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.
Time Management Techniques for Salespeople.
By Brian Tracy
In 1928, the magazine Sales and Marketing Management surveyed American Businesses to determine how efficiently salespeople were using their time. They discovered that the average salesperson in America was only working 20 percent of the time, approximately one and one-half hours per day. This finding caused bells to go off throughout the sales industry. The idea that salespeople were only working ninety minutes per day became the emphasis for improved training, better time management skills, better supervision, and better control of the activities of salespeople.
Double Your Sales
In my sales programs, I teach what I call my minutes theory. It is based on a simple equation. If you are in sales today, 100 percent of your sales and your income are generated by the number of minutes hat you spend face-to-face with prospects and customers. If you want to increase the number of sales or the amount of money you make, you must increase the number of minutes that you spend in actual selling activity, face-to-face with people who can, and will, buy from you. My theory says that if you double the number of minutes that if you spend with customers, you will double your income, even if you do not improve in any other area of sales. If you manage your time as the top salespeople do, so that you are spending more time with customers, your sales will increase immediately.
The Job of the Salesperson
Let us begin with the job description of the salesperson. The job description of the salesperson is to create and keep customers. The measure of effectiveness of a salesperson is how many new customers she creates, or resales she generates, in any given time period. Everything else that salesperson does is secondary to creating and keeping customers. Therefore, the only time a sales person is working is when he is face-to-face, head-to-head, and knee-to-knee with a prospect or customer.
Achieving Peak Performance and excellent time management in sales begins with your setting clear income and sales goals for yourself. The act of sitting down and deciding, in writing, how much you want to earn, and how you are going to go about earning it, makes it far more likely that you will achieve those goals than if you didn’t set them at all. The goal-setting exercise I am about to share with you has led to the doubling and tripling of the incomes of many salespeople. It is powerful because it is simple and easy. You can learn it and apply it immediately.
Determine What You Will Have to DoOnce you have broken your income and sales goals down into monthly, weekly, daily, and hourly amounts, you then define these goals in terms of the activities necessary to achieve them. The critical element in this calculation is the factor of control. You cannot control your income or your sales on a day-to-day basis. They depend on too many other factors. But you can control your activities. You can determine and control what you do from morning to night, and as a result, you can indirectly control your income. If you engage in the activities necessary to make sales you want to make, you will inevitably achieve your sales goals.
Get Better at What You DoOnce you have determined your sales goals and worked out an activity schedule for each day, you immediately go to work on yourself to upgrade your skills in your key result areas. One of the best uses of your time is to get better at the most important things you do. Your goal is to upgrade your skills so that you achieve more and better results in a shorter period of time.
Action ExerciseTake charge of your sales career today; resolve to double the amount of time you spend face-to-face with prospects and customers.
Prepare Thoroughly Before You Begin
By: Brian Tracy
Have Everything At Hand
One of the best ways for you to overcome procrastination and get more things done faster is for you to have everything you need at hand before you begin. When you are fully prepared, you are like a cocked gun or an archer with an arrow pulled back taut in the bow. You just need one small mental push to get started on your highest value tasks.
Clear Your Workspace
Begin by clearing off your desk or workspace so that you only have one task in front of you. If necessary, put everything on the floor or on the table behind you. Gather all the information, reports, details, papers, and work materials that you will require to complete the job. Have them at hand so you can reach them without getting up or moving. Be sure that you have all writing materials, computer disks, access codes, email addresses and everything else you need to start and continue working until the job is done.
Set up your work area so that it is comfortable, attractive and conducive to working for long periods. Especially, make sure that you have a comfortable chair that supports your back and allows your feet to sit flat on the floor.
The most productive people take the time to create a work area where they enjoy spending time. The cleaner and neater your work area before you begin, the easier it is for you to get started and keep going.
Assume The PositionWhen you sit down, with everything in front of you, ready to go, assume the body language of high performance. Sit up straight, sit forward and away from the back of the chair. Carry yourself as though you were an efficient, effective high performing personality. Then, pick up the first item and say to yourself, "Let’s get to work!" and plunge in. And once you’ve started, keep going until the job is finished. Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, take a good look at your desk or office, both at home and at the office. Ask yourself, "What kind of a person works in an environment like that?"
Second, resolve today to clean up your desk and office completely so that you feel effective, efficient and ready to get going each time you sit down to work.
The Law of Priorities…
By: Brian Tracy
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.
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?
Don’t Lose Money!
Throughout the history of American enterprise, you’ve heard the words, "work hard and save your money." Work hard and save your money. It is the oldest rule for success in America. It’s so important, as a matter of fact, that W. Clement Stone once said, "if you cannot save money, then the seeds of greatness are not in you."
Saving Is a Discipline
Why is it that saving money is so important? Because saving money is a discipline and any discipline affects all other disciplines in your life. If you do not have the discipline to refrain from spending all the money that you earn, then you are not qualified to become wealthy and if you do become wealthy, you’ll not be capable of holding on to it.
The Law of Attraction
A principle with regard to saving your money is the law of attraction. The law of attraction is activated by saved money. Even one dollar saved will start to attract more money. Here’s what I suggest that you do. If you’re really serious about your future, go down and open a savings account. Put as much money as you can into it, even if it’s only ten dollars. And then begin to collect little bits of money, and every week go down and put something into that account.
Attract More Money Into Your Life
You will find that the more you put in that account, the more you will attract from sources that you cannot now predict. But if you do not begin the savings process, if you don’t begin putting something away towards your financial independence, then nothing will happen to you. The law of attraction just simply won’t work.
Once you begin to accumulate money, here’s another rule. Invest the money conservatively. Marvin Davis, self-made billionaire, was asked by Forbes Magazine, "How do you account for your financial success?" And he said, "Well, I have two rules for financial investing." He said, "Rule number one is, don’t lose money." He said, whenever I’m tempted, whenever I see an opportunity to invest where there’s a possibility I could lose it all, I just simply refrain from putting the money in. Rule number two is, whenever I get tempted, I refer back to rule number one. Don’t lose money. Get Rich Slowly
George Classon says, in The Richest Man In Babylon, that the key is to accumulate your funds and then invest them very conservatively. One of the characteristics of self-made millionaires, one of the characteristics of old money in America is that it’s very cautiously, conservatively and prudently invested.
Don’t try to get rich quickly. Concentrate rather on getting rich slowly. If all you do is save ten percent of your earnings, put it away, and let it accumulate at compound interest, that alone will make you wealthy.
Action ExercisesHere are two things you can do to apply these lessons to your financial life:
First, open a separate savings and investing account today. From this day forward, put every single dollar you can spare into this account and resolve to never touch it or spend it for any reason.
Second, whenever you consider any investment of your savings, remember the rule, "Don’t lose money!" It is better to keep the money working at a low rate of interest than to take the chance of losing it. Be careful. A fool and his money are soon parted.
Do You Have Everything You Want In Life?
If you’re like most people the answer is a resounding NO.
Sure, you’ve worked hard and achieved some of your goals…but ask yourself, is there more? Could you do better?
If you are still falling short of reaching your dreams, I can help.
Most successful people have a common trait. They are notorious goal setters. They realise that a dream without a goal is only commentary. And hope is not a business plan.
Are these people smarter than you? Do they come from wealthy families?
Many were in a worse position than you might ever be in. And yet they had a dream. They set goals. Goals they knew were achievable simply because others had done it before.
Setting goals can be a real challenge; especially if you’ve tried and failed before. But don’t worry; it’s not your fault. It’s just that people make goal setting seem difficult or even impossible.
I’ve got news for you. Nothing could be further from the truth. Sure, you’ll face the odd challenge, we all do. Remember, most challenges are really just opportunities to bring you closer to your goals.
What successful people know that you don’t is how to make their goals work for them. In my live ”Eat That Frog” 1 day training workshop, I take you by the hand to show you simple, proven strategies designed to help you achieve all of your goals.
I’ve helped lots of people reach for the stars and make their dreams a reality and I want to help you.
My 100% money back guaranteed will help you discover the simple magic behind successfully reaching any goal you may have.
If you’re sick and tired of not getting what you want, this is your ticket out.
Click here for instant access.
To your success!
Mark Garbelotto
Trust Your Subordinates….
The Definition of Leadership
Leadership has been called "The ability to get followers." One of the deepest cravings of human nature is the need to feel important, to have a sense of meaning and purpose in life and work. Leaders are invariably those who can tap into the deeper emotions of others and get them to rise above and beyond anything they may have accomplished in the past.
Inspiring Words Lead to Victory
Winston Churchill was able to arouse and inspire an entire nation with words like these: "Let us so carry ourselves that if the British Empire should endure a thousand years, men will still say, this was their finest hour."
Spearhead A Turnaround
Lee Iacocca stepped into Chrysler Corporation when the company was almost bankrupt. Through the sheer force of his personality, his unshakable determination, his appeals to Congress, to Chrysler workers and to Chrysler customers on television, he spearheaded a turn-around that will go down in the history books as one of the greatest achievements in American business.
The key to getting followers in every case is to "trust your subordinates." Many studies have concluded that it is the mutual bond of trust and respect that acts as the catalyst that creates high performance. Not only must you trust your subordinates, but even more important, they must trust you. Act With Integrity
In order to "get followers," your subordinates must have an absolute belief in your integrity. They must believe that you will abide by the highest ethical standards of fairness and justice. Integrity appears over and over as the most important leadership quality. People can only put their whole hearts into their work when they feel secure and they can only feel secure when they can relax and trust you completely. Action Exercises
Here are two things you can do immediately to bring out the very best from the people who look up to you.
First, make people feel important. Tell them how important and valuable they are and then give them both the responsibility and the opportunity to do their job the very best they know how.
Second, set a good example. Be an inspirational leader by being a role model for everyone else to follow. The more people look up to you, the better they will do their work and the happier they will be.
Using Your Inner Guidance System…
You have incredible powers of mind and emotions that give you timely and accurate feedback in every area of your life.
In this newsletter, you learn how to "tune in" to yourself so you can make the right decision in every situation.
Using Your Inner Guidance System
We know that the body has a natural bias toward health and energy. It’s designed to last for 100 years with proper care and maintenance. When something goes wrong with any part of our body, we experience it in the form of pain or discomfort of some kind.
We know that when our body is not functioning smoothly and painlessly, something is wrong, and we take action to correct it. We go to a doctor; we take pills; we undergo physical therapy, massage or chiropractic. We know that if we ignore pain or discomfort for any period of time, it could lead to something more serious.
In the same sense, nature also gives us a way to tell emotionally what’s right for us and what’s wrong for us in life. Just as nature gives us physical pain to guide us to doing or not doing things in the physical realm, nature gives us emotional pain to guide us toward doing or not doing things in the emotional or mental realm. The wonderful thing is that you’re constructed so that if you simply listen carefully to yourself-to your mind, your body and your emotions-and follow the guidance you’re given, you can dramatically enhance the quality of your life.
Just as the natural physical state of your body is health and vitality, your natural emotional state is peace and happiness. Whenever you experience a deviation from peace and happiness, it’s an indication that something is amiss. Something is wrong with what you’re thinking, doing or saying. Your feeling of inner happiness is the best indicator you could ever have to tell you what you should be doing more of and what you should be doing less of.
The MessengerUnhappiness is to your life as pain is to your body. It is sent as a messenger to tell you that what you’re doing is wrong for you.
Very often, you’ll suffer from what has been called "divine discontent." You’ll feel fidgety and uneasy for a reason or reasons that are unclear to you. You’ll be dissatisfied with the status quo. Sometimes, you’ll be unable to sleep. Sometimes, you’ll be angry or irritable. Very often, you’ll get upset with things that have nothing to do with the real issue. You’ll have a deep inner sense that something isn’t as it should be, and you’ll often feel like a fish on a hook, wriggling and squirming emotionally to get free.
Divine DiscontentAnd that is a good thing. Divine discontent always comes before a positive life change. If you were perfectly satisfied, you would never take any action to improve or change your circumstances. Only when you’re dissatisfied for some reason do you have the inner motivation to engage in the outer behaviors that lead you onward and upward.
Listen to yourself. Trust your inner voice. Go with the flow of your own personality. Do the things that make you feel happy inside and you’ll probably never make another mistake.
Action ExercisesHere are three steps you can take immediately to put these ideas into action.
First, listen to yourself and trust your own feelings. If there is a part of your life that causes you stress and unhappiness, resolve to deal with it.
Second, identify those areas of your life where you are dissatisfied or frustrated for any reason. What changes should you, could you make?
Third, remember that nature wants you to be happy, healthy, popular and prosperous. Any deviation from those conditions is a signal to you that action is necessary.
Four Steps to a Super Attitude…..
Decide How to React
It is not what happens to you that counts. It is how you react to what happens to you, especially when you have unexpected problems of any kind.
In this newsletter, you learn powerful strategies you can use to keep yourself thinking and acting positively and creatively.
Here are four things you can do to assure that your attitude is the very best it can be, under all circumstances.
Focus On the Future
First, whatever challenges you face, focus on the future rather than on the past. Instead of worrying about who did what and who is to blame, focus on where you want to be and what you want to do. Get a clear mental image of your ideal successful future, and then take whatever action you can to begin moving in that direction. Get your mind, your thoughts, and your mental images on the future.
Second, whenever you’re faced with a difficulty, focus on the solution rather than on the problem. Think and talk about the ideal solution to the obstacle or setback, rather than wasting time rehashing and reflecting on the problem. Solutions are inherently positive, whereas problems are inherently negative. The instant that you begin thinking in terms of solutions, you become a positive and constructive human being. Look For the Good
Third, assume that something good is hidden within each difficulty or challenge. Dr. Norman Vincent Peale, a major proponent of positive thinking, once said, "Whenever God wants to give us a gift, he wraps it up in a problem." The bigger the gift you have coming, the bigger the problem you will receive. But the wonderful thing is that if you look for the gift, you will always find it. Seek the Valuable Lesson
Fourth, assume that whatever situation you are facing at the moment is exactly the right situation you need to ultimately be successful. This situation has been sent to you to help you learn something, to help you become better, to help you expand and grow. Decide to Be Positive
A Positive Mental Attitude is indispensable to your success. You can be as positive as you want to be if you will simply think about the future, focus on the solution and look for the good. If you do what other successful people do, if you use your mind to exert mental control over the situation, you will be positive and cheerful most of the time. And you will reap the benefits enjoyed by all successful people. Action Exercises
Here are three steps you can take immediately to put these ideas into action:
First, become solution-oriented with every difficulty you face. Make a habit of looking for the answers to your questions, the solutions to your problems.
Second, seek for the valuable lesson in every adversity. Make a list of every idea or insight you can gain from every setback or difficulty.
Third, think on paper. Take some time to write out every detail of the problem, and then take the most logical next step to solve it.
The Three Factors of Time….
Organize Your Life Around Your Family, Your Career and Your Personal Goals
You need to stand back on a regular basis and analyze yourself, your life and your time usage. You need to become a master of your time rather than a slave to continuing time pressures.
Your Most Precious Resource
Time is your most precious resource. It is the most valuable thing you have. It is perishable, it is irreplaceable, and it cannot be saved. It can only be reallocated from activities of lower value to activities of higher value. All work requires time. And time is absolutely essential for the important relationships in your life. The very act of taking a moment to think about your time before you spend it will begin to improve your personal time management immediately.
The Starting Point
Personal time management begins with you. It begins with your thinking through what is really important to you in life. And it only makes sense if you organize it around specific things that you want to accomplish. You need to set goals in three major areas of your life. First, you need family and personal goals. These are the real reasons why you get up in the morning, why you work hard and upgrade your skills, why you worry about money and sometimes feel frustrated by the demands on your time.
Decide Upon Your Goals
What are your personal and family goals, both tangible and intangible? A tangible family goal could be a bigger house, a better car, a larger television set, a vacation, or anything else that costs money. An intangible goal would be to build a higher quality relationship with your spouse and children, to spend more time with your family going for walks or reading books. Achieving these family and personal goals are the real essence of time management, and its major purpose.
The second area of goals is your business and career goals. These are the "how" goals, the means by which you achieve your personal, "why" goals. How can you achieve the level of income that will enable you to fulfill your family goals? How can you develop the skills and abilities to stay ahead of the curve in your career? Business and career goals are absolutely essential, especially when balanced with family and personal goals. Personal Development Goals
The third type of goals is your personal development goals. Remember, you can’t achieve much more on the outside than what you have achieved and become on the inside. Your outer life will be a reflection of your inner life. If you wish to achieve worthwhile things in your personal and your career life, you must become a worthwhile person in your own self-development. You must build yourself if you want to build your life. Perhaps the greatest secret of success is that you can become anything you really want to become to achieve any goal that you really want to achieve. But in order to do it, you must go to work on yourself and never stop. Action Exercises
Here are three things you can do immediately to put these ideas into action.
First, develop the habit of stopping on a regular basis and thinking about what is really important to you. The more often you stop and think, the better decisions you will make.
Second, decide clearly upon your personal and family goals. Write them down. Discuss them with others. Be clear about why you are doing what you do.
Third, take some time to think about your career goals and the steps you will have to take to achieve them. Do something every day that moves you forward in all three areas.
