In 1957, Earl Nightingale, speaker, author and
cofounder of the Nightingale-Conant Corporation,
recorded his classic motivational record “The
Strangest Secret.” “The Strangest Secret” sold
over one million copies and made history in the
recording industry by being honored as the first
Gold Record for the spoken word. Nightingale,
known as the “dean of personal development,”
concluded that life’s “strangest secret” is that we
become what we think about all day long.

Your belief system, like your computer, doesn’t
judge or even question what you input; it merely
accepts your thoughts as the truth, the whole truth
and nothing but the truth. Think thoughts of defeat
or failure and you’re bound to feel discouraged.
Continuous thoughts of worry, anxiety and fear are
unhealthy and often manifest in the body as stress,
panic attacks and depression.

At the core of Earl’s message, he reveals the incredible
power of positive self-talk, belief and expectation. What
you vividly imagine and hold in your subconscious mind
begins to out picture as your reality. Your belief system
not only defines your reality, but it also shapes your
character and determines your potential.

The placebo effect
The ability of the mind to cure a disease even when
the medicine is known to be worthless is known as the
“placebo effect.” This occurs in medical trials where
doctors give patients sugar pills, but tell them they will
cure their illness. Often it does, even though the pills
contain nothing of medical benefit. The only thing of
value in these medical trials is the patient’s own belief
that the sugar pills will cure them. It’s the power of the
patient’s belief and expectation alone that produces the
improvement in his or her health.

I recently read a remarkable story about a group of
cancer patients who thought they were being treated with
chemotherapy, but were actually given a placebo. Before
their treatment began, the patients were informed about
the complications associated with undergoing chemotherapy
treatment, such as fatigue and loss of hair. Amazingly,
based on nothing more than their belief and expectation,
nearly one third of the patients who were given the placebo
reported feeling fatigued and actually experienced hair loss!

The power of affirmation and positive self-talk
If you had access to a powerful tool that would enhance our
self-esteem and allow you to reach your full potential would
you use it?

A good way to create positive self-talk is through affirmations.
An affirmation is a positive statement that represents your
desired condition or outcome. Interesting enough, your
subconscious mind doesn’t know the difference between a
real experience and a vividly imagined “mental” experience.

When he was a struggling young comedian, late at night Jim
Carrey would drive into the hills overlooking Hollywood and
yell at the top of his lungs “I will earn ten million dollars a
year by 1995.” When 1995 finally arrived, Jim was the star
of the movie “Ace Ventura: When Nature Calls”, for which
he was paid twenty million dollars!

World-class athletes understand the value of affirmation and
recognize the impact of their mental preparation on their
physical performance. They use the power of positive
affirmation to reduce anxiety and increase their expectation
of achievement. To be of maximum benefit an affirmation
must be simple, encouraging and stated in the present tense.
By repeating an affirmation over and over again it becomes
embedded in the subconscious mind.

To be effective your affirmation must be stated aloud…

1. In a positive manner with the focus on what you want. When
you catch yourself saying or thinking something negative about
yourself, counteract the negative self-talk with a positive
affirmation. Start your affirmation with words like “I am…” or
“I already have…” Example: “I close sales with little or no
resistance.”  “I take good care of my customers and they show
their appreciation by referring their friends to me.”

2. In the present tense. Your subconscious mind works in the
present tense, so avoid words such as can, will, should or could.
Example: “I love doing my work and I am richly rewarded
creatively and financially.”

3. With emotion and conviction.

4. Repeatedly. I suggest you read your affirmations each
morning upon awakening and again each night just before
falling asleep. Close your eyes and picture the end result.
Feel the emotions associated with the affirmation.

Here are some of my favorite affirmations:
* Every day in every way I’m getting better and better!
* Everything comes to me easily and effortlessly!
* I love and appreciate myself just as I am!
* I love doing my work and I am richly rewarded creatively
and financially!
* I now have enough time, energy, wisdom and money to
accomplish all my desires!
* Infinite riches are now freely flowing into my life!
* I am relaxed and centered!
* I feel happy and blissful!

Do affirmations really work and can they be used to propel a
person to achieve greatness? As a young boy growing up in
Louisville, Kentucky, 12-year-old Cassius Marcellus Clay dreamed
of someday becoming the heavyweight boxing champion of the
world. When working out in the gym, Clay would continuously
affirm to all within earshot that he was indeed the greatest boxer
of all time! While many felt he was brash and boastful, few people
actually took this 89-pound youngster seriously. Mohammad Ali
used his affirmation to become the undisputed heavyweight boxing
champion of the world and arguably one of the most popular and
recognized sports figures of all times!

“Watch your thoughts, for they become words. Choose your
words, for they become actions. Understand your actions, for they
become habits. Study your habits, for they will become your
character. Develop your character, for it becomes your destiny.”
– Anonymous

You show me a salesperson with high self-esteem, a positive
attitude and a healthy work ethic and I’ll be able to predict his
or her success in advance… I guarantee it.

John Boe presents a variety of sales training and motivational
programs for meetings and conventions. John brings over
twenty years of experience as an award-winning sales trainer
to the platform. To have John speak at your next event, visit
www.johnboe.com or call 877 725-3750. Free Newsletter
available on website.

Meet© Copyright 2005 – John Boe International
P.O. Box 3286 Monterey, CA 93942-3286
Publishing Guidelines: This article may be freely reproduced
electronically or in print, provided it is published as written
and includes contact information. A courtesy copy would be
appreciated.

How Much Does It Cost? How to respond to the — How much does it cost — question. Don’t you just hate hearing this question? I know I used to but now I almost enjoy hearing it because I’m prepared to deal with it. And after reading and digesting this lesson so will you. Rule number one – unless you have asked all of your questions and given your presentation I would encourage you to deflect this question until later. Rule number two – remember it’s QPP – which refers to questions, presentation, pricing. If you don’t stick to this sequence you are headed for heavy discounting and severe erosion of your profitability. The next time somebody asks you, –How much does it cost– respond with these two words. It depends! And then be totally silent. Within a very short period of time your prospect/customer will ask, It depends on what? Let’s use my business as an example. I receive a call from a Vice President of Sales. He’s planning a National Sales meeting in February. He has forty salespeople and he wants to give them professional sales training. I ask and get answers to 12 open-ended questions. I go on to describe my capabilities based solely on his responses to these 12 questions. He comments, “Jim this sounds good – How much will it cost us?” I respond with, “It depends.” He responds, “It depends on what?” “It depends on whether you want to include pre-meeting reading assignments featuring one of my books, it also depends on the length of the training program, and it depends on how you’re planning to reinforce the sales training after your National Sales Meeting.” “It also depends on your interest level in establishing a Learning Library for your sales team and it also depends on how you feel about specialized training (field coaching) for your sales managers.” OK – do you see what I just did here? This is negotiating 101. Never give anything without getting something in return. In essence, what I’ve done here is to say the price of the sales training depends on a bundle of other choices. Literally it says the price depends on the size of the bundle you buy. The bigger your bundle – the better your price. Doesn’t that make a world of sense? Don’t offer one price for one product. The more choices you offer, the higher your probability of achieving success. And besides, most people love choices – it makes the entire decision-making process easier. Send a blank e-mail to this address: join-salesstrategist@host.netatlantic.com to subscribe to my No-Brainer Selling Tips Newsletter

Dan Kennedy is an author, speaker, and an extraordinary marketer. Every
month I get two of his newsletters.  Something caught my eye, in this month’s
issue, that I wanted to share with you.

Many years ago he remembers seeing The Tonight show when it was being hosted
by Johnny Carson. One night in particular his guest was a salesman named
Fred Herman.

Johnny said to Fred, “You’re supposed to be the world’s greatest salesman.
So sell me something.”

Fred picked up Carson’s crystal ash tray, admired it, held it out and asked,
“If you were to buy this ashtray, what would you pay for it?”

Carson stated a price and Fred said “Sold.”

Very basic and pretty simple I’d say.  There’s a powerful lesson to be learned
from this that you can use every day.

Make sure your price is right.

In this case Fred only needed one question to get Johnny to place a value on
his product.

Ask questions to learn everything you can about your buyer’s situation.

Ask questions to identify the buyer’s pain and problems.

Ask questions until you’re able to dollarize the buyer’s problems.

Once you’re able to help the buyer to see how much his problems are costing
him the price of your solutions will pale by comparison.  The bigger the gap
between the size ($) of his problem and the price ($) of your solution – the
less important your product’s price is.

Don’t quote a price until you can dollarize your buyer’s problems.

The price is right when you focus your energy and effort on solving problems.

And speaking of problems – here’s one most sales people have to deal with.
How to optimize your windshield time.  Sure you can use your cell phone and
listen to your radio.

You can also turn your car into a classroom for 20 minutes every day and
listen to CDs.

Use this l*ink to learn more about Day 2 of the “Mize’s” Christmas Special.
http://www.meisenheimer.com/products/christmasspecialday2.htm

Let’s go sell something . . .

Jim Meisenheimer

How to add value that your prospects/customers can appreciate.

This is so important. Wham Bam it’s very important. Keep reading.

Here is a Meisenheimerism – if you can’t quantify the value there
is no value. After reading this I hope you have a new definition of
Value in mind. It’s got to be in your mind before you can transfer it
to the  customer’s mind.

You’re in sales so I’m going to mention this twice.

1. If you must discount, discount the value of something you’re willing
to give away for free, but only after you have assigned a dollar value to it.

2. If you must discount, discount the value of something you are willing
to give away for free, but only after you have assigned a dollar value to it.

For example:

If you sell equipment and include training, technical service/support, training
manuals, warrantees, and even some accessories be sure you list these in
your proposal as separate line items with the estimated value for each item.
Add up the value for each item and add these words next to the total – No Charge.

Please note, no one can question the value you place on a service you
provide.

I can’t over-emphasize how important what I’d just said is.

Other ways to add some value:

=> Simplify your offer – use high-liters and post  it notes to
identify key parts of your proposal.

=> Use odd numbers.

=> Offer dollar discounts not % discounts.

=> Consider adding a personal bio with a family photo in
your proposal. This can create some unbelievable
connections for you.

Adding value is something most salespeople take for granted.
“Like gee whiz’” the customer has eyes he should be able to
see the value of my products and services. Sure they have
eyes but they won’t  see the value unless you spell it out for them.

Don’t make any assumptions about value. To hit a home run you have to
quantify the value so that even a seven year old child can tell you what
something is worth.

When you put a price on your value, it allows you to put that value
into  your price.

You have to put the value into your value – plain and simple.

Jim Meisenheimer
Creator No-Brainer Selling Skills

http://www.meisenheimer.com

© 2011 Sales And Publishing Suffusion theme by Sayontan Sinha
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