The Key to Influencing Others by Brian Tracy

Do Nice Things For Others
One of the best ways to influence someone is to do something nice for him. I know many successful salespeople who make a habit of taking their prospects out to breakfast or lunch. During the breakfast or lunch, they do not talk about their products or services unless the client brings it up. They merely make small talk, ask questions and listen. They work on building trust, and they work on establishing a friendly relationship. At the end of the breakfast or lunch, they tell the prospect that they will be getting in touch with him sometime in the future with the possibility of talking to him about helping him in some way.

See Them As Friends and Partners
The best salespeople and businesspeople in America today are those who look upon their customers and prospective customers as friends and partners. They always look for ways to help their partners improve their lives in ways that are not directly related to the products or services they sell. They sow seeds, and they reap a harvest. They trigger a desire in people to reciprocate. When the time comes for those salespeople to approach their prospects with the possibility of buying their products or services, the prospects are wide open to the questions and inputs of the salespeople. The prospects have a deep-down desire to reciprocate.

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Send Thank You Notes
One of the best ways to use this principle in your interactions is to continually look for ways to say and do positive things for people. Look for ways to do kind acts and favors for your friends and prospects. Send thank-you notes. Send birthday cards. Send clippings from newspapers about subjects that you feel may be of interest to them. Always keep your promises, and follow up on your commitments. Always do what you say you will do. Do everything possible to put in, knowing confidently that you will ultimately be able to get out far more. You will reap if you sow.

Be A Go-Giver Rather Than A Go-Getter
Someone has observed that no one ever built a statue to a person to acknowledge what he or she got out of life. Statues are built only to people to acknowledge what they gave. The most powerful, influential and successful people you will ever meet always look for ways to do nice things for others. When you meet someone under almost any circumstance, one of the best questions you can ask is this: “Is there anything that I can do for you?” Always look for ways to put in rather than to take out. The successful man or woman of today is a “go-giver” as well as a go-getter.

Be Open and Empathetic
The more that people feel that you are open and empathetic and sensitive to their needs and concerns, the more open they will be to your influencing them positively in some way. And the more you can influence others with the power and impact of your personality, the more you will accomplish, and the faster you will accomplish it. The more rapidly you will move toward the great success that you desire and deserve.

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

First, look for ways to do nice things for other people, especially your family, friends, and customers. The more nice things you do for others, the better you feel about yourself.

Second, take time to really listen to people, especially your staff and coworkers. The more and better you listen to others, the greater is your influence over them.

How to Motivate Sales People Without Money? by CJ Ng

It is common knowledge that many sales people can calculate how much commission they have earned faster and more accurate than any super computer. Indeed, money is a key driving force that motivates most, and certainly for the more successful ones. However, is money then the ONLY motivator, or are there anything else? If you were to ask anyone why they want to be one, there will usually be 3 answers: 1. For the money (of course); 2. Being able to directly link their efforts to tangible results; and 3. Having the (relative) independence and flexibility in their jobs As such, while money may be the key driver for most, it certainly is not the only one. They are also motivated by a sense of achievement, and the more successful ones usually have large egos as well. If we were to look deep into what motivates people, here are 2 factors that we need to consider: 1. Are the rewards attractive (or punishment severe) enough? 2. Am I able to achieve it? Avoiding Pain vs. Seeking Pleasure While making money is a great pleasure for many people, including sales people, some are first motivated by avoiding the punishment of NOT achieving their monthly, quarterly or annual sales targets. Hence, it’s a very common practice for sales people to “hide” potential contracts to “save them for the next financial period”, rather than to risk NOT meeting the sales targets for that period. Sales people are indeed masters of work flow optimization in this sense. However, this does not help you in getting results from your sales team, and sometimes deals may be lost due to the delays caused when sales people want to “save them for the next quarter”. When companies use money as the only motivator, it is also a riskier proposition. There’s nothing to prevent competitors to use the same motivator to entice your best people (along with your best customers) to defect. While there may be some non-competitive clauses in employment contracts, these are seldom enforceable, especially in Asia. As mentioned earlier, successful sales people usually have large (sometimes over-sized) egos. Nothing feeds the ego other than believing (correctly or otherwise) that you had singlehandedly contributed millions of dollars to your company’s sales revenue. However, massaging the sales person’s ego (either by making them superstars when they succeed, or “humiliating” them when they don’t deliver the intended results) is a double-edged sword. On one hand, it will drive people to achieve super-human results. On the other hand, they may be so focused on their self-achievement that they become insensitive to issues such as: Serving customer needs, Maintaining healthy margins, Ensuring cross department support and other factors that will impact business results. When the egos become over-sized, some people can have a false sense of “invincibility”. Some live on past glories, even when current sales results are not as good or outstanding as before. To overcome this, Dell Computers have made sure that their egos are in check by just focusing on the present and future. Past performance mean nothing to Dell’s sales managers, and a top performer is only as good as the next sale. They are as such motivated to maintain their “successful” status every single day. Eventually, sales people get burnt out. Depending on the industry, they usually achieve their peak about 1 to 1.5 years after joining a company. How they perform beyond the peak period is a matter of how you motivate and nurture them. Besides dishing out ever better incentives (usually money-related), many companies chose to promote their top sales to be sales managers. Unfortunately, both motivational strategies are not effective. When they feel burnt out, it’s not an issue that can be resolved with money (or most incentives). In addition, only 15% of top sales people can be competent managers. When they feel burnt out, it is usually they found that they are not further developing themselves or learning anything new anymore. Usually, they found they have reached some kind of plateau in getting better sales results, and the repetition of doing the same old thing is becoming boring to them as well. This is also the phase when good people are the most vulnerable to defecting to your competitors. To overcome this, we will have to looking into other overlooked motivators. Can I Do It? As mentioned earlier, the other aspect of motivation is whether you feel you are able to do your job well. In some industries where sales management practices tend to be Neanderthal (email me to find out which ones), the attrition of new sales hires are astonishingly high. These new hires are motivated by making more money, just like any successful sales person will be. However, due to the lack of proper training, coaching and guidance, as much as 90% of these new hires leave within 1 month. If they don’t see brightness of the future, they’ll just go. While such companies do provide some level of sales training, as much as 87% of all sales training evaporates within 1 month of the training. And this statistic refer to companies with better sales management practices in place. For companies with weaker sales management, most of these training are outdated and don’t really prepare the sales person to handle customers in the real world. Without a post-training supporting environment, the new hires feel overwhelmed and and helpless, and then they just leave. When sales people find that they are not able to achieve better results, or net bigger deals, or improve margins, what they need now is support from management on how they can achieve breakthroughs. They know that if they can do better, the monetary incentives are all there waiting for them. What they really need is the right guidance and support them how they can do so. Besides providing the usual training, here are other ways that managers can get their people proceed to the next level of performance: Align sales strategies to market realities. Sometimes, due to rapid market changes, sales strategies mapped out 6 months ago may have already be outdated. A sales strategy re-alignment may help close more sales; Provide recognition of improvements in sales process. While people are rewarded (or punished) based on results (sales targets), few sales managers actually recognize the improvements that sales people made in their sales process. If sales people made sales process improvements, it is very likely that this will lead to better results. Such improvements need to be recognized, reinforced and made as good examples for others to follow. Motivating the Sales Force Without Using Money In a nutshell, when people join the sales force, they may do so in the hopes of making more money. However, if you want to get them to perform to the next level of performance, you will need to improve their skills and abilities to achieve better results. In fact, management guru Ram Charan mentioned that if using incentives as the main means to get better performance from the sales team is an outdated approach If you find isolated cases of poor performance from your team, then perhaps these few bad hats are just making excuses not to work hard. However, if you find that poor performance is widespread and pervasive in your sales force, then you, as manager, are making THE excuse for not providing the necessary support and guidance for your people. Pls. see www.psycheselling.com/page4.html for explanation of some key concepts discussed here. c.j. is an Affiliate with HR Chally Group in China. Founded in 1973 through a grant from the U.S. Justice Department, the HR Chally Group provides predictive and compliant assessment system for management, sales, technical, customer care, and administrative talents. Unlike other assessment tools that just conducts personality profiles, Chally profiles what is exactly required by specific job descriptions and responsibilities and predict if these talents can succeed in future. As such, you’ll get: * Up to 40% reduction in staff turnover * Up to 30% increase in employee productivity * 85%+ accuracy in identifying effective performers Prior to this, c.j. was Asia Marketing Manager for a Fortune 500 logistics company, as well as Corporate Training Manager for Ringier AG, Switzerland’s largest media group, in China, where he was responsible for sales team development, and helped increase the % of new hires to close their 1st sales within 2 months by 30%, as well as increase overall sales targets by more than 50%. Visit http://www.psycheselling.com for more info. Article Source: http://EzineArticles.com/?expert=CJ_Ng

Do What You Fear Most and You Will Control That Fear by Tom Hopkins

The best way to avoid failure is to never try. How many people in the profession of selling are hiding from the possibility of failure?

Let me give you a personal example of this. The first time I ever stood in front of an audience was in a second grade school play. I’d been asked to play Prince Charming. All my friends and relatives were there. I was very excited to be the star of the play. I was dressed in my purple pants, a purple cape, and I was ready to perform.

When my cue line came. I walked out on stage, and I froze. I could not move.

Finally, someone came out and led me off. From that moment on, I had a phobia about getting up in front of a group. I simply would not do it.

Many years later, I was invited to speak by a major firm. They had heard about my sales volume and wrote, “Will you come here and teach your selling methods to our sales staff?”

I shot a letter right back. “Thanks, but no thanks. I don’t talk to anyone.” Then a great friend, Jay Douglas Edwards, said to me, “Tom, do what you fear most and you will control that fear.”

Think about that. Think of something you should do professionally, something that you aren’t doing, because of fear. Fear is the only thing preventing you from doing what needs to be done. The important thing is to face that fear for the first time.

After I thought about controlling fear by doing what I fear most, I had to agree that I was allowing fear to control my life. So I called the company that had invited me to speak. I said I’d do it.

From the moment I had agreed to do the speech, there wasn’t an hour that I didn’t wish I hadn’t. The closer the time came, the more panicky I became.

Every time I wrote down what I was going to say, I’d tear it up and start over. Someone told me to put it all on 3 x 5 cards, so I did.

The night before my speech, I didn’t sleep at all. The next morning, I walked into an auditorium and waited in the wings to be introduced to three thousand people. And do you know what the only thing on my mind was? I was reliving the terror of my second grade experience.

I walked on to the stage, I looked down at my notes, and began my speech. I never once looked up at the audience. I just kept talking. I was scheduled to speak for forty-five minutes. Within eight minutes, I had covered every point.

My first time speaking in public was awful. The second time was terrible. The third time was a disaster. The fourth time, they clapped a little. The fifth time, almost everybody stayed. Now, after years of speaking day after day to enthusiastic salespeople, I awake with anticipation. Excitement. And I owe it all to those words, “Do what you fear most and you will control that fear.”

Make this phrase yours and nothing can stop your success.

Use Educational Selling with Every Customer

By Brian Tracy

A major reason that prospects do not buy is because they do not fully understand what you are selling and how they can use and benefit from it. Many salespeople assume that after one sales presentation, the prospect is familiar with the details of the product or service as they are. This can be a big mistake. In educational selling, you take a low-pressure/no-pressure approach. You do not try to influence or persuade the customer in any way.

Show the Customer
In the “show” part of the presentation, explain or demonstrate how your product or service works to achieve a particular result or benefit. Get the prospect involved. Ask him or her to do something, try something out personally, or make calculations to prove your points.

Tell the Customer
In the “tell” part of the educational selling process, explain the features and benefits of your product or service, using stories, statistics, research results, and anecdotes from other satisfied customers. Like a lawyer, “build a case” for what you are selling, presenting evidence in the form of visual aids or written materials that “prove” the quality and usefulness of your product.

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Ask the Customer
In the “ask questions” phase, pause regularly to ask questions and invite feedback on what you have presented so far. One mark of top salespeople is that they keep their prospects involved in the sales conversation by continually requesting comments and opinions as they go along. When you “show, tell, and ask questions,” you position yourself as an educator rather than a salesperson.

Learn your Prospects Needs
The more competent you become at learning your prospect’s real needs, and the better you teach your customer how to get the very most out of what you sell, the more the customer will like you, trust you, and want to do business with you, over and over again.

Action Exercise
Take out a sheet of paper and draw three lines down the page, creating three equal columns. At the top of each column, write the words “Product Feature,” “Product Benefit,” or “Customer Benefit.” List each positive sales feature of your product or service in the first column. In the second column, write the product benefit attached to each product feature. In the third column, define the customer benefit, the answer to the question, What’s in it for me? Practice positioning yourself as a “teacher” with your prospects. Focus your presentation on helping your prospects to understand how helpful your product or service can be, trusting fully that if he or she understands completely, the sale will take place automatically.

10 Attitudes of Top Achievers by Brian Tracy

If you think the same way as the top achievers think, you can begin to get the same results they do. Here are 10 psychological and practical ways to mirror the attitudes of top achievers.

1. See yourself as a consultant rather than a salesperson. Believe that you are a problem-solver with regard to your product and how the client can best use it.
2. Become a doctor of selling. Act in the best interests of your “patients” and have a high code of ethics.
3. See yourself as the president of your own sales corporation. Accept 100 percent responsibility for your results.
4. Commit yourself to being the best in your field. Dedicate yourself to lifelong learning.
5. Be ambitious, hungry, and determined to use selling as a steppingstone to the success you want in life.
6. Have integrity. Be honest with yourself and others.
7. Engage in thorough preparation prior to every call.
8. Be an excellent listener; be extremely customer-focused.
9. Have tremendous courage. Be willing to face your fears of rejection and failure, and overcome them.
10. Be highly persistent. Start your workday earlier, work harder, and stay longer.

To make these changes work you must walk, talk and behave consistently with them every hour of every day.

How Do You Measure Success? by Denis Waitley

Quality of life, in America today, is often measured by the amount of money you make. Success is defined by the kind of car you drive. By the neighborhood you live in. By the toys you own. After all, he who dies with the most toys wins. True or false?

Life was difficult before remote controls and automatic door locks. Skiing was so boring before the new shape skis hit the market. Fishing without a carbon-fiber rod was next to impossible. And the best part of life today is that big-screen plasma HDTV, the one with the universal remote that controls everything. It’s the best escape devised yet from an otherwise dull evening.

In contrast, the people of the remote Himalayan country of Bhutan were recently rated as having the poorest quality of life of all but one other country in the world—after all, their average annual per capita income is only $500. Ironically, however, when you visit the country, there are no beggars, only beautiful, snow-capped peaks, virgin forests, and clean air. The crime rate is extremely low, no one is in a hurry, and there is a strong sense of community. You might almost think that instead of depending on their belongings to entertain them, they’ve learned to enhance their lives by building relationships with each other.

Be careful to avoid the trap of “the more you buy, the more you need.” Because oftentimes, then, the more we think we need, the more unhappy we are with what we have. So this year, before buying those new golf clubs, stop and think. Will that $1,000 bring you more happiness through a bag of irons, compared to a few days off with your family, or as a donation to an organization, or a person who is trying to make a difference. It’s your choice. It’s how you measure it.

From Motivation to Motive-Action by Denis Waitley

With the current times, each of us needs to understand the magnitude of social and economic change in the world. In the past, change in business and social life was incremental, and a set of personal strategies for achieving excellence was not required. Today, in the knowledge-based world, where change is the rule, a set of personal strategies is essential for success, even survival. Never again will you be able to go to your place of business on autopilot, comfortable and secure that the organization, state or government will provide for and look after you. You must look in the mirror when you ask who is responsible for your success or failure. You must become a lifelong learner and leader, for to be a follower is to fall hopelessly behind the pace of progress. The power brokers in the new global arena will be the knowledge facilitators. Ignorance will be even more the tyrant and enslaver than in the past. As you look in the mirror to see the 21st-century you, there will also be another image standing beside you. It is your competition. Your competition, from now on, will be a hungry immigrant with a wireless, hand-held, digital assistant. Hungry for food, hungry for a home, for a new car, for security, for a college education. Hungry for knowledge. Smart, quick thinking, skilled and willing to do anything necessary to be competitive in the world marketplace. Working long hours and Saturdays, staying open later, serving customers better and more cheerfully. To be a player in the 21st century you have to be willing to give more in service than you receive in payment.

These are the new rules in the game of life. These are the actions you must take to be a leader and a winner in your personal and professional life. By mastering these profoundly simple action steps, you will be positioned to be a change master in the new century.

Action Step No. 1—Consider Yourself Self-Employed, But Be a Team Player.
What this means is that you are your own chief executive officer of your future. Start thinking of yourself as a service company with a single employee. You’re a small company that puts your services to work for a larger company. Tomorrow you may sell those services to a different organization, but that doesn’t mean you’re any less loyal to your current employer. Taking responsibility for yourself in this way does mean that you never equate your personal long-term interests with your employer’s.

The first idea is resolving not to suffer the fate of those who lost their jobs and found their skills were obsolete. The second is to begin immediately the process of protecting yourself against that possibility—by becoming proactive instead of reactive.

Ask yourself these questions:

How vulnerable am I? What trends must I watch? What information must I gain? What knowledge do I lack?

Again, think of yourself as a company. Set up a training department in your mind and make certain your top employee is updating his or her skills. Make sure you have your own private pension plan, knowing that you are responsible for your own financial security.

Entrusting the government or an employer, other than yourself, with your retirement income is like hiring a compulsive gambler as your accountant.

You’re the CEO of your daily life who must have the vision to set your goals and allocate your resources. The mindset of being responsible for your own future used to be crucial only to the self-employed, but it has become essential for us all. Today’s typical employees are no longer one-career people. Most will have five separate careers in their lifetimes. Remember, your competition is a hungry immigrant with a laptop. Action Step No. 1 is to consider yourself to be self-employed, but be a team player.

Action Step No. 2—Be Flexible in the Face of Daily Surprises.
We live in a time-starved, overstressed, violent society. Much of our over-reaction to what happens to us every day is a result of our self-indulgent value system, where we blame others for our problems, look to organizations or the government for our solutions, thirst for immediate sensual gratification and believe we should have privileges without responsibilities. This condition is manifested in the high crime rate and in the increase in violence in the workplace where employees blame their managers for threatening their security.

I have learned how to be flexible in the face of daily surprises, which is one of the most important action traits for a leader. I really haven’t been angry for about 17 years. During that time, no one has tried to physically harm me or someone close to me. I’ve learned to adapt to stress in life and reserve my fear or anger for imminently physically dangerous situations. I rarely, if ever, get upset with what people say, do or don’t do, even if it inconveniences me. I do react emotionally when I see someone physically or emotionally abusing or victimizing another. But I’ve learned not to sweat the small stuff.

The Serenity Prayer, “Grant me the Serenity to accept the things I cannot change, the Courage to change the things I can, and the Wisdom to know the difference,” is a valuable measuring tool we can apply to our lives. Simple yet profound words to live by.

Get Your Goals – Guaranteed!

“Goals” is a topic that many people talk about, both in a positive as well as a negative sense. Some people are goal maniacs and others think they are a waste of time. Me? I am somewhat different. I just care about one thing – results. Goals: write ‘em down; don’t write ‘em down, I don’t care. Just get them! Achieve them! Live them! That is the only thing that should matter about goals, right?
 

If the only thing that matters is that we achieve our goals, then let’s talk about ways that will guarantee that we get our goals! There is such a way… and here it is:
 

First, be realistic.
Too many people get hyped up by people promising them the world and they set goals that simply aren’t realistic. Then they are disappointed and then decide that “goals” are bad. But wait a minute. Don’t I teach that anybody can achieve anything? Sort of. We have to be realistic. The best example is that a seven-foot center who plays basketball will never be a world champion jockey. A person who is five feet, two inches could be, given time. This is the difference between a realistic goal and one that isn’t. Take some time and set a realistic goal or goals. This will make your goals guaranteed from the get go!
 

Second, memorize your goals.
Set them in stone in your mind. Know what they are. Prioritize them in order of importance and memorize them so that if anyone asked you, “What are you top seven goals?” you could answer immediately. This will embed the goals and the desired outcomes into your mind, which is the seed of action.
 

Visualize your goals.
Some people are really into this. Some people think it is total hooey. I am in the middle. I do not think that there is anything “magical” about the visualization process, but I do think that taking some time to regularly envision your dream and goals is a great thing. It deepens your desire to get your goals. It puts you into a frame of mind where you operate in a peak state. So, don’t overdo it, but don’t throw the baby out with the bathwater either. Put your goals deep into your mind by visualizing them periodically.
 

Set time frames.
Don’t let your goal be, “I want to lose twenty pounds.” Instead, let it be, “I want to lose twenty pounds in four months.” Again, a reminder to be realistic. But you can do wonders for your goal setting if you break your goals and put time frames on them. This gives it a sense of urgency. It makes it some thing you are working “toward” rather than working “on.” In fact, I would suggest setting long-range time frames, mid-range time frames, and short-range time frames.
 

Spend time and money on your goals.
Realize that any goal worth achieving is worth spending your resources, specifically time and money, on. Buy books, go to seminars, join associations, hire a coach, etc. Whatever you need to do to get your goals! Spending time and money will seed your dreams and you will reap the end result far beyond what you put into it. Big dreams have big costs, but even little dreams have a cost associated with them so count the cost.
 

Surround yourself with people who can propel you to your goals.
Never underestimate the power of the people around you to either drag you down or lift you up. Poisonous people can destroy your goal by systematically draining you of your passion and desire and replacing it with total pessimism! Passionate and positive people can invigorate you with renewed energy and a mind set on the dream. Get around people who will energize you!
 

Act on your goals each and every day.
Even if it is just a small step, it will leave you closer to your goal each and every day. If you have a savings goal, set aside even one dollar a day. Take a jar and empty your change into it at the end of each day. If you want to write a book, write each day, if even just two paragraphs! Small, step-by-step actions will produce the goal – guaranteed!
 

Be persistent!
I have long said that if the three most important words in real estate are “location,” “location,” “location,” then the three most important words in getting what you desire are “persistence,” “persistence,” “persistence.” In fact, be tenaciously persistent. Be ruthlessly persistent. Look, there will be all sorts of barriers and obstacles you will have to overcome if you want to achieve your dream. Dreams don’t just roll over and die. You have to attack them! Go for it and don’t give up! They can, and will, be yours!

Can you get your goals – guaranteed? You bet you can. And you will, if you put into practice the above principles.

If you…

Be realistic.
Memorize your goals.
Visualize your goals.
Set time frames.
Spend time and money on your goals.
Surround yourself with positive people.
Act on your goals every day and…
Be persistent.

You can get your goals – guaranteed!
 Chris Widener

Action vs. Self-Delusion by Jim Rohn

Knowledge fueled by emotion equals action. Action is the ingredient that ensures results. Only action can cause reaction. Further, only positive action can cause positive reaction.

Action. The whole world loves to watch those who make things happen, and it rewards them for causing waves of productive enterprise.

I stress this because today I see many people who are really sold on affirmations. And yet there is a famous saying that “Faith without action serves no useful purpose.” How true!

I have nothing against affirmations as a tool to create action. Repeated to reinforce a disciplined plan, affirmations can help create wonderful results.

But there is also a very thin line between faith and folly. You see, affirmations without action can be the beginnings of self-delusion. And for your well-being there is little worse than self-delusion.

The man who dreams of wealth and yet walks daily toward certain financial disaster and the woman who wishes for happiness and yet thinks thoughts and commits acts that lead her toward certain despair are both victims of the false hope which affirmations without action can manufacture. Why? Because words soothe and, like a narcotic, they lull us into a state of complacency. Remember this: To Make Progress You Must Actually Get Started!

The key is to take a step today. Whatever the project, start today. Start clearing out a drawer of your newly organized desk… today. Start setting your first goal… today. Start listening to motivational programs… today. Start a sensible weight-reduction plan… today. Start calling on one tough customer a day… today. Start putting money in your new “investment for fortune” account… today. Write a long-overdue letter… today. Anyone can! Even an uninspired person can start reading inspiring books.

Get some momentum going on your new commitment for the good life. See how many activities you can pile on your new commitment to the better life. Go all out! Break away from the downward pull of gravity. Start your thrusters going. Prove to yourself that the waiting is over and the hoping is past—that faith and action have now taken charge.

It’s a new day, a new beginning for your new life. With discipline you will be amazed at how much progress you’ll be able to make. What have you got to lose except the guilt and fear of the past?

Now, I offer you this challenge: See how many things you can start and continue in this, the first day of your new beginning.

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