Finding the Best People
There are a variety of ways that you can find the people that you need. Most business owners have used them all at one time or another. None of them are perfect, but as we say, "Cast a wide net." The more ways that you have to find good people, the more probable that you will find the people you need at the right time.
Referrals
Fully 85% of key people are found through referrals and word-of-mouth. Someone knows someone who knows someone else and recommends that person to you. The way you tap into this invisible network of possible candidates is by mentioning regularly that you are looking for good people to join your company. Your word will soon get out and people will start to phone you to recommend someone who has just become available, or to express interest themselves.
Personnel Placement Services
These companies continually advertise for candidates. They interview them and check their past histories and experience. They hire some and then send them on to you while keeping them on their payroll. You should find one or two personnel placement agencies in your community and talk with them about your present and future needs.
These companies vary in quality, so you must be selective in finding a company that you are happy working with. They may charge a little more, but they can save you many hours of time-consuming interviews and frustrating experiences in employing the wrong person.
These will attract the greatest number of candidates, but you must use the ads with care. You should be very clear in your ads about the results expected, the experience required, and the work responsibility involved. Even if you’re careful and clear, nine out of ten people who respond to your ads will be totally inappropriate.
It is almost as if they are applying for every job advertised in the newspaper without even reading the requirements. If you advertise in the newspaper, create a five-to-seven part questionnaire that someone, even your receptionist, can ask anyone who phones. A few questions about the specifics of your ad will screen callers very quickly.
After a few questions, it will be clear to both you and the caller if there’s a possibility worth pursuing. If the applicant gives appropriate answers to these questions, ask for a resume, either by mail, in person or by e-mail.
Action ExerciseLook for candidates with successful track records doing key jobs that you need to have done. How could you attract them to work for you?
Decide Upon Your Major Definite Purpose
Since you become what you think about most of the time, a major definite purpose gives you a focus for every walking moment. As Peter Drucker said, "Whenever you find something getting done, you fine a monomaniac with a mission." The more you think about your major definite purpose and how to achieve it, the more you activate the Law of Attraction in your life. Helping you to attract people, opportunities, ideas, and resources to move more rapidly toward your goal and move your goal more rapidly toward you.
Activate Your Reticular Cortex
Each person has within his or her brain a special organ called the "reticular cortex." This small, finger-like part of the brain functions in a way similar to a telephone switchboard in a large office building. Just as all phone calls are received by the central switchboard and then rerouted to the appropriate recipient, all incoming information to your senses is routed through your reticular cortex to the relevant part of your brain or your awareness.
A Red Sports Car
Imagine that you decided that you wanted a red sports car. You write this down as a goal. You begin to think about and visualize a red sports car. This process sends the message to your reticular cortex that a red sports car is now important to you. A picture of a red sports car immediately goes up onto your mental radar screen. From that moment onward, you will start to notice red sports cars wherever you go. You will see them parked in driveways and in showrooms. Everywhere you go, your world will seem to be full of red sports cars.
If you decide to become financially independent, you will suddenly begin to notice all kinds of opportunities and possibilities around you that have to do with achieving your financial goals. You will see stories in newspapers and recognize books on the subject everywhere you go. It will seem as though you are surrounded by ideas and information that can be helpful to you in achieving your financial goals. On the other hand, if you do not give clear instructions to your reticular cortex and your subconscious mind, you will go through life as though you were driving in a fog. Your Major Definite Purpose
Your major definite purpose can be defined as the one goal that is most important to you at the moment. It is usually the one goal that will help you to achieve more of your other goals than anything else you can accomplish. It must be something that you personally really want. It must be clear and specific. Your goal must be measurable and quantifiable. Your major definite purpose must be in harmony with your other goals. If you use your reticular cortex and keep your goal in your mind you are bound to achieve it. Action Exercise
Determine how you will measure progress and success of achieving your goal. Write it down.
Be a Sales Superstar
This is a wonderful time to be alive and working in the profession of selling. Regardless of the ups and downs of the economy or temporary changes in your industry, there have never been more opportunities for you to achieve more of your goals—and enjoy a higher standard of living—than exist today by selling more of your products and services in the marketplace.
Commit to Excellence
Ambitious people have one remarkable characteristic in sales. They dream big dreams. They have high aspirations. They see themselves as capable of being the best in their fields. They know that the top 20 percent of salespeople make 80 percent of the sales, and they are determined to be among that top group.
Act As If It Were Impossible to Fail
Fear, uncertainty, and doubt are, and always have been, the greatest enemies of success and happiness. For this reason, top salespeople work continually to confront the fears that hold most salespeople back. The two major fears that stand as the greatest obstacle on your road to success are the fear of failure, or loss, and the fear of criticism, or rejection. These are the major enemies to be overcome.
Selling has often been called a transfer of enthusiasm. The more enthusiastic and convinced you are about what you are selling, the more contagious this enthusiasm will be and the more your customers will sense it and act on it. Human beings are primarily emotional in everything they so and say. This is why caring is a critical element in successful selling. Position Yourself as a Real Professional
Top salespeople see themselves as consultants rather than salespeople. They see themselves as advisors, helpers, counselors, and friends to their clients and customers. They see themselves as problem solvers more than anything else. Dedicate Yourself to Continuous Learning
To earn more, you must learn more. You are "maxed out" today at your current level of knowledge and skill. You cannot get more or better results by simply working harder using your present abilities. If you want to earn more in the future, you must learn and apply new methods and techniques. Remember the old saying: "The more you do of what you’re doing, the more you’ll get of what you’re getting." Action Exercise
Develop an action plan for personal and professional development. Prepare a "training schedule" for yourself exactly as if you were training for a marathon or a big competition.
7 Disciplines for High Performance
There are seven disciplines you must develop if you want to achieve all that is possible for you. You can learn these disciplines through practice and repetition until they become automatic.
Goal Setting
Every morning, take three to five minutes to write out your top goals in the present tense. Get a spiral notebook for this purpose. By writing out your ten goals at the beginning of each day, you will program them deep into your subconscious mind.
This daily goal writing will activate your mental powers. It will stimulate your mind and make you more alert. Throughout the day, you will see opportunities and possibilities to move more rapidly toward your goals.
Planning and Organizing
Take a few minutes, preferably the night before, to plan out every activity of the coming day. Always work from a list. Always think on paper. This is one of the most powerful and important disciplines of all for high performance.
Priority Setting
The essence of all time management, personal management, and life management is contained in your ability to set the proper priorities on the use of your time. This is essential for high performance.
Your ability to work single-mindedly on your most important task will contribute as much to your success as any other discipline you can develop. Exercise and Proper Nutrition
Your health is more important than anything else. By disciplining yourself to exercise regularly and to eat carefully, you will promote the highest possible levels of health and fitness throughout your life. Learning and Growth
Your mind is like a muscle. If you don’t use it, you lose it. Continuous learning is the minimum requirement for success in any field. Time for Important People in your Life
Relationships are everything. Be sure that in climbing the ladder of success, you do not find it leaning against the wrong building. Build time for your relationships into every day, no matter how busy you get. Action Exercise
These seven disciplines will ensure that you perform at the highest level and get the greatest satisfaction and results from everything you do. Study these seven disciplines and then make a plan for how you can incorporate each of them into your daily life.
The Selling Secret No One Tells You
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What’s the biggest bottleneck every business owner and sales person faces to selling more? What is it that is keeping you from doubling your sales next month or tripling them this year?
What’s the most common mistake that prevents 97% of business owners and sales people from becoming a huge success and living the life they want? What’s the one thing keeping you from pulling in more sales even in a tough economy?
For most marketers and sales people, the problem isn’t due to lack of hard work or the quality of your product and services. You’re already working 60-hour weeks and your current clients love you.
The bottleneck to your growth is being able to attract a steady stream of new business and keep existing clients buying again and again. No matter how hard you work or how good your products and services are, without a steady stream of new prospects and sales, you can’t grow your business.
The Secret You Need to KnowEvery savvy sales person and business owner knows that to grow their business they need to market it. You know that you need to generate leads, advertise, use mailings, and you may even already have a website. But these are just individual pieces of the marketing and selling puzzle.
The secret that no one tells you is how to put this marketing and selling puzzle together so it works to steadily grow your income and business. And without this knowledge, you can easily bleed your bank account dry. What’s the solution? How can you make more with less effort?
To grow your business, to build wealth, you need a proven marketing and sales system to succeed. I’m always amazed at how many business owners and sales people constantly try to attract new business without one.
You could be making ten times as much with a lot less effort.
Discover the fastest way to ramp up sales and profits.
With a proven system for getting prospects’ attention, generating leads, converting leads to clients, maximizing sales, and generating repeat sales, you can easily double or triple your sales and have time to take a well-deserved vacation.
A System That DeliversNew York City has a system for catching rain in upstate reservoirs and then piping it to residents in the city. The only problem is that the delivery pipes are so antiquated that 10-15% of the water leaks out along the way before it gets to the tap.
Most business owners and sales people’s marketing and sales processes leak prospects at a much higher rate. Of all the people who view your marketing and sales materials, what percent contact you and buy from you?
Most sales and marketing systems are so leaky, they only deliver a fraction of a percent of the prospects they should. Such an inefficient system is both costly and requires a lot of time in maintenance.
Now imagine you had a proven marketing and selling system one that you could put on autopilot to generate a steady stream of leads, sales and profits. You would make at least double what you are now if not ten times as much.
To help you plug the leaks in your sales and marketing, and realize the profits you’ve targeted, you’ll need a proven wealth building system. For many people, this simple system has quickly generated more business in a month than most people do in a year.
Your Growth SystemThanks to wealth-building expert Charlie Cook, it’s easier than ever to maximize the profits from your existing business by using this complete money-making system. It gives you a proven system that delivers new leads and clients each month.
I’ve persuaded my colleague, Charlie Cook, to offer his proven money-making system practically for free for you to review. It’s an exclusive to my readers if you take action today to request your copy.
It is the most effective business building system I’ve ever seen and Charlie Cook is offering Brian Tracy subscribers an exclusive risk-free, 30-day test drive for only $2.95.
Want to discover how much more you and your business could be making? I negotiated this exclusive offer for Brian Tracy readers and I highly recommend you take action today to be more successful. You can put this proven sales and marketing system to use within days and start to increase your profits.
Remember, if you don’t take action today to increase sales grow your business and be more successful, who will? Smart people like you recognize a great deal when they see one. Then they move forward to improve themselves and their business. Here’s how…
Learn how to generate a steady stream of new and qualified prospects at our upcoming Selling like a Pro Training Workshops!
As seen in Australian Business Solutions Magazine, Mark Garbelotto will be travelling throughout Australia in March and April to show business owners and salespeople the secrets to selling faster and easier in tough markets!
Call 1300 795 129 to secure your seat for just $97.
