Three Factors for Financial Success

Financial Success | July 11th, 2008 | No Comments »

What do wealthy people do or have that enables them to accomplish so much more than the average?

I believe that these people are successful as a result of what I call leverage. Leverage is the key to maximizing and multiplying your potential for success and financial achievement. Here are three examples of leverage that you can develop to achieve financial independence:

Become an Expert
First, become an expert in your chosen field. Read all the books, take all the courses, listen to all the audio programs. Second, specialize in those areas that are of greatest importance and greatest value to your company or to your customers. And the third key is know your product or service inside out. Aim to be recognized as the industry expert in your field. Remember the person who has the expertise has a far greater contribution to make than the person whose knowledge is just average.

Develop Your Skills
The second type of leverage is skill. The better you are at your job, the more you will be paid. The top 20 percent of salespeople earn as much as ten and fifteen times the average earnings of the bottom 80 percent. There are three keys to developing the leverage of skill. First, make a decision to be the best. Pay any price. Make any sacrifice. Go any distance to become excellent at what you do. Second, engage in continuous improvement. Never allow yourself to become satisfied or complacent at your current level of skill. And third, always strive to exceed the expectations of your customers, your boss, of the people you serve. Always do more and better than you’re paid for.

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Save Your Money
The third type of leverage is money. Money is a powerful source of leverage and usually follows the development of knowledge and skill in your field. One of the reasons that it takes money to make money is that the accumulation of funds is an essential step in the development of the personal qualities and character that must precede the achievement of financial independence. In other words, you become the person capable of becoming financially independent by accumulating the funds that are necessary for you to achieve it.

Action Exercises
Here are two things you can do immediately to put these ideas on personal leverage into action:

First, resolve today to become an expert in your chosen field. Set it as a goal, make a plan and work every day to become a little bit better in the most important things you do.

Second, develop the habit of saving money out of every single paycheck. It was once said that, "If you cannot save money, the seeds of greatness are not in you." The very act of regular saving changes your character and gets you ready to achieve financial independence.

Money, Money, Money

Money, Money, Money

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Four Ways to Test Your Idea

Business Success | July 10th, 2008 | No Comments »

How to be sure that you have a great business idea before you put time and money into it.

There are four great ways for you to test any product or service idea before you start a business built upon it.

The Best Source of Advice
Number one, seek out people who are already in the same business and ask their opinions of the product or service. Many people have saved themselves an enormous amount of time and money by finding that people who are already in the business wish they weren’t in the business and who wish they hadn’t invested the time or money to get in the business in the first place. So go and talk to them. Ask them what they think about the business. Ask them if they would recommend that someone else get into the business. Don’t be shy or secretive.

Ask for Feedback On Your Idea
Every so often, at seminars, I have people come up to me and ask me if I would give them some advice on their business, and I say, "Well, what is your idea?" And they won’t tell me what their idea is because they’re afraid somebody will steal their idea. The fact is that ideas are a dime a dozen. So be perfectly open. Tell people what you’re thinking of doing. And get feedback from people who are already in the business. That alone has saved me hundreds of thousands of dollars. It may even have saved my financial life on a couple of occasions.

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Ask Your Bank Manager for Advice
Number two is to ask your bank manager for his opinion or advice. A bank manager, who deals with commercial accounts, very often has a tremendously accurate sense for what kind of businesses will succeed and what kind won’t. One 5-minute interview with my bank manager a few years ago saved me $200,000 dollars in an investment. He pointed out to me the weaknesses in the particular business I was looking at getting into, and I had no answer for him. So I didn’t go into the business and the people who did lost everything that they put into it. Ask your bank manager. Your bank manager can be one of the very best sources of business advice.

Check With Family and Friends
Number three, ask your friends, ask your family, ask your acquaintances for information. Family members are very good targets for market research. Ask your family and friends if they would buy the product or service that you’re thinking of offering. How much would they pay for it? Listen to their questions. Listen to their criticisms. Listen to their concerns. Because if you can’t answer their questions and concerns in a logical and believable way, it could be that there’s something wrong with your idea.

Talk to a Potential Customer
The fourth way to do market research is to visit prospective customers for the product or service and ask if they would buy it. If you’re thinking of selling something to a company, go to the type of company that you would sell it to and ask if they would buy it if you produced it. If you’re thinking of selling something through retail, go to the retailer and ask them if they would buy it or sell it. Ask the customer. Customers are very open and very candid and sometimes they’ll give you insights that will be worth their weight in gold. If you’re going to sell through a retailer, ask the retailer if he or she could sell the product if they were carrying it. Why or why not?

Action Exercises
Now, here are two things you can do immediately to test your ideas more thoroughly before you invest in them:

First, visit people who are in the same business and ask for their opinions. Call them on the telephone. A person already doing the business is the best source of advice in that business.

Second, ask your bank manager for advice. Lay out your business plan or idea to him or her and ask for his or her candid feedback. This could save you an enormous amount of time and money.

How to Talk: Secrets of the Great Communicators + Bonuses!

How to Talk: Secrets of the Great Communicators + Bonuses!

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Attitude Versus Aptitude

Sales Success | July 8th, 2008 | 1 Comment »

Overcome A Major Fear

A major source of stress in your life is the "fear of rejection" or "fear of criticism." This fear of rejection manifests itself in an over-concern for the approval or disapproval of your boss or other people. The fear of rejection is often learned in early childhood as the result of a parent giving the child what psychologists call "conditional love."

Rise Above the Need For Approval
Many parents made the mistake of giving love and approval to their children only when their children did something that they wanted them to do. A child who has grown up with this kind of conditional love tends to seek for unconditional approval from others all his or her life. When the child becomes an adult, this need for approval from the parent is transferred to the workplace and onto the boss. The adult employee can then become preoccupied with the opinion of the boss. This preoccupation can lead to an obsession to perform to some undetermined high standard.

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Avoid Type A Behavior
Doctors Rosenman and Friedman, two San Francisco heart specialists, have defined this obsession for performance as "Type A behavior." Experts have concluded that approximately 60% of men and as many as 30% of women are people with Type A behavior.

Don’t Burn Yourself Out
This Type A behavior can vary from mild forms to extreme cases. People who are what they call "true Type A’s" usually put so much pressure on themselves to perform in order to please their bosses that they burn themselves out. They often die of heart attacks before the age of 55. This Type A behavior, triggered by conditional love in childhood, is a very serious stress-related phenomenon in the American workplace.

Action Exercises
Here are two things you can do immediately to deal with the fear of rejection, criticism and disapproval.

First, realize and accept that the opinions of others are not important enough for you to feel stressed, unhappy or over concerned about them. Even if they dislike you entirely, it has nothing to do with your own personal worth and value as a person.

Second, refuse to be over concerned about what you think people are thinking about you. The fact is that most people are not thinking about you at all. Relax and get on with your life.

The Science of Self-Confidence

The Science of Self-Confidence

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The Law of Priorities

Personal Success | July 7th, 2008 | No Comments »

The very worst use of your time is to do well what need not be done at all.

The Pareto Principle says that 20% of your activities will account for 80% of the value of your activities. This means that, if you have a list of ten items to accomplish, two of those items will be worth more than the other eight items altogether.

To achieve great things, you must always be concentrating on the small number of activities that contribute the greatest value to your life and your work.

Determine the Consequences
The value of anything in your order of priorities can be measured by assessing the potential consequences of doing it or not doing it. Something that is important has significant consequences to your life and your career. Something that is unimportant has few or no consequences of significance to your life or career. The mark of the superior thinker is your ability to consider possible consequences before you begin.

Ask the Key Question
Continually ask yourself, "What is the most valuable use of my time, right now?" And whatever it is, work on that. Your ability to discipline yourself to work on those few tasks that can make the greatest difference in your life is the key quality that makes everything else possible for you.

Action Exercises
Here is how you can apply this law immediately:

First, make a list of everything that you do as a part of your job. Now, analyze the list and select the three to five things that are more important than everything else put together.

Second, imagine that you are going to receive a $100,000 bonus at the end of the month if you can work on your highest priority items every minute of the day. How would that change your behavior? What would you do differently?

The Miracle of Self-Discipline

The Miracle of Self-Discipline

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Developing A Great Character

Personal Success | July 7th, 2008 | 1 Comment »

Being the Best In Every Area

What is character? Your character is the degree to which you live your life consistent with high, life-enhancing values. A person who lacks character is one who compromises on higher order values in favor of lower order expedience, or who has no values at all. Your adherence to what you believe to be right and true is the real measure of the person you have become to this moment.

Define What "Excellence" Means to You
Let us say that one of your values is "excellence." Your definition of excellence could be, "Excellence means that I set the highest standards for myself in everything I do. I do my very best in every situation and under all circumstances. I constantly strive to be better in my work, and as a person in my relationships. I recognize that excellence is a life-long journey and I work every day to become better and better in everything I do."

Organize Your Actions
With a definition like this, you have a clear organizing principle for your actions. You have set a standard by which you can evaluate your behavior. You have created a framework within which you can make decisions. You have a measuring rod against which you can compare yourself in everything you do. You can continually grade your activities in terms of "more" or "less." You have a clear target to aim at and organize your work around.

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Decide What You Want for Your Family
It’s the same with each of your other values. If your value is your family, you could define this as, "The needs of my family take precedence over all other concerns. Whenever I have to choose between the happiness, health and well being of a member of my family, and any other interest, my family will always come first."

Keep Focused
From that moment onward, it becomes easier for you to choose. Your family comes first. Until you have fully satisfied the needs of your family, no other time requirement will side track you into a lower value activity.

Shape Your Own Character
The wonderful thing about values clarification is that it enables you to take charge of developing and shaping your own character. When your values and goals, your inner life and your outer life, are in complete alignment, you feel terrific about yourself. You enjoy high self-esteem. Your self-confidence soars.

When you achieve complete congruence between your values and your goals, like a hand in a glove, you feel strong, happy, healthy and fully integrated as a person. You develop a kind of courage that makes you completely unafraid to make decisions and take action. Your whole life improves when you begin living your life by the values that you most admire.

Action Exercises
Here are two things you can do to put this ideas into action immediately.

First, create a clear, written description of your values and what they mean to you. From that point on, resolve to live consistent with your own definition.

Second, discipline yourself to live in complete alignment with the values, virtues and qualities that are most important to you. This is the key to character.

Flight Plan *** PLUS Bonuses

Flight Plan *** PLUS Bonuses

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The Law of Abundance

Financial Success | July 7th, 2008 | No Comments »

The Law of Abundance- there is ample money for everyone who knows how to acquire it and keep it.

We live in an abundant universe in which there is sufficient money for all who really want it and are willing obey the laws governing its acquisition.

You Can Have All You Want
There is plenty of money available to you. There is no real shortage. You can have virtually all you really want and need. We live in a generous universe and we are surrounded on all sides by blessings and opportunities to acquire all we truly desire. Your attitude, of either abundance or scarcity toward money, will have a major impact on whether you become rich or not.

Make a Decision
The first corollary of the Law of Abundance says that, "People become wealthy because they decide to become wealthy."

They become wealthy because they believe they have the ability to become wealthy. Because they believe this completely, they act accordingly. They consistently take the necessary actions that turn their beliefs into realities. And you can always tell what your beliefs really are by looking at your actions. There is no other way.

The second corollary of this law says: "People are poor because they have not yet decided to become rich."

Decide to become rich and Get Out of Debt

Examine Your Own Thinking
In the book, The Instant Millionaire, by Mark Fisher, the old millionaire asks the boy who has sought his advice about becoming a millionaire, "Why aren’t you rich already?"

This is an important question to ask yourself. However you answer this question will reveal a lot about yourself. Your answers will expose your self-limiting beliefs, your doubts, your fears, your excuses, your rationalizations and your justifications.

Review Your Reasons
Why aren’t you rich already? Write down all the reasons you can think of. Go over your answers one by one with someone who knows you well and ask them for their opinion. You may be surprised to find that your reasons are mostly excuses that you have fallen in love with.

Whatever your reasons or excuses, you can now get rid of them. The world is full of hundreds and thousands of people who have had far more difficulties to overcome than you could ever imagine, and they’ve gone on to be successful anyway. So can you.

Action Exercises
Here are two things you can do to apply this law immediately:

First, imagine that every experience you have ever had with money contained a special lesson that was designed just for you to help you to ultimately become financially independent. What are the most important lessons you have learned so far?

Second, analyze yourself honestly and determine your biggest block, your major self-limiting belief that holds you back from becoming more successful financially. Resolve to act from now on as if this block no longer exists.

Get Out of Debt

Get Out of Debt

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Three Reasons for Business Growth

Business Success | July 3rd, 2008 | No Comments »

Three key considerations to assure that your business grows rapidly.

What to Look For
There are three reasons for business growth. Look at where you work right now and see if these three reasons apply there. Number one, the product or service is well-suited to the needs of the current market. That means that people want it and need it and can use it and can afford it and are willing to buy it now. Number two, careful market analysis is completed before commencing business operations. In other words, considerable thought goes into whether or not there’s a market before the product was offered.

Do Your Market Analysis
Here are some of the questions that you have to ask with regard to market analysis. Number one, with regard to this new product or service, is there a market? This is a very important question. Is there a market? Will people buy it? Now here’s the second question. Is the market large enough? Is the market large enough and concentrated enough so that you can sell enough of the product or service at a high enough price to make a living out of it?

Is the Market Concentrated Enough?
For example, there may be a market for 100,000 units of a particular product in the United States. But if it is one per community throughout the country, it’s almost impossible to reach those people with any kind of advertising or sales effort. So the very fact that the market is not concentrated enough means it would be impossible to make a success of a business selling one per community.

Who Exactly is Your Potential Customer?
Another question is, who is the customer and why will he or she buy from you? Why does he or she buy? What benefits does he or she seek? And an important question is why will he or she switch from their current supplier to buy from you? Many small companies go broke because they do not have a pressing enough reason for a person to switch from their current supplier to the new product or service.

Pump Up Your Profits!

What Are the Alternatives?
And here’s another question with regard to marketing analysis. What else is available? What other products or services are available to the same customer that you’re going after and how is your product superior in a meaningful way, to the other product or service?

Control Your Finances
The third reason for business success is tight financial controls. Good budgeting. Accurate bookkeeping and accounting. Remember, practice frugality. Be cheap, cheap, cheap.

Hold on to your cash. Cash is the lifeblood of a business. All successful businesses have very careful financial controls. They very carefully consider every expenditure. They do an analysis of it. They work from very careful budgets, week by week, month by month, quarter by quarter.

Consider Every Expenditure
Carefully consider every expenditure, in advance, before you make it. Never buy new when you can get it used. Never buy it all if you can rent it. Never rent it if you can borrow it. Make it a game to conserve your cash and keep your costs as low as possible in everything you do.

Action Exercises
Now, here are two things you can do to assure that your business continues to grow profitably month after month.

First, be perfectly honest with yourself and your product or service offerings. Be sure that there is a big enough market that you can sell to profitably, and if there isn’t, find a different product or a different market.

Second, think about your customer all the time and why your customer would or should buy from you. Inaccurate customer analysis is a major reason for business failure while accurate customer identification is a major reason for business success.

Pump Up Your Profits!

Pump Up Your Profits!

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Fit and Trim for Life

Brian's Words of Wisdom | July 1st, 2008 | 7 Comments »

For ten years, I was consistently overweight.

My clothes were too tight and then didn’t fit at all. This year, I developed a formula that I have used to get my weight under control for the first time in a decade. I have dropped from 196 lbs to 179 lbs. I feel terrific and get compliments from strangers about how trim I look. I now fit all of the suits and clothes that had been gathering dust in my closet.

The turning point for me was at Christmas, when I realized that I would have to change my lifestyle dramatically if I was ever going to get back to my ideal weight. Here is what I learned and practiced.

First of all, I realized that we all get into certain habits and rituals of diet, exercise and lifestyle, and then it becomes very hard to change, to get out of this “comfort zone.” But to get your weight and level of fitness back to where you want it, you are going to have to make some sacrifices.

Make a Decision
The biggest weight gainer of all is dinner time. It had become a ritual for me to come home, or go out, and have dinner between 7:00pm and 8:00pm with my wife, or with friends. We would share a bottle of wine, if not a little more, and generally eat more than could ever be justified for survival.

Then I read the works of Adele Davis, the nutritionist, who was famous for saying, “Eat breakfast like a king, lunch like a prince, and dinner like a pauper.”

To lose weight, the goal is to consume 80% of your calories before 2:00pm in the afternoon, in breakfast and lunch, and finish the day with something light and nutritious. If you just discipline yourself to eat lightly in the evening, you will start to lose weight almost immediately.

Salads at Six
A major turning point for Barbara and I was when we began to have “salads at six.”

This is an incredible weight loss technique! Instead of drinking wine and eating a large dinner, we instead have salad for dinner together as often as possible, Monday through Friday, at 6:00pm or thereabouts.

To break the natural tendency to come home at night and have a glass of wine, or some other drink, immediately drink a large glass of fruit juice, preferably cranberry or apple juice. This “sugar jolt” immediately cancels your desire for an alcoholic beverage, satisfies your appetite, and prepares you for your “salad at six.”

With your salads at dinner, add protein of some kind – chicken, fish or even slices of the steak you bring home from the restaurant. You can’t gain weight on salads. Without protein, you will be hungry in a couple of hours.

One of the things that Barbara and I have done is to have “salad at six” and then go out to a movie, thereby breaking the habit of having wine with dinner. Often, we go for a one hour walk around the neighborhood. Once you have broken this “dinner with wine” ritual a few times, it becomes easier and easier.

When you do this, you will feel lighter and brighter, have more energy, sleep well, and actually notice the difference in your weight within a few days, or less.

Eliminate the Three White Poisons
First, eliminate white sugar of all kinds, including soft drinks, desserts, candies, chocolate, and anything whatsoever that has sugar in it, for any reason. The elimination of sugar by itself will cause immediate weight loss.

Second, eliminate salt. Refuse to put it on any foods. Most foods, especially snack foods, canned foods, and processed foods, have so much salt that you need nothing additional in your diet. When you consume salt, your body retains water to hold the salt in suspension, causing you to bloat.

Third, eliminate white flour products of all kinds. Stop eating bread, pasta, rice, rolls, and even potatoes. The consumption of flour-based products is a major reason for overweight.

Your Exercise Regimen
Aerobic exercise has been the key to weight loss for me. I have always been physically active, but over the years, I had gradually cut back, putting on a pound a year over time.

Now, I get up at 6:00 AM, four or five days each week, and immediately exercise vigorously for 60-75 minutes. My favorites are the Lifecycle (reclining style), swimming, cross country ski machine, treadmill, or the elliptical machine. My goal is 200 to 300 minutes per week.

When you get up and exercise for sixty minutes first thing, your body burns calories all day long. The exercise energizes you and makes you brighter and more alert all day. When you start the day with exercise, it is easier to develop and maintain the habit of regular exercise.

After exercising, I usually have a cup of coffee and do some reading. The first food I eat is an apple, cut into four pieces and chewed slowly. When you wait thirty minutes after the apple for your protein breakfast, the apple quickly digests and then acts like a “roto-rooter” in your system 24 hours later.

Eat a Good Breakfast
For breakfast, I eat two scrambled eggs, covered with Mexican salsa heated in the microwave. This is sufficient to satisfy your appetite and give you sufficient fuel to run your system for 4-5 hours.

If you eat a handful of nuts on top of the eggs, you will not be hungry for 5-6 hours.

At lunch, eat only salads and protein. Eliminate breads, pastries, desserts and soft drinks of all kinds. I often buy a sandwich or a chicken burger and throw away the bread, just eating the protein. High quality protein takes 4-5 hours to digest slowly, giving you a continuous flow of energy without drowsiness.

When you go out for dinner, remember that your “apostate” turns off twenty minutes after you take the first bite. Because it is the evening, you don’t need very much to eat. Instead of a main course, preceded with salad and followed with dessert, have two appetizers. If you eat a salad appetizer and a protein appetizer, your appetite will be completely satisfied, you will feel lighter, sleep better, and lose weight.

One of the things I had to learn to do was to break the habit of eating large meals. Everything over and above what your body requires for healthy living is simply stored as fat.

Appetite Killers
Another thing that has helped me is Zone Bars. These are ideally balanced nutritional bars that you can buy by the box at your local store. A Zone Bar has a perfect balance of proteins, carbohydrates and fats. It is small, but it kills your appetite for 2-3 hours. It is the perfect “snack” to eat later in the day if you start to become hungry.

One of the keys to weight loss is to not allow yourself to be hungry. Once you get hungry, you lose all sense of portion in terms of what you eat. You can kill your hunger with Zone bars, or even by slowly chewing a handful of nuts.

Be Fully Rested
Sleep is very important. You need 7-8 hours of sleep each night for proper functioning. Too many people go to bed too late and get up too early. If they had eaten late, they don’t sleep well and don’t rest well.

A key to weight loss is for you to be fully rested as the result of going to bed at 10:00pm and getting eight hours of sleep each night. When you have had sufficient rest, you will not be as hungry, and you will be satisfied with smaller portions.

Lose 10 Pounds Quickly
There is a simple way to start strongly on your weight loss regimen. This method is based on the fact that your body accumulates as much as 5-10 pounds of undigested food in the 22 feet of your small intestine, plus your large intestine. Simply by flushing all of this excess food out of your system, you can drop five pounds quickly and off to a strong start.

The Cleansing Diet: Mix a level tablespoon of Sea Salt with a quart of warm water and drink it first thing in the morning. In almost exactly 60 minutes, your entire system will evacuate.

If you are really serious about starting strongly and losing weight safely, you can go on to what is called the “Lemonade Diet” for a week. Beyonce Knowles, the singer, recently lost twenty pounds in twenty days for her role in Dream Girls simply by using this diet.

The way it works is simple. To a ten ounce glass of warm water, you add two level tablespoons of pure maple syrup, two level tablespoons of freshly squeezed lemon juice, and a dash of cayenne pepper.

This miraculous combination provides you with all the vitamins and minerals you need, plus the sugar energy you require for efficient working, thinking and functioning (but not strenuous exercise).The cayenne pepper stimulates your digestive system to operate more efficiently.

You can drink as many glasses of this mix as you like during the day, each time you feel hungry for any reason.

On the first day, you will drink 6 or 7 glasses. On the second day of this diet, you will drink 4 or 5 glasses. On the third and fourth day of this diet you will be drinking about three glasses spread over the day.

Each evening, before you go to bed, you mix and drink a large cup of herbal laxative tea. This will cause your system to continue cleaning out as you sleep. You will lose one pound or more for every day that you follow this lemonade diet.

When you use the lemonade diet to give yourself a “fast start”, you will drop five to ten pounds in 24-48 hours. You will see and feel the difference. You will then be motivated to continue.

Take Food Supplements
In addition to your regular diet, you must take excellent vitamin and mineral supplements. The very best are Nutrilite from Amway/Quixtar. When you are taking sufficient nutrients, your appetite will decrease. You will feel completely satisfied with less food, but better quality food. You will lose weight.

The key to long-term weight loss is for you to follow the suggestions above and commit to losing one pound per week indefinitely.

Your goal is to establish a new “set point,” the weight to which your body naturally returns, like a gyroscope, over time. The only way that you can permanently reduce your weight by reducing this set point is by losing weight slowly and surely over an extended period of time, one pound per week.

Be Patient and Persistent
One last point: Be gentle and patient with yourself. It has taken many years to develop your rituals of eating and drinking. Like a drunk, you will “fall off the wagon” occasionally. You will eat and drink more than you intended.

But everyday is a new day. If you over-ate or over-drank last night, resolve to start again today by getting lots of sleep, exercising 60-75 minutes, eating an apple to start off the day, and then sticking to proteins and salads as much as you can.

The key to health and long life has always been the same, contained in five words, “Eat less and exercise more.”

If you do all the things that I am suggesting above, you will be astonished at the results.

Good luck!

Fit and Trim for Life

Fit and Trim for Life

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Closing Techniques: The “I Want to Think it Over” Close

Sales Success | July 1st, 2008 | 1 Comment »

Saving the Lost Sale

There is a powerful technique you can learn called the "I Want To Think It Over Close." This is the only way I know to save this kind of lost sale. You know by now that when the customer says, "I want to think it over," he is really saying "good bye." You know from your own experience that customers do not think it over. They do not sit there carefully studying your brochures and price lists with a calculator and a pen.

People Are Often Ready to Buy
On the other hand, as many as 50 percent of the people you speak to are probably ready to buy at this point. They just need a little push. They need some help. A buying decision is traumatic for them. They are tense and uneasy, and afraid of making a mistake. They may be right on the verge of saying "yes" and they need the professional guidance of an excellent salesperson. But if you accept the "I want to think it over" at face value and depart, you will probably never get a chance to see them or to sell to them again.

Be Agreeable and Prepared
This is how you use it. When the prospect says, "I want to think it over," you appear to accept it gracefully. You smile agreeably, and begin packing your briefcase and putting your materials away. As you do, you make conversation with these words: "Mr. Prospect, that’s a good idea. This is an important decision and you shouldn’t rush into it." These words will cause the prospect to mentally relax. He sees that you are on your way. His resistance will drop as soon as you stop presenting and trying to sell.

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Ask Curiously
You then ask, in a curious tone of voice: "Mr. Prospect obviously you have a good reason for wanting to think it over. May I ask what it is; is it the money?"

Remain perfectly silent, watching his face. Smile gently. Take a deep breath and let it out slowly. This is a critical moment.

Wait Patiently
Again, you have nothing to lose. If you leave, you have lost this person as a prospect forever. The worst thing that he can say is that he has no particular reason but that he still wants to think it over. However, in many cases, he will reply by saying one of two things. He will say, "Yes, I’m concerned about the cost." Or, he will say, "No, it’s not the money."

Probe the Answer
If he says that "Yes, it’s the money," you immediately go into a series of questions designed to deal with concerns about cost or price. You ask things like, "How do you mean, exactly? Why do you say that? Why do you feel that way? How far apart are we? Is price your only concern, or is there something else?"

If he says that, "No, it’s not the money," you reply by asking "May I ask what it is?"

Remain Silent
Again, you remain perfectly silent while you wait for his answer. In many cases, he will think about it for a few seconds, even a minute or longer, and then he will give you his final concern or objection. He will finally tell you what is really on his mind. He will tell you the real reason why he is hesitating about going ahead.

If you can now satisfy him on this final condition, you can go on to conclude the sale. You can say, "Mr. Prospect, what if we could do this…?" Or, "I think there is a perfect answer to that question."

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, memorize the words of this closing technique and practice it as you would for a play or movie. Role-play this technique with someone else if you can.

Second, use this technique as soon as possible, the very next time you hear those words, "Let me think it over." You can save sales that might be lost forever.

Superstar Selling!

Superstar Selling!

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Increase Your Three Types of Energy

Personal Success | June 30th, 2008 | 1 Comment »

Most successful people can be characterized as having very high levels of energy.

Since energy is the fuel with which everything is achieved, there seems to be a direct relationship between energy levels and levels of accomplishment. It is hard to imagine a tired, burned-out person achieving much in life. On the other hand, energetic, positive, forward-moving individuals seem to get and enjoy far more of the things life has to offer than does the average person.

Physical Energy is Basic
We have been led to believe that there is basically one kind of energy. We supposedly replenish this energy by sleeping at night, and during the day, we use it up again. It is as though we are machines powered by batteries, and each night we recharge our batteries for seven or eight hours. However, there are some problems with this view of energy. The biggest problem is that it does not deal with the fact that there are actually three different kinds of energy, each of which is necessary for maximum performance.

The three main forms are physical energy, emotional energy, and mental energy. Each of these energies is different, but they are interrelated, and they depend on each other.

The Sweat of Your Brow
Physical energy is raw energy, coarse energy, bulk energy, what we call "meat-and-potatoes" energy. Your physical energy is what you use to do physical labor. It is the primary energy applied by men and women who earn their livings by the sweat of their brow.

The Source of Enthusiasm
The second form of energy is emotional energy. This is the energy of enthusiasm and excitement. This is the energy that lends sparkle to the life of an individual. This is the energy that is necessary for feeling love, happiness, and joy. Largely, it is your emotional energy that makes life enjoyable for you. In fact, almost everything you say and do is determined in some way by an emotion, either positive or negative.

Learn to gain more energy with Fit and Trim for Life

The Requirement for Creativity
Mental energy is the energy of creativity, of problem solving and decision making. You use mental energy to make sales, write reports and proposals, plan your day and your week, and learn new subjects. Your level of mental energy is a major determinant of the quality of your life.

Conserve Your Best Energies
The reason why most people fail to realize their potential in life and work is because they burn up their energy at the emotional level, or the physical level; therefore, they have very little energy left over for mental activities. Most people burn up their emotional energy through the expression of negative emotions. Negative emotions are like a fire that burns up their energy so quickly that they have very little left with which to think positively and constructively. In fact, one five-minute uncontrolled outburst of anger can burn up as much energy as an average person would use in eight hours of work.

Your job is to think continually about how you can stay calm and positive, and work smoothly and efficient, so you can have more mental energy to do the things that are most important to you in life.

Action Exercises
Here are three things you can do immediately to put these ideas into action:

First, take time to identify the different ways that you either use up or deplete your levels of physical, emotional and mental energy. How could you improve in each area?

Second, be sure to get plenty of healthful, nutritious food so you can keep your physical energy at high levels. This is the key to all other energies.

Third, look for ways to conserve your emotional energies by being more relaxed and optimistic in the face of daily problems and disappointments.

The more energy you have, the happier and more productive you will be.

Fit and Trim for Life

Fit and Trim for Life

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