Author: mike

How to Overcome the Brush Off When Cold Calling

by mike

Almost everybody I know hates cold calling. And who can blame them? Everyone they call hates it, too. Receptionists hate getting sales call, prospects hate taking calls so it?s no wonder that sales reps hate it, too. In fact the sales industry as a whole hates it so much that it invented an entirely new way of making contacts called Sales 2.0. The problem with that though is that eventually you still have to pick up the phone and make a call.

So we’re back to the beginning, aren’t we? The only real solution is to learn how to make cold (or warm) calls effectively, and once you learn that, you’ll finally learn the secret of Top 20% performance. You see, the Top 20% don?t mind making cold calls. In fact, many of them (myself included) actually enjoy connecting with potential prospects and uncovering buying opportunities. And you can do this too if you learn to be prepared for the common brush offs and blow offs you get over and over again.

Here are three proven scripts you can use the next time you get any of the following initial brush off objections. Work with these and adjust them to fit your personality, your product or service. And once you do, begin using them on each and every call. I’ll tell you now, once you know how to handle these common brush offs, and once you begin actually connecting with potential buyers, you?ll not only make more sales, but you’ll actually enjoy making those calls.

How great will that be?

"Just send/fax/email the information (and I?ll keep it on file/have a look at it, etc.)"

"I’ll be happy to get this out to you in the next hour, but while I have you on the phone, let’s first see if this can actually help you and if there?s a real need on your end for this. How are you currently doing (Ask about a process related to your product or service). And if I could show you how to (Ask about how your benefit would help them), would you seriously be willing to consider using our solution to help you?"

"We’re already taken care of"

"I understand _________. And isn’t it true that if you could get the same or even better results for less than you’re spending right now, it’d be silly not to at least listen to how that might happen? You see, many of the clients I work with now told me the same thing but were happy they found out about our (introductory package, new client special, side by side comparison, etc.)"

We just don’t have the budget/money/etc.

"Where do you usually get budget from when you find something that you absolutely must have?"

While these rebuttals won’t help you handle all the selling situations you get when cold calling, they will help you overcome some of the most common ones. If you’d like over 100 effective scripts to handle the rest, and over a 100 closing scripts as well, then invest in my new book: The Ultimate Book of Phone Scripts.

People like Jeffrey Gitomer, Tom Hopkins and others are recommending it and giving away a special gift if you get it now. See it here: http://www.mrinsidesales.com/booklaunch.htm

5 Closing Questions You Must Be Asking

by mike

–    By Mike Brooks, www.MrInsideSales.com (Taken from my new book, “The Ultimate Book of Phone Scripts”)

I get a lot of ezine topic requests each week, and the majority of them are requests for different questioning techniques to use during the qualification stage. I’m glad to see these requests because it means people understand the importance of identifying and then spending time with buyers.

I’ve written many articles over the years that address these kinds of questions, and if you’ve missed any of them I encourage you to visit my blog here.

Recently, however, I got a request for questions that could be used during the close or presentation stage. That was a good question, and I’m going to cover 5 of my favorites right now. These questions will vary from taking a prospect’s pulse to see if they are with you, to finding out if a benefit you just listed would work for them, all the way to a trial close.

All of these questions are crucial to ask during the close, and after you read them I encourage you to put these into your closing scripts and outlines. They will give you the feedback you’ll need (and don’t get because you’re not in front of your prospect) to close the sale. To get the most benefit from them, begin using them today:

#1 After giving any part of your presentation, you should ask, “Are you with me so far?” You can vary this with, “How does that sound?” Or, “Do you see what I mean?” and, “Does that make sense?”

Always listen carefully to not only what they say, but to how they say it. And always allow a few seconds after they respond to give them time to add something else.

#2 Any time you give a benefit, ask, “How would you use that?” or, “Could you use that?” Or, “Would that work for you?” Or, “Would that be of benefit in your situation?”

Again, LISTEN to what and how they respond…

#3 Another good question to ask throughout your presentation is, “Do you have any questions so far?”

This is one of the best questions to ask, and it’s also one of the least used. You’d be amazed by the kinds of questions you’ll get, and each one reveals what your prospect is thinking. You must use this question often!

#4 Trial closes are always good – “Does this seem to be the kind of solution you are looking for?” or, “How is this sounding so far?” or, with a smile in your voice, “Am I getting close to having a new client yet?”

Even though that sounds cheesy, you’d be amazed by how it will often break the ice and get your prospect to lower his/her guard.

#5 When you’re done with your presentation, always ask, “What haven’t I covered yet that is important to you?”

This is a great way to end your presentation, because if they tell you they don’t have any questions, then you get to ask for the order! If they do have questions, you answer them and then ask for the order!

The bottom line is that asking questions — and then shutting up and listening — is still one of the most important things you can do either during the qualification stage or during the close. Use the above questions during your next presentation and watch your closes get stronger and your income get bigger!

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:
https://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

4 Ways to Get Out of a Sales Slump!

by mike

Let’s face it – every now and then sales don’t seem to be going our way and we can begin to get into fear about making our numbers, making our mortgage, taking that vacation, etc. While we may not be able to control the ebb and flow of sales, what’s important is that we keep control of our attitude and expectancy level. In other words, keeping positive, reflecting on wins, and expecting success is what always drives a top producer through the seemingly slow times in sales.

I like to compare keeping my attitude up to how a pilot tries to stay on the radio beam when he’s flying. A directional beam is projected to guide the pilot to his destination, and as long as he stays on the beam, he’s safe and he’ll make it through just fine. It doesn’t matter that the weather may be temporarily blinding him or that he may not be able to see where he is or where he’s headed, as long as he can locate and stay on that beam, he’ll be all right.

It’s the same thing in sales. If things are temporarily not going your way, or if you have to start prospecting again, or if that big client or if those deals didn’t close, that’s OK. All you have to do is to get back on the beam of being positive, expecting to close more sales, and continue to reflect on your sales goals. If you can do that (and that may sometimes be a tall order given the temporary appearances), then you’ll be fine in the end.

What you can’t fall victim to is negative thinking. That only leads to deflated attitudes, less activity, and poor sales skills. It tends to feed itself and you start looking for reasons to fail, and you often find them! You know you’re “off the beam” if you’re in fear, if you get agitated easily, if you become resentful of others or if you begin feeling depressed in any way.

If that happens, here are 4 ways to get back on the beam:

1) Reflect back on your previous wins. Get quiet and begin reliving all the times when you closed big deals, when you made your goal and when you got new clients and closed deals. Remember those feelings… This will immediately move you back towards the beam.

2) Remind yourself that your very next phone call could result in the biggest deal of your career. This is not only true, but by dwelling on it you’ll begin to want to make more calls, and you will actually begin attracting that success to yourself.

3) Review your financial goals and begin imaging how you feel now that you’ve achieved them. Relish those feelings. Get excited about what you’re enjoying now that you’ve reached your goals. This is visualization 101 and remember that your subconscious mind can’t tell the difference between a real event and one vividly imaged with feeling.

4) Change your attitude into one of absolute service to others rather on if you’re going to get a deal. Start each phone call with the thought, “I’m here to be of maximum service to this person.” That will not only take the pressure off of you, but your prospect will feel it – and respond to you.

Any one of these techniques will get you back on the beam. If you combine all four of them you’ll be out of your temporary slump in no time and you’ll be closing deals like the top pro you know you are.

A Better Way to Sell Over the Phone

by mike

Would you finally like to know exactly what to say in any selling situation when you call prospects and clients? Well now you can?

My new book, ?The Ultimate Book of Phone Scripts,?  has over 220 word for word, proven scripts to help you deal with all the blow offs, put offs and objections you get day in and day out when prospecting, setting appointments and closing sales over the phone.

Check it out here.

This book is packed with script after script of real world, effective come backs and rebuttals that will help you easily handle situations like:

  • Overcoming initial objections like, ?We?re not interested? and ?I?m too busy,? and ?We already have a company/supplier for that,? and many, many more;
  • *Learning how to build crucial rapport in the first 5 seconds;
  • *Connecting with gatekeepers and getting through to the decision maker;
  • *Knowing what to do and what NOT to do when prospecting and qualifying;
  • *Dealing with smokescreen objections like ?The price is too high?;
  • *Getting your prospects to return your emails and voice mails;
  • *Overcoming common objections like, ?We just need to think about it,? and ?I can get it for less money,? and many more.

Let?s face it ? you get the same objections 90% of the time, so why not be prepared in advance with the absolute best scripts and techniques that really work. These scripts are focused on helping you connect with and engage your prospects instead of talking and pitching at them. That?s why Brian Tracy calls this book, ?The absolute best book on inside sales I?ve seen in a long time.?

Also, by taking advantage of this book launch, you can get over $795 worth of free bonus gifts including valuable e-books, and recordings from authors and experts like Tom Hopkins, Jeb Blount, Wendy Weiss, and many others when you order this new book today.

Go here right now and get details about purchasing the book and receiving your special free gifts.

Mike Brooks,
Mr. Inside Sales

P.S. The Chapter on cold calling alone will instantly change your experience of prospecting and will easily pay for the book within the first day! Check out Ultimate Scripts Here.

4 Secrets to Attracting What You Want

by mike

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.

by mike

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: https://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

by mike

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: https://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

How to Handle the “I don’t have the Time” Objection

by mike

Welcome to the New Year!  So, are you ready to start cold calling, prospecting and reaching out to prospects?  If so, you’d better be prepared for what is sure to be one of the biggest brush off objections this year: “I’m too busy/don’t have the time to talk to you now.”

Because of the personnel cuts over the last 24 months, you’ve probably noticed (even at your own company!), that many companies have laid people off and more work is required of those who are still employed.  What that means to you is that you must be prepared for this and even more so, you must be equipped with the right scripts to handle this objection.

As I’ve written over and over, the sales reps who are going to be successful in today’s market are those who are prepared for the objections and selling situations they will find themselves in 90% of the time.  The other 80% of sales reps?  They will continue to struggle because they will insist on ad-libbing it and making it up as they go along.

To help you be prepared for the “I don’t have the time” brush off, memorize these scripts below and be prepared to use them every time you get this objection:

Response #1:

“I know that feeling; my desk is full of things I need to do, too.  I’d be happy to schedule a time to call you back, but I don’t want to bother you if you’re really not interested.  Let me ask you a quick question and be honest with me:

If I could show you a (system/product/service) that is proven to (reduce your overhead, generate more sales, etc.), would it be worth it for you and I to take for just 5 minutes to see how it could work for you?”

If NO: “No problem.  Before I go, who else do you know that might be able to use a system like this?”

If Yes: “Terrific.  Do you have 5 minutes right now?”

If No:  “I’m looking at my schedule, what is a good time later today?”

Response #2:

“___________ you probably get a lot of calls like I do, and my initial reaction is to say I’m too busy as well.  But I can explain this to you in just 3 minutes and if you think it can help you we can schedule more time later – and if you don’t we can part friends, is that fair?”

Response #3:

“I’m with you.  Before I schedule time to get back with you, just a quick question: Is it a priority for you to (fix or improve what your product or service will do for them) this quarter?”

Response #4:

“I’m glad you’re busy, that means that you don’t have the time to waste looking at things you have no intention of taking advantage of.  Quick question:  If I could show you a proven way to (get the benefits of your product or service), is that something that you would invest 5 minutes learning more about?”

Response #5:

“No problem.  I know what it’s like to be interrupted.  Would it be better to call you back right after your meeting, say in about a half hour, or would you prefer to set up a quick 5 minute call for tomorrow morning?”

Can you see how much more effective you will be by being prepared with and using these kinds of scripts?  Believe me, it will separate you from the majority of your competition.

If you would like more of these kinds of scripts, I encourage you to check out my new book of phone scripts: The Ultimate Book of Phone Scripts.  You’ll find over 200 other word for word scripts that will help you succeed this year!

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: https://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 under performing 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

3 Keys to Reaching Your Financial Goal in 2011

by mike

I don’t know you, but for me this week between Christmas and New Years Eve is the week that I solidify my goals for the New Year. As always, I balance my goals and so set them in all areas to maximize my growth as a person and as a professional. I have goals for health that include diet and exercise; goals for my career that include income and professional growth; goals for creative expression that include writing and photography; goals for relaxation that include travel and leisure, etc.

When it comes to setting and reaching these goals, I have found that there is a simple yet crucial 3 step process that virtually assures that I reach any goal. I’m going to lay it out here as it applies to a financial goal, but realize that this method applies to the success of reaching ANY goal. Here’s what you do:

Key #1: The first step is to be absolutely precise on the desired goal. For example, it isn?t enough for your financial goal to be to “earn more money than last year.” If you earn $1.50 more in 2011, then you will have reached your goal!

Instead, you need to know the exact amount. In determining that number, I always look at each month, factor in vacations, holidays, projects, etc., and then I add up each month and come up with an EXACT figure.

Once I have that, I break it down again per month and write each month’s specific dollar goal everywhere so I’m looking at it each day of that month. I post it on my desk, in my car, in the bathroom; I know exactly what it is each and every day.

I also adjust it per my production for that day so it is a fluid and ever changing number. Sometimes it gets bigger as the week goes on, and sometimes it gets smaller (depending on my production each day). But the point is that it is specific and exact and I’m always aware of what my daily, monthly and yearly, specific dollar amount goal is for each and every day.

That’s key number one.

Key #2: The next specific thing to be aware of is where each dollar of your yearly financial goal is going to go. Ask yourself: “What am I going to do with all the money I’m going to earn this year?” How much are you going to save by the end of the year? How much debt are you going to pay off? Are you going to buy a new car? Pay for your kid’s education? How much do you have budgeted for vacation? How about taxes? How about retirement?

These are just some of the questions you need to get in the habit of asking yourself at the start of the year, and you need to be completely clear on exactly where each dollar is going and where you’re going to be financially by the end of the year. Having this kind of clarity and purpose help keep you focused and disciplined, and it has a magical effect on how the Universe helps you accomplish your specific financial goal.

Now I know things come up, but when you have every dollar accounted for, you’ll be amazed at how you can earn extra money to handle the unexpected. That’s just how it works. But I have found that when I’m crystal clear on how much I’m going to earn and what I’m going to accomplish as a result of it, my focus is razor sharp and I remained motivated each and every day.

In addition, when you know why you’re working so hard and what for, you’re ready to put key number three into effect:

Key #3: Once you are clear on your exact financial goal and know what you are going to get as a result of it, you can now practice one of the most important parts of any goal accomplishment: acting as if you’ve already attained your goal. If you’ve ever read any book on the Law of Attraction, then you know all about the importance of accepting and believing on a subconscious level that you already have what it is you’re trying to accomplish.

The Law is simple: the Universe responds to what you feel and believe to be true. If you think you’re broke or that your territory is poor or that you can’t do something, then you’ll find evidence to support your belief and you?ll act (or not act!) accordingly. If you believe the opposite, then you’ll find a way to keep taking actions to accomplish what you believe is possible, and the Universe will provide you with the opportunities to confirm what you believe.

But the key is to believe it has already happened. By acting as if you are already the top producer at your company, or by going to sleep at night already feeling the feelings of having accomplished your goal, you’re acting like a magnet for the success you’ve already determined is yours.

By acting as if you’ve accomplished your goal, you’ll automatically and easily take the actions necessary to achieve them. Suddenly it will be “like you” to come in earlier, to make more calls, to qualify better, etc. I have found that acting as if is one of the most important things I have done to catapult me into new earning levels and “being states.”

And I have found that it ALWAYS works. Whether I believe I will or I won’t, I?m always right.

There are lots of ways to achieve the “being state” of acting, feeling and experiencing your success in advance, but my favorite is to write and read affirmations that are rich in feeling and emotion. There are many books out there that will teach you how to do that and I recommend you invest in them today.

The bottom line is that when you follow these three keys to successful goal attainment, you will become unstoppable. There will no longer be road blocks, and no outside element will ever get in the way of your accomplishing any goal you’ll set. You see, there is always a way to achieve anything you can dream of. And if you’re absolutely clear on what it is, know exactly why you’re going for it, and can feel and live as if you’ve already accomplished it, then nothing can stop you from attaining it.

I encourage you to use this week to put these keys into your goals planning for 2011. If you do, then next year at this time you will be reaching for even more aggressive goals because you’ll have discovered the real keys to performance in life.

All the best for 2011!

What the Top 20% Really Make

by mike

You know how big I am on the 80/20 rule in sales. I see it in every company and industry I work in, and, as many of you know, I’ve dedicated myself to helping sales reps and companies elevate their skills and techniques, so they can start producing sales and income like the top 20% of sales reps do. Often I get asked just what the top 20% make in actual income, and today I can tell you…

The Associated Press, quoting figures released from the recent Census Bureau report, published an article last week revealing what the top-earning 20% of Americans make in income. They found that the top 20% of all Americans earn over $100,000 in income. While that’s interesting in and of itself, what even more important is that the top 20% are also receiving over 50% of all the income earned in the country.

Now that’s BIG. Obviously, what this means is that the other 80% of income earners are splitting up the remaining 50%. That’s a big disparity and it tells us that the top 20% not only make most of the money in the country, but that they have a much bigger piece of the pie to split up.

While being a top 20% producer and income earner is obviously a nice place to be, the next question I get is, “How do I get there?” The answer to that question might surprise you. Most sales reps I ask about this usually point to all the wrong things. They point to outside things like:

If the leads were better, or

If the economy was better, or

If I had a better product, or price, or company or training….

Here’s the real truth – the only thing that is holding you back, or will ever hold you back, is your own belief in what you think you deserve. In other words, your consciousness or comfort zone. The real cause of your income, your health, your outside anything, is the image or picture you hold of them in your consciousness.

The universal truth is that: What you hold in your mind’s eye is always manifested out. One of my favorite authors, Dr. Robert Anthony puts it perfectly in his book, “The Advanced Formula for Total Success”:

“Your ability to accept (financial success) is determined by your consciousness. We all know people who have more money than they know what to do with, and we all know many people who never have enough. Why the difference? If a person who has virtually nothing is given a large sum of money, within a very short time that person will have nothing again. If we divided all the money in the world equally, in a short time the rich would be rich again, and the poor would be poor.

Many people think that if they could just get their hands on a large sum of money, they would be set for the rest of their lives. This is absolutely not true. Surveys have shown that people who receive large sums of money without working for them — those who won lotteries, or inherited wealth, for example — almost always find themselves back to their original financial level within two years of their windfall. They think that if they had money, they would pay their bills, get out of debt and start anew. But that very seldom happens. Over ninety percent of the people who win large sums of money eventually end up with no more money than they had before their winnings. Their standard of life does not increase and it is in many cases lowered because of their excess spending. The point here is that if you have a poverty consciousness or a consciousness of lack and limitation, you will literally spend yourself into poverty. If you find yourself with too much money, you will spend whenever you have in order to get back to your comfort zone.

Take all the money away from a person, who is a millionaire — one who has the consciousness of the millionaire today — and within a short time he or she will be a millionaire again. Riches start from the mind, not your pocketbook, bank account or investment. The bank account and investments are the effects, not the cause. The cause is always an idea or belief. A person is not rich because they have money. They have money because they are rich in consciousness. They believe that they are rich. Again, this is the reason that the rich will always get richer and the poor will always stay poor until they change their consciousness.”

So if you would like to become one of the top 20% earners in America, then you don’t need to change jobs, careers, or anything else “outside” of you. You just have to change the image you have of yourself and become rich in your consciousness first. That is the real secret to your success.