How do you write positive affirmations for success? When do you write them and where do you post them? With all these questions ringing in our head, it's no wonder most people haven't started anything at all yet.
Now that you're here though, it's time you learn how to come up with positive affirmations for success! Here are some important guidelines to follow:
1) Keep Affirmations Short And Direct To The Point.
Long, winding passages might have served some of your favorite authors well; but when it comes to writing positive affirmations for success, it's vital that you keep them short and direct to the point.
Shorter affirmations are more effective because they're easier to remember than long and complex ones. Think of the shortest possible affirmations for your purpose without sacrificing their meaning to you.
2) Avoid Anything Negative.
It sounds almost redundant to say this, but you have to be conscious about what you're writing. Sometimes, people don't think much of how they phrase their positive affirmations.
For example, "I don't want to get sick" is negative. Although it sounds like you're defending yourself against illnesses, the opposite effect might occur! That's because your subconscious could ignore the word "don't."
A powerful alternative would be to say something like, "I am perfectly healthy in mind, body and spirit."
3) Write When You're In A Positive Mood.
When writing positive affirmations for success, it is advisable that you do so when you're happy, thrilled or excited. Calm and peaceful works as well.
If you're feeling frustrated, sad or defeated, your words will carry a hint of negativity in them. You won't be able to look at your words without remembering that time when you were at your worst.
Write only when you're in a good state of mind. That way, the emotions attached to your affirmation won't be spoiled.
4) Keep Them In Present Tense.
Keeping your positive affirmations for success in present tense helps you attract your goals faster. It's as if you're living your life the way you want to, right at this very moment. It's as if all your dreams and ambitions are now moving from your future to your present.
When you think about it, doesn't "I am the youngest CEO of this company" sound better than "I will be the youngest CEO of this company?"
There are times, however, when you don't "feel" it. In the example above, if you're still having doubts inside when you say, "I am the youngest CEO," you can instead say, "I choose to be the youngest CEO of this company."
5) Post Them Where You Can See Them.
These affirmations are of no use if you don't follow them up after writing or reciting them. You have to really commit yourself to change.
By seeing your affirmations every day, you are reminded of a promise to yourself - that you will, from now on, take care of you! So post them on your laptop if you're always using it or write them down on your notebook several times each day.
Positive affirmations for success keep people going, even though others would have quit. If you're not one to stop even before a job's done, then keep these tips in mind.
Tuesday, February 28, 2012
Friday, February 24, 2012
3 STRATEGIES FOR PUTTING BALANCE BACK INTO YOUR WORK LIFE.
Has the pendulum swung too far in increasing productivity at the expense of employee work-life balance? In an article titled, Americans of All Stripes Are Sicker Than They Need to Be, Paul Krugman indicated that full-time American workers work, on average, about 46 weeks per year compared with 41 weeks for full-time British, French and German workers. One indication that this is taking a toll on American workers is that it appears that more employees are taking mental health days. According to a May 8th article in the Minneapolis Star Tribune, more than one-third of U.S. workers say they played hooky from work over the past 12 months. Were you one of them?
One HR executive with an S&P 500 company that I spoke with said, "The gains in productivity of the past few years have been on the backs of our employees who are maxed out. As for myself, during the week I go to work and come home. If I'm lucky I have time to eat dinner, work out, shower and go to bed. I don't know where we're going to get the next round of productivity."
Need further proof? According to syndicated columnist and best-selling business author, Chuck Martin, less than 15 percent of more than 2,000 senior executives and managers thought that their lives were in balance. When asked why, many pointed to technology which has made it easier to stay connected to work.
To make matters worse, in a recent study by Randstad USA, 38% of employed U.S. adults indicated that they do not usually take lunch, 33% work overtime without additional compensation, and 31% say they work on Sundays.
What does all of this mean to you? In effect, you are now on call 24/7 including weekends, holidays, and vacations.
If moving abroad to work in Britain, France or Germany is not an option for you, then read on for some tips on how to stop this work-life balance madness.
1. Establish and communicate boundaries for where, when and how you will work.
Put it in writing, share it with your boss and staff, and more importantly, adhere to it. Make sure it is something you feel comfortable with. For example, one executive I know works from 7:30 a.m. - 6 p.m. She is available via cell phone during her commute (7:00 - 7:30 a.m. and 6:00 - 6:30 p.m.) She checks email remotely once during the evening after going home and her kids are in bed. Saturday is her family day and she doesn't do any work. She checks emails again on Sunday evening and takes time to plan and prepare for her work week while watching Grey's Anatomy. The key: figure out what will work for you!
2. Control technology rather than let it control you.
Blackberry, PDAs, cell phones, laptops, and remote access are tools to help you be successful, not control you. Most executives that I speak to reluctantly admit that no one has mandated that they be linked to the office 24 hours a day. Stop being a super-hero and limit your use/ abuse of technology. Try turning off your Blackberry or cell phone after leaving work or at least when you get home. Stop text messaging and checking emails during meetings - not only is it rude, but if you can't be fully present, then perhaps you don't belong in the meeting after all.
3. Use technology to help you execute your business goals.
Block time for projects, planning, and strategic activities or your day will be filled with the urgent and not the important. Block time on your calendar for coffee, lunch and other types of networking meetings as it is important to "see and be seen." Schedule specific times (preferably only two times per day) when you will review/respond to email so that you aren't constantly interrupting your work flow every time a new email arrives. Use the task list and reminder features in your email or database management tool to schedule tasks to be completed on specific days. If you find that you are frequently interrupted during time you scheduled to work on projects, planning, and strategic activities, forward your phone to voicemail or even better, book a conference room or go some other place where you can work without interruption.
One HR executive with an S&P 500 company that I spoke with said, "The gains in productivity of the past few years have been on the backs of our employees who are maxed out. As for myself, during the week I go to work and come home. If I'm lucky I have time to eat dinner, work out, shower and go to bed. I don't know where we're going to get the next round of productivity."
Need further proof? According to syndicated columnist and best-selling business author, Chuck Martin, less than 15 percent of more than 2,000 senior executives and managers thought that their lives were in balance. When asked why, many pointed to technology which has made it easier to stay connected to work.
To make matters worse, in a recent study by Randstad USA, 38% of employed U.S. adults indicated that they do not usually take lunch, 33% work overtime without additional compensation, and 31% say they work on Sundays.
What does all of this mean to you? In effect, you are now on call 24/7 including weekends, holidays, and vacations.
If moving abroad to work in Britain, France or Germany is not an option for you, then read on for some tips on how to stop this work-life balance madness.
1. Establish and communicate boundaries for where, when and how you will work.
Put it in writing, share it with your boss and staff, and more importantly, adhere to it. Make sure it is something you feel comfortable with. For example, one executive I know works from 7:30 a.m. - 6 p.m. She is available via cell phone during her commute (7:00 - 7:30 a.m. and 6:00 - 6:30 p.m.) She checks email remotely once during the evening after going home and her kids are in bed. Saturday is her family day and she doesn't do any work. She checks emails again on Sunday evening and takes time to plan and prepare for her work week while watching Grey's Anatomy. The key: figure out what will work for you!
2. Control technology rather than let it control you.
Blackberry, PDAs, cell phones, laptops, and remote access are tools to help you be successful, not control you. Most executives that I speak to reluctantly admit that no one has mandated that they be linked to the office 24 hours a day. Stop being a super-hero and limit your use/ abuse of technology. Try turning off your Blackberry or cell phone after leaving work or at least when you get home. Stop text messaging and checking emails during meetings - not only is it rude, but if you can't be fully present, then perhaps you don't belong in the meeting after all.
3. Use technology to help you execute your business goals.
Block time for projects, planning, and strategic activities or your day will be filled with the urgent and not the important. Block time on your calendar for coffee, lunch and other types of networking meetings as it is important to "see and be seen." Schedule specific times (preferably only two times per day) when you will review/respond to email so that you aren't constantly interrupting your work flow every time a new email arrives. Use the task list and reminder features in your email or database management tool to schedule tasks to be completed on specific days. If you find that you are frequently interrupted during time you scheduled to work on projects, planning, and strategic activities, forward your phone to voicemail or even better, book a conference room or go some other place where you can work without interruption.
Wednesday, February 22, 2012
21 WAYS TO INCREASE SALES THIS YEAR
1. Prepare Yourself To Excel.
Use a checklist to prepare your attitude, appearance, customer information, company and product information and the selling environment, so you can be at your best on every call.
2. Notice What Is Working.
Study yourself, your product or service and your company to know what is working now. Reinforce the actions and tools, which are generating results. Learn from your successes as well as your failures.
3. Know Your Competitive Advantage.
Study your company and your products and services in relation to what your competitors offer. Know where and how you stand out, and where you don't. Be prepared to discuss these comparisons at any moment.
4. Improve Your Sales Skill, Not Just Your Product Knowledge.
Don't rely on product knowledge to make you more persuasive. Sharpen your skills in reading people, describing your offer in compelling ways and in asking for the order at the right time.
5. Target The People Who Are Your Best Prospects.
Best customers have patterns. Most will fit the same pattern, so prospect among those who fit the pattern. Calling on people with similar needs, circumstances, and interests makes you more likely to create another best customer.
6. Know What To Be Curious About.
Know in advance what questions to ask by knowing what answers you need. Cultivate a strategic curiosity. Learn to be curious about the things that will advance your chance of making a sale.
7. Realize Who Is In Your Market.
Create a profile of the ideal market for what you offer. Define who they are, where they can be reached, what they care about, what they fear, what they read, whom they admire and more. Know them well.
8. Understand The Person And Their Situation.
Create an awareness of the psychological needs of your prospect as well as knowing what their technical needs are. Sometimes the way someone wants to feel has more influence on their decision to buy than what they actually need.
9. Find The Diamonds In Your Own Backyard.
More business exists around you than you know. Look among your friends, neighbors, existing customers, past customers, colleagues, competitors and coworkers for the opportunities that others overlook.
10. Ask For Specific Referrals.
Tell people what your ideal customer or prospect looks like. Ask them who they know who fits this description. Then ask them to take a specific action to help you meet the prospect; a telephone introduction, a testimonial letter, arrange a luncheon or coffee shop meeting, etc.
11. Manage Your Sales Reputation.
Determine today how you want to be thought of tomorrow. Specify the reputation you want within each group of which you are a part, and then work a plan to earn it piece by piece.
12. Grow Your Brand Identity.
Get yourself and your company known within your market area. Write articles, letters to editors, offer expert input for reporters and publishers, conduct surveys, provide free services to key people, donate your time to worthy causes, put your photo on your business card, share valuable ideas via email. Create a broad awareness of yourself as an authority on what you do.
13. Build A Fortress Of Great Relationships.
It is not only who you know that determines the value of your relationships; it is whether they know you as a valuable business resource. Define who you need to know today and five years from today. Start now to cultivate the relationships and the reputation, which will expand your possibilities.
14. Learn To Manage Points Of View.
Half your job is keeping yourself and others in the right frame of mind. Cultivate your ability to keep the focus on the things that matter most. Become a person who can put everything in perspective for others.
15. Manage Tension Throughout The Sales Process.
As tension rises, trust falls. Be aware of the ebb and flow of tension as the sale unfolds. Learn to reduce it when it gets in the way and to momentarily increase it to add urgency to the decision process.
16. Look Like Good News To Your Customer.
The way you are perceived by your customer determines how much resistance you will encounter as you sell. Learn to project a positive feeling among those you communicate with. Become a partner in problem solving, not a sales persuader.
17. Cultivate A Selling Style That Uses Your Sales Strengths.
Use the combination of online communication, in person calls, telephone contacts, trade show attendance, and public speaking, which allows you to shine. Build a mix of activities to diminish your sales weaknesses and amplify your strengths.
18. Give Samples Of The Experience You Represent.
A movie ticket doesn't just buy you a seat in the theater; it buys you the experience of enjoying the movie. What experience does your product or service bring to people? Give them a way to sample that experience through your presentation.
19. Stay Conscious Of The Meaning In What You Do.
When a person doesn't find much meaning in what they do, they don't bring much value to what they do. Write down specifically how your product or service makes life better for those who buy it. Read this description every day briefly, to keep in mind the reason behind the purchase. It's not about buying; it's about benefiting from buying.
20. Know When And How To Ask For The Order.
Learn to recognize buying signals, how to ask differently with different people, when to let the customer sell himself, how to negotiate details and when to walk away. If you don't ask you don't get. But how you ask often determines success or failure.
21. Deserve To Have Loyal Customers.
Know how to cultivate dedicated clients. Become competition-proof by delivering more than people expect. Overfill your client's needs and be their business friend, even when they are not buying from you.
Be the kind of person people rave about.
Use a checklist to prepare your attitude, appearance, customer information, company and product information and the selling environment, so you can be at your best on every call.
2. Notice What Is Working.
Study yourself, your product or service and your company to know what is working now. Reinforce the actions and tools, which are generating results. Learn from your successes as well as your failures.
3. Know Your Competitive Advantage.
Study your company and your products and services in relation to what your competitors offer. Know where and how you stand out, and where you don't. Be prepared to discuss these comparisons at any moment.
4. Improve Your Sales Skill, Not Just Your Product Knowledge.
Don't rely on product knowledge to make you more persuasive. Sharpen your skills in reading people, describing your offer in compelling ways and in asking for the order at the right time.
5. Target The People Who Are Your Best Prospects.
Best customers have patterns. Most will fit the same pattern, so prospect among those who fit the pattern. Calling on people with similar needs, circumstances, and interests makes you more likely to create another best customer.
6. Know What To Be Curious About.
Know in advance what questions to ask by knowing what answers you need. Cultivate a strategic curiosity. Learn to be curious about the things that will advance your chance of making a sale.
7. Realize Who Is In Your Market.
Create a profile of the ideal market for what you offer. Define who they are, where they can be reached, what they care about, what they fear, what they read, whom they admire and more. Know them well.
8. Understand The Person And Their Situation.
Create an awareness of the psychological needs of your prospect as well as knowing what their technical needs are. Sometimes the way someone wants to feel has more influence on their decision to buy than what they actually need.
9. Find The Diamonds In Your Own Backyard.
More business exists around you than you know. Look among your friends, neighbors, existing customers, past customers, colleagues, competitors and coworkers for the opportunities that others overlook.
10. Ask For Specific Referrals.
Tell people what your ideal customer or prospect looks like. Ask them who they know who fits this description. Then ask them to take a specific action to help you meet the prospect; a telephone introduction, a testimonial letter, arrange a luncheon or coffee shop meeting, etc.
11. Manage Your Sales Reputation.
Determine today how you want to be thought of tomorrow. Specify the reputation you want within each group of which you are a part, and then work a plan to earn it piece by piece.
12. Grow Your Brand Identity.
Get yourself and your company known within your market area. Write articles, letters to editors, offer expert input for reporters and publishers, conduct surveys, provide free services to key people, donate your time to worthy causes, put your photo on your business card, share valuable ideas via email. Create a broad awareness of yourself as an authority on what you do.
13. Build A Fortress Of Great Relationships.
It is not only who you know that determines the value of your relationships; it is whether they know you as a valuable business resource. Define who you need to know today and five years from today. Start now to cultivate the relationships and the reputation, which will expand your possibilities.
14. Learn To Manage Points Of View.
Half your job is keeping yourself and others in the right frame of mind. Cultivate your ability to keep the focus on the things that matter most. Become a person who can put everything in perspective for others.
15. Manage Tension Throughout The Sales Process.
As tension rises, trust falls. Be aware of the ebb and flow of tension as the sale unfolds. Learn to reduce it when it gets in the way and to momentarily increase it to add urgency to the decision process.
16. Look Like Good News To Your Customer.
The way you are perceived by your customer determines how much resistance you will encounter as you sell. Learn to project a positive feeling among those you communicate with. Become a partner in problem solving, not a sales persuader.
17. Cultivate A Selling Style That Uses Your Sales Strengths.
Use the combination of online communication, in person calls, telephone contacts, trade show attendance, and public speaking, which allows you to shine. Build a mix of activities to diminish your sales weaknesses and amplify your strengths.
18. Give Samples Of The Experience You Represent.
A movie ticket doesn't just buy you a seat in the theater; it buys you the experience of enjoying the movie. What experience does your product or service bring to people? Give them a way to sample that experience through your presentation.
19. Stay Conscious Of The Meaning In What You Do.
When a person doesn't find much meaning in what they do, they don't bring much value to what they do. Write down specifically how your product or service makes life better for those who buy it. Read this description every day briefly, to keep in mind the reason behind the purchase. It's not about buying; it's about benefiting from buying.
20. Know When And How To Ask For The Order.
Learn to recognize buying signals, how to ask differently with different people, when to let the customer sell himself, how to negotiate details and when to walk away. If you don't ask you don't get. But how you ask often determines success or failure.
21. Deserve To Have Loyal Customers.
Know how to cultivate dedicated clients. Become competition-proof by delivering more than people expect. Overfill your client's needs and be their business friend, even when they are not buying from you.
Be the kind of person people rave about.
Monday, February 20, 2012
SUCCESS IS NO ACCIDENT!
Remember the saying that those who fail to plan are planning
to fail? We have all heard it at one time or another, and we
know it's true, even though most of us act as if it doesn't
apply to us. Well, it does apply!
This week I spoke with a group of unusually successful young
entrepreneurs and the thing I noted was their attention to
detail. This particular group is part of a network
marketing, or "MLM" organization, and they know exactly
where they are going. Specifically, they have written goals
and strategies related to:
1. Identifying their key niche so they know WHO to contact.
2. The number of prospects to contact each week.
3. A strategy and budget for reaching those prospects.
4. A detailed, documented sales presentation.
5. A follow-up strategy and a system to track it.
6. A training and mentoring program to nurture new members.
7. Written goals that are measured in revenues, profits,
investments, number of "associates" and productivity.
No wonder this organization is growing and making money even
during this recession! They have a plan that guides their
daily activity and gives them feedback about their
performance.
Every business needs a plan, and this especially applies to
self-employed professionals. It simplifies your activities,
automates your priorities, and lets you know what's working
and what isn't.
to fail? We have all heard it at one time or another, and we
know it's true, even though most of us act as if it doesn't
apply to us. Well, it does apply!
This week I spoke with a group of unusually successful young
entrepreneurs and the thing I noted was their attention to
detail. This particular group is part of a network
marketing, or "MLM" organization, and they know exactly
where they are going. Specifically, they have written goals
and strategies related to:
1. Identifying their key niche so they know WHO to contact.
2. The number of prospects to contact each week.
3. A strategy and budget for reaching those prospects.
4. A detailed, documented sales presentation.
5. A follow-up strategy and a system to track it.
6. A training and mentoring program to nurture new members.
7. Written goals that are measured in revenues, profits,
investments, number of "associates" and productivity.
No wonder this organization is growing and making money even
during this recession! They have a plan that guides their
daily activity and gives them feedback about their
performance.
Every business needs a plan, and this especially applies to
self-employed professionals. It simplifies your activities,
automates your priorities, and lets you know what's working
and what isn't.
Thursday, February 16, 2012
8 WAYS TO STAND OUT FROM THE CROWD
Sometimes I think we may feel that we have to do the big things in life to stand out from the crowd, to make a difference, but in my experience I have found that it is the little things that we do on a consistent basis that are usually the most powerful. I would like to share with you 8 ways that I have found help you stand out from the crowd. Some are based on my own personal and professional experience, and some I have observed in other people who I admire and respect. Make your own list, compare, but the main point of the exercise is to integrate the points in to your daily life and the key to its success is by implementing them.
1. Make it a habit to follow-up with people promptly.It sounds simple, right? In my experience, and surveys regularly back this up, 67% (amazingly!) of people do not follow up in business. Did you know that most sales are not closed until the sixth, seventh or even until the eighth attempt? Very few deals are achieved on the first few attempts, and yet only three percent of sales people follow-up more than twice. Whatever business you are in, if it involves making a sale, signing that contract, or building relationships, the best way to stand out from the crowd is to follow-up promptly, follow-through, and be persistent and determined. Don't give up if you are initially rejected; keep following up! Somebody once said, "A 'no' is only a request for more information!"
2. Equally as important as following-up is taking the time to respond to people who leave you messages.This is only common courtesy. How often do we not find the time to follow-up with someone who has emailed us or left a voice-mail unless we know specifically why they have contacted us, and even then we do not always take the time to respond? Not only is this bad manners, it is also bad business. How many important relationships have you missed out on by not responding to a message? The people who stand out from the crowd take the time to respond.
3. When you are speaking to people, give them 100% of your attention, and I mean100%.There is nothing more annoying or obvious to people than you having your own agenda and only waiting for the other person to take a breath so that you can jump in to get your point across or to turn the conversation around to yourself. Develop your listening skills; most people are not truly good listeners. I have found that you gain much more from being a great listener than being a great talker. Be interested in other people and what their point of view is. Ask lots of open-ended questions. Dale Carnegie once said, "To be interesting to other people, you have to be interested in them first". Wise and true words from a great and wise person.
4. Get in to the habit, and that is all it is, of sending a hand written note or card to someone who has given you an order or a referral, or has been nice, courteous or helpful to you.It takes a few minutes, but means a lot to the recipient, especially in this day of impersonal and easy e-mail messages. I don't know about you, but I really appreciate it when someone goes to the time and trouble of hand writing a letter or card to me, actually puts a real stamp on it and writes out my name and address on the envelope instead of a computer label. It personalizes it for me, makes me feel like I am more than just a prospect in a list of many for that person. Maybe I am making a big deal out of this, but from the response I get from people when I do this, I know it is appreciated.
5. People expect the expected of you. Why not do the unexpected?Do you acknowledge people who for whatever reason do not give you that order, where you didn't get the contract or make the sale? Remember, they did let you make the presentation. Do you acknowledge the person who didn't hire you for that job, but at least gave you the experience of the interview? Most people don't take the time or have the discipline to do this, and yet, a sale or a job lost or a contract given to one of your competitors today does not mean it is lost forever. Do not give up! Think long term - about the relationship you may be developing and the connection you are building for the future and not about the lost sale or your bruised ego!
6. If you belong to an association or a group either in your personal or professional life, and this includes a church, synagogue, mosque, etc., get involved.Do not get involved because you want something in return, but because you want to contribute. People will respect and acknowledge you for it and will look at you and treat you differently. And this is just an added bonus to the personal satisfaction of getting involved and contributing to something you believe in. In the process you learn to become a leader instead of just a participant.
7. Invest one hour a day, at least, to your own individual personal and professional development.You can take the one hour all at once, or break it in to segments, whatever fits in to your lifestyle and schedule. During that time read a book, maybe an autobiography of someone you admire or a business book, listen to tapes and the words of wisdom from the experts in the fields and areas of your life that you want to improve, subscribe to a daily e-zine with wonderful quotes or ways to motivate you, inspire you, and challenge you. We can all say we can't find the time, but this is so important to your personal growth. For many years the only thing I ever read was the sports pages of the newspaper when I was growing up in England. What a waste. I wish I would have devoted more of that time to my development. I am not saying you should not read the sports page or a good fiction book, or whatever interests you - we all need that down time for ourselves - but don't do that at the expense of opening up your mind to new ideas and areas for improvement. Do not look at your education as an expense of time but as an investment of your time. Knowledge is wisdom when applied correctly. Never stop learning.
8. Stretch your comfort zone; do one new thing every day.Take a chance on something you have always wanted to try. Don't be afraid of being rejected, of people saying no to you, or of failing. The people who stand out from the crowd are the ones prepared to take that chance. I am not saying do something radical or fool hardy, but you can become a sensible risk taker. We all have choices and decisions to make every day. We all know the things we want to do and the things we need to do. Take some risk, defy conventional wisdom and make your own wisdom come true. My old boss, when I was a sales professional, used to say after every sales meeting, "Do you want to stay safe and be good, or do you want to take a chance and be great." The choice, my friends, is yours, every single day.
1. Make it a habit to follow-up with people promptly.It sounds simple, right? In my experience, and surveys regularly back this up, 67% (amazingly!) of people do not follow up in business. Did you know that most sales are not closed until the sixth, seventh or even until the eighth attempt? Very few deals are achieved on the first few attempts, and yet only three percent of sales people follow-up more than twice. Whatever business you are in, if it involves making a sale, signing that contract, or building relationships, the best way to stand out from the crowd is to follow-up promptly, follow-through, and be persistent and determined. Don't give up if you are initially rejected; keep following up! Somebody once said, "A 'no' is only a request for more information!"
2. Equally as important as following-up is taking the time to respond to people who leave you messages.This is only common courtesy. How often do we not find the time to follow-up with someone who has emailed us or left a voice-mail unless we know specifically why they have contacted us, and even then we do not always take the time to respond? Not only is this bad manners, it is also bad business. How many important relationships have you missed out on by not responding to a message? The people who stand out from the crowd take the time to respond.
3. When you are speaking to people, give them 100% of your attention, and I mean100%.There is nothing more annoying or obvious to people than you having your own agenda and only waiting for the other person to take a breath so that you can jump in to get your point across or to turn the conversation around to yourself. Develop your listening skills; most people are not truly good listeners. I have found that you gain much more from being a great listener than being a great talker. Be interested in other people and what their point of view is. Ask lots of open-ended questions. Dale Carnegie once said, "To be interesting to other people, you have to be interested in them first". Wise and true words from a great and wise person.
4. Get in to the habit, and that is all it is, of sending a hand written note or card to someone who has given you an order or a referral, or has been nice, courteous or helpful to you.It takes a few minutes, but means a lot to the recipient, especially in this day of impersonal and easy e-mail messages. I don't know about you, but I really appreciate it when someone goes to the time and trouble of hand writing a letter or card to me, actually puts a real stamp on it and writes out my name and address on the envelope instead of a computer label. It personalizes it for me, makes me feel like I am more than just a prospect in a list of many for that person. Maybe I am making a big deal out of this, but from the response I get from people when I do this, I know it is appreciated.
5. People expect the expected of you. Why not do the unexpected?Do you acknowledge people who for whatever reason do not give you that order, where you didn't get the contract or make the sale? Remember, they did let you make the presentation. Do you acknowledge the person who didn't hire you for that job, but at least gave you the experience of the interview? Most people don't take the time or have the discipline to do this, and yet, a sale or a job lost or a contract given to one of your competitors today does not mean it is lost forever. Do not give up! Think long term - about the relationship you may be developing and the connection you are building for the future and not about the lost sale or your bruised ego!
6. If you belong to an association or a group either in your personal or professional life, and this includes a church, synagogue, mosque, etc., get involved.Do not get involved because you want something in return, but because you want to contribute. People will respect and acknowledge you for it and will look at you and treat you differently. And this is just an added bonus to the personal satisfaction of getting involved and contributing to something you believe in. In the process you learn to become a leader instead of just a participant.
7. Invest one hour a day, at least, to your own individual personal and professional development.You can take the one hour all at once, or break it in to segments, whatever fits in to your lifestyle and schedule. During that time read a book, maybe an autobiography of someone you admire or a business book, listen to tapes and the words of wisdom from the experts in the fields and areas of your life that you want to improve, subscribe to a daily e-zine with wonderful quotes or ways to motivate you, inspire you, and challenge you. We can all say we can't find the time, but this is so important to your personal growth. For many years the only thing I ever read was the sports pages of the newspaper when I was growing up in England. What a waste. I wish I would have devoted more of that time to my development. I am not saying you should not read the sports page or a good fiction book, or whatever interests you - we all need that down time for ourselves - but don't do that at the expense of opening up your mind to new ideas and areas for improvement. Do not look at your education as an expense of time but as an investment of your time. Knowledge is wisdom when applied correctly. Never stop learning.
8. Stretch your comfort zone; do one new thing every day.Take a chance on something you have always wanted to try. Don't be afraid of being rejected, of people saying no to you, or of failing. The people who stand out from the crowd are the ones prepared to take that chance. I am not saying do something radical or fool hardy, but you can become a sensible risk taker. We all have choices and decisions to make every day. We all know the things we want to do and the things we need to do. Take some risk, defy conventional wisdom and make your own wisdom come true. My old boss, when I was a sales professional, used to say after every sales meeting, "Do you want to stay safe and be good, or do you want to take a chance and be great." The choice, my friends, is yours, every single day.
Wednesday, February 15, 2012
4 CORNERSTONES TO DOING ANY PERSONAL DEVELOPMENT PROGRAM "RIGHT".
Before we begin, let me say that I use the term "personal development" very loosely. Anything that we are doing in life that helps us to grow personally, is personal development. So, taking a new cooking class is personal development. Deciding to travel to a new country and experience the native culture is committing to personal development. Even if all we're doing is trying out a new Church, we can apply the steps listed here to help us give it everything we've got.
Now, let's talk about what it takes to actually go through the process of a personal development program - successfully.
1. Understand Consistency
What happens if we exercise like crazy for two months and then stop? What happens to a business that gives itself three months to become profitable? It doesn't matter how good the exercise program was or how good the business idea was - the secret to success in every area of life is consistency.
So how do we know when to give-up? Maybe we were committed, passionate, and flexible - all the great characteristics we know - and it still isn't working. What do we do then? Where do we draw the line? The first thing to do is to ask ourselves, were we truly being consistent? Or, were we being "discretionary"? Let's be brutally honest with ourselves.
I do about an hour's worth of morning rituals (meditations, visualizations, exercises) every day. I usually wake up at 6:30 AM in order to give myself enough time to do these rituals and start my day. One day, I had an early breakfast meeting to attend, requiring me to wake up at 4:00 AM in order to complete my rituals. One of my friends said to me: "You're getting up at 4:00 AM?? Why not make an exception since this is a unique occurrence." I responded, "Unique occurrences seem to happen more often than we'd like to admit. If I make an exception this time, I'm training my mind to think that exceptions are OK. I want to train my mind to be consistent. And this is the first test in being consistent." Exceptions kill consistency. Exceptions are euphemisms for excuses.
2. Acknowledge Yourself
As important as consistency is, we won't be perfect. We're all human and we're going to fall short of our potential and some of our goals. Let's not dwell on what we've missed, instead, let's acknowledge what we've gained. Anthony Robbins says "Sometimes we think we're losing the game of life when we're really winning, simply because we're not keeping score." It's easy to lose perspective and to forget where we've come from. It's important to take a step back and to acknowledge ourselves for what we have accomplished.
Sometimes I get frustrated with myself and my business success (can you believe it?). Then I think. Three Publications, CD with Chicken Soup Co-Author, 1000+ subscribers in fifteen countries, and record sales at Canada's largest book retailer - not bad for fourteen months in business.
Take the time to acknowledge yourself. If your life is worth living, it's worth recording. If you haven't written in a journal in a long time, maybe the first thing to do is to list all the things you've done in your life. Don't just make it like a resume; make sure to include the lives you've touched over the years and the difference you have made for your family, friends, and co-workers. Think of how you've changed in your values, your beliefs, and your attitudes. Then, most importantly, read it back to yourself and smile. :)
3. Exercise Patience
It still isn't happening!!! What do we do? In our fast-paced culture, people seem to want miracles in minutes. I know I'm guilty of this sometimes. You might be thinking, "Wait a minute - what about all these programs that claim to change people over a weekend?" Well, that's true. In fact Tony Robbins says "Change happens in an instant." So what we need to do here is define what "change" is.
There's internal change, and there's external change. Internal change has to deal with mentality, attitude, insight, perspective, desire, motivation, values, beliefs, etc. External change deals with the results we're after like relationships, finances, vitality. Internal change causes external change. Internal change happens in an instant (when the student is ready). That's why some people who attend life-changing seminars have their lives consequently go in a noticeable new direction. They look different, they feel different. They have a new energy and a refueled passion about life. These are examples of internal change. How about the external change? When do the attendees see tangible differences in their lifestyle? When will passive acquaintances notice the difference in these people? Sometimes the external change comes quickly. Sometimes, it doesn't. That's life.
And when external change doesn't come quickly, we need to exercise patience. Giving up is not the answer. Having faith and continuing to be consistent in our plans will eventually yield results.
You don't have to be a professional speaker or an accomplished author to be able to share your experiences. The operative word in step number four is "learning" not "learned." Before I made my passion of personal development into my career, I was talking to people about it for thirteen years. And I think that's what had helped me to apply the teachings in my own life - and that's what helps me to apply it today. By sharing the education with others, I also get valuable feedback and perspectives from a variety of people with varying personalities and opinions.
We don't just learn from tapes and books - we automatically learn from the people we associate with, whether consciously or unconsciously. Remember that poor minds gossip and talk negatively about other people. Most people talk about places, events, news and activities. Visionaries talk about concepts and ideas.
Personal development programs transform people's lives. Sometimes, it depends on the program; sometimes it depends on the person's ability to pick a program that is right for them. More often than not, it depends on the person's commitment to understand and follow these four cornerstones. Personal development programs DO transform people's lives. Personal development can transform your life, too.
Now, let's talk about what it takes to actually go through the process of a personal development program - successfully.
1. Understand Consistency
What happens if we exercise like crazy for two months and then stop? What happens to a business that gives itself three months to become profitable? It doesn't matter how good the exercise program was or how good the business idea was - the secret to success in every area of life is consistency.
So how do we know when to give-up? Maybe we were committed, passionate, and flexible - all the great characteristics we know - and it still isn't working. What do we do then? Where do we draw the line? The first thing to do is to ask ourselves, were we truly being consistent? Or, were we being "discretionary"? Let's be brutally honest with ourselves.
I do about an hour's worth of morning rituals (meditations, visualizations, exercises) every day. I usually wake up at 6:30 AM in order to give myself enough time to do these rituals and start my day. One day, I had an early breakfast meeting to attend, requiring me to wake up at 4:00 AM in order to complete my rituals. One of my friends said to me: "You're getting up at 4:00 AM?? Why not make an exception since this is a unique occurrence." I responded, "Unique occurrences seem to happen more often than we'd like to admit. If I make an exception this time, I'm training my mind to think that exceptions are OK. I want to train my mind to be consistent. And this is the first test in being consistent." Exceptions kill consistency. Exceptions are euphemisms for excuses.
2. Acknowledge Yourself
As important as consistency is, we won't be perfect. We're all human and we're going to fall short of our potential and some of our goals. Let's not dwell on what we've missed, instead, let's acknowledge what we've gained. Anthony Robbins says "Sometimes we think we're losing the game of life when we're really winning, simply because we're not keeping score." It's easy to lose perspective and to forget where we've come from. It's important to take a step back and to acknowledge ourselves for what we have accomplished.
Sometimes I get frustrated with myself and my business success (can you believe it?). Then I think. Three Publications, CD with Chicken Soup Co-Author, 1000+ subscribers in fifteen countries, and record sales at Canada's largest book retailer - not bad for fourteen months in business.
Take the time to acknowledge yourself. If your life is worth living, it's worth recording. If you haven't written in a journal in a long time, maybe the first thing to do is to list all the things you've done in your life. Don't just make it like a resume; make sure to include the lives you've touched over the years and the difference you have made for your family, friends, and co-workers. Think of how you've changed in your values, your beliefs, and your attitudes. Then, most importantly, read it back to yourself and smile. :)
3. Exercise Patience
It still isn't happening!!! What do we do? In our fast-paced culture, people seem to want miracles in minutes. I know I'm guilty of this sometimes. You might be thinking, "Wait a minute - what about all these programs that claim to change people over a weekend?" Well, that's true. In fact Tony Robbins says "Change happens in an instant." So what we need to do here is define what "change" is.
There's internal change, and there's external change. Internal change has to deal with mentality, attitude, insight, perspective, desire, motivation, values, beliefs, etc. External change deals with the results we're after like relationships, finances, vitality. Internal change causes external change. Internal change happens in an instant (when the student is ready). That's why some people who attend life-changing seminars have their lives consequently go in a noticeable new direction. They look different, they feel different. They have a new energy and a refueled passion about life. These are examples of internal change. How about the external change? When do the attendees see tangible differences in their lifestyle? When will passive acquaintances notice the difference in these people? Sometimes the external change comes quickly. Sometimes, it doesn't. That's life.
And when external change doesn't come quickly, we need to exercise patience. Giving up is not the answer. Having faith and continuing to be consistent in our plans will eventually yield results.
4. Teach What You're Learning
Let's talk with other people about some of the new insights, distinctions, and knowledge we've been learning. This helps us to conceptualize and understand information at a much deeper level. When we are articulating a concept or idea to someone else, our brain tends to believe it and apply it more effectively and more consistently. In the movie "Training Day" we heard a phrase repeated many times: "It's not what you know, it's what you can prove." This is why it's important not only to learn, but then to teach what we've learned to others. This ensures our ability to prove what we know.You don't have to be a professional speaker or an accomplished author to be able to share your experiences. The operative word in step number four is "learning" not "learned." Before I made my passion of personal development into my career, I was talking to people about it for thirteen years. And I think that's what had helped me to apply the teachings in my own life - and that's what helps me to apply it today. By sharing the education with others, I also get valuable feedback and perspectives from a variety of people with varying personalities and opinions.
We don't just learn from tapes and books - we automatically learn from the people we associate with, whether consciously or unconsciously. Remember that poor minds gossip and talk negatively about other people. Most people talk about places, events, news and activities. Visionaries talk about concepts and ideas.
Personal development programs transform people's lives. Sometimes, it depends on the program; sometimes it depends on the person's ability to pick a program that is right for them. More often than not, it depends on the person's commitment to understand and follow these four cornerstones. Personal development programs DO transform people's lives. Personal development can transform your life, too.
Sunday, February 12, 2012
SELLING IS THE ART OF SERVING OTHERS.
There are many ways to sell. You can lie to the customer,
you can persuade the customer, you can wear the customer
down. You can even trick them. But only briefly, and only
once.
We have all been the victim of high pressure sales tactics
at one time or another. We have all made a purchase that
disappointed us, and we all remember those times. We
remember, and we don't go back.
You cannot build a sustainable business simply on sales. Of
course, sales are important, but in the long run it is not
sales, but service that creates sustainable profits. If your
product SERVES the customer, they will return. If your goods
and services make the customer's life easier, richer,
better, more productive, healthier or happier, your fortune
is assured. Fail to serve, and in the long run you will
simply fail.
Many people have observed that your business, your fortune,
your reputation and ultimately your success are all based on
your ability to serve others. The more people you serve, and
the better you serve them, the more you make. "You can get
anything you want in life, by helping enough other people to
get what they want in life."
We often focus on marketing and talk about the "reach' of
our advertising or our market "penetration" and all of that
is good and right. In order to serve others, you must first
let them know you exist.
But never confuse marketing and advertising with the
ultimate requirement that your business SERVE the customer.
In the end, your ads may be cute or memorable, your
marketing may be impressive, but only SERVICE really counts.
you can persuade the customer, you can wear the customer
down. You can even trick them. But only briefly, and only
once.
We have all been the victim of high pressure sales tactics
at one time or another. We have all made a purchase that
disappointed us, and we all remember those times. We
remember, and we don't go back.
You cannot build a sustainable business simply on sales. Of
course, sales are important, but in the long run it is not
sales, but service that creates sustainable profits. If your
product SERVES the customer, they will return. If your goods
and services make the customer's life easier, richer,
better, more productive, healthier or happier, your fortune
is assured. Fail to serve, and in the long run you will
simply fail.
Many people have observed that your business, your fortune,
your reputation and ultimately your success are all based on
your ability to serve others. The more people you serve, and
the better you serve them, the more you make. "You can get
anything you want in life, by helping enough other people to
get what they want in life."
We often focus on marketing and talk about the "reach' of
our advertising or our market "penetration" and all of that
is good and right. In order to serve others, you must first
let them know you exist.
But never confuse marketing and advertising with the
ultimate requirement that your business SERVE the customer.
In the end, your ads may be cute or memorable, your
marketing may be impressive, but only SERVICE really counts.
Wednesday, February 8, 2012
5 READY-TO-GO QUESTIONS TO ASK AT YOUR NEXT JOB INTERVIEW
If you've been involved in a job search, you know there is always that point in the interview process, usually toward the end of an interview, where the interviewer asks, "Do you have any questions for me?" If you're not prepared, it could take you by surprise and you'll find yourself stuttering and stammering around trying to come up with something to say.
You probably take the time to prepare answers for job interview questions that you expect to be addressed during the interview such as knowing how to articulate your strengths and weaknesses, discussing your skill sets, or how you handled a difficult situation in the past. Don't blow the end of the interview trying to come up with something, anything to say-be prepared and end the interview on a positive note.
The following are 5 "Ready-to-Go" questions to ask employers - you can ask "as is", or modify them to fit your situation:
Question #1: From the information I've given you about my work background, do you think my talents and skill sets will enable me to serve you and your company well in this role?
The answer to this question will be a good indicator as to what essential skills the hiring manager expects you to be able to do while hitting the ground running. You'll also get a feel for skills you may not be strong in, but can learn along the way. This gives you an overall idea of where you stand in the eyes of the hiring manager.
Question #2: Can you describe to me some of the challenges you see for this position, especially in the beginning while getting familiar with the position and its' responsibilities?
This information will reveal what level of stress may be involved in this role, what types of activities you'll be involved in to accomplish the short-term goals, how much of a learning curve you can expect, and may give you an idea of just how long it may take you to get up to speed and feel comfortable in the role.
Question #3: Could you tell me a little bit about the overall morale of the employees and the company culture?
If you want to know whether or not you'll fit into the company's culture and work environment, knowing how the current employees feel about their situation is a good starting point. Is it so corporate that people are high-strung and stressed out all of the time? Is it a more laid back environment, or more middle of the road? These are some of the factors that may concern you because only you know what type of work environment stifles your abilities and creativity and what energizes or motivates you.
Question #4: Can you tell me about your leadership style? For example, could I feel comfortable approaching you openly to discuss a concern or to ask a question?
It is important that you know up front whether or not you can feel comfortable approaching your supervisors or managers. Is the door always open, or is it more of a "figure it out on your own" environment? Knowing whether or not you can feel comfortable working in an environment that fits your personality and style is important. For example, if someone's management style is direct, loud, or abrupt, can you honestly deal with it every day if you're a quiet and easy going person?
Question #5: I am very interested in the position with your company. Could you tell me what the next step is in the interview process?
Whatever you do, don't pass up this opportunity to end the interview by leaving a lasting "positive" impression in the hiring manager's mind. It's wise to use this part of the interview to show that you really are interested enough in the company and position that you'd like to know what to do next. This demonstrates your eagerness to move forward.
Asking questions helps you to find out more "insider information" about the company, position, and the actual responsibilities and activities you'll juggle once onboard. The answers help you determine whether or not the position really is the best fit for you and the hiring company. It's better to get as much information as you can ahead of time so when it comes down to a decision-you make the best one possible.
You probably take the time to prepare answers for job interview questions that you expect to be addressed during the interview such as knowing how to articulate your strengths and weaknesses, discussing your skill sets, or how you handled a difficult situation in the past. Don't blow the end of the interview trying to come up with something, anything to say-be prepared and end the interview on a positive note.
The following are 5 "Ready-to-Go" questions to ask employers - you can ask "as is", or modify them to fit your situation:
Question #1: From the information I've given you about my work background, do you think my talents and skill sets will enable me to serve you and your company well in this role?
The answer to this question will be a good indicator as to what essential skills the hiring manager expects you to be able to do while hitting the ground running. You'll also get a feel for skills you may not be strong in, but can learn along the way. This gives you an overall idea of where you stand in the eyes of the hiring manager.
Question #2: Can you describe to me some of the challenges you see for this position, especially in the beginning while getting familiar with the position and its' responsibilities?
This information will reveal what level of stress may be involved in this role, what types of activities you'll be involved in to accomplish the short-term goals, how much of a learning curve you can expect, and may give you an idea of just how long it may take you to get up to speed and feel comfortable in the role.
Question #3: Could you tell me a little bit about the overall morale of the employees and the company culture?
If you want to know whether or not you'll fit into the company's culture and work environment, knowing how the current employees feel about their situation is a good starting point. Is it so corporate that people are high-strung and stressed out all of the time? Is it a more laid back environment, or more middle of the road? These are some of the factors that may concern you because only you know what type of work environment stifles your abilities and creativity and what energizes or motivates you.
Question #4: Can you tell me about your leadership style? For example, could I feel comfortable approaching you openly to discuss a concern or to ask a question?
It is important that you know up front whether or not you can feel comfortable approaching your supervisors or managers. Is the door always open, or is it more of a "figure it out on your own" environment? Knowing whether or not you can feel comfortable working in an environment that fits your personality and style is important. For example, if someone's management style is direct, loud, or abrupt, can you honestly deal with it every day if you're a quiet and easy going person?
Question #5: I am very interested in the position with your company. Could you tell me what the next step is in the interview process?
Whatever you do, don't pass up this opportunity to end the interview by leaving a lasting "positive" impression in the hiring manager's mind. It's wise to use this part of the interview to show that you really are interested enough in the company and position that you'd like to know what to do next. This demonstrates your eagerness to move forward.
Asking questions helps you to find out more "insider information" about the company, position, and the actual responsibilities and activities you'll juggle once onboard. The answers help you determine whether or not the position really is the best fit for you and the hiring company. It's better to get as much information as you can ahead of time so when it comes down to a decision-you make the best one possible.
Monday, February 6, 2012
FOCUS ON JOB NO. 1
Remember when Ford Motor Co. used the slogan, "Quality is
Job #1"? Every business leader must be clear about their
Number One Priority. And they must know that everything else
is secondary. Important perhaps, but not as important as Job
#1.
In sales, Job #1 might be "making calls." It may be
literally making phone calls and "dialing for dollars." In
other situations, it may be writing proposals or doing sales
presentations, but in sales, being in front of customers and
showing them that your product or service is the best of all
available alternatives is always Job #1. Everything else is
and must be secondary. "Making calls" is Job #1.
For a carpenter, Job #1 may be pounding nails, or reading
blueprints or doing estimates, or it may be supervising sub-
contractors, but in the end, there is one and only one, Job
#1.
For many busy professionals, performing the specialized task
they have trained for is Job #1. This week, I had a
colonoscopy and while I greatly appreciated the time my
gastroenterologist spent explaining the procedure, and the
clarity his staff provided about insurance payments and lab
work, in the end, he was paid a tremendous amount for one
and only one job: doing my colonoscopy. I imagine he was
paid several thousand dollars per hour for that. Talking
with me, while much appreciated, paid him zero. Big
difference!
What is your Job #1? Be clear about it! Know what you, and
only you, can do with expertise, with precision and with
tremendous value-added. Then do more of it and hire staff,
or delegate, or simply delete everything else.
Many of those secondary tasks need and should be done. The
time and care Dr Markowitz' staff spent with me was much
appreciated! But only he could do the procedure and time
spent doing anything else was time (and money) wasted.
Be clear about Job #1.
Job #1"? Every business leader must be clear about their
Number One Priority. And they must know that everything else
is secondary. Important perhaps, but not as important as Job
#1.
In sales, Job #1 might be "making calls." It may be
literally making phone calls and "dialing for dollars." In
other situations, it may be writing proposals or doing sales
presentations, but in sales, being in front of customers and
showing them that your product or service is the best of all
available alternatives is always Job #1. Everything else is
and must be secondary. "Making calls" is Job #1.
For a carpenter, Job #1 may be pounding nails, or reading
blueprints or doing estimates, or it may be supervising sub-
contractors, but in the end, there is one and only one, Job
#1.
For many busy professionals, performing the specialized task
they have trained for is Job #1. This week, I had a
colonoscopy and while I greatly appreciated the time my
gastroenterologist spent explaining the procedure, and the
clarity his staff provided about insurance payments and lab
work, in the end, he was paid a tremendous amount for one
and only one job: doing my colonoscopy. I imagine he was
paid several thousand dollars per hour for that. Talking
with me, while much appreciated, paid him zero. Big
difference!
What is your Job #1? Be clear about it! Know what you, and
only you, can do with expertise, with precision and with
tremendous value-added. Then do more of it and hire staff,
or delegate, or simply delete everything else.
Many of those secondary tasks need and should be done. The
time and care Dr Markowitz' staff spent with me was much
appreciated! But only he could do the procedure and time
spent doing anything else was time (and money) wasted.
Be clear about Job #1.
Thursday, February 2, 2012
8 STEPS TO CLOSE SALES QUICKLY
"Start with the end in mind," as Steven Covey of 7 Habits of Highly Effective People says. So let's start with booking the order and work towards where the selling process starts.
1. How Do You Get the Order?
Get all the powerful people - especially the most powerful person - to commit to your offering. This is the person with the ability to say yes and it happens. Don't be fooled by those who can say no. Anyone can get you eliminated.
a. If it is a business sale, there may be lots of people involved. The ultimate decision-maker is usually in the executive suite and listens to associates and subordinates.
b. If it is a consumer sale (car, house, personal item), determine who has the power - husband, wife? Children can be significant influencers. Emotional buys happen, but will be returned unless the power and influences are synchronized.
2. How Do You Get Powerful People To Commit?
Ask for the commitment. i.e.: "Since you're feeling good about what we've just discussed, can I have your commitment that you will support me/my company?
a. If s/he says "yes", you've won a vote - not the sale - unless it's the person with the power to say yes and it happens.
b. If s/he says "no", ask "How come?" i.e. "Seems like you have some concerns. Please explain."
3. How Do You Know What S/He Is Feeling?
Ask the magic question - "How do you feel about what I've just presented?"
a. If s/he feels good - that great - go for commitment. See 2 above.
b. If s/he doesn't feel good or shows signs of hesitation/objections, ask, "What's the issue?" See 2b above.
4. How Do You Know What To Present To Make Her/Him Feel Good?
Ask questions about what s/he wants/expects. "What would the perfect solution look like to you?" "What will it take to get your vote?" Stop talking and listen. Then base your presentation on what s/he has said.
a. Be sure the answer comes from this person. The biggest mistake is to ask others what someone else wants/expects.
b. If s/he doesn't say the things you think s/he should be concerned about, expose and entice, i.e. "Are you aware ..." "Others have used ... and found that..." Don't push. Sense if there is any interest only. Otherwise let it go.
5. How Do You Get To Ask Questions?
Make it a condition before you do any presentations (i.e. "I know you're expecting me to tell you about our stuff, but before I do, can I ask you a few questions about your wants and expectations so I don't bore you with information that is of no interest to you.")
a. Ask questions when alone with her/him. People reveal more one-on-one. Remember you have to appeal to this person to win his/her vote. It's not about the company or the other people.
b. If you give the presentation before the interview, you lose. They get to know all about you and you learn little. The rescue strategy, when you can't resist the urge to present, is to ask each person the magic, feeling question. See 3 above.
6. Who Are The People To Be Questioning?
All the people who touch or who are impacted by your product, especially those in high places, are the people you should interview. Win each of these people's votes. Ask to meet their boss so you can ask questions and win his/her vote. The powerful will make the final decision. Don't argue. It is what it is. Besides, what would happen if your competition gets to the bosses?
7. When Do You Start Going After All These Administrators, Decision People And
Senior Execs?
This is a lot of work.
Go after then after you qualify that this is a good company and a good opportunity for you to pursue. Use history to determine the types of companies/opportunities that have gone well for you and those that haven't. Seek only those that fit this profile. These are the plums and should close at a 70% rate if you do 1 through 6 above. Leave the rhubarbs for your competitors. They will die slowly while you use the time to find more plums.
8. How Do You Find Enough Prospects To Be Choosey?
Have a systematic prospecting program. Fortunately there are many levels and types of prospecting. Your easiest prospects are those who you currently do business with. Develop high level relationships, and you will get 100% of the business from 100% of your clients. Your toughest prospects are new accounts, cold calls, and greenfield prospects.
a. Prospect for those that fit your profile.
b. The more organized your approach, the better you changes of finding quality leads that are interested in doing something. Then do 7 through 1 above in that order only.
c. If you don't prospect enough, you won't have enough plums and you will gravitate to the rhubarbs.
See, selling is very systematic and can be easy. People make it tough by pushing products, going after everything, and trying to beat the competition. Best case these people close 30%. Do the above and you'll soon be closing 70% of the opportunities you choose to pursue.
1. How Do You Get the Order?
Get all the powerful people - especially the most powerful person - to commit to your offering. This is the person with the ability to say yes and it happens. Don't be fooled by those who can say no. Anyone can get you eliminated.
a. If it is a business sale, there may be lots of people involved. The ultimate decision-maker is usually in the executive suite and listens to associates and subordinates.
b. If it is a consumer sale (car, house, personal item), determine who has the power - husband, wife? Children can be significant influencers. Emotional buys happen, but will be returned unless the power and influences are synchronized.
2. How Do You Get Powerful People To Commit?
Ask for the commitment. i.e.: "Since you're feeling good about what we've just discussed, can I have your commitment that you will support me/my company?
a. If s/he says "yes", you've won a vote - not the sale - unless it's the person with the power to say yes and it happens.
b. If s/he says "no", ask "How come?" i.e. "Seems like you have some concerns. Please explain."
3. How Do You Know What S/He Is Feeling?
Ask the magic question - "How do you feel about what I've just presented?"
a. If s/he feels good - that great - go for commitment. See 2 above.
b. If s/he doesn't feel good or shows signs of hesitation/objections, ask, "What's the issue?" See 2b above.
4. How Do You Know What To Present To Make Her/Him Feel Good?
Ask questions about what s/he wants/expects. "What would the perfect solution look like to you?" "What will it take to get your vote?" Stop talking and listen. Then base your presentation on what s/he has said.
a. Be sure the answer comes from this person. The biggest mistake is to ask others what someone else wants/expects.
b. If s/he doesn't say the things you think s/he should be concerned about, expose and entice, i.e. "Are you aware ..." "Others have used ... and found that..." Don't push. Sense if there is any interest only. Otherwise let it go.
5. How Do You Get To Ask Questions?
Make it a condition before you do any presentations (i.e. "I know you're expecting me to tell you about our stuff, but before I do, can I ask you a few questions about your wants and expectations so I don't bore you with information that is of no interest to you.")
a. Ask questions when alone with her/him. People reveal more one-on-one. Remember you have to appeal to this person to win his/her vote. It's not about the company or the other people.
b. If you give the presentation before the interview, you lose. They get to know all about you and you learn little. The rescue strategy, when you can't resist the urge to present, is to ask each person the magic, feeling question. See 3 above.
6. Who Are The People To Be Questioning?
All the people who touch or who are impacted by your product, especially those in high places, are the people you should interview. Win each of these people's votes. Ask to meet their boss so you can ask questions and win his/her vote. The powerful will make the final decision. Don't argue. It is what it is. Besides, what would happen if your competition gets to the bosses?
7. When Do You Start Going After All These Administrators, Decision People And
Senior Execs?
This is a lot of work.
Go after then after you qualify that this is a good company and a good opportunity for you to pursue. Use history to determine the types of companies/opportunities that have gone well for you and those that haven't. Seek only those that fit this profile. These are the plums and should close at a 70% rate if you do 1 through 6 above. Leave the rhubarbs for your competitors. They will die slowly while you use the time to find more plums.
8. How Do You Find Enough Prospects To Be Choosey?
Have a systematic prospecting program. Fortunately there are many levels and types of prospecting. Your easiest prospects are those who you currently do business with. Develop high level relationships, and you will get 100% of the business from 100% of your clients. Your toughest prospects are new accounts, cold calls, and greenfield prospects.
a. Prospect for those that fit your profile.
b. The more organized your approach, the better you changes of finding quality leads that are interested in doing something. Then do 7 through 1 above in that order only.
c. If you don't prospect enough, you won't have enough plums and you will gravitate to the rhubarbs.
See, selling is very systematic and can be easy. People make it tough by pushing products, going after everything, and trying to beat the competition. Best case these people close 30%. Do the above and you'll soon be closing 70% of the opportunities you choose to pursue.
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