David Schwartz wrote the book, The Magic of Thinking Big. The premise of the book is you can increase your results by simply thinking bigger.
This is a very simple yet profound concept.
Think about it. Take your current skill set. Keep doing everything the same. Add one thing to what you are currently doing…think bigger.
According to the book you will increase your results.
I agree with David Schwartz.
Back in 2002 the most number of participants I had ever had at one of my seminars was around 220. At that point I had been teaching seminars for 4 years. I set a goal to have 1,000 participants at one seminar. We ended up with 1,257!
Years ago when I was a sales rep for Tony Robbins a good year was $100,000 in income. Brett was an average producer on my sales team. Brett pursued a big account with a company. Brett earned around $100,000 in only 10 weeks!
I recently asked Jeff for referrals. I asked him for his entire database of companies. He gave me over 400 referrals! He event sent them to me in an excel spreadsheet.
2 years ago Wendy shared here 2005 goals with me. I told her she was capable of much more. She increased her income goal by over 30%. Wendy reached her income goal by June of that year.
Think about the size of your thinking as it relates to the following areas of your business:
Appointment setting
Income
Recruiting
Promotion
The house you live in
The car you drive
The clothes you wear
The amount of money you have in you cash reserves
Law of belief is whatever you tell yourself over and over and over again you will eventually believe.
Double Your Income Exercise.
Write down how much money you believe you can make in a month. ________
Double the amount and write it down. ____________
Tell yourself over and over and over again that you will earn this new amount in 30 days.
Basketball Tryout Story
54 Push Up Story
Act as if
Email your questions to question@ericlofholm.com.
Monday, October 29, 2007
Monday, October 15, 2007
Sales Mentor Program Notes
Trust and Rapport
Everything in a sales presentation should eliminate an objection, make a benefit point, and/or take the prospect one step closer to a sale.
In order to do this you must reverse engineer your presentation. Most salespeople do not do this. In many cases they are saying things in their presentation that negatively impact the sale.
Trust and rapport is the first step when you are with the prospect at the beginning of the presentation.
Here is the BIG IDEA about why you must lead with trust and rapport. Your prospect often times starts off the presentation with resistance. The reason they resist you is in their mind you are a salesperson.
Rapport reduces resistance
Rapport is the cornerstone of the sales process.
People buy from people they like and trust.
On a conscious level we notice differences.
On a subconscious level we notice similarities.
People want to be heard. We each have our own model of the world.
To create a deep level of rapport enter the world of your prospect and view their experience from their perspective.
Seek first to understand then be understood. This is one of the 7 habits of highly effective people from Steven Covey. It is one thing to intellectually understand this. It is another to be it.
Once someone has purchased from you a certain level of rapport is always present. This is why your best leads are people who have purchased from you before.
Funny equals money – Marshall Sylver
Be humorous
Humor builds rapport
Ben Gay/Charlie Manson Story
Ways of Building Rapport
Find common ground
Mirror and match physiology
Mirror and match speech rate and tonality
Mirror and match mood
Match language
Appearance
Show the prospect how you have a solution to their problem
Do something nice for them
Treat others the way they would like to be treated
Listen
Care about your client more than you care about your commission.
Final Message
For the next 7 days focus on building rapport with everyone you interact with.
Email your questions to question@ericlofholm.com.
Everything in a sales presentation should eliminate an objection, make a benefit point, and/or take the prospect one step closer to a sale.
In order to do this you must reverse engineer your presentation. Most salespeople do not do this. In many cases they are saying things in their presentation that negatively impact the sale.
Trust and rapport is the first step when you are with the prospect at the beginning of the presentation.
Here is the BIG IDEA about why you must lead with trust and rapport. Your prospect often times starts off the presentation with resistance. The reason they resist you is in their mind you are a salesperson.
Rapport reduces resistance
Rapport is the cornerstone of the sales process.
People buy from people they like and trust.
On a conscious level we notice differences.
On a subconscious level we notice similarities.
People want to be heard. We each have our own model of the world.
To create a deep level of rapport enter the world of your prospect and view their experience from their perspective.
Seek first to understand then be understood. This is one of the 7 habits of highly effective people from Steven Covey. It is one thing to intellectually understand this. It is another to be it.
Once someone has purchased from you a certain level of rapport is always present. This is why your best leads are people who have purchased from you before.
Funny equals money – Marshall Sylver
Be humorous
Humor builds rapport
Ben Gay/Charlie Manson Story
Ways of Building Rapport
Find common ground
Mirror and match physiology
Mirror and match speech rate and tonality
Mirror and match mood
Match language
Appearance
Show the prospect how you have a solution to their problem
Do something nice for them
Treat others the way they would like to be treated
Listen
Care about your client more than you care about your commission.
Final Message
For the next 7 days focus on building rapport with everyone you interact with.
Email your questions to question@ericlofholm.com.
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