Just Do It!:

Do you want to know what it takes to make it?  Just listen to this ……

Those of you who have attended any of my seminars, workshops or key note addresses know that that I place heavy emphasis on practical “How To” action plans that get you results.  You also know that I preach long and hard that the stuff I teach will have no impact if your “thinkin’ is stinkin’”.

Long before Nike hit the scene with it’s now famous marketing slogan, Art Williams, a high school football coach from Monroe Georgia had an idea and a dream to create the largest insuance company in America.  When everyone told him he couldn’t,  Art rose up against the rejection and the inevitable failures along the way and built a multi billion dollar company that empowerd countless people to become millionaires along with him.  His company A.L. Williams was eventually bought by Citi Group and is today known as Primerica.

It doesn’t matter what you think of life insurance sales, or different types of business models, champions and winners from all walks of life have a couple things in common.  Find yourself 18 undisturbed minutes to listen to this piece of audio.  It will set your hair on fire!  This speech delivered by Art back in 1987 is probably more relevant today than it was then ….. mms://stream.yourgalaxy.com/bitron/audio/Art_Williams.mp3   

I’ve read A. L. Williams book “All You Can Do is All You Can Do, But All You Can Do Is Enough” many times and consider it one of the best self empowerment books I’ve ever read.  It’s out out of print circulation, but I found 34 used copies available on Amazon.com  Just click on the image in this post to get one of them for yourself.

Thanks to my friend Chuck Pinnell and the good folks at Bitron Global for sending me this audio link and for hosting the stream.   Enjoy, Get fired up, and Just Do It!

 

 Three Keys To Success: Play Now | Play in Popup

3 Keys to Success - You Can’t Close Before You Open!

When I ask people what their greatest challenge in selling is, the most common response I receive is that they don’t know how to close.  In a way, that’s really encouraging news because one of the fundamental tenets at High Output Training is that 75% of the outcome of any selling opportunity is directly related to manner in which trust and rapport are established in the initial stages of a presentation.  In other words, what happens in the end is determined by the way you begin.  You may have a complex sale with a  long sales cycle or a simple product with a very short sales cycle but in either case you can’t close before you open.

There are three keys to making sure you get your meetings off to a good start so that you establish deep and lasting trust.  These keys will ensure you can properly close when the right time presents itself:

• Make a positve and lasting introduction to every meeting
• Ask good questions before you try to sell anything
• Confirm your understanding of the answers given by the other person

The number 1 rule in communication is that people prefer talking to listening.  That means that you prefer talking to listening and it means that your customers also prefer talking to listening.  Two people are trying to communicate and both want to do the talking; it’s a conflict.

Most salespeople go into meetings on the defensive trying to justify why they are there.  They begin the meetings talking incessantly: they’ve got the best product, or cheapest price, or the most incredible company with the most history etc., etc., etc., but none of this really means anything if you don’t know where the customer is coming from.  Customers need first and foremost to trust you and they can’t trust you if they sense that you don’t understand them.  Asking questions is the key to understanding it’s also the best way to get your prospect talking!

This past weekend I delivered a key note on the three keys to sales success in 2007.  I recorded that message and it’s available here for you.  It’s a 35 MB mp3 file that you can download to your iPod or MP3 player or you may simply visit the Podcast section of our site and play the audio from within its own player.  I hope you enjoy this presentation and find it useful.   

If you’re looking for a boost to get you going in the new year, you may also wish to check out our Full Day Workshop on January 27th titled “The Power In Selling”.  We’d love to have you there.

May God bless you abundantly and I wish you an amazing 2007 that exceeds your wildest dreams!

 

 The Secret of Success [11:49m]: Play Now | Play in Popup

Sales Skills are one thing, but if your attitude is off nothing else matters.

Sales can be one of the most gratifying and rewarding carreers available. Among the many benefits, we have the opportunity to forge wonderful relationships, set our own schedules, and to earn truely exceptional incomes. These freedoms do, however, come with a price tag. We need to stay disciplined with the freedom we’ve been afforded and we must have the presence of mind to stay strong in the face of inevitable adversity and rejection.

There’s an old expression: “If your thinkin’ is stinkin’ you’re probably sinkin” and it’s true. The results we achieve are a direct manifestation of the way we think. Positve thoughts produce positive results and negative thoughts produce negative results. While our training courses are very much about teaching hands on “how to” skills sets, we begin every single program with a seguay into developing and maintaining a positive attitude, because if you let the cares of this world wear you down, the skills we teach won’t make a difference.

Some of the suggestions we make to fortify a good strong positive attitude include:

• Begin each day by reading just 10 minutes of something positve every morning before you get going with the rest of your day.
• End each day by reading 10 minutes of something positive, before you turn out the lights. Our minds are like sponges and they take in what ever we feed them. If you watch the 11:00 news before going to bed that’s what you’ll reflect on in your sleep. So feed your mind something positive to reflect on before you get your shut eye.
• Listen to positive CDs or MP3s during your commute instead of your favorite DJs on the radio; they may be funny but aren’t doing much to enrich your state of mind.
• Write down a good powerful affirmation that paints a picture of your ideal circumstance and review it daily.

All of these suggestions are powerfully effective. We live in a mixed up crazy world. We’re constantly bombarded by the news and the media with negative frightful impending events and fear. Whether you realise it or not, this stuff seeps into our consciousness. In addition we face rejections from our customers and have the pressures of modern daily life. The only way to combat all this is to fortify ourselves with positivity.

People like to do business with positive successful people. The number one secret of success that we profess: No matter what your circumstance may be, tell yourself this every single day “Today is the greatest day that I’ve ever been alive.” Even if it’s the worst day of your life, professing this to yourself will give you the fortitude to carry on. It will project out of you. If any one ever asks “How are you doing”, your answer is always the same “Great, I’m doing really well” and there are only two or three people who you really trust that you share the truth with if it’s any different. Everybody including you, me, and the person asking you has got enough of their own garbage going and they don’t want to deal with yours too. If we know that’s true, and we know that positive thoughts produce positive results, and we also know that others like to do business with positve successful people, then it’s up to us to consciously decide to be positive. It is a choice. If you’ll choose to be positive, positive results will follow.

In the Free Sales Aids section of our site I’ve included a copy of my personal Daily Affirmation. I’ve also included in this post is an MP3 excerpt of a training session I recently conducted where the topic of The Secret of Success Came up. You can listen to it on the computer or download it to an MP3 player. Enjoy.

Here’s to your success!