The Key to Sales Motivation….

Your Real Goal
Your goal is to become a transformational leader, the kind of person that motivates and inspires people to perform at levels far beyond anything that they had previously thought possible.

Keep People In the Know
Transformational leaders empower others by keeping them "in the know," by keeping them fully informed on everything that effects their jobs. People want and need to feel that they are "insiders," that they are aware of everything that is going on. There is nothing so demoralizing to a staff member than to be kept in the dark about their work and what is going on in the company.

Give Regular Feedback
One empowering behaviour practiced by transformational leaders is regular feedback on performance and results. People need to know how they're doing so they can improve if performance is below standards and so that they can be proud of their successes. The more feedback you give to people, the better it is, as long as the feedback is objective and not critical. My friend, Ken Blanchard, says that, "Positive feedback is the breakfast of champions."

Be Generous With Praise
Be generous with your praise and encouragement. Remember, people are the only asset that can be made to appreciate in value by giving them warmth, respect, approval and by creating a climate of positive expectations.

Create An Exciting Future
What companies and countries and institutions need today are courageous visionary leaders who are committed to creating an exciting future for themselves and others. You have within yourself the ability to evolve and grow as a leader and to make a real difference in the world around you. And the one thing you can know for sure about yourself is that, no matter what you've accomplished up to now, there is far more that you can do.

As you practice the behaviours of effective leaders, you will grow more and more toward the realization of your full potential. It's completely up to you.

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

First, hold regular meetings with your staff and tell them everything that is going on. Invite their comments, questions and concerns. Make everybody feel as if he or she was an insider in the organization.

Second, continually look for opportunities to give positive feedback, praise and encouragement. People need praise and encouragement like roses need rain and sunshine. Take every opportunity to make people feel better about themselves and their work. 

Written by Brian Tracy and Trained by Mark Garbelotto.

Three Powerful Principles for Success

Be Clear About Your Goals
There are many simi larities between business and war. In both cases, the victor is the one who uses superior strategy against his or her competition.

There are three principles of military strategy you can apply to your work every single day. The first idea from the military is called the Principle of Man euver. The principle of man euver says that you should be clear about the goal, but be flexible about the process of ach ieving it. According to the Menninger Institute, this quality of flexibility is the most important single quality that you will require for success in times of rap id change.

Be Open to Continuous Feedback
A key peak performance quality for you is to "accept feedback and self-correct." Peak performers are those who can take information from their environment and even if the information is contrary to all of their planning, they can accept the information, modify their plans, and continue moving forward. They are always open to new ideas and insights.

Learn What You Need to Know
The second military principle you can use is the Principle of Intelligence. This principle of intelligence means simply, "get the facts!"

The most important thing in business decision making is for you to get accurate information. Facts don't lie. It is important that you get the real facts, not the assumed facts or the apparent facts or the obvious facts, or the hoped for facts, but the real, provable facts.

Make Better Decisions
Perhaps the key job of the executive is decision making. The quality of the decisions that you make will be in direct proportion to the amount of time that you take to gather timely and accurate information. The very best thing that you can do, if you have insufficient information, is to delay making a decision at all.

Invest Your Resources Wisely
The third military principle applied to strategic planning is the Principle of Economy of Force. Economy of force means that you expend only the resources necessary to achieve the objective and not more. It also means that you commit sufficient resources to achieve the objective once you have decided upon it.

Since your own personal en ergy is all you really have to invest over the course of your lif etime, the military principle of economy says that you should be very selfish when deciding how you are going to use your self. Keep asking your self, "How important is this?" and more important, "How important is this to me?"

Action Ex ercises
Here are two ideas that you can apply immediately to be more strategic in your work and personal life.

First, remain flexible when you are working towards your goal. In times of rap id change, all of your best ideas can be contradicted by new information. Be willing to try different things. Be open to new inputs and ideas.

Second, get the facts! The more and better information you can acquire before you make a decision, the better your decision will be. The very best managers spend a good amount of time getting the real, provable facts before they take action.

Written by Brian Tracy and trained by Mark Garbelotto

Build Long-Term Relationships

Full 85 percent of the happiness and success you enjoy in life will be determined by the quality of your relationships with others. All of your selling success today, and for the rest of your career, will be based on the quality of the relationships that you form with your customers. Because of the complexity of your product or service, customers are usually unable to make an accurate judgment of the details of what you are selling. Instead, they have to depend upon how they feel about you and your claims. For most customers today, the relationship comes first. It is more important then the product or service itself.

Relationship Selling Model
The building and maintaining of high-quality sales relationships proceeds in four stages. We call this the Relationship Selling Model.

Stage One
The first stage, roughly 40 percent of the sale, is the development of trust. This is best achieved by asking good questions and listening closely to answers. In fact, a recent survey of members of the Purchasing Managers Association of America (PMAA) concluded that the salespeople these professional buyers rated "the best" were the people who asked the most questions before attempting to sell.

Stage Two
The second stage of building high-quality sales relationships, 30 percent of the process, is focusing on identifying the true needs and wants of the prospect.

Instead of talking about what you are selling, you ask questions about the prospect and his or her situation. You probe the answers you get and, as Stephen Covey says, "See first to understand, then to be understood."

Once you have built a high level of trust by asking questions and seeking to understand how your product or service can help the prospect in some way, you move to stage three.

Stage Three
20 percent of the relationship between you and your customer is presenting solutions. In this stage, you show the prospect how he or she could be better off with what you are selling than he or she is today. You carefully match the prospect's expressed needs with the specific features and benefits of your product or service.

Stage Four
In phase four, the final 10 percent of the Relationship Selling Model, you ask for confirmation from the prospect to make a decision and take action on your offering. You close the sale.

The relationship selling model is based on trust. You develop trust by asking the customer about his or her needs and then by listening intently to the answers. The more you ask good questions and listen carefully to the customer, the more the customer will trust you and open up to you. When the customer trusts you enough, he or she will tell you everything you need to know to9 either make a sale or to determine that this customer is not a good prospect for what you are selling.

Action Exercise
Focus first and foremost on the prospect and the relationship–before anything else. Concentrate on building a high level of trust. Only when you have built a bridge of understanding of the prospect's real needs should you start talking about what you are selling. When the relationship is strong, the sale will take care of itself.

Written by Brian Tracy and trained by Mark Garbelotto

How to Identify Your Goals

Here are seven goal-setting questions for you to ask and answer over and over again. I suggest that you take a pad of paper and write out your responses.

Question Number One:
What are your five most important values in life?
This question is intended to help you clarify what is really important to you, and by extension, what is less important, or unimportant. Once you have identified the five most important values in life for you, organize them in order of priority, from number one, the most important, through number five.

Question Number Two:
What are your three most important goals in life, right now?
This is called the "quick list" method. When you only have thirty seconds to write down your three most important goals, your subconscious mind sorts out your many goals quickly. Your top three will just pop into your conscious mind. With only thirty seconds, you will be as accurate as if you had thirty minutes.

Question Number Three:
What would you do, how would you spend your time, if you learned today that you only had six months to live?
This is another value questions to help you clarify what is really important to you. When your time is limited, even if only in your imagination, you become aware of who and what you really care about.

Question Number Four:
What would you do if you won a million dollars cash, tax free, in the lottery tomorrow?

How would you change your life? What would you buy? What would you start doing, or stop doing? This is really a question to help you decide what you'd do if you had all the time and money you need, and if you had virtually no fear of failure at all.

Question Number Five:
What have you always wanted to do, but been afraid to attempt?
This question helps you see more clearly where your fears could be blocking you from doing what you really want to do.

Question Number Six:
What do you most enjoy doing? What gives you your greatest feeling of self-esteem and personal satisfaction?
This is another values question that may indicate where you should explore to find your "heart's desire." You will always be most happy doing what you most love to do, and what you most love to do is invariably the activity that makes you feel the most alive and fulfilled. The most successful men and women in America are invariably doing what they really enjoy, most of the time.

Question Number Seven:
What one great thing would you dare to dream if you knew you would not fail?
Imagine that a genie appears and grants you one wish. The genie guarantees that you will be absolutely, completely successful in any one thing that you attempt to do, big or small, short or long-term. If you were absolutely guaranteed success in any one thing, what one exciting goal would you set for yourself?

Action Exercise
Study the pad of paper that you used to answer these questions. This paper represents your future goals. Look at what you wrote every day and shape your life the way you see it on that paper.

Written by Brian Tracy and trained by Mark Garbelotto

Eat That Frog – Seminar Townsville…

EXCLUSIVE INVITATION  

To our world famous Eat That Frog! seminar

At this event you will discover how to:

Ø  Master your time and gain hours of productivity

Ø  Stop procrastination

Ø  Set and achieve your goals in 5 key areas of your life

Ø  ABCDE method to high performance time management

Ø  Connect with people for Win/Win networking

Ø  And much, much more.

Thursday, February 24, 2011 at 6:30pm at the Seagulls Resort, Townsville, Australia, $47.00 per person call 1300 795 129 for bookings.

See you there…

 Mark Garbelotto

   

 

The Law of Clarity for 2011

Clarity accounts for probably 80% of success and happiness. Lack of clarity is probably more responsible for frustration and underachievement than any other single factor. That's why we say that "Success is goals, and all else is commentary." People with clear, written goals, accomplish far more in a shorter period of time than people without them could ever imagine. This is true everywhere and under all circumstances.

The Three Keys to High Achievement
You could even say that the three keys to high achievement are, "Clarity, Clarity, Clarity," with regard to your goals. Your success in life will be largely determined by how clear you are about what it is you really, really want.

Write and Rewrite Your Goals
The more you write and rewrite your goals and the more you think about them, the clearer you will become about them. The clearer you are about what you want, the more likely you are to do more and more of the things that are consistent with achieving them. Meanwhile, you will do fewer and fewer of the things that don't help to get the things you really want.

The Seven Step Process for Achieving Goals

First, decide exactly what you want in each area of your life. Be specific!

Second, write it down, clearly and in detail;

Third, set a specific deadline. If it is a large goal, break it down into sub-deadlines and write them down in order;

Fourth, make a list of everything you can think of that you are going to have to do to achieve your goal. As you think of new items, add them to your list;

Fifth, organize the items on your list into a plan by placing them in the proper sequence and priority;

Sixth, take action immediately on the most important thing you can do on your plan. This is very important!

Seventh, do something every day that moves you toward the attainment of one or more of your important goals. Maintain the momentum!

Join the Top 3%
Fewer than three percent of adults have written goals and plans that they work on every single day. When you sit down and write out your goals, you move yourself into the top 3% of people in our society. And you will soon start to get the same results that they do.

Review Your Goals Daily
Study and review your goals every day to be sure they are still your most important goals. You will find yourself adding goals to your list as time passes. You will also find yourself deleting goals that are no longer as important as you once thought. Whatever your goals are, plan them out thoroughly, on paper, and work on them every single day. This is the key to peak performance and maximum achievement.

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

First, make a list of ten goals that you would like to achieve in the coming year. Write them down in the present tense, as though a year has passed and you have already accomplished them.

Second, from your list of ten goals, ask yourself, "What one goal, if I were to accomplish it, would have the greatest positive impact on my life?" Whatever it is, put a circle around this goal and move it to a separate sheet of paper.

Third, practice the seven-step method described above on this goal. Set a deadline, make a plan, and put it into action and work on it every day. Make this goal your major definite purpose for the weeks and months ahead.

Get ready for some amazing changes in your life.

Written by Brian Tracy and trained by Mark Garbelotto at the eat that frog seminars www.eatthatfrog.com.au

Create Your Sales Plan for 2011

Nothing happens until a sale takes place. Your actual ability to sell your product or service to your customer determines your profit or loss, success or failure, in business. The sales process, to be effective, must be planned and organized in detail from start to finish. Every word and action must be scripted, rehearsed and memorized. Nothing can be left to chance.

Sales Recipe
Making a sale is like cooking with a recipe. You must use the correct ingredient and blend them in the proper quantity with the right timing. All successful companies have developed a proven sales process that can be duplicated over and over. By using a proven sales system, you can accurately predict the quantity of your sales, the average size of your sales, and the profitability of your sales activities.

Prospecting
It is important to speak directly or by telephone to people who can and will buy and pay in a reasonable period of time. Start with your ideal customer profile. Who is he or she exactly-in terms of age, occupation, income, education? Who is he or she exactly—in terms of problems, wants, needs, attitudes, and experiences regarding your product or service? If you could advertise for perfect customers, how would you describe him or her?

Marketing and advertising is aimed at telling your ideal prospect that your product will help them. The ideal prospect has an immediate need for what you sell. The ideal prospect knows you, likes you, and respects your products or business. The ideal prospect can buy and pay for your product if he or she likes it.

Establish Rapport
Establishing rapport and trust with the customer is a must. The prospect will not listen to you or buy from you unless he/she likes you and believes that you are honest. Be friendly, straightforward and believable. Be punctual, prepared and properly dressed. Ask questions and listen carefully to the answers. Make no attempt to sell until the prospect is relaxed and comfortable with you. Identify what the customer needs so you can better sell to them. Ask carefully planned, structured questions so that you can fully understand the customer's situation.

There is a direct relationship between asking questions and sales success. Plan your questions word-for-word in advance. Make no effort to sell or talk about your product. Seek first to understand, then to be understood.

Presenting Your Product or Service
Repeat back the specific needs or concerns that your prospect has expressed. Position yourself as a trusted advisor, dedicated to helping him solve his problem or achieve his goal with your product. Position yourself as a teacher-showing her how your product works to help her satisfy her needs. Match the customers expressed needs and concerns to the product or service. Focus on helping rather than selling. Conclude your presentation with an explanation of how the product is delivered or used. Invite questions.

Action Exercises
List three phrases or questions you can use or ask to determine if this is a qualified prospect.

Written by Brian Tracy and trained by Mark Garbelotto

BNI KL10 International Conference in Malaysian

Hi all just back from the BNI KL10 international conference in Malaysian. A couple of the topics I did some training on was “Out Sell Your Competition in Any Market” and “The Art of Closing the Sale”. I will be releasing the seminar called  “The Art of Closing the Sale” in Australia. The first seminar will be on the 22^nd of July in Townsville. I will keep you posted with new dates and locations. Talk soon Mark Garbelotto

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.

The Law of Reciprocity

People have a deep subconscious need to reciprocate for anything that is done to or for them. The Law of Reciprocity is one of the most powerful of all determinants of human behavior. This is because nobody likes to feel that he or she is obligated to someone else. When someone does something nice for us, we want to repay that person, to reciprocate. We want to be even. Because of this, we seek an opportunity to do something nice in return. This law is the basis of the law of contract, as well as the glue that hold most human relationships together.

Concessions
The first party to make a concession is the party who wants the deal the most. You must therefore avoid being the first one to make a concession, even a small concession. Instead, be friendly and interested, but remain silent. The first person to make a concession will usually be the person who makes additional concessions, even without reciprocal concessions. Most purchasers and sellers are aware of this. They recognize that early concessions are a sign of eagerness and are prepared to take advantage of it. Be careful.

Equal or Greater
Every concession you make in a negotiation should be matched by an equal or greater concession from the other party. If the other party asks for a concession, you may give it, but never without asking for something else in return. If you don’t request a reciprocal concession, the concession that you give will be considered to have no value and will not help as the negotiation proceeds. If a person asks for a better price, suggest that it might be possible but you will have to either decrease the quantity or lengthen the delivery dates. Even if the concession is of no cost or value to you, you must make it appear valuable and important to the other party or it will not help you in the negotiation.

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