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| Mike Brooks |
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The One Real Key to Your Success
Every so often I feel it’s my responsibility to remind you about the single most important determinate of success, happiness and well being.
Like gravity itself, this law of being is constant; it is unchanging and completely dependable. Every person relies on and uses this principle, consciously or unconsciously, and it never fails to deliver the exact results according to your understanding of it.
The rich, the poor, the successful, the struggling – all manner of men and women the planet
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| Jim Meisenheimer |
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The Power Of Choice
Just for a minute, think about where you are today, think about where you have been, and think about where you will be going.
Where you are today with your life is a result of the choices you've made in the past.
What you will become in the future will be the result of the choices you make today and tomorrow.
Scary proposition - isn't it?
Here's a short list of choices you are faced with almost on a daily basis.
Yes I can't! That's a choice isn't it, believing and feeling that you can't do ...
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| Harlan Goerger |
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Decisions Making in a Blink
How we really make most decisions and why
If the mind and the brain and how they work fascinate you, then the book "Blink" is a must read for you!
I've been studying the concepts of persuasion and influence and how the brain really works and makes choices. It is probably not the way you think it does or that you have as much control as you would like.
Here is the situation; you have a major client that is having a problem and is all but happy about it. The situation is getting tense and the loss
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| Nicki Weiss |
7 Ways to Embrace New Sales Thinking
It's that time of year: time to throw out old behaviours and attitudes that don’t work and usher in new ones that do.
A few weeks ago, I had a phone conversation with Kim, who is struggling with the old-style methods that her manager insists are the only way to sell their company's technology solution. He favours cold-calling (“dialling for dollars” as Kim calls it), starting a meeting in “pitch mode” (with a sleep-inducing PowerPoint presentation) and asking prospects leading, manipulative questions such as, “Wouldn’t you like to make more money?”
Kim is convinced she needs new sales techniques, and she’s right.
Regardless of what product or service you're selling, outdated sales skills focus on “telling.” You talk; the prospect listens for a bit, then frequently tunes out (or goes unconscious) and the conversation ends without much happening. Think of your car’s gas tank. You fill it up with your talk, but the car just sits in the driveway since you and your prospect have no directions for a two-way conversation.
New Thinking = New Results
Try turning your thinking around about what lies at the core of selling. Instead of “telling” about your product’s features and benefits, how about “asking” about your prospect’s needs and concerns? In this scenario, you and your prospect can have a very pleasant drive, with you asking questions that lead to an interesting and energizing trip (and a plan for your next outing together).
The table below shows old sales techniques and how to turn them around into new, more effective strategies.
Old Sales Mindset
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New Sales Mindset |
Always start out with a strong sales pitch.
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Stop the sales pitch. Start a conversation. |
| Your goal is to close the sale. |
Your goal is to discover whether you and your prospect are a good fit. |
When you lose a sale, it's usually at the end of the sales process.
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When you lose a sale, it's usually at the beginning of the sales process. |
Rejection is a normal part of selling, so get used to it.
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Hidden sales pressure causes rejection. Eliminate sales pressure, and you'll seldom experience rejection. |
Keep chasing prospects until you get a yes or no.
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Never chase prospects. Instead, get to the truth of whether there's a fit or not. |
When prospects offer objections, challenge and/or counter them.
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When prospects offer objections, get curious about their concern and continue the conversation. |
If prospects challenge the value of your product or service, defend yourself and
explain its value.
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Never defend yourself or what you have to offer. This technique only creates more sales pressure. |
Let's take a closer
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