Samurai Sales Training – Are You Disciplined to Succeed?

DISCIPLINE

Mirriam-Webster defines discipline as a noun, “training that corrects, molds, or perfects the mental faculties or moral character: orderly or prescribed conduct or pattern of behavior: self-control.” As a verb, “to train or develop by instruction and exercise especially in self-control.” Self Discipline, “correction or regulation of oneself for the sake of improvement.”

Warrior Views wrote in an article discussing the Samurai, “The Samurai conduct all their day-to-day activities with a high level of discipline.”

In their writings, Dan Kreutzer and Robert Lambert paraphrased the Code of Bushido, “If you want people to deeply trust you have to be disciplined…You can’t fake it!”

Like everyone, I try, I really try. But workout regimens, diets, etc tend to fall victim to short term temptations. “You’re going where, when? I can skip my training for one night.” “Wow, look at that cake. My niece baked it. I can’t disappoint my niece.”

The first step our Senseis had us take was to grade ourselves as being disciplined. My scores – not good, not bad, but not good. Step two, plan to be disciplined. There are rewards. It gets you through the lows, the peaks and valleys. It becomes easier to make decisions, see and take advantage of opportunities, keep one’s word.

When discipline is served, one is able to maintain focus, doing what needs to be done and not done, confidence and vision, be consistent and make decisions. And, keep one’s word.

OK smart guys, how? First have a personal, activity plan. The Samurai Business Group provided the forms and scoring system for tracking progress, success and non-success (someone once said to me, “Success is never certain, failure never final). The forms are outstanding and testing.

The forms visually demonstrate if you are traveling the road to success. The “leading indicators,” which tell you if you are moving forward or standing still, are old school. How many prospects have you developed; how many discovery calls; how many sales cycles are moving forward; and how many proposals are being considered.

But the mind can play the wonderful trick of self justification. “OK, I’m a little short, but the economy sucks. I’ll do better next week. I’m really good at what I do. I just need a few more speaking gigs and networking events.” Don’t believe your own propaganda.

This was an enlightening session. And contained more information than what can be included in one blog. With that said, let me leave you with something shared by Richard Berroa in “The Realgogetter Blog,” The Precepts of the Samurai (samurai no kokoroe), a modern variation on a historical philosophy:

“Know yourself. (Jiko o shiru koto) Always follow through on commitments. (Jibun no kimeta koto wa saigo made kikko suru koto) Respect everyone. (Ikanaru hito demo sonke suru koto) Hold strong convictions that cannot be altered by your circumstances. (Kankyo ni sayu sarenai tsuyoi shinnen o motsu koto) Don’t make an enemy of yourself. (Mizu kara teki o tsukuranai koto)

“Live without regrets. (Koto ni oite kokaisezu) Be certain to make a good first impression. (Hito to no deai o taisetsu ni suru koto) Don’t cling to the past. (Miren o motanai koto) Never break a promise. (Yakusoku o yaburanai koto) Don’t depend on other people. (Hito ni tayoranai koto) Don’t speak ill of others. (Hito o onshitsu shinai koto).

“Don’t be afraid of anything. (Ikanaku koto ni oite mo osorenai koto) Respect the opinions of others. (Hito no iken o soncho suru koto) Have compassion and understanding for everyone. (Hito ni taishite omoiyari o motsu koto) Don’t be impetuous. (karuhazumi ni koto o okosanai koto) Even little things must be attended to. (Chiisa na koto demo taisetsu ni suru koto) Never forget to be appreciative. (Kansha no kimochi o wasurenai koto) Make a desperate effort. (Issho kenmei monogoto o suru koto)

“Have a plan for your life. (Jinsei no mokuhyo o sadameru koto) Never lose your ‘Beginner’s Spirit. (Shoshin o wasurubekarazaru koto)
“Saigo made eizoku suru – persist to the end. This one has special meaning to me. I look at this in this way ‘to persist is to conquer.’”

*The Samurai precepts are from written by Kristen Kyle.

For further details on “Discipline,” contact either Dan Kreutzer or Robert Lambert or visit the Samurai Business Group website.

Spencer Maus, of SpencerConnect, is a senior-level, public relations executive. Samurai Business Group is a client and providing compensation to SpencerConnect

Are You Wasting Your Time on RFP’s?

Many of us have received Requests for Proposals (RFP’s). Most corporations and all government agencies require multiple bids for large projects. RFP’s are sent to selected corporations. Bids are reviewed and a winner is selected.

For many businesses RFP’s are an important element for generating new business. Corporate teams spend hours on research, preparation and writing, submitting and then waiting for the good or bad news.

In many cases, success can be minimal. The team has submitted the perfect proposal. Every section has been thoroughly discussed. Your company’s products or services are a perfect fit for the needs outlined in the request

However, the winner may have been pre-selected. It could be a company that has always delivered great results. It could be that project manager plays golf with the CEO. Or you may have been suggested by your competition, in order to meet with policies or laws.

So how can you determine if it is a true open competition, or if you are “window dressing” to provide the appearance of fair and open process?

Dan Kreutzer, a managing partner of the Samurai Business Group, offers students a few suggestions. Does the RFP provide contact information and an invitation to call with questions? If not, your proposal may not be seriously considered. If you are invited to call with questions, you call, leave numerous voice mail messages without return calls, this may not be a fair competition.

If you do get the contact on the phone, first ask “How did you get my name?” If it was a referral, ask “who referred me so I can thank them?” If the corporate contact says he would prefer not providing a name, odds are it was your competition. If it was via a Google search, you may or may not be in a rigged beauty contest.

Next ask if you can discuss the RFP in person.  If that is impractical, ask if the contact has time or can schedule a time. If the answer is “all the information you need is in the RFP and on our website,” again this could be a waste of valuable, business development time.

However, if you are provided the name of a referrer and a quality meeting or phone conversation occurs, you are in a fair RFP competition. And one final tip. At the end of your RFP, include legal language that the information in RFP cannot be shared with anyone outside of the corporation requesting your bid. It may not prevent your bid from being shared with competition, but it may give pause to the corporate contact.

Spencer Maus, of SpencerConnect, is a senior-level, public relations executive. Samurai Business Group is a client and providing compensation to SpencerConnect.

Looking for Love in All the Wrong Places

Too often, networking is a complete waste of time. People sign up for all kinds of networking events, attend morning, noon, and night, and think they are accomplishing something. But if you are not getting profitable business from these events, it’s time to stop and reevaluate. You may be joining the wrong groups, working the wrong events, or talking to the wrong people.

The wrong groups

Many people become members of the local chamber of commerce or professional association because it’s nearby, they know someone there, or it seems like the right thing to do. Don’t join organizations lightly. The only reason to join a business organization is to do business. The people you want to do business with are people in your target market. If the organization does not contain a high percentage of people in your ideal prospect set, you are in the wrong group.

There are thousands of groups to choose from. The Directory of Associations contains 35,000 entries, from Alumni organizations to Zoological societies. Your best bet to find the right ones is to start asking. Ask your customers and prospects what groups they belong to. Ask people you know who move in the circles you want to get to. Consider MBA clubs, president forums, and venture capitalist groups—places where decision makers go.

The only way to know whether your networking is paying off is to track where your business is coming from.

The wrong events

Once your have the right group, choose the right events. The holiday party, with lots of spouses in attendance, may not be conducive to business discussions. Similarly, an event in a nightclub may actually preclude the ability to speak without shouting. If you are there to do business and no one else is, you are in the wrong place.

Your personal abilities and style may also rule out certain events. A golf outing may hurt you in the eyes of a prospect if you don’t know the rules or play poorly. You may think a “speed networking” event would enable you meet a lot of prospects, but the forced pace may not suit you or appeal to your target client.

The wrong people

Once you get into the right group at the right event, the next step is to talk to the right people. Too many networkers get embroiled in conversations with friends or acquaintances during these events and never even meet a real prospect.

To ensure you don’t fall into this trap, don’t go without a plan. For example, your plan may be to find five people worth following up with. Walk around introducing yourself, spending no more than 3-5 minutes with each person. At the end of that time, you’ll know if they are a prospect or not. If they are, gain their agreement to talk outside the event and move on. Continue until you have identified your five prospects. Then you can relax, catch up with friends, and enjoy yourself.

The right way is the way that pays

The only way to know whether your networking is paying off is to track where your business is coming from. Each time you close a client, document how you met them. After a few months, it should become clear which activities are most productive. If you went to three chamber meetings and got business each time, perhaps you should spend even more time there. If you’re having a hard time finding prospects, it’s time to leave.

If you’re somewhere in between, analyze your return on invested time (ROIT). Time is the most precious thing a salesperson has. Only you can determine if the amount of time you are spending networking is producing enough business to make it worth your while. Are there other ways of spending your time that could produce a higher payoff? Move to maximize your ROIT.

Networking is not a popularity contest—it’s business. No matter how friendly and fun the people are, if you are not doing business, you’re losing business.

Until Next Time…

Putting the Win Back In Your Sales-

Dan

DAN KREUTZER is an accomplished sales executive, sales trainer, author, speaker, and a Partner of Samurai Business Group, LLC. He has extensive expertise in business development, product and service marketing, and strategic leadership. Dan is a sharp and intuitive student of human behavior, and has fused his observations with a deep knowledge of sales culture to design the Samurai Sales Mastery™ programs. His book, “How to Put the WIN Back in Your SALES,” seeks to shatter the myths associated with traditional selling, and raise the level of professionalism in today’s salespeople.