In Blair Singer's book The ABC's of Building a Business Team That Wins Singer speaks of three keys that every team needs to aspire to greatness.

They are as follows:


  1. Pressure builds great teams in all arenas.  Embrace it and don't run from it.
  2. Find constructive ways to release stored emotion so that the evolutionary process can proceed - exercise, sports, discussion, whatever works.
  3. Use a code of honor to hold the team together under pressure.  More than ever, if you stick by it in the heat, you will emerge more powerful, with better results and with a sense of incredible pride and accomplishment.
Here is a drill that you can do with your team to help them release stored emotion and bond simultaneously:

Describe moments of high pressure and how they were handled - well or not so well.

How could they have been handled better knowing what you know now?

Make sure that you encourage participation by all and are open to every idea.

 Once you have incorporated the three keys above into an automated system you will be well on your way to massive success.

If you would like to know more about strengthening your team with a code of honor please refer to Singers book The ABC's of Building a Business Team That Wins.


 
The following is an excerpt from Blair Singer's book "Little Voice" Mastery.  Today we are featuring technique # 7 of 21 proven techniques to re-programming the Little Voice in your brain in 30 seconds.

How to Overcome the Fear of Making Mistakes

Adapted from Joseph McClendon III, co-author of Unlimited Power: A Black Choice with Anthony Robbins.

"I'll call this stage fright, because anybody who presents, and anybody in sales, will know that unless you get a little knot in the pit of your stomach before a presentation, you're just not normal. 

I still get it after all these years, and I think everybody does.  But I have an interesting way to deal with this.

Even Barbara Streisand, who would get nauseated from her stage fright, or world-class tennis players who get the butterflies use this method.

It's called celebrating mistakes.  I know it sounds silly, but it's a total reprogramming or rewriting of your brain.

So (when you feel nervous) take both hands, thrust them in the air, and shout, "Yeah!" to celebrate.  It's simple - just put yourself in a quiet place, thrust your arms out, and yell, "Yeah!"

Pretend it's a win and celebrate.  Do it a few times.  I know it sounds a bit Looney Tunes, but if you repeat it enough times - and it only takes about 30 seconds - you're wiring your brain to celebrate whenever you get nervous.

Think about the repercussions of that.  It means that you're learning to love taking risks."

For more on overcoming your fear of making mistakes and the rest of Singer's 21 life changing techniques please refer to his book "Little Voice" Mastery.


 
It is often said that "chance favors the prepared."  This is definitely true of sales.  If you find yourself in a serendipitous sales situation you are better served if you have a system engrained in your mind.  Below are 7 tips that should be an integral part of your sales process.

 
Note:  Before you work on these tricks make sure that you are also strong at objection handling (click here for help with this) and make sure that you have a clear understanding of your desired outcome (i.e. are you trying to make a sale or just book an appointment etc.)

 
Trick #1:  Dress and Present Yourself Well

 
Always dress one level above what your prospect dresses.  You should always look well-groomed and professional when approaching a sale.  Your appearance can project an aura of confidence and success that people will find enticing.

 
Trick #2:  Keep Quiet

 
One of the biggest mistakes sales people make is they talk too much.  Ask a question and then wait.  Listen to your client.  Let them tell you what they are looking for.

 
Trick #3:  Build Rapport

 
When you are talking to somebody, match their tones, words, and feelings.  Show genuine concern for your client and make sure that you communicate that you understand things from their perspective.  Mirror their actions.

 
Trick #4:  Dominate Modality Chart

 
Analyze your client's preferred learning/interaction style.  Are they visual, audio or kinesthetic?  Visual and kinesthetic prospects vastly out number audio prospects.  Spend less time explaining your service or product; show it, let your prospect feel the benefits.

 
Trick #5:  As Is'ing

 
If your client is checking out or you feel like they are withholding valuable information don't be afraid to call it as it is.  Break from the conversation and ask them something like, "I may be wrong but, you seem preoccupied, is there something on your mind?"

 
Trick #6:  Adopt A Stance of Innocence

 
Find out what the prospects really want and devise a plan to help them get it.  Don't trap or manipulate your prospects.  Don't over think the closing process.  Closing is simply a  process and an attitude of making arrangements.  Assume the prospect wants your service and book an appointment.

 
Trick #7:  Hot Questions

 
Emotion always hides under a hot question.  A "hot question" is a question that comes out of the blue that is usually rooted in anger or fear and intended to throw you off or send you away.  Ignore these questions, avoid your emotions and ask an immediate question to get to the root of the hot question, for example, "I understand, what makes you say that?"

 
If you practice these 7 skills you will vastly increase your sales success rates.

 
Remember:  Never practice on prospects.  Drill with a fellow employee or hire a SalesPartner to help you hone your skills.

 
For more on this topic please refer to our Eight Sales and Marketing Steps to Financial Freedom Training Kit.

 
An excerpt from SalesDogs by author and CEO of SalesPartners Worldwide, Blair Singer.

Play To Your Strength

"I am a firm believer that you should know your strength and play to it.  Yet sometimes your strengths can get in the way of excellence.

Early on in my career, I discovered this to be true for myself.  One of my natural attributes is that I am skilled at studying, analyzing and adapting the qualities of others.  I have spent a good deal of time admiring and researching the success of others.

I have always figured that if they were more successful than me, there was something they had - some special trait that propelled them to the top.  It became my goal to understand and acquire that trait.


Not bad thinking, except when it is taken to the extreme.  When you totally mask your own spirit, spark and uniqueness to emulate someone else it becomes a deterrent to developing your own identity.  You surrender your own strengths in the pursuit of acquiring the strengths of others.

The result for me was that there have been times when I tried to actually become someone else.  Don't get me wrong, modeling the strengths of others is one of the most powerful tactics you can use to increase your own power.  However, I discovered very early on that trying to be someone else only ends in frustration, struggle, unhappiness and poor results.

Many of my friends, even to this day, are very strong, aggressive individuals.  They have the ability to push and coerce others into agreement through sheer persistence, boldness, strength and power.  While I enjoy participating in that energy, I have never been one to bully or confront others into a position of submission.

Many would think that with my lack of aggressiveness I would make a very poor salesperson.  But fortunately, my personal success is proof to the contrary.

I often find myself seemingly trapped in difficult situations, only to manage to wiggle out with seconds to spare.  Through it all, I have found that my natural tendency to seek peace rather than war and my ability to turn nasty situations into favorable events have paid tremendous dividends."

For the rest of this chapter or to find out more about Singer's low to no pressure sales process, please click here.

 
 
Have you ever found yourself in a situation in which you only had a moment to pitch a product or service that you provide?  Many of us have. 

Imagine that you have struck up a conversation with someone at a coffee shop and you instantly recognize them as your ideal client demographic.

How do you get them interested in your product/service right away?  Do you ramble about your experience?  Spout out a bunch of general facts, numbers, features and benefits?

The answer is no.  The key to generating instant interest is to tap into their WIIFM, or "What's in it for me?"

Everyone wants to improve their life in some way.  Chances are your product/service can help them with that.

If you want to hold someone's attention you have to offer them a reward for listening.  They want to hear how you can help them.  They would love for you to solve all of their problems.

Of course we are talking about offering them the benefits of your product/service here, but you don't want to list benefits.  You need to find this person's particular "hot button" or "x-factor." 

The key to finding this information is simply by asking questions.  Don't chase a prospective client away by talking at them.  Ask them a series of open ended questions until you get them to admit a problem that you can solve.

Then throw out your numbers, facts and testimonials to prove to them that you can deliver.  People love to talk about themselves, especially their problems.  Asking questions invites them into the conversation and allows them to vent, they will be thankful for the opportunity.

Listen to their problems carefully.  Are they lonely, overweight, sick, overworked and stressed?

You should know how your product/service can remedy these problems so you can offer a swift solution.  Take a moment to come up with as many life problems that you can think of.  Now make a list of ways that your product/service can solve them.  It would be highly beneficial to memorize this list.

For more on generating instant interest (including in written adds) please refer to our Automatic Lead Generator Training Kit.

 
An excerpt from the SalesDogs Automatic Lead Generator System written by Alexi Neocleous.  

Certain words have proven themselves over and over again to be extraordinarily persuasive.  These words (which I call "The Illustrious 28") arouse the highest levels of interest and attention...and thus...should be utilized in your headlines and throughout your advertisements.
 
In the English language, two words may have the same meaning, but result in dramatically different emotional reactions because of their association.
 
For example compare these two sentences:
 
"I understand there's a new child in your family."
 
"I understand there's a new baby in your family."
 
The word baby is emotive.  Consider the following example:
 
"When are you moving into your new house?"
 
"When are you moving into your new home?"
 
The Illustrious 28  (Here are the first seven, for the remaining 21 of the illustrious 28 see our Automatic Lead Generator Training Kit.)

 
Endeavor to use these words in your headlines and advertisements as often as possible.
 
You
Yours
Now
Who
Secrets
How
Fast...
 
Use these words and you'll be amazed at your results.  Just turn to any major tabloid magazine and you'll see words from this list are draped all over their covers.  Why do you think that is?  Because they sell magazines.
 
Two words from this list however have especially persuasive properties.  To find out what they are please refer to our Automatic Lead Generator Training Kit. 
 
It is a common belief that in order to increase your profitability in business you have to eliminate, or improve in, your weak areas.  While this is definitely true in some cases (such as closing ratios) it is often a waste of time.

We are of course talking about improvement on a personal level here.  A company losing customers on the back end of its business could certainly benefit from keeping it's clients longer.

However if you personally are bad at keeping customers you should delegate them to somebody on your team that isn't.

Don't try to fix yourself, it's a waste of time and energy.  Just focus on what you do well (your role or niche) and try to increase the amount of times you do it.

The bottom line is that to be successful you have to figure out what is making you money and then focus on how you can improve or replicate those results.

The following are some questions for self-evaluation:

Do I try to be someone I'm not when I'm in the sale process?  If so describe:

Do I have a false image in my mind of what it takes to be a great salesperson?  If so describe:

Based on the Sales Dogs Profile and other assessments, what attributes can I apply to sales?

What do I now understand about those things that I do well?

What do I NOT do well?

Who can I put on my team in order to help me "cover" my areas of weakness?

The better that you understand yourself the more potential for success you have.  Sit down with your team and assess your strengths and weaknesses.  Then make sure your team is structured properly for maximum efficiency.

For more on this topic please refer to our Eight Sales and Marketing Steps to Financial Freedom Training Kit.
 
The Internet is changing the way that many of us do business.  It is estimated that 1.7 billion people (and counting)  have Internet service worldwide.  Not only is it possible to do monetary transactions on the Internet, but the Internet has become a great way to advertise as well.

Obviously you could purchase adds through search engines and various webpages, but those pay-per click/impression adds can add up in cost quickly and are often times ineffective.

The best way to drive traffic your way is to get to the top of a search engine.  People use search engines for 3 main reasons:  Information, Entertainment and Commerce.  We are all looking for something to know, do or buy.  In every case the searcher is looking to make a decision.  You need to help them choose you.

Typically people will click on the first link that pops up - you want this to be your link.  To do this without paying money you have to increase your relevance.  To increase your relevance you have to be popular.  In order to be popular you have to increase the span of your Brand or message.  The best way to accomplish this feat is to get your brand or message to go viral.

Viral videos or stories are great ways to make people aware of your product or service, however they can be tricky to make.  Below are 4 tips to creating a viral video or story.  These 4 characteristics are present in every viral message:

1.  Have a strong emotional appeal.  Can you think of an amazing or miraculous story to tell?  How does it pertain to your business?  How did you help somebody improve their life?

2.  Seem fresh and new, like something you've never seen before.  Do you have a new angle on something?  What is your niche?  What do you offer that is interesting or exciting?

3.  Ask for immediate action.  Obviously you want to attach your brand and a link to your website, but also ask the viewer for their input and participation.

4.  Ask the viewers to share your message with people they know.  This is truly what will make your message take off.  People will share your story with others if you have a message of great value or interest.

Once you've created your content ask everyone you know to send it to everyone they know.  Always use any partnerships or affiliates that you may have to your advantage, no matter how few they may be.

Post links to your content on as many websites as you can.  The object of Internet marketing is to cast a large net of links back to your website.

For more tips on marketing please refer to our Automatic Lead Generator Training Kit
 
In sales it is a necessity to have strong listening skills.  Especially when it comes to objection handling.

Throughout the course of a sale you should be constantly asking questions to get a better understanding of what your prospective client needs, or wants, from you.

Asking questions is the easy part, however.  Listening is where most people drop the ball in a sale.  You have to let your client finish talking the whole while listening intently with genuine interest.

Make sure your next question or statement is related to what the consumer just said.  Remember it's not enough to just listen, you have to be an empathetic listener as well.

The following are 10 tips to becoming an empathetic listener:

1.  Practice saying, "Take your time, I'm listening." and really mean it.

2.  Set aside your own agenda.

3.  Be available and receptive emotionally as well as through body language.

4.  Try to appreciate the other person's point of view.

5.  Listen without being in a hurry to take over.

6.  Try to imagine yourself in the other's place; feel what the speaker feels.

7.  Help draw out thought and feeling by asking questions.

8.  Have the speaker elaborate for further understanding.

9.  Say, "Let me make sure I understand," and then restate the issue.

10.  Be sensitive to the speaker's feelings.

Being an empathetic listener will help your closing ratios tremendously because the customer will feel you understand their needs and have their best interests in mind.  For more on objection handling please refer to our SalesDogs Training School Kit.
 
At SalesPartners we highly recommend that you get
involved with local networking groups to help expand your business.   Networking group and local chamber lunches, dinners and events can greatly increase the number of referrals that you receive on a regular basis.   The following are basic networking tips that will help you maximize the efficiency of your networking experience:  
  • Don't blanket the event with business cards.  Each time you go to an event you want to make at the most 6 quality contacts.  The more time you spend with one person the more likely it is that they will become a client.
  • Don't say what you do until asked.  You should be more interested in the person you are talking to than your own business.  If you do this the person with whom you are talking will feel important to you.  We call this technique entering the client's world.  The unwritten rule of reciprocity states that if you ask someone what they do for a living they will return the favor.
  • Don't give a card until asked.  If you shove a card in someone's face it is likely to end up in their database of leads.  If you are looking for clients (rather than becoming one) you need the people you meet to want a business card.  Remember at these events you should spend 90% of your time talking about the people you meet and 10% on you and your business.  Again utilize the law of reciprocity - if you want someone to ask you for your business card, ask for theirs.
  • Focus on what makes you different.  When you do get a chance to talk about your business focus on the qualities that set you apart from your competitors.  Make sure to back your pitch with statistics.  Be concise, so that they know exactly what you do and more importantly what you can do for them.
The following are five questions that will help you get into your potential client's world.   
  1. What do you do?
  2. How did you get into that?
  3. What do you like most about it?
  4. How did you find out about this event?
  5. What other events do you go to?
Use these questions to get the ball rolling.  The rest is up to you.  Good luck.