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Monday Morning Motivators – April 7, 2007
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Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com
“Leadership is the art of getting someone else to do something you want done because he wants to do it.”
--Dwight D. Eisenhower
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Table of Contents
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1. Customer Service Wrap-up – Linda Fayerweather
2. Today’s Speaker: Hard-Nosed Truth Tellers - Rebecca Booth
3. The Law of Pure Potentiality – Pat Altvater
4. Relational Sales Timeline vs. Traditional Sales Timeline – Paula Frazier
5. To Do This Week
6. Fine Print
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1. Leadership Principles – Know Yourself ============================================================
Leadership may not be innate in each and every one of us, but if we strive to succeed at business ownership, at some point we will need to be “leading the troops”. The leader and the troops must have mutual values. These could be a common enemy, core values or business destiny. Regardless what the values, they must be defined and expressed especially at hiring time. To figure out what your company’s “mutual values are”, first know what makes you tick.
What are the things that you want in your business each and every day?
What do you look forward to doing every day?
What do you want your customers to know you for?
What do your employees all agree about you?
These might very well be your true talents.
Now, add to these talents your core values that are essential to your well being. Common ones I hear are:
Personal integrity,
Personal growth,
Positive attitude
Financial Security
Joy – Love – Time
As leaders, we need to know what makes us tick so we can push traits forward that inspire others to follow while taming the traits that distract from the mission.
Copyright 2008 Linda Fayerweather
"What do your customers teach you this week?”
Changing Lanes LLC
www.ChangingLanes.biz
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2. Today’s Speaker: Hard-Nosed Truth Tellers
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Sales meetings have changed. The speaker who “pumps you up” is out. And he’s been replaced by someone who’s doling out the truth with a bit of tough love. These in-your-face speakers bring a distinct style to the stage and happily bridge the gap between the generations in the audience. One such speaker is Larry Winget, author of You’re Broke Because You Want to Be. Winget notes, “The more obnoxious I am, the more audiences like me.” And it works. His style of speaking focuses on taking 100% responsibility for the condition in which you live. So what does this mean to you? It’s simple, people crave the truth and they don’t mind tough love. Add a dose of humor to the speech and you’ll be able to get your point across effectively. If you’re not courageous enough, join the hundreds of other sales managers in the world who hire guys like Larry Winget to tell their minions everything they would like to tell them but they can’t. His cost: $15,000 minimum for a speech. But well worth it if you need to tell others ”Shut up. Stop Whining. Get a life!”
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
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3. The Law of Pure Potentiality
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According to Chopra, our essential nature is one of perfect balance, invincibility, unbounded possibilities and bliss. Unfortunately, we get out of balance by fears that come from things like looking for approval from others and attempting to control things outside of ourselves.
In order to tap into our true self, which is completely free of those things, Chopra offers 3 suggestions:
1. Experience silence every day through meditation
2. Practice being non-judgmental
3. Spend time in nature
Each of these three activities allows you to go beyond the turbulence of your internal dialogue to connect with the abundant, affluent, infinite, creative mind. Put these into practice today and be on the lookout for wonderful new ideas that come to you for your business and life. Anything is possible in the land of pure potentiality.
Pat Altvater
Chief Wizard of WOW
Creator, Journey to WOW - Choose Health NOW
www.permanentweightlossebook.com
www.transformationsinstitute.com
www.thesecretofpermanentweightloss.com
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4. Relational Sales Timeline vs. Traditional Sales Timeline
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The traditional sales timeline looks something like this:
Start Relationship --> Assess Need/Interest --> Overcome Objections & Close
(minimal time) (moderate time) (maximum time)
For the most part, you are single-handedly responsible for introducing yourself to as many new people as you possibly can to produce the results you need. YOU are working the phone. YOU are mailing notes and letters. YOU are sending emails. YOU are cold calling. YOU are attending chamber events. YOU are personally reaching out in every feasible way just to get an appointment.
Great! You got the appointment, but this new prospect really doesn’t know you. They probably know little, if anything, about your company. They many not even know your product or service exists. You’ll have to take time to acquaint them with you, your company and your product/service before they’ll willingly offer any level of need or interest.
At some point, the prospect will “hopefully” indicate that they could “possibly” need your product or service. Because so little time is invested in developing the relationship up to this point in the process, you will more than likely need to overcome objections. They may have concerns about you, your company and your product or service.
To successfully close the deal, YOU, all by yourself, will have to convince them why they should do business with YOU.
Referral Marketers know that trust takes time as it’s reflected in the relational sales model:
Build Relationships (focus on referral sources) --> Qualify Need --> Close
(maximum time) (moderate time) (minimal time)
Relational selling allows you to leap forward in the sales process as a result of someone else’s efforts:
1. Your referral source has already done all of the necessaries to build the relationship and establish trust with the prospect – NOT YOU!
2. Your referral source has identified a need the prospect has and their interest in learning more about how your products and services may be the solution – NOT YOU!
3. Every now and again, and as appropriate, your referral source may close the deal – NOT YOU!
You are all alone most of the time in traditional sales. In referral marketing you are never alone! One’s not good. One’s not bad. They’re just different. Take a look at your appointments from the last month. How many started with YOU? How many were a result of a referral source’s efforts? Visit www.referralinsitute-va.com to learn how to go further, faster with less effort through referral marketing.
Paula Frazier is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. Her business networking articles have been published nationally. Paula is also acknowledged in the New York Times best seller, Truth or Delusion – Busting Networkings Biggest Myths. Check out #33…Delusion with a TWIST!
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5. To Do This Week
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List your top 5 personal strengths or traits
1.______________________________________
2.______________________________________
3.______________________________________
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5.______________________________________
