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3 Ways to Outperform Your Competition

There is a lot of value for any organization to be gained from being “best in class, #1, champion, or industry leader, etc.”

But with so much competition and so much universal availability of resources, how can you consistently rise above and outperform your competition or even just outperform your own potential?

Simple.

Regardless of whether you’re trying to beat someone else or just break your own personal records, it brings us back to 3 truths that remain timeless and relevant even in a world of constant change and technological advancement.

1. Work Longer – Work more hours than anyone else or than you ever have before. There is so much power in sheer volume. Don’t underestimate it. Find a way to take time from insignificant activities you’re engaging in to reallocate towards your goals that really matter. (Hint: if you’re watching the US average of 27 hours a week of television, start there!)

It’s also not just your own total personal hours (which should of course always be maximized in the direction of your key priorities) but that of your team as well. When you grow your trained staff, you’re growing the total number of hours being invested into the achievement of your mission.

2. Work Faster – Become more efficient. Stay more focused. And increase your sense of urgency to squeeze the ultimate value out of each second out of yourself and your team every single day. If you can eliminate distractions or unnecessary work from yourself and your team that will give you instant lift.

Also, as discussed in our most recent book Procrastinate on Purpose, “automation is to your time what compounding interest is to your money.” So, anything that can be automated, operationalized, or streamlined should be because over the long haul you will get ROTI Return on Time Invested. Most of all though it’s your own internal intention, focus, and discipline that needs to be mastered.

3. Work Smarter – There is such a thing as “a sharper axe.” So, it does make sense to be intelligent and strategic. For example, if you’re in sales, learn to master asking for referrals, prospect by vertical markets, use scripts and get a sales coach.

If you’re a small business owner learn the tools that will help you scale your business and generate leads.

If you’re busy at all, learn to multiply your time by spending time on things today that create more time tomorrow.

If you’re a leader, create the space you need to spend time developing your people. You also could get a leadership coach to shortcut your learning curve.

But never use working smarter as an excuse or justification for working less.

And never use the excuse that if you can’t work longer for some reason that you still can’t find a way to beat your best.

Because it’s not just about working smarter or working faster, or working longer.

When it comes to outperforming your potential, it’s always about a combination of all of the above.

The Misconception People Have About Sales

THE MISCONCEPTION PEOPLE HAVE ABOUT SALES

If you think “sales” is a bad word, then you’re thinking about it wrong.

You may think of it poorly because you’ve had a bad experience or maybe even because you’ve had bad information.

“Sales” sometimes gets a bad reputation because even sales-people often misunderstand their role and the value they provide.

Too many salespeople think of selling as “talking people into things.”

But sales is not about talking people into things at all.

Sales should be thought more of as serving people.

In fact, at Southwestern Consulting, we often use the term Servant Selling to help reinforce the core of what true professional salesmanship is all about.

Servant Selling is about helping people make decisions about what is best for them.

Servant Selling is about helping people make their lives better.

Servant Selling isn’t something you do “to” people; it’s something you do “for” people.

People need help understanding options.

People need help coming up with solutions.

People need help finding answers.

People need help overcoming fear.

People need help pushing past procrastination.

People need help making decisions.

And those are all things that a highly trained, well coached, professional salesperson will help them with!

Professional sales people help people make better decisions.

And that is an extremely valuable service.

When someone has a negative connotation around “Sales” it’s because they typically understand it as adversarial.

As in, it’s the salesperson vs the prospect. And it’s a battle and a fight to the finish about who is going to win…

Will the prospect be able to hold out or will the salesperson have the magic words to convince someone and pressure them to buy something they don’t really want?!

Yuck.

That’s not selling.

Servant Selling isn’t adversarial at all.

Servant Selling is never about the salesperson winning and the prospect losing; its always about the prospect winning.

Because Servant Selling isn’t about the salesperson vs the prospect; it’s about the prospect vs some challenge, opportunity, or problem the prospect is trying to overcome in their life.

In that way, Servant Selling is the salesperson and the prospect together, on the same team, working side by side to try and find a solution to make the prospect’s life better.

The salesperson is serving the prospect.

The salesperson is supporting the prospect.

The salesperson is helping the prospect.

And sales doesn’t happen through one way communication; it happens through a conversation.

It happens through a dialogue.

It happens through the salesperson asking questions, listening, and understanding the prospect’s situation first.

And then offering solutions to help them make their life better.

So if you want a more accurate way to think of professional salesmanship…

Think of it as a conversation about someone’s needs, where we ask them questions and understand their situation.

Then, we enthusiastically show them options that will hopefully solve those problems, and then we gracefully lead them through a decision process that helps them make a choice that’s best for them.

Sometimes they buy and that’s great! Sometimes they don’t, and that’s okay too.

The role of an expert sales professional is to just help them make a decision about what’s best for them.

Think of it as a partnership.

Think of it as helping.

Think of it as serving.