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Chris LoCurto

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July 29, 2014

Sales Techniques using DISC [Podcast]

July 29, 2014 | By | 9 Comments">9 Comments

Everyone is in sales!

The way to sell properly is to understand who you are selling to.

When you know the personality style you are selling to then you can change the way you give information.

Use these sales techniques to gain the advantage.

 

Show Notes:

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Shout Out
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Check out her Instagram
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Here’s  the link for her Unicorn Fuel or “Catalyst Coffee” (I prefer the last one cuz I’m a dude.)

Selling with DISC

Click here to download the “Bonus – Sales Techniques using DISC” mentioned in the Podcast.

 

Selling to High D’s:

  • Give them info in soudbites. Short and sweet.
  • What is it you are trying to sell? Give it to them in bullet points.
  • Don’t give them a ton of info not in bullets.
  • Once a high D has bought…STOP SELLING THEM. STOP TALKING.

Selling to High I’s:

  • Remember they are all about people.
  • Don’t go into the meeting giving them information right off the bat. Ask them how they are doing?
  • But don’t be fake! Be genuinely interested in them.
  • They wont hear a ton of details so follow up with them in a more detailed email.
  • If you keep the meeting fun and energetic then you will get the sale.

Selling to High S’s:

  • This is the most difficult style to sell to. Most people give up on them.
  • They are always asking themselves “how is this going to impact the team?”.
  • It takes them a long time to make the decision.
  • Give them information. Teach them how your product, service will help the company, team.
  • If you communicate to them how the organization will benefit, understand it will take a lot of follow up. But the effort is worth it!

Selling to High C’s:

  • You have to have A LOT OF DETAIL to sell to high C’s. They don’t want salesmanship or hype.
  • They just want the facts. It doesn’t need to be exciting.
  • If they disagree with your facts…you lost the sale.
  • Be prepared.
  • Ask them, “Are there any questions?”.
  • This allows them to give information back to you so you can fill in more information.
  • And remember…DETAIL DETAIL DETAIL!!!

Click here to download the “Bonus – Sales Techniques using DISC” mentioned in the Podcast.

 

Chris LoCurto

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July 28, 2014

5 Ways To Work As Unto The Lord

For years I worked in the logistics industry. It wasn’t something I loved, but I was really good at. On top of that, the nature of the logistics biz kind of drove me nuts. It wasn’t uncommon for me to wake up at 2am, work for a bit to solve an emergency, go back to bed, then head into work to solve other emergencies.

I knew this wasn’t where I wanted to spend the rest of my career. But every time I tried to get out, I felt like God was closing the door. He didn’t want me to leave. I wasn’t being freed up to go on to something else.

Work as unto the Lord

After about a year and a half with a certain company I had a shocking conversation with one of my team members. She was struggling a lot with God. She made it pretty obvious to everyone. In fact she would always say she didn’t believe in God.
One day I asked her why she didn’t believe. She told me a story about her son-in-law and how he had killed her grandson years ago. She went on to say with tears in her eyes, “…there’s no way there could be a god who would allow for something like that to happen”.

We continued talking one-on-one for about two hours and her tears soon turned to joy as she rededicated her life to the Lord. Why did she do that? What happened during that two hour conversation?
Well, she had come to an understanding that while all things may not make sense to us, God still has a plan, and He wants us to put our faith in that plan. Ok, there was a lot more to it than that.

You have to know that God has a reason and a purpose for everything in your life.

Shortly after that conversation the craziest thing happen, I headed back to my office and heard my phone ringing. It was a team member who used to work for me who told me there was a company that wanted to hire me. He asked me if I had a resume I could send over. So I did, and guess what…I was hired in just a few days.
Random coincidence I’m sure!  : )
Not hardly! I wholeheartedly believe God kept me at the previous organization so one day I would have that conversation. Now obviously there were other things that happened while I worked there, both good and bad, but I know that God kept me there for that specific reason.

God loves his children so much that he’s perfectly fine with keeping me in an industry I disliked so that I would have a conversation that guided one of His kids back to Him. Having that perspective kind of makes you feel silly when you catch yourself complaining. And the moment after I talked with her, He moved me on.

So here’s five ways to make sure you are doing your work as unto the Lord.

1. Understand that this is God’s story…not ours.
If you are caught up thinking that this is your story, you couldn’t be further from the truth. This is God’s story, and He’s allowed us to be a part of it. If He wants to use you in a situation so He may change one of His children’s lives, He may do just that.
Doesn’t mean you can’t fight Him on it.
Doesn’t mean you can’t run away.
But if you’re not feeling freed up from a job, there must be a greater reason why God has you there in the first place.

Ask God to bring to fruition whatever it is He is wanting to do with you.

2. God has a plan for you…regardless of your environment.
It’s difficult to work with people who don’t have a lot of integrity. It’s difficult to work with people who create a bad work atmosphere. Maybe there’s gossip or backstabbing. You have to understand that no matter what else is going on in other’s lives, God still has a plan for you.
Here’s Jeremiah 29:11in the Message:

I know what I’m doing. I have it all planned out—plans to take care of you, not abandon you, plans to give you the future you hope for.”

So if that’s true, and you are in a work environment that is not ideal, it doesn’t mean that you stop working hard for God. Just because other people are that way doesn’t mean you mess yourself up in the process and stop doing a great job.

3. Don’t bring yourself down to the level of others.
When the folks around you are not working their hardest, it can wear you down. If your work ethic slips to the level of those around you, guess what? You make yourself considerably less marketable. I want you to focus on being marketable. That means making yourself even more valuable as if you are going to another company. Ask the question, “How can I make myself even greater in situations where most people don’t care?”.
If you focus on making yourself more marketable to other businesses, when the time is right, not only will God move you on, but you might even get a better position at your current organization.

4. Focus on how you can bless others around you.
How can you be a witness to those around you? If people are struggling or not giving their all, if they are gossiping or backstabbing, you should still be a light. You should still be a witness to them. Not only a witness to a better work ethic, but also for Christ. They should be able to see you live in Christ even if you don’t say it with your mouth.

St. Francis of Assissi said, “Preach the gospel at all times, when necessary, use words.

5. Talk to God.
No matter where you are or what you’re doing, prayer is literally a game changer. Prayer is not about how fancy you can be with your words. If you are using nine dollar words with God…He’s not impressed.  In fact, He wants you to talk to Him as children do. You are His child, and prayer should never stop.

Pray without ceasing. That means you are talking to God all day long. The same way you talk to anyone else around you. So when you’re in a job or industry you don’t like, talk to God and let Him know how you feel. He cares. Ask Him what He wants from you. Ask Him what you’re suppose to do. Ask Him how to be better at what you’re doing. Ask Him for direction, guidance, and even ask Him to bless you. There’s no harm in any of that.

But remember, don’t stop talking to Him just because you’re not happy with where you’re working. The more time you spend with Him, the greater chance He is going to let you in on the incredible plan He has you in.

How have you seen God at work in your life, and the lives of others?

Chris LoCurto

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July 23, 2014

10 Signs You’re Not Emotionally Strong – Part 2 [Podcast]

July 23, 2014 | By | 7 Comments">7 Comments

Today we’re diving into Part 2 of the 10 Signs You’re Not Emotionally Strong and have recapped all 10 of the signs. If you missed the last Chris LoCurto Show, listen here: https://soundcloud.com/chrislocurto/chris-locurto-show-being-emotionally-strong-part-1

What does it mean to be emotionally strong? Other peoples actions can’t tear you down or affect you or stress you out. You don’t have problems making decisions and you’re content with life. You’re happy and everything in your world is going well. Even if there are struggles or problems, you’re able to get through decision making processes and be strong.

Subscribe to the podcast:          iTunes  Stitcher Radio  SoundCloud

10 Signs That You’re Not Emotionally Strong

  • If you’re believing the lies people tell you or have told you. If you’re acknowledging the voices that tell you you’re not good enough, whether internal or external, your emotional strength is being attacked. God loves you exactly where you are, He just doesn’t want to keep you there, he wants to make you better. If you’re in the worst time of your life, God loves you and you’re good enough. Check out this past podcast that dives into the lies we believe – http://chrislocurto.com/the-lies-we-believe-podcast/
  • If you’re self-sabotaging. Self-sabotage not only interferes with your goals but makes you your own worst enemy. Sometimes it occurs because of a lack of self-esteem or because you’re believing the lies you’re telling yourself or have been told.
  • If you’re codependent. Codependency happens when you’re relying on another relationship and that relationship becomes more important than you as an individual. If you’re focusing on taking care of someone in a way that puts you second, you’re codependent. Low self-esteem makes you believe you’re not good enough so you focus on someone else to make them great. They may not even want that attention. In some instances, it becomes manipulation from the person receiving your attention.
  • If stress is destroying you emotionally, physically or spiritually. If you’re down or not creative or not wanting to move forward, you’ve got to get to the root of the stress. What’s causing you to not sleep or feel overwhelmed?
  • If you’re not living life and doing what you want. When you’re struggling with emotional strength, your life is not your own. You don’t take trips or take risks. You’re not living life to the fullest. What’s holding you back? What’s keeping you from living your life?
  • If you always have to be right. If you’re the type of person who can’t take constructive criticism and insists on being right (even when you’re wrong), this is a place where you’re lacking emotional strength. When someone is leading or guiding you and you’re reply to their advice is “I’ve already done that, tried that, I already know that, etc.”, start listening. Evaluate what they’re telling you and ask yourself if they’re trying to help or hurt you with the advice or criticism. If their goal is to tear you down, get them out of your life. If their goal is to help you, listen. Don’t get defensive because you’re struggling or have fear.
  • If you’re in denial. If you’re not able to look at yourself and see the areas you’re struggling in, you’re probably in denial. What are you doing wrong? When I realized I wasn’t giving quality communication, I had to be honest with myself and admit it was an area I struggle in. Be honest with YOU!
  • If you’re always wanting attention. If you’re always needing to capture someones attention or promising more than you can deliver, you’re probably struggling with proving your value to others. If your focus is getting attention because it means you are important, stop.
  • If you’re being a victim. Victim thinking comes in a few forms – either the world is against you or you truly believe everything is your fault. Either side is a sign that emotionally you’re not healthy. You need to be truthful about situations. Being a victim does nothing but destroy you.
  • If you’re unable to love or be loved. When you’re unable to love others because people have hurt you, you’re living in fear. You’re unable to put in solid and healthy, emotional boundaries. You have to have boundaries, not walls, that keep people who take advantage of you at a distance. Walls isolate you. Boundaries is a great book (one that I talk about all the time) that goes very in-depth on this issue. When you can’t love yourself and take care of you, no matter what, God never stops loving you. It doesn’t matter what you’ve done, it’s called grace. 

Be sure to check out LifePlan and contact us today to get more information about this life changing process.

Question: What do you think of this type of content?

Please share your thoughts and share this podcast with family, team members and friends that need this information.

Chris LoCurto

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July 21, 2014

The Power of Intentional Communication

July 21, 2014 | By | 6 Comments">6 Comments

High levels of quality communication is the key to winning in any business! 

As a leader, CEO, entrepreneur, one of the most important things to do when you are about to speak with a team member or a group of people, is to shut off anything that is dominating your focus so you can focus on what’s in front of you. Not doing so will cause you to have less than quality communication, and certainly less than quality listening.

the power of intentional communication

For experienced sales people, they’re always thinking, “I need to turn my game on before I go to the sales call.” They’re already set to think that way. They know that. But a lot of people don’t. Folks outside of sales don’t usually think that way. And even a lot of green sales people don’t think that way.

For me, because I am a personality styles teacher, it comes a bit more naturally.

I kind of know subconsciously how I’m going to work with different people, and how my lack of attention can have varying degrees of communication destruction depending on the personality style I’m communicating with.

When I know the person, I even know ahead of time how I’m going to communicate with them to best serve their personality style.

For instance, I have Keith on my team who I work with everyday. I know exactly how I’m going to talk with him on a daily basis, and it’s different than the rest of the team.

If I’m talking to Joel, or if I’m talking to Melissa, they all have different personality styles, so I communicate to each of them differently.

I have to consciously realize just how my high I and D will come across to them in situations. I might cut one person off and I might not give another person enough information. I have to make this thought process a habit. Eventually for you it will become automatic. But you will still forget…I still do.

I know there are times when I have to realize I’m distracted and say to myself, “Dude…think! Think about what you’re doing. You’re distracted right now. Think about how you’re communicating. Think about how you’re NOT communicating.”

And I will have to force myself to say, ” Stop! CHANGE THIS!”

So for leaders, and even team members, you need to be thinking: “How am I communicating right now?” “How am I presenting myself in this situation?”

But…understand that YOU WILL HAVE BAD DAYS! I’ve had a lot of really bad days. It happens. It’s life. There’s going to be bad days.

In my early days of leadership I sometimes would carry whatever junk I was going through at the time into the meeting. I could see it impacting the people around me. I have to know that if somebody is expecting to spend an hour with me for coaching or leadership, I can’t carry my bad day into that meeting!

Since I’m more of a “noticer”, I’m one of those people who looks and see’s what’s happening on people’s faces and body language. I’ll look and see how they respond to interaction. Well, when I know that I’m the one being the dork in the room, I can see it pretty quickly and have to make adjustments.

Your team wants the best of you. They deserve the best from you. I understand that your bad day may be an emergency. I’ve had a couple of emergencies throughout my business career that have forced me to cancel meetings and events. I hate doing it but I’d rather cancel than give them half of me.

You have to understand that you’re bringing your personality, your personal life, your personal problems, and your personal wins to the table, for better or worse. For example, I’ve seen leaders meet with someone to discuss poor performance when only moments before the leader got the news that a monster contract came through.

They were super excited. After high fiving and celebrating, they had to stop their celebration to tell somebody they have done a bad job. (Oh my gosh!!!) The second the employee has crossed the doorframe they were back to high fiving. That’s a terrible thing to do. His celebration became more important than that person. And that person, in reality, is way more important to the organization.

These are the things I try to get across to folks before they step into leading teams, leading processes, or leading their family.

It’s intentional and it’s how you win as a team.

Question:  Are you being intentional with your communication?   If so, how?

Chris LoCurto

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July 15, 2014

10 Signs You’re Not Emotionally Strong – Part 1 [Podcast]

It doesn’t matter what position you have in a business, if you’re a team member, leader or entrepreneur there are so many of us struggling in the area of being strong emotionally.

What does it mean to be emotionally strong? Other people’s actions can’t tear you down or affect you or stress you out. You don’t have problems making decisions and you’re content with life. You’re happy and everything in your world is going well. Even if there are struggles or problems, you’re able to get through decision-making processes and be strong.

Subscribe to the podcast:          iTunes  Stitcher Radio  SoundCloud

Signs That You Might Not Be Emotionally Strong

  • If you’re believing the lies people tell you or have told you. If you’re acknowledging the voices that tell you you’re not good enough, whether internal or external, your emotional strength is being attacked. This is self-sabotage. God loves you exactly where you are, He just doesn’t want to keep you there, he wants to make you better. If you’re in the worst time of your life, God loves you and you’re good enough. Check out this past podcast that dives into the lies we believe – http://chrislocurto.com/the-lies-we-believe-podcast/
  • If you’re codependent. Codependency happens when you’re relying on another relationship and that relationship becomes more important than you as an individual. If you’re focusing on taking care of someone in a way that puts you second, you’re codependent. Low self-esteem makes you believe you’re not good enough so you focus on someone else to make them great. They may not even want that attention. In some instances, it becomes manipulation from the person receiving your attention.
  • If stress is destroying you emotionally, physically or spiritually. If you’re down or not creative or not wanting to move forward, you’ve got to get to the root of the stress. What’s causing you to not sleep or feel overwhelmed?
  • If you’re not living life and doing what you want. When you’re struggling with emotional strength, your life is not your own. You don’t take trips or take risks. You’re not living life to the fullest. What’s holding you back? What’s keeping you from living your life?

These are just some of the areas that keep you from becoming emotionally strong. We’ll dig into Part 2 of this topic on the next Chris LoCurto Show. Be sure to check out LifePlan and contact us today to get more information about this life changing process.

Question: What do you think of this type of content?

Please share your thoughts and share this podcast with family, team members and friends that need this information.