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Digg it UP - 7 Steps to Increasing Your Sales Power - Part 1
Whatever happened to the days where getting a job meant mailing a resume to a few dozen different places and waiting to be called in for an interview? Once you got your foot in the door, all that was left to do was impress someone sufficiently enough to get a job offer. Pretty simple stuff, relatively speaking. A little paperwork, a little talk — and maybe a job after that.Today's recruitment strategies are changing though, particularly when it comes to higher-level jobs. Employers now use a variety of additional assessment tools to ensure they make smart hires that stick around. With a shrinking workforce to choose from, on top of
Now, hold your head up and move forward. You are emotionally clean and ready to meet your prospect! You will know you have eliminated all fears if you can smile and laugh naturally with your prospect.
Step #3: Create the person you want to be
Objective: Be a polished professional who is inwardly solid instead of outwardly focused on need.
Let's say you are preparing for a sales call. You have all of your papers, literature, samples, and anything else you need organized and ready.
But wait - do you know exactly what you want to say, how you want to say it, and the response you want to receive from the prospect? If you don't, take a few minutes and organize your inner self for success. See yourself as an amazingly successful person. Feel the confidence. See yourself radiating warmth and concern. Picture yourself making the best sales presentation of your life.
<Whether you are just starting a new business or need a cash infusion, the idea of selling an ownership interest will come to mind at some point. The question is whether this is a good idea or not.A business is in many ways the realization of a dream. Instead of working to put money in the pocket of someone else, you are doing it for yourself. Hopefully, you are also starting a business in a field that you find incredibly interesting. As the old saying goes, work in a field you love and you will not feel like you are working. If you can meet this goal, the money will follow sooner or later.As with many things, running a busine
I'm serious. It's right there. An amazing power you can use in sales, your personal life, and professional relationships. It's begging you to recognize and use it.
So maybe you're thinking, "Hey...I'm cool. I've got a handle on this power thing." Maybe you do; maybe you don't. It all depends on your relationship with your mind. Unless you have a stranglehold on your mind, it's probably doing its own thing with little thought for your personal success. Why? Think bureaucrat.
That's exactly what your mind is - a knee-jerk-reacting part of you that is primarily concerned with protecting its own territory. Like any good bureaucrat, it:
- Loves rules
- Tends to say "NO" to almost any suggestion
- Uses fear to intimidate
- Constantly throws up barriers to discourage growth and self-improvement
Step #1: Get out of your mind by dropping your defenses
Objective: Connect to prospects in a natural and healthy way.
The mind can be pretty sneaky. Without consulting you, it will often throw up defense mechanisms and emotions that hinder your growth and success. Outside of a knot in your stomach or tension in your neck, you may not be aware of most of them. However, if you know about some of the little tricks the mind can play, you can do something about them. The following exercise will help you do just that.
Before going to see a prospect or client, summon up your power voice. You know what it is. It is the voice of respect you use when you're done messing around!
Silently or out loud, speak these words: "Mind, I know you are trying to protect me and I appreciate it. But when I walk into Mr. Whatever's office, I want all your defenses immediately lowered. Done! Over with! Removed!"
The mind may ignore you the first few times. After all, it's been in control for so long it's not going to give up its bureaucratic position easily. But that WILL change. You just have to demonstrate in a loving and consistent way that you mean business!
Within a short time, you'll experience a shift inside you. When this happens, you'll discover you are relating to prospects and clients in a way you never did before. At the same time, clients will find it easier to relate to you. It all becomes a very natural process when you get the mind out of the way.
Step #2: Let go of all fear
Objective: Give off a confident, positive vibe. If you have no fear, chances are neither will your prospects!
After doing the above exercise, you'll probably notice a distinct decrease in fear. However, there may still be some fear nibbling around the edges of your emotions. You want to get rid all fear, and the following "out of your mind" exercise will help do just that.
This may seem silly, but man...does it WORK!
Imagine roots growing out of the bottom of your feet and into the ground. It doesn't matter if you're on the top floor of a skyscraper or standing on a sidewalk - see your roots burrowing deep into the ground beneath you.
Now you're grounded and mentally present in THIS moment.
Next see all fears turning into a dark liquid as they leave your mind (which is where they all originate and reside). See the dark fluid flowing down through your roots and into the ground. As your fears leave, you will again feel a shift toward calm and confidence.
Now, hold your head up and move forward. You are emotionally clean and ready to meet your prospect! You will know you have eliminated all fears if you can smile and laugh naturally with your prospect.
Step #3: Create the person you want to be
Objective: Be a polished professional who is inwardly solid instead of outwardly focused on need.
Let's say you are preparing for a sales call. You have all of your papers, literature, samples, and anything else you need organized and ready.
But wait - do you know exactly what you want to say, how you want to say it, and the response you want to receive from the prospect? If you don't, take a few minutes and organize your inner self for success. See yourself as an amazingly successful person. Feel the confidence. See yourself radiating warmth and concern. Picture yourself making the best sales presentation of your life.
Have you looked for marketing advice on the internet recently? There is no shortage of self-proclaimed 'gurus' from which to choose. But what kind of advice are they shilling out? Too often, it's over-the-top hype, blatant commercial ad copy and other tips designed for selling an inexpensive product to the general public.When your target market is other businesses or involves a costly product or long-term service, these methods can be not only ineffective, but also often counter-productive. A more refined, image-conscious approach is required.Professional marketing does not mean old-fashioned, traditional or boring. What
Step #1: Get out of your mind by dropping your defenses
Objective: Connect to prospects in a natural and healthy way.
The mind can be pretty sneaky. Without consulting you, it will often throw up defense mechanisms and emotions that hinder your growth and success. Outside of a knot in your stomach or tension in your neck, you may not be aware of most of them. However, if you know about some of the little tricks the mind can play, you can do something about them. The following exercise will help you do just that.
Before going to see a prospect or client, summon up your power voice. You know what it is. It is the voice of respect you use when you're done messing around!
Silently or out loud, speak these words: "Mind, I know you are trying to protect me and I appreciate it. But when I walk into Mr. Whatever's office, I want all your defenses immediately lowered. Done! Over with! Removed!"
The mind may ignore you the first few times. After all, it's been in control for so long it's not going to give up its bureaucratic position easily. But that WILL change. You just have to demonstrate in a loving and consistent way that you mean business!
Within a short time, you'll experience a shift inside you. When this happens, you'll discover you are relating to prospects and clients in a way you never did before. At the same time, clients will find it easier to relate to you. It all becomes a very natural process when you get the mind out of the way.
Step #2: Let go of all fear
Objective: Give off a confident, positive vibe. If you have no fear, chances are neither will your prospects!
After doing the above exercise, you'll probably notice a distinct decrease in fear. However, there may still be some fear nibbling around the edges of your emotions. You want to get rid all fear, and the following "out of your mind" exercise will help do just that.
This may seem silly, but man...does it WORK!
Imagine roots growing out of the bottom of your feet and into the ground. It doesn't matter if you're on the top floor of a skyscraper or standing on a sidewalk - see your roots burrowing deep into the ground beneath you.
Now you're grounded and mentally present in THIS moment.
Next see all fears turning into a dark liquid as they leave your mind (which is where they all originate and reside). See the dark fluid flowing down through your roots and into the ground. As your fears leave, you will again feel a shift toward calm and confidence.
Now, hold your head up and move forward. You are emotionally clean and ready to meet your prospect! You will know you have eliminated all fears if you can smile and laugh naturally with your prospect.
Step #3: Create the person you want to be
Objective: Be a polished professional who is inwardly solid instead of outwardly focused on need.
Let's say you are preparing for a sales call. You have all of your papers, literature, samples, and anything else you need organized and ready.
But wait - do you know exactly what you want to say, how you want to say it, and the response you want to receive from the prospect? If you don't, take a few minutes and organize your inner self for success. See yourself as an amazingly successful person. Feel the confidence. See yourself radiating warmth and concern. Picture yourself making the best sales presentation of your life.
<The possibilities for corporate event ideas are as wide as the imagination, and the benefits offered by a well-planned event are innumerable. Corporate events may include fun activities to break up the monotony of long meetings, act as icebreakers for team members who don’t know one another well, or unify and rejuvenate a company of any size. With the daily business of work providing little opportunity for social interaction, events you attend as a company should maximize the chance to foster good relationships and offer a break from the usual.Corporate event activities could include any number of team building exercises designed to
Silently or out loud, speak these words: "Mind, I know you are trying to protect me and I appreciate it. But when I walk into Mr. Whatever's office, I want all your defenses immediately lowered. Done! Over with! Removed!"
The mind may ignore you the first few times. After all, it's been in control for so long it's not going to give up its bureaucratic position easily. But that WILL change. You just have to demonstrate in a loving and consistent way that you mean business!
Within a short time, you'll experience a shift inside you. When this happens, you'll discover you are relating to prospects and clients in a way you never did before. At the same time, clients will find it easier to relate to you. It all becomes a very natural process when you get the mind out of the way.
Step #2: Let go of all fear
Objective: Give off a confident, positive vibe. If you have no fear, chances are neither will your prospects!
After doing the above exercise, you'll probably notice a distinct decrease in fear. However, there may still be some fear nibbling around the edges of your emotions. You want to get rid all fear, and the following "out of your mind" exercise will help do just that.
This may seem silly, but man...does it WORK!
Imagine roots growing out of the bottom of your feet and into the ground. It doesn't matter if you're on the top floor of a skyscraper or standing on a sidewalk - see your roots burrowing deep into the ground beneath you.
Now you're grounded and mentally present in THIS moment.
Next see all fears turning into a dark liquid as they leave your mind (which is where they all originate and reside). See the dark fluid flowing down through your roots and into the ground. As your fears leave, you will again feel a shift toward calm and confidence.
Now, hold your head up and move forward. You are emotionally clean and ready to meet your prospect! You will know you have eliminated all fears if you can smile and laugh naturally with your prospect.
Step #3: Create the person you want to be
Objective: Be a polished professional who is inwardly solid instead of outwardly focused on need.
Let's say you are preparing for a sales call. You have all of your papers, literature, samples, and anything else you need organized and ready.
But wait - do you know exactly what you want to say, how you want to say it, and the response you want to receive from the prospect? If you don't, take a few minutes and organize your inner self for success. See yourself as an amazingly successful person. Feel the confidence. See yourself radiating warmth and concern. Picture yourself making the best sales presentation of your life.
<You’re in a conference room. You’re giving a PowerPoint presentation to several of your colleagues...and your boss.On a scale of 1 to 5, how sensual is this experience? And just how important is sensuality in business-related PowerPoint presentations?Believe it or not, live PowerPoint presentations can be sensory, full-bodied experiences. Sadly, many presenters focus primarily on the visual elements of PowerPoint, adding a dizzying display of wild backgrounds, pictures, charts, animations, and bullet points...simply because PowerPoint makes it easy to do so.While focusing solely on visuals may stroke a presenter’s ego,
After doing the above exercise, you'll probably notice a distinct decrease in fear. However, there may still be some fear nibbling around the edges of your emotions. You want to get rid all fear, and the following "out of your mind" exercise will help do just that.
This may seem silly, but man...does it WORK!
Imagine roots growing out of the bottom of your feet and into the ground. It doesn't matter if you're on the top floor of a skyscraper or standing on a sidewalk - see your roots burrowing deep into the ground beneath you.
Now you're grounded and mentally present in THIS moment.
Next see all fears turning into a dark liquid as they leave your mind (which is where they all originate and reside). See the dark fluid flowing down through your roots and into the ground. As your fears leave, you will again feel a shift toward calm and confidence.
Now, hold your head up and move forward. You are emotionally clean and ready to meet your prospect! You will know you have eliminated all fears if you can smile and laugh naturally with your prospect.
Step #3: Create the person you want to be
Objective: Be a polished professional who is inwardly solid instead of outwardly focused on need.
Let's say you are preparing for a sales call. You have all of your papers, literature, samples, and anything else you need organized and ready.
But wait - do you know exactly what you want to say, how you want to say it, and the response you want to receive from the prospect? If you don't, take a few minutes and organize your inner self for success. See yourself as an amazingly successful person. Feel the confidence. See yourself radiating warmth and concern. Picture yourself making the best sales presentation of your life.
<So how on earth can we be expected to stay abreast of the changes in our marketplace. Well the simple answer is:continually adapt to the changes you facelisten to your staffask your customersread magazines / newspapers / blogs / e-newsletterslisten to people in the pub / on the train / in the supermarket / etcBut all that can sometimes simply lead you down the wrong pathway! But then again without all of these sources of information it is near impossible to make an informed decision about where to direct your businesses focus.One thing I learnt about business while running
Now, hold your head up and move forward. You are emotionally clean and ready to meet your prospect! You will know you have eliminated all fears if you can smile and laugh naturally with your prospect.
Step #3: Create the person you want to be
Objective: Be a polished professional who is inwardly solid instead of outwardly focused on need.
Let's say you are preparing for a sales call. You have all of your papers, literature, samples, and anything else you need organized and ready.
But wait - do you know exactly what you want to say, how you want to say it, and the response you want to receive from the prospect? If you don't, take a few minutes and organize your inner self for success. See yourself as an amazingly successful person. Feel the confidence. See yourself radiating warmth and concern. Picture yourself making the best sales presentation of your life.
Forget about the prospect. This is for you! When you step forward, do so without doubts, judgment or concerns. This is the powerful YOU!
Stay tuned for Part 2
In Part 2 of this article, we will address the remaining four steps to increasing your sales power.
Copyright 2007 -- Michelle Rigg
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