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Formula for Motivation & Causes of Procrastination

There are two ways people are generally motivated!  1) the “Carrot.” That is the “thing” out there in the future that you want.  Maybe it’s a new car, a dream vacation, a house etc.  When you create a picture of what you really want and, when you look or think about that picture of your desire, it gives you good feelings.  You tell yourself and others what you want, and you begin to move in the right direction to achieve it. Motivated people typically focus on the end result.  They think about what it is that they want and what it would feel like to have it. They tell themselves, “this is easy because…” and then they give supporting evidence to enhance and create a stronger belief (reasons) why they can achieve what they want.  The next type of motivation is 2) “the Stick.” This means you are motivated “away from” pain rather than motivated “towards” the...

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How to Ask for Referrals…The Classy Way

Cold calling is super effective…if you know what you are doing! What I can’t understand is why so many companies emphasize prospecting (cold calling) aka making new friends :), when the majority of companies I consult with don’t even ask their current clients (people that love them) for referrals? The answer is they just don’t know how to do it!  Sure, I could call  you and say, “Hey, who do you know that would be interested in working with me?”, but I would rate this “ask” as an F-. Why? Because referrals have nothing to do with me! Referrals have everything to do with you “my client” and your friends.  Have you heard the line “Your referrals are the greatest compliment I could receive?” Yuck! Or worse: “I build my business on your referrals.” Who cares? Sorry, but this is so unprofessional.

Let’s break this down; referrals are NOT about you so it’s not a...

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Become a Doctor of Selling

Where there is no guidance the people fall, but in the abundance of counselors there is victory” Proverbs 11:14

When I think of a Doctor, I think of someone that paved through the rugged terrain of chemistry and biology and worked their tail off to be considered the, “best of the best,” it is the highest honor, it is who we seek to model ourselves after.  If you’ve traveled the rugged terrain of cold calling but haven’t gotten your PhD in results just yet, read on.

Receiving a doctorate is like reaching a goal.  In sales we don’t get a cool piece of paper that says, you worked really hard and deserve this, but we do get a big paycheck!  In sales you get one of two things, results or reasons.  I know which one you want. Let’s explore what it takes to get a PhD in results, e.g., a big paycheck.

When we go to see a Doctor they will first conduct an examination of the current situation and ask questions to...

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When Your Faith is Tested

Whatever your heart is filled with, your lips will overflow with! You must guard your heart, which means you must be on guard for what you allow your thoughts to think about — which ultimately means you must control your environment.  It doesn’t matter how motivated you are or how strong willed you can be, your imagination is stronger than your will and if you allow unclean people, environments and words, to enter into your consciousness, they will remain.  That’s why watching horror movies is so bad.  It may seem silly or entertaining at the time, but the pictures of what you watch will be held in your subconscious mind.  To guard your heart, you must guard your thoughts, and in order to watch your thoughts you MUST consciously choose your friends, what movies you watch, and what environments you enter.  “He who walks with wise men will be wise, but the companion of fools will suffer harm.” (Proverbs 13:20) This is most...

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Emotional Fitness – Mindset Makeover

Emotional Intelligence (EQ) is one’s ability to identify, evaluate, control and express emotions.  When someone has a high EQ it means they have the ability to understand, empathize, and connect with people around them.  It is however, totally different from Intellectual Intelligence (IQ) which is used to determine academic abilities. Ones EQ will trump ones IQ when it comes to dealing with life’s curve balls.  Emotional fitness, is defined as someone that lets their choices dictate their emotions.  Emotional suicide, is letting your emotions dictate your decisions.  Someone with a high EQ will face a problem and see it as an opportunity to grow, they will use the negatives as a teacher to learn from.  Someone with a low EQ will tend to channel their energy on the conditions of their life as an opportunity to blame – people, places and things as the reason for their circumstances rather than taking personal responsibility for their...

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Dealing with Difficult People

I’m sure we all have a story that goes with this title, I know I could fill 5000 words detailing the difficult people that have done me wrong and I legitimately deserve to complain, I really do but by complaining or blaming won’t take back the wrong that was done or the anger you may feel.    Blame, unfortunately, won’t get us anywhere even if the blame is correct.  The struggle I find is I was raised with a sister that would fight with me all the time and I recall my mom saying, “Oh everything has to be ‘fair’.” We got the same toys for Christmas, except everything was a different color to distinguish who’s was who’s.  So I grew up with, everything being “fair.”

I was at my niece’s 8th birthday party last weekend and she ran up to me and said “Aunt Tammy guess what?  I’m 8 years old now, I don’t have to sit in a booster seat anymore.” LOL I don’t...

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How To Get More Qualified Prospects

The average salesperson makes less than 5 dials a day, thus they don’t have or get many prospects to build their business and they tend to put all of their eggs in one very small basket and believe sales slow down during the holidays.  If this is you or someone you know, call 911.. haha just kidding.  Seriously, do you know where to find viable leads that you “don’t” have to pay for?  Do you have a “do not call list” that frightens you into less activity?  The first place to start is with people that have already bought from you!  Yep! happy customers, have you asked every new client for a vertical referral?  Have you called every prospect that has shown interest in your product/service at least 5 times?  The majority of salespeople have not done these 2 very simple tasks, why?  Because they don’t know what to say to get a vertical referral and they don’t know what to say on the 3rd, 4th, or 5th...

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Referrals Don’t Expire

Referrals don’t expire because they are never about me, myself, and I (the salesperson). A referral is not a compliment to you. Referrals have everything to do with the client and the client’s friends. Have you heard the line, “Your referrals are the greatest compliment I could receive?” or worse yet, “I build my business on your referrals.” This approach is unprofessional.

Referrals are given because your client believes you will make them look good with their friends or clients.

Has a client ever said, “I’ll have them call you?” or they won’t give you their friend’s phone number? It’s because they don’t trust that you will make them look good. Referrals are about your clients building stronger relationships with their clients. You need to convince them you are just the one to help build that relationship for them.

If sales were that easy, we would all just sit back and wait for the phone to ring. That...

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Increase Sales Performance Now!

If you want to increase sales performance you must adapt to the mindset, “eventually everybody buys”…They just don’t always buy when we need a commission.  You get compensated on each call you make and commissioned on some of them, which means you must pick up the phone more often!

It is impossible to manage what you don’t measure.  What’s interesting in the world of coaching is the top reasons why coaches fail in their own coaching business.  Here are the top 3 reasons

  1. They don’t have a coach for themselves (they don’t invest in themselves)

 2. They don’t know how to sell their services

 3. They charge per hour

If I were to tell you why most salespeople fail at making the income they desire here are the top 3 reasons:

1. They don’t love selling, thus they don’t invest in themselves (usually have a bad attitude and blame everything but their poor efforts)

2. They don’t know...

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Don’t Throw Your Confidence Away

How do you pick up the 5000-pound phone? You first must want to learn how to be good at it, then have the confidence to learn the right way to do it. If you don’t want to do it, chances are you will make excuse after excuse not to. “Willing” yourself to do it isn’t the best strategy either because your imagination will trump your will every time. If the picture in your head is of someone yelling at you and hanging up on you, you will find a way to opt-out of making the calls. It is a self-fulfilling prophecy. We must tap into the part of us that is super confident!

A joyful heart makes a cheerful face, but when the heart is sad, the spirit is broken. The mind of the intelligent seeks knowledge. (Proverbs 15:13-14)

Conditional faith erodes our confidence

When I coach people, I take them back in time in their mind to a bad cold calling experience and help them change their perception of that past experience. There is usually a lesson that needs to be...

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