Home Marketing & Sales Blog Sales The Common Denominator of Success
Sep 04
Saturday

Tip of the Month

You Have to Give Attention to Get it.

When you spend more time talking than listening, you send the message that what you have to say is more important than what your prospect has to say. In the warm up, and final close, use your 2 ears and 1 mouth, in that proportion.

Listening Up

The best way to show a prospect you’re a “good listener” is to make occasional summary statements starting with “You mentioned”, or “You said.” Also restate buyer’s Feeling into your own words. This helps buyers evaluate their reactions to your proposal.

All products are Created Equal.

Unless you can prove otherwise, your masterful presentation shouldn’t just convince them to buy only you. The only reason not to buy your product should be affordability, not a competitor’s lesser price.

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The Common Denominator of Success
Rick GrossoThe secret of success is not just hard work, as I believed for so long. I have noticed that many people work hard without succeeding. Hard work is a requirement, but not the only one, not the real secret.

Common Denominator

The common denominator of successful people is that they form the habit of doing things that failures don’t like to do. In fact, that failures are not willing to do. The key word is willing.

It is just as true as it sounds, just as simple as it seems. You can hold it up to the light, you can put it through the acid test, you can spin it around ‘til it’s all worn out, but when you’re through with it, it will still be the common denominator. Whether we live it or not, it will still explain why many people who appeared to have all of the outward appearances of success. Since it will also explain our future, it would seem to me that we should use it to determine what kind of a future we will have.

Secret of Success

If the secret of success is in doing the things that failures don’t like to do, let’s start off by boiling it down to what are the things that failures don’t like to do. They are the very same things that other people, such as you and I don’t like to do. We have to realize that success is achieved by the minority of the population and is therefore unnatural. Most people are only willing to do just enough to get by; they don’t go the extra mile. They haven’t memorized their presentation, or worked on delivering it with sizzle and excitement. They don’t really know their closes. They prejudge, complain and find fault with the organization, the industry, the leads, and their manager.

They would prefer to watch, or play golf, go to the beach, to ignore, or P.O.T.T. – “Put off ‘til tomorrow”!

In our 3 day Closer Camp we require people to memorize the important closes. Yet, at every camp a few people will come up to me and say, “I have trouble memorizing, but I’ll learn these when I get back.” P.O.T.T. Of course, once they get back they fall right into their old habits and never learn the new materials.

So why do successful people do the things they don’t like to do? So they can accomplish what they want in life.

Successful people have a strong purpose that makes them form the habit of doing things that don’t like to do in order to accomplish their purpose. Sometimes even the best producers get into a slump, when people get into a slump it means that the things they like to do have become more important, and they like to do have become more important, and that they are ignoring essential work ethics necessary for sustaining success.

It is easier to adjust to the hardships of a mediocrity, or even a poor living, than it is to change habits.

Habits

People are creatures of habit. Every avoidance necessary to remain mediocre is a result of habit also. Every single qualification necessary for success is accomplished through habit. Now here is a powerful thought. You can’t change a habit; you can only replace it with a new one.

You are the kind of person you are because you formed the habit of being that kind of person, and the only way you can change is by changing habits. To change a habit you must do it in 21 days in a row. If you miss one day you have to go back and start all over again, but if you keep doing it you will wake up one morning a different person in a different world, a whole new world of wealth, success and happiness.

Your future therefore does not depend upon economic conditions or outside influences over which you have no control.

Your future is going to depend on you, your work ethics, your frame of mind and the habits over which you chose to exercise control.

In setting your purpose don’t be logical, don’t be realistic, but be idealistic, opportunistic, and emotional.

There is no inspiration in logic, there’s no courage in logic, there’s not even happiness in logic. The only place logic has in my life is realization that the more I’m able to do my wife, children and myself, the happier I will be.

As long as you live, remember that you may succeed beyond any of your expectations, but you will never succeed beyond your potential, and to reach our potential we must form the habit of doing the things that failures don’t like to do.
 
Home Marketing & Sales Blog Sales The Common Denominator of Success