10 things you can do right now to improve yourself and your life.

10 things you can do right now to improve yourself and your life. AS PUBLISHED BY SUCCESS MAGAZINE 

This month, start fresh by leaving your old, unproductive habits in 2016. Make the new year about polishing your strengths, your bank account and anything that will bring you closer to having the best year of your life.

1. Live Courageously

Fear is a natural and necessary part of growth. Choose to embrace uncertainty by reminding yourself what you lose when you give in to your fears.

Read: How Bad Do You Want the Life You Want?

2. Articulate Your Happiness

Write down your top five happiness goals. Be specific. For example, if you want to be more present and supportive in your relationships, list out each action step to get there.

Read: 4 Ways to Plan Your Happiness

3. Alter Your Mindset

Whenever you encounter a problem, make a list of the positive ways you could perceive it. Focus on those good thoughts and watch your happiness increase.

Read: Tony Robbins Is Not Your Guru

4. Practice Deliberately

Tonight, list your three biggest weaknesses. Select the one holding you back the most and make a plan to improve a little each day. Change doesn’t happen overnight; be patient but persistent.

Read: 5 Deliberate Steps to Master a Skill

5. Reflect

This week, make time to hike a new trail or visit a nature preserve. Leave technology at home and revel in the opportunity to reflect on your life free from distractions.

Read: How to Keep Your Ego From Getting the Best of You

6. Find Your Strengths

Analyze your greatest successes. Identify what you did to accomplish those goals and how it was different from the times you failed. Commit to implementing that skill every day.

Read: Answer 3 Questions to Identify Your Strengths

7. Choose Wisely

Struggling with making sound decisions? Gather as many facts as you can, and surround yourself with trusted peers before making your next big decision.

Read: John Addison: 5 Tips to Create Your Best Future

8. Impact Others

Money is a great tool to ensure a life of opportunities, but it can’t provide happiness. Focus your efforts on impacting the lives of those around you to create happiness in your life and theirs.

Read: John C. Maxwell: 3 Ways to Pursue a Lasting Legacy

9. New You

As you plan your New Year’s resolutions, list three levels of your goal: A, B and C. Dream big on A, but stay realistic with B and C. Don’t forget to celebrate your milestones, no matter how small.

Read: 6 Tips to Set and Achieve Your Biggest Goals

10. Be Accountable

Write down every dollar you spend to identify bad habits. Focus on reducing or eliminating one category. Store those savings for unexpected hardships.

Read: 10 Money Habits That Are Leaving You Broke

Do not stop at NO with your customer, especially today

​As we approach the Holidays, know this, a customer that shows today, buys today!

 published by http://www.Salesforce.com 
Overcoming Common Sales Objections: Don’t Take No for an Answer

Sales ObjectionsThe toughest aspect of any sales position is overcoming a buyer’s objections. Whether you offer a service or are a small business retailer, today’s buyers are more discerning than ever. Your goal is to have a convincing response to these roadblocks standing between you and that coveted sale.

As many experienced sales people know, most all sales calls are met with at least one objection. We’ve gathered the most common sales objections on Budget, Authority, Need, Timeliness, and Value – along with the steps in how best to overcome each.

How to Overcome Objections in Sales

Budget: Demonstrate the unique value of your product

Authority: Identify the customer’s concern and address that specific issue

Need: Take the extra time to describe the overarching problem or opportunity

Timeliness: Demonstrate why it’s best to make the purchase now

Value: Introduce specific perks, guarantees, or return policies

Budget: “We just don’t have the budget.”

Regardless of who you’re targeting, pricing is one of the most prevalent objections to a sale. For many sales professionals, the knee-jerk reaction is to immediately offer a lower price. Instead of offering up a fast discount (which is risky and raises questions about the value of your product), look for creative ways to show the unique value of your product or service.

The ‘Price’ Sales Objection: Overcome the ‘Price’ excuse by demonstrating the unique value of your product, and give specific examples of how the product will solve a problem for the customer.

Authority: “I need to consult with X”

Or even more difficult is the “My manager/boss says no thank you” Having a customer state that they need to consult their boss, partner or wife before making a decision, or an authority has already rejected your product or service can seem like a dismissal.

Always respect their position, but look at this objection as an opportunity to get the decision makers in the room. Identify the concern and address that specific issue. Rather than agreeing to wait for a phone call, keep the process moving by setting up a joint meeting with both parties or transitioning the sale to the final decision maker altogether.

Need: “I’m happy with my current setup.”

Complacency or an actual fear of change can lead many potential buyers to dismiss a product before they’ve learned what it can do for them and their business. Remember that complacency is often a result of being ill-informed about a problem or opportunity, so if a potential customer seems complacent, you will need to take the extra time to describe the overarching problem or opportunity in depth.

If you can, bring up examples or even better, case studies of their competitors who have made some recent changes similar to the one you are suggesting. Fear of change is a natural reaction, so you will need to calm the customer’s concern by showing examples of positive change within the client’s industry to provide a boost of confidence.

Timeliness: “We’re too busy right now.”

You’ve likely heard this, or something to the tune of “Contact me in a few months when we have more budget.”

This objection happens particularly around the holiday season. In this scenario, you must make it so compelling for them to buy—right now—that they feel as if they’ll truly regret passing up the opportunity. Simplify the buying process in some way, and lay out attractive terms that are only available in a very specific window of time. Make it clear that “waiting until the first of the year” will mean missing out on a great opportunity.

Call Again Later: Demonstrate why it is best for the consumer to make the purchase now rather than wait 3-6 months. Simplify the sales process and address a current business problem.

Before jumping into the conversation, however, be sure to follow up with the customer to find out if you are simply calling at a bad time or if there is an actual business problem overloading the customer.

If its a bad time, find out a better time to call. If it’s a business problem, that gives you the information you need to show how your product will make the customer’s life easier.

Value: “I need to think about it.”

This objection is a combination of budget, authority, need, and timeliness. If the customer doesn’t see the value in the product, then it shows a lack of trust or certainty in what you’re offering. Here, you’ll need to build credibility with the buyer.

To create a more trustworthy relationship, come from a place of honesty and put yourself in the customer’s shoes. Think “if I were this customer, what would be holding me back?”

Introduce benefits such as specific features of the products that address their needs, guarantees or return policies. Basically, demonstrate that value. These types of perks reassure the buyer that he or she is making the right decision and will help to build the buyer’s trust.

More: 6 Critical Ways to Show Value to Your Customer

Be Proactive When Dealing with Sales Objections

As a sales professional, it’s absolutely necessary to understand and be prepared for the most common sales objections.

Knowing every detail and feature of your product/service is important, but getting down into the true core of the customer’s objection is equallly crucial. Respectfully ask your buyer open-ended questions that probe deeper into the true core of their objection.

With an understanding of your customer’s wants and needs and your product’s offerings, you are armed to tackle any objection based on budget, authority, need, time, and value. 

Above all, remember that your goal is to convince the potential buyer that they can’t, or shouldn’t, live without your product or service. The art of sales is inherently associated with objections, but most can be overcome by building a sense of credibility, trust, and re-framing the way your buyer sees what you’re selling. When it comes down to it, sales is about showing the product/service at the angle that’s best-suited to the conversation.

6 Qualities of Wildly Successful People

6 Qualities of Wildly Successful People

These are the traits of master achievers. Do you have what it takes to get to the top?

Brian Tracy

 

June 23, 2015

Adapted from The Success Mastery Academy by Brian Tracy

Do you want to be successful? If you think the way the most successful people think and adopt the same habits they have, you can be.

But what makes someone a master achiever? Here are six characteristics:

1. They are ambitious.

They see themselves capable of being the best. They see themselves with the capacity of being really good at what they do.

This was a really big thought for me. It held me back for many years. When I saw people who were doing better than I was, I naturally assumed they were better than I was. And if they were better than I was, then I must be worse than them. So that would mean they were superior and I was inferior

That’s a big problem in our society—we have feelings of inferiority, and these feelings of inferiority are often translated into feelings of undeservedness. The word “deserve” comes from two Latin words meaning “from service.” You deserve 100 percent of everything you make and enjoy as long as you get it from serving other people. If you serve better and serve more and serve at a higher level and serve more enthusiastically and serve a higher quality, then you’ll have a wonderful income—and you’ll deserve every penny of it.

You just must see yourself capable of being the best.

2. They are courageous.

Successful people work to confront the fears that hold most people back. The two biggest enemies to our success are fear and doubt.

When you do something repeatedly, you develop a habit. Make a habit throughout your life of doing the things that scare you. If you do the thing you fear, the death of fear is certain.

So face your fear. The ability to confront your fear is the mark of the superior person. If you have high ambition and you decide to be at the top, and you can confront your fears and do the things that are holding you back, those two things alone will make you a great success.

3. They are committed.

The top people in every field are completely committed. They believe in themselves; they believe in their companies; they believe in their products and services; they believe in their customers. They have an intense belief.

We know that there is a one-to-one relationship between the depth of your belief and what happens in your reality. And if you absolutely believe in the rightness and the goodness of what you’re doing, you become like a catalyst. You create what is called a transfer, like an electrical transfer of enthusiasm.

People who are not committed to what they do lead very empty lives. Caring is a critical element in life—all men and women who enjoy great lives care about what they do. They have passion about what they do. They love what they do.

4. They are prepared.

Successful people review every detail in advance. They do things that the average person is not willing to do. They make sacrifices the average person is not willing to make. But the difference it makes is extraordinary.

Before you go into a meeting, do your homework. Before you give a speech, research the information and practice your talking points. Dive in deep to review every detail of every situation before you take it on.

Successful people are more concerned about pleasing results than they are about pleasing methods. There is nothing more complimentary to your team, your client, your audience than the feeling that you have thoughtfully prepared.

5. They are continuous learners.

High achievers recognize that if they’re not continually getting better, they’re getting worse. They read, they listen to CDs and they take additional training. The professional never stops learning. So read, listen to CDs and take continuous training.

Never stop learning.

6. They are responsible.

The top people in our society have an attitude of self-employment. That’s essential, because 100 percent of us are self-employed—we are presidents of our own personal services corporation. You work for yourself, and the biggest mistake we can ever make is to think we work for anyone else. The person who signs our paycheck may change, our jobs may change, but we are always the same. We are the one constant.

The fact of the matter is that this is not optional—it is mandatory. You’re the president of your own career, your own life, your own finances, your own body, your own family, your own health. You are totally responsible.

We have to be responsible. No one will ever do it for us. It’s the most liberating and exhilarating thought of all, to think, to realize, that you’re the president of your own life.

3 Sales Closing Techniques, and Why They Work-Shared from blog.Hubpost.com

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Closing is a make-or-break moment in sales. The final verdict that determines whether or not your efforts will amount to anything at all.

It’s natural to feel apprehensive about it at first. However, without that feeling of danger, successfully closing a sale wouldn’t be so thrilling — a feeling that drives salespeople to continually strive for more.

Because sales professionals are expected to generate the best possible win rates for their effort, a large number of closing sales techniques have been developed over the years. Here are three proven closing techniques, and why they’re so effective.

2 Traditional Closing Techniques

Traditional closing sales techniques usually employ some psychological tricks designed to give that final nudge. Here are two of the best.

Now or Never

This is where salespeople make an offer that includes a special benefit that prompts immediate purchase. For example:

  • “This is the last one at this price.”
  • “We’ve got a 20% discount just for customers who sign up today.”
  • “If you commit to buy now, I can fast track you to the front of the implementation queue.”

This technique works because it creates a sense of urgency and can help overcome inertia when a prospect wants to buy, but is lagging on pulling the trigger.

The Summary Close

Salespeople who use this closing technique reiterate the items the customer is hopefully purchasing (stressing the value and benefits) in an effort to get the prospect to sign. For example:

“So we have the Centrifab washing machine with brushless motor, the 10-year comprehensive guarantee, and our free delivery and installation service. When would be a good time to deliver?”

By summarizing previously agreed-upon points into one impressive package, you’re helping prospects visualize what they’re truly getting out of the deal.

A Modern Closing Technique

These canned closing techniques probably seem a little old fashioned. Perhaps they strike you as a little too “salesy,” particularly in light of the more nuanced sales methodology we’ve been discussing in our blog posts.

In particular, the idea of closing itself needs to encompass any and all incremental agreements you secure throughout a sales process — not just the moment of final purchase.

In a sales engagement, reps should endeavor to:

  • Discover the customer’s needs
  • Effectively communicate how specific products or services offer an affordable and satisfactory solution to those needs

If these two requirements are properly achieved, then there should be no barrier to closure. The closing question can be asked directly at that point.

Question Closes

To achieve these two foundational goals, it’s imperative that reps ask prospects probing questions. Effective salespeople focus on closing a sale as soon as a conversation with aprospect begins. Through a series of questions, they develop desire in the client and eliminate every objection to purchase.

One can even close the sale in the form of a question, which allows the rep to address outstanding objections while gaining a commitment at the same time.

For example: “In your opinion, does what I am offering solve your problem?”

The question allows you to discover whether the prospect is sold on your product while keeping the door open for further selling. If the answer is ‘no’ it remains their opinion (not yet the truth), thereby allowing you to continue to sell. If the answer is ‘yes,’ then signing on the dotted line is the next step.

Here’s another question close: “Is there any reason why we can’t proceed with the shipment?”

This question asks either for closure or more information as to why the customer isn’t quite convinced. It’s win-win.

How about you? Do you approach closing by relying on set, traditional methods, or do you take a more organic approach? Please share your best closing techniques in the comments.

Editor’s note: This post was originally published in May 2015 and has been updated for comprehensiveness.