How would you answer the follow questions?
Do think about the money you don’t have to do things or the things you want to do regardless of how much money you have?
Do you think about the limited resources you have in servicing clients or the ideal service level you want achieve?
Do you think about the things not working in your relationships or the type of relationships you want to have?
The first part of the above questions revolves around lack and the latter part revolves around abundance.
Discovering Golden Opportunities is all about listening for the hidden messages and signs in life. (more…)
If you really want to sell more in less time, stop wasting your time on writing proposals that are unqualified and unnecessary.
A proposal should be a summary of the agreed upon issues that need to be resolved with proposed deliverables and investment figures. Understand the key word here is AGREED UPON.
How much time does it take you to write a proposal? I have seen cases where it may take from 15 minutes to as much as a few days depending on how complex the sale is. How many times do you do this in a year? How many of these proposals actually turn into business? In most cases the closing percentage is very low because most proposals are unqualified. (more…)
You can lose everything in life – your house, money, relationships, etc. and you can still come back, as long as you have your word.
Your WORD is your gold standard. It is the basis on how people judge as to whether or not they will take a chance on you. It will impact their decisions for funding your next initiative, giving you a mortgage and yes, even getting into a new relationship or even fixing an old one. (more…)
On a Sunday during this seasons NFL playoffs, I went to a friend’s house to watch the Texans/Ravens Football Game. I had no intention of staying to watch my beloved Giants play the Green Bay Packers because of my friends negative approach to the game based on “reality”.
My friend is a Giants fan also. However he said there is no way they will win. I on the other hand envisioned the Giants winning and so did the Giants players. Vision is the first trait of great sellers and leaders in the CEO Best Selling book Lead, Sell or Get Out of the Way!
What the Giants players did was envision themselves walking off the field as winners. They held that vision and every day certain actions came to mind on what they needed to do turn that vision into reality.
Reality is not what anyone says. It starts with how you think. If you think you won’t win, your actions will produce your self-fulfilling prophecy. If you envision yourself winning, are committed to it and you are constantly holding that vision, the answers will come to you on how to do it. (more…)
Are you dealing with declining sales revenues?
Do you want to achieve customer growth?
Do you want to improve your sales prospecting?
Do you want to become more influential?
Do you want customers to accept your pricing?
If you answered yes to any of the above questions, then you need to get clear on the greatest myth in selling.
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Want to get new Customers Fast? Try giving it away for free!
Chris Anderson in his book FREE tells of the Jell-O Case Study.
At the turn of the 20th century, Jell-O was considered the desert of the rich. The key ingredient for Jell-O is Gelatin, which comes from Collagen, a protein based substance found in cow and pig bones. Only the rich could afford the time to grind out the collagen and make this dish.
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Are you trying to make a sale because you need to?
Are you trying to get a job because you need to?
Are you trying to get your boss, friends, colleagues, students or anyone to do something because you need them to?
If you answered yes to any of the above questions you are trying to influence others from a mindset of “lack”. In this mindset, you are trying to influence others from a position of weakness.
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On a Sunday during this seasons NFL playoffs, I went to a friend’s house to watch the Texans/Ravens Football Game. I had no intention of staying to watch my beloved Giants play the Green Bay Packers because of my friends negative approach to the game based on “reality”.
(more…)
1. Not every sale is a good sale. Make sure it is profitable and that you have cross-sold as many products and services as possible. It costs less to sell more to an existing client than to get a new client.
2. Stop creating unqualified proposals. Too much time is spent on creating proposals when deals are unqualified. Prospects like to ask for proposals to get people off the phone. Your time is too valuable. Only create proposals when the deal and prospect are properly qualified.
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Buy The Book
In today's sales world there's no room for followers. But there's plenty of room for leaders. In Lead, Sell, or Get Out of the Way, Ron Karr outlines a repeatable process based on the powerful idea that great sellers lead relationships in the same way that great leaders sell ideas.
