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.

Sales Tips: Characteristics of a Great Closer

From: Gary Michels

Gary MichelsAll great sales closers have a few things in common. They are:

  1. Great closers have a burning desire to close the sale. They know that closing one additional sale per day, per week, or even per month will greatly increase their income. As I have traveled around the country with great closers, I have noticed that they often have a score sheet on the wall or in their car and they can’t wait to fill in the numbers after closing the sale.
  1. Great closers really believe that their prospect is going to buy. Believing the customer will buy and selling with conviction greatly increases your chance of making the sale. Great closers expect success. They don’t think it was just “their lucky day.” In the car on the way to the presentation, they do a lot of positive self-talk, assuming the person is definitely going to buy. They say things like: “I am now pulling into the parking lot of my next big client!”, “I know that I have the best product and the best price for this customer, at this time. Now I will prove it to be true!”
  1. Great closers are sincere. People can tell when you are not sincere. Sincerity will always sell more than anything you do, and your lack of sincerity will almost always kill the deal. Look people directly in their eyes and tell them how it really is. Listen and really care about what they are trying to accomplish.
  1. Great closers talk low and slow. When you are calm and talk low and slow, your prospect will listen and believe you. If you talk too fast in a high pitched voice, you come across as pushy and tend to sound like someone they cannot trust.
  1. Great closers keep the close simple. Your prospect must fully understand what you are talking about.
  1. Great closers ask a lot of questions that will elicit a positive response. The more you get prospects saying “yes” during your presentation, the more likely they are to say “yes” during the close.
  1. Great closers realize the importance of names and examples. They will “name drop” appropriately throughout the closing process. Once again, remember that the close is supposed to be a natural ending to your presentation that makes people feel comfortable to move forward. By using names of other people whom they know, you subtly make them feel comfortable because they feel they are not taking such a huge risk. After all, others they know have done well with your product or service, and so should they.
  1. Great closers never argue with their prospects. They agree with objections and continue closing the sale. Whenever they must disagree with a prospect, they do it in a light, agreeable way. The rule of thumb that I like to follow is: “If I win the argument, I lose the sale!”
  1. Great closers never lose their cool. They let customers upset them occasionally, but they never show it. They always keep their voice low and a friendly expression on their face. If you get the reputation as a friendly sales rep, you can more easily build a large client base. Remember, more often than not, if people like you, they will overlook some of the bad points of your product or service.
  1. Great closers are politely persistent. They are not overbearing, yet they give prospects a number of chances to buy before judging whether or not the sale will actually happen. The key here is to walk the fine line of trying a little harder to get the sale without the prospect feeling any pressure from you.
  1. Great closers leave people happy. They make sure their prospects are in a good frame of mind before they leave. They want to brighten people’s day. They are also aware that their reputation precedes them in the community. Additionally, they know that by leaving prospects happy, they, too, will be happier, thus increasing their chance of making a sale at the next appointment. When I walk out the door of a prospect or client, I always say to myself: “I hope he or she thinks I am a cool guy!” If the prospect thinks that, I will likely get to work with that person at some point in the future.

To learn more about Gary Michels visit his website here.

How Rory Vaden Became a Professional Speaker

How’d you get into that? – My 15 point checklist about leveraging discipline to become a professional speaker…

When I was 17 and 18 years old I knew I wanted to spend my life reading, researching, writing, and speaking on the topic of self-discipline. And whenever I’d meet people who were authors/speakers I’d always ask, “How’d you get into that?” I imagined they probably got the question a lot and were probably annoyed that I was asking it but I couldn’t help it because I needed to know the answer.

There are so many days I feel like I’m so far behind where I want to be in this business; but in the past year the tables have definitely turned to where I’m on the other side of the “How’d you get into that?” question. Recently it seems as though I’m getting asked dozens of times per month. While I’m a million miles from the top of the speaking “stairwell” I have made a good bit of progress over the last 10 years so I figured I’d share the short steps of my journey thus far for anyone who cares or is looking to get into this business. . . Read the rest of Rory’s article here.

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.

READ THE REST OF THE ARTICLE

5 WAYS TO GAIN CONTROL RIGHT NOW!

Control the Moment

My life has been a series of wonderful experiences.

It is a pity I wasn’t there for most of them.

~Parta Nelson (actress 1920-2001)

Wherever you are, be there!

Right now is all you’ve got. If you miss a moment, it’s gone. The good news is that there is always another “right now” around the corner. The bad news is that it’s easy to miss that one, too. In fact, it’s easy to arrive at the end of your life having spent very little time in “right now”. That’s because it’s easy to obsess about the past or the future (two places that do not even exist if you think about it). Recognize this, you have never been in the past and you will never be in the future. You will only forever be “right now”.

Try this:

  1. Think of an area at work or in your personal life where things are not working.
  2. Consider that you are probably stuck thinking about the past or future where that issue is concerned.
  3. Jot down what you CAN control right now.
  4. Get creative and passionate about what you CAN control right now.
  5. Do SOMETHING right now!!!!

Always remember this: When today is over, there is one more yesterday and one less tomorrow . . . that you can never change.

Have an incredible day!

Gary Michels

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