#1 Motivational speaker
Have you ever felt like you knew what you wanted to do, but just haven’t gotten started yet? Or maybe there are a few options for you, and you just haven’t moved forward on any of them? Well, Today’s success track is about Getting Started and creating momentum in your life or your business.
Sometimes, just getting started , whether it be a new goal or a new project is very challenging for people, yet the small distinction that allows one to get started is purely psychological and I’m going to share that with you today.
Think back to Newton’s first law of motion which states in an abbreviated format an object at rest, stays at rest and an object in motion, stays in motion. Newton’s 1st law applies to human behavior as well.
Why is it so hard to get started sometimes? From a human behavior perspective, it gets down to uncertainty. As humans, we search for certainty, we thrive with certainty, we feel good when we are certain. Certainty gives us the feeling, which is purely subjective, that it’s ok to move forward. On the opposite side, with uncertainty comes indecision… “Is this the right choice”… “what if this doesn’t work”… “Is this the right time?”… We’ve all been there at some point of our lives. When don’t feel like we have a clear picture of what the next step is, or what we should do, often times we don’t do anything. Not doing anything leads us to feelings of stagnation, mediocrity and a decreased self-esteem.
So today, I’m sharing with you a strategy on how to move forward now. The key is taking that first step. Often times, when we feel paralyzed it’s because we are overwhelmed at where to start. I was talking to a friend last week and he was expressing his desire to write a book about the lessons he’s learned in leadership throughout his years in business. He was asking about publishing options, self-publishing, editing, design, distribution… he had so many questions. Unfortunately, these questions were causing him to do nothing, because in wondering how this whole process worked, he hadn’t written his book yet. He wasn’t moving forward.
Here’s the formula for success: break your goal, your project or your vision down to the smallest step. For example, I asked my friend if he had a title for his book… he said yes. But he wasn’t moving forward and he was frustrated. I suggested he sit down and sketch out what he thinks the chapters could be, meaning the titles, or subjects of each chapter. Well, He did that. It was amazing, because the simple process of actually writing down the names of what the chapters could be brought him inspiration. It gave him momentum.
Then I suggested start to fill in his first chapter. That’s right, I said fill it in. Writing a chapter sounds so daunting, so I suggested he start filling it in. A week later, he had a solid working chapter and he was inspired to tighten it up and start on chapter two.
HE WAS MOVING FORWARD. Nothing happens without movement, so in order to succeed at anything, you MUST get started. You must take that step forward.
One of my mentors and friends, the iconic Les Brown said You don’t have to be great to get started, but you have to get started to be great. What can you get started on today? What have you been putting off and it’s weighing on your mind?
Simply break that goal or project into simple steps and just do the first one. Take that first step. Make that phone call, set up that meeting, take that first step today. Remember, an object in motion tends to stay in motion. Take your first step today today and by the year’s end, you’ll have made tremendous progress.Share...
Today’s success track is focused on the power of language in regards to influence and selling.
In my trainings there are 5 modules in the sales process, but today I’m going to focus on the psychology of closing the sale, specifically using language. From a psychological perspective, in order to influence another person, you must know their needs, their values or both.
If you have three kids and you are in the market for an SUV, yet an auto sales professional is attempting to sell you a new 2 door coupe just because it’s listed below invoice. Most likely, it has no value to you.
As we all know, the job of any sales professional is to uncover the prospects needs, fill those needs and then take away the uncertainty.
Think about it, assuming a person is in the market for a product that you are selling and you’ve done a solid job of building rapport, creating connection, uncovering needs and presenting your product. Assuming it’s the right product, why don’t people buy?
Well, there’s more than one answer to that question, yet in short script the answer is Uncertainty. They are not certain they have the best price, or the best warranty, or they are uncertain about something… meaning they feel there is a possibility they could do better somewhere else. This feeling of uncertainty is common with people during many purchases or decisions.
Years ago, when I earned my certification in NLP from Tad James, the most respected NLP practitioner in the world, my sales numbers skyrocketed because of my understanding of language and how certain language patterns affect human behavior.
The language pattern I’m going to share with you today is “IF YOU KNEW.”
The 3 simple words of “IF YOU KNEW” will increase your sales and influence skills.
I’ll give you a real example – When a prospect is interviewing me to find a speaker for their upcoming event, I know it’s my time to lead the conversation and uncover their needs before talking about me. In summary, in a series of questions I’m looking to find out what type of speaker they are looking for, what they are looking to achieve in their meeting and possibly what type of skill they want their team to learn from the event.
For the sake of the example, let’s say the company indicates they are looking for a high-energy speaker that is both engaging and entertaining that will get their team recharged for the last six months of the year and understand the value of prospecting. After I share with them what type of speaker I am, my background, my sales experience and of course sell my strengths into their needs… depending on the engagement level of the buyer, there is moment when there could be a transition in the conversation.
At that moment, I will ask them the question to remove the uncertainty and close the sale. It sounds something like this:
Mr. or Mrs. prospect, as you know, there are many speakers to choose from and yet picking the right speaker to impact your team is extraordinarily important, so I have a question for you… If you knew, I mean if you absolutely knew that I was a high-energy, entertaining speaker that will engage with the audience from beginning to end, get them focused on the power of prospecting, and when they walk out of the presentation, they will be recharged and re-energized for the final 6 months of the year… I mean if you knew that was going to happen, would you want to move forward today and secure the date?
What I’ve done is taken away the uncertainty and given myself a chance to close the sale now.
Obviously the answer is not always yes, yet at that point I have a chance to use my sales skills by aligning, reframing and overcoming objections.
If you knew this strategy would increase your sales, would you use it today? I think you get the picture.
Great job today… make this month a fantastic month as you uncover your prospects needs and take away the uncertainty.Share...
Today’s success track is about Hustle. You see what’ I’ve found is there are two parts to success in any project, goal or outcome, and those two parts are skill and hustle.
Last month, one of my Keynote events was for the Tourism Association of New Mexico, which was attended by over 360 business owners across the state, all looking for the edge. My talk was titled Maximize Your True Potential which I shared 3 strategies to increase performance from the inside out – because all actions and performance start with your psychology.
One of the intangibles for success is what I call the Hustle Factor. Hustle is the great equalizer or the great separator. Your decision to out hustle your competition can equalize or overcome potential deficiencies – or if all things are fairly equal, it can separate you from your competition and seal the deal. Hustle is the great equalizer, or the great separator.
Over the course of my career, I’ve some people who are incredibly talented, charismatic and charming. It’s seems almost “unfair” from a talent perspective, yet what I’ve found is those innately talented people, sometimes they lean on that talent. They get comfortable… and in some cases they even get lazy or take things for granted.
The message here is simple, yet so important and I hope you hear me clearly. You can make up for a lot of deficiencies and outperform your competition with the decision utilize the hustle factor. I know as a two-time national champion in college basketball, I was not in the top 5 talent-wise on our team, and I knew that, yet with Hustle, I was able to bridge the gap, secure a starting role and contribute on both of our national championship runs.
How do you increase your hustle factor?
As a human behavior expert, hustle is an intrinsic drive that comes from “how You see yourself” as a person. If you see yourself “bigger” than you are right now, you’ll continue to Hustle and fight for wins, because your subconscious is taking you where you need to go. If you feel you’ve reached your peak, your hustle factor will subside.
As I close out this month’s message, start today by seeing your future self in your mind as the top performer in the country, the top performer in your company, the effective leader, the best closer, the best mother, the best father or spouse. Hold an image of yourself in your mind that’s “bigger” than you are right now. The bigger or more successful you see yourself, the more hustle you will show.
Make it a great week, and let’s maximize your Hustle Factor starting today. See yourself “Bigger” than you are right now. I’m Dan Lier, and remember, this is your year to #RiseAboveShare...
Earlier this year, I was hired by a company consisting of over 480 stores generating close to 800 million dollars in sales. I was hired to speak to their franchise owners about how to increase productivity and maximize the potential of each store. My talk was well received and they asked me to come back and talk about how to implement a new system of execution into each store.
They had recently implemented the 4DX system, which is the 4 Disciplines of execution, and they wanted some help on how to get their leaders to adopt the system. I’m not an expert on the 4DX system, yet I am an expert on Human Behavior and we created an implementation process that is creating get results.
I was so impressed with the four disciplines; I thought I would share them with you. Here are the 4 Disciplines of execution.
1. Focus on the Most Important Goals…. They call them the Wildly important goals. Most people fail to create the results they want because they lack focus, and without focus you create a lot of mediocre results. So pick out ONE or TWO wildly important goals or outcomes and stay focused.
2. Act on the Lead measures. Lead measure is a term used to describe the actions that LEAD to the outcome you want to achieve. The metaphor would be if you wanted to move a big boulder, you need leverage. You need to get a lever and another rock to move the boulder. Rather than driving a car by looking in the rear view mirror and looking at where you’ve already been, focus on the activities that will move the boulder. For example, rather than focusing on your total sales number for the month, focus on the number of calls or the number of face to face meetings you have per week. Assuming you know how to create a connection, ask the right questions, create value and create conviction, your sales will increase when you increase your number of face-to-face meetings.
3. Create a compelling scoreboard. The reality is that people play different when they are keeping score. Imagine a basketball game but no one’s keeping score? The game would be sloppy with poor decision-making and a lack of hustle. Creating a compelling scoreboard that ALL the participants understand is the key. I’ve often times seen companies use massive excel spreadsheets with multiple indicators on various measurements. Too confusing. Think about a scoreboard for a football game. You can look at it just for a moment and INSTANTLY know who’s winning the game and what the situation is.
4. create a cadence of accountability… and that simply means, create a consistent accountability process. They suggest a weekly meeting that is a MAXIMUM of 20-30 minutes focused on the Most Important goals and the LEAD Measures. This is important because many leaders let their meetings get “watered down” because they don’t stay focused on the actual outcome of the meeting. No excuses, just results.
Increase your results by implementing the 4 Disciplines of Execution. #RiseAboveShare...