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Work It Now! How Winners Deal with Adversity - I remember the first time I was deployed to Iraq during Operation Southern Watch. Bonus Super Success Secret - BUMPING FOR BIG BUCKS Here’s a few incredible techniques for Qualifying for Money. The first is called the Disappointed Technique. There are many variations on my Audio Series, however here’s the easiest because it’s only one word. You would say; “If this sounds like the type of opportunity you’ve been looking for and feels comfortable to you, what amount of liquid and available dollars would you consider setting aside as far as your initial position?” Whatever amount they mention, you simply say; “Oooooh”. A majority of the time they will come back with something like; Number 10 SUPER SUCCESS SECRET - The Best Prospects in the World - THE BEST PROSPECTS IN THE WORLD I can't even begin to count the thousands of times that I've heard Salespeople complain about the quality of their Leads and/or how much they hate Cold Calling or Prospecting. How can you blame them? Hey, rejection sucks. One of my sayings is that “ALL LEADS SUCK”. Granted I’ve been in and around the Lead Industry for over 20 years, however there isn’t any such animal as a Good Lead. Number 9 SUPER SUCCESS SECRET - Develop a Marketing Niche - DEVELOP A MARKETING NICHE The very best in the Sales profession have learned that they make their Biggest Money by keeping their conversations and presentations as simple as possible and a great way to accomplish that is by talking with a group of people with some common areas of interest. It’s called Niche Marketing and here is how it works. Each time you come across a big hitter (a Whale) always find out 3 things: [1] What Associations, Organizations, and/or Clubs do they belong to. Number 8 SUPER SUCCESS SECRET - Make your Customer a Star - MAKE YOUR CUSTOMER A STAR First of all realize that the average person would rather talk about him or herself then hear about the 10 most famous people who ever lived. In fact, there are 3 things that people care about the most, which are Themselves, their Job or Career, and their Family. Train yourself to be a great listener and show a sincere interest in your Prospects and Customers. This is the easiest and quickest way to develop Rapport. They will end up “buying” YOU and whatever you represent will go with that Sale. Here’s a few great sayings to remember. “To be Interesting, you have to be Interested.” “Make a Friend and then Make a Sale.” “They don’t care how much we Know until they Know how much we care. Number 7 SUPER SUCCESS SECRET - Develop a Positive Expectant Attitude - DEVELOP A POSITIVE EXPECTANT ATTITUDE There’s an old saying; “Those who fear the worst are seldom disappointed.” How true that is. Unfortunately the average person actually uses up to 5 Negative Affirmations every waking hour, to program themselves for failure each day. If you pay close attention, you might start noticing yourself saying things like; "This is so hard" or "I can't do this" or "I never have enough time to get stuff done" or "I can't ever remember names" or "I'm such a klutz" or "I always catch a Cold this time of year" or "With my luck I'll probably mess this up." Since the Sub-conscious mind does not have the ability to doubt or reason, it totally believes whatever we program into it. Number 6 SUPER SUCCESS SECRET - Have Fun - HAVE FUN This is one of my favorite subjects because for my first 34 years, I didn’t have much Fun. Oh sure, sometimes something around me would happen that would be Fun that I could watch or even participate in, but I didn’t have Fun everyday, until I learned it was up to me to work at it and create Fun everyday. Number 5 SUPER SUCCESS SECRET - Set Goals and Have a Purpose - SET GOALS AND HAVE A PURPOSE Unfortunately, less than 3% of the World’s population can show you at least one well defined, written down Goal. Granted, they may have some floating around in their Head, however until you put it in writing, it’s only a Dream or a Wish. Goals give us a direction and they allow us to live our Lives by design instead of by default. Always remember that if We Fail to Plan, we are Planning on Failing. Have you received a delivery this month from your favorite Store? Probably not if you didn’t order anything from your favorite Store. It works the same in Life. Number 4 SUPER SUCCESS SECRET - Be Jealous of Time - BE JEALOUS OF TIME First and above all else, Mega-Buck Sales Pros are extremely jealous of their time. When they work, they concentrate at working and when they play, they concentrate on playing, and they rarely mix the two. Number 3 SUPER SUCCESS SECRET - Become a Performer - BECOME A PERFORMER Please appreciate that Prospects and Customers want to be entertained. They don’t want to be bored by someone who is only educating them. They would much rather talk with and listen to Sales Pros who are exciting, dynamic, and enthusiastic, rather than boring. They want and need more than just the facts and figures in order to make a decision. Granted they need the features to back up their decision, however the decision making process is pure emotion, and not common sense, logic, or rational. A quick note of caution would be to learn how to sell with emotion without getting emotionally involved. First, work at developing your Voice. It’s a magical musical instrument that can be played in at least two octaves. Number 2 SUPER SUCCESS SECRET - Develop your Potential - DEVELOP YOUR POTENTIAL It’s possible that being a Salesperson isn’t really your “calling” in life. Possibly you’re only doing this until something else becomes available. That’s fine except don’t allow that to be an excuse to be “average” or just be good enough to get by. Whatever you do in life, make the commitment to become the very best that you can become. In other words, become a Master of your Craft. Number 1 SUPER SUCCESS SECRET - Enthusiasm - ENTHUSIASM Selling in its most simple form is nothing more than a transfer of feelings. The single most important Skill in Communicating, Negotiating, and Selling, is to be Enthusiastic. Yes, it’s more important than Sales skills, or Listening skills, or even Product knowledge. Enthusiasm is a sign of belief that your Prospects and/or Customers can sense and feel. If you can get them as enthusiastic as you are about your Product or Service, they will want it. FROM TOLD TO SOLD! Leverage Your Stories to Resonate with Prospects and Customers - Have you ever heard a story that could have been about you? Ever heard a story that reminded you of another one? What about a story that sounded vaguely familiar? Welcome to the power of story. Unlike facts and figures, that often leave us cold, stories connect! And they connect deeply, often stirring us emotionally at a heart level. That's what makes them memorable, and powerful as a sales tool. The Prevalence of Stories We're wired for stories! And since birth we've been conditioned to respond to stories. Communication Accountability Formula! - There is a story in Arabic which tells of a pupil asking a wise man how he could become a good conversationalist. The sage replied, "listen, my son." After waiting a while, the pupil said, "I am listening." "Please continue your instruction." The sage smiled. "There is no more to tell." - as told by Ali Karakus, Turkish Exchange Student in America Communication connection between mentor and mentee is critical for a relationship to develop and a mentee to grow into a powerful leader. What Is Online Brokering? - If you are an affiliate marketer or you want to start an internet home business, online brokering is an exciting way to use your sales skills, expand your social network, and earn commissions along the way. For many online businesses, creating a steady stream of visitors can be frustrating. Objections Overruled! - By now you know that objections come in all shapes and sizes. Your challenge: avoid taking them personally, recognize them as part of the sales process, and learn to transform them into opportunities to solidify sales. Blocked at the Gate: "What Is The Nature of Your Inquiry?" One common objection: not getting to the economic buyer. Especially when courting corporations there are receptionists, operators, administrative assistants and even voice mail that can screen you out. Many gatekeepers are authorized to say no but not yes. Make them your ally. Use politeness, humor, and creativity to help them look good to decision-makers. You bring solutions to their problems. Enlist gatekeepers' support. How Inquisitive Are You? - Three teen girls entered the subway in mid-conversation: "Is he in our school? " "Yes." "In our grade?" "Yes." "In our calculus class?" "Yes." "Is he fine? "Yes!" "Steve? " "Noooo. " "Seth? " "Phillip? " "It's Jeremy!" Indeed it was!!! These girls were playing the game 20-Questions. They were playing to win. They were asking closed-ended questions to qualify/disqualify the field. They were expert at cutting to the chase. Would You Like Fries With That Order? Super-Size Your Sales Through Up-Selling and Cross-Selling - Recently while navigating an online bookstore I came across the James Frey book popularized by Oprah's book club: A Million Little Pieces. As I read about this book I was informed that "readers who bought A Million Little Pieces also bought the books Lies My President Told Me and Pinocchio." Folks, I was being cross-sold, yet I wasn't cross about it. The reality of business is that customers want to be sold. They love to buy for their own reasons. Saluting the Squawkers: Complaints Often Key to Improving Sales, Retention and Loyalty - It's said nobody likes a complainer. I beg to differ. In customer service a complainer is doing you a favor. They are the extension of your research, testing and quality assurance departments. Although essentially unpaid, they're providing you with invaluable, often real-time feedback on what isn't working in your business or your relationship with them. Try to put a price tag on that! Sales Through Storytelling: Story Tell, Story Sell! - An old French proverb tells us "Nothing succeeds like success!" And in sales nothing succeeds quite like success stories. Are you sharing yours? Why not?

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