Being rejected is OK but not feeling rejected!
I spoke to a prospective client today and she talked about the problem of her fear of being rejected and whether I could help. (more…)
Keep the figure in your head and go for it!
I have just been to my weight loss class and I am happy to say I have lost more than half a stone in three weeks, which has given me alot more energy and sense of well being, so I am delighted to keep following the process!. As the facilitator went around the class asking what we had done differently this week and what had worked there were a number of interesting answers. However the one that struck me was one lady who said that in setting her targets, she decided on a figure in her head which she wanted to reach and kept it there, or alternatively there was a weight figure that she refused to go over and then would stop eating the junk food and follow the process religiously. She said when she established this level of focus it always worked! So what figure in terms of your number of appointments or conversions of conversations do you want to achieve? Create your own SMART goals for this or more simply see the number of calls, plan them, hear them in your head, feel good about them and then CALL THEM! Alot of great calls fail because the intention is never followed through with action…….Remember there is no failure with this process only feedback you can learn from. Now go call with courage!!
I really felt that!
As you know I have just completed another Master Pratitioner Certification in NLP and one of the modules is taught by Charles Faulkner, who explains this amazing stuff about Mirror Neurons; this is when you see something happen, there is an part of you which experiences part of what you see. I understood the theory of this , it was only when..
“The Ultimate Sales Machine”
Chet’s Holmes book is a great read! There are some great strategies in it. I particular like his emphasis around the discipline and the importance of making your calls regularly, he says every sales person should be doing at least 2.5 hours daily of New business development cold calling and above all tracking their progress. For me his strategy around time management has helped me enormously; He says, identify the 6 most important things you want to achieve during the working day and then work in email and admin around them. I am regularly following this discpline rather than evaporating my days grasshopping from email to email and then wondering why my day has gone! Check it out on Amazon there are also some great reviews there
Are you tracking your great calls?
There are times when you start your phoning and everything seems to work! You feel good, the prospective clients respond to you and what you are saying and you get your appointments seemingly effortlessly then… (more…)
How much information do you like to take in?
One of the key filters we have when we are processing information is “big Chunk” and “small chunk” or in other words “Give me the bottom line” or “Give me the big picture” as opposed to “tell me the detail”, or “tell me specifically how….”
Which one are you? (more…)
Be healthy in yourself and your business!
Again another one of my healthy eating and cold calling analogies! They suggest having 5 of fruit and veg for a healthy diet, so why not think 5 calls a day as a minimum investmen to keep your business healthy?
Why successeful cold calling is like following a heathly diet
As you know I have just started a weight loss class and I am fascinated by the parallels in their sucessful process in getting people to loose weight and maintain it. I noticed that those who follow the processes, their sucess is usually assureed. I too have a very sucesss process which I have developed over the years, which has been enhanced by my NLP expertise. One of the key points I noticed this Tuesday, was a man in front of me who religiously did his daily/weekly planner on what he was going to eat each day. In this way he could ensure that he had everything at hand to make sure he ate the right foods at the appropriate times during the day. And guess what he is one of the top weight loss people in the class!! My process is the same, in that planning is crucial to a sucessful call. So if you are nervous and reluctant to make the calls in the first place, make sure you plan them and even if the calls gets tricky along the way you can be confident that you find an alternative call route to get you to another desirable outcome. Remember plan plan your way to sucesss!!
Get yourself into the right “state” before you make your calls
If you want to make successful calls, and these may not necessarily be cold calls, they could be important internal calls within your organisation, not only should plan what you are going to say but you also make sure you in the right “state” For those of you who are not aware of this term, think about the times when you have felt “woobley” about doing something and had alot of internal noise running in your head, which adds to the negative feelings and makes you feel even worse. On the NLP Master Practitioner course I have just completed I was reminded how powerful and relaxing it can be just to take 10 long deep breaths; with each breath hold for a few seconds and then breath out. As you breath out think about the great outcomes that you want from you calls. Notice how your body begins to relax and all the internal noise disappears and you truly move into a really resourceful state. Exercise is usually the best way to change state but if you do not have the time or opportunity, just take some deep breaths! You will notice the change can be significant and very quick at the same time!
National Speakers Association Convention in New York 2-5 August
The bookings for the NSA Convention in New York are now open and I believe this will be a brilliant event to attend. I went to the convention last year in San Diego and it was an outstanding learning and networking event. Check out www.nsaspeaker.org and see for yourself.
