scale

During the Cold War, the United States was competing with the Soviet Union. They needed a major way to get ahead and secure ultimate nuclear supremacy. What’s that have to do with your business? How does it help you design your business for success? 

Keep reading…

You see – 

The Navy came up with the idea of a submarine-based missile system, armed with a nuclear warhead. The aim was for this missile to have the dexterity to strike anywhere in the world at a moment’s notice. Setting aside personal feelings… Imagine setting out to accomplish such a massive goal.

There was only one problem…

The technology to create it didn’t exist yet.

Did they pack up their bags and go home? Were hands thrown up in the air in despair? 

NO!

However, what happened next might surprise you…

They developed a brand new method to address the problem. It was developed specifically for the Polaris Missile Project. 

On January 20th, 1960, the United States launched the first Polaris missile (without a warhead) and accurately hit a target. And just like that, the US went from being ranked 7th or 8th military power in the world to #1. 

The good news is… There is a process to take you from the unknown territory you might find yourself in right now to appear like an overnight success. Think about it… to the outside world, your business appears to transform and create miracles and magic overnight.

What’s this process?

I’ll tell you, after I share a quick story. 

Early in the morning on December 7th, 1941, about 350 Japanese fighter bombs wrecked Pearl Harbor and destroyed the Pacific Fleet of the United States. 

Two days later, the United States declared war on Japan. Two days after that, Germany declared war on the US. At that point, the US (which was a 7th or 8th ranked military power in the world) was fighting two wars, and they had to figure out how to win. 

The allies did find victory. 

And it all started with a process. 

The process began with this thought: How do we reach a place where this never happens again? 

And then another: We want to be the number one ranked military in the world. 

(Sounds familiar? In business, aren’t we always trying to reach that number one rank?) 

How did they pull off such a complex operation?

Similarly, in 1962, John Fitzgerald Kennedy stood on a podium at Rice University and announced that, by the end of the decade, the United States would put a man on the moon.

What gave him the confidence to do that? 

Would it surprise you to know the same process used to build and launch the Polaris Missile Project was the same process used to get Neil Armstrong and his team safely to and from the moon… as well as the planning for the 1968 Winter Olympic Games! 

By now you’re probably yelling at your screen, “Just tell me the process, Blair!”

I know I would be, haha. 

It’s called Program, Evaluation, Review, and Technique. Most people refer to it as PERT.

The first step in this process is to create your goal. That’s the easy part. From there, most people put the steps to accomplish their goal in place. Unfortunately, that’s not how PERT works. 

You work backward from the future when following PERT. 

You start at your goal and move back in time. 

You look at the final result and ask yourself — what happened before that? When you’ve got the answer in place, you keep moving backward and travel from the unknown into the known. 

That’s what an entrepreneur does. 

A true entrepreneur doesn’t strive for redundancy. They create something that was not there before — an artifact, a tool that can become an asset in business. 

Fast forward — the United States went from the 8th ranked military power to number one. They put a man on the moon and brought him back safely. All thanks to the process of PERT.

PERT is a skill every entrepreneur needs. Click here for a short video about how it works >>

Business owners need great salespeople on the team. After all, there is no income for a business without making sales. If sales are your passion and profession, it’s your opportunity to shine.

A great salesperson doesn’t have to come from a college degree. The foundation of a great salesperson comes from raw material — a substance that can turn anyone into an effective purveyor of business goods and services.

There are six things you must remember in order to be an outstanding salesperson. Those six things for success are as follows: 

1. The highest energy wins. 

You have to have high energy to be excellent in sales. 

If you’re a parent, think about this in terms of your kids. If your kids’ energy is higher than yours, who’s going to ‘win’ in that situation? Hint: It’s usually them. 

Slumps are easy to fall into but should be avoided at all costs by someone in sales. A good salesperson can state, shift, and increase the level of their mood at a moment’s notice. 

2. Persistence is key. 

You don’t have to be an attack dog to be successful, but you do have to be a dog in a sense. 

Dogs are persistent in the best way — they love you no matter what, and they don’t give up on you. They’re as loyal as the day is long. Much like a good dog, those are also attributes of a good salesperson.

A good salesperson is persistent in everything they do; they take a dogged approach to life. They don’t quit. They’re persistent in their practice. They keep calling until they get the deal. 

3. Be 100% real. 

People want to talk to somebody that they feel they can trust. In order to create that connection, your thoughts, values, actions, and beliefs should all be congruent. You have to let people know that what they see is what they get. 

Tell the truth. 

If somebody asks you a question and you don’t know the answer, don’t make one up. Tell them you can call someone to figure it out or at least put in effort researching it. Never pretend to be someone that you’re not. This will win you trust, respect, and the favor of the people. 

Remember, it’s a conversation you’re having. Not a performance you’re putting on. 

4. Get meticulous with follow-ups. 

Just because you’re ready to sell doesn’t mean your customer is ready to buy. So, if you continue to follow up in a meaningful way (not pestering), there will come a time where they will entertain your pitch. 

Follow-ups are difficult for many salespeople, so you’ve got to implement a strategy. Try a list management system, Outlook, or something else that works for you. 

If somebody gives you any hint on how you can follow up with them, do it. And if they don’t give hints, find good reasons to follow up. Find ways to connect with them on their level, and these methods can act as your lead-in. The common ground between the two of you will build trust. 

5. Be accountable. 

You want to be accountable to numbers as a salesperson.

Every sales organization has a selling cycle that includes the steps of generating a sale, and all of those steps get measured. The accountability to these measurements doesn’t mean that the numbers are always good. It means you’re keeping track of them to consistently improve the cycle. 

It always helps to have an accountability partner. That way, you can keep each other in check. 

6. Be a committed student. 

You’ve got to love studying the art of selling. 

You’ve got to know that you get a little better at your craft every time you study that art. You close a few more deals. Your numbers go up a little more. It’s as simple as that.

Lifelong sales students are also crazy committed to learning the art of negotiation, persuasion, and communication. You must be relentless about absolutely everything, studying the business down to its core, and studying your clients as well. 

You should have the drive to study everything about your market and your niche. When you talk to your customers, you’ll know exactly what to say — thanks to all this studying, you’ll practically be able to read their minds. 

Sales Greatness is a Lifelong Journey

Sales is a skill you can refine and develop.

Your commitment and passion to becoming a great salesperson already has you starting strong in this lifelong journey of success.

You’ve already taken an important step to becoming a great salesperson — you have the initiative. 

We both know to close a sale, your market or audience needs to know, like, and trust you. 

And… you never get a second chance to make your introduction. 

In fact, the hard truth is, you have about 10 seconds before people form an impression and opinion of you. It may not be right… it might not be fair, yet… once they form their opinion, it could take you months or years to change it… If EVER.

To be confident, you MUST quickly and concisely establish credibility, respect, trust, and likeability in a compelling way.

Let’s face it, introducing yourself to a group, a room, or a stranger at a networking event can be terrifying. When it’s time to overcome your fear, and present your best self, I made this for you, I think it’ll help…

It takes less than 10-minutes to complete, and results can last you a LIFETIME! [Click Here] >>

Be Awesome!

As the pandemic fades into the past…If it has taught me anything, it’s that nothing good comes from waiting. In order to lead a happy and successful life, you have to make changes. And… You have to make them yourself.  Here are 9 changes you can make to answer the question “Where do we go from here?” 

1. Stop Waiting 

If you want a happy and successful life, you have to take action now. That means, take initiative and get in control of your own destiny. Don’t ever put your life in the hands of someone else – keep a firm grip on your own steering wheel. 

2. Value Connection

During the pandemic, I learned along with millions of others that connection is priceless. No matter the form, you have to learn how to connect with others. If you don’t have people to connect with, use tip number one – take initiative and create a group. 

3. Create A Community

Your team is your number-one asset, and it’s easy to create a community these days on social media – even if it’s just 20 – 30 people that follow you. That community will become your tribe, and that tribe will become your customers. 

For some reason people seem to feel down and out when they have 20-30 followers, or just a few people on a live cast.  Imagine speaking in front of a room of 20-30 of your most interested fans to put it into perspective.  That’s how you beat your Little Voice. 

4. Keep an Eye on Your Health

Your health is your responsibility, and you have the ability to manage it and make your body as strong as you possibly can. It’s hard work, but it’s worth it – you’ll lead a long, happy life and feel better about yourself along the way. 

5. Keep an Eye on Your Wealth

Get your financial education and stay committed to your financial well-being. Don’t push the responsibility off on someone else, because it’s yours alone to take care of. 

6. Be Vigilant

Watch what’s going on around you and look at the big picture. Keep your head on a swivel. Make judgments based on your own truth without depending on what others say and do. 

Own your decisions… and remember to take action. 

7. Unify People

This isn’t a skill that’s taught in school – you’re going to have to learn through trial and error. It’s not easy, but a unifying leader will encourage people to bring people together with a common goal and a common vision. 

8. Eliminate Uncertainty

All problems can be solved. If you’re confused and worried, those feelings are going to block out your vision. Eliminate the fear and uncertainty that surrounds decision-making. If you work through your uncertainty, all sorts of opportunities will present themselves. 

9. Know Your Brand

Your brand is what you deliver on a constant basis, and it’s how you create a successful future. You don’t need a ton of people to create one, but you do need a reliable team. If you don’t have a team, join one that shares your same values. 

If you put these pieces together, you can create the best of times for your business.

What changes have you already made to lead a happy and successful life?  Click here to join the conversation >>

Keep in mind, your business is a journey. 

Part of that journey is allowing your market or audience the opportunity to know, like, and trust you. 

And… you never get a second chance to make your introduction. 

In fact, the hard truth is, you have about 10 seconds before people form an impression and opinion of you. It may not be right… it might not be fair, yet… once they form their opinion, it could take you months or years to change it… If EVER.

To be confident, you MUST quickly and concisely establish credibility, respect, trust, and likeability in a compelling way.

Let’s face it, introducing yourself to a group, a room, or a stranger at a networking event can be terrifying. When it’s time to overcome your fear, and present your best self, I made this for you, I think it’ll help…

It takes less than 10-minutes to complete, and results can last you a LIFETIME! [Click Here] >>

Be Awesome!

If you achieve anything — scalable business, finding the love of your life, good health, or whatever it is – it always requires work.

You got to do your work — one step at a time.

If you’d like to tie together all the 8 steps to reach the apex of your business, press “Play” and turn up the sound on the video above. 

If you’d like to go even faster, click here >>

This video is part of my Business Apex series about moving from Self Employed to fully scalable Business. Click here for a deep dive into the first step to get started your journey >>

This is the entrepreneur’s dream — to build something, create a legacy for yourself, and get your business to work for you … not to work for it.

I made this video for you to show you exactly what NOT to do as you scale your business to its Apex. I will also show you what to do instead.  

Click “Play” on the video above for the 8th and final step on the path to grow your business and to scale it to a place where you have to have a business that will run with OR without you.

Your business is a journey. 

Scaling your business is an adventure.

Is it an adventure you’d like to go on? 

If you’d like to get there fast, press “Play” and turn up the sound on the video above. If you’d like to go even faster, click here >>

If you missed the 1st step to moving from self employed to fully scalable business…

Your journey to a scalable business starts here (Click here) >>

Without this… you CANNOT scale your business. 

Without it… you will be forever stuck in the rat race. 

You see… Your business… your team looks up to you as a leader in business.

They rely on your direction and your vision to grow — personally, professionally and scale your business.

The problem with most entrepreneurs, solo entrepreneurs, is this… as you get better at something, it all becomes about you.

Your ability to see the future. Your ability to have a great vision. Your ability to execute and to sell your ideas or products. Your ability to make things happen. 

While it might be flattering… 

… it will never allow you to grow your business.

Without this seventh step on this path to your scalable business where you can get out of the rat race of your own business, it’ll never happen.

Click “Play,” turn up the sound, and watch until the end of the video above.  Inside, you will get the keys to making it through the 7th step to growing your business. 

To go even faster, click here >>

If you missed the 1st step to moving from self employed to fully scalable business…

Your journey to a scalable business starts here (Click here) >>