Whether you are in sales, managing a project or leading a group of people, there are three reasons why people don’t buy what you’re selling or offering. When you look at these reasons, it is obvious and simple regarding what it will take to get them to buy from you.

Okay, let’s look at the three reasons people don’t buy what you’re selling or offering:

1. They Don’t Want it – They simply don’t want what you have to offer at that moment in time. It’s not personal, they are just not buying in because it is not important to them.
2. They Don’t Have the Money or Investment in Time and Effort – They simply can’t afford to invest in your offering – be it a sale or a project. In many cases, it is the lack of available time to devote to entering a new project or direction.
3. They Don’t Believe You – Now this is the tough one. When people don’t believe you, it shows a total lack of trust. This is the toughest issue to deal with since it feels personal rather than an objective feeling or truth.

So how do you deal with the three reasons listed above? Let’s take each one in more detail: Continue reading ‘Three Reasons They Don’t Buy or Buy-In’ »

This past weekend I was looking into how people become authorities of a topic or subject. This exercise was very enlightening as I looked into how people get the title of authority.

I have always believed the way you become an authority was to study a subject in depth. The rule of thumb was to read a minimum of five books on a subject. Then outline the information as if it were a process. Using this method allowed me to learn about several different areas in sales and leadership.

However, in today’s world there seems to be other methods that are getting more play. It is true that a person could be using my method or one like it, yet, incorporating one of the two methods I discovered over the weekend. Continue reading ‘How to Become an Authority’ »

The Inner Game of Selling holds the key to a sales person’s real success. What the sales person is thinking about positions as a winner or a loser – depending upon the dominate thoughts. Since your thoughts control the inner game, they set the stage for your ultimate performance – good, bad or indifferent.

So how do beliefs enter into this discussion?

Beliefs are the thoughts that get placed into the subconscious mind. This is important because the experts in human performance have found that the subconscious mind actually controls most of what we do, say (particularly how we say things), word choices and decisions. And, the most alarming thing is – the subconscious mind just follows the orders of your thoughts – without judgment. Therefore, good and bad thoughts are embedded into our subconscious mind. Then words and actions are pushed out as commands with both good and bad results!

The cumulative effect of our beliefs create our mindset about everything – including our abilities as a sales person. I have heard more than once, people in sales state – “I hate sales or I hate selling.” What a mistake. The “I” makes this statement a direct command to the subconscious mind therefore placing real power behind the statement.

If you want to excel in sales (if you are in sales this should be a primary thought) then you must take control of your thoughts, self talk, and concentration of thinking about sales or selling. Make this a commitment to your success.

Now if you have not be paying attention to the quality of your thoughts and you feel that something inside is holding you back from superior performance, you may need some focused attention. There are three things you can do: Continue reading ‘Inner Game of Selling is About Beliefs and Mindsets’ »

I know this is a little different from my usual business insights post, however, my ah-ha alarm rang true this morning. Internet Marketing is the newest version of Multi-Level Marketing ideas.

I was a little slow in picking this up until lately since I had assumed that all this Internet Marketing gurus were focused on helping people like me figure out how to use the Internet as a marketing tool. Yet, lately I’ve been seeing a new side of this promotion – affiliate links and linking. Continue reading ‘Internet Marketing has a Multi-Level-Marketing Edge’ »

Okay it is time for me to follow up on my promise on Tuesday. What is the best method to impact your personal results?

The answer can be found in you. Yes, that’s right, You hold the power to change your thoughts and therefore change your results and performance overnight.

Just take these two pills – er no – no drugs, no magic, no magic bullet, no cult, no voodoo,  no eight years of therapy, no painful implants or anything like that.

Here is the three step method to improve your results and your performance – permanently. Continue reading ‘Changing Beliefs Can Impact Your Results’ »

Beliefs influence your level of discipline. These same beliefs impact your level of execution and therefore your level of success.

Interesting how most things that are important to us begin with our own beliefs. The results of beliefs on our results can be either positive or negative. The term “self-limiting beliefs” describes the negative impact that some beliefs have on our results.

Have you ever tested your beliefs? These are the deep beliefs that influence our actions in positive ways or negative ways. Continue reading ‘Beliefs Influence Our Level of Discipline’ »

In this day and age of fast paced gadgets and ADD marketing buzz, could it be that good old discipline really determines your level of success? Could Discipline be the real bottom-line for Success – period?

My believe is that discipline is the key determinant to mine and your level of success. There are several reasons that discipline is the master key to your success. Continue reading ‘Discipline Determines Your Success’ »

This week I have had several conversations regarding the old cliche:

“Don’t Judge a Book by It’s Cover.”

And, it appears that this simple phrase is more important than ever. Let me give you a few examples from my recent conversations with people. Continue reading ‘Judge Things and People on Content rather than Looks’ »

To some people this is a strange question to ask. A stranger situation is for people to be thinking about the present – what am I going to do today? So what do you think about most often?

The research says you are probably like the 85% of the population that are thinking about the past. When I first heard that 85% of the time, people are thinking about things in the past I truly didn’t believe it. Yet, the more I listened to people talk, asked questions about their thoughts and did my own brand of research on this thought processing I came to the same conclusion.

People spend 85% of their time in the past. Continue reading ‘What Are You Thinking About – Past, Future or Present?’ »

Whether you call it an “on Boarding system,” an orientation program or a Fast Start system, it may mean the difference in having a high performer or not. It is one of the key systems for creating a high performance culture.

So what is this on boarding system all about?

In simple terms it is a process that gets a new employee in a job started with clear focus on the outcomes of the job. It helps to get someone new in a position to get started quickly and get productive as soon as possible.

There are several key items for an on boarding system to work.

1. Key Accountabilities for the Job
2. A Prioritized Listing on Key Traits for the Job to be Successful
3. A Manager Who Understands the Need for a Fast Start in a New Position
4. A Mentor or Coach Assigned to the New Person

Key Accountabilities for the Job include the key outcomes that are expected from this job function. This is not to be confused with a Job Description. Most, not all, Job Descriptions are nothing more than an activity list for a job with no mention of actual outcomes and results expected.

A Prioritized Listing of Key Traits identified for the Job to be successful show the person just what is needed to be a success. These traits should be closely matched to the new hire (if you want to top grade your company and staff) with few exceptions. The closer the true match, the higher the level of natural performance from the individual in the position or job. It is a true win-win for both the company and the employee. Also, any mismatches between the job traits and the individual’s traits reflects a clear path for an individualized personal development process.

A Manager that understands the need for a fast start when a potential high performer is on board. The major mistake by most managers in this situation is to be unprepared for the start up or to take a lazy attitude about ramping up the responsibilities of the new hire. I have seen terrible situations regarding new hires whereby the manager had no place assigned for a new employee. Placed the person in the company lunchroom and forgot about him! Two weeks later the manager was amazed when informed that the new potential superstar had quit.  – You can’t make this stuff up! It’s true. New hires, especially potential high performers need to launch quickly and take on critical projects as soon as possible. Remember, high performers are looking for new challenges rather than hiding from them.

Finally, a mentor or coach should be assigned to the new hire to assist them with the inner workings of the organization, who the real players are, what politics are in play, and what are the procedures that need or should be followed to get things done quickly and effectively. An organized mentor process will increase the effectiveness of a new hire by a factor of five, due to less trial and error and more focus on getting results.

If you don’t have an effective “on-boarding” system, contact us immediate to discuss how to get one for your team or organization. They are proven to get the results you require and create a high performance culture. It’s simple to install and works in every area of the organization. Call us at 901-757-4434 and let’s discuss your situation.