Archives for July 2012

Thomas Jefferson

Thomas Jefferson was a remarkable man, who began his learning very early in life and never stopped.

At 5, he began studying under his cousins’ tutor.

At 9, he studied Latin, Greek and French..

At 14, he studied classical literature and additional languages.

At 16, he entered the College of William and Mary.

At 19, he studied Law for 5 years, starting under George Wythe..

At 23, he started his own law practice.

At 25, he was elected to the Virginia House of Burgesses.

At 31, he wrote the widely circulated “Summary View of the Rights of British America” and retired from his law practice.

At 32, he was a Delegate to the Second Continental Congress.

At 33, he wrote the Declaration of Independence.

At 33, he took three years to revise Virginia ‘s legal code and wrote a Public Education bill and a statute for Religious Freedom.

At 36, he was elected the second Governor of Virginia succeeding Patrick Henry.

At 40, he served in Congress for two years.

At 41, he was the American Minister to France and negotiated commercial treaties with European nations, along with Ben Franklin and John Adams.

At 46, he served as the first Secretary of State under George Washington.

At 53, he served as Vice President and was elected president of the American Philosophical Society.

At 55, he drafted the Kentucky Resolutions and became the active head of the Republican Party.

At 57, he was elected the third President of the United States ..

At 60, he finalized the Louisiana Purchase , doubling the nation’s size.

At 61, he was elected to a second term as President.

At 65, he retired to Monticello   .

At 80, he helped President Monroe shape the Monroe Doctrine.

At 81, he almost single-handedly created the University of Virginia   and served as its first president.

At 83, he died, on the 50th anniversary of the Signing of the Declaration of Independence. Ironically, he died the same day as John Adams, July 4th.

Thomas Jefferson knew, because he himself had studied the previously failed attempts at government.  He understood actual history, the nature of God, God’s laws and the nature of man.  That happens to be way more than what most understand today. His is a voice from the past to lead us into the future.

 

John F. Kennedy held a dinner in the White House for a group of the brightest minds in the nation at that time.. He made this statement: “This is perhaps the assembly of the most intelligence ever to gather at one time in the White House, with the exception of when Thomas Jefferson dined alone.”

When we get piled upon one another in large cities, as in Europe, we shall become as corrupt as  Europe .
Thomas Jefferson

The democracy will cease to exist when you take away from those who are willing to work and give to those who would not.
Thomas Jefferson

It is incumbent on every generation to pay its own debts as it goes, a principle which if acted on, would save one-half the wars of the world.
Thomas Jefferson

I predict future happiness for Americans, if they can prevent the government from wasting the labors of the people under the pretense of taking care of them.
Thomas Jefferson

My reading of history convinces me that most bad government results from too much government.
Thomas Jefferson

No free man shall ever be deprived the use of arms.
Thomas Jefferson

The strongest reason for the people to retain the right to keep and bear arms is, as a last resort, to protect themselves against tyranny in government.
Thomas Jefferson

The tree of liberty must be refreshed from time to time with the blood of patriots and tyrants.
Thomas Jefferson

To compel a man to subsidize with his taxes the propagation of ideas which he disbelieves and abhors is sinful and tyrannical.
Thomas Jefferson

Thomas Jefferson said in 1802:
I believe that banking institutions are more dangerous to our liberties than standing armies.  If the American people ever allow private banks to control the issue of their currency, first by inflation, then by deflation, the banks and corporations that will grow up around the banks will deprive the people of all property – until their children wake up, homeless on the continent their fathers conquered.

 

Empowering People Through Networking

PEPnet Educational Moment (07/19/12):
Empowering People Through Networking

“As we look ahead into the next century, leaders will be those who empower others.” – Bill Gates

  • PEPnet = PEPnet is about People Empowering People.  As such, I thought it might be interesting to talk about something a little different than my usual marketing fair.  I wanted to share with you ways that we can, not only, empower your fellow members in the “Mothership”, but also, help our fellow groups to grow and experience the same results.
  • The “Mothership” = If we are the Mothership than we can liken the other PEPnet groups as children that we need to support and encourage as well.  As Harry is fond of saying, “If you want to join our group you can talk to not only the membership committee but also anyone of us.  Each of us is responsible for drawing new members into the group.”
  • 5 Ways We Can Empower One Another In This Group:
    • www.PEPnet.net = The website that Michelle has created for us is a tremendous resource.

–       You can post someone’s actual page on our website to another friend’s timeline…  Effectively giving them their contact information.  A great way to make a simple nudge.

–       If you use someone’s service and they are on the website, you can share their page and write a quick testimonial of their work.  Generating engagement for you and possible referrals for them.

–       You can share the technical and educational moments with your friends that might find them interesting.

  • Business Cards = Carrying all of the members business cards in your briefcase or purse along with PEPnet referral cards.

–       It makes it easy to give out the cards at a moment’s notice.  Don’t delay!

–       If you don’t leave your business cards with a tip (I don’t leave mine for obvious reasons), consider leaving our PEPnet business cards.  You never know who might read them!

  • 1:1s = You should already be aware of the proper way to do a 1:1 and if you don’t feel free to get Mark Wallace our new Mentor Coordinator.  I just want to point out that 1:1s are an excellent way for you to empower your fellow PEPnet members in a variety of days.
  • Testimonials = Collect Them From The Group!  Give them for the group!  That’s not a bad idea…  We should do that!
  • Leadership/Inspirational Quote/Meaning Of PEPnet = Take a leadership position or volunteer for other aspects of the meeting.  Consider what you might do that could improve upon what we’re doing. (Creativity & Innovation)
  • 2 Ways We Can Empower Our Fellow PEPnet Groups:
    • Visit Other Groups = We have around 8 PEPnet groups at the current time and many of them don’t have the benefit of the larger membership.  You can support your fellow groups by visiting them and saying hi.  I know they appreciate it.  Plus, as long as you don’t conflict with a member of the group it’s a great chance to network more.

–       When you share your experience about visiting other groups back at the “Mothership”, remember to keep them positive.  We are very lucky to be a part of The Premier Networking Group on the Front Range and we are working to build our fellow PEPnet groups to the same success.  However, we want to be careful not to compare them to us.  We want to lift up our fellow groups, not tearing them down.

  • Shift Conflicts Toward Other Groups = If you have a Plumber you’d like to invite but we already have highly qualified Sewer & Drain Specialists… there’s no reason why you can’t help funnel that person to another group that would benefit for them.  It’s a mindset if you will…  We’re growing all of PEPnet as a whole, not just the Mothership.
  • Giver’s Gain Mentality = Ultimately, that’s what this is about.  PEPnet has been and will continue to be wildly successful as long as its members continue to maintain that mentality.  I think you should all give yourselves a hand for empowering…

Neuro Linguistic Programming & Persuasion Techniques

PEPnet Educational Moment (07/19/12): Neuro Linguistic Programming & Persuasion Techniques

“Character may almost be called the most effective means of persuasion.” – Aristotle

  • NLP = Neuro-linguistic programming (NLP) is an approach to communication, personal development, and psychotherapy created in the 1970s. The title refers to a stated connection between the neurological processes, language, and behavioral patterns that have been learned through experience (“programming”) and can be organized to achieve specific goals in life.
  • It Is About Character!= DISCLAIMER:  It really is about character.  You have to believe that the product or service that you provide is truly beneficial to your clients and prospects.  If your product or service fulfils a very specific need, if it solves a problem, if it makes the world a better place then why wouldn’t you sell it as strongly as possible?  Don’t you have a duty to sell every single person you see on the benefits of your business.
    • Shameless Self Promotion = It really is about shamelessly promoting yourself and your product or service because it is in the best interests of your prospects.  Shameless self promotion means promoting yourself in all the means, methods, and media possible to the greatest extent possible.  It’s about making money people!
  • The Process: Rapport, Criteria, Resistance, & Success:
    • Rapport = Building a ropport with those you wish to influence is of paramount importance.  Too often people talk AT one another and don’t pay to WHAT the other is actually saying.  There are 2 primary types of rapport – physical and mental:

–       Physical

  • Mirroring
    • Body
    • Breath
    • Speech

–       Emotional

  • Taking Action    – Verbs
  • The “HOOK”
  • Feelings…
  • What / When / Why / Where / How / Could / Can / If / May / Might / Must / Etc.
  • Loops =  Points within a sales narrative that you depend upon for a “story” or ongoning narrative.  The Simpsones did an episode where it was a story, within a story, within a story, within a YAWN…
  • STORY-SELLING
  • Criteria = Do / Can / Will They Buy What Your’re Selling?

–       The “Mother” Role = People do business with one another for a host of unpredictable reasons.  “My friends think I am cool, I eat well, etc.” are things you have to consider when you are trying to decide WHO you are selling to… –      

Ask Questions… NOONE DOES!= There is an epidemic of people going to see doctors about Cancer, Obesity, & Diabetes… the biggest killers in today’s society…  Diagnosis after diagnosis, nobody asks any questions…  I realized this recently going through my own Achilles Tendon Rupture.  Afterwards, there were so many questions that other people had that I never thought to ask.  I can tell you that, looking back, I should have decided my criteria for success.  Just another example…

  • Resistance

–       To Influence = Emotional Connections Thru Stories, Acknowledgement, or REFOCUS –       To Proposal = Guarantees,Timeframes, and a Sales Vision

  • Success = Follow through and you get SALES… what could be better than that?

“Back End” Profits

PEPnet Educational Moment (06/11/12):
“Back End” Profits

  • Front End vs. Back End= It is important to understand the differences between the two and how you can apply them differently in your business to increase profits.
    • Front End = This is the initial point of sale.  Whatever primary item it is that you sell, that brought your customers in to begin with.  A front end sale is going to be harder and more expensive.
    • Back End = The back end is any other additional sales that are made to the customer or client over the course of the relationship.  Ultimately, you should be extracting more profits at the Back End than at the Front End.  Therefore, back end sales are easier and more profitable than front end sales.  Back end is about the power of small numbers… put that force to work for you!
  • The Crux of The Issue = You must leave no rock unturned and no penny left forgotten.  To extract maximum profit out of your business you must become completely obsessed with back end not front end.
  • 7 Ways To Create Your Own Back End
    • Do more of the same, whatever it is that you are doing.
    • Do audio versions of your books – multimedia packages. People will by the same thing if offered in different media.
    • Create a membership program and membership upgrades.
    • Create a “Something Of The Month”: Book, Cigar, Newsletter, etc.
    • Back End Services / Products that require manual labor: Seminars, Spend the day with, Bootcamps, Conferences, etc.
    • Do It For Them Programs
  • Slack Adjusters = A slack adjuster is an item that is high priced that you don’t sell very often but when you do, makes up for a lot of smaller sales.
  • Bounce back Coupons = Including a coupon in your final materials is a great way to get someone to reuse your services within a given time.
  • Licensing= Licensing your product or services in different ways can also increase your back end profits.
    • Use rights – e.g. here is this thing of mine and you can use for a seminar but not publish, etc
    • Sales rights – distribution
    • Market rights – You want to licence/sell one of my product for only…
    • Territorial Rights
    • Distribution rights
    • Use of your name, likeness
    • Use of your testimonials
    • List Use
    • Exclusives & Non Exclusives – exclusive is the most expensive license.
  • Where To Find That Hidden Back End Money?
    • Test and push prices
    • Improve ratio between small, medium, large & super size. There has to be something in each box that someone wants in increasing desire.
    • Get money from advertisers, get people to subsidise your marketing
  • Miscellaneous Tips
    • Have 3 price options if you can with the third being a super high priced premium. Two thirds people will go for the middle number and a small percentage for the super high one.
    • Immediate Up-Sells are a great way to increase your back end as well.

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7 Ways to Get over Your Fear of Asking for the Sale

In the seventeen-plus years I have been working with sales people and helping them increase their sales, I have noticed that many of them fail to ask for the sale.  It is impossible to calculate how much business is lost each year because of this fault alone.

In my sales training workshops, people express a variety of reasons why they don’t ask for the sale.  Here are 7 of the most common reasons why sales people don’t ask for the sale and what you can do about it.

Fear of rejection

This is by far the most common reason why people don’t ask for the business.  I don’t know many people who actually enjoy being rejected, and sales people are no different.  However, it is critical to realize that a “no” is not a personal slam against you.  It simply means that your prospect or customer does not need or want your product, service or solution or that they don’t have enough information yet to make a decision.  It doesn’t mean they dislike you as a person — unless of course, you were pushy, rude or arrogant.

They don’t know how

Some people, especially individuals who are relatively new to sales, simply don’t know how to ask.  I remember my first sales call more than 20 years ago.  I had gone through my presentation, and my prospect appeared interested.  However, I didn’t know what to say so we sat there in silence for a few moments until I finally blurted out, “So, would you like to go with it then?”  She said, “Sure.”

The key here is to develop a variety of closing questions that you are comfortable asking.

Don’t know when

The timing can be critical.  Some sales people don’t know exactly when to ask a prospect for their business so they wait — often waiting too long, and thus, missing the opportunity.  Although you don’t want to ask too early, you can’t afford to wait too long either.

An approach that can work is to build it right into your sales presentation.  Take the guesswork out of the equation and figure out the best place to position the “close.”  I generally position it after we have discussed my proposal or solution and addressed any questions my prospect may have.

I usually say something like, “What other questions or concerns do you have?”  If they say, “None,” I reply with, “Should we book a date for the training now?”

Afraid of being perceived as being pushy

Unless you use manipulative sales tactics, aggressive closing lines, or the wrong tone of voice, people will seldom think you are being pushy when you ask them to make a buying decision.

The key here is to ensure that you have done an effective job at identifying a potential problem, presenting your solution in terms that make sense to your prospect and that you have addressed any potential concerns they may have.

If you achieve that goal, you have earned the right to ask for the sale.

They don’t like being asked for their business

People in my sales training workshops have said, “I don’t like it when someone asks me for the sale so I won’t do that to other people.”

I respect that position.  I also believe, however, that we need to eliminate our personal biases.  I know that this is easier said than done.  The key is to identify the personal biases you have related to sales and selling and figure out a way to get past them.

My personal bias is that I abhor aggressive sales people.  However, I have learned that you don’t need to be aggressive in order to ask for the sale.

Afraid of objections

Objections, as you know, are a natural part of the sales process, and the best way to deal with them is to anticipate them and address them in your sales presentation or proposal.

It is also important to realize that when someone expresses a real objection it actually demonstrates an interest to buy.  It is much better to hear an objection than to walk away from a potential sale with no idea of why your prospect didn’t buy.

It feels awkward or uncomfortable

I will be the first to admit that it does feel uncomfortable taking this step — at least at first.  But that’s just like anything else you attempt for the first time.

The key is to create a variety of lines, phrases, statements and questions that you are comfortable using and then practicing them until they flow smoothly and comfortably from your brain to your mouth.  Don’t dismiss this simplicity of this idea.  Verbal rehearsal and practice is one of the most effective ways to remove any discomfort from a new sales approach, question or response.

I believe that it was Wayne Gretzky who said, “You will always miss 100 percent of the shots you don’t take,” and this applies to sales, too.

In today’s highly competitive world you need to be proactive in asking for the sale.  Otherwise, a competitor who is more assertive will capture the business you deserve.

By: Kelley Robertson, www.eyesonsales.com

 

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