The following *7* techniques with assist you in building your business to levels beyond your belief. No matter how simplistic these techniques seem if you implement them into your everyday business practice, then your business will explode.
1) Simply lose the “always be closing mindset” and live with the mindset of always be opening long-term relationships.
2) Never prejudge. You just never know who will be your next huge sale or potential business partner. Let them tell you yes or no. Don’t make the decision for them!
3) You must imagine you have ears like the size of dumbo. Always out listen your prospect and they will sell themselves on your business.
4) Attend every business presentation with the business relationship already cemented in your mind. A business person without a strong belief along with rock solid vision will fail.
5) Offensively handle every objection. Learn to love it when someone tells you no. Sell offensively versus trying to close defensively.
6) Always be early for all your appointments. This gives you the edge in the game of sales. This alone will increase your closing ratio 25%.
7) Just go for it! Spend everyday knowing WHY you are building your business and what the ultimate outcome will be. You must see it in order to accomplish it!
I challenge you to add these business building techniques to your daily action steps and commit to doing them every time you enter into a new business relationship. Your life and your business will change!
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Wednesday, May 12, 2010
Commitment - Most People Quit. Will You?
Let’s say that you are in real estate and you show a home to a couple in September 2008. They don’t purchase the home from you, but you send a thank you card and keep them in the loop of your business. Three years later, they are looking to purchase another home. Most likely, the realtor that sold them a home quit, moved or changed phone numbers, but you have been dripping on them. Now, they are ready to upgrade. Maybe they purchased a townhouse for $150,000.00 from the first realtor. Now, they want to purchase an $800,000.00 home. They see the yearly refrigerator calendar that you mailed them during the holidays and called you to see property.
Isn’t that awesome? That’s what happens when you commit to opening up long-term relationships with clients. It actually happened with me and my current broker. I didn’t use his services initially, but he kept sending me information and caught my eye with some of his promos. It was nearly four years before I engaged in any type of business with him. I saw that he was committed to his business and believed that he would be just as committed to my business with him.
Are you committed? Will you quit? If you are going to quit in whatever product or service you are doing right now, just please quit now for the benefit of the other ethical, moral champions involved in sales and marketing. Please quit now and let those who have a right to earn huge income do it when they have an ethical and moral product and/or service. BUT if you are truly committed to the process, then take action and start implementing the strategies that you have learned in this book to radically increase your sales ration and open up hundreds of long-term relationships.
Champion Tip: Stay committed and follow-up on the relationships that you have opened up. You will build trust with them through your commitment of opening up long-term relationships and earn the right to do business with them.
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Isn’t that awesome? That’s what happens when you commit to opening up long-term relationships with clients. It actually happened with me and my current broker. I didn’t use his services initially, but he kept sending me information and caught my eye with some of his promos. It was nearly four years before I engaged in any type of business with him. I saw that he was committed to his business and believed that he would be just as committed to my business with him.
Are you committed? Will you quit? If you are going to quit in whatever product or service you are doing right now, just please quit now for the benefit of the other ethical, moral champions involved in sales and marketing. Please quit now and let those who have a right to earn huge income do it when they have an ethical and moral product and/or service. BUT if you are truly committed to the process, then take action and start implementing the strategies that you have learned in this book to radically increase your sales ration and open up hundreds of long-term relationships.
Champion Tip: Stay committed and follow-up on the relationships that you have opened up. You will build trust with them through your commitment of opening up long-term relationships and earn the right to do business with them.
self help workbooks
self help cd
Closing/Opening Words
When you show your sales presentation, never use the words “if” or “think.” I hear so many people say, “If you like this product, you may want to think about getting a hold of it today. These words are deadly words. If and think are fear-based words that cause your potential buyer to question whether or not they really want to close the deal.
Instead, use words like “I believe” or “When you invest in the package” or “What did you like best about it?” Did you see the flip switch there? The language went from questioning the sale to empowering the buyer to invest in the product/services. Every word that you say during your presentation has to be focused on closing the sale and opening up the relationship.
These are the top four closing/opening phrases that you must use at the end of your presentation:
• Let’s recap
• Let’s summarize
• Let me tie it all together for you
• With that said, do you have any questions?
No, you don’t use all of them at one time. You can just use one phrase to sum up your entire presentation for the customer.
Many of you have seen me use these same phrases in e-mails and at live events when I present my product offer from stage. It’s a closing strategy that brings it all together. If you don’t have a recap after your presentation, you often lose key points in the mix of things. It’s also a great way to transition from your presentation to your close not matter what you are selling or who you are selling to.
I highly suggest that you record every single presentation that you do so you can listen to your words and hear what you sound like. You will be able to determine how effective you were in not only tying everything together, but also using positive keywords. Don’t make it so obvious to the client that’s listening. Just stick a recording in your briefcase so that you can hear yourself. Believe me. After you do this a few times, you will pick up on everything that you said that may have jeopardized your sale or relationship with the client.
“With all that said, let’s recap. Let’s summarize. Let me tie it all together for you.” You are preparing for your closing and confident in what you have just presented.
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Instead, use words like “I believe” or “When you invest in the package” or “What did you like best about it?” Did you see the flip switch there? The language went from questioning the sale to empowering the buyer to invest in the product/services. Every word that you say during your presentation has to be focused on closing the sale and opening up the relationship.
These are the top four closing/opening phrases that you must use at the end of your presentation:
• Let’s recap
• Let’s summarize
• Let me tie it all together for you
• With that said, do you have any questions?
No, you don’t use all of them at one time. You can just use one phrase to sum up your entire presentation for the customer.
Many of you have seen me use these same phrases in e-mails and at live events when I present my product offer from stage. It’s a closing strategy that brings it all together. If you don’t have a recap after your presentation, you often lose key points in the mix of things. It’s also a great way to transition from your presentation to your close not matter what you are selling or who you are selling to.
I highly suggest that you record every single presentation that you do so you can listen to your words and hear what you sound like. You will be able to determine how effective you were in not only tying everything together, but also using positive keywords. Don’t make it so obvious to the client that’s listening. Just stick a recording in your briefcase so that you can hear yourself. Believe me. After you do this a few times, you will pick up on everything that you said that may have jeopardized your sale or relationship with the client.
“With all that said, let’s recap. Let’s summarize. Let me tie it all together for you.” You are preparing for your closing and confident in what you have just presented.
self help meditation
self help motivational
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