Partnering For Profit
The way you can stand out from your competitors is for you to position your self as a business part ner, always looking for ways to improve your customer's business.
Help Your Customer's Business
When you deal with a business person, you can be sure of one thing: that person thinks about his business day and night. It is very close to him. It is dear to his heart. And if you come in and talk to him and ask him questions about his business, looking for ways to help him run his business better, the customer is going to warm up to you and want to be associated with you and your company.
Differentiate Your self from Your Competitors
As a part ner, you should always be looking to help your customer to cut costs and improve results in his or her area of resp onsibility. You should look for ways to help your customer in non-business areas as well. You should position your self as someone who cares more about the success of your customer than anything else, even more than you care about selling your product or service. This approach to partnering in profit with your customer is a key way to differentiate your self and to keep your customer for the indefinite future.
Practice the Reciprocity Principle
There is a principle of reciprocity in business that is very powerful. It is simply this: If you do something nice for someone else, they will feel obligated to do something nice for you. You should be looking for opportunities to go the extra mile, to do more than you are p aid for, to put in more than you take out. By extending your self, you improve your positioning in the customer's mind and increasingly differentiate your self and your company from your competitors who are after the same business. If you do this long enough and strong enough, you will eventually develop the partnership to the point where your competitors don't have a chance against you.
Action Ex ercises
Here are two things you can do immediately to put these ideas into action.
First, think about how you can help your customer's customer with your product or service. Take time to understand how your customer uses your product to do his business better.
Second, focus on increasing your customer's profits and fin ancial results. Show your customer that doing business with you is both satisfying and profit able in the long run.
By Brian Tracy
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 22nd of July in Townsville. I will keep you posted with new dates and locations. Talk soon Mark Garbelotto
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.
Two Principles of Financial Success
February 9, 2010
Two Principles for Financial Success
By: Brian Tracy
There are two great principles for achieving financial success. The first principle is what we call the law of attraction. The law of attraction says that you are a living magnet. It says that your thoughts create a force field of energy that radiates out from you and attracts back into your life people and circumstances in harmony with them. Any thought you have, combined with an emotion, positive or negative, radiates out from you and attracts back into your life the people, circumstances, ideas, and opportunities consistent with it.
How to Attract the Success You Desire
Many people feel that this is perhaps the most important of all mental laws. It says that if you have a very clear idea in your mind of your desired goal, to become wealthy, and you can hold that idea in your mind on a continuing basis, you will inevitably draw into your life the resources that you need in order to achieve it. Every person who has become wealthy or successful has become wealthy and successful as a result of holding the idea of wealth and success in their mind long enough and hard enough, until they drew into their lives the resources they needed to accomplish it.
Your World Reflects Your Thoughts
The second principle is called the law of correspondence. This mental law is very powerful. It says, "as within, so without." It says that your outer world is like a mirror that reflects back to you what is going on in your inner world. And this law of correspondence says that everything that happens outside of you corresponds to something that’s going on inside of you. When we say that your outer world is a reflection of your inner world, we mean both at a conscious and at a subconscious level.
Discover how to attract more qualified prospects and close more sales at my 2-hour Selling like a Pro Training Workshops in Melbourne, Sydney, Perth, Adelaide, Townsville, and Hobart in 2010!
Visualize Your Goals Clearly
If you consciously believe that you have the ability to achieve your goals and you can hold a picture of those goals clearly in your mind long enough and hard enough, eventually your outer world will correspond with it.
Three Reflections of Success
There are three places where we see this law of correspondence. First of all, your outer world of people will correspond exactly with your own attitude. You will always see your attitude reflected back to you in the faces and the behaviors of the people around you. If you have a positive, optimistic attitude, people will respond to you almost immediately, even before you open your mouth, in a positive and cheerful way.
Relationships Show You Who You Are
The second area where we see the law of correspondence is in your relationships. Your relationships will always mirror back to you exactly the kind of a person you are. When you are happy and optimistic and at peace, your relationships will be happy and harmonious and loving. But when your thinking is disrupted or negative for any reason, consciously or unconsciously, this will be immediately reflected in your relationships.
Inner and Outer Wealth
The third place you see the law of correspondence is with regard to your wealth. Your external world of wealth and financial accomplishment will be a mirror image of your inner world of preparation. The only part of the equation that you can control is your conscious thoughts, and if you can keep your conscious thoughts on what you want, on your images of wealth and affluence, eventually your external world of reality and experiences will reflect it back to you.
Action Exercises
Here are two things you can do to apply these principles in your financial life:
First, guard your thoughts carefully. Whatever you think about, combined with the emotions of desire or fear, you will attract into your life. Be sure that you are attracting what you want by continuing to think only about what you want.
Second, keep feeding your mind with new information, ideas and pictures of the person you want to be and the life you want to live. By creating this inner attitude of mind, you change the outer aspects of your reality.
The Laws of Money
January 22, 2010
The Laws of Money
By Brian Tracy
One of your major goals in life should be financial independence. You must aim to reach the point where you have enough money so that you never have to worry about money again. The good news is that financial independence is easier to achieve today than it has ever been before.
The Law of Abundance
We live in an abundant universe in which there is sufficient money for all who really want it and are willing to obey the laws governing its acquisition. People become wealthy because they decide to become wealthy. People are poor because they have not yet decided to become rich.
The world is full of 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.
The Law of Exchange
Money is the medium through which people exchange their labor in the production of goods and services for the goods and services of others. The amount of money you earn is the measure of the value that others place on your contribution. To increase the amount of money you are getting out, you must increase the value of the work that you are putting in.
The Law of Capital
Your most valuable assets, in terms of cash flow, are your physical and mental capital—your earning ability. How much time you put in and how much of yourself you put into that time largely determine your earning ability. Time and money can be either spent or invested. If you invest your time or money in becoming more knowledgeable and better skilled, you can increase your value.
The Law of Time Perspective
The most successful people in any society are those who take the longest time period into consideration when making their day-to-day decisions. Your ability to practice self-mastery, self-control, and self-denial, to sacrifice in the short term so you can enjoy greater rewards in the long term, is the starting point of developing a long time perspective.
The Law of Saving
Financial freedom comes to people who save 10 percent or more of their income throughout their lifetime. Savings today are what guarantee the security and the possibilities of tomorrow.
The Law of Conservation
It’s not how much you make but how much you keep that determines your financial future. The true measure of how well you are really doing is how much you keep out of the amount that you earn.
The Law of Three
There are three legs to the stool of financial freedom: savings, insurance, and investment. One of your major responsibilities, to yourself and to the people who depend on you, is to build a financial fortress around yourself over the course of your working lifetime. To be fully protected against the unexpected, you require liquid savings equal to two to six months of normal expenses.
The Law of Investing
Investigate before you invest. This is one of the most important of all the laws of money. You should spend at least as much time studying a particular investment as you do earning the money to put into that particular investment. The only thing easy about money is losing it. If you think you can afford to lose a little, you’re going to end up losing a lot. Invest only with experts who have a proven track record of success with their own money.
The Law of Magnetism
The more money you save and accumulate, the more money you attract into your life. The Law of Magnetism has been written about for more than 5,000 years. It explains much about success and failure in every area of life, especially in the financial arena. The more positive emotion you associate with your money, the more opportunities you will attract to acquire even more.
Action Exercise
Take time every day, every week, and every month to reflect on your financial situation and look for ways to deploy your finances more intelligently. The more time you take to think intelligently about your finances, the better decisions you will make and the more money you will have to think about.
The Seven P Formula for Marketing Success
January 20, 2010
The Seven P Formula for Marketing Success
By Brian Tracy
Once you have developed your marketing strategy, there is a seven P formula you should continually use to evaluate and reevaluate your business activities. These seven are: product, price, promotion, place, packaging, positioning, and people. As products, markets, customers, and needs change rapidly, you must continually revisit these seven P’s to make sure you are on track and achieving the maximum results possible for you in today’s Market.
Product
To begin, develop the habit of looking at your product as though you were an outside marketing consultant having been brought in to help your company decide whether or not it is in the right business at this time. Ask critical questions such as: Is your current product or service, or mix of products or services appropriate and suitable for the market and the customers of today?
Prices Deserve Attention
The second P in the formula has to do with price. Develop the habit of continually examining and reexamining the prices of the products and services that you sell to make sure they are still appropriate to the realities of the current market. Sometimes you need to lower your prices. At other times, it may be appropriate to raise your prices. Many companies have found that the profitability of certain products or services does not justify the amount of effort and resources that go into producing them. By raising their prices, they may lose a percentage of their customers, but the remaining percentage generates a profit on every sale. Could this be appropriate for you?
Promotion
The third habit in marketing and sales is for you to develop the habit of thinking in terms of promotion all the time. Promotion includes all the ways you tell your customers about products or services and how you then market and sell to them. Small changes in the way you promote and sell your products can lead to dramatic changes in your results. Experienced copywriters can often increase the response rate from advertising by 500 percent by simply changing the headline on the advertisement.
Place
The fourth P in the marketing mix is the place where your product or service is actually sold. Develop the habit of reviewing and reflecting upon the exact location where the customer meets the salesperson. Sometimes a change in place can lead to a rapid increase in sales.
Packaging
The fifth element in the marketing mix is packaging. Develop the habit of standing back and looking at every visual element in the packaging of your product or service through the eyes of a critical prospect. Remember, people form their first impression about you within 30 seconds of seeing you or some element of your company. Small improvements in the packaging or external appearance of your product or service can often lead to completely different reactions from your customers.
Positioning
The next P is positioning. You should develop the habit of thinking continually about how you are positioned in the hearts and minds of your customers. How do people think about you and talk about you when you are not present? How do people think and talk about your company? What positioning do you have in your market, in terms of the specific words that people use when they describe you and your offerings to others?
People are Everything
The final P is people. Develop the habit of thinking in terms of the people inside and outside of your business who are responsible for every element of your sales and marketing strategy and activities. Your ability to select, recruit, hire, and retain the proper people, with the skills and abilities to do the job you need to have done, is more important than everything else put together.
Action Exercise
Position yourself in everything you say and do as the most credible and believable supplier of your product or service to your ideal customer.
Become Everything You Are Capable of Becoming in 2010
The turning point in my life came when I discovered the law of cause and effect, the great law of the universe, and human destiny. I learned that everything happens for a reason. I discovered that success is not an accident. Failure is not an accident, either. I also discovered that people who are successful in any area usually are those who have learned the cause-and-effect relationship between what they want and how to get it.
Determine Your Personal Growth and Development Values
To realize your full potential for personal and professional growth and development, begin with your values as they apply to your own abilities. As you know, your values are expressed in your words and actions.
You can tell what your values are by looking at what you do and how you respond to the world around you. Your values are the root causes of your motivations and your behaviors.
Clarify Your Personal Growth and Development Vision
Create a long-term vision for yourself in the area of personal growth. Project forward five or ten years and imagine that you are developed fully in every important part of your life. Idealize and see yourself as outstanding in every respect. Refuse to compromise on your personal dreams.
Now take your vision and crystallize it into specific goals. Here is a good way to start. Take out a piece of paper and write down ten goals that you would like to achieve in the area of personal and professional development in the months and years ahead. Write in the present tense, exactly as if you were already the person you intend to be.
Determine exactly what you want to be able to do. Decide who you want to become. Describe exactly what you will look like when you become truly excellent in your field and in your personal life.
Upgrade Your Personal Knowledge and SkillsSet specific measures for each of your goals. If your goal is to excel in your field, determine how you will know when you have achieved it. Decide how you can measure your progress and evaluate your success.
Perhaps you can use as a measure the number of hours you study in your field each week. Perhaps you can measure the number of books you read or the number of audio programs you listen to. Perhaps you could measure your progress by the number of sales you make as the result of your growing skills.
Develop Winning Personal Growth and Development HabitsSelect the specific habits and behaviours you will need to practice every day to become the person you want to become. These could be the habits of clarity, planning, thoroughness, studiousness, hard work, determination, and persistence. Action Exercise
Decide today to develop yourself to the point where you can achieve every financial and personal goal you ever set and become everything you are capable of becoming. Write down your goals and make sure to look at them every day, then ponder ways you possibly achieve these goals.
Selling in Tough Times
December 7, 2009
Recession Selling 101
By Brian Tracy
Sales and profits down this year? Frustrated with the current economy?
Are your customers coming up with more and more objections? Are they telling you the price is too high, they’re not ready to buy right now, want to think about it, can’t get the boss to approve it, or worst of all, "aren’t interested," when you know for a fact they need your product or service.
What’s your plan?
So how can you ramp up sales in this tough economy?
Take Action to Find Out What Works
I’m amazed at the number of savvy business owners I talk to who complain about their sales. They have the idea stuck in their heads that this recession is bad and there is nothing they can do about it.
Nothing could be further from the truth!
Did you know Bill Gates started Microsoft during a recession?
Just because money was tight, it didn’t keep him from becoming the most dominant software provider in the world. And he didn’t accomplish this feat by blaming the economy.
Recessions only come along once every ten to twenty years and ones like this only happen every 50-70 years. And they create huge opportunities for those quick enough to take action and use them to grow their business. People like you!
Find out how you, too, can profit from this economy.
Shift Your Selling Strategy
When I first started out in business, I didn’t know how to get past the common objections that were killing too many sales. But then, when I went through my first recession, I discovered one simple truth about selling.
I’ll tell you what it is in just a second, but let me ask you two questions first:
- Who are prospects more likely to believe; themselves, or you?
- Who is better at closing the sale; the prospect, or you?
The Truth About Selling In Tough Times
The simple truth about selling—and the secret to selling more—is that your prospects are better at closing the sale than you are, if you lead them to it.
Once you understand this and put this breakthrough technique into practice, you’ll close many more sales. This approach turned my career and my business around in the midst of recession and changed my life. It can do the same for you.
Why is it so easy to increase sales when the prospect does the selling instead of you?
Close More Sales By Pre-Selling Your Prospects
The ideal prospects have already heard about you and your products and services and know that you’re the expert to turn to. They’ve heard from people they trust that your products and services work well, so they understand their value.
Prospects like these arrive ‘pre-sold’ and ready to buy from you. Getting them to close the deal becomes a foregone conclusion when you use this amazing selling technique. The result? You’ll close many more sales with a lot less effort.
Don’t you wish you could ‘pre-sell’ all your prospects? Instead of spending your time countering objections from prospects, you could be talking to people who want to buy. Discover how to structure your sales process, establish your credibility, and clarify the value you provide so your prospects ‘pre-sell’ themselves.
Ready to learn the secret to pre-selling your prospects so you can grow your business?
Eliminate Obstacles to Maximize Sales In This Economy
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.
Want more sales and higher profits?
To earn more, you must learn more.
To order one of Brian Tracy’s best-selling books or CDs on sales, such as ‘Advanced Selling Strategies’, ‘The Psychology of Selling’, and ‘The Art of Closing the Sale’, call our office now on 1300 795 129.
Mini Eat That Frog Comes to Perth!
What a year it has been so far!
In just the last 120 days, we’ve had over 1000 people attend our Brian Tracy seminars around Australia!
We’ve rolled-out the Mini Eat That Frog National Tour, and trained a lot of people already in our new event, Selling like a Pro.
If you’re not familiar with the Eat That Frog metaphor, please see this video:
http://www.eatthatfrogmovie.com
We have toured all around Australia teaching people this philosophy of how to:
- Eliminate Procrastination
- Get More Done in Less Time;
- Become a High Performance Time Manager; and
- Achieve Your Goals in the 5 Key Areas of Your Life
We are excited to be bringing this world-renowned training to Perth this Thursday, December 3rd!
This event will be presented by me, Mark Garbelotto, Master Trainer with Brian Tracy International.
This event will sell out, so for more information and to book your seat go to www.eatthatfrog.com.au/mini or call 1300 795 129 today!
The Complex Sale Today
The Sale is More Complex Today
The entire process of selling today is more complex than it has ever been before. It used to be that we would make a single call on a single buyer who would make a single decision on our product or offering. In this simple form of selling, we used the attention/interest/ desire/action (AIDA) model of sales presentation and focused intensely on numerous different ways of closing the sale. Then, once we had made the sale, in many cases we never saw the customer again.
Everything Has Changed
Today, however, everything is different. Today we must make multiple calls, an average of five or six, in order to make the sale. We deal with multiple decision makers in an organization, each of whom can influence the purchase. Much of the sale takes place when we are not present. Sometimes we never even meet the final decision maker who signs the check. And it is not unusual for a sale to be derailed at the last minute by something completely unexpected.
The Competition is Fierce
If that weren’t enough, there is more competition than ever before and it is more determined and resolute than it has ever been in the past. Not only must we compete on the basis of price, quality, services, capabilities, financing and warranties with many other vendors of our product or service, but we must also compete with every other vendor of every other product or service who is striving to get the same customer dollar that we are after. Our competitors are extremely determined, driven the same as we are by tight markets and careful customers. They are committed to starting earlier, working harder, and staying up later thinking of ways to take our customers away from us.
Our prospective customers are beset on all sides by every conceivable sales offering. Because they are drowning in details, options and choices, they are in no hurry to make up their minds. With markets changing and contracting, the amount of discretionary funds they have available has shrunken and they are more careful today than they have ever had to be in the past. The Key to Profitability
The purpose of a business is to create and keep a customer. If a business does this in sufficient quantity and with proper cost controls, it will make a profit. The profit is the result of creating and keeping customers efficiently. Create and Keep Customers
As the president of your own professional sales corporation, your job is to create and keep customers as well. And just as a company must continually restructure and redesign its product and service offerings to satisfy the changing tastes of a demanding and competitive customer marketplace, you as a salesperson must constantly upgrade the quality and sophistication of your sales procedures and approaches if you are going to create customers in sufficient quantity. Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, be prepared to make multiple calls on a customer to close a large or complex sale. Plan your sales work systematically so you always have a new reason for calling back.
Second, think continually about how you have to change and improve your selling and your offering if you want to succeed in a tough market. Work on yourself every day and never stop getting better.
