Wednesday, August 21, 2019

Customers Can Sense the Attitude of Your business

There seems to be too much ho-hum selling going on today. There are too many businesses that just don't get the fact that enthusiasm is contagious and as a business owner or manager, you have to infect everyone with a good dose of excitement.
How do you get everyone in your company excited?
Here's how to get UN-excited.  Tell yourself you are a loser. Tell yourself you hate what you do.  Tell yourself your company just can’t get it right. Tell yourself you never got any of the breaks.  Tell yourself the competition is ruthless.  Tell yourself that everybody buys on price.  Tell yourself that your marketing area is saturated and there are no customers.
Do you know what ninety-five percent of everyone in prison were told over and over again as they were growing up:  "You are going to end up in prison someday?"  Think about it.  Over and over again they were told they were going to end up in prison someday. What if they were told something different?  What if they were told over and over again that they might be in a little trouble right now, but they will get past it?  What if they were told that they were going to grow up and be successful?  Would that make a difference?
The stuff you put in your mind is what controls your actions. So to get excited up you have to put things in your mind that will get you excited and passionate about what you do for a living.
Put this affirmation in your mind.  Carry it around with you and watch the difference...
“I am excited!  I stay focused on all the good things I have to be excited about. I am excited about my career, my opportunities, and my challenges.  My excitement drives me to do everything with energy and enthusiasm.  My mind is focused fully on what I am doing, and I am able to get things done by telling myself to “DO IT NOW”.  I am excited and act enthusiastic and everyone around me catches it.  Every time I see someone I know or meet someone new I am excited and enthusiastic about seeing them.  By being enthusiastic, excited and full of energy I am a more valuable person. Energy and enthusiasm guarantee my success as well as the success of my business.  Energy, passion, and enthusiasm will attract customers and sales to me.  This energy will be like a magnet and attract bigger customers and larger orders to me.  I am going to give everything I have to everything I do.”
Don't be a daydreamer. Don't wish you were somewhere else doing something different.  Life is what it is.  For whatever reason, you are where you are right now, so you have to deal with it.
Keep this quote on your dashboard or on your bulletin board:
"My job is not to see what lies dimly at a distance, but to do what lies clearly at hand!"
That means there is no getting around it... you have to make the prospecting call, send the email, mail the letter, take care of the follow-up and keep going.
Forget about whether you feel like it or not. Actions come before feelings. ACT enthusiastic, and your feelings will follow.  If you wait until you FEEL jacked up, you will be like the woman sitting on the park bench who turned into a skeleton waiting for the perfect man.  It ain't gonna happen!
Here is another way to stay excited about what you are doing. Make training a DAILY part of your schedule.
Spend time EVERYDAY learning something new about your business.  Get excited about sharing news and information with your employees and customers.  In other words, start acting like you mean business.  There is no excuse not to! Don't think it is up to the company to train you.  It is up to you. Take responsibility.  Invest in yourself.  Read a book, take a course, listen to an audio CD, read your marketing product sheets.
The bottom line. Learn something new today.  Make something happen.  Call someone. Call you last 20 customers just to say “thank you” Stop whining.  No one said it was going to be easy! Your customers need help in making good decisions.  Go help them make the decision to buy from you and your restaurant, hotel, store or shop by being excited, enthusiastic and appreciative of their business!  Let them know you really care!

Visit me at 

Tuesday, July 23, 2019

Being aggressive in sales - free eBook

Being aggressive doesn't mean being pushy, it means being mentally strong!

To be successful in sales you have to have a sense of toughness.  If you don't, you will give in to failure.  If you go into the prospects place of business with only a mild sense of confidence you will likely get beaten by a competitor. If you don’t have a strong need to be mentally tough, you won’t have the dedication or determination to take the psychological abuse that comes with the territory.

The more mentally tough you are, the more likely you will be able to endure the hardships and earn the rewards.

Reviewing your goals and learning new selling principles is not a one-time procedure.  If you become mentally lazy and take for granted that your skills are always sharp, you are unprepared. If you assume that you don’t need any mental preparation to get the sales numbers you know are possible, you will pay a price.

The competition and tough buyers can make your days long and hard. Even a slightly less than aggressive attitude will have you going on the defensive.  

Mental toughness is about your thinking patterns. If you don't have a clear goal, you will have difficulty forming your plan of attack.  Aggression is a state of mind that will dominate your thinking process during the adversity that is inevitable. It is about being methodical with a strategy to overcome the threat of quitting. 

If this is an area you feel you need a nudge, I have a free (free - no strings attached) eBook that will help.

click here to download the eBook directly from the publisher.

Pay me a visit sometime at

Tuesday, June 18, 2019

How I went from a failing sales person to the #1 sales trainer in a $200 billion dollar industry...

I only lasted a few months after discovering how hard it was to sell.    
When I first returned home after completing six years in the US Navy I had a pretty good idea of what I wanted, or so I thought.  The profession of selling really appealed to me so I applied for a job selling life insurance.  I only lasted a few months before I knew I was not mentally equipped for the stress and insecurity that comes with the territory.

How I discovered a powerful system.  
The experience was not wasted.  My manager gave me a book on selling and in one tiny portion of the book there was mention of Ben Franklin's system for improving your skills.  I was intrigued so I thought I would give it a try. 

This system helped me become the #1 sales trainer in a 200 billion dollar industry. 

click here to continue

Thursday, May 9, 2019

What does price tell your customer?

Would you pay $1,799.00 for a steak?

Monday, April 15, 2019

Is selling an art or a science?

Let me ask you a question. Is selling an art or a science? What do you think?

(BTW This is important for sales managers.)

If you said it is a science, you would be wrong. That doesn't mean you can't use scientific principles for your selling activities. It means selling itself cannot be a science. If you are trying to use scientific principles to predict your future sales plan you will have a hard time.

Here's why. In science every time you perform a certain act you will get the same result. Let's take boiling water. If you are at 5,000 feet above sea level water will boil at 203 degrees F. It will do it every time. You will always get the exact same outcome. If you boil water at 10,000 feet above sea level it will boil at 194 degrees F. It won't boil at 190 degrees or 193 degrees. It will boil only when the temperature reaches 194 degrees. Every time!

Here is a scientific chart that will make you feel certain about your knowledge. It has been tested and proven over and over again. There is no room for error. You can count on these numbers.

Sea Level    212 degrees F 
984 ft.          210 degrees F
2,000 ft.       208 degrees F
3,000 ft.       206 degrees F
5,000 ft.       203 degrees F
7,500 ft.      198 degrees F
10,000 ft.    194 degrees F
20,000 ft.    178 degrees F
26,000 ft.    168 degrees F

Stay with me for a minute. I will show you why some people have such a difficult time in sales. I am not saying that only certain people can sell. I am saying that certain people have a harder time with the sales process than others. The reason is they are more of a scientist than an artist. This is important to know when it comes to hiring and training as well as why you get so discouraged at times.

Selling is not a science, it is an art. In art every time you perform a certain act you get a variety of outcomes. An actor would be considered an artist. Ask 10 people what they thought of the actor in a play and you will get 10 different answers. This would be very difficult for a scientist because they would want the same predictable outcome from everyone who watched the play.

An artist can live with the fact that every time they do something, they get a different outcome. A scientist has a more difficult time because they want a predictable outcome for every action.

A salesperson has to deal with people and you and I both know that people are not predictable. We are under the continuous influence of thousands of things every day. Anyone of these things can make us change our minds about something.

If sales could be reduced to a science, we would not need any salespeople. We would only need order takers or a system to get the order turned in.

If selling was a science, what fun would it be? Isn't the excitement in not knowing what the outcome will be? However, by using certain skills you can influence the outcome. That means the more understanding you have of the sales process the more you will be able to deal with the everyday ups and downs you have in sales. This is also the reason why management gets frustrated with the sales department.

Management wants an exact, predictable outcome, which is not possible unless the sales department is given the time, tools and training to improve the skills of the sales team and improve the outcome.

Here is how you can use scientific principles to increase your sales: Focus on the activities and not so much on the outcome. Make a decision to do something and do it. That is scientific.
Here are the 7 scientific principles or skills that will greatly improve (not predict 100%) your success in sales. 

1    Planning
2    Questions
3    Attention
4    Presenting
5    Objections
6    Closing
7    Follow up

I have been teaching and applying these scientific principles for more than 20 years. I know for a fact that successful salespeople improve the outcome of their activities by being more skilled in these 7 areas.

Make the decision to improve your skills. That is something you CAN do with a scientific and predictable outcome. Your sales will increase, but exactly how much is unpredictable. Let's just hope it is enough to keep yourself, your management and your family happy. However, if you don't do anything to improve your skills I can predict the outcome with scientific certainty.

New training program - check it out at

Thursday, March 28, 2019

Are you a headline reader?

If not it might be a good hobby. Pick up the newspaper and pay close attention to the headlines. Which ones grab you and make you want to continue reading? Which ones do you pass over and why? Sort through your spam file and look at the subject lines.  Do you know that the folks in Hollywood will pay as much as one million dollars for a one-word title if they think it is the right one? That proves the value of the headlines we use to sell our products and services.

The how-to headline:

People are looking for answers. When your head line promises to tell them how to solve a problem they are having, you will have captured a customers attention. Be sure your copy fulfills the promise, even if the final answer doesn't lie in your copy but in a catalog you will send if the reader requests it, you have fulfilled the promise in the headline.

The news headline:

New and now are words that are so overworked that most readers discount them almost immediately. However, all readers are seeking something new and they want what they want now. Your product may be new, but anything you can do to get rid of the overworked word "new" will help make your news headlines draw more readers. The solution to boring advertising is to make news instead of filling space. News is almost never boring. News is a benefit. The news that can honestly tell your potential buyer what he wants to hear.

The picture headline:

A strong visual can often be used to tell the story, and all the headline is expected to do is provide the transition to the copy. The headline may just state what is seen in the picture-in terms of benefits-or it can be used to begin the copy. Don't worry about redundancy in advertising. Tell em' what you're going to tell 'em, tell 'em, and tell 'em what you told 'em.

The prediction headline:

When you use this approach, you will find it most effective to use the second person. That is, use "you." This headline makes a positive prediction and includes a very strong benefit. ‘You will save over 50% with our system’.

The command headline:

When you can use a commanding statement that is in the reader's best interest, you will have a strong headline. In a sense, the command headline is the prediction headline without the "you." To be most effective, command headlines should be relatively short. Consider this example: ‘Cut your processing time in half with our system’. This approach will work, but your copy should follow the style of the headline. If you use the prediction approach, continue to talk in terms of what will happen when the product is used. The command approach lends itself more to direct copy and a closing that suggests an immediate further investigation by the reader.

The testimonial headline:

Most people like to know how others have fared with the product being advertised, and a testimonial can be a productive way of answering the question and getting the copy read. Be careful that you quote someone who will be respected by the readers. The person may not be well known, but as long as he or she has a position that will be respected, you will be on safe ground. Make sure that the quote sounds natural. If the person being quoted says something out of character (the quote was obviously created by the copywriter), you will have a very weak ad. Of course, the testimonial doesn't necessarily have to be the words of an individual. If you get permission from a user to say that the company increased production by 60 percent when your product was used, you will have a strong testimonial.

The short story headline:

The short story headline must lead into a short story or a brief piece of copy that gets the message across in story form. Although the story approach often features people, it is not necessarily used to give testimonials. More often than not, this approach is best used with a human interest angle. For example, a tax consultant could use something like this: ‘Joe Young saved six thousand dollars on his taxes’.

Sunday, March 10, 2019

New video - How to lose the sale in one minute

When you are approaching a new account think of your first few words as the sales copy on the envelope.  The job of the sales copy is NOT to make the sale, but to get them to OPEN IT UP!

Keep in mind that if they don't open the envelope the sale will NEVER be made!  The same with your opening line.  If you don't hit the right button the door doesn't open.

Here are some of the standard openers and my translation.  If you are guilty you might spend a little time creating something that works for you.  Be easy on yourself, everyone has used them.

"I am sorry for interrupting."
Translation: I really don't amount to much - you are much more important than I am - you see I am just a doormat waiting for someone to wipe their feet on me.

"I know you are busy."
Translation:  I really don't have any respect for you or your time - you are a busy and important person and I am intruding on your day.

"I was in the neighborhood."
Translation:  I am not very organized - I simply drift through my day from neighborhood to neighborhood making random calls on people and waste their time.

"Do you need anything?"
Translation:  I am not much of a salesperson and I was wondering if there are any crumbs left over from a real salesperson who has been here.

"I wanted to stop by and introduce myself."
Translation.  I am not ambitious enough to have done some homework about you, so I guess I will tell you all about ME.

I think you get the point.  Things are different today, so you must be different, or they eat you alive.

Today’s customers are being bombarded with thousands of sales and marketing messages every day.  How do you stand out and set yourself apart from the crowd?  You have to hit them with a HUGE BENEFIT.  A benefit that will have the same power as if you hit them between the eyes with a baseball bat!

Tuesday, February 19, 2019

New video - How many customers do you need?

New video - How many customers do you need?