|
Only A Few Days Left On This Month's Specials at JimRohn.com
Save from 40% - 76% on the 3 Best
Selling programs:
* The Jim Rohn Success Pack
* The Five-Day Seminar Package with Brian
Tracy and Jim Rohn
* The Jim Rohn Weekend Event w/special guests,
including Zig Ziglar, Charlie 'Tremendous' Jones, Jeffrey Gitomer and Bob
Burg.
To order or to get more information, please
click here: JimRohn.com
or call 800-929-0434. Also receive three free gifts for orders over $10.
|
|
|
|
THE MOST IMPORTANT ASSETS TO YOUR SUCCESS by James Ray
|
|
|
Several weeks
ago I interviewed a billionaire business owner who answered the question:
"What have been the most important assets to your success?" He very quickly
answered, "I leverage my 1. Mind 2. Experience 3. Time 4. Money
He went on to say that "Unfortunately most try to succeed in reverse order
– leveraging 1. Money 2. Time 3. Experience 3. Mind and this is why they are
unsuccessful."
We also have agreed that ALL top performers think like entrepreneurs REGARDLESS
of whether they actually own their own company or currently work for another.
They see themselves as President/CEO of their own personal services organization.
And if they happen to be working for a company at the current moment...that
company is "their number one client right now" (we will continue to explore
this principle in future discussions).
OK, we have spent the last several weeks exploring the four parts of the
mind and the importance of understanding and leveraging your #1 resource (particularly
the superconscious mind). We have by no means exhausted this subject and
I promise we will continue to revisit it frequently in future discussions
as well.
All that being said, let's explore the second most important asset – "Experience".
You may have heard it said that, "experience is the best teacher." This
is both true and false. I submit to you that "Right experience is the best
teacher" – let me illustrate.
If you are like me you have been trained since childhood that "If you work
hard and are a good person you will be successful." And yet, based upon YOUR
PERSONAL experience, this may be true or it may be very false. Obviously,
you can find examples of good people that work hard and are very successful.
And, you can find just as many examples of good people who work extremely
hard and can barely make ends meet, can't you?
Consequently, based upon your experience you may believe that what you parents
taught you is absolutely true or you may believe that life is terribly unfair.
Thomas Troward said, "Principle is not determined by precedent." (Stop!
And really think about that one – I mean REALLY think about what that means).
I might put it this way, "The past does not equal the future", or "Unlimited
possibility is not defined by your current results".
For this reason, you must constantly be questioning your experience to ask
– " is this "Right Experience" or have I limited myself based upon my own
conditioning?" (Once again we are back to asset #1, the Mind, aren't we?)
Just as important with regard to experience is the idea of putting into
practical application that which you know. There is a big difference between
knowledge and knowing. Knowledge is an intellectual process, knowing is an
ownership/application process. I can obtain knowledge and know that it is
truth, but until that knowledge is continuously forged in action I will never
own it.
There is a big difference between giving a book report and writing the book!
So to summarize for this week, as an entrepreneurial thinker you must leverage
your experience in two ways:
Constantly question your experience. Question if it is "Right Experience"
that gives you the unlimited results you desire. Or, are you possibly limited
by your own past? and…
Put ALL newfound knowledge into continuous action. This frequently means
having the courage to take risk. Move from knowledge to knowing – after learning
…write the book.
Consistently remember that the greatest achievers make the greatest number
of mistakes. Why? They are taking more action! Right Experience comes from
consistent, immediate, intelligent, persistent action! Get busy – and make
your life magnificent!
Continued success,
Your coach,
Jame
James Ray, Master of The Entrepreneurial Mindset, is the
author of The Science of Success and Success Certain Coaching. To review
or purchase his best selling audios, go to http://www.yoursuccessstore.com
and save 20% or call 877-929-0439. |
| |
|
| |
|
HELP! I'M SLUMPING AND I CAN'T GET A SALE! by Jeffrey Gitomer
|
|
|
In a slump?
Not making enough (or any) sales. Feel like you're unable to get out of the
rut? Maybe you're not in a big slump, but just can't seem to hit the quota
numbers. Let's be kind and call it "sales under-achievement."
Don't panic.
Don't press too hard.
Don't get down on yourself.
Don't get mad.
And above all -- don't quit.
What causes a slump? You do. Therefore, you are the best (only) person to
fix it.
Here are the prime causes of sales slumps:
* Poor belief system - I don't believe that my company or product is the
best. I don't think that I'm the best.
* Poor work habits - Getting to work late, or barely "on time," Not spending
your time productively.
* Misperceptions that lead to sour grapes - I think my prices are too high,
or my territory is bad.
* Outside pressure - Caused by money problems, family problems, or personal
problems.
* Poor personal habits - Too much drink, too much food, or too much after
hours play.
* Boss giving crap instead of support - Someone who says, "You better do
it," instead of, "I know you can do it."
* Events that go against you - New sales person passes you, someone else
gets promoted and you knew it should have been you.
* Customer cancels a big order - Weakening your personal belief or causing
severe money problems -- or both.
* Getting depressed - From any of the above.
When you're in a slump, you begin to press for orders instead of working
your best game-plan (which is sell to help the other person and let your sincerity
of purpose shine through). When you have the pressure to sell, the prospect
senses it, and backs off.
Then things get worse. You can't sell seem to sell at all, and begin to
panic. Oh my gosh, I can't sell a thing, I'll get fired, miss my house payment,
can't pay my bills -- Aaaahhhhhh! False fear. Relax; you're better than that.
Here's a prescription to help cure sick sales:
* Get back to basics - Usually what's wrong is not complicated. In fact,
you probably know what's wrong. Your problem is that you think it's someone
else's fault. Wrong. List two or three areas that need immediate care. Have
the guts to take action.
* Revisit your (or make a new) plan for success - Today.
* List 5 things you could be doing to work smarter/harder - Make a plan
to work as smart as you think (or say) you are.
* Change your presentation - Try a different approach. Take the customer's
perspective.
* Talk to your five best customers - Ask them to evaluate your situation.
* Get someone you respect to evaluate you presentation - take them with
you on sales calls. Get a coach.
* Visit your mentor - And have a new plan when you get there.
* Get to work an hour before everyone - Put in more productive time.
* Stay away from pity parties - Don't make a slump worse by whining or hanging
around a bunch of negits and underachievers.
* Hang around positive, successful people - The best way to get to success.
* Have some fun -- Go to the comedy club, do a little extra of what you
like to do best (unless too much fun is the cause of your slump).
* Spend 30 minutes a day (in the morning is best) reading about your positive
attitude -- Then listen to attitude tapes and sales tapes in the car all day.
* Listen to your favorite song just before the presentation - Go in to your
next call singing.
* Take a few days off - Chill out, take stock, make a plan, re-group, re-energize,
and return with renewed determination and better energy,
* Rearrange your office - Shake things up a little, make them look new.
* Audiotape your presentations live - Then listen in the car immediately
afterwards. Take notes. Act to correct.
* Video tape your presentation - Watch it with others who can give you constructive
feedback.
* Take the best salesperson you know out on calls with you for a day - Get
a written evaluation after each call.
* Take your boss with you on calls for a week - You'll get more feedback
than you can handle, but it will help.
* Avoid negative talk and negative people like the plague - Find people
who will encourage you, not puke on you.
When a baseball player is in a batting slump he will do anything to "change
his luck." Things from superstition (rabbits foot, not shaving, wearing the
same underwear) to changing batting stance, to video watching, to extra coaching.
But the one thing that usually breaks the slump is extra batting practice
-- to regain the groove. Fundamentals.
They, like you, have the professional ability, but temporarily lost it.
They, like you, went back to the raw fundamentals to regain lost talent.
Other random notes on the truth about slumps:
The best way to get out of the rut is keep the slump in perspective. Once
you accept the fact that it's no one's fault but your own, you can begin to
recover. Be cool --- you're the greatest, if you think you are. -- believe
in the most important person in the world -- you.
In a sales slump? Get fired up or get fired.
Jeffrey Gitomer is the author of The Sales Bible, Knock
Your Socks off Selling and Customer Satisfaction is Worthless Customer Loyalty
is Priceless. To order Jeffrey's many books and/or audios and videos, go to
http://www.yoursuccessstore.com
or call 877-929-0439. (c) 1999, 2002 All Rights Reserved - Don't even think
about reproducing this document without written permission from Jeffrey H.
Gitomer and Buy Gitomer 704/333-1112. |
| |
|
THE REVOLVING DOOR by Dr. John C. Maxwell
|
| |
Sports Illustrated
published a feature not too long ago on the greatest sports dynasties of
all time. And as you might expect, it prompted considerable debate among
sports fans across the country. In fact, when sports talk show hosts face
a slow day, they can always ask callers that simple question - what's the
greatest sports dynasty ever? - and the phone lines inevitably light up.
Fans from UCLA and North Carolina will want to talk college basketball.
Pro basketball fans, depending upon where they grew up and how old they are,
will make cases for the Celtics, the Lakers or the Bulls. Some will talk about
football, college or pro. Others will defend the cause of more obscure sports
teams - Iowa's wrestling program or Arkansas' track and field squad.
One thing all of these teams have in common is that they maintained success
over time even when the makeup of their personnel changed. They didn't rebuild;
they reloaded.
In The 17 Indisputable Laws of Teamwork, I wrote about the "revolving
door principle," which is simply a way of pointing out that all organizations
have gains and losses. Just like a revolving door in a busy office building,
people are always coming in and going out of most organizations. Leaders who
understand the dynamics of this principle build and maintain the best teams
- the teams some might classify as dynasties.
Anybody want to build a dynasty?
As a starting point, let's look at the phases of every team's revolving
door. This will provide the foundation needed for building and maintaining
a great team.
* Gain-Lose Phase.
When you start a team, your gains are greater than your losses - at least
when it comes to numbers. After all, you start with nothing. When a professional
sports league adds teams or when a university athletic department adds a new
program, finding players isn't a problem. But the gains are not always good.
In the beginning of a journey, some people join simply because they see movement.
They don't know what's at the end of the line; they just hope there's a drinking
fountain along the way. So while more people are coming in the revolving
door than going out, some lack all-star potential and others are playing
the wrong game.
* Lose-Gain Phase.
As a team begins to take shape, a good leader makes expectations clear and
the people on the team understand the commitment required. When this happens,
the losses are greater than the gains - at least when it comes to numbers.
But while more people are walking under the exit sign, the team actually benefits.
It loses the uncommitted, the people who don't really want to be there. And
the team often picks up speed because it no longer carries so much dead weight.
* Gain-Gain Phase.
As a team picks up momentum from success, more people want to join. When
a college football team goes to a post-season bowl game, its coaches use that
success to recruit the best high school players in the nation. "Come here
and play for a proven winner!" So not only is a growing team adding numbers,
it's adding quality - the best want to work with the best.
* Lose-Lose Phase.
The irony here is that the lose-lose phase generally happens to the most
successful teams. Because of their success, they begin to lose people - their
best people. Why? Because their best people decide to start their own organizations
or because they become the target of headhunters. In sports, this looks like
a college basketball team losing its best player to the NBA draft - after
his freshman season. In business it looks like General Electric under Jack
Welch. Because it develops such great leaders, GE also loses great leaders.
If you're successful, everybody's going to come after your best people.
If leaders understand these phases and know where their team is in the cycle,
they can take steps to better manage the revolving door - to keep the best
coming in and others moving out. Leaders who recruit well, train well and
treat people well still lose people from time to time. But their team stays
at the top.
To receive more information about John Maxwell and his
books, audios and videos (and save 20-40%), including Living the 21 Irrefutable
Laws of Leadership, Failing Forward - Audio and Video Application Series
and The Maxwell Leadership Bible - Hardcover, go to http://www.jimrohn.com and
click Other Authors or call 800-929-0434. |
|
|
|
THE PRESENTATION...by Doug Firebaugh
|
| |
The Presentation
is where you start the education process of the prospect, and give Enough
Information to where they want to see more...or it's not for them...
KILLER Secret:
A presentation should just not inform...but IMPACT! You need to impact the
prospect not Only with facts...but also EMOTION... Remember, this...To inform
is to lecture...to Impact is to MOVE.
There are 3 things a presentation should be...
1) High Tech
2) High Touch
3) High Torch
High Tech...in today's world, you need to show you are with the times...you
need a website, videos, cassettes, real audio(when applicable), and other
21st century Tech Tools...this will keep the interest of a lot of folks as
part of the recruiting process High Touch...You must touch the person with
sincerity, authenticity, and a caring attitude that show you are more interested
in them as people than a paycheck...more interested in their future than your
own...
High Touch...You must be ON FIRE!! Excited about the potential, and Passionate
About where you can lead your prospect with your company...you don't need
To be hype...but hope - with ENERGY!
KILLER Secret:
Presentations must keep the interest of the prospect at all times...you
do that With Excited Expectancy of what your company can do for your prospect...
There are basically 4 kinds of Presentations...
One on One
In a group Setting
Telephone
Third party
One on One...
This is a Personal Presentation where it is you and your prospect, and you
are doing It alone. This type of presentation should be no more than 20 minutes,
and usually In someone's home, or a restaurant.
Group...
This is where you are in front of a group, and you have to use some kind
of board or Overhead to help you, usually. It can also be in someone's home...this
type of Presentation is effective when you get help with it from the audience
KILLER Secret:
Keep your prospect(s) INVOLVED! It is not your job to keep them interested,
But involved...an involved prospect usually evolves to a HOT prospect...
Telephone...usually not the best way to do a presentation,
but if you do...2 things...ask a lot of questions during your presentation,
and paint a picture with your words...
Third Party...Video, cassette, Website, Conference
call, or whatever media that You use that is a third party presentation...
KILLER Secret:
There is a difference between giving a presentation, and BEING In a presentation...Giving
is education...Being IN is Motivation...
KILLER Secret:
You must draw your prospect INTO the presentation...how? Get them involved...And
use the "POWER 6 Phrase..." "What this means to you is..." A Presentation
needs to have 5 Parts to it, but only be 30 minutes long at the Most, as most
folks you lose after 17 minutes...(Psychological fact)...Here are the Parts
you need to review...Warm up (5 minutes)...Talk about how this will help
the person...
Company briefing (5 minutes) Talk about the management and people...
Product Briefing (8 minutes) Give products to customer...or at least brochure
Pay Plan Briefing (7 minutes) Briefly cover enough to just show money can
be earned
Summary (5 minutes) Talk about how this will help the person capture their
dreams...
This is a template you can follow...check with your company and see if they
have one as well and use it, as it has been designed for the products and
plan...
The 5 KILLER Secrets of an Explosive Presentation;
If in person, look in their eyes and smile with yours...when talking. Simply,
that conveys trust, and you care...plus you can see how they React...
Keep them involved...Ask questions, opinions and input...get them to say
how this would Make a difference in their lives...
Tell Success Stories...Give your testimonial and what you think would happen
if they used your Product...show testimonial letters...
Draw them to you...
Keep your focus on their dreams and what they want out of life...
How?
KILLER Secret:
"If there was one thing you could change about your life...what would that
be?"
Then wrap your presentation around that...
Empower Them...
Don't just inform...Impact...then EMPOWER! How?
KILLER Secret:
Paint a picture of them with your words of what their life would be like
and how Much improved with your program their financial situation would be...
KILLER Secret:
Understand the presentation is to engage a process of education, and exposures...Whether
it's Online or offline...you must give enough information to create Interest,
but not inundate them...
Killer opening...
Hey...how are you...I appreciate your time today. Listen, I want to be upfront
here...
This is simply to share an idea and some info with you...I don't know whether
this For you, or not...but either way...the worst thing that could happen
is you could learn something...This has changed my life. And it possibly could
yours...we will both know Here in a little bit...Let me start out by asking
you this...If there was one thing you could change in your life right now...what
would that be?...answer...Well...maybe we can help...
THE KILLER Secret to a Presentation:
Don't just present...propose.
Propose a future scenario with your prospect while giving the presentation...with
them Enjoying life with your company and products...and propose a "partnership"
that you Work together...
KILLER Secret:
There is a Reason why the first word in presentation is PRESENT...be present
in every presentation...and BE THERE. Be IN the presentation, no matter what
media of presentation...BE REAL. Have a presence about you...and your presentation
will create a presence with your prospect...
To receive more information on Doug's Best Selling programs
- Igniting Leadership Fire in the Direct Marketer, Power Secrets to Becoming
a Recruiting Magnet, The Psychology of Recruiting and The Biblical Recruiting
Genius of Christ, visit http://www.yoursuccessstore.com
or call 877-929-0439 and save 20%-40% on each. Copyright 1999/PassionFire
Intl. |
|
12 WAYS TO KEEP YOUR LOVE ALIVE by Gary Smalley
|
|
1. Praise is
such a great gift, and it's so easy to give. So look at the things that make
your spouse and others unique and develop the habit of praising them for
those special things.
2. Every painful trial is like an oyster, and there is a precious pearl-a
personal benefit-in every one; every single one.
3. Don't go it alone. Welcome fresh insights of other perspectives-from
extended family, friends, good marriage books, or a qualified marriage counselor.
4. In a mutually satisfying relationship, both people's needs are expressed,
and they have the flexibility to give and take.
5. Honor goes hand in glove with love, a verb whose very definition is doing
worthwhile things for someone who is valuable to us.
6. All our trials, great and small, can bring more of the two best things
in life: love for life and love for others.
7. Oneness does not mean that one mate dominates the other or that the stronger
controls the weaker.
8. Anger is our choice. We can choose to see its powerful potential for
destruction and take steps to reduce it within us. Otherwise, it's and iceberg
sinking our love.
9. Better understanding if the motivations and actions that grow out of
our basic personalities can help us achieve personal and marital satisfaction.
10. Sharing deep feelings with each other is emotional intercourse, and
it's vital to sexual satisfaction.
11. As we reach out to another, our own needs for fulfillment and love are
met.
12. Give seven or more praises for every one fault-finding suggestion.
Gary Smalley is one of the country's best-known authors
and speakers on family relationships. To purchase Gary's best-selling 2-audio
program, Making Love Last Forever, and save 20-60%, visit http://www.jimrohn.com and click on Monthly
Specials or call 800-929-0434. |
|
|
|
|
|
|
|
|
|
