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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 about closing more sales… yet doing it in a professional manner leading to increased revenue and more referrals. Before a start my short segment, I want to thank all of you who bought my new book “Is your Child Wired for Success – the Incontestable Truth about Achievement” and helped us attain #1 Best Seller on Amazon.com. I really appreciate your support in my journey to be the best I can be, and to help others do the same.
Now, let me share with you my quick 3-step process for uncovering needs and providing a solution, which leads to a sale. Prior to using this 3-step strategy, you must have created rapport with your potential customer. If they don’t like you and trust you, no sales process on earth will be effective.
Once you’re in rapport, here’s my lead-in question: I’m just curious, what are your top two challenges you have in growing your business right now? I’ve tested multiple questions, yet this one is effective as it’s general enough to get the response you need to move to step #2. So, step one is asking the question: I’m just curious, what are your top two challenges you have in growing your business right now?
Step 2 is the follow-up question: How does that affect your income or revenue generation? Now, question #2 could seem a bit redundant, yet it gives them a chance to expand on their business and often times leads to a wider based answer that provides you with valuable information on their business and even their psychology. The key for you as the seller, or my preferred language… as a consultant, is to actually LISTEN to what your prospect is saying. LISTEN. One of the challenges that average sales professionals have is being too quick to respond. They are so excited to talk about their product, they don’t give the prospect enough time to share the entire situation. As they are saying what they are saying, you are attentive and staying in the present. You are nodding your head yes, and agreeing, creating another level of rapport. The prospect must feel as though you thoroughly understand their situation.
Step 3 is your “sales” question presented in a consultative fashion, using the following language pattern: Mr. or Mrs. Prospect, if I can show you a way to solve one or both of your challenges, would you be open to hearing about it? Or, here’s a more advanced NLP based question: Mr. or Mrs Prospect, thanks for sharing that information with me. One thing I know (or that I’ve heard) about you is you’re always open to hearing about ways to increase your business, so I’d love the opportunity to show you how I can do that. Let me show you now…
In review, here are the 3-steps:
1. I’m just curious, what are your top two challenges you have in growing your business right now?
2. How does that affect your income or revenue generation?
3. Mr. or Mrs. Prospect, if I can show you a way to solve one or both of your challenges, would you be open to hearing about it? Or Mr. or Mrs Prospect, thanks for sharing that information with me. One thing I know (or that I’ve heard) about you is you’re always open to hearing about ways to increase your business, so I’d love the opportunity to show you how I can do that. Let me show you now…
Make this month you best month for uncovering needs from prospects by using my 3 step process.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 on focused on creating a balance in regards to investing in your outer self and your inner self.
Last month was an incredible month for me, which typically means a lot of travel. I don’t enjoy the actual travel itself, yet I always meet interesting people and learn a few things along the way.
On a flight back from PHX, I was sitting beside two young businessmen who were evidently into brand name designers, as they were talking about their shoes, belts and business suits and how they had the “tightest” wardrobes in their office. They were both on the same page on the clothing talk, yet one of them was talking about his skin treatments and hair color. I found the conversation very entertaining. Now first of all, I’m not judging, as I understand the importance of your brand and how you present yourself, and I too have always had an appreciation of fine clothing. It did cause me to be curious about was how much these two young guys were investing in their inner self.
All of us spend some time each and every day on what I call our outer selves… you know the clothes, our grooming… just the time it takes to get prepared in the morning. But what about our inner selves? I’m referring to our psychology – Our feeling of calmness, balance or peacefulness. Not too long ago, I didn’t pay too much thought to words such as calmness or peacefulness, yet as I’ve matured, I’ve realized my ability to remain peaceful, calm and balanced has helped me handle situations more effectively and grow my business.
As I’ve connected with successful people, I’ve found the ones who possess a sense of peacefulness and calmness, seem to enjoy life a bit more, and quite frankly, are more enjoyable to be around. We’ve all met that person who has an upset during the day and as a result they become uptight and treat people harshly. Unfortunately, that specific behavior doesn’t solve the original problem, nor does it inspire others to want to help you.
One of the beliefs I’ve adopted from working with my coach is the belief that “life is not fair, yet it’s balanced.” Life is not fair, but it’s balanced, which I interpret as things happen, both good and bad, and they always balance out in the end. Losing a business deal is never enjoyable, yet knowing another one, and possibly a better one is right around the corner gives me a sense of calmness. It helps me to move on and continue with productive activity rather than staying in the storm. So I encourage you to invest into areas where you haven’t explored previously, such as mediation, yoga, visualization or even mantras… the point being, in order to maximize our true potential, we must develop our inner self along with the work we put into our outer self.
Make this a productive month by investing in your inner self and being the best you can be. And remember, this is your year to Rise Above.Share...