Turn Your Haters Into Motivators

By Jeb Blount, Sales Podcast Host and CEO of Sales Gravy

In one of my favorite sales books, The Hired Gun, author Robert Workman explains that as your success increases so will the distain of people who resent and hate you for your accomplishments. As a top Sales Professional I’m sure you have had to combat and deal with the envy of others. Losers have always been quick to offer up jealousy as a tribute to excellence. Why? Because they wish that they could be like you and know that they never will be.

As an Elite Athlete of the Business World™ you bring in the sales that keep your organization in business. You get up every morning and give 100% of yourself, while the mediocre people in your company are usually only giving 50% themselves. Instead, they spend the remainder of their time playing politics and looking for ways to hinder high-achievers. They work hard to drag you down as a way to build themselves up. This seems illogical and ridiculous to top performers, and many, rather than deal with this insanity, will quietly exit their organizations. Sometimes these stupid games cause you to feel depression, self-doubt and feelings of isolation. But, it doesn’t have to be this way. In fact, with a little bit of focus, you can get the last laugh by turning your haters into your motivators.

Early this year while I was discussing my excitement over my new book PowerPrinciples, with a good friend, he said, with a very serious tone, “Jeb, you know there will be haters.” I brushed off his statement responding naively that I couldn’t understand how anyone would hate me for writing a book. But, to my surprise and disappointment there were haters and on more than one occasion I was forced to overcome obstacles dealt my way by these short-sighted people. Each time this happened I was initially discouraged but then with encouragement from friends, I bounced back more determined than ever. Soon I learned to welcome the ire of my haters. I found that I could channel their hate into motivation. By turning my haters into motivators my drive to succeed became stronger, my joy from accomplishment reached new heights; and, I got the ultimate revenge by achieving my dream.

Three PowerPrinciples for Turning Your Haters into Motivators

Keep Good Company: Your relationships have a direct impact on your belief system and attitude. Surround yourself with high achievers. When others try to pull you down your high achieving peers will support and encourage you to break through the hurt and win again.

Protect Your Belief System: As losers work to tear you down, your belief system may take a hit. You may even begin to doubt yourself and your abilities. A strong belief system is vital for success in sales. Make sure that you are listening to inspiration programs in your car, that you take time for prayer and contemplation and that you manage your self-talk.

Don’t Get Even - Get Better: When someone hurts you it is human nature to want to get even. Your body fills with energy and adrenalin for revenge. Take advantage of that gift of energy to invest in yourself to get better, stronger and become even more powerful in your skills. Remember, achievement is the ultimate revenge.

Jeb Blount is the author of PowerPrinciples and the CEO of SalesGravy.com, the fastest growing international networking community for the Sales Profession. Jeb is also the host of the top ranked Sales Gravy Podcast.

Take the next step in your Sales Career and join The Sales Gravy Nation today!

span>

The Lost Art of the Handwritten Note

By Cyndi Gundy and Jeb Blount

We’ve all experienced this moment. We pick up the stack of mail the postman just delivered. We scan the bills, flip through the pre-approved credit cards and mortgage offers and then we see it. There it is, in all its glory: the Holy Grail of snail mail - the handwritten note.

It’s the real thing. Blue cursive writing, a familiar name in the upper left hand corner, and a genuine, postage stamp! We smile with anticipation as we slowly open the envelope and pull out the handwritten note card.

Dr, Donald Clifton in his best selling book, How Full is Your Bucket ,said “Each of us has an invisible bucket. It is constantly emptied or filled, depending on what others say or do to us. When our bucket is full, we feel great.” That little note card tells us that someone was thinking about us – that they care about us. It feels great and for a moment we feel special and our bucket is full.

Technology and the speed of communication in the 21st century have made the personal handwritten note, a dying art. Most of us have to think really hard to remember the last time we got one. But this is good news for high performing Sales Professionals. You see, in this void, your simple, handwritten note will stand out. Your customers will remember you. Your friends will appreciate you, and the people in your network will feel more connected to you.

They will associate you with the good feeling they received when they pulled your note out of their stack of junk mail. And that association is powerful because it translates into customer retention, long-term relationships, increased sales, and ultimately more money in your pocket.

My good friend and master networker Paul James says that a handwritten note is a small touch that makes a big impact. I’ve often heard him remind others that in sales the little things count. With just a little extra effort, you will connect with future prospects, strengthen your business network, and build stronger personal relationships. When you send a short, handwritten note, you tell the recipient that they are important and you create a positive emotional experience that they will not forget.

Four PowerPrinciples for Gaining the Winning Edge with Handwritten Notes

Be Prepared: Develop the habit of carrying note cards and stamps with you at all times. Set a goal of sending 2-3 handwritten notes each day.

Time is of the Essence: Handwritten notes should be sent within 24 hours if you are thanking the recipient for something specific. Make it a habit to send a handwritten, thank you note after every meeting with a customer or prospect. Write the note before your next appointment and drop your notes in the mail box at the end of the day.

Ping Your Network: Develop a correspondence schedule, ensuring customers, friends, and your network are “touched” several times each year. Don’t forget to include your business card with your note. In fact, include two, one for your customer to keep and one to pass along.

Get Personalized Note Cards: Go to your local printer and invest in stationary with your name on it. You don’t have to break the bank to get a quality print job. Keep it simple. Use good paper, a conservative font, with your name engraved in black ink, and don’t forget the envelopes. Your unique, personalized notes will send the message that you have a commitment to excellence in everything you do.

In Jeb Blount’s new book PowerPrinciples he shows you the 5 Immutable Principles for Success in the 21st Century. Click here to get your copy now.

More resources for hand written notes:

The Art of the Handwritten Note: A Guide to Reclaiming Civilized Communication

The Sales Gravy Book Store