Do Your Words Really Matter?

I AM....Do you talk to yourself? I already know the answer to this, YES, you do!  We all do.

But have you ever thought about if the things you say to yourself really make a difference in how you think, act or react?

Do your words encourage you or discourage you?

Do they give you confidence or do they make you self-conscious?

Do they make you want to keep going or do they make you want to get back in bed?

What you say when you talk to yourself is one of the most untrained on parts of being a sales professional, but one of the most important. It’s what we at Southwestern Consulting call “the power of positive self-talk.”

Learning how to talk to yourself is a really powerful element of building confidence on the inside so it shows on the outside. If you don’t believe in yourself very few will believe in what you are selling.

Positive self-talk is talking about yourself in present tense, which starts to create the vision of who you want to become.  Watching your words must be an intentional act of discipline to constantly reassure yourself that you can do this, you can learn this and it’s all possible.

The benefit of positive affirmations can be life changing. It can change your personal life, your work life, your confidence, it can change everything about you.

So here’s what I want you to do: make a list of all the things you want in your life.

What are the things that you want to have?

What are the things that you want to be and how do you want the world to see you ?

Do you want the world to see you as a loving father/mother? A loyal husband/wife? A hard worker? How do you want to be seen?

Writing positive affirmations allow you to physically see what you want written out giving you something real to look at and work towards

Long before I was any good at sales, my affirmations said things like, “I’m a million dollar producer, I’m a great speaker, I’m the top sales person in our company, I am a top leader.”

I may not of be all those things right now, but I want to be them. So I’m going to talk to myself like I am that person today.

My husband is a great example of this. He’s such an inspiration to me in this very specific area, because when he puts his dreams on paper, his affirmations, what he believes about himself, it always seems to come true. Not always today and not always tomorrow but eventually everything that he puts on paper, he finds a way to make it happen.

Years ago, my husband wrote down on his affirmations list “I am a New York Times best selling author.” He didn’t have a title, pages, or a topic of what he wanted to write. But he knew that’s what he wanted to be.

Five years ago, I wrote, “I’m a million dollar producer” down on my affirmations list. And I was very far away from being a million dollar producer. In fact, my best year at the time was probably just over $300,000 in personal revenue. In 2012 the same year that my husband became a New York Time Best-Selling Author, I sold over a million dollars in revenue for our company.

I believed it before it happened. I talked to myself as if it were already true, so when it came true it wasn’t that much of a shock. I’d been preparing myself all along to be the person I wanted to become. I spoke it out loud every single day.

So, here’s what you need to do right now. You need to write down 10 affirmations of who you want to be, present tense. I am a marathon runner, I am a million dollar producer, I am a loyal and devoted wife, I am in fantastic physical shape, I am the best friend anyone could have.

“I am . . . ” are the statements that you want to use. Present tense, to tell yourself that you are the person that, one day, you want to be.

SEEKING SUCCESS? KNOW WHY YOU ARE DOING IT!

What motivates top producers in both movie making and money-making?  Is it money?  Is it recognition? Is the fame? Is it winning an award?

Oscars for Top Producers

Last year I attended the Direct Selling Association national meeting in Washington, D.C.  In a round table training sessions the topic was “How to Motivate a Sales Team”.   Leaders from various direct selling companies told how they motivate their sales teams, and then the question came to me and I said, “At the Southwestern Company, what we do is…”   I heard someone whisper, “This will be good!”  As I looked around the table every leader was looking at me intently with their pens in hand ready to hear the secrets of the Southwestern Company and how we motivate our sales team.  I told the group that it all begins with helping train young salespeople to find their purpose for working hard.

Knowing why you are doing what you are doing will help you reach the pinnacle of any industry.  The reason award winners on Oscars night get to walk up on a stage in front of the world and accept an award for being the best in their industry is the same reason the Southwestern consistently trains people to be more successful than they ever thought.  Both Oscar winners and top producers know the WHY behind what they do.

If your WHY is big enough, you will find the how.

What is it that motivates you?  Is it money? Is it recognition? Is it fame?  Is it winning an award?

An easy way to find your purpose is do the following exercise:

Write out 5 characteristics of the type of person that you want to be.

Make a list of 10 things that you love about life.

Write out 10 things that you are thankful for.

10 things you want to do.

5 things you want to have.

Then write down in 3 sentences or less what motivates you.

Once you know what motivates you to achieve your highest potential; the awards, fame, and fortune is bound to follow.

For more sales tips go to www.swsalestalk.com.

WANT RESULTS? NO EXCUSES!

 

“No excuses.”

It’s the mantra of almost every top Southwestern salesperson out there. We’ve all been told that to reach our goals, we can’t make any excuses—we have to be unconditionally committed. But I AM unconditionally committed, you say. I don’t make excuses, but I still haven’t reached my goals. What gives? The answer is pretty simple: human beings are far too reasonable.

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10 TIPS TO EARN TRUST FROM BUYERS

 Building Major Confidence In You

 It’s not who you are that holds you back, it’s who you think you’re not.  ~Author Unknown

 Building Trust

The other day I was thinking about what makes a customer or prospect have confidence in the person who is selling to them. So I thought I’d write about how to ensure the confidence of your customers and potential clients.

First of all, you must believe yourself that you are absolutely their best choice. I always tell myself I am the best salesperson, working for the best company, with the best products and services, for this person, at this time. Psyche yourself up with this kind of self-talk and you’ll be well on your way to successful selling.

In addition to your self-talk about your ability to sell, here is my top 10 list of things you can do to establish confidence in the folks to whom you sell:

  1. Write an article or story about your company or yourself, what you are doing to help others and what results/benefits those people received.
  2. Get prospects to help you in your presentation. Maybe pass out materials or ask for directions on how to get to the appointment.
  3. Be as prepared as possible. Don’t be fumbling with papers, tripping over your verbiage, or moving with a tentative step.
  4. Tell a story about how you helped another client or possibly even film one of your workshops that you feel real good about. Then you can take some of the video highlights and show or email short clips to a possible prospect.
  5. Carry a printed list of people who have worked with you in the past. You may be able to reference someone from it.
  6. Be a name dropper, but be careful not to come across as bragging, but rather, sharing to build a trust base in you and the company.
  7. Have “Champion Letters” on hand. These are testimonials from some of your most loyal customers. Try to have one letter that addresses each of the objections you may get during the sales process.
  8. Get a referral and then ask the person who gave you the referral to personally introduce you or call ahead and put in a good word before you make the first contact.
  9. Let your clients know you are not a fly-by-night company and that you make a point of making regular contact with customers.
  10. Lastly, make people feel as though you really do care about them. No need for “commission breath”. Come across as really wanting to help them achieve what they want.

If they trust you, they will probably eventually buy from you. It is all about that confidence that they MUST have in you that will determine your success.

Take one of the items on the list and put it into action today, then continue using it bit by bit until it starts becoming second nature. Next, move to another item, and so on…

Make it a great day,

Gary Michels

gmichels@southwesternconsulting.com

10 DAILY POINTS LEADS TO SALES SUCCESS

Perpetual optimism is a force multiplier. ~Colin Powell

Success Tips

I always have a sheet on or near my desk with my Critical Success Points. Of course, the points have changed over the years depending on the different careers I’ve had (real estate, fundraising, network marketing, training sales, etc). Your points will change based on where you are in life and what career and projects you are working on.

The list of 10 Points below is used daily at our company, Southwestern Consulting™.  When you work on these points on a consistent basis, you put yourself at a higher level than the average producer. You can use these 10 points as a skeleton to create your own that are critical to your success. I suggest you write out the 10 Points and post them where you can review them regularly.

Turn It Up a Notch Daily with These 10 Points

  • How many calls and appointments made before 8 AM? How many messages left?
  • How are my phone appointment skills?
  • Am I closing word-for-word for the appointment?
  • Am I trial closing?
  • Am I using 3rd party selling?
  • How many appointments ahead am I? 10-15 appointments ahead at all times.
  • Progress report on how much potential business set up, signed, and still needed to hit goals every week. (Daily attention – Friday Summarize)
  • What did I do sales-wise that was productive between 4-6 PM?
  • How am I doing in my Daily Point game? Am I 2 strong EVERY DAY?
    (Each appointment = 1 point; Demonstration/Workshop = 1 point)
  • Am I spending at least 15 minutes putting positive thoughts into my mind? 10/10 Affirmations?
  • Am I spending at least 20% of my time going after LARGE groups that can produce LARGE results?
  • Am I asking EVERYONE I meet for a REFERRAL?

Give this a try for 4 weeks and share with us your successes!
Gary Michels, Co-founder Southwestern Consulting™

gmichels@southwesternconsulting.com

4 Mental Mistakes Salespeople Need to Avoid

Written By: RoryVaden

Most people are by definition: average. And because most salespeople are average it’s easy to find a sample population to study to determine the way they act that is different from the way top performers act. Because our team at Southwestern Consulting is dedicated to helping people become Top Producers we also study what keeps average people – average. 

The number one trait that average salespeople exhibit is they subconsciously (or consciously) start working to avoid nos, rather than working the numbers to find the yeses. Here are the 4 most common activities that mediocre salespeople engage in when they get in the mental state of “avoiding nos”: 

  • They skip around in their Territory – Because they aren’t getting yeses fast enough the thought occurs to them that they should try to work smarter. They will exhibit behaviors such as spending a lot of time in between sales calls trying to be strategic about who to call, or considering what the best territory is to work. They end up making less calls and building less momentum and obviously get less results. 
  • They change-up their selling technique – Regularly we see average salespeople decide that the problem is what they are saying. In an effort to avoid nos they decide to do things like spend time re-writing scripts, or studying in the middle of prime time prospecting hours. It is deceptive because it can appear to both them and the people around them that they are striving to improve but it is actually creative avoidance

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How to Get What You Want in Life – Day 5

There are 3 reactions to adversity:

(1) Those who become paralyzed by it

(2) those who struggle through it

(3) those who adapt to it and become stronger as a result.

The difference between the 3 has everything to do with one’s vision or lack of it. Person #1 has no vision. When he hits the wall, this is all he sees. Compare that to person #3 who when he smacks into the wall, he’s barely acknowledging it because his vision is so crystalized, he’s already looking for ways under, over, around or right through the obstacle in order to achieve his vision.

Your endurance is tied directly to the clarity of your vision!

With this in mind, I encourage you to create a vision binder which includes your  BE/DO/HAVE. So many people jump to the HAVE part of the equation without realizing that their “have’s” are a direct result of  the qualities, habits, and intellect they possess which allowed them to get there. The equation for success is a BE/DO/HAVE concept. What that means is that you must first decide what type of person you want to BE. What attributes, as a person, you see as being necessary to your success. This includes both personal and professional characteristics; such as a being a Christ centered, supportive husband & father. A man of honesty, integrity, hard work, discipline, focus, action, . . .etc. If you can imagine being at your own funeral, what would you like people to be saying about you?

Once you decide what characteristics you see as being crucial to your overall success, you need to decide what you see as necessary for you to DO to achieve this success. Habits, activities, goals and so on.

And only then do you have the ability to acquire what you want to HAVE. Monetary and material goals are only valuable as they pertain to the perceived impact they will have on your sense of fulfillment. The reality is that the journey is what gives people the happiness they want. The material stuff is just the icing on the cake. When you learn to enjoy the ride, the destination will be that much better. I enjoy the saying, “I don’t achieve to be happy. I happily achieve.”

BE/ DO/ HAVE: Remember, when you achieve your financial goal this year, what will be so impactful will not be the money you earn but rather the habits you form along the way, which will form your character, which will shape your destiny, which will enable you to have the lifestyle you desire for the rest of your life. This is what will truly be most meaningful.

Your vision binder can include anything that gets you fired up to work towards. It should include words and pictures. The mistake people make is when they start the process by looking through magazines to find interesting pictures that catch their eye and conclude, “This should be in my vision binder.” IE they let the magazine define their vision. The more effective way to approach your vision binder is to begin with the process of identifying the kind of life you desire to lead and then finding pictures to reinforce the vision. Remember, your vision is that picture of what things will look like when you’ve achieved your goals. What makes it powerful is when you create a picture of the life you desire to lead, you’ll begin to live into that picture as if it was already true. The power of a vision binder is such that, by reviewing it often, it will help you perform activities that you might not like to do, in order to achieve your long-term vision. Planning your days, for example, can be time consuming and tedious. However, if becoming an organized person is part of your vision, you’ll be that much more excited to plan your days because you’ll connect how this activity will lead you towards that vision. As we’ve talked about, most people only think in the short-term and only perform those activities they enjoy.

Peak performers, however, think in the long-term, and are willing to do activities they don’t always enjoy, in order to achieve their long-term vision. Having a vision binder will remind you of this. Once you lock onto an exciting vision for your life, you will do whatever it takes to achieve it, mowing down any obstacles that get in your way!

Steve Reiner

Professional Sales Coach