“A person who makes few mistakes makes little progress.” – Bryant McGill
Are you proud of how few mistakes you make? If you answered yes, the question to ask yourself is are you stepping outside of your comfort zone enough and growing?
I have worked with many entrepreneurs who are very concerned about everything being just right before they take any meaningful steps forward. I understand the desire to get the result you want with any action. The biggest challenge with this approach is it slows down what you are able to accomplish.
If you choose only to take actions where you know you will succeed, this limits the number of actions you will take. In most cases, this means you will only attempt that with which you have experience and a comfort level. Well if your previous experiences were enough to help you get to your goals, you would already have achieved the success you want.
For every successful entrepreneur, they have had to take actions which they were unsure of the results. It is part of the process of achieving great success. Those who take risks get larger rewards. At the same time, there is always the chance they will have larger failures too.
Taking the actions you need to grow knowing you could fail is what separates the employee mindset from the business owner mindset. Employees want to be right. Entrepreneurs want to be successful. Success is attained by taking actions outside your current knowledge and comfort level meaning there is a much larger risk of falling short.
For great growth and success to happen, larger risks must be taken. Successful entrepreneurs embrace the fact they must take risks and will inevitably fail more often than the average person. They also embrace these failures as steps on the journey to success. Are you ready to grow and succeed? Start taking actions outside your comfort zone as often as possible since this is the path to your dream life.
Here is one of my Paul’s Pick Me Ups from this week with a great training lesson for you.These Paul’s Pick Me Ups are a part of my Chain Breakers Club Membership Program.These members receive Pick Me Ups like this daily in their inbox along with many other great benefits of the Chain Breakers Club.
Enjoy your Paul’s Pick Me Up for this week:
“ ‘May the Force be with you’ is charming but it’s not important. What’s important is that you become the Force – for yourself and perhaps for other people.” – Harrison Ford
Have you become the force in your life? Do you drive action steps and results for yourself? … and as Harrison says, for others too?
It’s great to have the big vision of what you want to create in your life. It is the starting point for everything. Without your vision or principle targets, you are a rudderless ship adrift in the sea of life.
These goals are much like the saying, “May the Force be with you.” It all sounds great, yet without specific action steps daily and a strong ‘why’ in your life, it’s all just ya-ya. To reach the target you have created for your life, you have to become the driving force willing to do Whatever It Takes to make your vision come to life.
To become the Force, you have to:
see the end goal before it is actually visible
take the action steps each day moving you closer to your goals
create the motivation and drive to act whether you feel like it or not
inspire others to want to do their best and be a part of your vision
The awesome part is when you do become the ‘Force’ in your life, others are automatically drawn to you. They want to be a part of something bigger and want to work with someone who has a vision to do just that in their lives.
What are you doing today to become the ‘Force’ in your life?
Ever been in that situation where the client is closing the door in your face; where you know the sale is lost and you absolutely are not getting this client?Absolutely, the prospect says no, no, no 100 times?
I’m going to give you 5 great techniques where you can save that sale.Where you can actually get back in the game and make sure that you’ve got another chance at closing that client.
1. Pre plan. Make sure that you’ve got a few different alternative closes. You should prepare a few alternative reasons why they should be purchasing from you. These are not just the standard ones, but a few deviations from that, so that when all else has failed, you start pulling out some major aces. Imagine it as if you have a utility belt, and all of these pieces that I’m talking about are all other pieces in your utility belt that you can use to attack this challenge. Absolutely, have the arsenal, have the alternative plans already.
2.First of all, start packing up, start getting ready to go. It relieves the stress from them, where they know you’re not attacking them anymore, you’re not closing them anymore, you’re gone and they can relax.
Just as they’re relaxed, I want you to ask them, as you’re packing up your bags, ready to go, “Listen, Mr. Client, could you do me a favor?” Man, they’re happy to see you go, they’ve been strained this whole time, so they’re going to do whatever you ask. They’re going to say, “Of course, yes.” You’re going to say, “Would you please tell me what I did wrong? Tell me why you didn’t close? Why you didn’t buy in other words. Because it’s not for you, I just want to know so I can help the next guy, so I can help myself and help the next guy really get clear with what’s good with my program or my package and my services and help them out better.”
They will give you the answers, and what happens more often than not, is that they end up talking their way out of saying no. They actually talk their way into saying yes, simply by going through all of the things that you might have done wrong, and realizing how beneficial this product or service may actually be for them. Step number 2, absolutely, ask them what you did wrong, and they will tell you clearly and sell themselves.
3.How many times is the client going to get you out the door by telling you, “I’m going to think it over.” Here’s what I want you to do whenever they say, “I’m going to think it over.” Realize it’s a lie, they’re never thinking it over, they’re not thinking about it one iota past the time when you leave that room. They’re done with the whole process, they didn’t want to tell you. Absolutely act as if that is a misnomer, it is a lie, it absolutely is meaningless, and just continue moving the conversation forward, bringing back some of these other techniques, going back into the reasons why they should be saying yes, why this is a great product or service for them. Understand that their idea of, “I’ll think it over,” is never to be thinking of it again. Consider it a lie and move forward accordingly.
4.For some people this technique takes a little bit of a humility stance, because in technique number 4, I want you to accept all the blame. Do this by saying, “I must have done something wrong. I am so sorry, it’s all my fault that you didn’t understand the value and the benefit of doing service with me. Let me explain it one more time,” which just gave you permission to go through it again. Accept the fact that you didn’t do your job and express it to them, and they will give you the permission to go over it one more time, all over again. “I made a mistake, I must’ve done something wrong, it’s all my fault, let me explain it so that we’re both really clear.” Then you go through it again.
5. This technique is a doozy. We used to call thisthe Columbo close. There was a show, years ago, (maybe I’m aging myself) called “Columbo”. In it he was a detective, and he’d always have the murder suspect right on the edge, where he was in their presence and they thought they’ve gotten away with it, they’ve gotten away with the crime of the century, and this bumbling detective had no clue that they were actually the one that did it. He would let them think that, again, their guard would go down, and he’d be closing everything up and saying his goodbyes, and he’d go towards the door, and he’d have one hand on the door, opening the door just slightly, and then turn to the murder suspect and say, “Oh, by the way, Tuesday night, weren’t you at …” and he’d let go of this ace of a killer that would let the murder suspect know that they were caught.
We call this the “by the way” close, and the same technique can be utilized over and over again in your sales process. As you’re closing everything up, as you know this is a lost sale and there’s no chance that they’re going to buy from you, head to the door, put one hand on the door, and turn to the prospect and say, “By the way, do you realize the value or the benefit? Do you realize the magnitude of how much you’re losing by not taking action today?” You can go through the features or benefits of your product, your service one more time, utilizing that by the way close, letting their guard down, and one last time going through exactly why they should be your best client.
These are 5 techniques that you can be utilizing when you know this is a lost sale, when you know that the client is never going to buy from you.
Number 1, alternatives. Absolutely have an arsenal of alternative closes, an arsenal of alternative reasons why they need to be a client of yours.
Number 2, you want to be talking about, “Would you do me a favor?” Asking them for help on your next sale, and they’ll sell themselves.
Number 3,when they say, “I’ll think it over,” do not believe them. Stay and process, stay in the game.
Number 4, accept the understanding that it’s your fault, and express that to them, “It must be my fault that I’ve done something wrong,” and go through all the reasons why they should be a client of yours.
Number 5, “by the way” close. “By the way,” just as you’re leaving, and one last ditch effort to save that sale.
These are 5 techniques that you can utilize to save that lost sale. Use them, let me know your comments and questions on them, because I want to make sure that your sales are getting closed, and your business thrives.
If you like this video, please subscribe to my channel. We’re going to be talking about more techniques and strategies for increasing your sales, increasing your business, increasing your lifestyle, and creating more so that you can have everything that you dream of.
WOW – I guess I am a “Maverick” – the response to the question I asked through social media has been amazing both online and off line.
People from my personal life and my professional world have all come back with the same response – “absolutely” ~ “no question” ~ “you always have been” ~ “no kidding you are a Maverick, you have bucked the system your whole life”.
I think back over my 30 year career and realize that is the one word that would define it all … from the very beginning! My first job out of college was a salaried position with a small bonus for sales completed… I quit after 7 weeks to go to the competition who paid straight commission!
With that position, I grew fast and within 6 months had my best friend working for me.I figured out my strengths and, more importantly, my weaknesses!
I was good at opening new accounts and yet had challenges with follow through.Instead of beating myself up or looking to spend time changing so I could grow to mediocre in the follow through department, I brought in someone who was GREAT at follow through.What a great experience we had building it up as a team… which just was NOT done by any of my peers.
Then – the company I was working for was forced out of business (by the Feds ~ longer tale for another day).Instead of ignoring the obvious or crying over the loss of a job or position like most of my co-workers, I saw an opportunity.
Within 2 weeks had my first major company launched.Because I took action (a Maverick move compared to the actions taken by all around me), the TOP salespeople all came to work for me. Remember these were senior, straight commission salespeople and I was a 22 year old playing CEO for the first time.In 6 months, we did over $500,000 in gross sales.
Over the years, I have owned more businesses that I can remember; Stepped up when others didn’t; Took action while others watched; Took the road less traveled; Dared to test out a theory and take the BOLD move; and simply learned to dance to my own beat.
Thirty years now with a Serial Entrepreneurial life… and lifestyle;
30 years of being told to get a real job;
30 years of people saying “that isn’t going to work”;
30 years of people commenting on my behavior and not quite getting what I was up to;
30 years of consistently taking “risks” they wouldn’t take;
30 years of bucking the status quo.
SO I am a Maverick! What has it gotten me…
A life long career of experience that has given me a long, varied and impressive resume.
Freedom to work out of my house for decades and Time to enjoy my family.
Financial Power … now this is different from Financial Freedom I hear so many wish for.Financial Power is active and passive income that is produced on your terms with NO “strings” to tie you in knots.Financial Power truly enables me to do what I want, when I want, and how I want… I have created Financial Power now and for the rest of my life.
SO I am a Maverick!Who wants to be a Maverick with me???
And this gives me an idea. Stay tuned. I know you are going to love what’s coming next…
Here is one of my Paul’s Pick Me Ups from this week with a great training lesson for you. These Paul’s Pick Me Ups are a part of my Chain Breakers Club Membership Program. These members receive Pick Me Ups like this daily in their inbox along with many other great benefits of the Chain Breakers Club.
Enjoy your Paul’s Pick Me Up for this week:
“Here’s to the crazy ones. The misfits. The rebels. The troublemakers. The round pegs in the square holes. The ones who see things differently. They’re not fond of rules. And they have no respect for the status quo. You can quote them, disagree with them, glorify or vilify them. About the only thing you can’t do is ignore them. Because they change things. They push the human race forward. And while some may see them as the crazy ones, we see genius. Because the people who are crazy enough to think they can change the world, are the ones who do.” – Steve Jobs
Are you crazy enough to change the world? This is one area I can resoundingly answer “Yes!!” without hesitation.
Being an entrepreneur is already a step in that direction. You already think differently and are ready to act differently than the masses. There are people who would already tell you that you are crazy for even just being this.
I love working with those who want to do something different which has never been done before. Creating those huge visions and then figuring out how to make them happen is pure enjoyment for me. One of my principle targets is to be the first entrepreneur on the moon. Think that’s crazy? Even if you do, I’m good with that.
It’s the crazy ideas which change the world.
Christopher Columbus saying the world was round and being willing to prove it by sailing off what many thought was the edge of the earth to discover new lands.
Thomas Edison working endlessly to create an electric light bulb to bring a safer and more effective form of indoor lighting into use.
Alexander Graham Bell wanting to invent a way you could talk to someone without being in the same room as them.
Henry Ford creating and embracing the assembly line system to make automobiles affordable for the masses.
Steve Jobs knowing the power of creating a personal computer which everyone would want to have in their home.
All were called crazy at one point in their lives. Did they change the world as everyone at those times knew it? Yes.
I reframed being called crazy as a good thing. It means I am on to something if it is such a stretch for most to think it is even possible for that idea to happen. It also motivates me to create just that ‘crazy’ vision.
When you have a vision outside of what most believe is possible, embrace it, nurture it, work on it. Keep in mind, most great ideas were only a crazy dream at one point… and one day you too may be viewed as a genius!