Reach Success: Raise Up Your Inner Champion

Reach Success: Raise Up Your Inner Champion

The Challenges of Success

It’s no secret that the road to success in sales or business has many challenges. Most people know that. We’ve all discovered this truth as we have worked towards our own personal success in our small business or our lives. Each time we are challenged, it’s comforting to know that there is a powerful champion spirit that can rise up inside of us and overcome the seemingly impossible challenges in our path.

Having this champion spirit gives us reassurance that we are on the right track towards success and that we can handle any trouble that come our way. It also builds resilience skills and the ability to perform well under high stress. I learned this valuable lesson when I was the team captain of my high school water polo team and now teach these skills in our top sales training seminars and coaching for small business.

What I Learned Playing High School Sports

Water polo is similar to hockey or soccer except there are two play areas: one is above the water which is visible to the spectators and the referees and the other is below the water where the action is distorted not only by splashing, but also from the depth and the refraction of the water. It is under water where much of the action takes place including grabbing, holding, kicking, and pulling all of which is unseen by the referees. Because most of these infractions go undetected by the referee no whistle or penalty is called. It is when a player retaliates above the water where the referee can see that the whistle is blown and a penalty is given. To “play the game” effectively a player has to remain calm, focus on the ball, the game and be able to “zone out” from the pain. If a player lets frustration and the desire to get even overcomes him then his ability to perform and play the game is lost.

The Hidden Battles

So it is with anything we will do in our business and lives. There are two battles to be waged: one that others can see and the other inside of us. Remember, to maintain your focus and like playing water polo, expect the ‘hit’, its part of the game. A ‘hit’ in your small business is any one of the many challenges you can face such as lacking time, money or even knowing what to do. The good news is that the more skilled you are the more of a potential success you become. Any attacks to knock you off your game are rewarded with the opportunity to overcome the challenge. So no matter what comes your way, keep summoning the champion inside and remember the lesson of the champion is one of strategy, resilience and self-control. To do that you will need to develop new skills. Here are the main ones you will need to work on.

The 5 Skills You Need to Master

1. Dare to Write Down Your Big Dream

Dream so big that if you tell the people closest to you they might think you’re crazy. Often we have some big dreams inside that we have never told anyone else about or even allowed ourselves to entertain. Without a dream, you will not have the emotional commitment when things get tough. Remember, today’s big businesses were once nothing more than entrepreneurs with big dreams!

2. Build an Iron Clad Coat of Confidence

The journey to your success will be stressful and will shake your confidence. You will need to have a sober and realistic view of your abilities and talents so when things get tough, you can remind yourself. A solid confidence will also help you attract good people and resources into your life as you move forward.

3. Exercise Your Determination

Determination is a muscle that you will need to exercise to make it strong enough for the journey to your success. Adversity will be your chosen ‘workout’ and you can expect to have a vigorous routine. All of these challenges will help you build the determination to overcome the urge to quit when the going gets tough.

4. Master Your Greatest Fear(s)

Being and living BOLD requires that you learn to master your fears. Bold people know how to champion their emotions to be courageous, brave and eventually fearless. Without mastery over their fears, any person with great potential will succumb to the lies of their fears as they justify mediocrity.

5. Create a Resilience Plan

It takes guts to build a team of people around who will support you through your journey. Not because they’re not available, but because you will need to admit you need and want the help. Most entrepreneurs and small business owners have a chronic do it yourself mentality that pulls them away from having great resources around them when they need it most.

Rich Grof Performance Coaching provides innovative programs for our valued clients; top sales training seminars, coaching for small business, business growth coaching, professional business coaching, personal leadership development plan, leadership skills training courses and leadership training for executives.

Passing The Torch- Tips For Hiring the RIGHT Salesperson.

Passing The Torch- Tips For Hiring the RIGHT Salesperson


Hiring a new sales person can be a tedious job. Many business owners wait too long before passing the “sales torch” over and end up hiring out of panic instead of making a calculated business decision. The result of that panic is that the first 3 or 4 salespeople that they hire blow up, and end up costing the company multiple lost prospects and hours of irrecoverable training time. Ouch!

I am a firm believer that there is no perfect salesperson. There is no calculated list of prerequisites that determine what makes a great salesperson such as they must have brown hair, yellow eyes, and be able to stand on one foot for exactly 247 seconds. “Perfect” or ideal salespeople come in all shapes and sizes meaning they have different educational backgrounds, experiences, and personalities. However, the one trait that is essential to hiring a star sales person is that they must be coachable.


Watch Out For Time Suckers and Culture Killers

What do I mean by coachable? Your new sales person must be willing to receive feedback on sales techniques and training, share ideas with the team, and be an active contributor to the overall vision of the company. There is nothing worse then the “know-it-all”, the “I’m on commission so I can do what I want”, or the “I’m the master, but I’m not going to tell you how I found success”. Hiring one of those people will kill your sales team’s culture and become a management nightmare.


Slow Down For Success

The second tip I have for hiring a salesperson is to take your time. Even the most junior sales person can walk into an interview and “sell” you on their skills for 30 minutes. Don’t get suckered into hiring someone just because you are in a rush to fill the position. You should plan to conduct 2-4 interviews with the person before you commit to hiring them. By the end of your interview process you should be able to confidently say what skills the candidate has, where you will need to train them, are they coachable and willing to follow your sales systems, and identify any variances in their character (i.e.: does the book match it’s cover).

Business owners and sales managers, invest in your business by taking the time to hire the right person the first time. Your future-self will thank you!

Check out this video featuring Master Coach Rich Grof:

3 Tips to Hire a Fantastic Salesperson – Sales Manager Training


~Phalan Grof

Performance Coach Phalan Grof

Phalan Grof

VP Sales & Marketing, Western Regional Manager, Performance Sales Coach

Phalan is a passionate believer that sales doesn’t have to be hard or feel slimy. She is a bold advocate for integrity based selling though customer relationships rather than traditional sales tactics.



How Emotion & Logic Works for Your Sales Prospect – Sales Skills and Sale Techniques

Maybe you have noticed that it’s harder to make sales today or that your sales techniques are no longer working. In fact, they aren’t!

Most salespeople are missing the sales techniques that help buyers buy; they’re called “emotional benefits”.  Emotional Benefits help the buyer connect to the feelings that they will experience when they make a purchase. Without these a buyer will have a hard time moving through the sales process.
Listen as Master Sales Coach and Trainer, Rich Grof Explains how these are important and how to use them.

How I Learned to Make Sales Conversion Easy – Sales Techniques for Success


At times I see business owner or salespeople who are working hard offering great value and service to their clients in hope that their efforts would help land them new sales prospects. And even though it seems like their doing everything right in sales process, they still find that there still is resistance to deal with.  What would it be like if this sales resistance could be eliminated?

Even more what if we could discover the secrets that could change the sales interaction so much that any prospect was almost begging to get that product or service?  Impossible?  Not so.

That’s the power of creating tension in sales.

Let me explain.

Creating the Perfect Buying Experience



There’s an old saying in sales that says, “Everyone wants to buy, yet no one wants to be sold”.  This ideology embodies the concept of need motivated selling that contributes largely to what is called “Client Enrolment”. Client enrolment is nothing more than finding out what your potential clients want at the deepest levels of who they are, what value it has to them and what plan they may have to achieve their dreams.

Sounds easy, right?

In fact it is that easy!  The hard part for most people is discovering how to find out what someone wants.  For Salespeople this is easy to do.  We’ve been trained with advanced questioning and listening skills to help uncovering the desires, pains, and problems of potential clients.  Then once they are clear about what is important to them and the value it has in their life, they can tell how your product or services will make a difference in their lives that is worth paying for!


The Benefits of Creating Tension in Sales

We have all seen or experienced those moments where a company has created the perfect buying environment and people line up at 3 am just to make sure they can get in and by the time the door opens there is a line of people lined up around the block. It seems crazy when you think about that type of situation, but wouldn’t it be great to create that for your product or service?

In fact with some careful planning anyone can create that type of emotional buying experience. The key to doing so is to understand that tension is created when the difference between what the client has and what they want increases.  In fact, as the perceived need grows so does the tension.  That means tension is the key ingredient to move someone from the space of “It would be nice to have that” to “I need that now!”


The ability to provide great value while presenting information in a way that creates a great deal of tension to your prospect is the key that will build your sales overnight!


Struggle through Change to Create Great Sales Success – Sales Techniques

Accelerating Change, and Increasing Its Likelihood of Success

The best way to handle change is to have a concise pre-developed plan of action that you can include all of the different metrics and considerations that you will need to make the change happen effectively. To accomplish this you will need a good understanding of how change usually takes place in an organization, what kind of considerations you will need to understand when it comes to the people being affected by the change, and what some of the resistance points will be that you will want to consider when your developing your plan.

It’s very normal that people that are going through change will want to cling to the way it things were in the past. This resistance is normal and affects all of us. However, poorly managed change in an organisation company can lead to large – scale chaos.