Namaste’His story brought to mind some of the challenges I, and some of my loved ones, have faced in the past. There were a few times where I almost threw in the towel and gave up. The feeling of helplessness and hopelessness tested my faith. But by mustering up all the strength I had and knowing that there is a reason for every situation I was able to get through.
At some point or another we may be faced with challenges that are seemingly impossible to overcome. The limits of our faith may be tested and at that moment our fight or flight response will kick in.
May this week find you focused, centered and on task.
the Yoga Diva
Whenever you have a sales call scheduled with a new sales prospect – treat it like a golden opportunity.
Because in fact this first sales call, could be a golden opportunity for you. What if your new sales prospect has the potential to become your largest customer.
What would the lifetime value of your largest customer add up to?
Here are seven things you must do before calling on every new sales prospect.
Thing you must do # 1:
Be sure to do your homework and that means making Google your first stop. Do a search on the person’s name, the company name, and the name of their best selling product. You might be surprised with the results you get.
You should also go to: http://www.google.com/alerts – Google Alerts are email updates of the latest relevant Google results (web, news, etc.) based on your choice of the name of a person and / or the name of a company.
Thing you must do # 2:
Now this is a little thing that can have a big impact. It can create a powerful first impression for you.
Go to an office supply store and buy a dozen red file folders. While you’re at the store buy Avery product #8366 which are white file folder labels. Prepare a label with the name of your new sales prospect.
Imagine your prospect’s reaction to seeing his name on this red file folder. He will immediately consider you professional, organized, successful, and different from most other salespeople he has experienced in the past.
A little thing with a big impact.
Thing you must do # 3:
You must have a written sales call objective for your first sales call. Your written objectives for this sales call can include: to build rapport, establish credibility, to ask 3-5 open-ended questions, to identify one common interest you share, and to secure agreement for your second meeting.
Your written sales call objectives will scream “Professionalism.” By contrast most salespeople arrive like a tourist just taking in the sights – pity the poor sales prospect who must put up with this display of mediocrity.
Thing you must do # 4:
To get the ball rolling, building rapport and establishing credibility, I suggest you prepare and practice 3 – 5 open-ended questions.
Nothing shows your interest more than the questions you ask – so be sure to ask good questions. You can start with . . . tell me about your business . . . what are your responsibilities . . . in addition to you who else is involved in making decisions for . . . what are the biggest challenges you’re facing growing your business?
Once again asking these questions will demonstrate your interest and professionalism and differentiate you from most salespeople.
Thing you must do # 5:
If you enjoy playing the telephone tag game you can immediately proceed to # 6. It’s absolutely amazing how many salespeople neglect to secure the meeting time and date for the second meeting.
Once you have qualified your sales prospect as a potential customer don’t forget and never hesitate to ask for the second meeting. Do not attempt improvisation. Prepare and practice how you will ask for the second meeting.
Thing you must do # 6:
This next thing is especially important if you happen to be a serious person. Before you get out of your car check your rearview mirror to make sure you’re smiling.
Trust me, when you’re caught in traffic, running a little late, just ended a telephone call with a disgruntled customer – please don’t think you have a happy face on. Check your mirror to check your smile.
Thing you must do # 7:
Try this affirmation on for size “This will be my best sales call ever to a new sales prospect.”
Right after you check to make sure you’re smiling saying this affirmation fills your mind with positive thoughts and words squeezing out any potential negativity.
You may not realize this but you are in complete control of your thoughts. And of course you know how you think is everything!
There’s a huge difference between self-doubt and self-confidence and both are controlled by your thoughts.
This affirmation creates the perfect mindset for a very successful sales call.
Just try it once and see how much better you feel.
Now you know the 7 things you must do to prepare for your first sales call. Believe it or not you now have a 7-point system for making sales calls on new prospects.
Use this system to make every sales call better than the last one.
Let’s go sell something . . .
About the Author:
Use this link to sign-up for Jim’s F-R-E-E “The Start Selling More” Newsletter and to get your copy of his Special Report titled, “25 Ways To Get Motivated.” http://www.startsellingmore.com/getmotivated.html
Dr. Antonia M has been in the Own Your Power family for years and we have seen her business evolve. She is changing lives and helping people take a long hard look within, definitely a company that goes hand in hand with Own Your Power’s mission. Dr. M was actually one of my very first teachers to open my eyes to the metaphysical world and just how gifted we ALL are. Amazing stuff she teaches! I highly recommend you get to know her.
Find out how she helps others find their power and why she just LOVES what she does!
What does your business do?
I train facilitators, entrepreneurs, and other leaders in the use of holistic and metaphysical techniques for achieving growth and success—and helping others do the same. The secret to changing or improving anything in your life is to change your energy first. But you have to change the right energy in the right way to get the results you want to see. That’s what making breakthroughs is about, and that’s my specialty.
Main Service/Product:
My main service is the Entrepreneurs Business Breakthrough Session. It’s holistic 1-on-1 or group session where I help entrepreneurs breakthrough the internal and external “walls” that block their growth and success. My main product is the Inner Power Workbook, which is a personal course growth that teaches people how to harness their unique power to overcome obstacles, make major breakthroughs and reach their goals. This is a achieve through a groundbreaking and holistic technique called Inner Power Mapping.
How long in business?:
I officially became “Dr. M” in 2001, when I received my doctorate in metaphysics. However, I’ve been doing this work since the early 90s and took my website online in 1997.
Any interesting facts you can share about your industry?
My entire scope of work, including the books, my radio show, workshops and consulting, falls under the category of self-improvement. This is a multi-billion dollar industry.
Most popular problem you help people solve?
Money blocks, self-esteem issues, and finding purpose are the three most common problems people come to me about. With the entrepreneurs that I see, the money block they’re usually having is insufficient and inconsistent income, and they’re not turning a profit. With others, the block is that they can’t seem to jump to the next level of profit that will allow them to expand their business.
What year did you kiss Corporate America goodbye and why do you hope to never go back?
Actually, I did Corporate America for a little less than a year when I was about 18 and worked at a music publishing company. I don’t have an issue per se with working in Corporate America, but I hated that job. If I ever had to go back, it would definitely be on my own terms.
How do you stay motivated?
I know for sure that when I apply the right energy, I get the expected outcome or better. And I know an important part of that is also keeping up my momentum. I think we all have our moments of feeling discouraged or feeling tired of waiting for success to arrive. But I know I don’t have the luxury of staying stuck in that for too long or you can quickly lose whatever ground you’ve made. I stay focused on what it is I need to do right now.
Biggest pet peeve in business?
People who are all talk and no action, and back out of projects.
What’s a bold move you took that turned your business around?
Taking out a one-year lease on a new location and borrowing enough money to cover those expenses for one year.
What’s your favorite area on www.ownyourpower.ning.com?
The profiles.
What’s a unique talent that you have that might surprise us?
Music production.
It’s sadly time for your last meal on earth…what would it be?
BBQ Beef ribs , sticky wings and large virgin pina colada from Dallas BBS, with an avocado salad, collard greens, buffalo shrimp, French onion rings and steamed mussels in white wine sauce, plus an authentic Philly cheesesteak with fried onions, sweet peppers, pickles, mushrooms, mayonnaise and a little mustard and ketchup, followed by a peanut butter cheese cake, vanilla swiss almond ice cream and sweet potato pie.
Have you used Social Networking to gain new contacts/business? If so, what have been any results?
Not great. You really need to keep the business and personal separate and be very careful who you accept into your network. I also started creating separate e-mail address, so I don’t automatically come up for every single person I’ve ever sent an e-mail to.
If you could do it all over again, what is the biggest mistake you’d avoid next time around?
I would have NOT gone to college after high school.
Most exciting moment that you got your time to shine?
I was recently filmed to be in a movie (ala “The Secret,” “What the Bleep”)
What was your last barter and what was if for?
I’m offered a Breakthrough Session in exchange for getting professional head-shots done.
If you could have superpowers, what would you want?
Teleportation, time travel and flying
Get to know Dr. M. Add her as a friend in the Own Your Power Community:
http://ownyourpower.ning.com/profile/AntoniaMPhD
Website (s):
www.InnerPowerHour.com (radio show)
www.InnerPowerWorkbook.com (workbook)
Email: DrM@Healingspirit.com
Phone: 718-407-0776
The next time you think you’re flat broke and can’t acquire something you want or need think again. Physical money isn’t the only game in town when it comes to obtaining goods and services. According to Simone Kelly-Brown, CEO of Own Your Power Communications, bartering is currently experiencing a re-birth.
While Kelly-Brown has been bartering since the mid 90s, she first began to draw others into the world of bartering in 2002 when she was attempting to find a less painful way to network. For five years Kelly-Brown had juggled both full-time employment and her business which was then called Gots to Have it Marketing.
When she left corporate America and decided to focus mainly on her business, she knew she needed to get out and meet new people. Yet despite her outgoing personality, like many professionals, Kelly-Brown dreaded the usual networking scenes.
So she came up with a fresh idea. She would gather women together in a social setting and have them fill out cards. On one side of the card they’d write their name, occupations and what they have to “give” in terms of professional goods and services. On the other side of the card they’d list what they were looking for or what they wanted to “take.”
READ REST OF STORY HERE…
Ecco is as intriguing and unique as her name. As a long time member of the Give ‘n Take Network we are excited to give Ecco to time to shine! Since 2002, she’s been the founder of of Bu-T-Full, LLC, and clothing line called E.Savoy. She focuses on beautiful apparel for the Full Figured Diva, in quality and style.
Inspired by the belief that she could give the well-endowed women what they most desired in clothing, Ecco began to design E. Savoy apparel, a complete and realistic brand of beautiful clothes designed specifically around the bust, and attentive to the rest of the body.
Ecco also spent much of her career in front of the camera. As a former model with the Kemcy Model Agency in New York City, she modeled across the country in cities like Chicago and Dallas, and made an international mark through her trips to fashion capitals like Paris, France. Through this experience she clearly saw the target market for which she knew could really use her expertise and discovered her distinctive, niche market. Now find out why she LOVES what she does!
What does your business do? Our clothes are designed for easy wash and wear also to mix & match. We focus on comfort and style first!
What year did you kiss Corporate America goodbye and why do you hope to never go back? I left corporate America in 2006 and I hope to never go back, because working for myself is so much more rewarding!
How do you stay motivated? I’m motivated from others such as Simone Kelly-Brown, and countless others who show you it can be done, if you really want to do it we must be around like minded people, PERIOD….
Biggest pet peeve in business? Canceling at the last minute! Unless you have a really good excuse for this one, I won’t bother again.
What’s a bold move you took that turned your business around? I’ve just finished my 1st Book “Go Get It!, and I’m working very hard to get the 2nd one done by August-2009. I’m being asked to speak in places, and never thought about ever even writing a book in the 1st place.
One thing that you would change if you could? I would change Welfare. You’d have ONE year to figure it out, sorry no 25 year role call!!!! We’re seeing three or four generations of it, it’s really shocking.
What’s your favorite area on www.ownyourpower.ning.com? Favorite area is everything! I like seeing how people are using whatever then can to make it happen for themselves.
What’s a unique talent that you have that might surprise us?
Talent= Roller Skating, I am extremely good at it, I do it on Tues & Thursday night at BranchBrook Roller Rink in Newark, NJ—but 1st Thurs. every month is the bomb, when people come from all over the tri-state area and fill the Rink with about 800 people!
You know the expression, you can’t take it with you…well, if you could, what would ‘it’ be? My hearing to know what people really thought about what kind of person I was before I left here.
It’s sadly time for your last meal on earth…what would it be?
Shrimp + Steak+ Salad + a glass of Merlot…
Have you used Social Networking to gain new contacts/business? If so, what have been any results? Social Networking is always a good way to introduce yourself, get to learn, meet people, understand business to the fullest! Results have been amazing contacts!
If you could do it all over again, what is the biggest mistake you’d avoid next time around? Not being more focused on what life could be in the future and how to obtain it with greater wisdom at an earlier age.
Most exciting moment that you got your time to shine? Exciting moment when I was the featured designer on Spotlight on NJ and had 18 minutes to show the world what I do with Anchor Della Cruz!
What was your last barter and what was if for? I’ve bartered for one of my outfits in my line to have a make-up artist offer her services for my last fashion show.
What’s in your cd player/Ipod right now? House Music
If you’re an Own Your Power Member add Ecco as a friend. You’ll also have access to 10% off of any of her clothing!
Website : www.myspace.com/esavoyfashions
Would you like to be featured here? Let me know! Email: simone@ownyourpower.biz
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