Tuesday, April 20, 2010
Saturday, April 10, 2010
When a client tells me they're not bringing in the sales they want, one of the first questions I ask is "Are you asking for the business?" Their response is either "No, I don't know what to say" or "What if I ask and they're not interested"? Well, if you don't ask, you'll never know where you stand with your prospect.
The close is a crucial moment of decision in the sales process when the prospect decides whether to enter into a business relationship with you or not. For many people this is such a painful time, that 50% of all sales calls end without asking for some sort of commitment to the next steps.
Let me share a story with you. Jim and Ron were friends for more than 25 years and golf buddies for nearly the same amount of time. They had grown up together, were as close as brothers celebrating each other's personal and professional business successes over the years. One day while they're teeing off, Jim turned to Ron and said "Ron, how come after all the years we've known each other, you've never given me any business?" Ron turned to Jim and simply said "You never asked". This response may sound surprising but it's true. The most common reason business owners don't get the business is they don't ask for it. It's as simple as that. If you want the business, you must ask for it.
Let's take a look at 7 key steps to asking for the business.
1. Prepare Yourself for the Close
There are a number of questions to answer before you ask for the business. Once you answer "yes" to these questions, you're ready to ask the closing questions. Here are a few questions to ask yourself:
Does the customer want what I'm selling?
Does the customer believe in me and my company?
Can the customer afford my product?
Does the customer fully understand what my product is?
Have I prepared and practiced my closing techniques?
Am I prepared to remain silent after asking the closing question?
2. Trial Closes
Throughout the sales meeting, look for opportunities to get agreement from the prospect. Repeat back to the prospect what they told you is important to them and tie it back to the benefits. Here's an example: "Don't you agree, it's going to give you the financial security you said earlier is so important to you?"
Checking in with them throughout the meeting and getting agreement allows you to use the information as you prepare for the close. If your prospect agrees, you can bring them back to that at the end.
3. Assumptive Close
From the moment you walk in and sit down with the prospect, assume the prospect wants to buy your product. If they are willing to meet with you, they must have some interest in what you're selling. If you continually assume the sale over and over in your own mind, you'll project that confidence in your speaking when meeting with the project. Here's several assumptive statements you can make before the prospects buys:
"You'll be happy you decided to buy it."
You're going to love how it looks in your home."
4. Ask Pressure-Free Closing Questions
As the prospect gets closer to making a decision to do business with you or not, their level of anxiety increases. This is an uncertain time for the prospect in the decision-making process, and the sale can go either way. The way to keep the sales door open and lead the prospect to doing business with you, is asking pressure-free questions. The magic word to use when asking a pressure-free question is "if". The word "if", removes all risk and pressure from the question. The prospect will respond freely as there is no commitment to be made at this time. Here's a couple of examples:
If you were to go ahead with... when would you...?
If you were to decide to... how many would you...?
5. Ask Closing Questions
There is no need to break your momentum now. Here are a few questions you can ask potential clients in order to reach an agreement.
"Are you ready to get started?"
"Shall I draw up a contract?"
"Do we have a deal?"
"Let's take a few minutes now so I can walk you through the agreement."
"Let's set up our next meeting and I can go over the plan with you then."
"Shall I finalize the details?"
6. Be Quiet! Let Them Respond First
The biggest flaw leading to failing to close the sale is the inability to know when and how to ask for it and then be quiet. After you've made your recommendation and asked all your closing questions, remain silent. The prospect has listened to your presentation and needs a couple of moments to absorb the information and make the buying decision. Take a deep breath, be quiet and wait for the prospect to speak first.
7. Decide on the Next Steps
Whether or not you have closed the sale, be absolutely certain that both you and the prospect know what happens next. Before you end your meeting with the prospect, take out your calendar and set up the next meeting, or the next call. Never leave a meeting without knowing the next steps.
** To comment on this article or to read comments about this article, go here.
About the Author:
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System™, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit http://www.SalesBreakthroughs.com .
Little Things Mean A Lot
One of the greatest success principles of all is called the Law of Accumulation. This law says that everything great and worthwhile in human life is an accumulation of hundreds and sometimes thousands of tiny efforts and sacrifices that nobody ever sees or appreciates. It says that everything accumulates over time. That you have to put in many, many, many tiny efforts that nobody sees or appreciates before you achieve anything worthwhile. It's like a snowball. A snowball starts very small, but it grows as it adds millions and millions of tiny snowflakes and continues to grow as it gathers momentum.
Learn What You Need To Learn
There are three areas where the law of accumulation is important. The first is in the area of knowledge. Your body of knowledge is a result of hundreds, perhaps thousands, of small pieces of information.
Any person with a large knowledge base has spent thousands of hours building that knowledge base one piece at a time. And what you see when you meet the individual is an expert in his or her field, with that high level of knowledge that makes him very valuable in the marketplace.
Save Your Money
The second area where the Law of accumulation works is with regard to money. Every large fortune is an accumulation of hundreds and thousands of small amounts of money, and the place to start is to take any amount of money that you can right now and begin to save it. When you begin to save money, it sets up a force field of energy and it triggers the law of attraction. As a result you begin to attract to you even more bits of money to add to your savings.
"Learn and Remember Faster and Easier Than Ever Before"In the 21st Century, the only skill that won't become obsolete is the ability to learn. Nowadays, your ability to learn new processes can drastically improve your earning potential. Learning is a lot like exercising: it's an activity that must be done often to attain maximum results.
Learn more here >>
Attract Riches Into Your Life
And I've spoken to many, many successful people and they've told me the same story. That as soon as you start to put savings aside, it starts to attract into your life and into your work all the money that you need to achieve your goals. The reason why most people retire poor is they never put the initial savings aside to start with.
Get The Experience You Need
The third area where the law of accumulation applies is in the area of experience. You'll find that successful people in any field are those who have far more experience in that field than the average. And there is nothing that replaces experience. Whether it's in business or entrepreneurship or management or parenting or selling or anything else. Many people do not take the risks that are necessary to move out of their comfort zone because they're afraid it won't work out.
But the fact is that until you move out of the comfort zone and get the experience from making the mistakes, it's not possible for you to grow and become capable of earning the kind of money that you desire. Now here's the key to the law of accumulation. It says that everything counts. Everything that you do counts. The biggest mistake that people make is they think that only what they want to count, counts. That when you read a book, when you listen to an audio program, when you go to a course, when you go to bed early and you get up early and you work, it all counts. And it's all going on the plus side of your ledger.
Use Your Time Well
But when you watch television, waste time, hang out, fool around and so on, all of that counts, as well, and it's going on the negative side. A person who has a great life, by the law of accumulation, is a person who's accumulated far more credits on the credit side than debits on the debit side. And here's an important point. If what you are doing is not moving you towards your goals, then it's moving you away from your goals. Nothing is neutral. Everything that you're doing is either moving you toward the things that you want to accomplish in life, the person you want to be, the wealth you want to accumulate, or it's moving you away. Everything counts. The law of accumulation says that everything counts.
First, begin today to build your knowledge base in the subject that can be most helpful to you in achieving financial independence. Whether it takes a week, a month or a year to become thoroughly knowledgeable, it doesn't matter. Just get started today.
Second, get as much experience as you can in your chosen field. Start a little earlier, work a little harder and stay a little later. Take risks and try every different way you can think of to achieve your goal. This experience is invaluable and it accumulates over time.
Thursday, April 1, 2010
by Jack Canfield
The North Wind boasted of great strength. The Sun argued that there was great power in gentleness.
“We shall have a contest,” said the Sun.
Far below, a man traveled a winding road. He was wearing a warm winter coat.
“As a test of strength,” said the Sun, “Let us see which of us can take the coat off of that man.”
“It will be quite simple for me to force him to remove his coat,” bragged the Wind.
The Wind blew so hard, the birds clung to the trees. The world was filled with dust and leaves. But the harder the wind blew down the road, the tighter the shivering man clung to his coat.
Then, the Sun came out from behind a cloud. Sun warmed the air and the frosty ground. The man on the road unbuttoned his coat.
The sun grew slowly brighter and brighter.
Soon the man felt so hot, he took off his coat and sat down in a shady spot.
“How did you do that?” said the Wind.
“It was easy,” said the Sun, “I lit the day. Through gentleness I got my way.”
# # #
Today’s featured article was an easy one for me. In this world of increased stress, financial pressures, pink slips, traffic jams and cancelled flights, it pays to know how to stay centered and calm—how to interact like the sun and not the wind.
Believe it or not, it's a critical success strategy.
Pamela Bruner is one of my students. She is a graduate of my seven-day Breakthrough to Success Summer Training (this year August 8-14), a participant in my year-long Train the Trainer Mentorship Program, and a member of my Platinum Inner Circle Master Mind Group.
Pamela is a master practitioner of the success principles I teach, and is currently working on a book with me applying the principles and techniques of the Emotional Freedom Techniques (EFT) to removing the emotional blocks and limiting beliefs that confront people when they attempt to apply the 64 success principles that I teach in my book The Success Principles: How to Get from Where You Are to Where You Want to Be.
She sent me and an e-mail earlier this month that shows just how valuable it is to stay calm, expect the best, believe it’s possible to get what you want no matter what is happening around you, and to take action to produce the desired result.
Here is Pamela’s e-mail. I hope it will uplift and inspire you as much as it did me.
More importantly I hope it will serve as a valuable lesson for what to do if you find yourself in a similar situation—trying to get from where you are to where you want to be…when all the flights to where you want to be are being cancelled!
# # #
I was flying to West Palm Beach to film a TV spot for my husband Dave’s company, Heartland Harps. My plane was supposed to arrive at 8pm, and we needed to be in the studio at 7:30 am the next morning. The film crew would be there, waiting. My flight was delayed, and then delayed 3 more times. At 9:50pm, they announced that they were waiting for a call from the higher ups as to whether the flight would be cancelled.
Many people were angry, and were yelling at the two USAir representatives behind the counter. I went over and said to one of the reps, “The flight might still go, is that right?”
She replied, “I really think that they’ll cancel it at this point.”
I said, “I really need to be in Boca Raton tomorrow morning at 7:30am. I’m not upset, but I’ve got a film crew waiting for me. Is there any way you can help me?”
She went around the corner, and a few minutes later she beckoned me over. “There’s a flight leaving for Ft. Lauderdale at 10:15. It’s oversold, but I might be able to get you on it. I think they’ll lose a few people.”
I said, “It’s 9:55 now. Can I make it?”
She replied, “It’s been delayed also. Go now!” As I grabbed the new boarding pass she’d printed for me, I thanked her profusely, and as I ran away, she said, “It pays to be nice…and quiet!”
I ran to the other terminal, exchanged my new boarding pass for one with an actual seat assignment (hurray!) and waited. The plane didn’t leave until midnight, and I got in at 2am. All around me I heard people grumbling about the delays, the service, etc. All I was thinking was how grateful I was to have made it before my 7:30am deadline.
I did see a few people from my West Palm Beach flight come over to the Ft. Lauderdale flight, but no one else got on. I was the only one who made it that night!
Thank you Spirit!!
The Success Principles employed:
—#4: Believe It’s Possible and You Get What You Expect
—#55: Be a Class Act, and
—#17: Ask, Ask, Ask!
# # #
This is a great example of how applying the principles can literally get you from where you are to want to be…when everyone else is being left behind. Try a little kindness and be a class act.
As Pamela’s story illustrates, warm sunshine works a lot better than a harsh wind.
© 2010 Jack Canfield
Wednesday, March 31, 2010
Perhaps the most powerful single factor in your financial success is your beliefs about yourself and money. We call this the Law of Belief. It says simply this: Whatever you believe, with feeling, becomes your reality.
What Successful People Believe
Whatever you intensely believe becomes your reality. That we have a tendency to block out any information coming in to us that is inconsistent with our reality. What we've discovered is that successful people absolutely believe that they have the ability to succeed. And they will not entertain, think about, or talk about the possibilities that they'll fail. They do not even consider the possibility of failure.
Positive Thinking Versus Positive Knowing
You always act in a matter consistent with your beliefs. The most important belief system you can build is a prosperity consciousness where you absolutely believe that you are going achieve your financial goals. We call this positive knowing versus positive thinking. Positive thinking can sometimes be wishing or hoping. But positive knowing is when you absolutely know that no matter what, you will be successful.
The Foundation of Willpower
Another principle related to your beliefs is willpower. We know that willpower is essential to any success. Willpower is based on confidence. It's based on conviction. It's based on faith. It's based on your belief in your ability to triumph over all obstacles. And you can develop willpower by persistence, by working on your goals, by reading the biographies of successful people, by listening to audio programs, by reading books about people who've achieved success. The more information you take into your mind consistent with success, the more likely it is that you will develop the willpower to push you through the obstacles and difficulties you will experience.
"Accomplish More in a Month Than Most People Accomplish in a Year"Your ability to discipline yourself "to do what you should, when you should do it, whether you feel like it or not," is the key to becoming a great person and living a great life. When you develop the habits of self-discipline, you will accomplish more in a month than most people accomplish in a year. Click for more >>
Beat the Odds on Success
Remember that success is rare. Only one person in one hundred becomes wealthy in the course of a lifetime. Only five percent achieve financial independence. That means that the odds against you are 19-to-1. The only way that you're going to achieve your financial goals is if you get really serious. To succeed, you must get serious. You must get busy. You must get active. You must get going. Remember, everything counts.
Resolve to Achieve Greatly
Self-mastery, self-control, self-discipline are essential for anyone who wants to achieve greatly. And control over your thoughts is the hardest exercise in self-mastery that you will ever engage in. See if you can talk and think about only what you desire and not talk or think about anything that you don't want for 24 hours. Then you'll see what you're really made of. It's a hard thing to do but with practice, you can reach the point where you are thinking about your goals and desires most of the time. Then, your whole life will change for the better.
Here are two things you can do to build a belief system consistent with the financial success you desire:
First, continually repeat to yourself the words, pictures and thoughts consistent with your dreams and goals. Whatever you repeat often enough, over and over, becomes a new belief.
Second, set a goal for yourself to think and talk only about the things that you want for the next 24 hours. This will be one of the hardest things you ever do. But if you can keep your mind on what you want and off of what you don't want for 24 hours, you can begin to change your entire future.
Over the years, as I’ve sought out ideas, principles and strategies to life’s challenges, I’ve come across four simple words that can make living worthwhile.
First, life is worthwhile if you LEARN. What you don’t know will hurt you. You have to have learning to exist, let alone succeed. Life is worthwhile if you learn from your own experiences—negative or positive.
We learn to do it right by first sometimes doing it wrong. We call that a positive negative. We also learn from other people’s experiences, both positive and negative. I’ve always said that it is too bad failures don’t give seminars. Obviously, we don’t want to pay them, so they aren’t usually touring around giving seminars. But that information would be very valuable. We would learn how someone who had it all, messed it up. Learning from other people’s experiences and mistakes is valuable information because we can learn what not to do without the pain of having tried and failed ourselves.
We learn by what we see, so pay attention. We learn by what we hear, so be a good listener. Now, I do suggest that you should be a selective listener. Don’t just let anybody dump into your mental factory. We learn from what we read, so learn from every source. Learn from lectures. Learn from songs. Learn from sermons. Learn from conversations with people who care. Always keep learning.
Second, life is worthwhile if you TRY. You can’t just learn. Now you have to try something to see if you can do it. Try to make a difference. Try to make some progress. Try to learn a new skill. Try to learn a new sport. It doesn’t mean you can do everything, but there are a lot of things you can do if you just try. Try your best. Give it every effort. Why not go all out?
Third, life is worthwhile if you STAY. You have to stay from spring until harvest. If you have signed up for the day or for the game or for the project, see it through. Sometimes calamity comes; then it is worth wrapping it up and that’s the end. But just don’t end in the middle. Maybe on the next project you pass, but on this one, if you signed up, see it through.
And lastly, life is worthwhile if you CARE. If you care at all, you will get some results. If you care enough, you can get incredible results. Care enough to make a difference. Care enough to turn somebody around. Care enough to start a new enterprise. Care enough to change it all. Care enough to be the highest producer. Care enough to set some records. Care enough to win.
Four powerful little words: learn, try, stay and care. What difference can you make in your life today by putting these words to work?
Monday, March 29, 2010
You probably have the ability to produce and ear n easily twice as much as you are producing and ear ning today.
Put Key Ideas Into Action
I have taught time management strategies to more than 100,000 people over the last few years and the successes these people have had have often been amaz ing. Many of them have doubled their output in as little as one or two days. One businessman in Philadelphia tripled his income and doubled the amount of time he spent with his family within twelve months. Another businessman from Montreal increased his income by 700% over a period of two years by disciplining himself to practice these principles every hour of every day.
Small Effects Yield Large Results
The good news is that even a small effort on your part to implement the very best of time management principles into your life will yield a tremendous return in increased productivity, performance and output. It is like stepping on the accelerator of your own life and moving yourself onto the fast track in your career.
Efficiency Starts At School
We usually learn how to work efficiently and effectively in our teenage years by doing our schoolwork and our homework in an excellent way and handing it in on time. If a young person does not learn how to work during their school years, he or she will have a tough time working when they actually take a paying job.
"Get Your Life in Balance--Learn the Secrets of Happiness"There is a good chance that your work life is consuming you and preventing you from having a fulfilling personal life.
I will teach you the secrets you need to manage your time--and live a happy, balanced work and personal life. Click for more >>
Most People Are Poor Workers
According to the studies, fully 50% of adults could not work a full day if their life depended upon it. They cannot stay on task. They are continually diverted and distracted into idle socializing, personal phone calls, shooting the breeze, arriving late, leaving early and taking too much time for coffee breaks and lunches. Time wasting consumes their day. Then they wonder why they are not entrusted with increased responsibilities and offered greater pay.
Be Paid More And Pro moted Faster
The fact is that if you do an excellent job in a timely fashion, you cannot help but be paid more and pro moted faster. We live in the first great meritocracy in human history. In a meritocracy, you are paid and rewarded purely on the basis of the valuable contribution you make to the lives and work of others. There are no glass ceil ings and no barriers to advancement.
Here are two things you can do immediately to put these ideas into action.
First, select the most valuable and important assignment you have to do right now, resolve to complete it, and start on it immediately.
Second, resolve to "work all the time you work" once you get started. Aim for 100% productivity. This could change your life.