Sales is tough for most people.

It was tough for me as well when I first started out.

I had all these stories in my head and internal conflicts about selling.

Here are some of the thoughts that were floating around in my head:

“I don’t want to be aggressive.”

“What if I don’t actually help this person with my product/service?”

“What if they can’t afford it and I take all their money?”

“It’s bad to make a lot of money.”

“If I really cared about this person I should just give it to them for free.”

Sounds so silly right!  I know.  I feel liberated that I do not allow these BS stories to limit the impact I have on my clients lives and new people I can reach.

The coolest part is now I have the skills to help a person when the opportunity comes and I deliver value and help them make huge shifts in their life!

Here’s the foundation you need to have in place to sell anything.

KNOW YOUR AUDIENCE

If your audience was best represented by one person, who would that be?  What are their fears?  What are their dreams?  What is stopping them from having what they want?  What do they like to do for fun?  Where do they like to spend time?  These are basic questions that will get you to really understand your prospect and if/how you can help them.  You want to know as much or more about the person than they know about themselves.

MAKE THEM AN OFFER THEY CAN’T REFUSE

How can you deliver 10x the value you are charging them?  If you are charging $1,000 how can you over deliver and give them $10,000+ of value?

I’ll make you an offer you can’t refuse right now.  I will customize a fitness/nutrition plan and coach you to get to your desired result and you don’t pay me until after you get it!  The first person who takes me up on this is the WINNER of this irresistible offer!

SET UP YOUR SALES FUNNEL

Work backwards from your goal.  If you want to earn $100,000 how many sales is that on average?  To make that many sales how many presentations/conversations do you need to have?  How many calls/emails/texts/LinkedIn messages do you need to send to book ‘x’ amount of presentations/conversations?  The reason why tracking/measuring with your sales funnel is so important is because it gives you optics on your numbers.  Top performers know how many calls/presentations they need to make the income they want.  They are not leaving their income up to chance.  They create the outcome they are after and if they need to they can increase the dials for greater output.  Another reason why it’s useful to have a sales funnel tracking system is to you can disassociate from the process so fear of rejection doesn’t get in your way.  You know that it will take a certain amount of action to produce a specific result.

That’s the 80/20.  Yes there is scripting, closing, tonality and other strategies.  However if you follow these three pillars you are well on your way to success in sales!

What did you learn or like in this post?  Comment below and I’ll send you a free gift!

 

I just finished UnleashThePower Within with Tony Robbins in Chicago.

It was amazing as usual.

I had the opportunity to sit down with a good friend and National Speaker and Trainer for Tony Robbins to talk about sales and marketing.

He travels to a new city in the United States every 4 months to speak and train audiences and uses the skill of influence to buy a ticket on the spot ($695 minimum) to attend Unleash The Power Within.

As great as Tony is, it is still very challenging to convince anyone to pull out their credit card on the spot and sign up.

It takes a solid skill set to influence people to take action in any business to buy your product or service.  As you can imagine Tony Robbins is a master and he trains his team at the highest level.

Stephen is also a master of marketing.

Peter Drucker, the world renowned management consultant at Harvard says all business is two things, marketing and innovation.

If you can identify your ideal client and get them to ‘raise their hand’ to say they are interested in your irresistible offer you have essentially cracked the code to generate an abundant flow of qualified leads for your business.

There are some golden nuggets in this video that you can apply to your business and life.  Enjoy!

 

Takeaways from the video:

Hard work

Less skill set.  Put in extra hours.

Marketing and follow up

Automate repetetive processes

Standards as you get better

Influence permeates through every area of your life

2 Big Keys to Influence:

Learn to communicate more effectively

Ask the right questions

Systems takes the emotion out of it

HILA:  High intention.  Low attachment.

Constantly innovate and make your product/service better

Every marketing message answers:

What do you offer people?

What are you going to do for them?

How can they get it now?

If you want to get in touch with Stephen you can check out his website: http://stephenhilgart.com/

How can you implement these skills in your work/business?  Comment below!

Also if you liked the video please like and subscribe on my YouTube channel.  It lets me know whether I’m doing a good job and I should create more of this type of content for you.  Thanks!

Here’s an awesome interview I did with my good friend Sarah Ann Haugen right after I took her yoga class at Yoga Source in Palo Alto.

She is the founder of Vitalist Superfood her latest product line of blended whole food cleanses, healthy junk food hacks, gluten free snacks, and nutrient rich meals.

She’s been a superfood celebrity chef for 17+ years, kundalini yoga teacher, and superfood gourmet cuisine creator – she’s committed to her client’s looking and feeling well.  She sources incredible ingredients, stabilizes them with symbiotic minerals, and increases their digestibility and bioavailability to the body. Her whole food blends are a bit of a marvel, exploding with taste while resting in the reassurance of nutrient richness.

I had her smoothie and it was THE BEST.  It was delicious and I felt my body becoming more energized as I took each sip.

In the video she drops some pearls of wisdom from all her years of working in the industry with the best of the best. She shows us simple yoga poses to improve our wellness as well as something delicious we can easily make for ourselves as home.  Enjoy!

 

Have you done yoga/raw food diet/fasting before?  None?  All of the above?  Comment below and let us know!

Do you ever wonder how some people are able to accomplish so much while others are constantly grinding away and seem to be getting nothing important done?

Even more the people who make things happen seem to still have more time to travel, enjoy life and spend time with their family and friends.

They don’t have more time.

We all have the same 24 hours in a day.

They have a system.

A system to manage their minds.  Because what is time anyway?

Time is EMOTION.

If you can learn to manage your emotions and your mind then time is malleable and you can get those seemingly impossible projects done and get more done in a year than most people get done in a lifetime!

I created this video below that explains it in more detail:

 

 

Here’s a quick recap of the process:

 

Step 1: 

Capture, write down everything you have to do.

This is usually most people’s overwhelming to do list.

Step 2:

Review last week.

What went great?  What were the highlights…success can only build on success

What did you learn?

What can you do better?

Step 3:

Set up your outcome blocks.

How much time will each one take (this can be over the course of many weeks for one project)

What are the top 3 outcomes you have for the week?

Step 4:

Schedule them in your calendar and how much time they will take to complete.

Step 5:

Be flexible and come up with your plan in case life happens and you need to change your approach.

 

Post below your top 3 outcomes and action steps to achieve them and we will send the top two posts our DreamOSLabs t shirts anywhere in the world.

 

Do you ever wonder why some people seem to get what they want and others don’t?  The reason why some people seem to always get their way is because they are very good at the skill of influence and persuasion.  The mainstream term people use and most have a bad association with is sales.  We are all in sales whether we like the stigma that comes with it or not.  People just use different labels for it most of the time.  As Peter Thiel, billionaire investor and co founder of Paypal, says in his book “Zero to One”

“….almost everyone whose job involves distribution— whether they’re in sales, marketing, or advertising— has a job title that has nothing to do with those things. People who sell advertising are called “account executives.” People who sell customers work in “business development.” People who sell companies are “investment bankers.” And people who sell themselves are called “politicians.” 

and

“Whatever the career, sales ability distinguishes superstars from also-rans. On Wall Street, a new hire starts as an “analyst” wielding technical expertise, but his goal is to become a dealmaker. A lawyer prides himself on professional credentials, but law firms are led by the rainmakers who bring in big clients. Even university professors, who claim authority from scholarly achievement, are envious of the self-promoters who define their fields. Academic ideas about history or English don’t just sell themselves on their intellectual merits. Even the agenda of fundamental physics and the future path of cancer research are results of persuasion. The most fundamental reason that even businesspeople underestimate the importance of sales is the systematic effort to hide it at every level of every field in a world secretly driven by it.”

We are always influencing and persuading.  The trick is to become aware of what we are doing so we can achieve our outcomes and the other people we are communicating with.

So here are two questions to make you more heart centered and caring about not just your own outcomes during the interaction.

Will this person’s life be better off?

Will the world be better off by the person taking action?

The reason you want to be more caring about the other person is because sales is about service and meeting the other person’s needs.  And in turn you won’t be that pushy aggressive sales person. You will be a person who cares deeply for others and as a result your success will also follow.  Life supports more of that which supports life.

If you found this post valuable share it, like it, comment and let me know what you liked/didn’t like.  The feedback helps me grow and refine what I do so I can put out better work for you!

 

 

Be a producer.  Create amazing things for other people that makes their lives better.  I used to constantly want to consume everything.  Consume food, consume, television, radio, clothes.  It was a nonstop endless addiction that grows more and more hungry and never can be satisfied.  If you want to live an epic life that has an impact focus on creating.  Create amazing art.  Create amazing products.  Create an amazing conversation with someone.  Create a great workout for yourself.  This makes life better.  This is where the juice of life is.  It is the high road and the more challenging one.  It is also worth it.  The hard work you put it pays off ten fold.  At the end of each day ask yourself, “Did I create and produce more than I consumed?”

I was giving a talk today and I noticed that when I am not in flow I am thinking about what to say, how to say it, who is listening etc.  I found myself thinking if I could find the magical words and deliver them the right I would knock it out of the park.

However I realized halfway through I was caught in my old pattern.  Thinking, being in my head and attached to the words I use.  Don’t get me wrong, the language you use is very powerful.  Just not more powerful than your body language, tone of voice and most importantly your emotional state.  Your emotional state is the same thing as the energy/vibes you are putting out to people.  They can feel it even if they aren’t aware of it.

The most important thing you must engage with is your body, heart, nervous system, emotions, your soul.  Speak from that place deep within you that is unwavering in it’s truth and you can trust the right words will follow.

It was also refreshing to feel comfortable not knowing what to say in moments and being at a loss of words.  It made me more human and relatable to my audience.  They appreciated my vulnerability and humanity.  When your heart and your emotions are in flow the artfulness of your language will come out.  It is the only way to tap into it.  An incantation my friend Eli taught me that helps me is,

“When I don’t know what to say, that’s when I know what to say!”

As silly or paradoxical as that sounds it is also the key to your success if you believe it.  If you embrace the uncertainty of the moment and allow yourself to be comfortable in the space between the notes you will realize the right words are waiting to flow from within you.

Most people say they don’t want to have any problems.  They say their life would be perfect if they didn’t have problems.  Imagine if you didn’t have any problems…. you would be BORED out of your mind!  Problems are a sign of life.  They are meant to challenge you and make you grow.

Your focus should be on trading your low quality problems for high quality problems.  When you earn the income you want, grow your business, create the body you want, create the relationship you want etc. you will have more problems and they will be bigger!

So don’t try to get rid of your problems.  Rather be grateful for them.  A majority of the population of this planet would love to have your problems.  Once you start to appreciate all the problems you have you can then become curious about them and start to solve them.  Gratitude and abundance beget more gratitude and abundance.  Start to cultivate gratitude, appreciation and abundance in your life and see how it transforms.