Wednesday, August 17, 2011

Wednesday's Words (of) Wisdom: I Want To Think It Over...

Hello Blog Follower's...

I must apologize for the few missed posts this week/past weekend...

Life and Business has kept me busy - which is great...

I had my lovely Michelle forward along a blog-worthy post from a trainer we have both found to be worth following (Jeffrey Gitomer).

Here's hoping this helps you understand, or better yet, prevent the most common stall tactic, "Let me think about it".

"I want to think about it." "I want to think it over." Crap!
You go through your ENTIRE one-hour, amazing sales presentation. You nailed it. The prospect seemed to be in agreement, even excited at times. He or she has all the logical and emotional reasons to buy, but at the end of your pitch says, "Sounds great. I need to think it over for a few days."


Now what? Say something? Use a worn out sales technique? Agree and leave? Offer to call back or come back in a few days? Meanwhile you're pissed off, you're off balance, and about to make a bad choice - PLUS you're mentally blaming the customer for his indecisiveness. Relax.

I'm about to share 2.5 definitive answers to this age-old sales barrier.

1. Why it occurs.
2. What to do about it.
2.5 What never to do about it.

Why do prospects say, "I want to think about it"? Most salespeople never understand or are never taught why the "think it over" situation occurs.

It is a direct result of one or more of these elements:

* Some unspoken fear or reason.
* Some perceived risk.
* Not wanting to "just say no."
* Not the real decision maker.
* You haven't uncovered my real motive to buy.
* You haven't sold me yet.
* I don't like you.
* I don't believe you.
* I don't have confidence in you.
* I don't trust you.
* I think your price is too high.
* I can't afford what you're selling.

All of these elements or reasons why are the real barrier. "I want to think about it" is a stall, or a mask, not an objection or barrier.

GOOD NEWS: Many of these elements are discoverable WAY before you get to the end of your presentation. But it's up to YOU (the salesperson) to understand what really causes "think it over." YOU!

Never, in 30 years of sales training, have I ever heard ONE salesman say, "The guy said I want to think about it, and it was all my fault!"

There are a few posts seeking answers to "I want to think about it" on Sales Gravy, a LinkedIn group with several thousand participants, and more on There are hundreds of responses, and all of them are way off base. Some are borderline pathetic.

It's not about RESPONSE. It's about PREVENTION.

Before you blame the customer for THEIR lack of ability to decide, ask yourself these questions:

* Did I offer a value proposition that favored the customer?
* Did I ask enough questions to discover motive and urgency of the buy?
* Did I establish rapport and friendly dialog?
* Was I able to create a difference between me and my competition?
* Did I uncover the prospects experience and past use?
* Do I know what the prospect's expected outcome is?

BEFORE you hear "I want to think about it" you may be able to prevent it. Study the reasons and elements above as a start. They are the major clues as to the root cause.

And there are the NEW RULES of sales. With the advent of the Internet, social media, and your responsibility to build visible reputation, combined with your ability to find everything you need to prepare for your sales call, you must be prepared in terms of the customer. And your reputation must precede you.

Reputation and preparation in terms of the customer (how they win) will reduce and eliminate doubt. These are major causes of "think it over."

RULE: Never use an old-world technique to force or rush the sale. You'll not only lose the sale, you'll also lose respect. Rather, try to uncover the emotional or real cause of indecision.
REALITY: Most prospects want to think about price, or just want to get rid of you.
REALITY: Often, "I want to think it over" is a red flag for "your price is too high" and/or "I want to try to get a better deal."
REALITY: Rather than try a "sales tactic," try to ascertain an understanding of why this is being said, so you can prevent it next time.
RESILIENCE: If you do hear "I want to think it over," just ask the prospect how long they feel they need, and make a FIRM, WRITTEN DOWN appointment to return. No phone calls (if possible).

FINAL ANSWERS: If you are able to create a perceived difference in the mind of the buyer between your product or service and the others, and if you are able to create a perceived value in the mind of the buyer between your product or service and the others - then you have a chance. If the prospect likes you, believes you, has confidence in you, and trusts you - then there may be a sale.

Think that over.

Friday, August 12, 2011

Friday's Facts: Confidence

Major Fact...

Confidence is the foundation of action. So, have a fabulous action-packed Friday !!!


Wednesday, August 10, 2011

Wednesday's Words (of) Wisdom: Masters

If one hangs out in time and space long enough, they'll inevitably learn it's through the twin gateways of persistence and patience that masters become masters.

Tuesday, August 9, 2011

Tuesday's Tidbit: Enterprising

An enterprising person is one who comes across a pile of scrap metal and sees the making of a wonderful sculpture. An enterprising person is one who drives through an old decrepit part of town and sees a new housing development. An enterprising person is one who sees opportunity in all areas of life.

To be enterprising is to keep your eyes open and your mind active. It’s to be skilled enough, confident enough, creative enough and disciplined enough to seize opportunities that present themselves... regardless of the economy.

A person with an enterprising attitude says, "Find out what you can before action is taken." Do your homework. Do the research. Be prepared. Be resourceful. Do all you can in preparation of what’s to come.

Enterprising people always see the future in the present. Enterprising people always find a way to take advantage of a situation, not be burdened by it. And enterprising people aren’t lazy. They don’t wait for opportunities to come to them; they go after the opportunities. Enterprise means always finding a way to keep yourself actively working toward your ambition.

Enterprise is two things. The first is creativity. You need creativity to see what’s out there and to shape it to your advantage. You need creativity to look at the world a little differently. You need creativity to take a different approach, to be different.

What goes hand in hand with the creativity of enterprise is the second requirement: the courage to be creative. You need courage to see things differently, courage to go against the crowd, courage to take a different approach, courage to stand alone if you have to, courage to choose activity over inactivity.

And lastly, being enterprising doesn’t just relate to the ability to make money. Being enterprising also means feeling good enough about yourself, having enough self-worth to want to seek advantages and opportunities that will make a difference in your future. And by doing so, you will increase your confidence, your courage, your creativity and your self-worth—your enterprising nature.


Monday, August 8, 2011

Monday Morning's Motivation: The Right Things

I am going to take a little different approach to today's motivation...

Do you ever realize that when ever your birthday comes around that many people send you a nice email, text message or facebook wish?

It really changes your mood doesn't it?

And I am sure it really changes their mood for doing it...

Well, last night, prior to the many messages I woke up to this morning, my wonderful daughter Madison; my parkour champion son, Wyatt and my lovely lady Michelle, did all the right things to show me how much I am cared for - and for that I am blessed.

So, your motivational challenge today is...

Go out and do the right things for someone in your life - It'll make you both feel great...


Sunday, August 7, 2011

Sunday's Spiritual (commitment): Love & Compassion

The message of love and compassion will travel far and wide if all who follow a spiritual path work together in harmony and mutual respect.

Saturday's Statement (just do it): I CAN

The final 20 words of this incredibly inspiring video says it all.

Ask yourself, Can I Do It? After watching...

Friday, August 5, 2011

Friday's Facts: Others

Powerful Fact:

If we try to secure the well-being of others, we will, at the same time, create the conditions for our own...

Thursday, August 4, 2011

Thursday's Thoughts (become) Things: Be Do Have

Be Do Have

I didn't always understand the Be Do Have principle.

Because I didn't understand it, I always seem to wonder why I wasn't creating the lifestyle I wanted.

And once I got it....I mean, really got it, my life transformed!

Do you understand the power of be do have?

It comes back to the principle of being the person you want to be and then you do what that person would do, to have what they would have.

It starts with your thoughts. Your thoughts are constantly creating your beliefs. When you think you can or can't do something, you affirm it in your action.

The "doing" is the action based your beliefs about yourself. Then, of course, we manifest or "have" what we think we can have.

Get this, being is the acting "as if" or behaving in a way that resonates with our future self...whether that future self is one month from now or five years. We're behaving as if we've already achieved the goal of our future self.

Then here's the important part. A small space of time of choosing to "be that person" and actually taking the action of doing as that person. You see, the only way to get to that future self is by moving with action.

So, you're always faced in a choice...Am I being the person I said I'm being?

It happens in that small space of time when what we say we want and then faced with the choice of moving toward it or ignoring what we just said we wanted, is moving us toward our goal or away from it.

When we move toward our goal, even the smallest step we are closer to who we say we desire to be than we were a moment ago.

Are you with me?

If I decide I'm going to be a singer. I start thinking and moving through life as a great singer. The actions I take are based on what I think about being a great singer.

Do I believe it? Can I see myself living this way? Do I feel good when singing?

I practice and practice. I put myself out there as a singer. I start to have results through my being and doing. People start asking to me sing at their wedding. Teams call for me to sing the National Anthem. A band wants to record with me. I put out the vibration that I am a great singer and move that way in my life. Yes, Be Do Have!

“You must be the change you want to see in the world.”-Mahatma Gandhi

Children understand about being. When they decide to be a pirate, princess or cowboy. They are a pirate, princess and a cowboy and nobody can tell them any differently!

Be childlike and just BE!

Wednesday, August 3, 2011

Wednesday's Words (of) Wisdom: Negative Emotions

Whatever steps, however small, one can take towards learning to reduce the influence of the negative emotions can be very helpful - DL

Tuesday, August 2, 2011

Tuesday's Tidbits: Procrastination

Perseverance is about as important to achievement as gasoline is to driving a car. Sure, there will be times when you feel like you're spinning your wheels, but you'll always get out of the rut with genuine perseverance. Without it, you won't even be able to start your engine.

The opposite of perseverance is procrastination. Perseverance means you never quit. Procrastination usually means you never get started, although the inability to finish something is also a form of procrastination.

Ask people why they procrastinate, and you'll often hear something like this: "I'm a perfectionist. Everything has to be just right before I can get down to work. No distractions, not too much noise, no telephone calls interrupting me and, of course, I have to be feeling well physically, too. I can't work when I have a headache." The other end of procrastination — being unable to finish — also has a perfectionist explanation: "I'm just never satisfied. I'm my own harshest critic. If all the I's aren't dotted and all the T's aren't crossed, I just can't consider that I'm done. That's just the way I am, and I'll probably never change."

Do you see what's going on here? A fault is being turned into a virtue. The perfectionist is saying that his standards are just too high for this world. This fault-into-virtue syndrome is a common defense when people are called upon to discuss their weaknesses, but, in the end, it's just a very pious kind of excuse-making. It certainly doesn't have anything to do with what's really behind procrastination.

Remember, the basis of procrastination could be fear of failure. That's what perfectionism really is, once you take a hard look at it. What's the difference whether you're afraid of being less than perfect or afraid of anything else? You're still paralyzed by fear. What's the difference whether you never start or never finish? You're still stuck. You're still going nowhere. You're still overwhelmed by whatever task is before you. You're still allowing yourself to be dominated by a negative vision of the future in which you see yourself being criticized, laughed at, punished or ridden out of town on a rail. Of course, this negative vision of the future is really a mechanism that allows you to do nothing. It's a very convenient mental tool.

I'm going to tell you how to overcome procrastination. I'm going to show you how to turn procrastination into perseverance, and if you do what I suggest, the process will be virtually painless. It involves using two very powerful principles that foster productivity and perseverance instead of passivity and procrastination.

The first principle is: Break it down.

No matter what you're trying to accomplish, whether it's writing a book, climbing a mountain or painting a house, the key to achievement is your ability to break down the task into manageable pieces and knock them off one at one time. Focus on accomplishing what's right in front of you at this moment. Ignore what's off in the distance someplace. Substitute real-time positive thinking for negative future visualization. That's the first all-important technique for bringing an end to procrastination.

Suppose I were to ask you if you could write a 400-page novel. If you're like most people, that would sound like an impossible task. But suppose I ask you a different question. Suppose I ask if you can write a page and a quarter a day for one year. Do you think you could do it? Now the task is starting to seem more manageable. We're breaking down the 400-page book into bite-size pieces. Even so, I suspect many people would still find the prospect intimidating. Do you know why? Writing a page and a quarter may not seem so bad, but you're being asked to look ahead one whole year. When people start to look that far ahead, many of them automatically go into a negative mode. So let me formulate the idea of writing a book in yet another way. Let me break it down even more.

Suppose I were to ask you: Can you fill up a page and a quarter with words, not for a year, not for a month, not even for a week, but just today? Don't look any further ahead than that. I believe most people would confidently declare that they could accomplish that. Of course, these would be the same people who feel totally incapable of writing a whole book.

If I said the same thing to those people tomorrow—if I told them, "I don't want you to look back, and I don't want you to look ahead, I just want you to fill up a page and a quarter this very day"—do you think they could do it?

One day at a time. We've all heard that phrase. That's what we're doing here. We're breaking down the time required for a major task into one-day segments, and we're breaking down the work involved in writing a 400-page book into page-and-a-quarter increments.

Keep this up for one year, and you'll write the book. Discipline yourself to look neither forward nor backward, and you can accomplish things you never thought you could possibly do. And it all begins with those three words: Break it down.

My second technique for defeating procrastination is also only three words long. The three words are: Write it down. We know how important writing is to goal-setting. The writing you'll do for beating procrastination is very similar. Instead of focusing on the future, however, you're now going to be writing about the present just as you experience it every day. Instead of describing the things you want to do or the places you want to go, you're going to describe what you actually do with your time, and you're going to keep a written record of the places you actually go.

In other words, you're going to keep a diary of your activities. And you're going to be amazed by the distractions, detours and downright wastes of time you engage in during the course of a day. All of these get in the way of achieving your goals. For many people, it's almost like they planned it that way, and maybe at some unconscious level they did. The great thing about keeping a time diary is that it brings all this out in the open. It forces you to see what you're actually doing—and what you're not doing.

The time diary doesn't have to be anything elaborate. Just buy a little spiral notebook that you can easily carry in your pocket. When you go to lunch, when you drive across town, when you go to the dry cleaners, when you spend some time shooting the breeze at the copying machine, make a quick note of the time you began the activity and the time it ends. Try to make this notation as soon as possible. If it's inconvenient to do it immediately, you can do it later. But you should make an entry in your time diary at least once every 30 minutes, and you should keep this up for at least a week.

Break it down. Write it down. These two techniques are very straightforward. But don't let that fool you: These are powerful and effective productivity techniques that allow you put an end to procrastination and help you get started achieving your goals.

~ another brilliant piece from JR...