If you want to sell more just be yourself.
There are too many people trying to be Grant Cardone or Gary Vee. Let them be them and you be you.
People do business with you because they know you, like you and trust you. If you are pretending to be someone else, they do not get a chance to do that.
Here is a video that describes what I’m talking about.
Be yourself and you will sell more.
Last week I had an opportunity to do something I truly enjoy. This past Thursday and Friday I worked with a group of smart business leaders at the Strategic Sales Academy. During our time together, I shared successful sales scripts, debunked some myths, and helped the attendees adapt my system to their business strategy.
This – helping people make money and take control of their future – is something I love to do.
When we wrapped-up at 5 PM on Friday I was even more excited than I was when the session began.
Because at dinner that evening I heard all the ways the Strategic Sales Academy Alumni were going to implement these new skills.
On Monday when I called to follow-up with everyone, I was blown away by how many of the attendees told me that my passion and enthusiasm was infectious.
Each attendee was committed to taking action based on the information they learned because I SOLD them on their future.
This is a point I cannot stress enough.
Your passion is infectious. Simply presenting something to a prospective client and telling a story might work. Delivering a compelling presentation with conviction is how you influence people.
When I say: “Sell with your passion” it implies two things:
One: You are passionate about what you are providing and the power of it to help your client.
Two: You are open to sharing that passion with your prospective clients.
So what do you do, if you don’t feel that passion?
You move on.
Life is too short to sell something you cannot get excited about.
From the time you walk into the room, everyone should see, hear, and feel the enthusiasm you have for the value you provide. Your words merely confirm what everyone already knows: You want to help and you believe you have the best possible solution for them.
Sell with your passion and every day you will be fired-up to get to work.
By the way, we are hosting the Strategic Sales Academy again in October. This is going to be an annual event and our Alumni will be coming back to share their success stories (80% of them have already registered).
There is a $2,000 discount available if you register early. Here is the link for more information:
If you want to build sales momentum, this is the article for you. In the article and video, I provide you with the keep to develop sales momentum through relationship development. The 60 Second Sale is all about relationship-development. That’s what makes it one of the best sales books.
Watch this video to build sales momentum and keep sales momentum going.
One of the questions I am asked most often is:
How do I build Sales Momentum?
This video provides the answer.
Build sales momentum and you make more money. Sales momentum is not about how you can push your client to close more deals. Sales momentum is all about what you do each and every day to get closer to your goal of developing and deepening relationships. That’s what sales and selling are all about. Every day you do something to keep going, keep moving toward your goals.
Here’s how you do it:
How To Build Sales Momentum: First Step: Goals
The first thing is your goal, you have to have a goal for each relationship, and you have to have a goal for each day. What do to want to do today? How many new people do you want to connect with to develop relationships? How many people who are on your list do to want to connect with to deepen relationships? Goals are critical.
How To Build Sales Momentum: Second Step: Habits
Habits are even more important. When you wake up first thing in the morning, what do you do to get closer to your goal, your daily goal, your weekly goal, your monthly goal, your annual goal? What do you do first thing in the morning? What do you do first thing after lunch? What do you do right before you go home? What do you do, what are your habits that are getting you closer to achieving your goals? How consistently do you apply what you’ve learned?
How To Build Sales Momentum: Third Step: Consistency
In these videos, I’ve given you a ton of stuff you can use to make more money, to sell more. How consistently are you applying those things? Go back, look through the videos, pick two or three things, apply them over, and over, over again, every day, every week, every month, you’ll get closer to your goals in that way.
How To Build Sales Momentum: Fourth Step: Reward Yourself
Do you reward yourself when you achieve something that’s really important to you? Rewarding yourself is a way to subconsciously reinforce what you’ve done, and to help you want to do it again. Give yourself some form of reward. Promise the reward to yourself ahead of time, just as if you’re motivating someone else. This is how you keep the sales momentum going. Focus on these things, and you’ll increase your sales momentum, and mastering momentum helps you make more money.
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You sell as much as you think you should. Your subconscious mind is controlling the level of success you have in your sales career.
Don’t believe it?
I provide you with proof and some ideas about how you can break through and sell more and make more money.
Have a look at this video and then keep reading.
It’s the weekend, and I’m working on the mindset section of my book. Here’s the video that goes along with some of the things that I’m thinking about, some of the things that I’m working on for the book. This is, probably, the most powerful stuff in the book. I know you’re going to get tactics up the wazoo. You’re going to get strategies, you’re going to get things that you can implement today to make more money, and all those things are fantastic. The mindset stuff that I cover, like what I’m talking about in this video … think about it, put it into practice, and you’ll be amazed at the difference it will make in your life.
You’re making exactly what you think you’re worth right now. That’s right. You have a mental set point. Whatever your subconscious believes you’re worth, that’s what you’re making. Let me prove it to you. How often do you make just enough to cover your bills? Or, do you make enough to cover your bills with a little bit of money left over, and then your car breaks down, or you need a new roof on your house. All of a sudden, that little bit extra is gone. You’re in the mindset that you’re only worth that certain amount.
You’ve got to change that mindset. Here’s the thing, it affects who you call on and how you present yourself. Right now, if you think you’re only a $100,000 salesperson, you’re not going to call on someone that could give you a million dollar contract. If you think you’re only a million dollar person, you’re not going to call on someone who’s going to give you a $10 million a year contract. Fix your mindset, grow your business. That’s the bottom line.
So how can you do this? I’m going to give you three things to do, three things to focus on right now so that you can change your mindset like that.
You Sell As Much As You Think Should: First Thing to Increase the Amount You Sell
The first thing you need to do, immediately change the people who are around you. If you hang out with people who make $100,000, you’re going to make maybe 150 in your best year, 250, $300,000, and you’ll be the most successful person in that crowd. That’s wrong. Hang out with people who make a million dollars, 1.5 million, 2 million, $10 million a year. Hang out with billionaires. Notice how your mindset changes. You have different conversations when you are around people who make 10 million, 20 million, $100 million. You start thinking differently when you change the environment that you’re in. That’s the first thing you have to do. Forget about this inferiority complex you have that you’re not going to fit in. People are people. Flesh, blood, it’s all in there. People are the same. It’s just the mindset they have that’s different. So that’s the first thing. Change the environment that you’re in.
You Sell As Much As You Think Should: Second Thing to Increase the Amount You Sell
The second thing you need to do, treat yourself like you’re worth a million bucks, and then when you get to that point, when you’re making a million bucks, treat yourself like you’re worth ten million bucks. And then, when you’re making $10,000,000, treat yourself like you’re worth $100,000,000.
I don’t eat airplane food. I don’t care how long the trip is. If it’s a long trip, I’ll bring my own food, but I don’t eat airplane food. But I fly first class, even on the shortest trips. Why? Because, when I’m flying on a business trip, and I get off the plane first, and I walk into a car that’s waiting with a guy who had my name, he’s holding up a sign with my name on it, I feel like I can take on the world. That attitude comes across when I walk into a sales meeting, or when I walk into a presentation room. I’m willing to pay the extra money to have that feeling. Okay? It’s the little things that reinforce the mindset, that help you shift that barometer, that mental set point in your mind. That set point in your mind. That mental set point.
You Sell As Much As You Think Should: Third Thing to Increase the Amount You Sell
Treat yourself like you’re worth where you want to be. Treat yourself right now like you’re worth a million dollars. If you were worth a million dollars, would you be sitting in the back of the plane? Would you be paying $50 for a checked bag? Would you be fighting and elbowing with people in a line, like sheep or cattle, in order to get on a plane? Hell no. You’d be getting on a plane when they call group 1. You’d be going, “Excuse me”, like I do, and walk through everybody else to get to the front of the plane.
Or even better, you’d have somebody meeting you at the airport, at the doors to the airport, like I do sometimes on long trips when I opt for the American Airlines concierge program. You can pay a couple of bucks extra and they’ll meet you at the door. They’ll walk you through security. They’ll carry your bags for you, and they’ll walk you right onto the plane before anybody else is called to board. The pilot shakes your hand. For a couple of bucks more. And I mean, only a couple of bucks more, you feel like a million dollars. If you’re going to a big meeting, and you treat yourself that way, your mindset is different when you get to the place where you’re headed. All right. That’s the second thing. Treat yourself like you’re worth a million dollars.
Hang around with people who are in a financial position that’s different than you. Hang around with people who would be your ideal client if you were writing million dollar contracts. That’s the first. Second, treat yourself like you’re worth a million dollars.
The third thing that you need to do, and you need to do this right now is, stop worrying about money. I know, I know. You’re sitting up at night. The reason you’re watching this video is to figure out how to make more money, right? Stop worrying about money, and start thinking about the value you deliver.
I got an email yesterday. It was 9:00 on a Friday night, from a guy who was still in his office working, and he’s happy to be working because he’s making 20% more on a deal he just closed because he used a strategy that I gave him on the phone on Tuesday. On Tuesday, I gave him the strategy. On Wednesday, the client said yes. On Thursday, he went and got the paperwork. On Friday, he started working on the deal. Friday night, he’s in his office, happily working because he made 20% more by making one little tweak. And by the way, that one little tweak was presenting the value he had to offer in a different way. That’s the whole point of this, right? Present your value. Offer your value. Think about your value. Stop worrying about money, and start thinking about the value you have to provide to people. Frame the value you have to provide to people in a way that they recognize it, and they’re willing to compensate you for it.
Three things. Number one, hand around with people who have achieved the level of success you want to achieve. Hang around with people who can afford the products or services you want to sell them. Number two, treat yourself like you’re worth a million bucks. If you’re already worth a million bucks, treat yourself like you’re worth ten million bucks. And the third thing, most importantly of all, stop worrying about money. Stop thinking money. Start thinking about value. Start talking about value. Communicate in the language of value, and not in the language of money, and you’ll notice how things change for you.
Do these three things, and you will increase your net worth. Do these three things, and you’ll increase the amount you sell. That’s what I’ve been working on for my book today. If you like this, the name of the book is The 60 Second Sale. There’s more great stuff like this in that book. It’s the best sales book you’re ever going to read. Go out and pick up a copy right now. The 60 Second Sale. I’m Dave Lorenzo. We’ll talk to you again soon.
Being persistent is critical to success.
You must be undeterred in your desire to achieve a goal or to make a dream come true.
Being curious is also critical to success. Asking why, asking how, and looking for better, faster, and easier ways to do things drives innovation and differentiation.
Although not mutually exclusive, there is a point where these two virtues intersect. It resembles a fork in the road, and it may be one for your career or for a relationship.
Holding on to an opinion just to say you didn’t give in is career limiting behavior.
If you’ve ever seen the guy with the Ph.D. working at Walmart, you’ve witnessed this. Eventually, his 25-year-old manager will fire him for stocking sporting goods in alphabetical order rather than by compensated shelf space positioning.
At home, your spouse wants the sofa and loveseat set up railroad style. This hurts your neck when you watch Jeopardy because the seating is perpendicular to the TV. So, when your spouse moves the furniture, you move it back. You know you’re right and eventually, she will give in.
No, she won’t.
Why not ask why this set-up is appealing to her? Why not try to find an agreeable option – like purchasing a chair and have it face the television?
The next time you find yourself taking a position on something, consider why you are doing it. Ask if there is another option you have not considered. If you are presented with an option ask if it will work and, even if you think it is illogical, try it.
It will make you grow intellectually and it will help your relationship.
I got divorced 17 years ago. I was married less than a year. In hindsight, there were signs I should never should have gotten married in the first place. Subconsciously, I knew it was a mistake. But I went through with the wedding and endured the pain of the divorce process.
Why did I do that?
I was worried about what people would think if I didn’t go through with the wedding. I was worried about what they would say. I was worried about how they would judge me.
When the marriage blew up, I went through significant emotional distress.
Looking back, I realize I endured more pain because of my concern about the opinion of others.
Which was worse – the decision to go through with the marriage or THE REASON I decided to go through with it?
That experience taught me the most valuable lesson possible about self-esteem.
Nobody has the right to judge me. I act and I live with the consequences. I always try to do the right thing. I take calculated risks, in business, in life. When things do not go as planned, I adjust and I move on.
But nobody knows my motivation. Nobody knows what I’m feeling in the moment. Nobody has the right or the qualification to judge me.
A couple of weeks ago I gave a speech to a group of professionals. A person from the audience came up to me afterward and shook my hand. He introduced himself as a “Professional Speaking Coach.” He proceeded to critique my speaking style.
I cut him off midway through his unsolicited evaluation and said I appreciated him attending the presentation and I hoped he received some value. He nodded. I walked away.
I didn’t ask for his feedback, nor do I know if he was qualified to evaluate me.
I did ask for feedback from the event planner who booked me. She was thrilled and she offered me another paid speaking opportunity.
You can improve your self-esteem. One of the best places to start is with rejecting all unsolicited feedback. Reject it loudly and swiftly. You know when you screw up. You know when your performance stinks.
Ask for feedback from people you trust but never allow random people to grade your work, your style, or your personality.
It’s your life. The only person who needs to approve of it, is you!
What was your greatest success last month?
Today is Monday, May 1, 2017. It is the beginning of a new month. The beginning of a new week.
Friday I had meetings with clients with two different points of view.
“This is the last work day of the month. Thank goodness. This has been the roughest month of my career. I’m glad it’s over. Let’s talk about what I need to do to get through next month.”
“This was my best month ever! I know it sounds cliché, because I say it every month, but I keep building on my previous success. Here are the things I think I need to focus on to continue my growth.”
The obvious contrast is not just with results but also with attitude. One of these clients is in survival mode and the other is growth oriented.
If it takes all your energy just to get through the day, you’ll have nothing left to give to your family or the significant relationships in your life – and that’s the reason you work – to be able to provide more/better options for those you care about.
Here are three things you can do today, right now, to make this month your best month ever:
Catch Yourself Doing Things Right
Think back to the past day, week, month, and year. What did you do that was outstanding? Think about your biggest “win.” How can you replicate it?
Did you close a huge deal? Can you do the same with a competitor or a complementary business?
Start keeping a journal of your successes. I use Evernote and I write down the things that go RIGHT every day. Each week, on Monday, I review what I did well the week before and I build on those successful habits. Each month, on the first work day of the month, I summarize my successful activities from the past month and try and build upon them.
This has two dramatic effects on my attitude and performance:
First: I focus on the positive. This keeps me from wallowing in any setbacks.
Second: It provides me with a guide to replicating best practices so I can replicate success.
Dictate Don’t Negotiate
Who is setting your priorities?
If it takes time and energy to get your kid to clean his room or to convince an employee to do a reasonable work-related task, you need to make some immediate changes.
List three major priorities for today. Decide who you need to help you accomplish them. Communicate the urgency of these tasks clearly. Do not relent until they are accomplished.
I’m not saying you need to do everything yourself. Delegate to people you trust. But do the important stuff before you do anything else or make sure it gets done before you do anything else.
Give Yourself Permission to Be Successful
As a business owner and entrepreneur, you set investment priorities.
“Do I lease the car for an extra $300 per month or put that money into my contingency fund?”
The main reason your business and personal growth have plateaued is because you have not invested in personal development in quite some time.
I know you have bills to pay, we all do.
I know there are 50 things you can do with the money you have in your checking account or the credit you have available.
This is not just about money. It’s also about time.
If you want to advance to the next level you need to invest time and money in discovering new skills and knowledge. If you don’t, you’ll stay exactly where you are today – or regress.
If personal growth is not 10%-20% of your monthly time investment, you are falling behind – missing out on opportunity.
Have urgency about this.
Start today and budget 24 hours per month and 20% of your revenue toward discovering new strategies for growth.
Give yourself permission to be successful.
You do not compromise when it comes to paying your electric bill. You pay it to keep the power on.
Do not compromise to keep your personal power fully charged.
Opportunities for Growth
Here are three ways to give yourself permission to be successful today.
Entrepreneur and Sales Professional Coaching
I work with entrepreneurs and sales professionals on revenue and profit growth as well as the mindset necessary for success. Those coaching options are here.
This is the fastest way to boost your income. If you want to reorder your priorities, make more money and focus on achieving your goals, take advantage of this program.
One-on-One Direct Mentoring for Lawyers
This is a private relationship with me. I coach you through all aspects of value creation and presentation. We work together for a set period of time and you receive a minimum TEN TIMES RETURN on your investment.
Special One Day Session for Lawyers Only
If you are a lawyer and you want to unlock the secret to presenting value and making more money from the same client base, attend this event:
This is a one-day event designed to help you present fees exactly as I describe above. When your clients engage you they will think they’ve gone to Disneyland.
Join me in Miami on May 19, 2017. Breakfast and lunch are included and the fee is unbelievable reasonable – if you act now.
The reason people are not referring business to you is because you complain too much.
Your friends and family are probably sick of your negative attitude as well.
People want to be around positive people.
Here’s what you need to do:
Stop complaining and you’ll get more referrals.
It’s that simple.
Provide a great product. Offer excellent service. Make the experience people have with you outstanding and stop complaining.
For emphasis, I include this video I shot after getting off the phone with a particularly negative client.
Here’s the bottom line:
If I can’t stand to be around you, I certainly won’t refer you to anyone I care about.
Stop complaining get more referrals.
An act of bad customer service and overt cruelty by an American Airlines lounge agent at JFK on Saturday, November 26, 2016, costs the Airlines a valuable customer who will not hesitate in telling everyone about it.
Last week I put a face to something that has no place in society – let alone business. Cruelty.
This story begins two days before Thanksgiving in Miami, Florida. I had a house full of people in town to celebrate Thanksgiving. While a dozen of us were sitting around the dining room table reminiscing, my father received a telephone call notifying him of the passing of a close relative. The news was as shocking as it was sad. My parents live in New York and came to Miami for the holiday, but they were not planning on going home for several days after Thanksgiving.
The bad news changed that, and my parents and I made plans to fly up to New York the day after Thanksgiving to pay our respects. I scheduled my return flight for the following day, right after the services.
We gave thanks on the holiday and traveled as planned. We paid our respects and tried to comfort our family as much as possible. At the end of the twenty-four-hour travel period, I was tired and looking forward to heading home.
When I reached JFK airport for flight 65 from New York to Miami on Saturday, I was still in my suit from the funeral services. I arrived about three hours before my flight and surprisingly breezed through security in less than five minutes (it was Thanksgiving weekend). Needing a clean place to change clothes, Wi-Fi access, and a drink, I decided to go the American Airlines Admirals Club. I had been a member in the past but let my membership lapse.
I got to the counter at the JFK Admirals Club, Terminal 8, Concourse B, at 12:30 PM. There were three people working the podium immediately off the elevator. When I approached the first woman, she said:
“Hello. How are you?”
“Great!” I replied with a smile as I gave her my passport and First Class Ticket.
“Really?” She said.
“Yes. I’m going home.” I replied.
She punched some information into the computer and said: “First Class to Miami doesn’t get you into the lounge.”
“I know,” I replied. “I’d like to buy a day-pass.”
“No day-passes. The lounge is under construction.” Was the response.
Then, as I turned to walk away, came the imaginary punch to the gut:
“I guess you’re not great now…” This American Airlines lounge attendant said with a smirk.
“Nope, still great,” I said because I knew that was the last time I would ever have to fly American Airlines.
This woman did not tell me there was another Admirals Club in an adjacent concourse. She didn’t offer me any alternative or make any recommendation. And if she had just said: “Sorry.” I would have thought nothing of it because this low level of service is what I’ve come to expect from most airlines.
But the cruel comment?
I do not care if American has me locked in because I live in Miami and they control 60% of the domestic gates in this airport, I will drive to Ft. Lauderdale, Palm Beach, or even Orlando to avoid them. I travel 50 to 60 times each year. I always fly First Class and often fly on fully-refundable tickets. American Airlines has lost me as a customer.
I can’t tell you which carrier you should fly when you travel, but you must avoid American Airlines at all costs – if you want to be treated like a human being.
One of the best ways to develop new relationships is through writing articles. Traditional sales experts call this “lead generation.” While people who reach out to you for more information about your services may LEAD to business, I hate that term.
Each article you write is a conversation with the reader. You share your opinion on a subject and the reader speaks back, in his/her own mind.
It seems odd to envision a reader having a conversation with a computer or tablet screen but that’s exactly what’s happening. Our internal dialogue is always at work, even when reading an article. That’s what makes writing a powerful relationship development tool.
When you think about writing an article as having a conversation with someone, it affects your writing style. Right now, you and are sitting across a table from each other having a cup of coffee. I’m telling you a story and sharing some thoughts.
That is different than me writing a legal brief or a paper for an academic grade.
Write like you speak so you can develop a relationship with your reader. He wants to like you. He wants to keep the dialogue going. Talk with him and invite him to respond.
Here are three additional articles you should review to help build powerful relationships:
Don’t make it easy for people to hate you. It’s easy to be a jerk. Be nice and always go the extra mile. This story shows what I mean.
Here is your step-by-step guide to only working with the best.
This is a great audio program on building self-esteem. Listen today and feel better immediately.