Upcoming Classes...

Men's Put up, Shut up and Wake up Weekend: A Gathering of Men's Wisdom - May 25th
If you know anyone who is interested in working on themselves... please send them my way... additional dates are 7/20, 9/14, 11/9, 1/25/08, 3/28/08.

Attention all CEOs...
Are you happy with the direction of your company? Are you happy with the culture? Are results where you want them? Your company is a mirror reflection of you. On Monday, June 11th, we will give you some tips on getting your company moving in the direction you want and getting everyone on board with your vision.

Time: 9:00 am until 3:00 pm with a break for lunch.
Investment: $395.00... including all materials.
Place: Cummings Center, Suite 221E, Beverly, MA

Additional dates if you can't make it on June 11th are: August 13th, September 17th, October 15th, November 12th and December 10th.

Call 978-257-0610 or e-mail me at steve@prosperityinstitute.com for details......

Take a Risk and Make a Sale

The one thing that has added to my sales career more than anything else has been the times that I took a risk.  

Each time that I take the risk that I will not be liked or take the risk that I might make someone uncomfortable, it has resulted in a success. Sometimes I say "are you really a fit for us?" The answer does not scare me because the real sale begins at no.

How can you take risks that will propel you and how will you know when the situation calls for such a risk? Below is what I suggest:

1. Detach from outcomes. When I am attached to needing a sale vs. wanting what is best for  me and my company, I can more easily take a risk because I understand why I am doing it.

2. "No" could be a risk. When I learn to say no to certain prospects demands or requests, 50% of the time I make a sale on much better terms.

3. If you feel it, find a way to say it. When I tune into what I am feeling during a sales call and I find a way to say it, great things usually happen or I get to the truth. The more uncomfortable I feel, usually the risk is greater. No risk, no reward. When I feel that someone is not a fit, I bring it up as soon as I feel it. I say "I am feeling like we are not a fit for your company (or this situation)." If we are not really a fit, then what have you lost? If the prospect thinks that you are really a fit and what you are sensing is some confusion on their part, they will tell you.

4. Design your questions to determine the fit. This requires planning and LISTENING. If the prospect is talking 70% of the time or more, you will hear if they are a fit and you determine whether to go forward or not. How much fun is that in selling? Find a fit rather than make a sales PITCH.

5. Leave each sales call with one of the four following outcomes. 1. A sale. 2. A clear future (a follow up call, a demo, etc.) 3. A no. 4. A lesson (ask the prospect or client what happens when you do not get a sale.

6. Stop pushing to get the sale and find the ideal prospects for you. Sell the truth only, no tactics, and no gimmicks. People buy from people they like and trust. What is better than developing trust in any relationship than the TRUTH?

These are some ideas about taking a risk. Try it. Tell me some of your risks that have worked.

No risk, no reward is what I remember when I do not feel like taking a risk and that is a good motivator. After all, who does not like the rewards?

Regards, Steve