Law of universe,
nothing happens unless somebody moves, Powerful message, He is like a
prophet of success, generating
new sales opportunities,
There is no easy button, or magic button, or
secret sauce, there is no
deficit of talents, the truth is the person take
personal responsibility, keeps prospecting,
Follow the prescription as advised, your results will improve dramatically, supplement your knowledge and expand your vision,
Open the sales process and keep filling the pipeline, peak performance, new sales is the life blood of the business, start sales conversation and create new sales opportunities,There are good sales people, bad sales people, average sales people, top performers and there are superstars, the superstars are enjoying most of the reward of company's compensation plan, Understanding sales process, winning presentations and closing the deal, Exceptional performance, consistently underperform for long time, sales success as promised, impossible invisible, door to entrepreneurs, fanatical Prospecting, they are engaged in keeping their pipeline full, mentally focussed on next sales opportunities, starting a conversation with strangers, They don't procrastinate, the rainy season is round the corner, face to face potential customers, in nights they connect people in social media and in the day they are engaged in phone calls,
10 May
There is 3 things, Action, Reaction and mindset. Rejection and adversity is the fuel of motivation.
If u want to maximise ur success in your business, targeted focus, creating a team, social selling efforts, self conversation, stop seeking the easy way, start taking responsibility, conventional wisdom, internet has a universal appeal, creating entreprenurial ecosystem, review your business, calling a cold client, complaining of not having enough leads, receiving a better reception from your old customers,
Chapter 4
Poor people choose now, Rich people choose later, better at excuse, pipeline reveals the truth, underperforming urself and cheating yourself, calling for financial disaster, consistently producing mediocre results, phone prospecting, mail prospecting, unlimited call leads, In real world u have to engage prospect, based on your situation, prospecting channels, trade show, social selling may be a primary driver, if u are new to sales or this industry, million dollars a month, know exactly how to engage them, prepare yourself to pick up the phone to build your database, the primary focus,
Chapter 5
More You prospect, luckier u become, inaction breeds doubts and fear, action breeds confidence and Courage, If u want to conquer fear, do not sit in home and think about it, Go out and get busy, keeping the pipeline full of prospects, prospect qualifying activities,
Universal Law of need, Needs put u in desperation, more u need something, less likely it is that u will get it, it will put your pipeline depleted, probability of failure increases exponentially, For this, u have a very few viable opportunity left in the pipeline, desperation magnifies and accelerates failure, It is just against Law of attraction, In desperation, u focus to what will happen to you if u don't get what u need thereby attracting failure, When u are in desperation, u act illogically, people don't want to startup with u, u make poor decisions, In contrast, the other person, has 30 opportunities in the funnel, He is regularly replacing the prospect with the new prospects and his pipeline is full of prospects, he keeps her forecast promises,
30 day rule
He didn't have a closing problem, he had a Prospecting problem, making a forecast, my team put me down, what is your pipeline look like for next month, 30 prospect in the pipeline, closing one prospect out of 10, that means there are 9 prospect that are not viable and will be depleted from the pipeline, erosion of your self confidence, keep them in the pipeline, it will appear healthy, Feeling like a loser snatch your energy and makes u less confident, In sales it is not important what u have sold but what u are selling today, Sad state of affairs, he gave me one strong piece of advice, I was feeling like a total loser, I took his advice and started prospecting and my confidence started growing, Wider audience, It takes skill to spot diamonds,
14 may chapter 5 (The first rule)
If u take responsibility, u have a chance to change your future, The negative emotions are just making your things worse, take charge of your prospecting, and comit to daily goals, your future does not lie in the past, it depends upon the activity you control, The more you practice, the luckier u get. The more you prospects, luckier you get, When u prospect consistently, amazing things happen, you just get to connect with the right people at the right time, most sales people never get lucky, they do the minimum amount of work, they work in desperation, and when they don't get result they go back in the comfort zone of mediocrity, They expect miracles to happen in the single day, it requires consistent commitment, send emails and sent text messages, talk to strangers, be fanatical,
Chapter 6
Everything is numbers, sales is mathematics, what u put inside the pipe comes outside the pipe, I gurantee your success with numbers, use numbers gather information about, E+E=P
Chapter 7
Chapter 8
Chapter 9
16 May Chapter 10
A powerful list gets powerful results, Consistent effort, and discipline, This is a wake-up call. Put the filter so that we can pull the prospect towards our objectives, Start with a prospecting blog. Converting them into the appointment,
Chapter 11
We waste our time by Spending our time with the wrong prospect, your database of the prospect is the key for ur success, Own it like a CEO, if u never own it, u will never get it, Own your Future, Own your Future challenge, Owning means applying in your team, not waiting for somebody to scream at you, People who own it, they get it. Ownership makes you more efficient and more effective. Always keep your pipeline of database full, never make it empty, they are working for themselves, they are the ceo of their own territory, the only person who can motivate you to extract your best potential out is only YOU, Invest time in building your database,
17 May
Profound Learning, spectacular, Owning your Freedom, Everybody has come here to serve, it is the crazy time, Real people Real results, Empowering women & Mom's, Launching ur career,
Your database, Treated as a trash can or a Gold mine, do not develop shortcuts, develop discipline,
Chapter 12 (Law of familiarity )
Engage them in conversation, This is Law of Familiarity, Prospecting Lubrication, invest time in developing familiarity with your prospects, Persistent and consistent daily prospecting, Each time, u email u are creating consistent familiarity, The more time he sees ur name he becomes more familiar to it,
I have close ties with the company, Do u know how we make money in Amway business ?
Happy referrals, these referrals comes from clients who trust you, Personal referrals, these comes from friends, relations, and neighbours, Professional referrals, these referrals comes from other professionals (Mutual benefits relationship) who trust you, Encourage the idea of exchange to become more familiar, Short synopsis of Core message of today, Creating more referrals is very simple, Ask for it, How many of u asked for referrals last week, last month's, last year's, Discipline to ask for more customers, Networking means building a community, Facebook has builds it's community, Why can't we build our community, Nothing builds familiarity than face to face contact, Networking is the real source of selling, No body cares about you, everybody wants to talk about themselves, You are not there to take lead or list, u are there to make connections, Use hand written notes for communication and reminder, I follow up consistently unless I move them to the pipeline, if u are working for a well known company, prospecting is much easier, Personal Branding, People buy you, All at your finger tips, ROTARY CLUB, GIVES you tremendous VISIBILTY,
CHAPTER 13
SOCIAL SELLING, Sale is the blend of art and science, The art is influencing people to make the commitment, Science is influencing the right people, the influence of social media in today's society is inescapable, Millions of people are meeting at social sites, they are all checking and updating their status, social media is the cutting edge, Business eco system is getting better & better with social media, Social selling is not a panecea, social media channel accelerates your prospecting efforts, social selling can be used as a supplement, u can fill your pipeline, it cannot be a core strategy, choosing the right social channels, go where u find them, there are so many social channels, and the social channels will keep coming,
18 may
Tool to create your own content, balance your prospecting channels,
Chapter 14
We all need magic words, which prospecting channels are u leveraging, Listening to my pitch (sales message), No one want to be pitched ( sold), Think before you ink, anticipate questions, how can you break the initial resistance, I want to share my business plan, ( I don't have time) or I want to know more about you , your job, your challenges, your family,your dreams, your vision for the future. Sales conversation, Prospecting message should persude the prospect to give the time,
Prospects are Horses behave in the same way, exude confidence or else horse will topple u,
Nonverbal message, enthusiasm and confidence, feeling confident and excited in the face of rejection is very very difficult, it requires focus indeed, All successful people have struggled with confidence and enthusiasm time to time, Power posing increases testosterone and reduces cortisol in your brain, this way u feel more confident, when some body rejects u, when u are rejected cortisol harmones rises and testosterone reduces and u feel depressed and u lose ur confidence, Self help expert, don't engage in complicated script for prospecting,
Your intentions what u want in your life, This is a Discovery meeting, WIIFM ( WHATS IN IT FOR ME ) , u have to make educated guess, possible & powerful value proposition, decision maker role, Time is incredibly valuable, New sales simplified, compelling stories, well-known principles of human behaviour,
19 May
Give your prospect enough reason to , common set of issues, compelling and persuasive message, Landmark study in human behaviour, I want to know more about your company, Bridges connect, Giving solutions to prospects problems, super easy, i can learn more about you, educated guess, developing bridges, objective of the prospective touch, craft your message, prospecting messages are the bridges, the reason i am calling, Prospect want to feel to emotional issues like stress and give them security, peace of mind, stand in prospects shoes, when do u feel stress, why do u feel stress, what makes u feel frustrated, look for commonalities, Ask what do you want, rest is academic, bush around the bush, fear is easy way out, here is the secret, Ask, just Ask, what do u want, most of people dont ask because they fear to listen No, soon u will get what u want, probability of yes get higher, when u keep saying yourself, u are going to win,
Feeling of fear, No will kill me, anticipate the anxiety, just like duck in the water calm and cool, but paddling below the surface of water,
Behaviour exudes confidence, Speaking fast reflects lack of confidence, Speaking with appropriate pauses makes u more confident, appropriate voice modulation, Eye contacts confidence, Hands in the pocket lack of confidence, smile is a universal language, its friendly and can be trusted,
Chapter 15
Alexander grahm bell, Picking the phone and calling is the most stressful part of their life, inexcuse and some other work take their priorities, Thousands of sale team survive and drive over the phone, automated email and messages are flooded with crafted messages, prospects wants to read something different, they want to read live human being, There is no other viable sources to keep the pipeline full, why there are thousands of phone company outsourcing to the company who are using phone call to prospects, phone was, is and will be a powerful sales prospecting tool, phone is a very powerful sales tool, PERIOD. Start looking at it as true friend not enemy, Most people say I am more convenient in person than phone. phone call one hour with prospect, How many phone calls do you make in an hour, averaging 1 to 2 min per call, it will make 30 to 60 calls in an hour.
You can reach to most number of people with phone than any other channel, It is most powerful tool to communicate than email. You talk so stupid things read Script that creates resistance and rejection, they do not know how to handle rejections and resistance because of failure of rejections,
No body likes it, get over it, say john I need your advice,
15th june
Telephone prospecting, fumble your words, prospecting not overtaking, phone script, marketing people develop the scripts, Dont know how to lead people on the road, setup challenges for yourself, reduces resistances, u need a process that is repeatable, makes sales fun, Ask what u want and shut up, 5 step framework, Can u tell me more about yourself, framework helps u to get their attention, Hi julie, i am ..., how are , people must know what u expect from them. Tell them why are u calling.. they will only give time for their reasons not for yours, learn more about you and your business, dont talk in circles, little questions floating at the back of the mind, once they know your name and companys name, they will infer and they may not response, Learn more about ur situations, telephone call is put off day after day and keep building confusion on us, eat your frog , Frog is sitting there, u are not eating, u say i will eat it tomorrow, is the , phonecall is one activity that will improve ur income, ur confidence,
Chapter 16
Rejections is powerful motivator, so many sales people hate prospecting, master the framework to get yes, rejections wont roll out of your bag, u have to learn the leveraging actions, your security your income depends upon your mastering the framework, Prospect dont say truth to avoid conflict, if u want to know the power of script , see politicians and actors, they rehearse and rehearse to create an impression,
Overcome means to defeat, universal law of human behaviour, create animosity with disagreement, disrupts causes defeat, managing your emotions, Logical brain to wake up, and catches up, if u dont ask for commitment, u will never get it, courage is developed in the presence of fear not in its absence, dead horse dont trot they rot, anger is energy, harness that energy, some one hurts you, make a decision,
Chapter 17
I am the key masters, salespeople are frustrated with the gatekeepees, gatekeepers are people just like you, tricks wont work, be honest who you are, change the game, Persistence always win, welcome to the real world, Persistance always win in Sales,
Chapter 18
Research on each of the prospect, Competition is becoming so fierce, preset appointment, leverage properly, personalise your approach, sales conversation, building familiarity, Strong buying signals, personalise your approach, No calls no business, Dont beat around the bush, you are a professional, say straoght,
Conversation than interrogation, more sales people understand selling means talking, its boring, listen with complete attention, gather solution, and provide them the right solution, keep your eye off the business,
Awareness without action is useless,
Chapter 19
Email prospecting more effective, impactful and will generate more results, keep the pipeline full, Love your book, real secret of success, Thought & Efforts , customise template, Do some research and take the information as affirmations to communicate, hook them on their reasons not yours, we all believe we have the toughest job in the company, prospects do things for their reasons not yours, Ask what u want, everyone wants to be heard, practice, practice and practice,more u practice more professional you become, Your mail is the reflection of your professionalism,
Chapter 20
Texting as a prospecting tool, Acts as a communication channel, Familiarity is critical with texts,
Law of familiarity, better the prospect knows you, better the impact of message will be, Text messages for mental engagement and attention, give reason to engagement, people are extremely suspicious, all prospecting channels,
Chapter 21
Developing mental toughness, pressure to deliver, deliver or u will be fired, so fear of rejections, train hard or work hard, developing psychology of winning, develop grit, toughness can be learned and develop, u can change three things, ur action, ir reaction, ur mindset, effort will payoff, Quitting is a choice, faith is crucial, gives u focus on your goal, tenacity and determination, persistence gives u last push, grind to shine, eliminate ur negative thought, develop a winning mindset, optimisim is the mother of persistant, four pillars of toughness,
Desire, historic of all achievement, transcends all success, it is just the begining, start, the ignite, if u dont have plan u will become the part of someone plans, pushing towards ur destination,
Action creates momentum,
Mental reselience, dozen of opportunities, Gandhi ji said Live as u are dying tomorrow and learn as if u are going to live forever,
Reading makes u think, gives u insight, Reading will change your life and your income, mental energy , physical resilience, daily exercise, 30 min a day exercise, Sleep makes u more creative and agile, Healthy eating, Lead ur attitude, your attitude sucks, luxry of negative thoughts, gratitude is the corner stone of great attitude, you are on top attack yourself, how better can i get ,
Chapter 22
Do more than its required ? Extra mile.Universe is rewarding, fanatical approach one more phone call,
Chapter 23
Football is more than a game. It is a religion. This is how the stage was set.Underdogs, We have won, we have done the impossible, the upheaval battle has been won, keep telling this story, how bad do you want it,
It is a part of me, thank everybody that made this book a reality, how tedious and boring can be bla bla bla, Thank you for the patience, thank you for pushing me to write this book, thank you for having the trust, it is priceless, Thank you for being the part of my master minding group, that is the debt, that i could never pay.
