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Posts for for June, 2018

Building Online Training:  Continuing the Impact

Posted on: June 29th, 2018 by R. Shawn McBride No Comments

One of the biggest issues with online training – well any training — is making a continuing impact.

And online training is a world of opportunity.

Sure speaking live can make a real impact. A lot of people I’ve spoken to have come to me – even years later – and told me how my message changed their lives. And I’ve seen speeches that have changed my life.

But the real chance to make lasting change is with repetition. And online training has this possibility. But most that design courses don’t maximize the possibilities.

Many Roads To Rome

Now there are lots of roads to get to lasting change with your online program:

Repetition – You can build your program so that some themes repeat.

Group Reinforcement – With the right online programs you can use peer-to-peer learning to have participants learn from each other and reinforce.

Quizzes/Testing – You can use quizzes and tests to make sure your audience is learning.

Mixed Media – Since different people learn differently online allows you to mix written, video, audio and other learning possibilities.

AND – We are just scratching the surface of what is possible.

Don’t lose focus

The key is to serve your audience – what really works for them?  How will you make a more lasting impact? If you keep asking yourself that question amazing things are bound to happen!

And if you are ready to take your online training to the next level we can help you at McBride For Business.

The Our Shawn

If you aren’t following me on LinkedIn I do a number of business topic videos there.  Sign-up to follow me.

P.S.  If you are enjoying our tips and know a friend that needs advice that will challenge and improve their thinking on business forward them this and have them sign-up here.

P.P.S.  I addition to these regular business tips I also send tips to help those that want to Do Business in the United States. If this is something you – or a friend – would love to hear about sign up for yourself or have your friend sign-up here.

Republication:  Permission to reprint this article by McBride For Business, LLC at no charge is hereby given to all print, broadcast and electronic media provided that authorship is attributed to The Our Shawn (R. Shawn McBride), McBride For Business, LLC, www.yourbusinessspeaker.com and www.planningdoneright.com, 1111 S Akard St #100, Dallas, TX 75215 on the following conditions (1) organizations publishing articles electronically, a live, clickable link to www.yourbusinessspeaker.com and www.planningdoneright.com must also be included with the body of the article, (2) one copy of your publication must be mailed to McBride For Business, LLC, 1111 S Akard St #100, Dallas, TX 75215, and (3) a bio of The Our Shawn (R. Shawn McBride) must be included – The Our Shawn (R. Shawn McBride) is a speaker and trainer on how to Do Business Effectively(TM) including Time Magicment(TM).  Permission is granted for reasonable editing for (1) content and industry specific examples or terms, (2) length, or (3) title change.

Affiliate Notice: We may have affiliate arrangements with some third parties and we may receive payment for recommending their products or services.  We do not knowingly recommend any products or services we do not believe in.

Building Online Training: Listening to your audience

Posted on: June 28th, 2018 by R. Shawn McBride No Comments

***This is a series of articles at the McBride For Business Blog that are designed to help those of you that want to build online training based on our experience building our online training.***

Online training is built to serve. At least the good versions are.

And if you are going to serve your audience you need to listen. They’ll tell you what they want to know about in your interactions.

Many of us start with offline training and services and then layer on the online portion. This gives a real leg-up when creating the content. Not to say you can’t build a great online training course without doing offline training or content – it just may be harder.

No matter what you need to listen to your audience.

Your online training should be geared to SOMEONE. Who is it meant to serve and help?

What is their need?

Listen to them and gear your content to them.

But how do you do that?

Let me tell you…

How I built mine

It was actually quite simple how I built my online training courses Doing Business in the US and Fastlane.

Both are based on other courses, materials and trainings I am already doing. Because of this I didn’t need to reinvent the wheel. I simply listened to my audiences and their needs.

Once I knew what my audience needed from feedback forms, questions actions and comments given to me – I knew how to serve them in online training.

I bet you could do the same with your knowledge.

Be adaptable

Another key is to be adaptable. Hopefully starting your online training you know a lot about your market and audience.

Regardless of how much you know you are going to be learning as you go. They’ll ask you questions for new issues (or issues you missed). They’ll also ask for clarification on points.

So build your course to be flexible and adaptable. Are your modules able to be reordered?

If you are formatting your training correctly it should be easy to modify.  See our prior blog on formatting online training.

The future

Is online training your future? Do you need a hand? If so we offer coaching at McBride For Business on just these issues.

The Our Shawn

If you aren’t following me on LinkedIn I do a number of business topic videos there.  Sign-up to follow me.

P.S.  If you are enjoying our tips and know a friend that needs advice that will challenge and improve their thinking on business forward them this and have them sign-up here.

P.P.S.  I addition to these regular business tips I also send tips to help those that want to Do Business in the United States. If this is something you – or a friend – would love to hear about sign up for yourself or have your friend sign-up here.

Republication:  Permission to reprint this article by McBride For Business, LLC at no charge is hereby given to all print, broadcast and electronic media provided that authorship is attributed to The Our Shawn (R. Shawn McBride), McBride For Business, LLC, www.yourbusinessspeaker.com and www.planningdoneright.com, 1111 S Akard St #100, Dallas, TX 75215 on the following conditions (1) organizations publishing articles electronically, a live, clickable link to www.yourbusinessspeaker.com and www.planningdoneright.com must also be included with the body of the article, (2) one copy of your publication must be mailed to McBride For Business, LLC, 1111 S Akard St #100, Dallas, TX 75215, and (3) a bio of The Our Shawn (R. Shawn McBride) must be included – The Our Shawn (R. Shawn McBride) is a speaker and trainer on how to Do Business Effectively(TM) including Time Magicment(TM).  Permission is granted for reasonable editing for (1) content and industry specific examples or terms, (2) length, or (3) title change.

Affiliate Notice: We may have affiliate arrangements with some third parties and we may receive payment for recommending their products or services.  We do not knowingly recommend any products or services we do not believe in.

Building Online Training:  Changing the Format

Posted on: June 27th, 2018 by R. Shawn McBride No Comments

***This is a series of articles at the McBride For Business Blog that are designed to help those of you that want to build online training based on our experience building our online training.***

Part of good online training is using what is tried and true. And as we mentioned in our blog on that point one of the things you are often doing is changing the format of great materials for other needs.

But to build good online training you need to do more than just take a live event and tape it to post online.

Online training is different

People consume information differently online than they do in-person. When I am speaking to events in person it’s not uncommon for me to do hour long blocks of content (often with laughs and mental breaks along the way). But in the online world an hour long block would seem overwhelming for most.

So you’ll need to think about how to format your training in a different way – i.e. Do Business Differently(™).

It will usually be the same core concepts and content but in a new way.

An example

McBride For Business’ Fastlane course is an example of different formatting.

The core material of the Fastlane course has been used in a number of programs. However it’s positioning has been adjusted to make it consumable in an online format.

The segments are shorter, there are breaks and it’s easy to consume. And it builds in a different way for an online consumer.

Same material – new format.

How will you do it?

So it raises the question – how will you set-up your programs online?

Drop a note to me or comment and let me know!

And if you need some experience to help you – drop us a note.

The Our Shawn

If you aren’t following me on LinkedIn I do a number of business topic videos there.  Sign-up to follow me.

P.S.  If you are enjoying our tips and know a friend that needs advice that will challenge and improve their thinking on business forward them this and have them sign-up here.

P.P.S.  I addition to these regular business tips I also send tips to help those that want to Do Business in the United States. If this is something you – or a friend – would love to hear about sign up for yourself or have your friend sign-up here.

Republication:  Permission to reprint this article by McBride For Business, LLC at no charge is hereby given to all print, broadcast and electronic media provided that authorship is attributed to The Our Shawn (R. Shawn McBride), McBride For Business, LLC, www.yourbusinessspeaker.com and www.planningdoneright.com, 1111 S Akard St #100, Dallas, TX 75215 on the following conditions (1) organizations publishing articles electronically, a live, clickable link to www.yourbusinessspeaker.com and www.planningdoneright.com must also be included with the body of the article, (2) one copy of your publication must be mailed to McBride For Business, LLC, 1111 S Akard St #100, Dallas, TX 75215, and (3) a bio of The Our Shawn (R. Shawn McBride) must be included – The Our Shawn (R. Shawn McBride) is a speaker and trainer on how to Do Business Effectively(TM) including Time Magicment(TM).  Permission is granted for reasonable editing for (1) content and industry specific examples or terms, (2) length, or (3) title change.

Affiliate Notice: We may have affiliate arrangements with some third parties and we may receive payment for recommending their products or services.  We do not knowingly recommend any products or services we do not believe in.

Ethics in Selling

Posted on: June 26th, 2018 by R. Shawn McBride No Comments

Last weekend I did a program on ethics of selling. We had over 200 motivated people from the construction industry in the room.

And theme came up that didn’t really surprise me: very few people trust those that sell to them.

There was also another “BUT” from the discussion…

BUT those that do get trust build have a much easier time selling:  taking every call, informing customers regularly and going to the extra mile to get things done right.

The difference in sales experience in night and day. Those that reported going the extra mile reported great sales.

And not everyone is ethical

Many of the folks in the room are struggling with the fact that other sellers are unethical – they don’t have the licenses, they don’t get the permits or they keep doing the wrong things even after they’ve been found out.

And it raises real questions of what you should do. I strongly believe you have to do the right thing even if others aren’t.

This means you have to be a better seller. Unfortunately the unethical do cost others money. They can make it hard to run a business.

But you can rise above it. You can sell more and be successful without stooping to the level of the unethical. I’ve seen it in my business – and my audience has seen it in theirs.

Don’t get discouraged – get better.

So if you are dealing with the unethical don’t get discouraged. Get better.

Build a more effective team.

Hone your sales process so that you aren’t wasting time on bad prospects.

If you need to get better at sales give us a call. We can custom build a program that will help you and your team sell better – in a way that will allow you to sleep at night.

The Our Shawn

If you aren’t following me on LinkedIn I do a number of business topic videos there.  Sign-up to follow me.

P.S.  If you are enjoying our tips and know a friend that needs advice that will challenge and improve their thinking on business forward them this and have them sign-up here.

P.P.S.  I addition to these regular business tips I also send tips to help those that want to Do Business in the United States. If this is something you – or a friend – would love to hear about sign up for yourself or have your friend sign-up here.

Republication:  Permission to reprint this article by McBride For Business, LLC at no charge is hereby given to all print, broadcast and electronic media provided that authorship is attributed to The Our Shawn (R. Shawn McBride), McBride For Business, LLC, www.yourbusinessspeaker.com and www.planningdoneright.com, 1111 S Akard St #100, Dallas, TX 75215 on the following conditions (1) organizations publishing articles electronically, a live, clickable link to www.yourbusinessspeaker.com and www.planningdoneright.com must also be included with the body of the article, (2) one copy of your publication must be mailed to McBride For Business, LLC, 1111 S Akard St #100, Dallas, TX 75215, and (3) a bio of The Our Shawn (R. Shawn McBride) must be included – The Our Shawn (R. Shawn McBride) is a speaker and trainer on how to Do Business Effectively(TM) including Time Magicment(TM).  Permission is granted for reasonable editing for (1) content and industry specific examples or terms, (2) length, or (3) title change.

Affiliate Notice: We may have affiliate arrangements with some third parties and we may receive payment for recommending their products or services.  We do not knowingly recommend any products or services we do not believe in.

Building Online Training:  Using What is Tried and True

Posted on: June 23rd, 2018 by R. Shawn McBride No Comments

***This is a series of articles at the McBride For Business Blog that are designed to help those of you that want to build online training based on our experience building our online training.***

We over a variety of online training at McBride For Business, LLC – mainly through our PlanningDoneRight.com page.  Current courses include Doing Business in the US, Fastlane and the Basics of Securities Law (being filmed now).

And we’ll be adding other courses soon.

I know many of you are wondering how can YOU create your own courses?  How can you help more people in a new way?

Start with what you know

The key for us in building courses is starting with what we know. We have trained and worked with clients in the subject matter of each of our courses already. Because we don’t have to do a lot of new learning it becomes easy – we just take existing material and put it into a new format.

And we find this is true for a lot of our clients too – they know something well and it just needs to be put into a new format.

What are people constantly asking you about? What do you work with your clients on?

Whatever the answer is – that’s where you go with your first course.

Too many people want to do too much – a new format (online training) and a new topic. Don’t do that. Put what you know in a new format.

In the next blog we’ll work deeper into the “how.”

Need that extra push to get your online course together?  Reach out to us at McBride For Business, LLC. We can work with you to make it happen.

The Our Shawn

NOTE:

If you aren’t following me on LinkedIn I do a number of business topic videos there.  Sign-up to follow me.

P.S.  If you are enjoying our tips and know a friend that needs advice that will challenge and improve their thinking on business forward them this and have them sign-up here.

P.P.S.  I addition to these regular business tips I also send tips to help those that want to Do Business in the United States. If this is something you – or a friend – would love to hear about sign up for yourself or have your friend sign-up here.

Republication:  Permission to reprint this article by McBride For Business, LLC at no charge is hereby given to all print, broadcast and electronic media provided that authorship is attributed to The Our Shawn (R. Shawn McBride), McBride For Business, LLC, www.yourbusinessspeaker.com and www.planningdoneright.com, 1111 S Akard St #100, Dallas, TX 75215 on the following conditions (1) organizations publishing articles electronically, a live, clickable link to www.yourbusinessspeaker.com and www.planningdoneright.com must also be included with the body of the article, (2) one copy of your publication must be mailed to McBride For Business, LLC, 1111 S Akard St #100, Dallas, TX 75215, and (3) a bio of The Our Shawn (R. Shawn McBride) must be included – The Our Shawn (R. Shawn McBride) is a speaker and trainer on how to Do Business Effectively(TM) including Time Magicment(TM).  Permission is granted for reasonable editing for (1) content and industry specific examples or terms, (2) length, or (3) title change.

Affiliate Notice: We may have affiliate arrangements with some third parties and we may receive payment for recommending their products or services.  We do not knowingly recommend any products or services we do not believe in.

Finding Your Tribe (And Speaker Tips)

Posted on: June 22nd, 2018 by R. Shawn McBride No Comments

Do you have a tribe?

You know a group of people that are like you and supportive?  (Even though I am a big fan of Do Business Differently(™) we all have others that are headed a similar direction).

I have a few tribes that support me.

Today I want to talk about my speaking tribes and how they help me – and inspire you to think about who might help you. You’re getting a bonus here if you want to be a speaker.

For two years now I have been a member of the National Speakers Association.

I also belong to two local chapters – NSA North Texas (Dallas) and NSA Central Florida (near Tampa).

What amazes me about both organizations and the national is how support each speaker is of others.

Now I Do Business Differently(™) so no one has a business model like mine. But with other speakers we do have a lot of the same challenges and we learn from one another.

Who is your tribe?

So my question to you is who is your tribe?  Who can support you? Who will make you better?

Think on that and find your tribe. You’ll be amazed at how much it will help you!

And if you want to be a speaker drop me a note and I’ll tell you all about the National Speakers Association.

The Our Shawn

If you aren’t following me on LinkedIn I do a number of business topic videos there.  Sign-up to follow me.

P.S.  If you are enjoying our tips and know a friend that needs advice that will challenge and improve their thinking on business forward them this and have them sign-up here.

P.P.S.  I addition to these regular business tips I also send tips to help those that want to Do Business in the United States. If this is something you – or a friend – would love to hear about sign up for yourself or have your friend sign-up here.

Republication:  Permission to reprint this article by McBride For Business, LLC at no charge is hereby given to all print, broadcast and electronic media provided that authorship is attributed to The Our Shawn (R. Shawn McBride), McBride For Business, LLC, www.yourbusinessspeaker.com and www.planningdoneright.com, 1111 S Akard St #100, Dallas, TX 75215 on the following conditions (1) organizations publishing articles electronically, a live, clickable link to www.yourbusinessspeaker.com and www.planningdoneright.com must also be included with the body of the article, (2) one copy of your publication must be mailed to McBride For Business, LLC, 1111 S Akard St #100, Dallas, TX 75215, and (3) a bio of The Our Shawn (R. Shawn McBride) must be included – The Our Shawn (R. Shawn McBride) is a speaker and trainer on how to Do Business Effectively(TM) including Time Magicment(TM).  Permission is granted for reasonable editing for (1) content and industry specific examples or terms, (2) length, or (3) title change.

Affiliate Notice: We may have affiliate arrangements with some third parties and we may receive payment for recommending their products or services.  We do not knowingly recommend any products or services we do not believe in.

How I Get More Fun Things To Happen To Me

Posted on: June 20th, 2018 by R. Shawn McBride No Comments

I have a fun life. I don’t say this to brag. I just say it because I want to inspire others.

I am very intentional about dreaming and thinking about where I want to be. It’s a theme you’ll find in most of my speaking programs.

And I am also very myself.

Some people find that weird. I mean I now dress unusually because of my Do Business Differently(™) theme. I can wear almost anything these days. And the stranger it gets the more people are happy. It’s liberating.

And because of it unique souls find me.

Like the day I was sitting in a coffee shop and Cary Pierce of Jackopierce came over and started a conversation about my attire.

And then the great copywriter and business coach Sara Anna Powers later covered in her blog.

Both because I just Do Business Differently(™).

And recently the Florida Bar tweeted about my suits often during the Florida Bar Annual Meeting.

All of this fun from me being me.

And because I am so genuine and have fun being different I get to meet a lot more people than when I was “normal” or dressed like everyone else.

So How Does This Happen?  What Can You Do With This?

So how does that happen to me?  And why does it matter to you?

It largely happens to be because I am so comfortable being usual. People come up to me and see my suits and many say some variation of “you look great in that but I could never pull that off.”

NOW I am not telling you to go get crazy suits.  What I am telling you is to think about how you can express you to more people.

When you express you more of your people will find you. And your tribe will grow.

And I promise fun will follow.

Are you interested in doing more in business?  Leveraging your uniqueness? My Fastlane Course would be just the place to start. Or some premium one-on-one coaching?

Are you ready to do things in life you never thought you would? If you are I am ready to help!

The Our Shawn

If you aren’t following me on LinkedIn I do a number of business topic videos there.  Sign-up to follow me.

P.S.  If you are enjoying our tips and know a friend that needs advice that will challenge and improve their thinking on business forward them this and have them sign-up here.

P.P.S.  I addition to these regular business tips I also send tips to help those that want to Do Business in the United States. If this is something you – or a friend – would love to hear about sign up for yourself or have your friend sign-up here.

Republication:  Permission to reprint this article by McBride For Business, LLC at no charge is hereby given to all print, broadcast and electronic media provided that authorship is attributed to The Our Shawn (R. Shawn McBride), McBride For Business, LLC, www.yourbusinessspeaker.com and www.planningdoneright.com, 1111 S Akard St #100, Dallas, TX 75215 on the following conditions (1) organizations publishing articles electronically, a live, clickable link to www.yourbusinessspeaker.com and www.planningdoneright.com must also be included with the body of the article, (2) one copy of your publication must be mailed to McBride For Business, LLC, 1111 S Akard St #100, Dallas, TX 75215, and (3) a bio of The Our Shawn (R. Shawn McBride) must be included – The Our Shawn (R. Shawn McBride) is a speaker and trainer on how to Do Business Effectively(TM) including Time Magicment(TM).  Permission is granted for reasonable editing for (1) content and industry specific examples or terms, (2) length, or (3) title change.

Affiliate Notice: We may have affiliate arrangements with some third parties and we may receive payment for recommending their products or services.  We do not knowingly recommend any products or services we do not believe in.

Ethical Selling: Ethical Selling Teams

Posted on: June 19th, 2018 by R. Shawn McBride No Comments

***NOTE: This is part of a multi-article series on ethics in selling. The Our Shawn provides keynotes and other programs on ethical selling and he brings you some of his thoughts and findings here. Make sure you check out all of the articles at our blog. If you need more assistance call us for an appointment.***

At some point in any business the business grows. And there will be multiple people selling.

To some extent everyone on the team is in sales. Either they are creating sales or they are supporting sales.

And with bigger teams becomes the issue of keeping a consistent culture. And keeping a culture of ethics.

We would hope that every organization wants to be ethical and it’s one of their core principles in the business.

So how do you scale and stay ethical?

Keeping the ethics

Ethics should be part of the core culture. So when an organization is scaling they need to work to keep that core culture. But one of the biggests issues in scaling is that the core culture can get diluted – or change.

But one thing can keep this from happening – communication. In organizations where the culture is communicated (written is great for this, though it can be supplemented with video, live or other formats) it is more likely to keep the team on the same page.

In order to effectively do this follow the following steps:

1) Agree on what the culture is and what is required to be part of the culture – this comes from leadership;

2) Commit this cultural sense to writing (in as few words as possible);

3) Communicate this culture organization-wide;

4) Create regular meetings on the culture to reinforce; and

5) Monitor behavior and actions to see whether they match your culture.

The regular meetings, reinforcement and monitoring are key. Without these steps humans will stray. Our minds are constantly reprogramming themselves and we need to stay tuned into those things that matter.

Dealing with Change

The above framework will get you started and work to a constant and predictable culture.

But things will change – both moral norms and organizational demands.

For this reason we recommend revisiting your culture regularly and adjusting to the new realities and what you are seeing in live action.

Need a little help?

If you need a little help with this it is one of our core services as McBride For Business. We would be glad to visit with you and set-up a plan that works for you!

The Our Shawn

If you aren’t following me on LinkedIn I do a number of business topic videos there.  Sign-up to follow me.

P.S.  If you are enjoying our tips and know a friend that needs advice that will challenge and improve their thinking on business forward them this and have them sign-up here.

P.P.S.  I addition to these regular business tips I also send tips to help those that want to Do Business in the United States. If this is something you – or a friend – would love to hear about sign up for yourself or have your friend sign-up here.

Republication:  Permission to reprint this article by McBride For Business, LLC at no charge is hereby given to all print, broadcast and electronic media provided that authorship is attributed to The Our Shawn (R. Shawn McBride), McBride For Business, LLC, www.yourbusinessspeaker.com and www.planningdoneright.com, 1111 S Akard St #100, Dallas, TX 75215 on the following conditions (1) organizations publishing articles electronically, a live, clickable link to www.yourbusinessspeaker.com and www.planningdoneright.com must also be included with the body of the article, (2) one copy of your publication must be mailed to McBride For Business, LLC, 1111 S Akard St #100, Dallas, TX 75215, and (3) a bio of The Our Shawn (R. Shawn McBride) must be included – The Our Shawn (R. Shawn McBride) is a speaker and trainer on how to Do Business Effectively(TM) including Time Magicment(TM).  Permission is granted for reasonable editing for (1) content and industry specific examples or terms, (2) length, or (3) title change.

Affiliate Notice: We may have affiliate arrangements with some third parties and we may receive payment for recommending their products or services.  We do not knowingly recommend any products or services we do not believe in.

Ethical Selling: Putting Your Interest to the Side

Posted on: June 18th, 2018 by R. Shawn McBride No Comments

***NOTE: This is part of a multi-article series on ethics in selling. The Our Shawn provides keynotes and other programs on ethical selling and he brings you some of his thoughts and findings here. Make sure you check out all of the articles at our blog. If you need more assistance call us for an appointment.***

Think about an interaction with a salesperson you hated. Not the person, necessarily, but the interaction.

Think on it…

What happened?  Why were you offended?

Now…

Did you feel like that salesperson was your advocate? Were they doing what was best for you with no self interest?

If you are like most folks your bad sales experience likely related to a salesperson that was looking out for themselves – often by being pushy, not listening or having a bad attitude (or a combination of the 3) – and it really bothered you.

Almost everyone that dislikes salespeople dislikes how they are treated or the communication with the sales person.

Usually there isn’t even time to consider the person themselves (are they ethical, etc.)?

Do you want to be liked or disliked by your prospects?

I would hope most of us want to serve those we get those we work with and be liked by them!

But many sales people either over or under emphasize this. Either they just want to be liked and spend too much time on being liked without getting into substance and service or they think their product or service should speak for itself so they don’t have to be liked.

The good stuff is in the middle. You need to be liked and deliver.

And being liked – beyond the surface and for what you can really do and how you can really serve – will lead to great long-term sales relationships.

Beyond being liked, you have an ethical duty

Being liked by your prospect feels good, it is respectful, and follows the golden rule. And it can lead to lots of money.

Also putting your prospect first is the ethical right thing to do.

In sales we know being known, liked and trusted is key to closing the sale. And with trust comes responsibility.

Don’t talk yourself out of it either and lower your duties. If you are trusted you have to do the right thing! That’s ethics – doing the right thing with others’ trust.

Thinking about them and not you

I hope that thinking of how your prospects trust you gives you some pause — and inspires you to do better.

And you can do better by taking the time to think about your prospect and their position – not your position or needs – their need, wants and resources.

You should come up with ways to make them first and you second.

With human nature this is easier said than done, so here are a few specific things you can do:

  1. Stop and think about your prospect’s position and needs;
  2. Drill with a partner on your sales process and find out if you are thinking of you or them in your actions and words. A third party will tell you how your actions actually feel. (BONUS: drilling will help you close more sales); and
  3. Set criteria for who you serve so you aren’t tempted to take the money or work with someone that isn’t a fit for you.

Those 3 simple steps will help you be more ethical and they’ll make you a better salesperson.

With great power comes…

If you have great power you have great responsibility.  And I believe as salespeople we do have great power. A bad salesperson could easily persuade someone to buy things they don’t need.

So we must do the right things and be ethical.

Are you building your business?  Would building a better organization make your life better?  If so our Fastlane Course is for you.

The Our Shawn

If you aren’t following me on LinkedIn I do a number of business topic videos there.  Sign-up to follow me.

P.S.  If you are enjoying our tips and know a friend that needs advice that will challenge and improve their thinking on business forward them this and have them sign-up here.

P.P.S.  I addition to these regular business tips I also send tips to help those that want to Do Business in the United States. If this is something you – or a friend – would love to hear about sign up for yourself or have your friend sign-up here.

Republication:  Permission to reprint this article by McBride For Business, LLC at no charge is hereby given to all print, broadcast and electronic media provided that authorship is attributed to The Our Shawn (R. Shawn McBride), McBride For Business, LLC, www.yourbusinessspeaker.com and www.planningdoneright.com, 1111 S Akard St #100, Dallas, TX 75215 on the following conditions (1) organizations publishing articles electronically, a live, clickable link to www.yourbusinessspeaker.com and www.planningdoneright.com must also be included with the body of the article, (2) one copy of your publication must be mailed to McBride For Business, LLC, 1111 S Akard St #100, Dallas, TX 75215, and (3) a bio of The Our Shawn (R. Shawn McBride) must be included – The Our Shawn (R. Shawn McBride) is a speaker and trainer on how to Do Business Effectively(TM) including Time Magicment(TM).  Permission is granted for reasonable editing for (1) content and industry specific examples or terms, (2) length, or (3) title change.

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Ethical Selling:  Dealing with “No”

Posted on: June 14th, 2018 by R. Shawn McBride No Comments

***NOTE: This is part of a multi-article series on ethics in selling. The Our Shawn provides keynotes and other programs on ethical selling and he brings you some of his thoughts and findings here. Make sure you check out all of the articles at our blog. If you need more assistance call us for an appointment.***

If you are going to sell (and sell well) you are going to hear a lot of “no’s.”

There is certainly nothing ethically wrong with asking and getting an answer of “no.”

The ethical question comes in with what do you do with a “no”

If you study different sales materials – like I do – you’ll see that “no” is often treated a lot of different ways from “ignore it” to “now the sales begin” to “walk away” to never speak again.

What you do with the “no” shows a lot of how your value your fellow man and your profession.

Both sides

One side of the argument is a “no” is a “no.” Those that believe in this rationale say that if the person wanted to buy they would buy.

But we know that life isn’t that simple. There are usually a lot of reasons behind a “no” (more on that later).

On the other extreme are folks like Grant Cardone who will tell you to keep pushing for the sale.

So aside from good business where does ethics come in?

Enter ethics

Ethics are moral principles that guide behavior.

At some level impacting others and not following their interests would be considered by most to be unethical. We each have the right right to live free and independently.

But we also know that sometimes “no” is just “no for now.”  So when do we stop? When might be bothering others such much that it’s unethical?

My working rule.

My working rule is that a “no” is a “no” and I look for the next prospect.

This is assuming that the prospect has full information, understands their situation and has knowingly decided to not work with me or my team. Many surface “no’s” don’t meet this standard — rarely are our prospects working on full information.

But when they are and say “no” that’s when I say “a no is a no.”

I am sure I am leaving tons of money on the table and some sales trainers would turn a hard “no” into a yes. But it someone doesn’t care for my offering I don’t want to hard sell them into buying. I prefer buyers that come to me knowing the value I add.

And with my standard I can sleep at night knowing I am not bothering others.

And it’s good business too. I want customers that are really motivated. If it’s “no” because of current conditions I know the sales process can continue. But if they don’t want me I don’t want them. There are a lot of other prospects out there.

The Our Shawn

If you aren’t following me on LinkedIn I do a number of business topic videos there.  Sign-up to follow me.

P.S.  If you are enjoying our tips and know a friend that needs advice that will challenge and improve their thinking on business forward them this and have them sign-up here.

P.P.S.  I addition to these regular business tips I also send tips to help those that want to Do Business in the United States. If this is something you – or a friend – would love to hear about sign up for yourself or have your friend sign-up here.

Republication:  Permission to reprint this article by McBride For Business, LLC at no charge is hereby given to all print, broadcast and electronic media provided that authorship is attributed to The Our Shawn (R. Shawn McBride), McBride For Business, LLC, www.yourbusinessspeaker.com and www.planningdoneright.com, 1111 S Akard St #100, Dallas, TX 75215 on the following conditions (1) organizations publishing articles electronically, a live, clickable link to www.yourbusinessspeaker.com and www.planningdoneright.com must also be included with the body of the article, (2) one copy of your publication must be mailed to McBride For Business, LLC, 1111 S Akard St #100, Dallas, TX 75215, and (3) a bio of The Our Shawn (R. Shawn McBride) must be included – The Our Shawn (R. Shawn McBride) is a speaker and trainer on how to Do Business Effectively(TM) including Time Magicment(TM).  Permission is granted for reasonable editing for (1) content and industry specific examples or terms, (2) length, or (3) title change.

Affiliate Notice: We may have affiliate arrangements with some third parties and we may receive payment for recommending their products or services.  We do not knowingly recommend any products or services we do not believe in.

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