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You have three seconds
A thread
https://unleash-confidence.com/2021/04/28/you-have-three-seconds-to-impress-someone-upon-looking-at-them/
A thread
https://unleash-confidence.com/2021/04/28/you-have-three-seconds-to-impress-someone-upon-looking-at-them/
...To impress someone upon them looking at you. Is a basic statement in sales which is thrown out.
We can discuss why that is, and right now we can discuss the 35 word or less phase. The attention grabber, the hook, the elevator pitch, the capability statement. Call it whatever you'd like, just keep it basic, brief, and warm.
It is supremely important that you know your 35 words after you engage a client. Afterwards you have a few more seconds only before they lose interest and you're just moving your lips.
Start with a joke, a limerick, a magic trick, anything! To show your not some boring awkward dork and that you have a human side. Make your 35 simple and use no jargon except how you help people. Nominalize your statements in a way that the verbs become things.
An example is if the word is educating use education if the word is obligating use the word obligations. Refrain from using words like obligation though just because it has a negative connotation. People like "empower," or "help," or "communication."
Words encouraged in your 35 are agile words like streamline and other positive connotation words . Hooks do more than just fill in the space of awkward silence. When you first meet somebody it is the pass-fail of human connection.
Inside a prospects head it is either clear or not - who you are what you're there to do. It is either clear or not that you have a vision and a mission which you're motivated to achieve. You must explain why you're there and what brought you in the first place.
Your 35 establishes credibility because it shows that you've afforded yourself to know how it helps people and what's in it for the client. In other words how is their life or business better and not worse by speaking to you.
Tell them specifics on what you'll improve, why, and how. If there is a matchup in needs, you'll uncover the where's, when's, and who's later on. How will you improve their life and business and fulfill your purpose as a business developer?
The 35 word capability statement shows that you are serious, and you should script and test at least 4 different ones for maximum effectiveness. Tweak them, and make them work for you.
In my case, when somebody asks what do you do?
Your next 35 words should be something like this: 1) We provide people peace of mind in X and Y by doing Z which means Q. 2) We like our clients to get X in their Y by providing Z so the next time you Q they'll feel secure. 3) If you're running an ice cream shop: We provide…
…the public with delicious treats and kids and adults go wild with our 67 different flavors of Wisconsin dairy ice cream. Now that I'm super hungry for ice cream let's move on...
At the end of this statement and this is key, you will ask them if this is a value to them. You will ask them if this would be useful to them. You will ask them is that of interest to you?
Give them an out so you don't waste your time or theirs. You've made it clear what you're doing and why you're there, now it's time for them to tell you if this is interesting for them. Flip the conversation into their hands.
Now it's time for them to tell you something meaningful. If they can't, they're not the client for you.
By using "or not" you showing them that you are a serious person and you only deal with other serious people. You are implicitly saying they you're serious about your business and do not want to waste your time and resources or and you'd expect the same from them.
The ball is in their court now and if they hit it back then you can continue. If they don't then you thank them and move on knowing that there are other more serious people that are worthy of your time.
The 35 word or less action and derivative sub action is not only indicative that you are serious and you'd like to talk to somebody who's serious but it maintains rapport with the person you're speaking with.
If they say no that's not something I'm interested in, then you thank them. You must thank them because you must show them that you value their time. You must show them that it can be destructive to destroy all rapport and force a sale if it's not there.
You must show them that you're there if not to do business then to establish a friendship. This is key because they'll think of you when it is valuable to them. People who see you as pushy will refer you.
they'll not know exactly what you do and what you were there after you leave. Done properly, you've had a meaningful exchange with somebody and made a connection with integrity.
In sales you can't force someone to buy unless they want to. The fact is the majority of your jobs as a salesperson is to make friends, that's it. Your job is to find individuals that think that your product or service is worth it. If it's not then you thank them.
You thank them for giving you the time to explain what you needed to explain, maintain rapport, and keep prospecting and cold calling.
If they say yes, begin asking questions about the meat and potatoes of what they need, listen and askas many questions as you can muster so you can really listen to the answers. Scripting questions is necessary for all levels in sales, but that is for another post.
Find out: what they do, what they want, what they desire, their goals, what it means to them to achieve them, what success might look like to them, where do you fall in , when do they need you, where will you meet next, what are the next steps, how many other groups need what…
…they need, within their company have the same need that you're helping them with, etc. etc. A salesperson is filled with questions about everything.
The biggest mistake is questioning somebody at the very start of the conversation. Yes you need to know that information Yes you need to get it to make a sale. Yes you have to have this pivotal information to proceed. You cannot ever, ever, ever, put information before rapport.
Rapport building is your first step and it will be your only step in the beginning of a conversation, any conversation. Even if you see them all the time. start with rapport.
Hone your rapport skills, your 35 words, be honest and clear, and your commissions will skyrocket guaranteed.
Reflecting Reality
Reflecting Reality
Sales goals are accomplishable within a lifetime framework. Let me explain. They must be achievable and measurable yet positive and harmonious so they will be genuine. Realistic goals are unique to any individual or business entity’s situation.
There are business goals sometimes which seem unachievable for some and totally possible for the dreamers. It has always been important for me to let people be themselves in goal setting and push them a little further.
One of my favorite motivational videos has a high school football player blindfolded by his coach carry another player – all 160 lbs. of him across a 100-yard football field when he only was asked to do 50 yards.
The point is that everyone can do and be more than they think they can, and confidence is everything. For that reason alone, I believe it’s never been more important to teach people the art and skill of courage, of brazen confidence and of daring to challenge themselves big time.
If you’re comfortable then it’s not big enough. If you don’t have a fear of failure, it’s not big enough.
Do Not Let Anyone Else Set Your Limit
Do Not Let Anyone Else Set Your Limit
Proceed with courageous caution; this seems counterintuitive because well, it is. If you’re scared and you act scared, you’re contracting yourself in your business. Imagine a flow chart for times of hardship that leads you to disappear and lose your mojo.
Plenty of people I’ve known act from scarcity and a lackluster effort. This is not good. The scarcity mentality makes you feel small; playing small and risking little leads to doubt. When doubt rears its head usually you’re a nervous bore.
My favorite saying from one of my mentors in graduate school was Jack Welch of GE. “If you’re a bore, quickly slap yourself.” - This applies here. I’ve known business leaders and CEOs that unfortunately fall into this category.
Getting a routine is so important for feeling inherent strength. Maintenance of a routine becomes increasingly important each day and daily habits are what give you confidence and carry you forward.
Whether you’re waking up to work out at 5 AM each day or reading at a set time books which have subjects that will enhance your life.
Champions ask themselves what value they can bring and what they can do and exhaust everything and every bit of themselves are left on the field before they’ll yield to scarcity.
Make them specific (expanded), flexible, and visual
Make them specific (expanded), flexible, and visual
You must have a specific goal for you to be able to engineer the right attack towards it. If you want to be a rich person, specify how, when, what you’ll be doing, and MOST importantly why.
Specify the amount of income streams you will have in 5 years and specify the types of streams they are. Initiate the process by giving yourself a deadline for each one and check and update the goals daily.
For clarification of purpose show yourself the status of each goal as time progresses. WRITE IT DOWN, stay positive, and maximize your income stream.
Analyze what people you admire do. Mirror them. Study interviews of them and the answers they provide. If you’re lucky enough to meet your heroes, ask how they’ve overcome their own adversities and expand from there. Study mindset and study everything else.
Never stop learning, leave no stone unturned, and remember that greatness lies in the journey towards your unique version of greatness.
Set your sales goals in accordance to your personal ideals. A happy, satisfying result is good, but always look past it. If you write these down. you will be on fire in completing them throughout your journey.
If not personal, there’s a great chance that you will end up getting unsatisfied and bored, tired – even if you achieve what you want!! Accomplishing dreams is not a chore and should not feel like a chore. Genuine. Sales goals are personal.
From your own ideals and unique to who you are today. Created based from on aspects of you: environmental, physical, relationships / emotional, financial / material, ethical / spiritual, and mental aspects. All of them.
Make them flexible. Too many people miss their chance at achieving their sales goals because of their concentration. These people have tunnel vision and their focus is too extreme and constricted to recognize better goals along the way.
Ensure that you will concentrate in achieving your goal and not with the method or ways on how you can have it. Methods can be and often are changed. Goals change all the time but should have a focal point. This is very nearly guaranteed.
The most flexible person notices ideas along the way and does not miss much. Also the most flexible thinker usually wins most arguments one way or the other as they can see the other’s point of view. That is however another tale for another book.
Visualize sales goals, then take colossal incremental acts to sell them into existence. I do realize the words colossal and incremental are oxy morons. Here is what I mean in an equation:
We become what we do and one of the best things we can do is work on our habits. After weeks, months, years, decades, detailed to the 100th power these practices can equal huge bodies of work which are considered “genius.” Funny thing is, genius comes to everyone with time.
Colossal incremental acts are the only way to create something great from something as small. Your goals MUST start out small. Every great idea starts as a nugget of an idea whether on a napkin or smaller.
Any idea could turn into a vision and mission statement and in turn morph into a revolutionary business idea, sales strategy, or business plan, and these can morph a company. Could turn a one man show to a 10-employee startup or a 1000 person corporation.
One musical riff could turn into a melody, could turn into a chorus, could turn into a song, could turn into a score, could turn into the soundtrack featured in the new blockbuster hit. You get it. Slow and steady is good, but even if it’s fast, small, and incremental is best.
Get it? Everyone and everything start small.
Here we are as people – as multicell organisms created through the process of micro systems inside bodies to create mitosis and we are now full fledged people with arms and legs that know how to walk and talk, get hurt, laugh, love, and live – all because of a process done at…
…the microbial level. The finish makes the acts colossal. The changes within mean incremental.
This thread can be read here: https://unleash-confidence.com/2021/04/28/you-have-three-seconds-to-impress-someone-upon-looking-at-them/
