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Leadership: Remember the Frog and the Scorpion

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I have worked as a team leader for 4 different companies and been a upline in network marketing with organizations with members in the thousands. Thus I have had the opportunity to see all types of people.

What I have found is that you cannot change anyone, you can lead them and help them bring out their potential. But if someone has some innate characteristics, there is nothing you can do to change that.

For example, in my current position I have a gentleman named Miquel who was struggling. He made sales, but nowhere near what was expected. He went through the same training, so what was the problem?

Management wanted to terminate this guy. I asked to work with him for awhile and see if I could help him. Managements response was that he was on my team and nothing seemed to be working. What difference could I make now?

They allowed me some time to work with Miquel. The first thing I did was take him aside and have a private meeting with him. I could see the horror on his face. He thought I was going to fire him. Instead, I asked him what his goals were with this company. Did he see himself as a “lifer” He said he did. He liked this job and wanted to succeed. Then he went on to explain that he was having an issue with some of the strategies and in particular the verbage I was teaching as well as some of the sales training. He found it uncomfortable.

Also I asked him why he never participated in our group sessions when we discussed book, cd and video training assignments. He acknowledged a little sheepishly that he didn’t read the books, listen to the cd’s or watch the dvd videos. He told me he had disdain for the sales trainers that I recommended and honestly didn’t think it would work.  He thought these trainers whose books were rampant in book stores and had websites, sold courses were just charlatans.

I pointed to people like Angelo, a young man also of Spanish descent like Miquel who started off rather humbly and went on to make rapid progress. He was using the material I recommended. I also pointed to myself and indicated that I used the sales and management training espoused by the sales trainer I recommended. I rose from nothing to doing $100,000 in monthly sales and became a team leader. I smiled and said, “It works. But only if you use it.”

I told him that I wanted to work with me provided he would work with me. He was relieved. I thought I called him in to fire him. First, he had to listen to the CDs, watch the DVDs and do the exercises. He already had good product knowledge. He erroneously felt that was all he needed. He agreed to work but was a like reluctant.

So I worked with him and suggested he paraphrase some of the things I taught. He participated in group training sessions. I could tell he was USING the training. We worked over the scripts together. Role played. It was obvious where he was struggling.  We made some changes that he was comfortable with. He did PDR Practed, Drilled and Rehearsed with me and others in training and on his own time. His sales went from under $10,000 a month to over $40,000. He was thrilled and so was management. My superiors wanted to know what I did differently. I simply told them that you can’t change anyone, you can only bring out what is inside. Miquel wanted to improve. He just needed someone to show him how to do it and moreover, show that someone cared.

By direct contrast, I worked as a team leader and with a guy who we will call Sondro. This guy was similar to Miquel. He seemed like a nice guy, sharp, good looking guy and very friendly. He was also struggling and was on managements hit list. I tried to work with this guy, he wouldn’t listen and in another regard, he was trying to get my job. I was on his radar screen and he telegraphed it.

Sondro went on to became a problem employee. He would take unauthorized breaks. He wouldn’t do what I suggested to him instead he was a maverick doing things his way which wasn’t working.

Still I wanted to help this guyl. He had a family and obligations and appeared to have potential. So I kept giving him more opportunities and he agreed to follow my advice and give it a shot, but never did. Instead, he would go back to management and say negative things about me that of course were not true. This guy was the classic scorpion.

One day, after along dialing session around 11am Sondro told me he was going out to buy a hot dog. I looked at my watch and told him that it wasn’t break time and lunch was 2 hours away. He said it was ok, management gave him authorization.

Management came by and asked me where Sondro was. I said he went for a hot dog and was told management approved it. Such was not the case. When Sondro returned, he was hussled to the HR dept office and was promptly terminated. Finally the scoropions tactics had backfired.

Unfortunately, Sondro told management that I approved that he could leave. Of course that was a lie. Sondro the scorpion was trying to sting me. Unlike Miquel, Sondro had certain personality characteristics that were let’s say evil. Nothing I could do or say would change Sondro. Unlike Miquel, he didn’t want help. He wanted to get a position he didn’t deserve by any means necessary. And he wanted to do things his way along with taking excessive breaks. Also like Miquel initially, he Sondro was struggling. I recommend the same books, CDs, DVDs that I recommended to Miquel. Unlike Miquel, Sondro did not change anything. He thought he was already a polished salesperson. A know it all. And he also raved about the fact that he had a house that was completely paid off and that somehow put him at a higher level than anyone else.

When you are green you are growing and when you are ripe you are rotten.”

I first heard this statement over 40 years ago. It is very true. If you think you know it all, you are ripe, unteachable and doomed to failure. When you continue to train, educate yourself and study sales skills you are ripe and continue to grow. Think about it. Imagine a athlete who stops training. Says. “I’m in shape. Don’t need to train anymore.”  How fast will this guy decline? Instantly and permanently unless changes are made. But here is the key factor: A person can only change if they want to and believe they can. If they were brewed like Sondro, think they are doing good enough and know it all, dismiss sales, motivation and personal development training, they are lost.  They are scorpions who never change, never grow and never achieve any meaningful success.

Now on to the story of the frog and the scorpion. I first heard this story told by the late, great Jim Rohn way back in 1987. This was my first run with Herbalife and we all gathered in at the Embassy Suites Hotel Ballroom in Altamonte Springs, FL to listen to Mr. Rohn. Later, along with 30 associates, I had the opportunity to have dinner with Mr. Rohn.

For those not familiar with Jim Rohn, he has been and still is the mentor to tens of thousands of business people. His most famous student is Anthony Robbins who also worked for Jim Rohn. Probably 75% of what Robbins teaches is what he picked up from Jim Rohn. Anyway here is the story of the frog and the scorpion as Jim Rohn told it:

One morning a frog was about to cross over a pond to the other side of the lake. Standing several feet away is a scorpion. The scorpion seeing that the frog is about to swim across the lake shouts;

“Hey Mr. Frog. Can I ask you for a favor?”

The frog looks over, nervously and knows full well that scorpions are the enemy of frogs and responds;

“What could you possibly want with me?”

The Scorpion responds;

“I see you are about to cross over the lake. I too would like to get over to the other side but as you probably know, scorpions can’t swim. Would you be so kind as to allow me to hop on your back and I could cross over with you?”

The frog just laughs and says;

“Are you crazy? Everybody knows that scorpions sting frogs. If I let you on my back, you will sting me and I’ll die?”

The scorpion responds;

“No Mr. Frog. You are not thinking with your little frog brain. If I sting you, yes you will die but then so will I. Why would I do that?”

The frog thinks and says,

“Yeah that makes sense. Scorpions are ruthless but that would be stupid. Ok. Come on over and hop on my back. I’ll carry you with me.”

So the scorpion jumps on the frogs back while the frog swims across the lake. The scorpion is making conversation with the frog and the frog is impressed at what a nice guy this scorpion is. He then apologizes to the scorpion for being so rude to him.

But then as soon as they get half way across the pond, the scorpion stings the frog! The frog is amazed. He can’t believe it.

“Why did you do that to me. I’m going to die but so are you.”

‘Because Mr. Frog, I am a scorpion and scorpions sting frogs. That will never change.”

So the lesson as it applies to leadership is that you can bring out someone’s potential, but you cannot change their inner personalities, unless of course they want to change. Work with people who deserve it, not those who need it. And beware of scorpions and people like Sondro.

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Is Network Marketing for You? By Tony DeFrancisco

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Tony DeFrancisco

FirstFitness Nutrition, Supervisor

As I am writing this, we are only days away from bringing in 2017. A New Year and for many people, New goals. One of the biggest goals everyone sets is to earn more money and change careers. One of the best, in fact in my opinion, the very best way to increase cash flow and generate a high income, not to mention one of the finest careers anyone can get into is in fact Network Marketing or MLM.

Almost all of us have been approached by a well meaning friend or relative about getting into a network marketing or MLM company. Some times we may be invited over for dinner. And just when we think the dessert is coming out, instead a white board comes out or they plug in their laptop showing a video presentation on the wall of their home showing their company and introducing us to the real reason they invited us. This leaves us with a very bad impression of the industry and of our “friends” who supposedly invited us over for a nice, friendly dinner.

Let me just say that there are ethical ways to build this business that work. Tricking people is a strategy that doesn’t work and people who use this generally drop out quickly. And anyone who is approached under these conditions usually never gets in and spreads bad PR regarding the people doing this, their company and the industry as a whole.

Look who recommends Network Marketing/MLM……………………………………..

I was introduced to network marketing back in 1975. WOW that was 41 years ago last August. That is a long time and over that time I have heard it all from network marketers and those who for whatever reason have chosen not to get in network marketing or MLM.

First let’s address some issues and perhaps misconceptions:

Nobody makes money on mlm

This is a blatant lie or at the very least a huge misconception. Everybody can and will make money, if they do the work required and stick with it. But not everyone wants to do the work required to earn money. Network marketing is just like any other business. If you own a restaurant and are never open, you won’t earn any money. If you don’t work it, the business doesn’t work. If you go to your job everyday and don’t work, you’ll be gone in no time.

Many people also don’t want to go through the training required to be successful. Some get into with bozo companies and bozo uplines who don’t help or know how to help. Just sign you up and then say, “Go get em tiger!”

Some people can’t handle the rejection they get. They see the opportunity and immediately assume that everyone they know will jump in and take off like a rocket. Reality is many will not get in and those who do will drop out. Few people are thick skinned enough to stay in and over come this. Those who do, will be rewarded.

When I first started in network marketing, a very good friend of mine was my upline and at the time was working full time as a college professor for a local university. He was earning at his job as a professor around $45,000. This was 1975 remember when you could buy a cadillac for $5,000 and a nice home for $19,000 so this was a high salary at that time. Inside of 9 months, he left his full time job as a professor and went full bore into his mlm business. A short while later, he was making double what he was making a college prof. Sometime later, his income over his salary as a Prof tripled and he developed a nationwide organization starting in a small town off less than 9,000 people. Tell him it doesn’t work.

A year later I had another friend who started in a new network marketing company with the original high protein/low carbohydrate diet shake. My friend was in serious financial trouble when he started. He was close to losing his home and deeply in debt. 10 months later he was earning $25,000 a month from his part time business. $25,000 in 1977 dollars is like $100,000 today. Tell him network marketing doesn’t work.

What my two friends did was rolled up their sleeves and went to work.

Another friend of mine from Orlando was on unemployment. He had a contracting business that went belly up. He was on unemployment and so broke that he had to borrow $29 to enroll in the the business. Started in network marketing and year later was a millionaire. 2 years later he was retired living on a boat in Hawaii.

Perhaps the most successful person I have ever met in network marketing/MLM is Brad Hager. If you have been involved in network marketing at all, you know the name. I have known Brad since we worked together over 14 years ago. If you don’t know who Brad is, he is a high 7 figure income producer. He has been at the top of three different network marketing companies proving that his success was not a one shot lucky deal. He has also helped to create 12 millionaires. He is a leader, no nonsense, talks the walk and walks the talk. Brad also introduced me to John Maxwell’s training. Brad used to work as a salesman for a company in North Carolina. He made what some people would think was good money. But he lacked freedom and discovered Network Marketing/MLM. His life has changed. Now he has time, money and freedom. You don’t get that with a J-O-B folks. You only get that via network marketing/MLM.

Even people who own conventional businesses don’t have time and freedom. In many cases , they bough a business which is now a job and now the business owns them.

The point is. It works but only when you have the right program and are willing to work.

Isn’t this just a pyramid scheme?

Another major myth. Unfortunately there have been companies claiming to be network marketing which were pyramids. And they get shut down. Burn Lounge is one example. In the 1970s there was Holiday Magic and Bestline and many others. These always get shut down. And rightfully so.

Pyramids require upfront loading. There is compensation for merely enrolling someone in the program. “Headhunter” fees. In legitimate network marketing you can start at a nominal fee, perhaps the cost of dinner, there is no front end loading and your upline only gets paid when you produce. Not by merely enrolling you. The true pyramids as already mentioned get shut down and fairly quickly.

Shaklee is the oldest network marketing company and has been around since 1954. Then enter Amway which started in 1959. Then Mary Kay since 1963. Herbalife started in 1980. Nu Skin shortly thereafter. These companies have been around a long time. Network marketing aka MLM started in the 1930s with Nutrilite which is now part of Amway. If any of these companies were pyramids and illegal. They would have been shut down long ago.

For the past four years, a irresponsible activist from New York has been making a case that Herbalife is a pyramid scheme. Last June, after a extensive investigation, the FTC decided otherwise. Hebalife is not a pyramid. Nor is Amway. Nor are the other reputable Network Marketing/MLM companies.

Saturation

Yet another misconception is the saturation myth. If everybody gets in how can you make money? Shaklee, Amway, Mary Kay and Herbalife have been around forever and have yet to even come close to saturating the market. Today there are hundreds of mlm companies and we are not even close to saturation. In fact, saturation will never occur. Babies are being born everyday. People are turning 18 everyday. People are getting married everyday. No matter how much business all of the networking marketing companies combined do, they will always be behind. There is no way to saturate the market.

The Products Are Overpriced. Too Expensive. Commodties. Can be bought elsewhere

Here is another mistatement. If you are in a quality Network Marketing/MLM Company, your products will be of a better value. And they will be different that what you can find anywhere else. They should also be fairly priced. And with quality companies they are. People spend $4 for Starbucks coffee, $2-$3 for bottled water. $4,000 for water devices. Why? Because these products offer something different than just making a a pot of coffee, drinking faucet water or buying a cheap water filer in a store. They are unique. If your company does not offer unique products, different and better than what else is out there, move on.

New companies

A common mistake is to jump into a “new” company. “Get in on the ground floor” They will say. “Be the first” Unfortunately, many of these companies are not very well capitalized or very well managed. Usually they are started by someone who had some success as a distributor, but no real business savvy and usually they close up quickly.

Nationwide Opportunity

When looking at a network marketing opportunity, some look for one that is international. The more countries the better they say. Today, thanks to the internet you can chat with someone on the other side of the world as easily as you can across the street and almost everyone knows people in other countries. This is all well and good and I like international companies. That said, the USA is a large place. Plenty of people right here, in fact right in your home town without worrying about building in Asia, Europe, Africa and elsewhere. I suggest starting with people in your own community. If you find a company that is international, GREAT. But don’t go on the other side of the world untill you go across the street.

Training

If the network marketing/MLM company does not offer training, look for another company. Most companies offer training right online on their websites, weekly webinars, regular meetings and rallies and encourage additional training. The books to read. The CDs to listen to. The DVDs to watch etc. Most of us understand the value of education EXCEPT in Network Marketing/MLM here they think they can figure it out all by themselves. Not so. The people who earn high incomes are constantly training, studying their craft, their company, products, people skills and communication skills. The more they learn, the more they earn.

New Products

Older companies can still grow as long as they have newer products to excite distributors and customers. Products must be unique, exciting and high quality. They must offer meaningful and measurable results

New divisions

Many companies will open new divisions which is sort of like a brand new company under the branch of a larger, older company. So you have the best of all worlds.

Marketing plan

The marketing must be fair to all. It can’t be front loaded so only leaders make a huge sum or back loaded so once again only leaders with huge organizations can enjoy the profits. Study the marketing plan and make sure it is right for you. In true network marketing, everyone has the same chance to succeed. Everyone can reach the top position.

Meetings

One of the issues I have had with many companies is the preponderance of meetings that a distributor is required to attend. Meetings are great but can be overdone. Look for a company where you can build your business over the phone and internet with local meetings as well. And when you do conduct meetings, they can be held at places likes Denny’s or Starbucks. The business should be fun, simple and easy and also prosperous when done correctly. Meetings produce energy and commonality among representatives. I recommend them in addition not in place of working in the field and building your business. Meetings are especially useful when you are first starting the business. Just don’t overdo them.

A new opportunity

I was recently approached to enroll in a new network marketing company. Most of you who know me are aware that I have been working another program for the last 4 years or so. I get hit on everyday and always refuse because those other companies just don’t offer what I am looking for.

This opportunity on the other hands seemed to be exactly what I was looking for. Quality products, fairly priced, a great compensation plan that is fair to all and a nationwide opportunity to build business around the country.

Top leaders are getting in. You interested? Read on………..

LOOKING FOR SELF-MOTIVATED INDIVIDUALS

WHO WANT TO…

EARN $150K FIRST YEAR COMMISSIONS

+ DRIVE A MERCEDES

There is an old saying that timing is everything. That is especially true in network marketing. In network marketing, timing is truly everything.

First, consider this. If you are interested in cashing in on any specific trend, it is first important to locate and position yourself ahead of that next big social economic trend in it’s early phases.

OVER 100 MILLION AMERICANS WILL

MAKE A NEW YEAR’S RESOLUTION TO…

LOSE WEIGHT + MAKE MORE MONEY!

(WE CAN HELP THEM DO BOTH)

• Exclusive product formulas that

are recommended by doctors

• Experience a physical makeover

in less than 30 days

• Plus learn how to earn Post Holiday Cash

• Earn $500-$2500 part-time

• Earn a six-figure income full-time

and drive a Mercedes Benz

• Learn how to fire your boss in

less than six months

LOOKING FOR SELF-MOTIVATED INDIVIDUALS

BIG BIG WHO WANT TO…

TAKE ADVANTAGE OF A GROUND-FLOOR OPPORTUNITY AND EARN

A FORTUNE WITH OUR NEW BREAKTHROUGH WEIGHT LOSS PRODUCT

BUSINESS LAUNCH

OVER 100 MILLION AMERICANS WILL

MAKE A NEW YEAR’S RESOLUTION TO…

LOSE WEIGHT + MAKE MORE MONEY!

(WE CAN HELP THEM DO BOTH)

NEW REBRANDED PROGRAM!

Health Wellness is currently $300 billion $$$ a year industry destined to exceed $1 TRILLION $$$$

What is fueling this growth is the baby boomers desire to look younger and feel better. Our product fills that need.

IF YOU HAVE NEVER BEEN IN A NETWORK MARKETING COMPANY WITH A RED HOT WEIGHT LOSS PROGRAM, THEN YOU HAVE NEVER BEEN IN A REAL NETWORK MARKETING COMPANY.

Combine this desire with the current state of the economic uncertainty and the idea of offering a business that both helps people feel better, healthier, look younger and helps to put extra money in their pockets make sense. Plus, a lot of these Baby Boomers biggest fear is money. They have seen pensions evaporate and 401 (k) plan turn into 101 (k) plans.

The key is to position yourself in front of a companies initial hyper growth phase so you can benefit from that growth for years to come.

HERE IS OUR OPPORTUNITY………

Our company has been quietly building creating a powerful infrastructure. Strong leadership generating millions of $$$$ in sales.

If you take the last five years of the top Inc. 500 companies that finished in the # 1 position, their growth percentages range from 21,000% to 57,000%. Our company is positioning itself for mega growth. The founder of our company created a product in the 1970s that became the #1 best selling product in the world and created a new industry. Sales went on to over $300 million in three years. He is about to do it again.

What that means is that we are on track to join hyper growth MLM companies like Noni, Xango, Herbalife, Mona Vie etc as well as huge companies like Dell, Microsoft, Ebay, Yahoo, Google at the top of the list!

How would you like to have been a part of any of those companies in their early stages???

The good news is you can take advantage of this company as it enters it’s most explosive growth period.

Opportunity + Preparation = SUCCE$$!!!

This company is already in the USA and Bahamas. The wellness industry expects to grow from $300 Billion to over to $1 TRILLION! Right company! Right industry! Right time!

https://www.youtube.com/watch?v=kDrN6P5TGX8

(407) 761-3055

Checking us out cost you nothing. Missing out can cost you everything

WHO DO YOU KNOW WHO WANTS TO LOSE WEIGHT OR MAKE MONEY???

The key to earning a high income in network marketing is to find a red hot product, get in before the masses and go to work. We have the product. Now is the time. We are expecting a tsunami beginning January 1st. Now is the time to get in before everyone else does.

Despite the success of our company and other weight loss companies, today there are more people overweight needing our programs than ever before. Overweight is not just unsightly, it is unhealthy. For every pound of excess weight you carry, you will die 6 months to one year earlier. Every excess pound of weight requires 4,000 extra feet of blood vessels to nourish. This is more than a income earning opportunity. For some of us, it can be life saving to people we reach.

https://www.linkedin.com/…/new-zanolean-supreme-best-fat-bu…

(407) 761-3055

LOOKING FOR A FEW GOOD PEOPLE

This is a national company looking for a few good people across the USA. It you have a strong work ethic, are coachable and teachable and looking for a brighter 2017, call or email me. I am looking for 15 people to mentor.

Just email, or call me as soon as you are finished reviewing this info. and we will get any questions you may have answered, and get you started making money right away.

This company is growing very rapidly. If you wait, you may find the people on your list that you were going to call, calling you in the next few months and already in. I have found that about 3 out of 10 people I approach get into this. I would like for as many of you to get in and be among the top three, BUT it doesn’t bother me if you are one of the 7 that doesn’t get in. At least I have told you about this and a year from now when I am doing very well, you can’t say, “Why didn’t you tell me about this Tony?”

You’ll kick yourself if you miss this one.

tonydefrancisco@yahoo.com

(407) 761-3055

Call me today. Start earning money right away.

From Failing in sales to Over $100,000+ By Tony DeFrancisco

https://www.linkedin.com/pulse/from-failing-sales-over-100000-tony-defrancisco-tony-defrancisco?published=t

Anyone who has ever been in sales can tell you that it can be a tough grind. Customers today are sharper than ever before and really want to test anyone who is trying to promote a product or service.

My intro to selling

I started in sales via direct sales in 1975. I was recruited to sell and recruit people into a “soap” company. I failed miserably. Only a few relatives and friends would buy anything from me or showed any interest. So I lasted less than a year and washed out of the soap business.

Then about a year later, I heard about another direct sales company that was promoting weight loss and nutritional products. Since I had been in physical culture at that time for 14 years, worked out and was always watching my weight this seemed to be a slam dunk and it was. I did very well with this company despite the fact that my skill set was about the same. What was the difference?

The Business Got into me

The biggest difference was that the business got into me. I was genuinely excited about this opportunity and my excitement lead to generating sales.

When you like what you do, it is no longer work, it is fun. When you turn on the passion, you turn on sales. You can get into business or sales, but nothing will really happen until the business gets into you.

The Phoenix Arises…..

We have all heard of the mythical story of the Phoenix Bird right? In real life it can happen to a degree. Over the years, I have witnessed some incredible success stories of people who started with very humble beginning and then took off like a rocket. It happened to me as well.

Since 1993, I have turned primarily to phone sales aka telesales aka telemarketing. It is the easiest way to reach a lot of people and without running around in a car. And if you find the right company you can make some good money.

Since 2001, I have had some ups and downs going from doing very well to doing extremely poorly. What made the difference? Three factors:

1)Some of the companies I worked for left a lot to be desired.

2) The products of some companies didn’t really excite me.

3) Inside of me I had a deep, burning desire to succeed and was convinced that nothing would hold me back.

Back in the late 1960s and early 1970s I enjoyed significant notoriety as a powerlifter starting in abscurity barely placing in competitions to winning National titles and qualifying for the world championships. I started in powerlifting with no special advantages and many disadvantages. Everyone told me I would never succeed. I put it into my head that I wanted to succeed and I did.

Another factor is that I went to work. I trained for sales as hard as I used to train for those powerlifting contests. In my powerlifting days, I trained 4-5 days a week, every week, for years. In sales, I studied sales training everyday for at least 1 hour a day, studied the company I worked for, learned their products and mastered them. I still do this today. A favorite phrase that I heard over 40 years ago is, “When you are green you grow, when you are ripe you are rotten.” Keep learning. Keep growing. So I still study today, everyday. All professionals do.

Can you imagine a doctor who says, “I don’t need to study anymore. I went to medical school. I’ll figure it out.” Or a lawyer who says, “I finished studying. No more for me.” How quickly would you find another doctor or lawyer?

In October, 2014 I started in a new position with a company called Performance Marketing. When I walked in the door, I saw an immediate match. Great people, beautiful office and to me, great products that I could sink my teeth into. I was immediately promoted to Team Leader. In my first month, I generated over $60,000 in sales. In my second and third months, sales went over $100,000 establishing a company record.

Be Excited

I am not telling you this to impress you but rather to impress upon you that the first rule of being successful in selling is to be excited about the company, the products and the industry you are in. If you are not excited, it will come across in your voice and demeanor and will cost you sales.

I also learned that it is a misconception that a good sales person can sell anything to anybody. No! Con artists do that. A good salesperson uncovers the prospects needs and sells them the right product to meet their needs. He/she matches the product/service to the customers needs and wants.

Listen

The good Lord gave us two ears and one mouth for a reason and we should use them in the right order. When I first started, I used to jaber, jaber, jaber overwhelming the prospect with all the reasons why I felt my product or service was the greatest thing in the world. When I finally learned to SHUT UP and listen to the prospect, and I mean really listen not just wait for them to finish so I could talk, I started making sales again.

Maintain an Assumptive Attitude

Selling anything can be frustrating especially in this economy. It is oh so easy to fall down and get frustrated. We hear all the reasons why the customer does not want our products or services:

I like what I am using

I can get it cheaper

Can’t afford it

I have to ask my spouse

Call me back in 6 months

If you have been in sales for even a short time, you have heard all of these and more. This used to beat me down. Not anymore. I learned to go Into every call by saying, “This is going to be a great call.” And even if the call did not end up in a sale, I would say to myself or sometimes out loud (if the company permitted it) GREAT! And most of these so called objections are really just smoke screens.

Now what is so great about missing a sale? My attitude was intact even if I lost the sale and I was ready for the next. The absolute worst thing to do is make a call when you are beat down and frustrated.

Stand Up and walk around while on the phone. Emotion is created by motion!

The first sign of a failing salesperson is the one who crouches in their chair, all slumped over. They are too relaxed. The sign of a winner is one who stands up during the call or better yet, uses a wireless headset. Emotion is created by motion. By moving around and even making hand gestures while walking you engage your physiology and this creates energy which comes across in your voice. End result. You will make a lot more sales

When is the best time to make a sale?

Based on what I just wrote above, this one is easy. The best time to make a sale is right after you have made one. Your energy level is high. Adrenalin is pumping. You are excited. But what do many people do (and I used to do this a lot before I became educated) they walk around the room and get stroked by their friends bragging about the sale they just made and if they are a smoker, they go outside and smoke. Then when they come back, the excitement has settled down quite a bit, they are relaxed, the energy is gone. Bad move.

Affirmations, NLP and Alpha Waves

I touched on affirmations above. They work but only if you believe in them. Aside from taking an assumptive attitude right before the call, I begin affirmations on my way to the office. I say things like.

I’m going to have a great day today

This is going to be my best day ever

Record Time!!!!!!!!!!!!!!!!!!!!!!!!

While some people may laugh at this, I can tell you it works. But you can’t just mumble the words out loud or in your head. Combine them with emotion and feeling and you will see some results.

Another technique I had been reacquainted with is using NLP-Neuro Linguistic Programming developed by John Grinder and Richard Bandler and popularized by Anthony Robbins. NLP is simply a way to change your behavior and it’s like supercharged affirmations. I use swish patterns to energize me and overcome weaknesses and scramble patterns to eliminate any negative things that may have happened to me and I do these everyday.

Finally, Alpha Waves is getting yourself into a relaxed state, into a twilight sort of condition where you are almost asleep but still awake. This allows you to program your subconscious at the deepest level and effects rapid change. The best time to use alpha waves is first thing in the morning when you wake up and last thing at night before you go to sleep. A 3rd time is after or during lunch.

This article is targeted at phone sales but can be used by any sales person or anyone wanting to improve in any area of endeavor.

Put a mirror on your desk

This evokes laughter from some people, even good salespeople. They will say, “Hey Tony D, what’s the mirror for? You on an ego trip? No the mirror is a reminder to keep smiling and that your attitude and personality are a direct reflection of the expression on your face. If you frown, you will sound like frowning person. If you smile into the mirror, you come across as such. By the way, always keep a smile when you talking to someone.

Mirror Technique

Speaking of the mirror, practice your script in front of a mirror. Recite your affirmations in front of mirror. It’s hard to explain why this works so well, there is a tie in between actually seeing yourself and hearing the words versus just reading them silently.(CAUTION) Let the people you live with know what you are doing lest they throw a blanket over you and have you hauled off to the luny farm. Practice in your car on your way to work or your way to see the prospect. It works!

In the old days, we used to practice our scripts in front of mirror and read it into a cassette player. Today we have web cams. Another great way to master your presentations.

Never use HAYT on the phone

A common mistake that almost every phone sales person does is open by saying,

“Hello, MR/MRS Jones, How Are You Today?”

That stands for HAYT and is a terrible way to start off. Instant identification that you are a sales person trying to solicit them. You are battling a uphill battle from there on.

The company I work for now uses a vicidial which has a 4 second delay from when the prospect says hello to when you get the call. While everyone else was frustrated over this, I came up with a strategy that worked very well, I simply open by saying,

“Yes, can you hear me ok?”

Then I go into my presentation without saying the time worn,

“HOW ARE YOU TODAY?”

Mentally Rehearse and Warm Up before you talk to a actual prospect

If you ever been in a sport, what do you do before you play? You warmup right? You need to so the same thing in sales, whether it is telesales or face to face sales, rehearse your presentation just before you start. It gets you warmed up and going, sets the right mood. Rehearse rebuttals and pretend you have a very difficult, nasty client. Then when you get face to face or on the phone with a real prospect, you will be warmed up and ready.

These are a few of the things that turned my career around for me. I will only add one more thing in closing and that is be proud of your profession and your company. Like what you do. Don’t put it down when you are away from the bosses office. If you don’t like what you do, find another vocation because this one is NOT FOR YOU!