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7 Habits of Highly Successful Unlock The Gamers
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Posted on August 3, 2010 by Ari Galper
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Remember when Stephen Covey's book "The Seven Habits of Highly Effective People" was released back in the early '90s?
It jumped to the top of the best seller list and stayed there for quite a long time.
For good reason, he uncovered and articulated specific habits that went to the core of what really made people successful.
These were habits that all of us needed to hear and to put into practice our lives.
I still refer back to Stephen's book at least once a year so I don't forget those habits.
Over the last 10 years with Unlock The Game, I've been in a unique position to observe and document the most effective habits of our most successful Inner Circle members.
Recently, I documented these success habits and had a closed-door conference call with our members walking them through each of these.
Here’s a summary of those success habits that you might considering incorporating in your daily selling activities:
1. Focus all your intention on creating TRUST, not on just trying to making the sale. Enter conversations with this as your sole agenda.
2. LET GO of assumptions. Do not ASSUME any person you speak with is a
"sales opportunity".
3. GO DEEP into each conversation. QUANTITY of calls made should
never be the focus. QUALITY CONVERSATIONS is the goal.
4. Be conscious of my RHYTHM, PACE & TONE of your VOICE, watch your
DELIVERY. Stop hurrying through the call.
5. Create new words & phrases that create trust and prevent rejection. Keep REFINING your problem statements. Tape record yourself so you can hear how you sound from your prospect's perspective. Keep a LOG of phraseology that feels naturally and works.
6. BREATH! Be conscious of your breathing. Beware of FEAR entering into your mind; FEAR will show up in your breathing pattern.
7. Never let up IMMERSING yourself in the UTG Mindset of trust and authenticity. Time spent away from practicing makes you highly susceptible to slipping back into the "old" mindset of traditional pitching and sales pressure without you even realizing it.
What success habits do you practice on a regular basis?
Please share your thoughts below.
To your success,
Do you believe trust and authenticity is the core to sales success? Learn how you can join us here...
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Sellling Doesn't Have To Be Painful...
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Posted on July 27, 2010 by Ari Galper
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This just in from one of our Unlock The Game members:
“What you teach about selling really hit home today after I received a prospecting call from one of Robert Kiyosaki’s wealth coaches. He was very aggressive and immediately launched into “stuffing” me down his sales funnel.
I’m thinking: ‘hang on…I don’t like this.’ I got off the phone quickly…shaking (literally). Previous to joining your program I completed sales courses run by Tom Hopkins, Brian Tracy and only last year did the Sales Advantage course from Dale Carnegie, so I understood his process.
Do you know the terrifying thought…I probably came across on the phone like him before I found you and didn’t even realize it, no wonder people find selling painful.”
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First things first, I love all of Robert Kiyosaki’s work.
In fact, his “Rich Dad, Poor Dad” books have made a major impact on my entrepreneurial thinking and financial success.
The real story here is that in our new economy, HOW you sell is now much more important than WHAT you sell.
If you love what you do and deeply believe in what you sell, but you are still unconsciously using sales behaviors popular back in the 80’s and 90’s, you’re going to burn leads rather than create them.
The spot light for the last few decades in selling has been all about how to “close” a sale.
But not a word about the risk you take by sacrificing the relationship for the pursuit of the sale.
Ironically, when you shift your mindset to a place where your main focus is on creating trust, the sale comes to you without the pain.
Here’s a primer on our sales mindset:
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Old Sales Mindset
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New Sales Mindset
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Always start out with a strong sales pitch.
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Stop the sales pitch. Start a conversation. |
| Your goal is always to close the sale. |
Your goal is always to discover whether you and your prospect are a good fit.
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When you lose a sale, it's usually at the end of the sales process.
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When you lose a sale, it's usually at the beginning of the sales process. |
Rejection is a normal part of selling, so get used to it.
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Hidden sales pressure causes rejection. Eliminate sales pressure, and you’ll never experience rejection.
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Keep chasing prospects until you get a yes or no.
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Never chase prospects. Instead, get to the truth of whether there’s a fit or not. |
When prospects offer objections, challenge and/or counter them.
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When prospects offer objections, validate them and reopen the conversation. |
If prospects challenge the value of your product or service, defend yourself and explain its value.
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Never defend yourself or what you have to offer. This only creates more sales pressure.
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To your success,
P.S. Have an opinion? I'd love to hear your feedback below.
Do you share the same values and beliefs? Learn how you can join us here...
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