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.

Leadership Isn’t Logical

Rory_Vaden

Sometimes the things that co-workers are doing just don’t make any sense.

It frustrates me to the point of anger to have someone on the team who has so much potential but just never seems to perform anywhere near their capabilities.

I am sometimes baffled and confused when another person who has been a top performer on our team for years suddenly starts spending more time complaining and whining, instead of working and creating.

And how is it that the one person who used to be the “steady-Eddie” on our team now hardly ever shows up on time, goes home early and squanders much of the day surfing online?

It’s exhausting and disheartening to know that these people aren’t doing what they are supposed to, and none of if it ever made sense to me — until I realized something:

Leadership isn’t logical. Leadership is emotional, because humans are emotional.

Finish reading this article in the Tennessean here…

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

How to be a Top Producer

The MINDSET to Top Producers:

1.  On both good and bad days we have to remember that the results we get are from the thoughts we keep holding on to.

  • To accomplish anything in life, we have to have a dream and want it so bad we cannot live without it.

2.  We have to see ourselves as entrepreneurs and not independent contractors or employees.

  • We have to have a love affair with the business of selling…we have to be passionate about it every day…don’t focus on the parts of the job we don’t like.

3.  We have to remember the major reason for financial failure is working on something you don’t like for a long period of time.

  • We have to remember in life and business; it is never easy or fair.

4.  There is not security in this business…there are only opportunities and with opportunities there is massive failure…get used to it, it is part of becoming successful and winning.

5.  We have to develop the ability to bounce back from setbacks and failures quickly.

  • We can never let our dream out of our minds, even for a moment.  When the dream comes out of your mind it gives the negative a chance to come in.
  • Spend time with the right people…who are the right people and are you spending time with them now?

6.  Don’t be impressed with your success and your intelligence, because there are smarter and brighter people than us in the world.

7.  We have to quickly get out of fantasy land and get into reality to build our business.

8.  We have to be mentally prepared for the cycles, because success is never one long upward trend.

  • Work 8 hours a day if you want to be good and you want to get paid…work a lot more if you want to be great and rich

9.  We can find all the answers if we are willing to keep looking.  Lets become solution driven, not problem driven.

10.  You have to become the eternal optimist

  • We have to work every day on speed and urgency.
  • Make GREAT service your obsession.

11.  Develop the mindset that honesty is the best policy with everyone.

12.  Work to keep your mind clear.

  • Focus on making decisions quickly instead of worrying about being right or wrong…just get it done.
  • Decide in advance you are never going to have a bad day. 
  • Do what you are supposed to do, when you are supposed to do it…whether you like it or not.

13.  Remember emotions and drama don’t strengthen the mindset.

 

Go make it a great day,

Gary Michels

http://www.turnitupanotch.com

 

FREE Sales Training TONIGHT!

Do you have difficulty remembering customer’s names?

Do you have the perfect answer for an objection, but can’t remember it?

HELP IS HERE – Tips to improve your ability to remember the names of your customers, people you meet and general techniques to creating a “steel-trap” memory.

Our ASK THE SALES EXPERTS teleseminar TONIGHT – THURSDAY, December 8th at 7:00PM CT.

Amanda Johns – The Importance of Visual Images

Gary Michels – The Stellar 6 Ideas to Memorize & Use the Things You’ve Learned

Rory Vaden – The 7 “tions” of Remembering People’s Names

Ron Marks – Super Charge Your Memory Through Proper Nutrition

Dustin Hillis – Maximizing Technology to Help You Remember

Emmie Young – Memorizing Scripts in Your Natural Learning Style

 

THURSDAY, DECEMBER 8 AT 7:00PM CT

CALL IN: 712-432-0404  access code: 555575#

Live Chat on our Facebook Page  at 7:00pm CT – Join us for LIVE Q & A during teleseminar

Top Producer’s Tips Navigating Buying Behaviors

Does your sales style work well for Prospect A, but bombs with Prospect B? Our Top Producer Training Professionals will share tips on how to NAVIGATE BUYING BEHAVIORS of the 4 different types of buyers.

Our ASK THE SALES EXPERTS teleseminar THURSDAY, November 10th at 7:00PM CST, will help guide you through the various buying styles.


NAVIGATE: SELLING THE WAY PEOPLE LIKE TO BUY

THURSDAY, NOVEMBER 10TH AT 7:00PM CST

CALL IN: 712-432-0404  access code: 555575#

Live Chat on our Facebook Page  at 7:00pm CST – Join us for LIVE Q & A during teleseminar

 

Gary Michels – How to Identify Behavioral Styles and Quickly Adapt
Ron Marks – Managing More Effectively Through the Behavioral Styles
Dustin Hillis  – Navigate Appointments: Modifying Your Sales Approach to Match Your Prospects Buying Behavior Style
Emmie Young – Why Navigate? The Reasons You Don’t Sell to Everyone the Same Way
Rory Vaden – 6 Keys to R.E.V.E.A.L. the Potential in the 4 Types of People Around You 
Amanda Johns – Identifying the Different Sales Behavioral Styles Over the Phone

 

        ONE FULL HOUR OF PURE CONTENT