Motivational video "Change your mind in just 2.50 mins"

Motivational video "Change your mind in just 2.50 mins"

I often keep talking about Motivation and how it is important to us all to stay inspired and motivated. Sometimes throughout my working day I look for an extra bit of motivation and I was recommended this video and I want to share it with you.

It’s a video from YouTube and has well over 1 Million views; it’s a motivational video for success. When you feel depressed and failed its good to have something like this to tune into. Change your mind in 2.50 mins. (This is what it says!) I have to agree it’s somewhat uplifting and a very inspirational story.

Please visit the link below tell me that you don’t feel inspired

 

 

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If you have any material that inspires and motivates you please get in touch!

3 Main Drivers in Sales

3 Main Drivers in Sales

Now, what gives me the 'kick up the backside' if you like, it is the fact that I get recognition for being the best I can be and getting results, the success that I feel when I am doing great numbers, which always comes with, you got it... Commission! 

It has been said that some people are driven by money and the opportunity to write their own pay checks, others simply want to be known as the best in their company or the chosen field of which they work. Some even want the self gratification of being successful which will also, have the cash rolling in!

Firstly, Money, Now this is the reason we all go to work in the first place, the best thing about our careers is we get the opportunity to earn extra money with commission. I remember reading some years ago that '20% of Sales People earn 80% of the money' this is good to remember and to aim for as it's all possible.

Secondly, Success, this is very much linked to the first reason money, as we all want to be successful and when we are successful, we keep up the consistency and thrive to improve year upon year. This will give us self gratification and the confidence we need to be the best we can be. Many say, this is what to aim for and the rest falls into place, I have to say myself - I believe them it's got to be true, hasn't it?

Lastly, recognition, whether we work for companies big or small, we all want to be counted for, feel appreciated and needed by our employer. I have found that the best way to become recognised is to over achieve, break records and be the top performer in your company. When we get recognised for our achievements we feel GREAT! We LOVE ourselves even more. 

Think which one of these makes you tick, might be all 3, what gives you the big boot up the rear to do your very best. Personally, in my team we all have an mixture of wanting all 3, does this work? I guess if we find the right balance and achieve to be the best then we can have a slice of all 3 cakes! 

Now, let's all smash it and be the best we can be starting from now!

 

Practice What You Preach

Practice What You Preach

As Leaders in our fields we have to remember to 'Practice What We Preach' and we often forget this in our working lives and even our private lives. We hold little value to others when we do not do what we ask of them. 

It's one thing we all like helping people and pointing people in the right direction, but as leaders in our fields we have to be seen to be doing what we are saying and this is often forgot about. 

'Practice What You Preach' comes from an old American Proverb, it is very much the same as 'Walk the Walk' or 'Actions speak Louder than Words' they all have the same meaning. When we preach to people it holds little value to them when we are not doing it ourselves and really, why should they? I mean if we want someone to do something and we are not doing it ourselves we can't really expect anything more!

Personally, I and other leaders in my team right now often discuss this and we can all fall down here, when we take our eye off the ball and really not do as we say.

Now, I always find that when I do a good job others follow, this is without even speaking or asking anyone to do anything. Reason this works for me is because i believe leaders should (well) lead! This means that when we are doing a good job or a task in a different way, which is bearing more fruit or getting the job done much quicker people will follow suit. This, I find is the best way to get others to again 'Practice what You Preach'.

Next time we want someone else to do something differently why don't we have a look at ourselves and say, are we doing this? If not, we really need to think why they should. I mean, if someone asked you to do something different and they was not doing what they are asking, would you do it? I am guessing, No!

This works well for me and you will be amazed by the results, I have people in my team, family and private life that follow particular attributes of mine as they see results it gets for me! 

Good Luck and remember, Practice What You Preach! 

Thank you for putting me through!

Thank you for putting me through! 

People often come to me and ask me the best way to get past a gatekeeper, the receptionist that is screening your calls because they are told not to put ‘sales calls’ through to senior people within their organisations. 

Something we often don’t realise is that if we cannot speak to the decision maker to present our offering we cannot sell our products or services. So getting through to the key person is somewhat important and what I am about to share with you is something I was told a while back and when I am making prospecting calls I use this technique and it works wonders. 

Now, when making your next call try this;

Steve - Good morning, could you put me through to Mr Gates please? Thank you! 

What I have done here is asked them to put me through to Mr Gates (likely you would get through to ‘THE’ Mr Gates mind!!) whilst closing it off with Thank you! This is important as it’s the assumption that you have spoken to him before and you’re thanking them for putting you through before they have had the chance to ask you any challenging questions.

Granted, this will not work all the time, however, if you can speak to more decision makers by closing the gatekeeper on your initial opening request you will be able get in front of more prospects and in turn you will sell more.

Remember though, it’s very much of a loose saying of ‘Thank you’ at the end of your opening statement. Try saying it to yourself and/ or a colleague to get the hang of it. Then try it, you will be amazed at the amount of gatekeepers that will automatically put you through.

Let me know how you get on and hope this helps you like it has helped me and many other using this simple yet effective technique, Thank you!

Attitude Makes All the Difference

Attitude Makes All the Difference

When looking for some good material to give me a lift and some inspiration I turn to some of the best world’s best life coaches, teachers, and philanthropists. We have people like Brian Tracy, Anthony Robbins, Seth Godin, Zig Ziglar and many more....

Now, I remember watching a short clip of Zig Ziglar where he was speaking to an audience about 'Attitude' where it makes all the difference in life. This clip is brilliant and powerful.

Even though this Video I am going to share with you is a few years old the points Zig makes are fantastic and it's definitely worth 10 minutes of anybody's time. 

I remember reading that his first book, “See You At The Top“, was rejected 39 times before being published in 1975. He went on to write and publish more than two dozen additional best-selling books.

“Your attitude, not your aptitude, will determine your altitude.” 

– Zig Ziglar

Was that not just a brilliant clip on Attitude.

If you have any other videos on Inspiration or Motivation that you would recommend please get in touch.

Power of the pause

Power of the pause

In our professional selling career we get advised many techniques to help us achieve a greater result, even when we think at first they won’t work....

Listening without speaking actually runs counter to the instincts of most sales training. It’s almost a habit for many people to interrupt. How do you feel when you’re interrupted before you finish your thoughts? Do you feel frustrated? Annoyed?

Listening carefully to customers isn’t easy but the rewards are great.

Here’s a powerful sales tip I have read about and heard many time which is superb – the pause. This means waiting, and not jumping in at the first opportunity.

Here are some reasons to pause:

•      They may be gauging your interest in their point of view, to see if you’re listening or simply waiting to jump in. When you resist the urge to jump in, you are often pleasantly surprised to hear that there’s more, and it is important.

•      Most people feel uncomfortable with silence, so they rush in to fill the void.

•      Instead of you rushing in, why not let your customer fill the void? This can often be something rewarding. An invitation to come and meet with them.

•      Your customers feel validated and important when you give them a chance to elaborate on their thoughts. This takes me back to something a former CEO of mine taught me some years back. Two ears, one mouth use them to that ratio. So we listen to allow them to elaborate and uncover buying signals.

•      Pausing gives you time to think before you respond to a question or objection.

The best way to pause is to use the most natural reason, which is curiosity. If you really want to hear what your customer has to say you will pause naturally as you wait for them to talk.

So, the next time you ask a question, pause and wait for the answer. And really listen to the answer. When the speaker stops for a moment, pause again instead of rushing in.

You’ll both win, because they get a chance to finish their thoughts, and feel like you have fulfilled this call to its maximum.

Remember ‘nothing ventured, nothing gained’. Try it – I use this a lot in my daily work routine and also in my personal life. Works wonders...

If you have any more tips and techniques on the Power of the Pause, please get in touch!

Looking at the reason why we are great!

Looking at the reason why we are great!

 

Sometimes when I am having a challenging day or finding it difficult to find new business I occasionally can sit here thinking to myself – What am I going to do? How can I drum up some business? What can I do differently?    

We can all answer those questions but what I do to instantly change my mental thought process is look at previous successes and business wins from recent times – This triggers an instant motivation from within and you can inspire you to go on and make the next few hours a lot more than the last.

Its human nature we all like to feel good about ourselves and when we see we have done a good job, like we adore those who give us praise or again – Tell us we done a great job we feel GREAT!

So next time we find ourselves knocking on many closed doors we look at some of the prosperous times we have had doing exactly what we are doing today and make a difference to our mind set. As we all know selling success is 80& psychological and 20% skills and techniques.   

I remember reading that people make decisions emotionally and with this we make decisions ourselves emotionally. That’s why we decide based on a feeling, need, or emotion, not though a logical thought process. That’s why intangible benefits are the keys to persuasion. When you’re talking, you should think to yourself, “What is the emotional hot button here?”                 

Of course, this barely scratches the surface. Psychology is a deep and eternally revealing line of study. And while I don’t believe in making things more complicated than they have to be, I think there is great benefit in knowing not only what people do and what we do, but also why we all do it.