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"The top salespeople get emotionally involved with the people they serve. Don't build a wall between you and them. People don't care how much you know until you show them how much you care."
~ Tom Hopkins
by: Tom Hopkins in Tom's January, 2010 Newsletter
In my seminars and my books, I have a lot to say about the vast importance of having goals that pull you forward, instead of relying on your needs to drive you. I’m not alone in believing that goals are vital; practically every modern thinker or speaker on the subject of success extols the benefits of goal setting. So let’s review the basic rules of putting the power of goals to work for you.
Let me tell you about the second goal I wrote down when I was 21-years old. This is how vivid I want goal setting to become.
I was sitting in an airplane. It was my first flight. I was flying from California to Arizona. I’d never been in a plane before. You might remember your first flight. I was sitting there scared to death. We were taking off, and I looked out the window to the right and on the runway next to our plane, this beautiful little plane took off.
I asked the man next to me, “What is that cute little plane?” He said, “That’s a jet — a corporate jet.” I said, “Boy, that’s cute.” I took out my goal sheet right then and there and wrote it down — “jet, ten-year goal.”
Now the surprising thing about a goal that’s in writing is that if you concentrate on it every day, it will become real. I will never forget the day my jet arrived. It was ten years later to the day. I had just finished teaching a seminar in Baton Rouge, Louisiana, and as I stood there on that runway and that little plane came out, I thought, “This is it. Ten years and I’ve arrived.”
When I got on the plane, the pilot welcomed me on. I thought I was in heaven. I so enjoyed that first trip and started thinking about the fun I’d have taking my family and friends on trips in it. However, the first time we landed to re-fuel, the pilot came back and said, “We’ve refueled,” and handed the receipt to me — $882. I said, “Is this for the month?” It wasn’t. That long-term goal turned out to be a $30,000-per-month goal, which turned out to be unrealistic for me. Even though I was earning enough to afford it, I decided it was an unnecessary extravagance. Having that plane was out of my comfort zone. It just wasn’t a part of my reality. That’s why I only had it for two months.
You see, one thing you have to realize about long-term goals is there will be times when you have to make decisions to change your goals. Some people are so afraid of a long-term goal, though, they’ll set no goals. That’s the sad part of it.
Here are two of my goals for 2010:
1. Provide greater service to my clients by posting searchable selling and success skills in a blog that is up, running and regularly scheduled no later than January 25, 2010. http://www.tomhopkins.com/blog
2. To conduct the most results-oriented selling skills retreat ever developed on May 11 - 15, 2010--including one-on-one personal mentoring for each attendee.
My friend and business associate, Dan Kennedy, is a marketing strategist extraordinaire. Today, he's warning that the old economy is shattered and gone forever. While some time-honored, reliable business strategies and sales skills continue to have their place (and are more important than ever), they must be combined with new, more sophisticated methods that are in sync with the realities of the New Economy and the current psychology of clients.
Here are just a few ways the emerging New Economy directly affects sales professionals:
Dan covers this and more in great depth in his newest book, "No B.S. SALES Success IN THE NEW ECONOMY." It's available at Amazon.com, BN.com, and other booksellers. I am urging every sales professional to read it.
His book provides update, New Economy versions of his 15 best selling strategies...a plan to stop prospecting once and for all, replacing it with positioning, attraction strategies, and even lead generation marketing...a system for 'takeaway selling'...and finally, the six dumbest things salespeople do to sabotage themselves. Additional info is available at NoBSBooks.com. Implement Dan's ideas now and watch your New Economy be a powerfully successful one!
Many times a potential client is just hesitant to make a decision. They procrastinate. They have other things on their mind. They just don’t focus. This close is designed to help them focus just long enough to make a decision, then get on to other things. Try these words:
I understand that you’re hesitant to make a decision today about my product, John. You probably have a lot on your mind. I learned a saying once from a speaker that makes a lot of sense when it comes to handling situations like this. We all want to be as productive as possible with our time, don’t we? The saying goes like this: I must do the most productive thing possible at every given moment. Makes sense, doesn’t it? I use it in my own life to help me stay focused on what’s really important.
Let me ask you, John, what’s the most productive thing you could be doing right now?
Listen to the answer. If what they’re most concerned about has nothing to do with the decision to own your product, say: Then, let’s get this decision out of the way so you can get on to more productive things.
If the decision IS the most important thing, say, Good. Then, we’re handling just what you want to do right now, which is to make a decision about this product. With your approval right here, we’ll be in business.
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