Monthly Archives: February 2011

4 Secrets to Attracting What You Want

People ask me if I believe in the Law of Attraction.  I tell them that not only do I believe in it, but I use it every day to attract the kind of life I want.  In fact, using the Law of Attraction is as important a part of what I do as is picking up the phone and speaking with clients, conducting training programs, creating products, etc.

Actually, it’s more important than all that.  You see, I believe that it all starts in my mind first, and then that vision is what drives the actions and decisions I make and it brings the opportunities and situations into my life that allow me to fulfill my vision.

People then ask exactly how I use the Law of Attraction to bring things into my life and I tell them I have and practice a simple 4-Step process that ALWAYS works for me in my life.  And today, I’ll share it with you.

Step One: The first thing I do is get somewhere where I can be quiet.  I have a meditation space in my office, but I’ve done this in my car, in the parking lot, at the park, even in the lobby of companies.

The important thing is to just sit somewhere and get quiet.  Don’t try to think about anything.  Don’t try to think of the right thoughts or of what you want or what you don’t have or what you’re afraid of.  The point here is just to clear your mind for a few moments.

I do this by just counting five breaths.  Once you’re quiet, then you:

Step Two:  Shift your mind and think about either: God.  If you’d rather think of something else bigger than you, then great!  You can think of The Power of the Universe, or The Great Spirit or The Law of Attraction, or the power that drives the waves in the ocean.  Just think about a power greater than yourself.

Concentrate on this power and think about all its attributes.  I like to think about how God is all around me and everybody else.  I like to think of the infinite resources God has, the knowledge and power and how God always wants the best, the highest for me and all others.

Once you concentrate on this for a few minutes, then you:

Step Three: Think about what it is you want to accomplish.  The key here is to think about what it feels like to have already attracted or created or achieved what it is you want.  Think about how you feel, how others feel, and what it means to actually be living and being what it is you desire.

Feeling and emotion at this point are crucial.  If you’re able (and you will with a little practice) to actually believe that you’ve achieved your goal, then you’ve succeeded here at this step.

After a while, this will be a really fun step, and you’ll want to do this exercise over and over because it feels so good!

Step Four: Give thanks to God, or the Universe or whatever power you’ve thought about for brining this goodness into your life.  This is an important step and learning to live in thanks and gratitude will change your life.

I’ve found that this last step has been the most important to help me maintain the feeling of “being” at the new level of achievement I am seeking.  And it is this feeling of “being” that acts as the magnet bringing in the circumstances and opportunities into my life.

If you’re looking for a way to create the life you know you are capable of achieving, then I highly recommend trying these “4 Secrets to Attracting What You Want.”   I know first-hand that they work, and I know they’ll work for you, too.

If you found this article helpful, then you will love Mike’s bestselling book on inside sales: “The REAL Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.”  (Recommended by Jeffrey!)  Get a Special Offer and read about it by clicking here: http://www.mrinsidesales.com/secrets_and_CD.htm

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance.

He offers a FREE audio program designed to help you double your income selling over the phone, as well as an internationally acclaimed FREE Ezine. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

The 3 Keys to Successful Sales Management.

If you are a business owner or sales manager responsible for getting your team of sales reps to make their numbers or achieve sales quotas, then I feel your pain. If you’re like many of the sales managers and owners I work with, then I know you’re being pulled in many different directions. You’re busy; you have endless meetings to attend to, reporting to do, and on top of it all you have many different personalities to deal with on your team, and each of them have different skill levels, motivation levels, etc.

It can seem like an overwhelming job.

Add into that you’ve probably never had any real sales management training or reinforcement, and your actual sales training that you are supposed to give your team probably isn’t very highly developed either. I can just see you nodding your heads and thinking, “Yeah, you got that right. Now what?”

Well, here’s what. Sales management is actually real easy and straight forward if you break it down to its three most important elements. If you concentrate on these three keys and actually make it a priority to implement them, your job will get so much easier, and, more importantly, you and your team will actually start closing more business and making their numbers.

Here’s what they are:

1) Define your sales process best practices. Provide your team with clear, easy to follow best practices as far as sales techniques and skill sets go for your specific sale. Give them the specific scripts and rebuttals to follow, specific qualifying questions, proper closing tools, and make sure they are unambiguous.

In other words, identify what actually works in your selling cycle and what the best approaches are and then develop them into a solid selling system and make it company policy that this is the best way to handle every part of your selling process from the first call, to qualifying, to leaving voice messages and emails, to getting back to your prospects to closing the sale and handling objections.

You absolutely must make this selling system clear enough for anyone to understand and follow. Once you have this, then:

2) Implement and monitor the use of your best practice system. Think of a great football team. What do they do? The coaches come up with the best game plan (the system), and then they teach it to their players and practice every formation, every play and every technique. They drill it in over and over and they watch film of each practice and game to make sure their players are following the plan and using the best technique.

And that’s what you need to do with your sales team as well. Once you’ve given your team the best practices, it’s up to you to train them on it and reinforce adherence to it. You do that by observing your sales reps as they are on the phone with their prospects and customers. You record their calls and review them with them, and then you make sure they are using the best practices. If you do that – actually get your team members to use the best practices that you know work – then they will without a doubt get better and make more sales.

3) Discipline your team members when they aren’t following your sales best practices. First, let me say a word about discipline. Discipline comes from the Greek word that means “to teach,” not “to scold or make others feel bad.” The proper role of a teacher, coach or sales manager is to point out when a student or sales rep isn’t following the proven tools to succeed, and then to help them, or “teach” them to do it better. And that’s where your skills as a manager (and where your time) will be most efficient.

You can do this in your one on one’s with a rep, and you can do this in sales meetings where you can play recordings of reps who are doing it correctly, and you can do it by feeding lines to a rep while they’re on the phone, or by instant messaging while you’re listening in, etc.. The bottom line is that it’s your job to give your team the right tools to succeed, manage them to implement them, and then to monitor and teach them to use them.

If you implement all three of the above keys in your selling environment, you will see the quickest and easiest return on your time and investment. If you miss one of these keys, then you will spend all your time wondering what’s wrong, and your frustration with the team, with your company and with your efforts will only get worse.

Look at your current selling environment and see which one of these keys is missing. Once you find it, you’ll now know what to do!

If you found this article helpful, then you’ll love Mike’s NEW book of phone scripts, “The Ultimate Book of Phone Scripts.”  Get over 220 Brand New Scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more sales. Visit: http://mrinsidesales.com/ultimatescripts.htm to find out why Brian Tracy and Tom Hopkins call this the best book on inside sales available today!

Do you have an underperforming inside sales team?  Talk to Mike to see how he can help you and your team reach your revenue goals.  To learn more about Mike, visit his website: http://www.MrInsideSales.com

How to Beat Your Competition

Many sales reps send me emails asking the same thing, “How can I sell against my competition and win the deal?” They tell me it gets more and more difficult as there is always someone who has a similar product for less money, or who can offer their kind of service with more bells and whistles, etc. What can they do?

Let’s look at a few facts and then put together a sales strategy. To start with, if a prospect hasn’t bought anything yet, it means they haven’t found exactly what they’re looking for, right?

And, as always, only your prospect knows what the magic “it” is (their true buying motive), and so it’s up to you to ask the right questions to figure out what it’s going to take to close each particular prospect. I’d start with these:

1. If your prospect is telling you they can get it cheaper somewhere else, ask:

“Why haven’t you gone ahead and placed your order there yet?”

Or,

“Yes, that is a good price, just curious, what’s preventing you from going with them on this?”

Or,

“What were you hoping to gain by talking with me (or with my company)?”

All these questions will force your prospect to tell you what their real buying motive is and will give you a chance to earn their business.

2. If your prospect says they have been doing business with X, or that XYZ offers more service, or better add-ons, etc., say:

“Yes, I’ve heard about their offer – what’s missing about it that still has you looking around?”

Or,

“Yes I know, in fact many of their customers call me as well. What motivated you to call me?”

And,

“Yes _________ I know all about the other companies and their promotions. Just out of curiosity, why haven’t you made a decision on this yet?”

Once again, these questions (and all the other ones I know you’re thinking of right now) will reveal what your prospect’s true buying motives are, and until you know them you’ve just shooting blind.

Kind of like 80% of your competition does. Once you understand what it’s going to take to sell them, you need to build the value of doing business with you and your company.

If you found this article helpful, then you’ll love Mike’s NEW eBook of phone scripts, “New Scripts for the New Economy.”  Get over 108 pages of Brand New Scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more sales. Visit: http://mrinsidesales.com/newscripts.htm to find out why Brian Tracy and Tom Hopkins call this the best book on inside sales available today!

Do you have an underperforming inside sales team?  Talk to Mike to see how he can help you and your team reach your revenue goals.  To learn more about Mike, visit his website: http://www.MrInsideSales.com