Tag Archives: performance

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!

One key skill successful people have is the ability to turn problems into opportunities.  They alchemize the painful experience and turn it into a pleasurable one.  Here’s a video I made that discusses more about it:

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You just need to take one step after the next.  You just need to listen to your heart and let it shine through.  You don’t need to do everything all at once.  You don’t need to come up with a secret formula for success.  The main problem people have on their road to achieving their vision is a lack of forward progress.  The reason people lack forward progress is twofold.  First, most people are overwhelmed by all the things they need to do so they try to come up with a special ‘hack’ to have things magically work out perfectly.  Second, most people also are so concerned with the end result of being successful and only focus on the ‘overnight’ successes they see that they try to do everything yesterday.  I am speaking from my own experience as well on these insights btw … I still do get caught in these patterns of behavior sometimes and then I also do my very best to nip it in the bud right away.

To be great at anything you must practice and it takes time to build and create great work, especially a masterpiece.  The daily repetition of a skill is what creates works that we look upon with wonder and will create unimaginable new works in the future.  Solve one small problem after the next until you get to your destination.

A good example of this is Matt Damon’s scene from “The Martian” below:

You also must connect your heart with what you are doing.  You must have your heart in it because that provides you with the fuel to keep on going when you feel defeated.  When your heart is in it the end result is also irrelevant because you are already at the end result each moment.  You love what you are doing each small step of the way.  The reason you are moving towards a vision is because growth is a human need you want to fulfill and challenges are what make life worth living.  You aren’t moving towards a vision to achieve and be significant because that pattern leads to an unfulfilled life.

When your heart is in it you are sending the vibration of love into your work and people can feel it.  They feel your essence and it leads to them sharing your work with people they care about.  Two people each share it with two more people.  Those people share it with two more people and so on.  That is how viral success happens … small steps from the heart.