Sales As Service To Others

All of us are involved in sales in one form or another, whether it’s growing our sales numbers or asking the boss for a raise. We can always improve those sales skills. I heard a great perspective on the sales process and I thought share it with you. It goes like this:

If you are congruent, you believe in yourself and your product or service, you are focused on the prospect’s goals, and you know you are filling a need, then you will naturally be confident and effective. If any of these four aspects are not true, then you may want to stop and re-evaluate where you are and what you are doing. If these things are true, then the true meaning of “sale”, which comes from an Old Norse word meaning “to serve”, will be true and in place.

There are always two sales going on. The first one is the sale you are making to your prospect. This is the true service of helping another solve a problem, relieve a pain, or improve an image. If everything about your solution makes perfect sense for the prospect, but they are saying “No”, then they don’t believe they can have the solution because of whatever limitations they have in their mind. That brings to the second sale.

The second sale going on is the prospect selling you his or her limitations, his or her excuses. Do not buy it! If you succeed in your sale, you both win. If the prospect succeeds in selling themselves on that, you both lose.

Not only do they lose the benefit of your product or service or solution and you do not get paid for sales, but their limiting beliefs will be reinforced and be more real for them, and it may reinforce that belief for you.

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How to Manifest a Dream

We all have dreams in life, yet for most of us, we never fully realize those dreams. In many cases we don’t know what we want in life. And if we do, we don’t know how to manifest them and make them come alive for us. A friend shared a 4-step process that really works well for me.  Perhaps you will find it useful too. Here’s one way to manifest a dream:

1.) Dream a dream
The first place to start is to ask yourself, “What is it I want in my life?” It can be something really simple like earning extra income or having more love in your life. Or maybe a new house or a new car. Or it could be something as profound and grandiose as helping the world and the people around you.

Whatever it is, visualize it as if you are living that dream fulfilled. Breath life and feeling into it. Give yourself permission to dwell in that feeling. What does it feel like? How do you feel about yourself now that you have achieved that dream? Internalize that feeling and make it part of your every day self.

2.) Set goals for yourself
The next step is to set goals for yourself to achieve that dream.  Be specific in choosing your goals and have a measurable outcome.  Specify a time frame that you will accomplish each goal.  One formula I use and follow is this: I am ___ (specify your goal) by ___ (specify the date that will be accomplished.) 

Here are a few examples:

  • I am bringing in $5 million of revenues by December 31st this year.
  • I am feeling extremely energetic and ready to run the marathon Saturday.
  • I am talking to 5 new prospects about my business each day.

Use the “I am” phrasing to help you internalize the goal and makes it feel more real and achievable. You can always start with “I have” if you need help getting started, though I’ve found “I am” to be more powerful for me.

3.) Make a plan of action
Take each goal and break it down into small, bite-sized chunks. These are stepping stones that will take you from where you are at to where you want to be.  Ensure that these activities are something you can do every day and are easy to do. This is your road map to success.

When putting your plan together, visualize yourself moving through the process step-by-step and make adjustments to your plan as needed. This is an important step because as you visualize it. You get a sense of what it can feel like for you. This helps you to internalize those feelings and to connect with them.

4.) Take action steps
Now here comes the fun part, taking that first step. Take a leap of faith, believe in yourself and go for it. Take that first step. You know what you have to do, so do it. Now take the next step. Don’t think about it. Turn your mind off for 20 seconds and take that step.

Immediately take another step, and the next, and the next.  Now you are developing a stride and generating momentum. Follow your plan of action; it’s the road map you have laid out for yourself. Keep taking another step closer to your goal. Before you know it, you will have manifested your dream.

Yet this is not the end of the process though. It continues all over again with dreaming a new dream. Stretch yourself. Envision a new dream.  This time double it in magnitude. Why not really go for it and triple it! It requires the same amount of effort either way, so give yourself permission to dream bigger than what your mind currently allows.

That’s the beauty about imagination; it has no limits.  You will be amazed at what life brings to you when you envision yourself in a larger room. And most of all, have fun with the process!

So take a look had what you would like to manifest in your life. Remember, it starts with a dream and it’s YOUR dream, so make it count!

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Making a Choice Is Powerful

At any time you can decide to alter the course of your life; it’s your choice. No one can ever take that away from you. You can do what you want to do and be who you want to be.

Nature is constantly at work around you. You have the power to choose which impulse you follow.

While your character is formed by your circumstances, your desires can shape those circumstances. The one thing over which you have absolute control are your own attitudes and activities. It is this that puts you in a position to control your own destiny.

Your greatest power is the power to choose.

You’re Always In Charge of You

You’re the master of your fate and the captain of your soul. While your character is formed by circumstances, your own desires can do much to shape those circumstances. Thus, you have the power over the formation of your own character.

Nature is always at work around you. Your character and destiny are her handiwork. She gives you love and hate, jealousy and reverence. You have the power to choose which impulse you will follow.

You can at any time decide to alter the course of your life. No one can EVER take that away from you. The greatest power you possess is the power to choose.

You’re the master of your joys and your sorrows.

Follow the Path of Others to Success

You can learn from other people to make up for your lack of experience in any area of life. Be open and receptive to the people around you. They have things to teach you about success.

Take advantage of the people that have made the journey ahead of you. Try to pick the right role models. Don’t look for people that make you feel good or entertain you.

Look for people that can help you. Role models are more than people you like and admire.

The key is to look for people that will help you to be more successful. You can learn from the mistakes of others. You can learn different approaches to overcoming challenges on your path to success.

Learning “what not to do” is as important as learning “what to do.”

Your Life Responds to Your Outlook

The dreams you choose to believe in come to be. When you feel in your innermost being that you will achieve what you set out to do, you open the way for miracles. Life responds to your outlook and attitude.

Choose to believe something good can happen. Expecting it to happen energizes your goal and actually gives it momentum.

What you expect to happen, happens. If you expect to succeed, you’ll succeed.

You Can See Your Future With a Vision

Study your present situation thoroughly with vision. Go over in your imagination the various courses of actions possible to you. Visualize the consequences which can follow from each course. Pick out the course that gives you the most promise, and go ahead.

Many successful people use this skill of mental visualization. They mentally run through important events before they happen. Picture yourself in your mind’s eye as already having achieved your goal.

See yourself doing the things you’ll be doing after you’ve reached your goal. You can put your subconscious to work towards making your mental pictures come true.

Go over your day in your imagination before you begin it. You can begin acting successfully at any moment. See the things you want as already yours. Think of them as yours, as already in your possession.

You can see your future with a vision and live your dreams.

Life Is a Big Adventure

You need to focus on your present, not your future or your past. Prepare for your future, don’t live in the past. Relish your good memories and use any bad ones as lessons in life.

Sooner or later, those who win are those who think they can.
The cards you’re dealt in life are less important than the way you play them.

Every day you face a new deck and new cards.

Carve out a niche for yourself in your imagined future.
Begin immediately to think and feel yourself as successful.
To achieve your goal in life, you need to project your end result.

Think of the elation, the satisfaction, the joy you’ll feel when you’ve achieved your objective. Carry these ecstatic feelings with you every day and they will bring your desired goals into view.

Success is waiting for you.

Successful Action Is Cumulative In Results

Success is the sum of small efforts, repeated day in and day out. Many people take the first step and then stop. Yet, with every additional step you take, you enhance immensely the value of your first step.

All masters of success are chiefly distinguished by their power of adding a second, a third, and perhaps a forth step in a continuous line.

There is no royal road to anything. One thing at a time, all things in succession is the rule of life. That which grows fast, withers as rapidly. That which grows slowly, endures.

Do not neglect the bottom rings in your ascent to greatness.

Your Choices Are Unlimited

You don’t have to buy from anyone. You don’t have to work at any particular job. You don’t have to participate in any given relationship.

You can choose.

You steer the course you choose in the direction of where you want to be today, tomorrow, or in a distant time to come.

You hold the tiller.

You can decide to alter the course of your life at any time. No one can ever take that away from you. You can decide what you want and go after it.

It’s always your next move.