Author Archive
How to Achieve Wealth and Success!
Posted by davev in Start Growing Rich on July 28th, 2010
By Brian Tracy
Everyone I talk to wants to be wealthy. Most are savvy, hardworking and willing to do whatever it takes to achieve their financial goals.
What’s the one thing that holds most smart people back?
What’s the one thing that limits the earning potential?
It’s not starting a business. And it’s not delivering your product or service. The one thing that keeps most people from being successful and wealthy is knowing how to close the sale.
No sale, no income, no business.
Closing The Sale Is The Key to Success!
No matter how smart you are, how good your product or service is, or how long you’ve been in business—if you can’t close the sale, you won’t ever achieve the level of wealth and success you deserve.
Whether you’re just getting started or you’re a seasoned business owner, I’m sure you’ve felt the frustration of losing a sale you deserved, and increasing your income. And during this current recession, with sales shrinking or at best stagnating for most businesses, there is only one sure way to keep profits rolling in.
When I first started out in business, I know that I lost a lot of sales I deserved due to a whole host of common objections. Simply because I didn’t know how to close the sale, all too many of my customers would walk away without getting the product or service they needed and I’d lose the profit I could have earned.
Even worse, I’d lose the potential profits I could have earned from getting the customer on board and helping them for years to come.
Imagine you’ve cooked a delicious meal, but then you couldn’t get anyone to eat it. That would never happen in my house, but that is what happens to all to many business owners. They have a great product or service and they can’t get enough people to use it and buy it.
There is one simple truth about selling and without it you could struggle forever to be successful. The simple truth about selling is that your prospects, your potential customers, are better at convincing themselves to buy than you are. Once you understand this simple strategy and start using it, you’ll close many more sales and start achieving your financial success. This is the one approach that changed my life and can change yours too. With it you can close more sales in less time!
Making Selling Easy!
Why is it so easy to make more money when your prospects do the selling? Trying to convince anyone to spend money is a challenge. Helping them get what they want is easy. And that’s the simple idea behind Eliminating Obstacles to Sales. It shows you how to walk your prospect to the close so they get the product or service they want and you make more.
Eliminate Obstacles to Maximize Your Wealth!
If you drive to work every morning, I don’t have to remind you that it takes much longer to get to work in rush hour traffic. Even a well-designed and well-built freeway slows down to a mind-numbing crawl when it’s overloaded with cars. Nothing is more aggravating. You’ve got a well-tuned driving machine that could easily do 60 miles an hour and get you to work in 15 or 30 minutes. Instead, you can spend an hour or more stuck in traffic. Your prospects’ objections are like the cars in that traffic jam, slowing down the sales process. Eliminate those objections in advance, and you and your prospect get to the sale in half the time.
Move the obstacles off the road and clear the way for your prospects to buy. You’ll melt their resistance and sell more of your products and services—again and again. Use this technique to eliminate obstacles to the sale and ‘pre-sell’ your prospects. You’ll close more sales and make more money with less effort.
To your success,
Master Your Fears
Posted by davev in Take Action on February 15th, 2010
By Brian Tracy
Perhaps the greatest challenge you will ever face in life is the conquest of fear and the development of courage. Fear is, and always has been, the greatest enemy of mankind. When Franklin D. Roosevelt said, “The only thing we have to fear is fear itself,” he was saying that the emotion of fear, rather than the realty of what we fear, is what causes us anxiety, stress, and unhappiness. When you develop the habit of courage and unshakeable self-confidence, a whole new world of possibilities opens up for you. Just imagine-what would you dare to dream or be or do if you weren’t afraid of anything in the whole world?
Develop the Habit of Courage
Fortunately, the habit of courage can be learned just as any other habit is learned, through repetition. We need to constantly face and overcome our fears to build up the kind of courage that will enable us to deal with the inevitable ups and downs of life unafraid. The starting point in overcoming fear and developing courage is to look at the factors that predispose us toward being afraid. The root source of most fear is childhood conditioning, usually associated with destructive criticism. This causes us to develop two major types of fear. These are the fear of failure, which causes us to think “I can’t, I can’t, I can’t,” and the fear of rejection, which causes us to think “I have to, I have to, I have to.” Our fears can paralyze us, keeping us from taking constructive action in the direction of our dreams and goals.
The More You Know, the Less You Fear
Fear is also caused by ignorance. When we have limited information, our doubts dominate us. We become tense and insecure about the outcome of our actions. Ignorance causes us to fear change, to fear the unknown, and to avoid trying anything new or different. But the reverse is also true. The very act of gathering more and better information about a particular subject increases our courage and confidence in that area. You can see this in the parts of your life where you have no fear at all because you know what you are doing. You feel competent and completely capable of handling whatever happens.
Analyze Your Fears
Once you have identified the major factors that cause you to feel afraid, the next step is to objectively define and analyze your personal fears. At the top of a clean sheet of paper, write, “What am I afraid of?” Remember, all intelligent people are afraid of something. It is normal and natural to be concerned about your physical, emotional, and financial safety and that of the people you care about. A courageous person is not a person who is unafraid. As Mark Twain said, “Courage is resistance to fear, mastery of fear—not absence of fear.”
Action Exercise
Begin your list of fears by writing down everything, major and minor, that causes fear, stress, or anxiety. Think about the parts of your work or personal life where your fears might be holding you back or forcing you to stay in a job or relationship in which you are not happy. Once you have written down your fears, arrange them in order of importance, and then pick them apart one by one.
What Turkeys Know About Marketing?
Posted by davev in Take Action on December 22nd, 2009
Will you sit down for Thanksgiving dinner eager to dig in to a feast of tasty turkey, succulent sweet potatoes, green beans, gravy, cranberry relish, fresh rolls and an array of apple and pumpkin pies?
In our house, the cooking begins the day before. Homemade pumpkin and pecan pies start popping out of the oven - but we can’t eat them yet. Early Thanksgiving morning, the big bird gets washed and stuffed and hefted into the oven. Then the work of preparing all the side dishes commences.
Walk into our house on Thanksgiving day, and you’ll be greeted by delectable smells. I’m sure most of your homes are the same.
By noon, the roasting turkey smells delicious, and you’re making frequent trips through the kitchen hoping to sneak a bite. You’re ready to eat, but if your family is like ours, you don’t sit down for the Thanksgiving meal until mid- or even late afternoon. By that time you’re very hungry.
Do you need to be sold on the idea of digging into this delicious meal?
Of course not. When you’re hungry and someone offers you something to eat you don’t need to be convinced. The hungrier you are, the more impatient you are for a meal and the better the food tastes.
Wouldn’t you like to be in a similar situation with your business? How would you like to have prospects so eager to buy that you didn’t have to sell and could focus instead on taking more orders?
If you’re like most business owners, marketers and sales people, you want to increase sales, but you don’t want to be so pushy that you turn people off. The problem is that you aren’t selling a delicious Thanksgiving dinner to family and friends. What can you do to increase the success of your marketing?
Focus Your Marketing On Your Prospects’ Hunger.
Food, family and friends are what motivate most of us to sit down to Thanksgiving dinner. What are your prospects hungry for? You need to know in order to attract them to contact you and motivate them to buy.
Are they looking to eliminate wrinkles in their skin, get rid of back pain, avoid costly data loss, increase sales from their web site, increase repeat sales, look younger, make more money in a volatile stock market, or save on taxes?
Everybody is hungry for something and their hunger prompts them to take action. The hungrier they are, the more likely they are to take action.
Make a list of the five top reasons your prospects seek out your products and services. Next, list the reasons that it’s important or urgent for them to buy from you right away. Then use this information to focus your marketing.
Help Your Prospects Get What They Want.
When you sit down for your Thanksgiving dinner and someone asks you if you want turkey, rolls or cranberry relish, you don’t feel like they are trying to sell you. You’re pleased that they’re helping you get what you want - delicious food.
Your prospects don’t want to be sold, either. They want help solving a problem or satisfying a need. The fastest way to get them to buy is to stop trying to sell them and help them get what they want.
Picture this: before you get your fork anywhere near a plate of your Thanksgiving favorites, the cook insists on telling you where he or she bought the turkey, what it had been fed, where it was raised, how it was roasted, etc., etc. You’d probably never eat another bite of the big bird.
Instead, imagine what your reaction would be if the chef of the day simply asked you what you want to eat, and helped you get another serving of your favorite dish.
In your ads, your marketing brochure, your web site and your sales conversations, tap your prospects’ hunger for solutions to their needs. Speak to their concerns, problems and goals. When you communicate to prospects in terms of their hunger, you’ll get their attention and their business.
What do turkeys know about marketing?
Nothing, obviously. Turkeys’ brains are said to be about the size of a walnut and they have fewer brain cells than a cockroach. But they sure taste good when you’re hungry.
Eating the Elephant
Posted by davev in Start Thinking, Take Action on December 7th, 2009
By Brian Tracy
You have heard the question, “How do you eat an elephant?” The answer is, “one bite at a time.” This metaphor applies to achieving any big goal, as well. How do you achieve a huge goal? You accomplish it one step, one task, one measure at a time.
Identify Your Most Valuable Task
Ask your boss, “What one thing do I do that is more valuable than anything else?” Whatever his or her answer, look for ways to perform more and more of that task and to get better and better at doing it. It is absolutely amazing how much you can accomplish if you break your tasks down into bite-sized pieces, set deadlines, and then do one piece at a time, every single day.
Continuous and Never Ending Improvement
If you want to increase your hourly rate and your income, look for ways to get a little bit better at the most important tasks you do, every single day. Read one hour per day in your field. Listen to audio programs on your way to and from work. Take additional courses whenever you can. These activities will propel your entire career onto the fast track. When you invest an extra one or two hours per day in self-improvement, the cumulative effect on your greater ability to get results can be extraordinary.
Save Your Pennies and the Dollars Will Save Themselves
If you want to become wealthy, begin to question every single expense. Set a goal to save $3, $5, or $10 per day. Put this money away in a savings account and never touch it. As it grows, invest it carefully in well-chosen mutual funds or index funds. Make daily, weekly, and monthly saving and investment into a habit, and keep it up for the rest of your working life.
Become a Learned Person
If you read fifteen minutes each evening, rather than watching television, you will complete about fifteen books per year. If you read the classics of English literature for fifteen minutes each day, in seven years you will have read one hundred of the greatest books ever written. You will be one of the best-educated and most erudite people of your generation. And you can achieve this just by reading fifteen minutes each evening before you go to bed.
Increase Your Income
If you are in sales and you want to increase your income, keep careful track of how many calls, how many presentations, how many proposals, and how many sales you are making each day, each week, and each month. Then set a goal to increase your number of calls, presentations, and proposals per day. Set a goal to increase your number of sales each week and each month. Every day, measure yourself against your own standards.
If You Measure It, You Can Manage It
In each area of your life, analyze your activities carefully and select a specific number that, more than anything else, determines your level of success in that area. Then focus all of your attention, all day long, on that specific number. The very act of focused attention will cause you to perform better in that area, both consciously and unconsciously.
Action Exercise
Set a minimum, specific amount for daily, weekly, monthly saving and investment, discipline yourself to put away those amounts.
The revolution begins now!
Posted by davev in Start Growing Rich, Take Action on December 3rd, 2009
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Dave V.
