motivational speaker las vegas
Today’s success track is focused on building value in you when people ask you what you do for a living?
So, what do you do? If you and I were to meet and I asked you “what do you do?,” how would you respond? So many people miss an opportunity to build value in what they do and separate themselves from the pack when they are asked the question.
For example, when people ask me what I do, which happens quite frequently as I’m traveling to various events… I could say, “I’m a speaker, an author, a consultant… or I could say, I’m a motivational speaker” yet that response throws me into the pack with the thousands of other speakers. According to the National Speakers Association, there are 40,000 paid speakers in the U.S. and 13.000 of them call themselves “motivational speakers.”
To separate myself I use a Value Statement. When someone asks me what I do, my response is this:
I run a consulting firm that helps companies increase sales and develop leaders by changing behavior.” And then I naturally pause, and then run into another quick statement providing the person a clear picture of what I do. So let me put it all together for you. When someone asks me “so what do you do” – I run a consulting firm that helps companies increase sales and develop leaders by changing behavior. For instance, you know when companies have kick-off meetings, national sales meetings, regional meetings or leadership meetings, I perform custom designed, interactive, high impact keynote talks or trainings which lead to increased performance in sales and leadership.
What I’ve done is separated myself from the “idea” or “image” that person may have had in their head if I would have just said a speaker. If they are a potential prospect, they typically follow with some questions and ask for a card.
My message to you is, don’t shortchange yourself my giving a common response that most people give – I’m a financial advisor, I work for New York Life, I’m a consultant… boring… and you’re thrown in a pile with all the others they may have met in the past.
Take a few minutes right NOW and design your value statement and separate yourself from the rest.
Make it a productive month and remember, this is your year to #RiseAboveShare...
Today’s success track is about your “success psychology” and keeping your goals alive.
Here we are, still early in 2015 and yet people are talking about throwing in the towel. Yeah, throwing in the towel and giving up. What? I mean, c’mon, It’s only February.
Last month I was blessed to start the year strong with five corporate events, and I had three people share with me how they were disappointed in what they had accomplished so far in 2015. This led me to think about two specific distinctions that will impact our results in 2015 – our psychology and forgiveness.
First, let’s talk about our psychology. There is a resent movement in “success psychology” and research has determined only 25% of our long-term success in both our professional and personal lives is correlated with our intelligence and technical skills. That’s right, only 25% of our success is connected with our intelligence and technical skills. 75% is dependent on our mindset and how we process events in our lives. That’s exciting to me… that 75% of our success has to do with our mindset and how we process events.
And with that being said, it’s only February, and our New Year, our new adventure, our new journey – is just getting started.
Stay focused on where you want to go, not where you didn’t go.
The second point today is forgiveness. In order for anyone to move past disappointment, they must forgive either themselves or someone else.
For instance, if you didn’t have a great start to your 2015, let it go. Let it go and start over today. Forgive and forget. If someone else dropped the ball, let it go. That’s right, let it go. We cannot reach our highest heights holding on to negative energy, whether it’s from ourselves or from someone else.
So as we move forward this month, let’s take a moment and re-gather our thoughts, our focus and our energy, and let’s hit the re-set button. You can do anything you focus on and put your mind to, we just have to remember to be mindful of our mindset and forgive our disappointments and keep moving forward.
Make this month a productive month… and remember, this is your year to rise above.Share...
Today’s success track is about turning a no to a yes. As a powerful influencer, whether it be sales or leadership, if you’re the recipient of a high percentage of “NOs,” then you are not asking enough questions to create the reasons for your customer to say yes.
Today I’m going to share with you four quick steps to increasing your sales numbers and your leadership capacity.
1. Ask Questions To understand what your prospect’s needs or motivation, you must ask questions. You should be asking questions about their business, their interests and their challenges. You need to understand what excites them, what disappoints them and why they do what they do. Those who take shortcuts in this area simply short themselves in sales commissions or leadership capacity.
2. Create Conviction. I like the phrase creating conviction as it indicates movement and a “must have” sense of want. Others may use the phrase build value. I like creating conviction. How do you create conviction? By showing your prospect or person of interest what’s possible and asking them how that would affect their business or their life. Asking them how they would feel, or what they would do differently if they had your product in their life. Have them feel the pleasure of having or using your product or service, and experience the pain of not experiencing your product or service.
3. Asking for the business. Asking for the order or getting a commitment from your prospect on what they are going to do. You can ask questions and create conviction, and in order to move forward, YOU must ask for the order. You can move forward with an assumption. You can present an alternate choice close. You can use a 3rd party story along with social proof; the bottom line is you must ask for the business. If you truly believe in your product or service, ASKING for the order comes naturally.
4. is one of my favorite strategies. Make it easy. Make it easy for people to do business with you. I learned this strategy years ago when I first started my selling career in the insurance market and now I use it everyday in the speaking industry. One of colleges from my early career, Don Barden, a fantastic sales professional and a good friend, recently elaborated on this strategy in his best-selling book, The Perfect Plan. Make it easy for people to move forward with you.
As a speaker, often times my competition is asking for list of “needs” in order to book them for a speaking event. My strategy is to make it easy for my customer to move forward with me. My prospects are looking for a speaker to have in impact on their sales or leadership team. The last thing they want to do is have to worry about a long and elaborate “needs” checklist from the speaker. Make it easy.
A quick review: Ask Questions… ask a lot of questions. Create conviction. Ask for the business and make it simple. Start today and implement this quick 4 step strategy and create more YES’s in your business and your life.