There are two questions that you can ask on a regular basis to keep yourself focused on getting your most important tasks completed on schedule. The first question is "What are my highest value activities?"
Put another way, what are the most important tasks you have to complete to make the greatest contribution to your organization? To your family? To your life in general?
Think it Through Carefully
This is one of the most important questions you can ask and answer. What are your highest value activities? First, think this through for yourself. Then, ask your boss. Ask your coworkers and subordinates. Ask your friends and family. Like focusing the lens of a camera, you must be crystal clear about your highest value activities before you begin work.
Keep Yourself Focused
The second question you can ask continually is, "What can I and only I do, that if done well, will make a real difference?"
This question comes from Peter Drucker, the management guru. It is one of the best of all questions for achieving personal effectiveness. What can you, and only you do, that if done well, can make a real difference?
This is something that only you can do. If you don't do it, it won't be done by someone else. But if you do it, and you do it well, it can really make a difference to your life and your career. What is your answer to this question?
Every hour of every day, you can ask yourself this question and there will be a specific answer. Your job is to be clear about the answer and then to start and work on this task before anything else.
Saturday 30 April 2011
Law of Positioning
The customer's perception of you and your company is his reality and determines his buying behavior with you. The way your customer thinks about you, talks about you, and describes you to others determines everything he does or does not do in relation to you and what you sell.
Customer Perception
Every product or service must be perceived positively by the customer before the customer can make any kind of buying decision. The most successful products and services are those that the customer perceives are from the most desirable and trustworthy suppliers of these products or services.
Proper Positioning
With proper positioning, your product or service will be seen by the customers as the product or choice, against which others are compared. Some examples of excellent positioning are Coca-Cola, Kleenex, and Xerox. In each case, these products are the standard. When you refer to a drink, you say, "I feel like a Coke." If you have a runny nose, you ask someone to "get a Kleenex" for you. If you need a copy of a document, you ask someone to "make a Xerox of this." This dominant positioning gives these products an edge in the market, which translates into more and easier sales at higher prices with better profit margins.
Appearance
Every visual element of dress, product, packaging, printing, and promotion creates a perception of some kind. Nothing is neutral. Everything that you do or neglect to do, everything that the customer sees or fails to see, hears or does not hear, contributes to the customer's perception of you and your company. Everything counts.
Position Yourself at the Top
Top salespeople position themselves as the preferred suppliers of their products and services. Everything you do adds to the customer's perception of you as the ideal person to do business with when it comes to buying your particular product or service. The customer will often pay more for a similar product or service for no other reason than that it is you who is selling it and backing it up. Your position in the customer's mind can be so strong that no other competitor can get between you and the customer and replace you. The most successful companies and the more successful salespeople are those who have developed such strong positioning in their marketplaces that they are considered to be the standard against which competitors are compared.
Customer Perception
Every product or service must be perceived positively by the customer before the customer can make any kind of buying decision. The most successful products and services are those that the customer perceives are from the most desirable and trustworthy suppliers of these products or services.
Proper Positioning
With proper positioning, your product or service will be seen by the customers as the product or choice, against which others are compared. Some examples of excellent positioning are Coca-Cola, Kleenex, and Xerox. In each case, these products are the standard. When you refer to a drink, you say, "I feel like a Coke." If you have a runny nose, you ask someone to "get a Kleenex" for you. If you need a copy of a document, you ask someone to "make a Xerox of this." This dominant positioning gives these products an edge in the market, which translates into more and easier sales at higher prices with better profit margins.
Appearance
Every visual element of dress, product, packaging, printing, and promotion creates a perception of some kind. Nothing is neutral. Everything that you do or neglect to do, everything that the customer sees or fails to see, hears or does not hear, contributes to the customer's perception of you and your company. Everything counts.
Position Yourself at the Top
Top salespeople position themselves as the preferred suppliers of their products and services. Everything you do adds to the customer's perception of you as the ideal person to do business with when it comes to buying your particular product or service. The customer will often pay more for a similar product or service for no other reason than that it is you who is selling it and backing it up. Your position in the customer's mind can be so strong that no other competitor can get between you and the customer and replace you. The most successful companies and the more successful salespeople are those who have developed such strong positioning in their marketplaces that they are considered to be the standard against which competitors are compared.
Rules for Business Start-ups
Entrepreneurship is the art of finding profitable solutions to problems. Every successful entrepreneur, every successful businessperson has been a person who has been able to identify a problem and come up with a solution to it before somebody else did. Here are the five rules for entrepreneurship.
Find A Need And Fill It
First, find a need and fill it. Ross Perot, when he was working for IBM, saw that his customers who were buying IBM computers, needed help in processing their data. He went to IBM with this idea and they said they weren't interested, so he started his own business. He eventually sold it out for $2.8 billion dollars. He found a need and he filled it.
Find A Problem And Solve It
The second rule is to find a problem and solve it. A secretary working for a small company began mixing flour with nail varnish in order to white out the mistakes she was making in her typing. Pretty soon, her friends in the same office asked if she could make some for them. So she began mixing it on her kitchen table. Then, people in other offices started asking for it, and she eventually quit her business and worked full time creating what is today called Liquid Paper. A few years ago, she sold her company to Gillette Corporation for 47 million dollars.
Find A Need And Fill It
First, find a need and fill it. Ross Perot, when he was working for IBM, saw that his customers who were buying IBM computers, needed help in processing their data. He went to IBM with this idea and they said they weren't interested, so he started his own business. He eventually sold it out for $2.8 billion dollars. He found a need and he filled it.
Find A Problem And Solve It
The second rule is to find a problem and solve it. A secretary working for a small company began mixing flour with nail varnish in order to white out the mistakes she was making in her typing. Pretty soon, her friends in the same office asked if she could make some for them. So she began mixing it on her kitchen table. Then, people in other offices started asking for it, and she eventually quit her business and worked full time creating what is today called Liquid Paper. A few years ago, she sold her company to Gillette Corporation for 47 million dollars.
New Economy, New Rules
Over the past 5 years, the U.S and the world economy have changed so drastically, which means that if you’re trying to do the same old thing you used to do to grow your business, it’s going to stagnate, just like stocks have been stagnating.
To succeed, to rake in the profits in this economy with your business, you need to understand the new rules--what actually works in 2011, not what worked in 2006.
And the one person who can show you the steps to take is Charlie Cook.
Recently he released “The New Profit Rules” which is a program that gives you the step-by-step formula to succeed in this new economy.
Now Charlie has been a colleague of mine for years, and I’ve always liked his books, but this is one of his best. And he could easily be selling it for $97 or even $197 but as a special one-time offer, I’ve persuaded him to let you download it for free. No shipping. No fees. Nothing.
To succeed, to rake in the profits in this economy with your business, you need to understand the new rules--what actually works in 2011, not what worked in 2006.
And the one person who can show you the steps to take is Charlie Cook.
Recently he released “The New Profit Rules” which is a program that gives you the step-by-step formula to succeed in this new economy.
Now Charlie has been a colleague of mine for years, and I’ve always liked his books, but this is one of his best. And he could easily be selling it for $97 or even $197 but as a special one-time offer, I’ve persuaded him to let you download it for free. No shipping. No fees. Nothing.
Law of Integrity
Great business leadership is characterized by honesty, truthfulness, and straight dealing with every person, under all circumstances. This law requires that you be impeccably honest with yourself and others. As Emerson said, “Guard your integrity as a sacred thing. Nothing is at last sacred by the integrity of your own mind.” Integrity lies at the core of leadership, at the heart of the leader. Everything you do revolves around the person you really are inside. And the person you are inside is always demonstrated by your actions, the things you do and say.
Leadership Defined
Leadership has been defined as the “ability to get followers.” For people to follow you, to subordinate their interests to yours, they must be able to believe in you and be willing to commit their time, money, and energy to you. Leadership is therefore a trust conferred upon you by others. To earn this trust, to deserve this trust, you must be true to yourself. Only then can you live in truth with everyone else in your life and work.
Be a Good Role Model
Perhaps the most important thing you do as a leader is to be a good role model. Lead by example. Walk the talk. Live the life. Always carry yourself as though everyone is watching, even when no one is watching. Good leaders are completely reliable. People can take them at their word and trust that they will do what they say. They make promises carefully, and then always keep their word.
Consistency
A key mark of integrity in human relations is consistency, both internal and external. The best leaders are consistent from one day to the next, from one situation to the next. Because of this internal consistency, these leaders are trusted. People know what to expect. There are no surprises.
Two Basic Types of Leadership
There are two basic types of leadership in business today, transactional and transformational. Transactional leadership is the ability to direct people, manage resources, and get the job done. But transformational leadership, the most important form of leadership today, is the ability to motivate, inspire, and bring people to higher levels of performance.
Transformational Leadership
Transformational Leadership is the ability to touch people emotionally, to empower them to be more and to contribute more than they ever have before. This ability enables transformational leaders to elicit extraordinary performance from ordinary people.
Leadership Defined
Leadership has been defined as the “ability to get followers.” For people to follow you, to subordinate their interests to yours, they must be able to believe in you and be willing to commit their time, money, and energy to you. Leadership is therefore a trust conferred upon you by others. To earn this trust, to deserve this trust, you must be true to yourself. Only then can you live in truth with everyone else in your life and work.
Be a Good Role Model
Perhaps the most important thing you do as a leader is to be a good role model. Lead by example. Walk the talk. Live the life. Always carry yourself as though everyone is watching, even when no one is watching. Good leaders are completely reliable. People can take them at their word and trust that they will do what they say. They make promises carefully, and then always keep their word.
Consistency
A key mark of integrity in human relations is consistency, both internal and external. The best leaders are consistent from one day to the next, from one situation to the next. Because of this internal consistency, these leaders are trusted. People know what to expect. There are no surprises.
Two Basic Types of Leadership
There are two basic types of leadership in business today, transactional and transformational. Transactional leadership is the ability to direct people, manage resources, and get the job done. But transformational leadership, the most important form of leadership today, is the ability to motivate, inspire, and bring people to higher levels of performance.
Transformational Leadership
Transformational Leadership is the ability to touch people emotionally, to empower them to be more and to contribute more than they ever have before. This ability enables transformational leaders to elicit extraordinary performance from ordinary people.
Friday 29 April 2011
Manage Your Time Well
Manage Your Time Well
To achieve all your goals and become everything you are capable of becoming you must get your time under control. Psychologists generally agree that a "sense of control" is the key to feelings of happiness, confidence, power, and personal well-being. And a sense of control is only possible when you practice excellent time management skills.
To achieve all your goals and become everything you are capable of becoming you must get your time under control. Psychologists generally agree that a "sense of control" is the key to feelings of happiness, confidence, power, and personal well-being. And a sense of control is only possible when you practice excellent time management skills.
Thursday 28 April 2011
Manage Your Time Well
Manage Your Time Well
To achieve all your goals and become everything you are capable of becoming you must get your time under control. Psychologists generally agree that a "sense of control" is the key to feelings of happiness, confidence, power, and personal well-being. And a sense of control is only possible when you practice excellent time management skills.
To achieve all your goals and become everything you are capable of becoming you must get your time under control. Psychologists generally agree that a "sense of control" is the key to feelings of happiness, confidence, power, and personal well-being. And a sense of control is only possible when you practice excellent time management skills.
Presenting Your Product or Service
Presenting Your Product or Service
Repeat back the specific needs or concerns that your prospect has expressed. Position yourself as a trusted advisor, dedicated to helping him solve his problem or achieve his goal with your product. Position yourself as a teacher-showing her how your product works to help her satisfy her needs. Match the customers expressed needs and concerns to the product or service. Focus on helping rather than selling. Conclude your presentation with an explanation of how the product is delivered or used. Invite questions.
Repeat back the specific needs or concerns that your prospect has expressed. Position yourself as a trusted advisor, dedicated to helping him solve his problem or achieve his goal with your product. Position yourself as a teacher-showing her how your product works to help her satisfy her needs. Match the customers expressed needs and concerns to the product or service. Focus on helping rather than selling. Conclude your presentation with an explanation of how the product is delivered or used. Invite questions.
Establish Rapport
Establish Rapport
Establishing rapport and trust with the customer is a must. The prospect will not listen to you or buy from you unless he/she likes you and believes that you are honest. Be friendly, straightforward and believable. Be punctual, prepared and properly dressed. Ask questions and listen carefully to the answers. Make no attempt to sell until the prospect is relaxed and comfortable with you. Identify what the customer needs so you can better sell to them. Ask carefully planned, structured questions so that you can fully understand the customer's situation.
There is a direct relationship between asking questions and sales success. Plan your questions word-for-word in advance. Make no effort to sell or talk about your product. Seek first to understand, then to be understood.
Establishing rapport and trust with the customer is a must. The prospect will not listen to you or buy from you unless he/she likes you and believes that you are honest. Be friendly, straightforward and believable. Be punctual, prepared and properly dressed. Ask questions and listen carefully to the answers. Make no attempt to sell until the prospect is relaxed and comfortable with you. Identify what the customer needs so you can better sell to them. Ask carefully planned, structured questions so that you can fully understand the customer's situation.
There is a direct relationship between asking questions and sales success. Plan your questions word-for-word in advance. Make no effort to sell or talk about your product. Seek first to understand, then to be understood.
Prospecting
Prospecting
It is important to speak directly or by telephone to people who can and will buy and pay in a reasonable period of time. Start with your ideal customer profile. Who is he or she exactly-in terms of age, occupation, income, education? Who is he or she exactly—in terms of problems, wants, needs, attitudes, and experiences regarding your product or service? If you could advertise for perfect customers, how would you describe him or her?
Marketing and advertising is aimed at telling your ideal prospect that your product will help them. The ideal prospect has an immediate need for what you sell. The ideal prospect knows you, likes you, and respects your products or business. The ideal prospect can buy and pay for your product if he or she likes it.
It is important to speak directly or by telephone to people who can and will buy and pay in a reasonable period of time. Start with your ideal customer profile. Who is he or she exactly-in terms of age, occupation, income, education? Who is he or she exactly—in terms of problems, wants, needs, attitudes, and experiences regarding your product or service? If you could advertise for perfect customers, how would you describe him or her?
Marketing and advertising is aimed at telling your ideal prospect that your product will help them. The ideal prospect has an immediate need for what you sell. The ideal prospect knows you, likes you, and respects your products or business. The ideal prospect can buy and pay for your product if he or she likes it.
Create Your Sales Plan
Sales Recipe
Making a sale is like cooking with a recipe. You must use the correct ingredient and blend them in the proper quantity with the right timing. All successful companies have developed a proven sales process that can be duplicated over and over. By using a proven sales system, you can accurately predict the quantity of your sales, the average size of your sales, and the profitability of your sales activities.
Making a sale is like cooking with a recipe. You must use the correct ingredient and blend them in the proper quantity with the right timing. All successful companies have developed a proven sales process that can be duplicated over and over. By using a proven sales system, you can accurately predict the quantity of your sales, the average size of your sales, and the profitability of your sales activities.
Create Sales Plan
Create Sales Plan
Nothing happens until a sale takes place. Your actual ability to sell your product or service to your customer determines your profit or loss, success or failure, in business. The sales process, to be effective, must be planned and organized in detail from start to finish. Every word and action must be scripted, rehearsed and memorized. Nothing can be left to chance.
Nothing happens until a sale takes place. Your actual ability to sell your product or service to your customer determines your profit or loss, success or failure, in business. The sales process, to be effective, must be planned and organized in detail from start to finish. Every word and action must be scripted, rehearsed and memorized. Nothing can be left to chance.
Friday 22 April 2011
Define Your Career And or Business Clearly
The first and most important question is: what business am I in? This question is not as simple as it seems. To identify your career or business goals, you must first learn to define your business in terms of what you do for your customer or for your company. Expand the definition of your business so that it is as broad as possible. Never stop with the first answer. Take the first answer to this question and find new applications, new markets, and new definitions for it.
Railroads
For example, at the beginning of the last century, those railroads that defined themselves strictly as railroads—providers of rail transport—failed to see that new technologies and methods of transport, such as trucks and airplanes, were a potential threat to their business. If they had defined themselves instead as movers of goods and people—providers of transportation—their response to the changes in technology might have been different. When you define your business, think in terms of how your products or services affect or interact with the lives and work of other people and organizations. Consider both existing customers, and those customers that you would like to acquire.
Target the Future
The next question to ask is: what business will I be in if things continue the way they are today? Think about your career or business two years from now, then in five years. If you do not change the way you define your work or your business, what kind of work will you be doing? Is it a sound and viable strategy to continue in your current way of working or doing business, or should be looking at changing in some way? Start by imagining what business you could be in. Where would a dramatic change in knowledge or skills, products or services, or industries and markets lead you? To express it another way, if you were willing to take stock of the environment for your career or business and commit to taking action, what business could you be in if you really wanted to be?
Analyze your Market
Take the analysis a step further and thing about what business you should be in. To do this, take a careful and comprehensive self-inventory. Examine your skills, your abilities, your ambitions, your energies, and especially your heart's desires. Then analyze the market in which your career or business will be operating. Is there a fit? If not, either evaluate the changes you would personally need to make to create the career or business that would flourish in that market, or select a more appropriate market. These questions are among the most important of your life: What changes will you have to make to become the kind of person who can live the life and do the work you would really like to be doing in the future?
Railroads
For example, at the beginning of the last century, those railroads that defined themselves strictly as railroads—providers of rail transport—failed to see that new technologies and methods of transport, such as trucks and airplanes, were a potential threat to their business. If they had defined themselves instead as movers of goods and people—providers of transportation—their response to the changes in technology might have been different. When you define your business, think in terms of how your products or services affect or interact with the lives and work of other people and organizations. Consider both existing customers, and those customers that you would like to acquire.
Target the Future
The next question to ask is: what business will I be in if things continue the way they are today? Think about your career or business two years from now, then in five years. If you do not change the way you define your work or your business, what kind of work will you be doing? Is it a sound and viable strategy to continue in your current way of working or doing business, or should be looking at changing in some way? Start by imagining what business you could be in. Where would a dramatic change in knowledge or skills, products or services, or industries and markets lead you? To express it another way, if you were willing to take stock of the environment for your career or business and commit to taking action, what business could you be in if you really wanted to be?
Analyze your Market
Take the analysis a step further and thing about what business you should be in. To do this, take a careful and comprehensive self-inventory. Examine your skills, your abilities, your ambitions, your energies, and especially your heart's desires. Then analyze the market in which your career or business will be operating. Is there a fit? If not, either evaluate the changes you would personally need to make to create the career or business that would flourish in that market, or select a more appropriate market. These questions are among the most important of your life: What changes will you have to make to become the kind of person who can live the life and do the work you would really like to be doing in the future?
Develop A Sense of Urgency In 5 Ways
Perhaps the most outwardly identifiable quality of a high performing man or woman is "action orientation."
1. Take Time to Think and Plan
Highly productive people take the time to think, plan and set priorities. They then launch quickly and strongly toward their goals and objectives. They work steadily, smoothly and continuously and seem to go through enormous amounts of work in the same time period that the average person spends socializing, wasting time and working on low value activities.
2. Getting into "Flow"
When you work on high value tasks at a high and continuous level of activity, you can actually enter into an amazing mental state called "flow." Almost everyone has experienced this at some time. Really successful people are those who get themselves into this state far more often than the average.
In the state of "flow," which is the highest human state of performance and productivity, something almost miraculous happens to your mind and emotions. You feel elated and clear. Everything you do seems effortless and accurate. You feel happy and energetic. You experience a tremendous sense of calm and personal effectiveness.
3. Become More Alert and Aware
In the state of "flow," identified and talked about over the centuries, you actually function on a higher plane of clarity, creativity and competence. You are more sensitive and aware. Your insight and intuition functions with incredible precision. You see the interconnectedness of people and circumstances around you. You often come up with brilliant ideas and insights that enable you to move ahead even more rapidly.
4. Develop a Sense of Urgency
One of the ways you can trigger this state of flow is by developing a "sense of urgency." This is an inner drive and desire to get on with the job quickly and get it done fast. This inner drive is an impatience that motivates you to get going and to keep going. A sense of urgency feels very much like racing against yourself.
5. Create a "Bias for Action"
With this ingrained sense of urgency, you develop a "bias for action." You take action rather than talking continually about what you are going to do. You focus on specific steps you can take immediately. By employing this technique you concentrate on the things you can do right now to get the results you want and achieve the goals you desire.
1. Take Time to Think and Plan
Highly productive people take the time to think, plan and set priorities. They then launch quickly and strongly toward their goals and objectives. They work steadily, smoothly and continuously and seem to go through enormous amounts of work in the same time period that the average person spends socializing, wasting time and working on low value activities.
2. Getting into "Flow"
When you work on high value tasks at a high and continuous level of activity, you can actually enter into an amazing mental state called "flow." Almost everyone has experienced this at some time. Really successful people are those who get themselves into this state far more often than the average.
In the state of "flow," which is the highest human state of performance and productivity, something almost miraculous happens to your mind and emotions. You feel elated and clear. Everything you do seems effortless and accurate. You feel happy and energetic. You experience a tremendous sense of calm and personal effectiveness.
3. Become More Alert and Aware
In the state of "flow," identified and talked about over the centuries, you actually function on a higher plane of clarity, creativity and competence. You are more sensitive and aware. Your insight and intuition functions with incredible precision. You see the interconnectedness of people and circumstances around you. You often come up with brilliant ideas and insights that enable you to move ahead even more rapidly.
4. Develop a Sense of Urgency
One of the ways you can trigger this state of flow is by developing a "sense of urgency." This is an inner drive and desire to get on with the job quickly and get it done fast. This inner drive is an impatience that motivates you to get going and to keep going. A sense of urgency feels very much like racing against yourself.
5. Create a "Bias for Action"
With this ingrained sense of urgency, you develop a "bias for action." You take action rather than talking continually about what you are going to do. You focus on specific steps you can take immediately. By employing this technique you concentrate on the things you can do right now to get the results you want and achieve the goals you desire.
Make Fortune Favor You In 4 Ways
Boldness is a necessary part of courage but it must be a boldness based on an intelligent assessment of the potential risks and rewards. The wonderful nature of boldness is that, properly directed, it builds the habit of courage in the person who practices it.
1. Act Boldly in Every Situation
In my experience, any virtue translated into action leads almost invariably to positive results. This applies to integrity, persistence, courtesy, love and courage. I've always liked the advice of an old man to his grandson. "Act boldly and unseen forces will come to your aid."
2. Take a Leap of Faith
Perhaps the most obviously important part of courage is the courage to step out in the face of uncertainty. Every great venture in the history of man has begun with faith and a giant leap into the unknown.
General Douglas MacArthur said, "There is no security in life, only opportunity." The creed of Frederick The Great, one of history's most successful leaders was, "Audacity, audacity-always audacity."
3. Launch With No Guarantees
A 12-year study of successful entrepreneurs conducted by Babson College concluded that the only thing they had in common was the willingness to launch, to step out in faith. Once they had started, they learned the lessons they needed to succeed. Many of them ending up successful in completely different businesses from where they started.
4. Dare to Go Forward
Dare to go forward. Successful companies are invariably those that continue to research, develop, experiment and introduce new products and services - even during the deepest recessions. Successful executives are those who are continually stretching themselves to move out of the comfort zone, to face the twin fears of failure and rejection and to move forward in spite of them.
1. Act Boldly in Every Situation
In my experience, any virtue translated into action leads almost invariably to positive results. This applies to integrity, persistence, courtesy, love and courage. I've always liked the advice of an old man to his grandson. "Act boldly and unseen forces will come to your aid."
2. Take a Leap of Faith
Perhaps the most obviously important part of courage is the courage to step out in the face of uncertainty. Every great venture in the history of man has begun with faith and a giant leap into the unknown.
General Douglas MacArthur said, "There is no security in life, only opportunity." The creed of Frederick The Great, one of history's most successful leaders was, "Audacity, audacity-always audacity."
3. Launch With No Guarantees
A 12-year study of successful entrepreneurs conducted by Babson College concluded that the only thing they had in common was the willingness to launch, to step out in faith. Once they had started, they learned the lessons they needed to succeed. Many of them ending up successful in completely different businesses from where they started.
4. Dare to Go Forward
Dare to go forward. Successful companies are invariably those that continue to research, develop, experiment and introduce new products and services - even during the deepest recessions. Successful executives are those who are continually stretching themselves to move out of the comfort zone, to face the twin fears of failure and rejection and to move forward in spite of them.
Who the Millionaires Are
The way you think about money will determine how much of it you accumulate more than any other factor. Your attitude toward money affects your emotions and your motivations.
The Five Ways to Become a Millionaire
If you are really serious about becoming wealthy, you will want to know the five main ways that fortunes are made in this country. Number one, top of the list, top of the hit parade throughout the history of America, is self-owned businesses. It is entrepreneurship of all kinds, including in real estate. 74% of self-made millionaires in America, not only in this generation and in this century, but in the last century as well, come from self-owned businesses.
How Wealthy People Start Out
The great majority of wealthy people started businesses and built them from the ground up. In the 19th century, fortunes were built by people like Andrew Carnegie, Jacob van Astor, Thomas Edison, Commodore Vanderbilt, J. P. Morgan and others. In the 20th century, especially in the last few years, businesses and fortunes alike have been built by people like Bill Gates, Steve Case, Larry Ellison, Ross Perot and Sam Walton. Each of these people started with nothing and succeeded in building a business from scratch.
Become a Millionaire Where You Are
The second major source of self-made millionaires in America is senior executives. Ten percent of the self-made millionaires in America are men and women who have joined large corporations and worked with those corporations for many years. They rose to positions of seniority, were paid extremely well, given stock options, profit sharing and bon uses, and as a result of holding onto the money, they became millionaires.
Success Pays Big Rewards
Michael Eisner of Disney Corporation received a $126 million dollar bon us in a single year. Lee Iacoca of Chrysler Corporation was paid $26.7 million dollars as a bon us in a single year. It's not hard to become a self-made millionaire when you are making that kind of money.
The Professional Road to Wealth
The third source of self-made millionaires in America is doctors, lawyers and other professionals. Men and women who become very, very good at what they do and rise to the top of their professions are eventually paid, very, very well. The top five percent in every field earn 10 and 20 times as much as the average person in that field.
Sell Your Way to the Top
The fourth major source of self-made millionaires in America are salespeople and sales consultants. Fully five percent of self-made millionaires are men and women who are the top salespeople in their fields. They never started their own businesses. They never went to college or university to get professional degrees. They just became very good salespeople for their products or services and were paid very good money. The secret was that they then invested the money conservatively and held on to it. 99% of self-made millionaires come from these four categories: self-owned businesses - 74%; senior executive positions - 10%: doctors, lawyers and other professionals - 10%; and salespeople and sales consultants - 5%.
Other Ways to Get Rich
The final one percent of self-made millionaires is made up of all the people in all other areas. This one percent consists of people who have made their money by inventions, in show business, in sports, through authorship of books and songs, lottery winners and inheritances. But these people make up only one percent of the total. The bottom line is that there are so many ways for you to become a self-made millionaire that it is almost impossible for you not to achieve this goal if you are really serious about it.
The Five Ways to Become a Millionaire
If you are really serious about becoming wealthy, you will want to know the five main ways that fortunes are made in this country. Number one, top of the list, top of the hit parade throughout the history of America, is self-owned businesses. It is entrepreneurship of all kinds, including in real estate. 74% of self-made millionaires in America, not only in this generation and in this century, but in the last century as well, come from self-owned businesses.
How Wealthy People Start Out
The great majority of wealthy people started businesses and built them from the ground up. In the 19th century, fortunes were built by people like Andrew Carnegie, Jacob van Astor, Thomas Edison, Commodore Vanderbilt, J. P. Morgan and others. In the 20th century, especially in the last few years, businesses and fortunes alike have been built by people like Bill Gates, Steve Case, Larry Ellison, Ross Perot and Sam Walton. Each of these people started with nothing and succeeded in building a business from scratch.
Become a Millionaire Where You Are
The second major source of self-made millionaires in America is senior executives. Ten percent of the self-made millionaires in America are men and women who have joined large corporations and worked with those corporations for many years. They rose to positions of seniority, were paid extremely well, given stock options, profit sharing and bon uses, and as a result of holding onto the money, they became millionaires.
Success Pays Big Rewards
Michael Eisner of Disney Corporation received a $126 million dollar bon us in a single year. Lee Iacoca of Chrysler Corporation was paid $26.7 million dollars as a bon us in a single year. It's not hard to become a self-made millionaire when you are making that kind of money.
The Professional Road to Wealth
The third source of self-made millionaires in America is doctors, lawyers and other professionals. Men and women who become very, very good at what they do and rise to the top of their professions are eventually paid, very, very well. The top five percent in every field earn 10 and 20 times as much as the average person in that field.
Sell Your Way to the Top
The fourth major source of self-made millionaires in America are salespeople and sales consultants. Fully five percent of self-made millionaires are men and women who are the top salespeople in their fields. They never started their own businesses. They never went to college or university to get professional degrees. They just became very good salespeople for their products or services and were paid very good money. The secret was that they then invested the money conservatively and held on to it. 99% of self-made millionaires come from these four categories: self-owned businesses - 74%; senior executive positions - 10%: doctors, lawyers and other professionals - 10%; and salespeople and sales consultants - 5%.
Other Ways to Get Rich
The final one percent of self-made millionaires is made up of all the people in all other areas. This one percent consists of people who have made their money by inventions, in show business, in sports, through authorship of books and songs, lottery winners and inheritances. But these people make up only one percent of the total. The bottom line is that there are so many ways for you to become a self-made millionaire that it is almost impossible for you not to achieve this goal if you are really serious about it.
Steps to Personal Power
There is a five-step power process that you can use to keep yourself positive and to achieve your goals faster. This five-step process brings together several of the very best techniques ever discovered for permanent mind change. It contains and illustrates all of the key principles that you need to know to become a highly effective, positive "possibility thinker" in your own life.
Imagine Your Perfect Future
Perhaps the biggest obstacle to creating a wonderful life is "self-limiting beliefs." Everyone has them, and some people have so may of them that they are almost paralyzed when it comes to taking action. A self-limiting belief is an idea you have that you are limited in some way, in terms of time, talent, intelligence, money, ability, or opportunity. The way you free yourself from these negative brakes on your potential is to change your thinking about who you are and what is truly possible for you.
Show Me the Money
Start with your income. How much do you want to be earning, one, two, three, and five years from today? Look around you and ask, "Who else is earning the kind of money I want to earn, and what are they doing differently from me?" If you don't know or you aren't sure, go and ask them. Do your homework.
Design Your Perfect Life
Imagine your perfect lifestyle. If you had no limitations at all, how would you like to live, day in and day out? If you were financially independent, what kind of home would you live in? What kind of car would you want to drive? What kind of life would you like to provide for your family? What sort of activities would you like to engage in throughout the week, month, and year?
Turn Your Ideal into Reality
When you sit down and design your ideal lifestyle, you can then compare it to what you are doing today and notice the differences. You can then start thinking about how you could bring your real or current lifestyle closer to your ideal. When you idealize your income and your lifestyle, you develop vision for your life. You begin to practice a key quality of personal leadership. You begin projecting into the future and making plans to turn your future dreams into a current reality.
The Person you Become
Create an ideal future self in terms of your personal and professional development. What kind of person do you want to be in the future? What additional knowledge and skills do you want to acquire? In what areas would you like to become absolutely excellent? What subjects would you like to master? What do you need to learn to move up in your field? What is your growth plan to get from where you are to where you want to go?
Imagine Your Perfect Future
Perhaps the biggest obstacle to creating a wonderful life is "self-limiting beliefs." Everyone has them, and some people have so may of them that they are almost paralyzed when it comes to taking action. A self-limiting belief is an idea you have that you are limited in some way, in terms of time, talent, intelligence, money, ability, or opportunity. The way you free yourself from these negative brakes on your potential is to change your thinking about who you are and what is truly possible for you.
Show Me the Money
Start with your income. How much do you want to be earning, one, two, three, and five years from today? Look around you and ask, "Who else is earning the kind of money I want to earn, and what are they doing differently from me?" If you don't know or you aren't sure, go and ask them. Do your homework.
Design Your Perfect Life
Imagine your perfect lifestyle. If you had no limitations at all, how would you like to live, day in and day out? If you were financially independent, what kind of home would you live in? What kind of car would you want to drive? What kind of life would you like to provide for your family? What sort of activities would you like to engage in throughout the week, month, and year?
Turn Your Ideal into Reality
When you sit down and design your ideal lifestyle, you can then compare it to what you are doing today and notice the differences. You can then start thinking about how you could bring your real or current lifestyle closer to your ideal. When you idealize your income and your lifestyle, you develop vision for your life. You begin to practice a key quality of personal leadership. You begin projecting into the future and making plans to turn your future dreams into a current reality.
The Person you Become
Create an ideal future self in terms of your personal and professional development. What kind of person do you want to be in the future? What additional knowledge and skills do you want to acquire? In what areas would you like to become absolutely excellent? What subjects would you like to master? What do you need to learn to move up in your field? What is your growth plan to get from where you are to where you want to go?
Steps to Personal Power
There is a five-step power process that you can use to keep yourself positive and to achieve your goals faster. This five-step process brings together several of the very best techniques ever discovered for permanent mind change. It contains and illustrates all of the key principles that you need to know to become a highly effective, positive "possibility thinker" in your own life.
Imagine Your Perfect Future
Perhaps the biggest obstacle to creating a wonderful life is "self-limiting beliefs." Everyone has them, and some people have so may of them that they are almost paralyzed when it comes to taking action. A self-limiting belief is an idea you have that you are limited in some way, in terms of time, talent, intelligence, money, ability, or opportunity. The way you free yourself from these negative brakes on your potential is to change your thinking about who you are and what is truly possible for you.
Show Me the Money
Start with your income. How much do you want to be earning, one, two, three, and five years from today? Look around you and ask, "Who else is earning the kind of money I want to earn, and what are they doing differently from me?" If you don't know or you aren't sure, go and ask them. Do your homework.
Design Your Perfect Life
Imagine your perfect lifestyle. If you had no limitations at all, how would you like to live, day in and day out? If you were financially independent, what kind of home would you live in? What kind of car would you want to drive? What kind of life would you like to provide for your family? What sort of activities would you like to engage in throughout the week, month, and year?
Turn Your Ideal into Reality
When you sit down and design your ideal lifestyle, you can then compare it to what you are doing today and notice the differences. You can then start thinking about how you could bring your real or current lifestyle closer to your ideal. When you idealize your income and your lifestyle, you develop vision for your life. You begin to practice a key quality of personal leadership. You begin projecting into the future and making plans to turn your future dreams into a current reality.
The Person you Become
Create an ideal future self in terms of your personal and professional development. What kind of person do you want to be in the future? What additional knowledge and skills do you want to acquire? In what areas would you like to become absolutely excellent? What subjects would you like to master? What do you need to learn to move up in your field? What is your growth plan to get from where you are to where you want to go?
Imagine Your Perfect Future
Perhaps the biggest obstacle to creating a wonderful life is "self-limiting beliefs." Everyone has them, and some people have so may of them that they are almost paralyzed when it comes to taking action. A self-limiting belief is an idea you have that you are limited in some way, in terms of time, talent, intelligence, money, ability, or opportunity. The way you free yourself from these negative brakes on your potential is to change your thinking about who you are and what is truly possible for you.
Show Me the Money
Start with your income. How much do you want to be earning, one, two, three, and five years from today? Look around you and ask, "Who else is earning the kind of money I want to earn, and what are they doing differently from me?" If you don't know or you aren't sure, go and ask them. Do your homework.
Design Your Perfect Life
Imagine your perfect lifestyle. If you had no limitations at all, how would you like to live, day in and day out? If you were financially independent, what kind of home would you live in? What kind of car would you want to drive? What kind of life would you like to provide for your family? What sort of activities would you like to engage in throughout the week, month, and year?
Turn Your Ideal into Reality
When you sit down and design your ideal lifestyle, you can then compare it to what you are doing today and notice the differences. You can then start thinking about how you could bring your real or current lifestyle closer to your ideal. When you idealize your income and your lifestyle, you develop vision for your life. You begin to practice a key quality of personal leadership. You begin projecting into the future and making plans to turn your future dreams into a current reality.
The Person you Become
Create an ideal future self in terms of your personal and professional development. What kind of person do you want to be in the future? What additional knowledge and skills do you want to acquire? In what areas would you like to become absolutely excellent? What subjects would you like to master? What do you need to learn to move up in your field? What is your growth plan to get from where you are to where you want to go?
Efficiency Curve
The more you discipline yourself to working non-stop on a single task, the more you move down the "Efficiency Curve." You get more and more high quality work done in less and less time.
Each time you stop working however, you break this cycle and move back up the curve to where every part of the task is more difficult and time consuming.
Self-Discipline Is the Key
Elbert Hubbard defined self-discipline as, "The ability to make yourself do what you should do, when you should do it, whether you feel like it or not."
In the final analysis, success in any area requires tons of discipline. Self-discipline, self-mastery and self-control are the basic building blocks of character and high performance.
The True Test of Willpower
Starting a high-priority task and persisting with that task until it is 100% complete is the true test of your character, your willpower and your resolve.
Persistence is actually self-discipline in action. The good news is that the more you discipline yourself to persist on a major task, the more you like and respect yourself, and the higher is your self-esteem.
And the more you like and respect yourself, the easier it is for you to discipline yourself to persist even more.
Focus Clearly on Your Number One Task
By focusing clearly on your most valuable task and concentrating single-mindedly until it is 100% complete, you actually shape and mold your own character. You become a superior person.
You become a stronger, more competent, confident and happier person. You feel more powerful and productive.
Build Your Self-Confidence
You eventually feel capable of setting and achieving any goal. You become the master of your own destiny. You place yourself on an ascending spiral of personal effectiveness on which your future is absolutely guaranteed.
And the key to all of this is for you to determine the most valuable and important thing you could possibly do at every single moment and then, "Eat That Frog!"
Each time you stop working however, you break this cycle and move back up the curve to where every part of the task is more difficult and time consuming.
Self-Discipline Is the Key
Elbert Hubbard defined self-discipline as, "The ability to make yourself do what you should do, when you should do it, whether you feel like it or not."
In the final analysis, success in any area requires tons of discipline. Self-discipline, self-mastery and self-control are the basic building blocks of character and high performance.
The True Test of Willpower
Starting a high-priority task and persisting with that task until it is 100% complete is the true test of your character, your willpower and your resolve.
Persistence is actually self-discipline in action. The good news is that the more you discipline yourself to persist on a major task, the more you like and respect yourself, and the higher is your self-esteem.
And the more you like and respect yourself, the easier it is for you to discipline yourself to persist even more.
Focus Clearly on Your Number One Task
By focusing clearly on your most valuable task and concentrating single-mindedly until it is 100% complete, you actually shape and mold your own character. You become a superior person.
You become a stronger, more competent, confident and happier person. You feel more powerful and productive.
Build Your Self-Confidence
You eventually feel capable of setting and achieving any goal. You become the master of your own destiny. You place yourself on an ascending spiral of personal effectiveness on which your future is absolutely guaranteed.
And the key to all of this is for you to determine the most valuable and important thing you could possibly do at every single moment and then, "Eat That Frog!"
Plan for The Turbulence
On a flight, when your plane takes off, the pilot tells all the passengers to stay in their seats with their seatbelts buckled. In many cases, the pilot will say, “We expect a certain amount of turbulence for the first part of the flight, so please stay buckled up.” When you start any new business or job, you will experience turbulence as well.
Control Your Responses
Strong people expect to experience problems on their journey toward their goals and destinations. Weak people are surprised and dismayed when things don't work out the way they had expected. They become angry and lash out. They blame other people for their problems. Often they become depressed or irrational. Your success is largely determined by your ability to respond effectively to problems as they come up. Fortunately, you can learn a number of effective strategies practiced by successful people to deal with problems.
Problems Go with the Territory
First of all, expect to have problems, disappointments, and temporary failures. Don't be shocked, surprised, or angry when they occur. Instead, take a deep breath, relax, and say, “Solving problems is my job; problems are what I do.” Each time you solve a problem, you will become even more capable of solving even greater problems. The major reward you get for solving problems is the opportunity to solve even bigger problems.
Think in Terms of Solutions
Superior people are intensely solution oriented. They think about solutions and what can be done rather than the problems and who is to blame. They are future oriented and continually think in terms of the actions that they can take immediately to control the damage, minimize the problem, and move ahead. One of the best strategies you can use is to practice mental preparation with regard to problems. Resolve in advance that no matter what happens, you will remain calm and relaxed.
Ask Questions
When you deal with unexpected turbulence in your business or personal life, you can keep yourself calm, clear, and focused by asking questions rather than reacting or overreacting. First of all, get the facts. What exactly is the problem? How did it occur? Sometimes, the solution to the problem is contained within the problem itself. The very act of asking questions keep you calm and in control. Focus on the solution.
Accept Responsibility and Take Charge
Once you have clearly defined the problem (and confirmed that it actually is a problem) and you have thought about the various actions you can take to solve or minimize it, the next step is the either take responsibility for taking action or assign specific responsibility for taking action to someone else. Think always in terms of actions you can take. Just as a pilot facing unexpected turbulence keeps both hands on the wheel and his or her eyes on the gauges, when you experience problems, you must take command of your situation and ensure that you are flying in the right direction.
Control Your Responses
Strong people expect to experience problems on their journey toward their goals and destinations. Weak people are surprised and dismayed when things don't work out the way they had expected. They become angry and lash out. They blame other people for their problems. Often they become depressed or irrational. Your success is largely determined by your ability to respond effectively to problems as they come up. Fortunately, you can learn a number of effective strategies practiced by successful people to deal with problems.
Problems Go with the Territory
First of all, expect to have problems, disappointments, and temporary failures. Don't be shocked, surprised, or angry when they occur. Instead, take a deep breath, relax, and say, “Solving problems is my job; problems are what I do.” Each time you solve a problem, you will become even more capable of solving even greater problems. The major reward you get for solving problems is the opportunity to solve even bigger problems.
Think in Terms of Solutions
Superior people are intensely solution oriented. They think about solutions and what can be done rather than the problems and who is to blame. They are future oriented and continually think in terms of the actions that they can take immediately to control the damage, minimize the problem, and move ahead. One of the best strategies you can use is to practice mental preparation with regard to problems. Resolve in advance that no matter what happens, you will remain calm and relaxed.
Ask Questions
When you deal with unexpected turbulence in your business or personal life, you can keep yourself calm, clear, and focused by asking questions rather than reacting or overreacting. First of all, get the facts. What exactly is the problem? How did it occur? Sometimes, the solution to the problem is contained within the problem itself. The very act of asking questions keep you calm and in control. Focus on the solution.
Accept Responsibility and Take Charge
Once you have clearly defined the problem (and confirmed that it actually is a problem) and you have thought about the various actions you can take to solve or minimize it, the next step is the either take responsibility for taking action or assign specific responsibility for taking action to someone else. Think always in terms of actions you can take. Just as a pilot facing unexpected turbulence keeps both hands on the wheel and his or her eyes on the gauges, when you experience problems, you must take command of your situation and ensure that you are flying in the right direction.
Three Factors of Time
Organize Your Life Around Your Family, Your Career and Your Personal Goals
You need to stand back on a regular basis and analyze yourself, your life and your time usage. You need to become a master of your time rather than a slave to continuing time pressures.
Your Most Precious Resource
Time is your most precious resource. It is the most valuable thing you have. It is perishable, it is irreplaceable, and it cannot be saved. It can only be reallocated from activities of lower value to activities of higher value. All work requires time. And time is absolutely essential for the important relationships in your life. The very act of taking a moment to think about your time before you spend it will begin to improve your personal time management immediately.
The Starting Point
Personal time management begins with you. It begins with your thinking through what is really important to you in life. And it only makes sense if you organize it around specific things that you want to accomplish. You need to set goals in three major areas of your life. First, you need family and personal goals. These are the real reasons why you get up in the morning, why you work hard and upgrade your skills, why you worry about money and sometimes feel frustrated by the demands on your time.
Decide Upon Your Goals
What are your personal and family goals, both tangible and intangible? A tangible family goal could be a bigger house, a better car, a larger television set, a vacation, or anything else that costs money. An intangible goal would be to build a higher quality relationship with your spouse and children, to spend more time with your family going for walks or reading books. Achieving these family and personal goals are the real essence of time management, and its major purpose.
How to Achieve Your Goals
The second area of goals is your business and career goals. These are the "how" goals, the means by which you achieve your personal, "why" goals. How can you achieve the level of income that will enable you to fulfill your family goals? How can you develop the skills and abilities to stay ahead of the curve in your career? Business and career goals are absolutely essential, especially when balanced with family and personal goals.
Personal Development Goals
The third type of goals is your personal development goals. Remember, you can't achieve much more on the outside than what you have achieved and become on the inside. Your outer life will be a reflection of your inner life. If you wish to achieve worthwhile things in your personal and your career life, you must become a worthwhile person in your own self-development. You must build yourself if you want to build your life. Perhaps the greatest secret of success is that you can become anything you really want to become to achieve any goal that you really want to achieve. But in order to do it, you must go to work on yourself and never stop.
You need to stand back on a regular basis and analyze yourself, your life and your time usage. You need to become a master of your time rather than a slave to continuing time pressures.
Your Most Precious Resource
Time is your most precious resource. It is the most valuable thing you have. It is perishable, it is irreplaceable, and it cannot be saved. It can only be reallocated from activities of lower value to activities of higher value. All work requires time. And time is absolutely essential for the important relationships in your life. The very act of taking a moment to think about your time before you spend it will begin to improve your personal time management immediately.
The Starting Point
Personal time management begins with you. It begins with your thinking through what is really important to you in life. And it only makes sense if you organize it around specific things that you want to accomplish. You need to set goals in three major areas of your life. First, you need family and personal goals. These are the real reasons why you get up in the morning, why you work hard and upgrade your skills, why you worry about money and sometimes feel frustrated by the demands on your time.
Decide Upon Your Goals
What are your personal and family goals, both tangible and intangible? A tangible family goal could be a bigger house, a better car, a larger television set, a vacation, or anything else that costs money. An intangible goal would be to build a higher quality relationship with your spouse and children, to spend more time with your family going for walks or reading books. Achieving these family and personal goals are the real essence of time management, and its major purpose.
How to Achieve Your Goals
The second area of goals is your business and career goals. These are the "how" goals, the means by which you achieve your personal, "why" goals. How can you achieve the level of income that will enable you to fulfill your family goals? How can you develop the skills and abilities to stay ahead of the curve in your career? Business and career goals are absolutely essential, especially when balanced with family and personal goals.
Personal Development Goals
The third type of goals is your personal development goals. Remember, you can't achieve much more on the outside than what you have achieved and become on the inside. Your outer life will be a reflection of your inner life. If you wish to achieve worthwhile things in your personal and your career life, you must become a worthwhile person in your own self-development. You must build yourself if you want to build your life. Perhaps the greatest secret of success is that you can become anything you really want to become to achieve any goal that you really want to achieve. But in order to do it, you must go to work on yourself and never stop.
How To Earn Ten Times As Much
Here's an exercise for you; imagine that it's possible for you to earn ten times your current annual wage. If you're earning $25,000, imagine for a moment that it's possible for you to earn $250,000, a 1000% increase.
Don't Sell Yourself Short
The first reaction of most people to that exercise is to smile briefly and then to begin thinking about why it isn't possible. One man said to me, "If you knew how many years it's taken for me to get to what I'm earning today you wouldn't be suggesting that I could earn ten times as much."
Never A Good Excuse
Mark Twain once wrote that there are a thousand excuses for every failure but never a good reason. The tragedy of the average American is that whereas his or her main preoccupation seems to be money, or the lack thereof, the average person has the inherent potential to earn far more than he or she is doing currently.
Is the manager earning $250,000 per year ten times as smart as the manager earning $25,000? 10 times as experienced? Does he or she work 10 times harder? Of course not. None of these are physically or mentally possible, but there are people in every business earning many times more than others with the same average age, experience and intelligence.
The Results Are In
In fact, a few years ago in New York, a thousand men and women were selected at random and tested for I.Q. Between the one having the highest I.Q. in this sample and the one with the lowest, there was a difference of only 2 1/2 times. But between the person earning the most, who by the way, was not the one with the highest I.Q. and the one earning the least, who was not the one with the lowest I.Q., there was a difference of 100X in income.
Don't Sell Yourself Short
The first reaction of most people to that exercise is to smile briefly and then to begin thinking about why it isn't possible. One man said to me, "If you knew how many years it's taken for me to get to what I'm earning today you wouldn't be suggesting that I could earn ten times as much."
Never A Good Excuse
Mark Twain once wrote that there are a thousand excuses for every failure but never a good reason. The tragedy of the average American is that whereas his or her main preoccupation seems to be money, or the lack thereof, the average person has the inherent potential to earn far more than he or she is doing currently.
Is the manager earning $250,000 per year ten times as smart as the manager earning $25,000? 10 times as experienced? Does he or she work 10 times harder? Of course not. None of these are physically or mentally possible, but there are people in every business earning many times more than others with the same average age, experience and intelligence.
The Results Are In
In fact, a few years ago in New York, a thousand men and women were selected at random and tested for I.Q. Between the one having the highest I.Q. in this sample and the one with the lowest, there was a difference of only 2 1/2 times. But between the person earning the most, who by the way, was not the one with the highest I.Q. and the one earning the least, who was not the one with the lowest I.Q., there was a difference of 100X in income.
Thursday 21 April 2011
The ABCDE Method of Setting Priorities
Efficiency is doing things right. Effectiveness is doing the right things. Your ability to plan and organize your work, in advance, so you are always working on your highest value tasks determines your success as much as any other factor.
The ABCDE Method for Priorities
The process of setting short-term priorities begins with a pad of paper and a pen. Whenever you feel overwhelmed by too many things to do and too little time in which to do them, sit down, take a deep breath, and list all those tasks you need to accomplish. Although there is never enough time to do everything, there is always enough time to do the most important things, and to stay with them until they are done right.
Setting Better Priorities
The best method for setting priorities on your list, once you have determined your major goals or objectives, is the A-B-C-D-E method. You place one of those letters in the margin before each of the tasks on your list before you begin.
"A" stands for "very important;" something you must do. There can be serious negative consequences if you don't do it.
"B" stands for "important;" something you should do. This is not as important as your 'A' tasks. There are only minor negative consequences if it is not completed.
"C" stands for things that are "nice to do;" but which are not as important as 'A' or 'B,' tasks. There are no negative consequences for not completing it.
"D" stands for "delegate." You can assign this task to someone else who can do the job instead of you.
"E" stands for "eliminate, whenever possible." You should eliminate every single activity you possibly can, to free up your time.
When you use the A-B-C-D-E method, you can very easily sort out what is important and unimportant. This then will focus your time and attention on those items on your list that are most essential for you to do.
Just Say No
Once you can clearly determine the one or two things that you should be doing, above all others, just say no to all diversions and distractions and focus single-mindedly on accomplishing those priorities.
Much stress that you experience in your work life comes from working on low-priority tasks. The amazing discovery is that as soon as you start working on your highest-value activity, all your stress disappears. You feel a continuous stream of energy and enthusiasm. As you work toward the completion of something that is really important, you feel an increased sense of personal value and inner satisfaction. You experience a sensation of self-mastery and self-control. You feel calm, confident and capable.
The ABCDE Method for Priorities
The process of setting short-term priorities begins with a pad of paper and a pen. Whenever you feel overwhelmed by too many things to do and too little time in which to do them, sit down, take a deep breath, and list all those tasks you need to accomplish. Although there is never enough time to do everything, there is always enough time to do the most important things, and to stay with them until they are done right.
Setting Better Priorities
The best method for setting priorities on your list, once you have determined your major goals or objectives, is the A-B-C-D-E method. You place one of those letters in the margin before each of the tasks on your list before you begin.
"A" stands for "very important;" something you must do. There can be serious negative consequences if you don't do it.
"B" stands for "important;" something you should do. This is not as important as your 'A' tasks. There are only minor negative consequences if it is not completed.
"C" stands for things that are "nice to do;" but which are not as important as 'A' or 'B,' tasks. There are no negative consequences for not completing it.
"D" stands for "delegate." You can assign this task to someone else who can do the job instead of you.
"E" stands for "eliminate, whenever possible." You should eliminate every single activity you possibly can, to free up your time.
When you use the A-B-C-D-E method, you can very easily sort out what is important and unimportant. This then will focus your time and attention on those items on your list that are most essential for you to do.
Just Say No
Once you can clearly determine the one or two things that you should be doing, above all others, just say no to all diversions and distractions and focus single-mindedly on accomplishing those priorities.
Much stress that you experience in your work life comes from working on low-priority tasks. The amazing discovery is that as soon as you start working on your highest-value activity, all your stress disappears. You feel a continuous stream of energy and enthusiasm. As you work toward the completion of something that is really important, you feel an increased sense of personal value and inner satisfaction. You experience a sensation of self-mastery and self-control. You feel calm, confident and capable.
Eliminate Time Wasters in Selling
The first major time waster in selling is procrastination and delay. This occurs when you find every conceivable reason to put off getting there with people who can and will buy from you. Everyone procrastinates. There is always too much to do and too little time. The difference between successes and failures is determined by people's choices about what they put off. Losers put off the important things that could make a difference in their lives. Winners put off low-value tasks and activities.
Stop Wasting Time
According to Robert Half International, half of all working time, in all fields, is wasted. Most of this wasted time is taken up with coffee breaks, phone calls, and personal business, or other useless activities that make no contribution to your work.
Resolve to Overcome Procrastination
The best way to overcome procrastination is to plan each day in advance, set priorities on your activities, and then make your first sales call as early as you possibly can. Get up and get going. When you launch quickly into a workday, doing something important as early as possible, you will work at a higher level of effectiveness all day long.
The Incomplete Sales Call
Another major time waster is the incomplete sales call, requiring a callback. This occurs when you have not thoroughly prepared your presentation or taken all the materials you need for your sales call. When you are with the customer, you find you're missing the correct order forms, or other materials needed to close the sale. You then have to make arrangements to go back and see the prospect a second time, something that often does not happen.
Inaccuracies and Deficiencies
You waste a lot of time in selling when you find yourself with a prospect, but without all the information needed to make an intelligent presentation. You may have the wrong facts, the wrong figures, or the wrong specifications. You have misunderstood what the prospect said she wanted and made a proposal that does not solve the prospect's problem or satisfy her need.
Lack of Product Knowledge
This weakness can cost you hours of hard work. It boils down to ignorance of the product or service you are selling. This is invariably caused by laziness on the part of the salesperson. Fortunately it can be very easily overcome with time and study.
Poor Preparation
Thorough preparation separates the sheep from the goats among sales professionals. The top salesperson takes the time to diligently study every detail of her product or service. She reviews and then reviews again. She takes notes. She decides in advance that no one will ever ask her a question that she cannot answer intelligently and completely.
Unconfirmed Appointments
Here's a common scenario. A salesperson sets off across town to see a prospect for an appointment. It was arranged in advance, so everything should go as planned, right? But when the salesperson arrives, the prospect has been called out of town, is in a meeting, or cannot see him for some reason. As a result, he has wasted the entire trip, including the time it now takes him to get back to the office. Sometimes a salesperson can lose half a day because he did not reconfirm an appointment.
Stop Wasting Time
According to Robert Half International, half of all working time, in all fields, is wasted. Most of this wasted time is taken up with coffee breaks, phone calls, and personal business, or other useless activities that make no contribution to your work.
Resolve to Overcome Procrastination
The best way to overcome procrastination is to plan each day in advance, set priorities on your activities, and then make your first sales call as early as you possibly can. Get up and get going. When you launch quickly into a workday, doing something important as early as possible, you will work at a higher level of effectiveness all day long.
The Incomplete Sales Call
Another major time waster is the incomplete sales call, requiring a callback. This occurs when you have not thoroughly prepared your presentation or taken all the materials you need for your sales call. When you are with the customer, you find you're missing the correct order forms, or other materials needed to close the sale. You then have to make arrangements to go back and see the prospect a second time, something that often does not happen.
Inaccuracies and Deficiencies
You waste a lot of time in selling when you find yourself with a prospect, but without all the information needed to make an intelligent presentation. You may have the wrong facts, the wrong figures, or the wrong specifications. You have misunderstood what the prospect said she wanted and made a proposal that does not solve the prospect's problem or satisfy her need.
Lack of Product Knowledge
This weakness can cost you hours of hard work. It boils down to ignorance of the product or service you are selling. This is invariably caused by laziness on the part of the salesperson. Fortunately it can be very easily overcome with time and study.
Poor Preparation
Thorough preparation separates the sheep from the goats among sales professionals. The top salesperson takes the time to diligently study every detail of her product or service. She reviews and then reviews again. She takes notes. She decides in advance that no one will ever ask her a question that she cannot answer intelligently and completely.
Unconfirmed Appointments
Here's a common scenario. A salesperson sets off across town to see a prospect for an appointment. It was arranged in advance, so everything should go as planned, right? But when the salesperson arrives, the prospect has been called out of town, is in a meeting, or cannot see him for some reason. As a result, he has wasted the entire trip, including the time it now takes him to get back to the office. Sometimes a salesperson can lose half a day because he did not reconfirm an appointment.
The Law of Persuasion
The purpose of the selling process is to convince customers that they will be better off with the product or service than they would be with the money necessary to buy the product. When you make sales presentations, you are asking customers to engage in a trade.
You are telling customers that if they give you their money, you will give them a product or service in return that will be of greater value to them than the money they pay. In addition, it will be of greater value than anything else that they could buy with the same amount of money at the same time.
Satisfied Needs
The customer always acts to satisfy the greatest number of unmet needs, in the very best way, at the lowest possible price. A major part of your job is to demonstrate that customers will get more of what they want, faster, by purchasing your product or service than they would get if they bought something else.
Credibility
Proof that the other people similar to the customer have purchased the product builds credibility, lowers resistance, and increases sales. Every bit of information that you can present showing that other people, similar to the customer, have already wrestled with this buying decision, have decided to purchase, and have been happy as a result, moves you closer to making the sale.
One of the most powerful of all persuasion techniques in our society is called "social proof." We are all influenced by what others have done or are doing. We are much more open to buying a product or service when we know that other people like us have already bought it and are happy with it.
Testimonials
Testimonials of any kind increase desirability and lower price resistance to a product or service. Testimonial letters or photographs of happy customers using and enjoying your product or service, or lists of satisfied customers, are powerful influence factors in persuading a person to buy. You should persistently solicit testimonials from your customers.
Acquire them from every source possible and every way you possibly can. Testimonials can make your sales work much easier. You will find that almost all top salespeople use testimonials that praise and support the product or services they are selling and that are relevant to the customer they are selling to.
You are telling customers that if they give you their money, you will give them a product or service in return that will be of greater value to them than the money they pay. In addition, it will be of greater value than anything else that they could buy with the same amount of money at the same time.
Satisfied Needs
The customer always acts to satisfy the greatest number of unmet needs, in the very best way, at the lowest possible price. A major part of your job is to demonstrate that customers will get more of what they want, faster, by purchasing your product or service than they would get if they bought something else.
Credibility
Proof that the other people similar to the customer have purchased the product builds credibility, lowers resistance, and increases sales. Every bit of information that you can present showing that other people, similar to the customer, have already wrestled with this buying decision, have decided to purchase, and have been happy as a result, moves you closer to making the sale.
One of the most powerful of all persuasion techniques in our society is called "social proof." We are all influenced by what others have done or are doing. We are much more open to buying a product or service when we know that other people like us have already bought it and are happy with it.
Testimonials
Testimonials of any kind increase desirability and lower price resistance to a product or service. Testimonial letters or photographs of happy customers using and enjoying your product or service, or lists of satisfied customers, are powerful influence factors in persuading a person to buy. You should persistently solicit testimonials from your customers.
Acquire them from every source possible and every way you possibly can. Testimonials can make your sales work much easier. You will find that almost all top salespeople use testimonials that praise and support the product or services they are selling and that are relevant to the customer they are selling to.
An Accumulation of Riches
Little Things Mean A Lot
One of the greatest success principles of all is called the Law of Accumulation. This law says that everything great and worthwhile in human life is an accumulation of hundreds and sometimes thousands of tiny efforts and sacrifices that nobody ever sees or appreciates. It says that everything accumulates over time. That you have to put in many, many, many tiny efforts that nobody sees or appreciates before you achieve anything worthwhile. It's like a snowball. A snowball starts very small, but it grows as it adds millions and millions of tiny snowflakes and continues to grow as it gathers momentum.
Learn What You Need to Learn
There are three areas where the law of accumulation is important. The first is in the area of knowledge. Your body of knowledge is a result of hundreds, perhaps thousands, of small pieces of information.
Any person with a large knowledge base has spent thousands of hours building that knowledge base one piece at a time. And what you see when you meet the individual is an expert in his or her field, with that high level of knowledge that makes him very valuable in the marketplace.
Save Your Money
The second area where the Law of accumulation works is with regard to money. Every large fortune is an accumulation of hundreds and thousands of small amounts of money, and the place to start is to take any amount of money that you can right now and begin to save it. When you begin to save money, it sets up a force field of energy and it triggers the law of attraction. As a result you begin to attract to you even more bits of money to add to your savings.
Attract Riches Into Your Life
I've spoken to many, many successful people and they've told me the same story. That as soon as you start to put savings aside, it starts to attract into your life and into your work all the money that you need to achieve your goals. The reason why most people retire poor is they never put the initial savings aside to start with.
Get the Experience You Need
The third area where the law of accumulation applies is in the area of experience. You'll find that successful people in any field are those who have far more experience in that field than the average. And there is nothing that replaces experience. Whether it's in business or entrepreneurship or management or parenting or selling or anything else. Many people do not take the risks that are necessary to move out of their comfort zone because they're afraid it won't work out.
Everything Counts
But the fact is that until you move out of the comfort zone and get the experience from making the mistakes, it's not possible for you to grow and become capable of earning the kind of money that you desire. Now here's the key to the law of accumulation. It says that everything counts. Everything that you do counts. The biggest mistake that people make is they think that only what they want to count, counts. When you read a book, when you listen to an audio program, when you go to a course, when you go to bed early and you get up early and you work, it all counts. And it's all going on the plus side of your ledger.
Use Your Time Well
But when you watch television, waste time, hang out, fool around and so on, all of that counts, as well, and it's going on the negative side. A person who has a great life, by the law of accumulation, is a person who's accumulated far more credits on the credit side than debits on the debit side. And here's an important point. If what you are doing is not moving you toward your goals, then it's moving you away from your goals. Nothing is neutral. Everything that you're doing is either moving you toward the things that you want to accomplish in life, the person you want to be, the wealth you want to accumulate, or it's moving you away. Everything counts. The law of accumulation says that everything counts.
One of the greatest success principles of all is called the Law of Accumulation. This law says that everything great and worthwhile in human life is an accumulation of hundreds and sometimes thousands of tiny efforts and sacrifices that nobody ever sees or appreciates. It says that everything accumulates over time. That you have to put in many, many, many tiny efforts that nobody sees or appreciates before you achieve anything worthwhile. It's like a snowball. A snowball starts very small, but it grows as it adds millions and millions of tiny snowflakes and continues to grow as it gathers momentum.
Learn What You Need to Learn
There are three areas where the law of accumulation is important. The first is in the area of knowledge. Your body of knowledge is a result of hundreds, perhaps thousands, of small pieces of information.
Any person with a large knowledge base has spent thousands of hours building that knowledge base one piece at a time. And what you see when you meet the individual is an expert in his or her field, with that high level of knowledge that makes him very valuable in the marketplace.
Save Your Money
The second area where the Law of accumulation works is with regard to money. Every large fortune is an accumulation of hundreds and thousands of small amounts of money, and the place to start is to take any amount of money that you can right now and begin to save it. When you begin to save money, it sets up a force field of energy and it triggers the law of attraction. As a result you begin to attract to you even more bits of money to add to your savings.
Attract Riches Into Your Life
I've spoken to many, many successful people and they've told me the same story. That as soon as you start to put savings aside, it starts to attract into your life and into your work all the money that you need to achieve your goals. The reason why most people retire poor is they never put the initial savings aside to start with.
Get the Experience You Need
The third area where the law of accumulation applies is in the area of experience. You'll find that successful people in any field are those who have far more experience in that field than the average. And there is nothing that replaces experience. Whether it's in business or entrepreneurship or management or parenting or selling or anything else. Many people do not take the risks that are necessary to move out of their comfort zone because they're afraid it won't work out.
Everything Counts
But the fact is that until you move out of the comfort zone and get the experience from making the mistakes, it's not possible for you to grow and become capable of earning the kind of money that you desire. Now here's the key to the law of accumulation. It says that everything counts. Everything that you do counts. The biggest mistake that people make is they think that only what they want to count, counts. When you read a book, when you listen to an audio program, when you go to a course, when you go to bed early and you get up early and you work, it all counts. And it's all going on the plus side of your ledger.
Use Your Time Well
But when you watch television, waste time, hang out, fool around and so on, all of that counts, as well, and it's going on the negative side. A person who has a great life, by the law of accumulation, is a person who's accumulated far more credits on the credit side than debits on the debit side. And here's an important point. If what you are doing is not moving you toward your goals, then it's moving you away from your goals. Nothing is neutral. Everything that you're doing is either moving you toward the things that you want to accomplish in life, the person you want to be, the wealth you want to accumulate, or it's moving you away. Everything counts. The law of accumulation says that everything counts.
Wednesday 20 April 2011
Why Your Sales Are Down
With the shift in the economy that’s happened over the past few years–the reduction of lending capital, the unrest in the Mideast, the Tsunami in Japan–it’s no wonder your prospects are worried, just like you. In the past, closing the sale was relatively easy, but now your prospects are more concerned than ever about making every penny count.
Your sales are down simply because your prospects are coming up with more objections than before.
What can you do to eliminate these obstacles to sales and ramp up your revenue this year?
1. Stay Focused
While a lot has changed over the past few years, it doesn’t mean you need to compromise or give up on reaching your sales goals. The truth is, there are still plenty of buyers out there and you can still reach your goals–but to do so, you need to stay focused on both your goals and the one approach that works to sell in this economy.
2. Help Your Clients Sell Themselves
When I first started out in sales, I didn’t know how to get past common objections that were killing my sales. And when I encountered them, my tendency was to go into overdrive to try and convince prospects of the value of my products and services.
The result? The harder I tried to sell my prospects, the more resistance I encountered.
Replace Push Strategies with Pull
Trying to convince a prospect to buy is like trying to push a boulder up a hill with an increasing incline. The harder and longer you push, the more resistance you’ll encounter. And the same is true with your prospects.
What can you do to eliminate their resistance and get more sales? Use a pull strategy.
Pull your clients to the sale by getting them to do the selling for you. Once you put this simple technique into practice, you and your staff will close many more sales. This is the approach I discovered that saved my career and made me successful. It can do the same for you too!
I recently reviewed Charlie Cook's Guide to Eliminating Obstacles to Sales and I'd recommend it whether you're just getting started or have been in business for decades. You'll close many more sales and make more money, especially in this economy.
What's the key to increasing your sales by having your prospect do the selling instead of you?
It's the ability to close more sales by pre-selling your prospects.
Prospects like these arrive 'pre-sold' and ready to buy from you. Getting them to close the deal becomes a foregone conclusion when you use this amazing selling technique.
The result? You'll close many more sales with a lot less effort.
You'll discover how to structure your sales process, establish your credibility and clarify the value you provide—so your prospects "pre-sell" themselves.
That's what Charlie will show you when you learn the secret to pre-selling your prospects so you can grow your business.
What's the secret to closing 100-300% more sales?
Start by removing the obstacles and hidden barriers to buying using these proven strategies. When you do you'll close more sales and make more money with less effort.
I've persuaded Charlie to offer the first 99 copies of this profit-generating system for just $2.95, plus shipping, so you can review it for 30 days and put it to the test. Typically these get grabbed the first day, so be sure grab your copy today!
Your sales are down simply because your prospects are coming up with more objections than before.
What can you do to eliminate these obstacles to sales and ramp up your revenue this year?
1. Stay Focused
While a lot has changed over the past few years, it doesn’t mean you need to compromise or give up on reaching your sales goals. The truth is, there are still plenty of buyers out there and you can still reach your goals–but to do so, you need to stay focused on both your goals and the one approach that works to sell in this economy.
2. Help Your Clients Sell Themselves
When I first started out in sales, I didn’t know how to get past common objections that were killing my sales. And when I encountered them, my tendency was to go into overdrive to try and convince prospects of the value of my products and services.
The result? The harder I tried to sell my prospects, the more resistance I encountered.
Replace Push Strategies with Pull
Trying to convince a prospect to buy is like trying to push a boulder up a hill with an increasing incline. The harder and longer you push, the more resistance you’ll encounter. And the same is true with your prospects.
What can you do to eliminate their resistance and get more sales? Use a pull strategy.
Pull your clients to the sale by getting them to do the selling for you. Once you put this simple technique into practice, you and your staff will close many more sales. This is the approach I discovered that saved my career and made me successful. It can do the same for you too!
I recently reviewed Charlie Cook's Guide to Eliminating Obstacles to Sales and I'd recommend it whether you're just getting started or have been in business for decades. You'll close many more sales and make more money, especially in this economy.
What's the key to increasing your sales by having your prospect do the selling instead of you?
It's the ability to close more sales by pre-selling your prospects.
Prospects like these arrive 'pre-sold' and ready to buy from you. Getting them to close the deal becomes a foregone conclusion when you use this amazing selling technique.
The result? You'll close many more sales with a lot less effort.
You'll discover how to structure your sales process, establish your credibility and clarify the value you provide—so your prospects "pre-sell" themselves.
That's what Charlie will show you when you learn the secret to pre-selling your prospects so you can grow your business.
What's the secret to closing 100-300% more sales?
Start by removing the obstacles and hidden barriers to buying using these proven strategies. When you do you'll close more sales and make more money with less effort.
I've persuaded Charlie to offer the first 99 copies of this profit-generating system for just $2.95, plus shipping, so you can review it for 30 days and put it to the test. Typically these get grabbed the first day, so be sure grab your copy today!
4 Factors of Risk in Selling
The Critical Factor: Risk
The critical factor in selling today is risk. Because of the continuous change, rapid obsolescence, and an uncertain economy, the risk of buying the wrong product or service has become greater than ever before.
One of our powerful needs is for security, and any buying decision that represents uncertainty triggers the feeling of risk that threatens that security.
There are four main factors that contribute to the perception of risk in the mind and hear of the customer.
Risk Factor 1: Size of the Sale
The first factor that contributes to risk is the size of the sale. The larger the scale, the more money involved, the greater the risk.
If a person is buying a package of Lifesavers, the risk of satisfaction or dissatisfaction is insignificant. But if a person is buying a computer system for their company, the risk factor is magnified by hundreds of thousands of times.
Whenever you are selling a product that has a high price on it, you must be aware that risk enters into the buyer's calculations immediately.
Risk Factor 2: Number of People Affected
The second factor contributing to the perception of risk is the number of people who will be affected by the buying decision. Almost every complex buying decision involves several people.
There are people who must use the product or service. There are people who must pay for the product or service. There are people who are dependent of the results expected from the product or service. If a person is extremely sensitive to the opinions of others, this factor alone can cause him or her to put off a buying decision.
Risk Factor 3: Length of Life of the Product
The third factor contributing to the perception of risk is the length of life of the product. A product or service that, once installed, is meant to last for several years, generates the feeling of risk. The customer panics and thinks, "What if it doesn't work and I'm stuck with it?"
Risk Factor 4: Unfamiliarity
The fourth major risk factor is the customer's unfamiliarity with you, your company, and your product or service. A first-time buyer, one who has not bought the product or service before, or who has not bought it from you, is often nervous and requires a lot of hand-holding.
Anything new or different makes the average customer tense and uneasy. This is why a new product or service, or a new business relationship with your company, has to be presented as a natural extension of what the customer is already doing.
Overcoming Risk
In every case, you must overcome the customer's fear of risk if you are going to make the sale. Everything you do, from the first contact, through closing, the delivery and installation of the product or service, and the follow-up to the sale, must be done with the customer's perception of risk uppermost in your thinking.
Successful sales people are those who position their products or services as the lowest-risk product or service available to satisfy the particular need or achieve the particular goal of the customer.
Low-Risk vs. Low-Price
Your job is to be the low-risk provider, not necessarily the low-price vendor. Your job is to demonstrate clearly that your product or service represents the safest and most secure purchase decision rather than merely being the least expensive or highest quality.
The critical factor in selling today is risk. Because of the continuous change, rapid obsolescence, and an uncertain economy, the risk of buying the wrong product or service has become greater than ever before.
One of our powerful needs is for security, and any buying decision that represents uncertainty triggers the feeling of risk that threatens that security.
There are four main factors that contribute to the perception of risk in the mind and hear of the customer.
Risk Factor 1: Size of the Sale
The first factor that contributes to risk is the size of the sale. The larger the scale, the more money involved, the greater the risk.
If a person is buying a package of Lifesavers, the risk of satisfaction or dissatisfaction is insignificant. But if a person is buying a computer system for their company, the risk factor is magnified by hundreds of thousands of times.
Whenever you are selling a product that has a high price on it, you must be aware that risk enters into the buyer's calculations immediately.
Risk Factor 2: Number of People Affected
The second factor contributing to the perception of risk is the number of people who will be affected by the buying decision. Almost every complex buying decision involves several people.
There are people who must use the product or service. There are people who must pay for the product or service. There are people who are dependent of the results expected from the product or service. If a person is extremely sensitive to the opinions of others, this factor alone can cause him or her to put off a buying decision.
Risk Factor 3: Length of Life of the Product
The third factor contributing to the perception of risk is the length of life of the product. A product or service that, once installed, is meant to last for several years, generates the feeling of risk. The customer panics and thinks, "What if it doesn't work and I'm stuck with it?"
Risk Factor 4: Unfamiliarity
The fourth major risk factor is the customer's unfamiliarity with you, your company, and your product or service. A first-time buyer, one who has not bought the product or service before, or who has not bought it from you, is often nervous and requires a lot of hand-holding.
Anything new or different makes the average customer tense and uneasy. This is why a new product or service, or a new business relationship with your company, has to be presented as a natural extension of what the customer is already doing.
Overcoming Risk
In every case, you must overcome the customer's fear of risk if you are going to make the sale. Everything you do, from the first contact, through closing, the delivery and installation of the product or service, and the follow-up to the sale, must be done with the customer's perception of risk uppermost in your thinking.
Successful sales people are those who position their products or services as the lowest-risk product or service available to satisfy the particular need or achieve the particular goal of the customer.
Low-Risk vs. Low-Price
Your job is to be the low-risk provider, not necessarily the low-price vendor. Your job is to demonstrate clearly that your product or service represents the safest and most secure purchase decision rather than merely being the least expensive or highest quality.
KNOWLEDGE IS POWER
KNOWLEDGE IS POWER, IF YOU SEEK AFTER KNOWLEDGE YOU WILL ALONG SIDE HAVE POWER, BUT IF YOU SEEK AFTER POWER YOU MAY END UP WITH NOTHING, WHAT DO YOU SEEK AFTER?
Friday 15 April 2011
Knowledge Is Power
Knowledge is power is a general statement that not many really knows what it entails. The meaning is more that just the literal .Its like when you say "the pen is mightier than the gun"Ordinarily,how is it possible for the pen that a child could destroy in seconds be mightier than the gun? There is more to semantic meaning than just the phrase.Knowledge is a tool that can cause liberation a radical change in people ,communities, family set-up etc.If you say that knowledge is expensive, then try ignorance. One would have paid more than hundreds of thousands than would have paid to get knowledge.Lets go for knowledge.
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