People hate being sold, yet love to buy. Downloadable Training Topic From the Seven Habits of Highly Effective People by Stephen Covey, we learned, if we were lucky, his 5th Habit: Seek First to Understand, Then to Be Understood. Why is it then that many “Old School” salespeople and the image of a salesperson is […]
TRAINING TOPIC WORKSHEET We’ve talked about income-producing time and non-income producing time, which deals largely with knowing the difference and protecting your income-producing time to grow your business. Whether you’re producing income or attempting to get a fun project wrapped up on the weekend, increasing focus is often helpful; however, when it comes to income-producing […]
TRAINING TOPIC WORKSHEET How do you show up for your own life when you get out of bed? One of the most critical aspects of a life fully lived, highly productive, and highly enjoyable is getting each day out of the starting blocks in a way that sets us up for success. I’ve heard a […]
How’s Your Sleep and How Does Sleep Affect Performance?Training Topic Worksheet [Note: I am NOT giving medical advice nor suggesting you do any of the following without the advice of a physician. I am sharing a few things I’ve figured out about my own sleep challenges, habits, apnea, and how they have dramatically affected my […]
Keep your Prospects Feeling “Safe” Downloadable & Printable Worksheet Ego States The psychologist, Eric Berne, theorized that we all have three recordings of videos running when we are first brought into the world through about age 5. The videotapes or “tapes” create our three ego states: Parent, Adult, and Child. Your Adult video recorder is […]
Why People Actually Buy. Downloadable Training Topic People make the initial decision to buy or not emotionally from their Child Ego State, nearly 100% of the time. Then their Adult and Parent Ego states fight out the details. You can take a much deeper dive into Transactional Analysis at ChangingMinds.org. If you’ll pretend I’m even […]
Mutually Agreed Agendas with possible Outcomes (MAAOs) turbo charge the sales process, get rid of ambiguity, shorten sales cycles, enhance bonding and rapport, and take the pressure off both the prospect and sales person.
Goal Setting, for most professionals, is typically wildly ineffective, leads to frustrating, if any, lasting results, and almost always leads to reduced self-esteem.
Prospecting Message 10, 30, and 60-second Commercials The Bold Networking Prospecting Message is quite possibly one of the Top three most critical elements of the entire sales process and capstone for both marketing and prospecting. Mastery of your 30-second commercial (aka 60-Second Presentation) is absolutely critical to your sales (and marketing) success! Prospecting and the […]
Growing Your Networking Team I once heard a great analogy comparing Koi Fish Ponds to Center of Influence (C.O.I.) Ponds. Though nothing like traditional Japanese Koi ponds, they are similar in that you can link your C.O.I. ponds with other ponds to exponentially grow your pond. In essence, when you add someone to your […]