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“What’s Wrong With Me…”

“How can you be so incompetent? One sale! One sale! How can you only make one sale in a month? That is ridiculous. It was a measly sale at that!” bellowed an extremely angry and frustrated sales manager. “Jack, if I don’t see improvement soon, you are out of here.” “Not again,” thought a very depressed, dejected Jack Blake. This was his third sales job in a year and he was failing again. “What is wrong with me?”

*Excerpted from “Sales Success” by Mark Bowser with Zig Ziglar and Scott McKain

If you have ever felt like Jack then rest assured there is nothing wrong with you. You may just lack proper sales training. “Sales Success” can be that answer for you.

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Your Team is One of Your Greatest Assets

Why do people go back to the Disney Parks over and over again, year after year?  Is it the fun rides? Is it the awesome shows?  Yes and no.  Yes, the shows are incredible and the rides are tremendous fun. But, that is not what brings people back.  Walt Disney World is the most traveled to vacation destination in the world for one reason and one reason alone.

Walt Disney said, “The first year [at Disneyland] I leased out the parking concession, brought in the usual security guards—things like that—but soon realized my mistake. I couldn’t have outside help and still get over my idea of hospitality. So now we recruit and train every one of our employees. I tell the security police, for instance, that they are never to consider themselves cops. They are there to help people. The visitors are our guests. It’s like running a fine restaurant. Once you get the policy going, it grows.”

People go back again and again to Disney because of the service.  Or, what Walt called “Hospitality.” Disney makes people feel good.  They make us feel special. They give us a magical experience. Someone who is not part of your official team should never be on the front lines servicing your customers. In other words, outside vendors or contractors will never be able to do as good of job as front line team members in servicing your customers. Why?  Because you can’t control their training and the odds are they aren’t sold on your business philosophy.  It is more likely a job to them.  A paycheck…not a passion for the organization.

On the other hand, you will discover what Walt did if you adopt three action principles.

  1. Be picky on who you hire.  You are not looking for a warm body.  You are looking for the right person.  Hire nice people. Happy people. Compassionate people. Or, as Jim Collins said in his runaway bestselling book, you need to get “the right people on the bus.”
  2. Train them well. Create policies and procedures with actionable steps to perform extraordinary customer service.
  3. Reward your team well.

That is it!  Great business success isn’t that difficult.  We just have to live by simple principles like Walt…and take action on them every single day.

*Check out Mark’s books at

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Monotony…Be Gone!

By Mark Bowser

“The only thing we should fear and be on constant guard against is getting bogged down— getting into the ruts of monotony and timeworn repetitions which the business of entertainment cannot long stand.” Walt Disney

So true of life too.  If we get bogged down in tradition for tradition’s sake, then growth is dead.  Now, don’t get mad at me.  I have no problem with traditions.  I love traditions. I love how my family does Christmas.  I love the sentimental value of doing the same things year after  year, after year.

But, to adopt that philosophy when it comes to how we run our business’ or for that matter how we run our lives will end in disaster.  We must always be about improvement.  How can we take something that has been done for years and make it better?  You don’t have to reinvent the wheel in order to be a great success.  All you have to do is come up with a new way to use the wheel or to improve the wheel itself.

So, what about you and your career?  Where are you going to improve?  What inspiration can you give to a “timeworn repetition?”  Give these questions some thought and before you know it, your magical dreams will become a reality.

*Mark Bowser is a one of the top Sales & Service experts in the nation today.  For information on how he can present a motivating keynote or seminar for your group then contact him at Empowering Enterprises, Inc. at (513)252-GOAL or email  

*Pick up one of his inspiring books at

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The Ultimate Sales Secret

What is the secret to sales success?  When it is all said and done, at the heart of the sales champion is Brotherly Love!

The nine fine-tuned athletes lined up at the starting line.  This is what they had trained for.  The race was the 100-yard dash.   As the gun was raised, tension filled the air. BANG!  The gun was fired.   The athletes broke out in an awkward trot instead of a graceful gait.  You see, this was the Seattle Special Olympics.  Special was an understatement for this race of champions.

One of the contestants stumbled and fell to the ground.  The young boy began to cry.  The other eight athletes heard the cry in pain.   They paused, turned around, and went to help their fallen comrade.  One girl with Down Syndrome kissed the fallen athlete.  She said, “This will make it better.”  They helped the little boy to his feet and they all joined arms and crossed the finish line together.

That is what being a sales champion is all about.  Care for your prospects and you will be more successful.  As Zig Ziglar says, You can have everything in life you want, if you will just help enough other people get what they want. The true victory in sales and in life is brotherly love.

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Self-Esteem and Sales Success By Mark Bowser

In the world of selling (and in every aspect of our lives) Self-dignity and self-esteem are the greatest needs of every individual.  Respect and a belief in oneself are vital if you are going to reach the top ten percent of sales professionals.

Gary Smalley and John Trent tell a wonderful story in their book In Search of the Blessing.  The story is from the Civil War.  One of the greatest heroes for the Union Army was General Chamberlain.  He was very brave.  He had nine horses shot from under him, was wounded many times, and was awarded the Medal of Honor. President Lincoln and General Grant respected Chamberlain very much so they chose him and his men to be the honor guard for Confederate General Lees surrender at Appomattox Courthouse.

When the surrender was complete, General Lee began to ride down the road with Union soldiers standing on either side of him.  The Union soldiers began to laugh and make fun of the enemys leader.  Chamberlain was not going to stand for this.  He silenced his men and forced them to stand at attention, present arms, and salute General Lee as he made his way down the road.

Why did General Chamberlain force his men to do this?  I believe it is because General Chamberlain understood the power of respect to an individuals self-esteem. General Lee deserved their respect.  General Lee needed their respect.  Their show of honor must have put a little joy into what was probably the worst day of General Lees life.  If we lose our self-respect then we lose who we are and then you will not be successful at selling.  General Chamberlain helped General Lee keep his self-respect.  My challenge for you and I today is simply this:  Lets go out there and do the same thing for someone in our sales life. It might be a prospect, a customer, or even a fellow sales professional.  Who can you build up today?

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Crawling Your Way to Sales Success

Man must learn to crawl in selling before he can walk and one must walk before he can run.

What would happen if a baby attempted to walk before it crawled?  Most likely the baby would fall down, right?  What would happen if someone attempted to perform brain surgery before he graduated from medical school?  The patient would probably die.

Every sales goal has steps to reaching that goal.  It is important not to skip too many steps.  If you do, you are likely to stumble and fall.  There are things we need to learn through the journey.  There are things that have to be done before we can move forward.  Success in selling is a balance between patience and assertiveness.  Find that balance and you will soon find yourself sprinting towards your sales goal.

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The Keeper of the Spring

I came across a story one time which I think illustrates beautifully how we need to take care of our prospects when selling.   The story goes something like this.  It is about a man who lived in a forest in the eastern Alps overlooking an Austrian village.  This old man had been hired years ago by a wise town council to make sure the mountain waters flowed freely into the wonderful spring which flowed into the quaint village.

The old man faithfully year after year removed leaves, twigs, and everything that could contaminate or clog the flowing water.  As a result, the village spring was an attraction for vacationers and swans alike.  The village was peaceful, happy, and blessed.

One night, years later, another town council began talking about the almost mythical keeper of the spring.  They wondered, Why are we paying this man?  Does anyone ever see him?  This money could be used for better purposes.  As a result, they decided to terminate the services of the old man.

For a while, everything stayed the same.  The spring was beautiful and the village blossomed.  But then came autumn.  The trees began to loose their grip on their leaves.   Twigs and branches broke off the trees and fell into the stream.

One day, someone noticed something different about their wonderful spring.  It was changing to a different color.  Soon a haze came over parts of the spring and a sickening smell began to hover around it.  The vacationers left the lovely village. The swans decided to look for a new home.

The town council called an emergency meeting.  They realized what a terrible mistake they had made by firing the old man of the forest.  They immediately hired him back.  The old man got to work and performed the miracle again.  Within a few weeks, the life-giving water was flowing freely and surely to the village spring.  Soon all was normal, healthy, and blessed.

Many times we treat our prospects and customers much like the town council treated the keeper of the spring.  We appear to have no use for them and we take them for granted.  Remember this, without them, we have no sales.  My dad used to tell me all the time growing up in our family business.  Our customer (and prospect) is our life blood.   I leave us today with a sales thought to ponder?  Are we taking care of the keeper of the springs in our lives?

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What Have You Put into Your Mind Today?

Successful selling is about the mental game. Make sure what goes into your mind is positive because what comes out is always what went in.

Most of us have probably heard the statement garbage in; garbage out.  Well, that is a realistic representation of how our brains work.  If we continually think depressing thoughts then we will begin to live a depressing life.  But on the other hand, if we continually think happy, positive thoughts then we will live a happy, positive life.  This is why it is vital that we pay attention to what we are putting into our brains.  It is vital that we fill our brains with the good stuff of life.  Begin reading good books.  Begin watching moral entertainment.  Begin focusing on what is positive, hopeful, and good.  If we will do these things, then we will live a fulfilling, empowering life and we will close more sales.

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A Sales Champion Harnesses the Power of Questions

I read a  fascinating story about a little girl named Markita Andrews. When Markita was eight years old, her father abandoned her and her mother.   Markita’s mother worked as a waitress to support them. One day, she said to Markita, “I’ll work hard to make enough money to send you to college.  You’ll go to college and when you graduate, you’ll make enough money to take you and me around the world. Okay?”  That thought ran around Markita’s mind.  How would she ever be able to afford a trip like that?

When Markita was 13 years old, she read in a Girl Scout magazine that the one who sold the most cookies would win a trip for two around the world.  Here was her answer.  She had to go for it.  She could smell that trip like you can smell those good cookies. Markita’s aunt gave her some invaluable advice, which included asking people to invest in her cookies not just to buy cookies. Markita started telling people her dream of earning a trip around the world for herself and her mother.  She then would close with, “Would you like to invest in one dozen or two dozen boxes of cookies?”

Markita sold 3,526 boxes of cookies that year and you know what?  She and her mother went on a trip around the world.  What was it that has taken Markita to the top?   How was she able to sell so many cookies?  Well, there are many factors to her success but I believe one of the key ingredients was the questions she asked her self.  I imagine she asked herself good questions like, “How can I win that trip?  How can I succeed?  What is going to go great today?”

You see, God created the greatest computer right between your ears.  If you ask your brain a question, it will search and search and search until it finds an answer.  The problem is that many people ask themselves lousy questions.  They get up in the morning and the first thing they ask is, “I wonder what is going to go wrong today?”  And before they know it, their brains give them a whole list of things that could go wrong today.

We don’t want to be like that.  We need to use to the best of our abilities the computer in our heads.  We need to ask ourselves good questions.  Get up in the morning and ask yourself, “What is going to go great today?” or “What will I enjoy today?”  When you ask those questions, your brain finds answers to them as well, which will motivate you in the direction of success.  How we feel and where we are headed in life is in direct relationship with the consistent questions we ask ourselves.

The next time you are in a bad mood try to stop and catch yourself. What kind of questions have you been asking yourself?  I can almost guarantee that you have been asking yourself some pretty lousy questions.  Let’s change that pattern right now.  I encourage you to take some time and really answer the following questions.  Roll them around in your head.  Spend some time with them and then write down your answers.  When we change our questions, then we change our answers, that in turn changes our focus, which then leads to our success.

1.  What are you excited about today in your sales career?

2.  What can you learn today?

3.  Think of a challenge you are having right now in your sales career.  How can you make it better or even solve it?

4.  How can you serve your prospects and clients today?

5.      How can you make a difference?