know, thirty thousand foot view

416
00:29:41.920 --> 00:29:45.039
on our road map on what we're
doing. We have that laid out,

417
00:29:45.039 --> 00:29:48.359
we can see it clearly in black
and white, and then we come back

418
00:29:48.400 --> 00:29:52.880
and we focus individually on the activities
that we're doing, whether it be a

419
00:29:52.920 --> 00:29:56.119
proposal or I have a meeting with
a lease today. When I go to

420
00:29:56.160 --> 00:30:00.720
that meeting with a lease, I
do not have my cell phone, I

421
00:30:00.759 --> 00:30:04.000
have not got my computer out.
I am not thinking about anything but her

422
00:30:04.200 --> 00:30:08.160
when I am sitting at that meeting, and that focus allows me I spend

423
00:30:08.160 --> 00:30:12.240
a lot less time because I'm intentional
and focused while I'm there, as I

424
00:30:12.359 --> 00:30:15.759
was when I was doing her proposal. So the likelihood of me getting that

425
00:30:15.839 --> 00:30:19.599
opportunity closing it more quickly is a
lot more likely. And if I look

426
00:30:19.640 --> 00:30:23.000
at it when I finish the year, go back and look at my roadmap

427
00:30:23.039 --> 00:30:27.039
and how everything flowed all year,
what I find is is when I learned

428
00:30:27.079 --> 00:30:33.440
to focus, then maybe instead of
having to make five sales calls to close

429
00:30:33.599 --> 00:30:38.839
an opportunity, I'm now doing it
in three. And if I'm now doing

430
00:30:38.880 --> 00:30:45.559
it in three, how much more
business am I doing this year? What

431
00:30:45.680 --> 00:30:48.599
I really loved about what you said
there, Debbie, is this notion that

432
00:30:48.640 --> 00:30:52.440
if you're looking at this every single
day, it can't get too far away

433
00:30:52.480 --> 00:30:55.759
from you, among other things.
I really think that's just splendid because I

434
00:30:55.799 --> 00:30:59.720
think what happens, and I'm so
guilty of this myself, Debbie is I

435
00:30:59.759 --> 00:31:03.480
get busy and then I start feeling
bad because I haven't been doing enough sales

436
00:31:03.559 --> 00:31:07.039
outreach, and then I start to
guilt myself, and then I start to

437
00:31:07.079 --> 00:31:10.519
avoid it, and before I note
it's been a few days and I haven't

438
00:31:10.519 --> 00:31:14.720
done anything on sales, and it's
out of it. Well, let me

439
00:31:14.720 --> 00:31:17.680
tell you. Can I just give
you one little tip in that regard that

440
00:31:17.759 --> 00:31:21.519
I tell people all the time.
You know, if you are finishing your

441
00:31:21.640 --> 00:31:25.160
day today, and I mean you've
had a rock star kind of day.

442
00:31:25.440 --> 00:31:26.839
You know you were out there,
you were doing it, you were great.

443
00:31:27.200 --> 00:31:30.799
But if you get to the end
of the day and you know you're

444
00:31:30.200 --> 00:31:34.599
actually closing your computer, you're going
to dinner, going to bed, you

445
00:31:34.599 --> 00:31:41.359
know, whatever it is, if
you have not done one thing today to

446
00:31:41.480 --> 00:31:45.039
reach out to somebody, whether it
was to send an email to introduce yourself

447
00:31:45.599 --> 00:31:49.519
or to make a phone call to
follow up on something, something that would

448
00:31:49.599 --> 00:31:56.720
move your sales needle to the right
before you close down, make one phone

449
00:31:56.720 --> 00:31:59.720
call, send one email. And
my point on that is that silly as

450
00:31:59.759 --> 00:32:02.000
it my night sound. If you've
done nothing else, then by the end

451
00:32:02.079 --> 00:32:07.839
of the week you would have made
five outreach attempts on something and twenty for

452
00:32:07.920 --> 00:32:10.720
the month. There is no way
you're going to get to the end of

453
00:32:10.759 --> 00:32:15.960
the month having made twenty outreach attempts
and something will not happen even if you

454
00:32:16.000 --> 00:32:20.160
were busy and tied up with all
these other things. No, I think

455
00:32:20.160 --> 00:32:22.720
that's absolutely beautiful, Thank you,
Debbie. And that is when we're committed

456
00:32:22.720 --> 00:32:28.160
to especially when we situate this as
an opportunity to have an impact in the

457
00:32:28.160 --> 00:32:31.160
world that we want and we're committed
to that, it's pretty easy to say,

458
00:32:31.200 --> 00:32:35.000
Look, I think I can handle
one email or one phone call before

459
00:32:35.000 --> 00:32:37.839
I fall into bed. So that's
beautiful. Thank you. Yes. And

460
00:32:37.880 --> 00:32:42.039
one other thing on that, and
I tell this on myself about ten years

461
00:32:42.039 --> 00:32:45.559
into my consulting practice. I love
my clients. I think they're stellar.

462
00:32:45.599 --> 00:32:49.640
But it occurred to me one day
that if they were unhappy, I am

463
00:32:49.720 --> 00:32:55.000
not absolutely certain they would tell me. So I hired a firm to contact

464
00:32:55.000 --> 00:32:59.640
my clients like to do surveys and
testimonials, somebody that could really carry on

465
00:32:59.680 --> 00:33:02.440
a converation, not the guy that
calls you at dinner with an annoying survey.

466
00:33:04.599 --> 00:33:07.160
The person called me back, and
before they began, they said,

467
00:33:07.200 --> 00:33:10.319
Debbie, can I tell you one
thing that every single one of them said,

468
00:33:10.839 --> 00:33:15.640
and I've never heard you say.
I thought, oh lord, well

469
00:33:15.799 --> 00:33:20.359
what it was? Every single one
of them said, the fact that we

470
00:33:20.440 --> 00:33:22.640
work together each week. The most
powerful thing I did for them was hold

471
00:33:22.680 --> 00:33:29.960
them accountable the focus every week.
They did not want to come to the

472
00:33:30.000 --> 00:33:34.759
call at ten o'clock on Tuesday and
have not done what they committed because you

473
00:33:34.759 --> 00:33:37.720
know, I'm not their business partner, their banker, nothing. You know,

474
00:33:37.720 --> 00:33:42.640
I'm not emotionally attached to them.
So to come and have not focused

475
00:33:42.759 --> 00:33:45.960
and done the thing to be held
accountable for they didn't want to do that,

476
00:33:46.559 --> 00:33:52.519
and yet in being that focused and
accountable, that's what moved it forward,

477
00:33:52.720 --> 00:33:57.759
their sales forward for them. Accountability
is a beautiful thing, and especially

478
00:33:58.079 --> 00:34:00.200
especially when obviously the people have rec
back for you and they don't want to

479
00:34:00.240 --> 00:34:06.759
let you down, therefore laying salves
down. So I appreciate that one other

480
00:34:06.759 --> 00:34:08.239
thing we have just a quick little
couples to treat this before we go on

481
00:34:08.239 --> 00:34:12.400
our next break. Here is you
do talk about the importance of having enough

482
00:34:12.400 --> 00:34:15.159
sales time on the calendar. You've
been talking a little bit about this,

483
00:34:15.280 --> 00:34:20.079
but I think it's so important to
presence this for our listeners, about sales

484
00:34:20.159 --> 00:34:22.760
time on the calendar. Can you
say more about that? Yes? And

485
00:34:22.880 --> 00:34:27.559
so, you know, looking at
what you're needing. You know, if

486
00:34:27.599 --> 00:34:30.679
you have laid out your roadmap,
you know what the sales dollars are for

487
00:34:30.719 --> 00:34:36.480
you that you need to do this
year. You know the data behind what

488
00:34:36.519 --> 00:34:38.760
you've done before. It took you
three sales calls, twenty sales calls,

489
00:34:38.800 --> 00:34:43.639
you know whatever it was and all. Then when you're laying out your year

490
00:34:43.920 --> 00:34:46.239
and your look and I'm really talking
about your year here three hundred and sixty

491
00:34:46.280 --> 00:34:52.519
five days. Then each week when
you look back at your past three hundred

492
00:34:52.519 --> 00:34:55.679
and sixty five days and how much
time you spent selling, you know what

493
00:34:55.800 --> 00:35:00.400
was that? Was it five hours
a week? Was it twenty hours a

494
00:35:00.440 --> 00:35:04.440
week? Are you full time?
Is your only thing? Sales forty hours

495
00:35:04.519 --> 00:35:08.639
a week? And so I believe
that people should this should be on your

496
00:35:08.679 --> 00:35:13.760
calendar like if I had an appointment
with you at five PM, I will

497
00:35:13.800 --> 00:35:16.639
be at that appointment and on time. I would not miss it. And

498
00:35:16.840 --> 00:35:22.920
I believe scheduling sales time for yourself, whether it's to make your calls or

499
00:35:22.960 --> 00:35:25.880
to write your proposals, to whatever
it is, and have that on your

500
00:35:25.920 --> 00:35:31.000
calendar like it is an appointment,
you would not break with your best client.

501
00:35:31.679 --> 00:35:36.119
I think that is critical, whereas
what most people do is like,

502
00:35:36.159 --> 00:35:37.880
oh, i'll get to it,
I'll get to it. I've got five

503
00:35:37.880 --> 00:35:40.519
minutes here, I've got ten minutes
there, and better five or ten minutes

504
00:35:40.599 --> 00:35:47.239
than nothing. But I believe really
planning your time, that it is specific

505
00:35:47.360 --> 00:35:53.119
and includes sales time on your calendar
is critical to your sales success. I

506
00:35:53.199 --> 00:35:57.880
completely agree with that. I do
practice that, and most of the time

507
00:35:57.920 --> 00:36:00.079
I honor it. However, I
do understand the importance it well. But

508
00:36:00.239 --> 00:36:04.199
even if you don't, if you're
doing it forty eight weeks of the year

509
00:36:04.199 --> 00:36:07.599
and not fifty two, let me
tell you I've be given you platinum stars.

510
00:36:07.639 --> 00:36:10.800
I will take them. Miss Debbie, thank you, And with that,

511
00:36:12.000 --> 00:36:15.079
let's go into our last break.
I'm Elise Cortez, your host.

512
00:36:15.079 --> 00:36:16.719
We've been on the air with Debbie
Meriaac. She is the president of the

513
00:36:16.760 --> 00:36:22.119
Sales Company, a Texas space firm
that is helping hundreds of entrepreneurs, individuals,

514
00:36:22.159 --> 00:36:25.280
and corporations better assess, understand,
and engage in practical, purposeful selling.

515
00:36:25.679 --> 00:36:29.440
She joined it today from Plano,
Texas. We've been talking a bit

516
00:36:29.480 --> 00:36:31.360
about the strategy for selling. In
the last segment, we're going to talk

517
00:36:31.360 --> 00:36:35.639
about socializing and getting help with the
sales that we need. Stay with us,

518
00:36:35.679 --> 00:36:38.960
We'll be right back. Alis Cortes
is a speaker and engagement and development

519
00:36:39.000 --> 00:36:45.719
catalyst. She designs and delivers professional
development, leadership and engagement workshops and can

520
00:36:45.760 --> 00:36:50.599
bring her expertise to your organization.
She will help ignite meaningful development within your

521
00:36:50.639 --> 00:36:54.760
workforce that will increase employee engagement,
performance and retention. To learn more or

522
00:36:54.840 --> 00:37:00.639
to invite Elise to speak to your
organization, please visit her atwt Elise Coortes

523
00:37:00.719 --> 00:37:06.480
dot com. She would welcome the
opportunity to help get your employees working on

524
00:37:06.559 --> 00:37:16.760
purpose. This is working on Purpose
with Elise Cortes. To reach our program

525
00:37:16.800 --> 00:37:23.480
today, send an email to a
lease Alise at Aleasecortes dot com. Now

526
00:37:23.960 --> 00:37:29.519
back to working on purpose. If
you're just tuning in. My guest is

527
00:37:29.519 --> 00:37:32.199
Debbie Mouriaac, the president of the
Sales Company, a Texas space firm that

528
00:37:32.280 --> 00:37:37.880
is helping hundreds of entrepreneurs, individuals, and corporations better assess, understand and

529
00:37:37.920 --> 00:37:40.559
engage in practical, purposeful selling.
She is a high energy, get it

530
00:37:40.599 --> 00:37:45.440
done sooner than later, kick butt
and take name sales coach, consultant,

531
00:37:45.519 --> 00:37:49.559
trainer, speaker and author. I'm
your host, Elise Cortes. So for

532
00:37:49.639 --> 00:37:52.519
this last final segment here, I
think it will be fun to finish with

533
00:37:52.559 --> 00:37:55.719
the idea of how we can socialize
and get help with sales, along with

534
00:37:55.800 --> 00:38:00.880
of course celebrating, sounds pretty good
to me. The idea of sales being

535
00:38:01.079 --> 00:38:06.280
a social and collaborative process. We
all know that we can use help selling

536
00:38:06.360 --> 00:38:09.679
sometimes. Whether we're single entrepreneurs,
we're leaders in a sales team, or

537
00:38:09.679 --> 00:38:14.199
in a large organization, we all
need some help. So talk with this

538
00:38:14.280 --> 00:38:19.239
Debbie about how you help people across
different camps tap others for help and selling.

539
00:38:19.920 --> 00:38:22.840
You bet so. I believe in
something that is called the rule of

540
00:38:22.920 --> 00:38:28.119
two fifty. You know, everybody's
heard about the Kevin Bacon six degrees of

541
00:38:28.159 --> 00:38:31.039
separation. You know, think about
the rule of two point fifty really being

542
00:38:31.079 --> 00:38:36.400
that process. So each and every
one of us, and you and I

543
00:38:36.519 --> 00:38:39.440
on this call, and I'm sure
many of your listeners here know many more

544
00:38:39.519 --> 00:38:44.119
than two hundred and fifty people.
But basically what this is. You could

545
00:38:44.159 --> 00:38:47.480
do this with a pencil and paper. Who are your family? You know?

546
00:38:47.840 --> 00:38:52.679
Who are they? You go home? My favorite story I tell is

547
00:38:52.719 --> 00:38:55.079
a client that i'd had for four
years. And I promise you, Elise,

548
00:38:55.119 --> 00:38:59.119
if you met this man in a
professional situation, you would have been

549
00:38:59.599 --> 00:39:04.199
very pressed his expertise, how he
carried himself, his brilliance. But every

550
00:39:04.239 --> 00:39:07.360
year at the holidays, when this
man talked about going home to his family,

551
00:39:07.400 --> 00:39:09.360
you would think he was raised by
wolves. He could not be this

552
00:39:09.519 --> 00:39:14.039
wonderful and be raised by wolves.
So one year, four years in,

553
00:39:14.360 --> 00:39:17.280
I was just exasperated, Like many
people in Dallas, we're from somewhere else,

554
00:39:17.320 --> 00:39:21.360
so we're going away. We're only
seeing these people once a year.

555
00:39:21.760 --> 00:39:23.519
And I said to him, you
know, I see you in our community

556
00:39:23.639 --> 00:39:28.639
doing wonderful things. I see you
at a chamber of event. You have

557
00:39:28.760 --> 00:39:30.760
no problem talking to strangers about what
they do, what you do, and

558
00:39:30.840 --> 00:39:34.840
awe, so why don't when you
go home to your family, you act

559
00:39:34.880 --> 00:39:37.679
like you don't know them and treat
them like you do these strangers. Well,

560
00:39:37.719 --> 00:39:42.360
he says to Marie Mariaac, you
make me nuts, And I said,

561
00:39:42.360 --> 00:39:45.719
well, you make me nuts,
because I can't believe your family could

562
00:39:45.760 --> 00:39:49.360
be this bat. I'm sure they
do something the other three hundred and sixty

563
00:39:49.360 --> 00:39:52.079
four days of the year. Fast
forward Monday morning, I have a voicemailed.

564
00:39:52.079 --> 00:39:55.719
The voice on there is screaming.
I don't mean talking loud, screaming,

565
00:39:55.760 --> 00:39:59.719
and for a moment I didn't know
who it was, but the voice

566
00:39:59.760 --> 00:40:05.159
said, Riaac, I hate your
guts. Call me. I realize,

567
00:40:05.440 --> 00:40:07.639
Oh, into my client. Yes, and so he's been my client for

568
00:40:07.679 --> 00:40:12.000
four years. Obviously, with this
voicemail, I'm assuming he is not going

569
00:40:12.079 --> 00:40:15.480
to be my client past today.
So I'm honoring enough that I do call

570
00:40:15.559 --> 00:40:19.119
him and go what He doesn't say? Hello? How are you's at?

571
00:40:19.119 --> 00:40:22.599
Debbie? Who is the number one
company I have been trying to get into

572
00:40:22.719 --> 00:40:27.519
for four years? I said,
General Electric? And he said, guess

573
00:40:27.519 --> 00:40:30.360
who my uncle is. I said, I have no clue. His uncle

574
00:40:30.519 --> 00:40:36.679
was the president of a division of
General Electric. I could not hardly contain

575
00:40:36.719 --> 00:40:38.639
myself when I ask him, and
how long has he been your uncle?

576
00:40:39.360 --> 00:40:45.039
Forty five years? I howled.
My point in this, in the rule

577
00:40:45.079 --> 00:40:49.360
of two fifty, is all of
us know people, and in this day

578
00:40:49.440 --> 00:40:53.400
and time, it is totally acceptable
to be collaborative in our sales and what

579
00:40:53.480 --> 00:40:59.159
we're doing. So when we know
people, we assume we know two fifty

580
00:40:59.280 --> 00:41:01.440
they know to fifty that one knows
two fifty, you don't know who they

581
00:41:01.519 --> 00:41:06.400
know. So if you are doing
a great job in your sales and you

582
00:41:06.440 --> 00:41:09.719
have identified who it is that you
want to do business with, it may

583
00:41:09.800 --> 00:41:14.159
just be a company name. I'm
not even talking about an individual human name,

584
00:41:14.480 --> 00:41:17.400
but a company name. And you
ask, you're two fifty, does

585
00:41:17.519 --> 00:41:22.960
anybody know anybody at XYZ company?
Somebody is going to know them and guess

586
00:41:22.960 --> 00:41:30.920
what they are delighted to introduce you. I know that just sounds so basic,

587
00:41:30.000 --> 00:41:35.159
but so I know, but it
is the deal that when you do

588
00:41:35.199 --> 00:41:37.400
that, and this is the same
for somebody finding a job. You know,

589
00:41:37.440 --> 00:41:39.760
you know, I'm not going to
go research all night who you need

590
00:41:39.760 --> 00:41:43.880
to go to work for. But
if you do that research, tell me

591
00:41:43.920 --> 00:41:46.400
who you want and I know them, I will introduce you. I expect

592
00:41:46.440 --> 00:41:51.400
you to be excellent enough to close
the deal yourself, but I will be

593
00:41:51.440 --> 00:41:53.840
your advocate. I will introduce you. Well, this is what I have

594
00:41:54.000 --> 00:41:59.159
learned, this rule of two fifty
for myself now where people bring me business

595
00:41:59.239 --> 00:42:01.920
and when I want something and I
don't know them, I feel very comfortable

596
00:42:01.960 --> 00:42:06.599
now going out to my two fifty, which is probably more like ten thousand,

597
00:42:06.920 --> 00:42:10.079
and saying hey, who knows who? And then tell me, so,

598
00:42:10.280 --> 00:42:16.880
how much shorter is my sales cycle
in engaging others in my success?

599
00:42:19.000 --> 00:42:22.280
This is a powerful tool for all
of us. And I will tell you,

600
00:42:22.320 --> 00:42:27.679
even myself sometimes I forget, well, what I love about it is

601
00:42:27.679 --> 00:42:31.639
the simplicity of what we've been talking
about is sales is a conversation and a

602
00:42:31.679 --> 00:42:37.039
relationship. It's just that simple.
So what a way to take us take

603
00:42:37.079 --> 00:42:40.119
us in here. So now on
the other side of that, now we

604
00:42:40.199 --> 00:42:44.239
have to talk about this because we
know what this is in existence for a

605
00:42:44.280 --> 00:42:46.679
lot of people too, this whole
notion that at some point most of us

606
00:42:46.760 --> 00:42:50.960
will likely find ourselves in some kind
of a slump in sales over time.

607
00:42:51.000 --> 00:42:53.639
The peaks and valleys that happen,
right, So when you work with people,

608
00:42:53.679 --> 00:42:57.639
Debbie, how do you recommend we
lead on others to help us through

609
00:42:57.639 --> 00:43:00.280
the slump period, or what can
we do to get out of that slump

610
00:43:00.360 --> 00:43:05.840
period? I believe the number one
thing to do if you're in a slump

611
00:43:06.599 --> 00:43:12.840
is tell someone the truth. No, the truth. Not just I'm in

612
00:43:12.880 --> 00:43:15.480
a slump, but at least can
I talk to you? Can I have

613
00:43:15.519 --> 00:43:21.159
a cup of coffee? At least
I am really struggling. It has been

614
00:43:21.199 --> 00:43:25.119
a tough six months. I have
fourteen proposals in the pipeline. I haven't

615
00:43:25.159 --> 00:43:29.840
been able to close. I'm not
going to be able to make my mortgage,

616
00:43:29.880 --> 00:43:31.440
my rent, you know, my
kids going to You know, whatever

617
00:43:31.559 --> 00:43:37.119
the truth is for you, when
you speak it and let it go versus

618
00:43:37.360 --> 00:43:44.480
holding it in keeping it in,
something changes in that speaking it. Even

619
00:43:44.519 --> 00:43:47.840
if the other person cannot do anything
about it, but they have heard you,

620
00:43:50.760 --> 00:43:53.280
it changes. It just starts to
set you free, doesn't it.

621
00:43:53.280 --> 00:43:59.079
It does. And also, oftentimes, you know, when we speak it

622
00:43:59.239 --> 00:44:01.440
versus what we've and just telling ourselves
over and over in our head. When

623
00:44:01.440 --> 00:44:07.320
we speak it and say it out
loud, sometimes it's not as bad as

624
00:44:07.440 --> 00:44:10.199
what we've been telling ourselves. And
somebody else hears it and says, boy,

625
00:44:10.280 --> 00:44:14.360
how do I hear you? But
have you thought about this? And

626
00:44:14.400 --> 00:44:19.400
that one thing is just like,
oh my heavens, I haven't thought about

627
00:44:19.400 --> 00:44:22.159
that. You're an intelligent human being. But when they say it, you're

628
00:44:22.159 --> 00:44:25.519
going I can't believe I haven't thought
about that. So I think the very

629
00:44:25.599 --> 00:44:29.440
best thing. And I tell people
this all the time when it's a tough

630
00:44:29.519 --> 00:44:31.800
road to hoe or something, call
somebody, have a cup of coffee.

631
00:44:31.840 --> 00:44:37.280
Tell the truth to one person.
Oh, Debbie, that's brilliant. It's

632
00:44:37.320 --> 00:44:39.480
just music to my ears as well. I'm right there with you. Okay,

633
00:44:39.519 --> 00:44:42.480
we're coming close to the edge of
the show, and I have two

634
00:44:42.480 --> 00:44:45.719
more questions I want to get out
of before we dash. So the next

635
00:44:45.719 --> 00:44:49.960
thing is you talk about the importance
of celebrating sales success. Say more about

636
00:44:50.000 --> 00:44:52.840
that. Why is celebration important?
And what does it look like? Okay,

637
00:44:53.119 --> 00:44:58.440
So oftentimes I think we you know, a sale for some people can

638
00:44:58.440 --> 00:45:00.159
take a day, a week,
you know, three years, it doesn't

639
00:45:00.199 --> 00:45:05.199
matter. You know, it's all
different. But we work so hard and

640
00:45:05.320 --> 00:45:07.880
getting this sell and doing it and
like, okay, it's done. Next,

641
00:45:08.400 --> 00:45:14.320
No, what if we take a
moment and really, I mean really

642
00:45:14.559 --> 00:45:20.400
like whoa, whoa. Celebrate it, talk about it, What is it

643
00:45:20.599 --> 00:45:23.079
really? How did it happen?
What really happened? What did you really

644
00:45:23.159 --> 00:45:28.360
do to make this happen? Celebrate
Even if you're a one person business like

645
00:45:28.440 --> 00:45:30.239
me. You know, obviously,
you know, not everybody wants to hear

646
00:45:30.280 --> 00:45:34.320
it. But I have a group
of colleagues and friends that I can call

647
00:45:34.360 --> 00:45:36.320
and say, oh my gosh,
you know, I worked on this.

648
00:45:36.480 --> 00:45:38.599
It took me a year and I
did it, you know, and celebrate

649
00:45:38.679 --> 00:45:45.519
and really understand what you did so
you can duplicate it instead of just moving

650
00:45:45.599 --> 00:45:46.719
on to the next one, like, Okay, great, that happened.

651
00:45:46.760 --> 00:45:52.960
Next, Oh, own it,
feel it, luxuriate in it, love

652
00:45:53.000 --> 00:45:59.519
it, tell people and do it
again. Wie, that's gorgeous. Okay,

653
00:46:00.159 --> 00:46:04.440
all right, last question here.
You I like to give my guests

654
00:46:04.440 --> 00:46:06.639
that the last word, if you
will. And you know, this show

655
00:46:06.800 --> 00:46:10.039
airs globally, and people listen to
it to be able to better meaningfully and

656
00:46:10.079 --> 00:46:14.639
productively connect with their work in a
more purposeful way, and leaders listen to

657
00:46:14.679 --> 00:46:19.480
it to be able to find ways
to inculcate purpose and meaning into their teams.

658
00:46:20.559 --> 00:46:22.920
Knowing all that as a backdrop,
what would you like to leave our

659
00:46:22.920 --> 00:46:25.800
listeners with today, I would like
to leave them. What I always leave

660
00:46:25.840 --> 00:46:32.239
my clients or my audience with is
no matter where you are, where you

661
00:46:32.280 --> 00:46:37.039
are, you know, because generally
what we focus on is where we aren't

662
00:46:37.079 --> 00:46:40.000
at. You know, I haven't
done or this or that. But what

663
00:46:40.079 --> 00:46:45.679
I tell people is to remember,
you do not have to be great to

664
00:46:45.760 --> 00:46:50.880
get started. It doesn't matter what
you don't have, whether it's money or

665
00:46:50.920 --> 00:46:54.039
talent or skills or resources. You
don't have to be great to get started,

666
00:46:54.199 --> 00:46:59.159
but you do have to get started. To be great, you have

667
00:46:59.320 --> 00:47:01.960
to do something. So you don't
have to be great to get started.

668
00:47:02.039 --> 00:47:06.199
Don't worry about that. You've got
this concept, you've got this idea,

669
00:47:06.239 --> 00:47:10.679
you've got this goal, but you
do have to get started. Do something.

670
00:47:10.800 --> 00:47:15.599
Take one action one and when you
do that one and something happens,

671
00:47:15.719 --> 00:47:19.400
then you'll do it again. So
you don't have to very great to get

672
00:47:19.400 --> 00:47:23.119
started, but you do have to
you do have to start to be great.

673
00:47:23.840 --> 00:47:27.840
That's fantastic way to close. Debbie, thank you. This has been

674
00:47:27.920 --> 00:47:32.000
such an inspiring, encouraging, uplifting, energizing conversation. Thank you so much

675
00:47:32.039 --> 00:47:37.320
for being my guest. Thank you
so much for having me and my best

676
00:47:37.360 --> 00:47:40.679
to you and your audience. I
love my audience. I love that they

677
00:47:42.000 --> 00:47:44.480
interact and engage and let me know
if they get out of the show.

678
00:47:44.639 --> 00:47:46.679
So for you, I want to
make sure they know how to find you.

679
00:47:46.719 --> 00:47:51.119
So if you want to learn more
about Debbie or the brand new membership

680
00:47:51.119 --> 00:47:54.559
program Great Salespeople she's working on to
help you excel at sales, visit her

681
00:47:54.599 --> 00:48:01.360
website. It's the Hyphensales Hyphencompany dot
com. Again, the Hyphen Sales Hyphencompany

682
00:48:01.400 --> 00:48:05.840
dot Com. Next week, we'll
be on the air with author speaker consultant

683
00:48:05.920 --> 00:48:09.559
Zach Mercurio talking about his latest book, The Invisible Leader, Transform your Life

684
00:48:09.639 --> 00:48:14.119
Work an organization with the power of
authentic Purpose. Can't wait to talk to

685
00:48:14.199 --> 00:48:15.079
him. I've read his book and
I want to share him with you.

686
00:48:15.159 --> 00:48:19.000
So see you then, remember that
workers at least one third of our life.

687
00:48:19.039 --> 00:48:23.079
So let's work on Purpose. Well
you hope you've enjoyed this week's program.

688
00:48:23.440 --> 00:48:29.199
Be sure to tune in to Working
on Purpose featuring your host Alis Cortes,

689
00:48:29.480 --> 00:48:34.199
each week on the Voice America Empowerment
Channel. This week, find your

690
00:48:34.239 --> 00:48:36.119
life's purpose at work