One of my financial planners shared a quote that has stuck with me for years. “Money doesn’t buy happiness. But neither does poverty. So we might as well be RICH!!” Money isn’t the secret to happiness BUT it is a necessary tool to helping us create the life we desire. And our ability to make it is different from our ability to manage it and make it work for us. I’m not a financial planner and I can’t give professional financial advice so always be sure to consult your financial gurus, but I can share what I’ve found to help me do a better job managing and saving my money as I’ve built my business and increased my income. For the first 10 years of my working life I was always the guy that would say, “I’ll begin saving when I make $XXX!” What’s funny is, no matter how much money I made at the end of the year, all I had to show for all my hard work was a bunch of bills to pay and a zero balance in the bank! I...
We are all in sales. Title or no title, we need to influence family, customers, team members and other people who support our life and business toward helping us accomplish a common mission. Today’s world is more connected, competitive, and distracted all at the same time. Our ability to authentically connect with people is arguably the most valuable skill we can develop. I’ve been in sales for over 15 years. Whether I was meeting with a prospect, speaking from a stage or running a group workshop it was becoming increasingly harder to complete a presentation without losing their focus. I felt like I was in the midst of a zombie invasion, striving to survive in a world of people wandering around reacting to every bing, buzz and ding of the little pocket computers. I was still closing enough sales to win a couple national championships; but I felt like I was pulling teeth sometimes! I began studying other masters in my industry who were competing at the same level but...
The cost and time it takes to attain new clients are much greater than what it takes to satisfy and generate orders from your current customer base.
Here are three things to consider when you want to drive repeat sales. In fact, these are important keys to implement BEFORE you begin driving repeat business. These are keys to preparing to drive it.
Key 1: Organization of Data
Key 2: Communication with Your Clients
Key 3: Systems for Efficiency and Leverage
Treat your customers like they are valuable now, and they'll become even more valuable in the future. Treat them like they have future value, and they will.
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Elizabeth Hancock (Guide and mentor to financial and emotional freedom) interviews Amiee Mueller on how having systems in your business helps grow your results.
Listen to the audio to learn:
To download Amiee's handout, click here. (You only need to enter your name and email. She doesn't share your email or spam you)
If I can come from a kid who was in an out of jail 3 times in high school, total hippie, no sales experience, no business experience and basically very little education and build myself into a successful business owner, coach and trainer, then YOU can accomplish anything you want as well.
1) What is the PROJECT that you're working on? What do you want to accomplish?
Too many people let other people tell them what their goals should be. Take ownership of your goal. Go after something that YOU get excited about. Be specific. "I want to sell ______ by ______."
2) What is the PURPOSE of this goal to you? What does it mean to you?
Too often we wander aimlessly toward something that we want to achieve without ever defining for ourselves why we're doing it in the first place. What does accomplishing the goal mean to you long term? What will it help bring more of into your...
While listening to the Morning X on Austin’s FM 101.5 radio station in the morning, I heard Chance Mock say something that related perfectly to the world of managing sales teams. Jason, one of the Morning X hosts, was getting Chance’s opinion on Longhorn football related topics since Chance used to be a quarterback for that team while in school at University of Texas.
The two men were comparing the Texas Longhorns to other college teams and commenting on what makes the Longhorns one of the greatest teams in college football. What Chance said was, (I’m paraphrasing) many college teams have a great eleven guys – the starting line. What makes UT so strong is that they have all great guys, so when you substitute any of the starters out, another brilliant player is going in. So many guys want to play for UT that they have a dazzling team from start to finish. Whereas other college teams have the strong eleven, then the quality fades a bit in the rest of the team....
When I was twelve, I wanted to be a lawyer. I think I just liked arguing a little more than was healthy, and it seemed lawyers got paid well.
When I was fourteen, I thought many foods were disgusting. Those included broccoli, onions, bananas, tomatoes, olives, and spinach. I also thought I knew everything I really needed to know in life.
When I was sixteen, I thought I had a pretty good handle on life. Work your ass off, stay out of trouble, get a decent job, and find someone to marry and make kids with – that’s the way to live the good life. Oh, and at that point, I wanted to be an accountant, because that was the only business class I had in high school.
When I was twenty, after having anthropology, astronomy, philosophy, and literary analysis classes, I really wanted to change my major to something more interesting than marketing (which it was by that point). But I also wanted to do something practical that would almost...
When I was 18 and left the trailer park for college, I took we me the 4 years of experience I had working as a waitress and in fast food. I was practically an expert at scrubbing pots and pans, mopping floors, pulling fat off of raw chicken and changing out the grease in the deep fryers. Being on my own to pay for school, I wasn’t sure how that type of work was going to cut it, and I didn’t love the work anyway, so when I stumbled across a sales job, it was the universe opening up a whole new world to me.
Though I had never been in sales before, I took the position and worked that direct sales job around my college classes. Not only did it pay for my college, including all personal bills, without taking any loans, it is what began my path of personal and professional development.
I graduated college and opened up my own business where I recruited and trained sales people – most of whom had never sold anything before. I did that...
The elderly gentleman in the rusted, old truck next to my car had thick eyeglasses and a frown decorating his face. He glanced at me as I left the veterinarian clinic. Our vehicles were parked next to each other in the shopping center lot. I put my cat, Spike, in the passenger seat of my car, and as I walked around to get in the driver seat, I heard the old
man’s engine make some noise but fail to start.
I had started my car and was ready to pull away but decided to see if I could help. After all, it was a blistering hot day. I couldn’t imagine leaving him stranded in an old truck with no AC.
I got out of my car, walked over to him and knocked on his window. He didn’t respond right away, so I knocked again thinking maybe he didn’t hear me the first time. He turned and looked at me, then opened his door.
“Do you need a jump?” I asked.
“Yes. I think I do,” he said. “That...
More tips to making the prospect feel good while you present your product or service. By making them feel good and feeling good yourself, your closing ratio will be higher.
Find the deal for them
· When showing them their options (different products or various packages), ask a lot of questions so you know exactly how they are feeling and what they are thinking. Know your various offers so well that you can find one that fits their needs perfectly rather than trying to persuade them to get what you’d like them to get or what a lot of other people get. Don’t be a one-size-fits-all sales person. Be the person who will help them get exactly what works best for them
Some example questions to personalize it, not waste their time, and close more effectively are: