04 Jan
Brian Parsley Sales

Here’s why you may suck at sales

Sales folks often end up not making any sales at all

Have you ever gone into a store, only to have the salesperson back away and give you space? It’s odd, right? You would think they would want to engage with you and help you find what you’re looking for. But sometimes, salespeople are so worried about being too pushy that they avoid potential conflict at all costs. As a result, they often end up not making any sales at all. It’s a frustrating cycle, but it’s one that can be broken by changing your approach. Instead of backing away from conflict, try to see it as an opportunity to connect with the customer. By engaging in a friendly conversation, you’ll be more likely to build rapport and make a sale. So next time you’re tempted to back away from a potential customer, remember that connecting on a personal level can go a long way.

There are a few key things you can do to make sales easier

Making sales doesn’t have to be difficult or painful. In fact, there are a few key things you can do to make it easier. First, learn about the product inside and out. The more you know about it, the better equipped you’ll be to answer questions and address concerns. Second, connect your product to your customer. You do this by sharing stories that connect the prospect vs features. The more comfortable you are with your stories, the more confident you’ll be when it comes time to make the sale. Finally, be persistent. Don’t give up if someone says “no”; continue to follow up and look for ways to add value first. When someone says “no” it just means they don’t see the value. Did you ask questions? Did you uncover a pain they have that they don’t want? Did you find a pain they didn’t know about yet? Think of questions that actually add value versus just puking on the customer with how amazing you or the product is.

Sales is all about building relationships with potential customers and providing value

Sales is all about people. This concept isn’t new and at its heart, sales is about building relationships with potential customers and providing value first. But what really is value? It’s not what you may think. It’s about uncovering what’s most important to them by asking questions. The best salespeople are the ones who are able to create a rapport with their customers and make them feel like they are part of something larger. They ask questions that allow the prospect to uncover pain they need to fix. People want to do business with people they like, and they are attracted to those who are like them. As a result, the best salespeople are often the ones who are able to mirror their customers and make them feel comfortable. By establishing a relationship of trust, salespeople can overcome objections and close more deals.

Don’t be afraid to ask for the sale – the worst thing that can happen is that someone says “no”

The best closing question is “What else do you need to know to be convinced I can be your (blank)?” They can only answer that one of two ways. The first is, “no, I am ready” and the second would be a potential objection. The answer to that question will also give you the information you need to address any objections and close the sale. The worst thing that can happen when you ask for the sale is that someone says “no”. However, even if someone says it, you have gained valuable information about what objections need to be addressed in order to make the sale. Asking for the sale is an essential part of the sales process, so don’t be afraid to do it.

Being great at sales doesn’t mean that you have to be pushy or use high-pressure tactics. In fact, most people are turned off by those things. We like to say, “Slow down to speed up.” That basically means, allow the process to work itself out. Slow down and ask curious questions. It’s not an interview or interrogation, rather a conversation of questions that allow us to unlock the sale. When you do this combined with taking the time to build rapport to connect, you’ll see your sales begin to grow.

If you’re willing to step outside what makes you comfortable and focus on building rapport and providing value, you’ll be more successful in making sales. Master the art of asking questions, and you’ll win more deals because you’re seen as an expert.

19 Dec
Brian Parsley Fear, Goals

Tips For Overcoming Fear And Achieving Goals

Fear is a natural emotion we all experience throughout our lives. Whether it’s fear of public speaking, fear of failure, or fear of being judged, it can be difficult to overcome. However, it’s important to remember that fear is nothing more than an obstacle to be overcome on the road to success. In fact, fear should be a sign of excitement versus panic.

Here are some tips for overcoming fear and achieving your goals.

1. Understand Your Fear

The first step to overcoming fear is to understand what it is that you’re afraid of. Once you unpack your fear, you can begin to address it and find ways to overcome it. But many times our fear is a shield for what’s underneath the surface. So really sit in the feeling when it arises. Ask yourself, “Why is this happening?” Really consider the reason for the fear. Is it real? Will you die? Or is it more emotionally driven?

2. Face Your Fear Head-On

Once you know what your fear is, it’s time to face it head-on. This may mean taking some time to do some research on your fear, separate the emotional piece and look at it from an outside perspective. The important thing is that you don’t let your fear control you; instead, you take control of your fear. You do that by not avoiding the potential pain. That’s all fear really is….your mind’s way of protecting you from physical harm. But you’re probably more concerned about your social standing and not surviving in the wild.

3. Take Small Steps

When facing your fear, it’s important to take small steps rather than try to tackle everything at once. For example, if you’re afraid of public speaking, start by speaking in front of someone you trust, such as a friend or family member. Then, gradually work your way up to larger groups. Toastmasters is a wonderful way to not just build skills, but create incredible confidence in sharing your thoughts to others. It’s in every city around the world and changed my life in a big way.

4. Persevere Through Setbacks

There will inevitably be setbacks along the way as you work to overcome your fears and achieve your goals. It’s important to persevere through these setbacks and not let them deter you from your ultimate goal. Remember that every setback is an opportunity to learn and grow so that you can eventually achieve success. After winter comes spring, but it’s a challenge to see through the cold dark nights at times. Everything will pass. Sometimes it’ll feel like a kidney stone, but it’ll pass.

Fear is a natural emotion and you don’t need to avoid it. We all experience it; however, it’s important to remember that fear is nothing more than a self produced obstacle to be overcome. Imagine next time you’re facing a fearsome task but are committed to achieving your goal, follow these tips and achieve success: understand your fear; face your fear head-on; take small steps; and persevere through setbacks.

You don’t need motivation. Just top of mind awareness and commitment. Remind yourself that whatever the fear is around you it’s worth the effort. It’s worth the risk to look foolish. Because regret is way more painful to live with than fear alone.

If you apply these strategies, you’ll overcome any obstacle and achieve anything you set your mind to!

14 Dec
Brian Parsley Fear, Public Speaking

Overcoming the Fear of Public Speaking

Are you someone who gets nervous before giving a presentation at work? The good news is you’re not alone. In fact, public speaking is one of the most common fears people have. The great news is that there are things you can do to overcome your fear of public speaking and become a confident, successful presenter.

This is so incredibly important because it allows you to transfer your ideas and thoughts to others. When you think of “public speaking” you think of large crowds, but this could be as simple as a meeting with your peers. Either way people are going to respond based on your ability to share your information and how much you appear to believe what you’re talking about.

The first step to overcoming your fear of public speaking is to join Toastmasters.

Toastmasters is an organization that provides a supportive environment where you can practice your communication and leadership skills. When you join Toastmasters, you’ll be given the opportunity to give speeches, lead meetings, and conduct presentations—all in a safe, supportive setting. With regular practice, you’ll develop the skills and confidence you need to succeed as a leader and speaker.

Another great way to overcome your fear of public speaking is to find a mentor who can help you learn the ropes. A mentor can provide guidance, support, and advice as you work to develop your skills as a speaker and leader. If you don’t know anyone who would make a good mentor, reach out to your local Toastmasters club or look for mentors online.

There are plenty of resources available to help you find the perfect mentor for your needs. In fact, you would be shocked how many people who you look up to would love to help you, but you must ask. I remember asking my “to be” mentor whom I didn’t really know except from a networking meeting many years ago to mentor me. He was the CEO of a large financial institution in Charlotte, but he was more than willing to help. In fact, I recall him saying to me no one has asked that before.

In addition to finding a mentor, it’s also helpful to study the body language and styles of great speakers. This will give you some insights into how successful speakers carry themselves and how they use their words and gestures to engage their audiences. Watching videos of great speeches is a great way to learn more about effective public speaking techniques. You will never get better in a day. It’s a day by day commitment to grow in confidence. If you feel uncertain when challenging yourself, that’s a great thing. Preparation is the key to success.

At the end of the day, if you’re looking to overcome your fear of public speaking, there are plenty of resources available to help you—you just need to know where to look. The biggest issue most people have is the willingness to get uncomfortable. Get out there and express yourself! By taking these steps, you’ll be well on your way to becoming a confident, successful presenter in no time!

06 Dec
Brian Parsley Happiness

How to Find True Happiness

Most people believe happiness comes from having lots of money or possessions, but that’s not true. Sure, those things can make you happy for a little while, but it’s not long-term happiness. Long-term happiness comes from finding your purpose in life. What gets you excited to get out of bed in the morning? When you’re happy, you’re more likely to achieve your goals because happiness releases dopamine. That’s why chasing money is a never-ending cycle of emptiness. But if you discover your “why” in life, you’ll find fulfillment that doesn’t go away.

If you want to be truly happy, you need to find your “why”—the thing that drives you and gets you excited about life. When you have a sense of purpose, everything else falls into place. You’ll be more likely to stick with your goals because you’re driven by something bigger than yourself. And when you’re happier, you’ll be more productive because that dopamine I mentioned will give you a boost of energy and motivation.

But how do you find your why? Start by thinking about the things that make you happy. What are your passions? What makes you feel alive? These may not even have anything to do with your profession. That’s something people tend to forget. You don’t have to be a professional painter or singer.

Let’s say you love the outdoors. What about the outdoors? Why do you love it? How does it make you feel? What would be your dream outdoor experience? How doable is it today? If not, where can you start? You see, most people never try and unpack what would really make them happy. So how can you get somewhere when you don’t know where you’re going?

Once you have a good idea of what makes you happy, start brainstorming ways to turn those things into a career or a business venture too. Just because you’re in a totally different field doesn’t mean you can’t do it.

I have a friend Pieter Malan from South Africa. He was a Financial Advisor who was making loads of money, but unfulfilled. He loved making short videos and target shooting. So he began focusing on his passion and before he realized it, he’s doing it full-time on YouTube. He was able to leave his career to not just make more money, but live his dream.

If you can find a way to make money doing something you love, then you’ll never work another day in your life as they say. But even if you don’t make money in your passion, you’ll have more success than just a great paying career.

Finding true happiness is not about chasing money or possessions. Those things can make you happy for a little while, but they won’t last. True happiness comes from finding your purpose. Once you figure out that “why”, everything else will fall into place.

You’ll be more likely to achieve your goals and be more productive because happiness gives you a boost of energy and motivation. So don’t wait any longer—start finding your why today!

29 Nov
Brian Parsley Communication

How to have open and honest communication

Great communication is key to any healthy relationship, whether it be personal or professional. Oftentimes, people shy away from conflict because they believe it will lead to an argument.

However, avoiding conflict altogether can be just as harmful as arguing, if not more so. However, there are ways to communicate openly and honestly without coming across as confrontational. This isn’t a lost art, but you must have a strategy prior to your next conflict. This may seem a bit over simplified, but by speaking calmly and trying to understand the other person’s point of view, you can diffuse most situations before they escalate.

Conflict resolution doesn’t have to mean yelling and screaming. In fact, most conflicts can be resolved peacefully if both parties are willing to communicate openly and honestly. Even if the other person isn’t ready to talk calmly, if you focus on your tonality you’ll see them deescalate very quickly.

So the first step is for you to remain calm. It’s imperative not to let emotions get the better of you, as this will only make the situation worse. What are things you can do to ensure you can stay calm? One strategy is to consider how important this argument really is in the scope of your life. If this doesn’t impact you in a negative way in 20 years, is it really that important? Seriously. Consider what you’re willing to get that upset over right now. It’s called perspective and most times you’ll realize it’s just basic ego that’s getting in the way.

Once you’ve calmed down, try to see the other person’s perspective. If you can understand why they believe they’re right, you’re more likely to find common ground. Remember, everyone wants to be right—but that doesn’t mean that they are. Be open-minded and consider different points of view. Only then can you truly resolve a conflict.

Open and transparent communication is essential to any relationship—personal or professional. As we mentioned avoiding conflict might seem like the easy way out, but it can actually do more harm than good. The next time you find yourself in a situation where tempers are running high, remember to focus on you and try to see things from the other person’s point of view.

With a little understanding and patience, you’ll find most arguments are opportunities to create more meaningful relationships.

22 Nov
Brian Parsley Uncategorized

Only You Have the Power

It’s easy to forget why we started on our personal journey when we’re in the trenches, fighting our way to your personal and professional goals.

Life throws hardships and challenges at us left and right, and it’s tempting to give up and throw in the towel. Not only is it tempting, it’s easy. The world has made it easy for us to make an excuse or blame.

People nowadays are all too eager to coddle you when you don’t achieve something. It’s too easy to rationalize and justify.

When you feel that. When you hear that. When you see that. You must remember, only you are in power here.
You Are In Charge!

When you complain about the economy, people don’t want to buy, my partner doesn’t support me, my friends won’t help me, the sales aren’t good enough…whatever it is. When you complain about the ONLY things you actually have. You have nothing left.

You are always in charge of your life no matter what hand you were dealt. Other people can advise you but at the end of the day, only YOU can make the decisions for your life.

It sounds harsh but it’s true! If other people are making decisions for your life, then you aren’t really living are you? You are just existing and going through the motions day after day after day…

Now I’m not saying that life is perfect and that everything will be handed to you on a silver platter, but if YOU don’t take control, then who will? Who will make the decisions for your life? Who will create the future that YOU want? No one else is going to do it for you! So whatever hand you were dealt in life, make the best of it and never give up on yourself because only YOU have the power here!

It’s easy to forget our “why”–why we’re doing what we’re doing when challenges pop up seemingly out of nowhere (which let’s be honest, they do). It would be so much easier to just give up sometimes but if we did that whenever things got tough, we would never get anywhere or achieve anything in life.

The next time you find yourself feeling like giving up, remember why you started on this journey in the first place and all of the reasons why you want to see it through until the end. Only YOU have the power here so do something about it!

09 Nov
Brian Parsley Uncategorized

Overcoming Your Fears

Overcoming Your Fears

Everyone has two major fears: what if I am not good enough and what if I fail? The good news is that these fears can be overcome with the right mindset. Having a great attitude is important, but believing in yourself is imperative. There’s a big difference between confidence and arrogance, but if you’re not willing to make yourself uncomfortable and challenge yourself, you’ll never achieve your goals. This applies to both your work and personal life.

Why Are You Afraid?:

One of the best ways to overcome your fears is to ask yourself why you’re afraid in the first place. What happens if you do fail? And compare that to what if you do nothing? Then what? Personal growth isn’t easy, but when you push yourself amazing things happen.

Once you know why you’re afraid, it’s time to face your fears head on. This means putting yourself in situations that make you uncomfortable and challenging yourself to grow. This might mean taking on a new project at work or volunteering for a leadership role in your personal life. It’s important to remember that facing your fears doesn’t mean being reckless or careless; it simply means being willing to step outside of your comfort zone and take risks.

The Rewards of Overcoming Your Fears:

Overcoming your fears comes with its own set of rewards. When you push yourself, you’ll find that you’re capable of more than you ever thought possible. You’ll also build confidence in yourself and your abilities, which will help you achieve even more in the future. Finally, by facing your fears head on, you’ll also become more resilient and better able to handle whatever life throws your way.

If you find yourself held back by fear, remember that you have the power to overcome it. By asking yourself why you’re afraid and facing your fears head on, you’ll be amazed at what you can achieve. So don’t be afraid to challenge yourself—the rewards are definitely worth it!

07 Sep
Brian Parsley Uncategorized

Setting the Example – What True Leadership Looks Like

Setting the Example – What True Leadership Looks Like

When we think of leaders, oftentimes our minds jump to images of people in positions of power – CEOs, managers, executives, etc. But the truth is, everyone has the potential to be a leader. You don’t need a title to be a leader. In fact, people who say they’re “in charge” or that they’re “the boss” are really not leading at all. So what does true leadership look like?

True leadership is about setting an example. It’s about being someone that other people are willing to follow because they see you as credible and authentic. People want to feel appreciated, valued, and important, so it’s important to talk to them in a way that meets those needs. And finally, remember that not everyone is the same – so you’ll need to adapt your style depending on who you’re talking to.

If you can keep these things in mind, you’ll be well on your way to becoming a true leader – regardless of what title you have (or don’t have).

13 Aug
Brian Parsley Communication

Effective Communication in the Workplace

Effective Communication in the Workplace

Good communication is essential for any workplace. But with so many different personality types, it can be difficult to find a method of communication that works for everyone. The key is to not get discouraged—effective communication is possible as long as you’re willing to adapt your approach. Here are three steps to take to ensure effective communication in the workplace.

1. Understand Your Communication Style

The first step to effective communication is understanding your own communication style. Everyone communicates differently, and it’s important to be aware of your own tendencies. Are you direct? Indirect? Do you like to have all the information before you start a discussion? Or do you prefer to wing it? Once you understand your own communication style, you can start to adapt it to fit the situation.

2. Listen actively

Listening is just as important as talking when it comes to effective communication. Active listening means being present and engaged in the conversation. It means making eye contact, nodding along, and paraphrasing what the other person has said to show that you’re comprehending and empathizing with their perspective. By practicing active listening, you can make sure that everyone feels heard and understood.

3. Avoid judgment

When approaching a conversation, it’s important to avoid judgment. This doesn’t mean refraining from offering criticism altogether—constructive feedback is important in the workplace—but it does mean approaching critique with an open mind and a willingness to see things from the other person’s perspective. If you can avoid passing judgment, you’ll find that conflicts are much easier to resolve.

Good communication is essential for a functioning workplace—but with so many different personality types, it can be difficult to find a method of communication that works for everyone.

The key is adapting your approach rather than trying to get everyone else to change theirs. By understanding this approach and keeping it top of mind and of course, practicing active listening, and avoiding judgment, you can ensure effective communication in even the most diverse workplaces.

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