Selling and Negotiation Skills

Size: px
Start display at page:

Download "Selling and Negotiation Skills"

Transcription

1 Selling and Negotiation Skills Jim Rohn s Eighth Pillar of Success: Part Four 2010 Jim Rohn International One-Year Success Plan 481

2 Week 34 Welcome to Week 34 of The Jim Rohn One-Year Success Plan. We hope you are having a great week and are ready for this week s journey. As we enter the two-thirds point in the One-Year Success Plan, I want to congratulate all our members! We have heard from so many of you about your personal growth and particular accomplishments congratulations! We have also heard about some of the struggles and challenges some of you are facing, and we commend you for staying committed to the process and striving to continue to grow and learn. Jim and Chris share some great points this week as we close Month Eight, so enjoy the lesson. Keep those s coming we enjoy hearing from you! Kyle Wilson The one who most wants the negotiation to succeed has the least bargaining power. Brian Tracy 482 One-Year Success Plan 2010 Jim Rohn International

3 Selling and Negotiation Skills Jim Rohn s eighth Pillar of Success: selling and negotiation skills, part four getting referrals/negotiation skills Hi, Jim Rohn here. This is what we are covering on the topic of Sales this month: 1. Attitudes of Successful Salespeople. The profession, setting your goals, attitudes of successful salespeople, and getting and staying motivated. This is the basic overview of the profession of selling. Selling is a noble occupation, even though some people might think otherwise. In fact, we are all in sales. We sell every day. In addition, our attitude as well as getting and staying motivated are vitally important and will make or break a salesperson. We covered this at the beginning of the month. 2. Prospecting. Sales and success is a numbers game. We ve covered the importance of and how to get in front of a large number of people to close a higher percentage of sales calls. We also showed you the importance of knowing your stuff what you need to know about you, your prospect and your product. Then, we looked briefly at the importance of understanding how to sell to different personality types. 3. Building relationships that position you as an educator/consultant to your clients. In last week s edition, we touched on listening skills and making the sale. We also looked at the allimportant issue of relationships. As in life, in selling, relationships are the most important factor. We don t sell to companies we sell to people! People always make the decisions. We looked at how to be a great listener and also discussed how to reposition yourself from being known as a salesperson to being seen as an educator and consultant who helps people make the best buying decisions. 4. getting Referrals/Negotiation Skills. This week, we will take a look at how to get referrals so your business is ever-expanding. That is the key to a successful sales business the ever-expanding network of people to draw sales from. We will also cover the basics of negotiation. This will have an emphasis on how to get both sides into a winning position so they can be happy with the sale. We will give you specific skills to get into win-win negotiations. Win-Win Negotiation Skills The word negotiating can automatically make some people feel uncomfortable. Often their perception is of two people, each trying to get the advantage over the other. In many instances this may be true. But if we are living according to the kinds of values and principles that we have talked about extensively related to giving and win-win relationships, then we want to find a better, higher way. And the good news is there is a better way! Here are eight keys to creating win-win negotiation opportunities: 1. accept negotiation as a part of life and business. When you are talking to your spouse about what to do on a Friday night, you are negotiating. She wants to go to dinner and a movie and you would like to go listen to some good jazz music. The negotiation begins. Perhaps your children want to get a puppy and you don t think it is a good idea. They will push for negotiation. Maybe the neighborhood decides to have a garage sale. Where will it be? When will it happen? You have strong opinions and so does your next-door neighbor. There will be negotiations. You see, we negotiate often in our lives. Anytime there are two parties, there will be two different opinions on what should be done, and there will be a need for negotiations. It is true in life and it is true in business. We should accept that fact. 2. We must approach the other party with an attitude that desires that they also win. It is a given that we will look to win ourselves. That is human nature, to cover ourselves and make sure that we get what we need. It is not human nature, however, to look out for the other guy. So, if we want to develop long-term relationships that prove to be mutually satisfying, we should approach the situation with an attitude that desires to see the other side come out as a winner, too Jim Rohn International One-Year Success Plan 483

4 Week Be willing to listen. When negotiating, perhaps the most important skill is listening. Decide beforehand that you are going to listen intently to what the other side has to say. Perhaps you can write down some questions you would like answered and bring them to the meeting and then write the answers down as you hear them. The key should be to make sure you hear the other person. What do they want? How do they think? What do they feel? What are their goals? These are things you can listen for that will enable you to come back with a way to help them achieve what they want while positioning yourself to win as well. 4. Be clear and concise in your desires. Often, people talk too much. What is it you want? What are the boundaries outside of which you will not negotiate? Know what they are and be able to clearly and concisely communicate them. Start with the most targeted version of what you would like and state it. Then, as you go back and forth, work from there, as long as you stay within the boundaries of what is acceptable for you. The key is to communicate in such a way that the other person can state what your needs are in a brief way. 5. Keep emotions out of the dealings, if at all possible. Many times the downside to negotiating is that people get emotional. If you offer something too low, they may feel offended, as though you don t appreciate them as a person or appreciate their product or services. There are many reasons you may have presented a low offer, none of which have to do with what you think of them as a person! Sometimes, you may be the person who allows emotions to creep in. The key here is to continually remind yourself to see the facts clearly, and nothing else. What are the facts? If you are expecting $10,000 and they offer you $5,000, don t get mad. Just look at the facts. Know what number you need to make it work. Don t make emotional assumptions about the other person or their motives or intentions. Work on the facts. Your next step should be to negotiate that number, not to discuss how offended you are! 6. Make sure each side understands the other. A couple of good statements to make from time to time are these: Let me see if I understand you correctly. What you would like is... (to make sure you understand them). 484 One-Year Success Plan 2010 Jim Rohn International

5 So, based on what I have told you so far, do you mind repeating back your understanding of what I ve said? (to make sure they understand you). The idea is to make sure that you are hearing what they want you to hear, and vice versa. Just because you say something doesn t mean they hear it! The only way to make sure this happens is to clarify, clarify, clarify... until you both know that you understand the other. Only then can you make satisfying agreements. 7. Focus on solutions. The key to having good negotiations is to focus on solutions, not problems. What are the solutions to each of the issues? They need it at a certain price and in a certain time frame. You need a certain profit margin. The agreement will come when you negotiate a situation that solves each of your needs. So, keep coming back to this question: What is the solution to this? 8. Cultivate this negotiation so that the result is a platform for a future business relationship. When all is said and done, you do not want this to be a one-time deal. The most successful businesspeople do multiple deals with repeat customers that produce ongoing and increasing profits and solutions for each party. This means that as you negotiate, you should do so in a manner that keeps the ongoing relationship intact, so you can continue business. For example, would you rather negotiate too hard and get a one-time $2,500 profit or negotiate a win-win solution, give up a little, and come away with a relationship that will produce a monthly profit of $1,500? That ongoing profit adds up, doesn t it? Win-win relationships are possible, even in relationships where you have regular opportunities to negotiate. The key is to focus on the principles and philosophy that govern your actions, and will in turn produce mutual satisfaction. Next, Chris will talk to you about how to get more referrals so you can expand your business. Until next week, let s do something remarkable! Jim Rohn Mountains of gold would not seduce some men, yet flattery would break them down. Henry Ward Beecher 2010 Jim Rohn International One-Year Success Plan 485

6 Week 34 Hi there, Chris Widener here. This week I want to talk with you again about building a referral base. We touched on this last month a bit, but this is such an important part of any successful business that I want to cover it again in my time with you this week. There are two primary ways of getting referred. The first is to ask a person to refer you to someone else. This is where you ask for a name, they give you one, and you then follow up with a phone call and mention the referring person. The second is to have someone refer you to someone else without your knowledge. Then that person calls you seeking a discussion about potential business. For example, Bob tells Joe that he needs to buy some more life insurance. Joe then tells Bob that you are a great insurance salesman and gives him your number. Bob then follows up with you. This is the most powerful way to get referrals. Let s talk about the key elements to each kind, because each kind is important in developing our networks. Asking others to give us the names of referrals. Here are a few pointers: 1. Ask. That s right, ask. Many times we let referrals fall through the cracks because, for one reason or another, we decide not to ask. Remember the old saying, If you ask, you shall receive! 2. Be specific. My friend Bob Burg teaches that we should not just say, Do you know anybody who needs life insurance? That is way too broad! Bob says you really should give them a place to start. The better alternative is to say, Do you think any of your Friday afternoon golf partners might be in the market for insurance? 3. Be good to the person you are asking for the referral from. Why? Because they will rightly assume that you will treat the referral the same way. If you are too hardball, they may tolerate you themselves, but never refer you to a friend or family member. 4. Tell them exactly what your process will include and then do it. One thing you need to do is calm the fears of the person. They want to make sure that you aren t going to call their friend 50 times. They want to make sure you won t put them on some spam list. Let them know exactly what you are going to do. 5. Follow up with them to thank them for the referral and let them know how the referral worked. This will give them the information and feedback they need to know in order to make their future referrals better suited for you. (You want them to continually make referrals for you!) 486 One-Year Success Plan 2010 Jim Rohn International

7 Having others refer us, even when we aren t there. Here are some pointers: 1. Let people know what you do and that you would like their referrals. Do people know what you do? Everybody you know should be aware of what you do. This is the first step in getting your name plugged into their brain so they can refer you. Secondly, be sure to let them know that you rely on referrals to increase your business. The first step plugs you into their brain, while the second step programs them to think about you when they hear that someone is looking for someone like you. 2. Be likable. That s right people will only refer likable people. Do they like you? If so, they will refer you. If not, they won t. Sorry, that s the way life works no way around it. What is likable? Friendly, helpful, having a positive attitude and being generous are great places to start. 3. Be good at what you do. I know a guy and know what he does; I know that he needs referrals and he is even likable. Do I refer him? Never! Why? Simply put, he did a poor job. He did some work for me once, and came in at double his estimated price and took six times as long as he said he would. I never give his name out. If you are good at what you do, it will go a long way. If you are excellent at what you do, you are probably a lock for referrals. Treat the referral well when they call you. Take care of them. Do them right. They will surely tell the person who referred them how well they were treated. That will determine whether or not that person refers you again. Say thank you. If someone refers someone else to you, be sure to say thank you to that person. And make the thanks regardless of whether or not the referral does business with you. At least send a card that says you appreciate the referral. If the referral does do business with you, be sure to make the thank you commensurate to the value of the referral. If the person buys $50 worth of goods from you, send the referrer a gift certificate for a free coffee latte. If they buy $10,000,000 worth of goods from you, send the referrer and their spouse on a week s vacation to Jamaica! These are the basics of the referral game, but if you master the basics, you will go far! Memorize them, apply them and stick to them. If you do, you will see your network grow like you have never seen before! And in all things, obey the golden rule: Do to others what you would want them to do to you. Review of Brian Tracy s CD Five Your Unique Selling Qualifications Three Parts to Selling Gaining Commitment and Getting Closure Your Best Source of Referrals The Business of Business Have a great week! Chris Widener Learn to negotiate well on your own behalf for your salary, increases, promotions and responsibilities. Brian Tracy 2010 Jim Rohn International One-Year Success Plan 487

8 Questions for Reflection Q. How comfortable are you with negotiation? Why? Q. On a scale of one to 10, with 10 being very good, how would you rate your ability to negotiate in a win-win manner? Write comments here. Q. How would you rate your listening skills? Write comments here. Q. How skilled are you at making sure that everyone understands the other party in the negotiation process? Q. How good are you at focusing on solutions? Why? 488 One-Year Success Plan 2010 Jim Rohn International

9 Action Steps This Week 1. As you enter into a negotiation this week, determine that you will create a win-win relationship or deal. Tell yourself that as you begin and then stick to it. Write comments here. 2. As you enter into a negotiation this week, make a determined effort to listen before you speak. Write comments here. 3. Practice the statements Jim shared that can bring you to an understanding of the other person s positions. 4. As you enter into a negotiation this week, seek solutions rather than focusing on problems. Write comments here Jim Rohn International One-Year Success Plan 489

10 A Look Forward Today s edition is designed to give you a week off from listening to a CD (a catch-up week if needed). Of course, feel free to skip ahead in your listening assignments or get caught up on a previous conference call. See you next week, Chris Widener 490 One-Year Success Plan 2010 Jim Rohn International

WEEK THIRTY. Welcome to Week Thirty of the Jim Rohn One-Year Success Plan. We hope you are having a great week and are ready for this week's journey.

WEEK THIRTY. Welcome to Week Thirty of the Jim Rohn One-Year Success Plan. We hope you are having a great week and are ready for this week's journey. WEEK THIRTY Welcome to Week Thirty of the Jim Rohn One-Year Success Plan. We hope you are having a great week and are ready for this week's journey. We've been discussing Referrals and Networking this

More information

Selling and Negotiation Skills

Selling and Negotiation Skills Selling and Negotiation Skills Jim Rohn s Eighth Pillar of Success: Part Two 2010 Jim Rohn International One-Year Success Plan 459 Week 32 Welcome to Week 32 of The Jim Rohn One-Year Success Plan. As we

More information

Time Management. Jim Rohn s Sixth Pillar of Success: Part Four Jim Rohn International One-Year Success Plan 383

Time Management. Jim Rohn s Sixth Pillar of Success: Part Four Jim Rohn International One-Year Success Plan 383 Time Management Jim Rohn s Sixth Pillar of Success: Part Four 2010 Jim Rohn International One-Year Success Plan 383 Week 25 Welcome to Week 25 of The Jim Rohn One-Year Success Plan. We hope you are having

More information

Networking and Referrals

Networking and Referrals Networking and Referrals Jim Rohn s Seventh Pillar of Success: Part One 394 One-Year Success Plan 2010 Jim Rohn International Week 27 Welcome to Week 27 of The Jim Rohn One-Year Success Plan. We hope you

More information

Script Guide. 1. Prepare to Inspire. 2. Craft Your Conversation. 3. Scripts to Step Forward. 4. Create Curiosity. 5.

Script Guide. 1. Prepare to Inspire. 2. Craft Your Conversation. 3. Scripts to Step Forward. 4. Create Curiosity. 5. 1. Prepare to Inspire 2. Craft Your Conversation 3. Scripts to Step Forward 4. Create Curiosity 5. Handle Objections 6. Lead the Conversation through Questions 7. Refer to Your Team Leader 8. Script Summary

More information

Lesson 2: What is the Mary Kay Way?

Lesson 2: What is the Mary Kay Way? Lesson 2: What is the Mary Kay Way? This lesson focuses on the Mary Kay way of doing business, specifically: The way Mary Kay, the woman, might have worked her business today if she were an Independent

More information

The art of COLD CALLING

The art of COLD CALLING The art of COLD CALLING Hello! Cold Calling? Many salespeople like to distinguish between cold calls, warms calls and lukewarm calls. However, a cold call refers to any situation where you are attempting

More information

Alumni Job Search Intensive Networking Transcript

Alumni Job Search Intensive Networking Transcript Alumni Job Search Intensive Networking Transcript Slide 1: Welcome to week 4 of the job search intensive program! This week we re focusing on the all important topic of networking. Slide 2: We ll be discussing

More information

Webinar Module Eight: Companion Guide Putting Referrals Into Action

Webinar Module Eight: Companion Guide Putting Referrals Into Action Webinar Putting Referrals Into Action Welcome back to No More Cold Calling OnDemand TM. Thank you for investing in yourself and building a referral business. This is the companion guide to Module #8. Take

More information

Knock-Out Networking!

Knock-Out Networking! Knock-Out Networking! More Prospects, More Referrals, More Business! Michael Goldberg All rights reserved. No part of this book may be reproduced or transmitted in any form or by any means, electronic

More information

Pacesetters Class. Lesson 8

Pacesetters Class. Lesson 8 Pacesetters Class Lesson 8 Pacesetters Lesson 8 Customer Service and Long-Term Goal-Setting HELLO SUPERSTARS!!! And I mean SUPERSTARS! NOW, THE REAL CREAM IS RISING TO THE TOP! As with any challenge, some

More information

10 Ways To Be More Assertive In Your Relationships By Barrie Davenport

10 Ways To Be More Assertive In Your Relationships By Barrie Davenport 10 Ways To Be More Assertive In Your Relationships By Barrie Davenport Anna hates to rock the boat. Whenever her best friend Linda suggests a place for dinner or a movie they might see together, Anna never

More information

10 Simple Success Formulas Volume 1

10 Simple Success Formulas Volume 1 10 Simple Success Formulas Volume 1 By Patric Chan www.patricchan.name (You May Share This Report With Anyone Else For FREE As Long As It s Not Being Modified Or Edited.) 1. Picture Yourself Already Achieving

More information

TRANSCRIPT PODCAST #14: QUESTIONS ARE THE ANSWER: HOW TO USE QUESTIONS TO BUILD CONNECTION AND UNCOVER OPPORTUNITY

TRANSCRIPT PODCAST #14: QUESTIONS ARE THE ANSWER: HOW TO USE QUESTIONS TO BUILD CONNECTION AND UNCOVER OPPORTUNITY TRANSCRIPT PODCAST #14: QUESTIONS ARE THE ANSWER: HOW TO USE QUESTIONS TO BUILD CONNECTION AND UNCOVER OPPORTUNITY VOICE-OVER: Hello. I m Business Development Coach Robin Hensley. Welcome to this edition

More information

Class 3 - Getting Quality Clients

Class 3 - Getting Quality Clients Class 3 - Getting Quality Clients Hi! Welcome to Class Number Three of Bookkeeper Business Launch! I want to thank you for being here. I want to thank you for your comments and your questions for the first

More information

Raising Difficult Issues with Your Service Provider

Raising Difficult Issues with Your Service Provider Sel f-de ter m in at ion Series Raising Difficult Issues with Your Service Provider Determine Your Destiny Raising Difficult Issues with Your Service Provider Prepared by: Carol A. Petersen, M.Ed. Jessica

More information

Skills 360 Getting the Most out of a Conference (Part 1)

Skills 360 Getting the Most out of a Conference (Part 1) Skills 360 Getting the Most out of a Conference (Part 1) Discussion Questions 1. How do you usually prepare for a conference? 2. Do you find it easy to talk to new people at a conference? Why or why not?

More information

Examples of Referrals Requests

Examples of Referrals Requests 1) A Dating Coach Examples of Referrals Requests Background: Laura is a personal life coach specializing in helping women date and find a spouse. Laura is like an ultimate big sister" - a senior female

More information

WEEK TWENTY-SEVEN. Make it a great week! Kyle

WEEK TWENTY-SEVEN. Make it a great week! Kyle WEEK TWENTY-SEVEN Welcome to Week Twenty-Seven of the Jim Rohn One-Year Success Plan. We hope you are having a great week and are ready for this week's journey. Today we officially enter into the second

More information

Information Interviews

Information Interviews Topics Covered Definition... Pg.200 Purpose... Pg.200 The Interview... Pg.200 Identify Your Targets... Pg.201 Requesting an Information Interview... Pg.201 Before the Interview... Pg.204 During the Interview...

More information

How to Make Yourself a Go-To Agent

How to Make Yourself a Go-To Agent How to Make Yourself a Go-To Agent By Simon Payn Ready to Go Newsletters http://www.readytogonewsletters.com support@readytogonewsletters.com This guide demonstrates how by sending a newsletter you can

More information

You Can Do 100+ Deals a Year!

You Can Do 100+ Deals a Year! Yes You Can Do 100+ Deals a Year! By Mike Ferry Page 1 of 13 YES, YOU CAN DO 100+ DEALS A YEAR! I believe this statement as much as I believe anything and my job today is to convince you that you can do

More information

The Ins and Outs of Networking

The Ins and Outs of Networking The Ins and Outs of Networking By Erik Caplan Start with the basics you know you provide a valuable service. However, without an ongoing and ever-increasing number of new, quality prospects, you ll eventually

More information

Networking & Referrals

Networking & Referrals Networking & Referrals Jim Rohn s Seventh Pillar of Success: Part Two 2010 Jim Rohn International One-Year Success Plan 405 Week 28 Welcome to Week 28 of The Jim Rohn One-Year Success Plan. We hope you

More information

Understanding Objection Language

Understanding Objection Language Understanding Objection Language (What is the customer really saying is what matters because this is what objections really come down to.) 1. First of all, understand that 70% of in person sales come from

More information

coaching What Is Coaching?

coaching What Is Coaching? Welcome coaching What Is Coaching? Congratulations for embarking on this journey! I look forward to working together and supporting you in living the life you were created to live! This document is designed

More information

7 Critical Steps to Succeed in Network Marketing

7 Critical Steps to Succeed in Network Marketing 7 Critical Steps to Succeed in Network Marketing My Fellow Networker Are you looking to grow your network marketing business? YES, we do need to prospect, recruit and build teams. In fact, the process

More information

MJ DURKIN 2016 MJ DURKIN ALL RIGHTS RESERVED mjdurkinseminars.com

MJ DURKIN 2016 MJ DURKIN ALL RIGHTS RESERVED mjdurkinseminars.com About MJ Durkin Known as North America s Prospecting Coach, MJ Durkin has travelled around the globe as a keynote speaker presenting at some of the world s largest conventions. He has trained hundreds

More information

Agenda. First: With Whom do I Start? First: With Whom do I Start?

Agenda. First: With Whom do I Start? First: With Whom do I Start? Agenda Training Modules Series Worth Unlimited Dr. Joan Haakonstad And Kai Baker Training, Module 13 Review of Sales Track 1. Share Worth with Others Create Curiosity and Gage Interest: REVIEW With Whom

More information

Attitude. Founding Sponsor. upskillsforwork.ca

Attitude. Founding Sponsor. upskillsforwork.ca Founding Sponsor Welcome to UP Skills for Work! The program helps you build your soft skills which include: motivation attitude accountability presentation teamwork time management adaptability stress

More information

PROSPERITY TRANSFORM DEVELOP SOLID MANAGERS

PROSPERITY TRANSFORM DEVELOP SOLID MANAGERS PATH TO STRONG At Nature s Sunshine we are in the business of transforming lives. Effecting significant and positive changes in your life and in the lives of those around you is how we measure success.

More information

Referral Request (Real Estate)

Referral Request (Real Estate) SAMPLE CAMPAIGNS: Referral Request Referral Request (Real Estate) Description Use this sequence to welcome new customers, educate them on your service, offer support, build up your arsenal of testimonials,

More information

Coaching Questions From Coaching Skills Camp 2017

Coaching Questions From Coaching Skills Camp 2017 Coaching Questions From Coaching Skills Camp 2017 1) Assumptive Questions: These questions assume something a. Why are your listings selling so fast? b. What makes you a great recruiter? 2) Indirect Questions:

More information

Money and Finance. Jim Rohn s Fourth Pillar of Success: Part Four. 290 One-Year Success Plan 2010 Jim Rohn International

Money and Finance. Jim Rohn s Fourth Pillar of Success: Part Four. 290 One-Year Success Plan 2010 Jim Rohn International Money and Finance Jim Rohn s Fourth Pillar of Success: Part Four 290 One-Year Success Plan 2010 Jim Rohn International Week 17 Welcome to Week 17 of The Jim Rohn One-Year Success Plan. We hope you are

More information

JACKCANFIELD PEAKPERFORMANCEPRINCIPLES HOWTOBOOSTYOUR SELF-ESTEEMAND DISCOVERYOURPURPOSE

JACKCANFIELD PEAKPERFORMANCEPRINCIPLES HOWTOBOOSTYOUR SELF-ESTEEMAND DISCOVERYOURPURPOSE SEMINARNOTEGUIDE JACKCANFIELD PEAKPERFORMANCEPRINCIPLES BasedonJackCanfield sbestselingbook The SuccessPrinciples,thispowerfulseminaris loadedwithlife-changingideas.jackwilshowyou howtobuildyourself-esteem,takeresponsibility

More information

Episode 6: Can You Give Away Too Much Free Content? Subscribe to the podcast here.

Episode 6: Can You Give Away Too Much Free Content? Subscribe to the podcast here. Episode 6: Can You Give Away Too Much Free Content? Subscribe to the podcast here. Hey everybody! Welcome to episode number 6 of my podcast. Today I m going to be talking about using the free strategy

More information

Quick Tip #3 Ideal Body Image Page 1 of 6

Quick Tip #3 Ideal Body Image Page 1 of 6 Quick Tip #3 Ideal Body Image Page 1 of 6 Welcome back to Quick Tips CD #3 of your Be Fit for Life Weight Loss Program. In this CD we will be focusing on Your Ideal Body Image. While you listen to me talk

More information

50 Tough Interview Questions (Revised 2003)

50 Tough Interview Questions (Revised 2003) Page 1 of 15 You and Your Accomplishments 50 Tough Interview Questions (Revised 2003) 1. Tell me a little about yourself. Because this is often the opening question, be careful that you don t run off at

More information

Listener s Guide. 1. Mary Kay always said that is the lifeline of your business. If you were out of you were out of business.

Listener s Guide. 1. Mary Kay always said that is the lifeline of your business. If you were out of you were out of business. Listener s Guide CD 2 Booking and Coaching with Independent National Sales Director Kathy Goff-Brummett and Independent Future Executive Senior Sales Director Ann Shears Booking 1. Mary Kay always said

More information

StartNOW Workbook. Independent Consultants Executive National Vice Presidents Deana Wilkinson, Cecilia Stoll and Dana Collins

StartNOW Workbook. Independent Consultants Executive National Vice Presidents Deana Wilkinson, Cecilia Stoll and Dana Collins StartNOW Workbook Independent Consultants Executive National Vice Presidents Deana Wilkinson, Cecilia Stoll and Dana Collins Welcome Congratulations for deciding to take control of your future Step 1 Where

More information

Have a Clear, Well-Defined Goal

Have a Clear, Well-Defined Goal Chapter One Have a Clear, Well-Defined Goal Earl Nightingale put it simply: People with goals succeed because they know where they re going. It all starts with the simple, yet very difficult step of setting

More information

5 DAYS TO YOUR BEST YEAR EVER WORKBOOK GET CLEAR, GET MOTIVATED, GET STARTED. MICHAEL HYATT

5 DAYS TO YOUR BEST YEAR EVER WORKBOOK GET CLEAR, GET MOTIVATED, GET STARTED. MICHAEL HYATT 5 DAYS TO YOUR BEST YEAR EVER WORKBOOK GET CLEAR, GET MOTIVATED, GET STARTED. MICHAEL HYATT INTRODUCTION Congratulations on taking a huge step toward making this your best year ever! I m thrilled to welcome

More information

7. Print off a copies of the Radical Mentoring Covenant (included at the end of this document)

7. Print off a copies of the Radical Mentoring Covenant (included at the end of this document) Preparation for Launch Night Before Your Session Before your session, you ll need to 1. Choose your book and make sure the books for the NEXT session are in your hand. You ll choose between Bo s Cafe and

More information

How to Have Your Best Year Every Year.

How to Have Your Best Year Every Year. How to Have Your Best Year Every Year. A Workbook by Ann Hawkins For a quick but effective insight, work through these ten questions and then, if you have a significant other in your life or business,

More information

The Intromercial Elevator Speech

The Intromercial Elevator Speech The Intromercial Elevator Speech One version of an elevator speech is a 3-sentence answer to the question what do you do? Within those three sentences, there are 4 parts. In order to craft each of those

More information

Is Real Estate the Right Career for You?

Is Real Estate the Right Career for You? Is Real Estate the Right Career for You? Introduction: Real estate can be an exciting, highly profitable career if you have the right combination of skills, traits, a strong work ethic, a commitment to

More information

CURVY YOGA CERTIFICATION PROGRAM CLASS/WORKSHOP PLANNING: LOGISTICS MODULE FIVE

CURVY YOGA CERTIFICATION PROGRAM CLASS/WORKSHOP PLANNING: LOGISTICS MODULE FIVE CURVY YOGA CERTIFICATION PROGRAM CLASS/WORKSHOP PLANNING: LOGISTICS MODULE FIVE Class/Workshop Planning: Logistics Now that you ve mapped out your content, let s talk logistics. This is the part of a class

More information

THE COFFEE SHOP INTERVIEW

THE COFFEE SHOP INTERVIEW Thank you so much for taking the time to participate in the webinar. I promised you two of my secret weapons and here they are! First we have the 7 steps I live every day of my life by. Those steps guide

More information

How to Overcome the Top Ten Objections for Financial Advisors

How to Overcome the Top Ten Objections for Financial Advisors How to Overcome the Top Ten Objections for Financial Advisors I began my career selling investments over the phone, and I know how hard it is to compete with someone a prospect may already be doing business

More information

How Do I Begin A Course in Miracles?

How Do I Begin A Course in Miracles? Transcript for the ACIM Explained video by Lisa Natoli Hi. Welcome! I m Lisa Natoli and the cofounder of the Teachers of God Foundation. I am the author of Gorgeous for God and the creator of the 40 Day

More information

Episode 18: Your Traffic Struggles and My Candid Comments. Subscribe to the podcast here.

Episode 18: Your Traffic Struggles and My Candid Comments. Subscribe to the podcast here. Episode 18: Your Traffic Struggles and My Candid Comments Subscribe to the podcast here. Hey everybody, welcome to podcast number 18 where I am going to have some very, very candid remarks about building

More information

PROVEN NETWORK MARKETING SCRIPTS

PROVEN NETWORK MARKETING SCRIPTS PROVEN NETWORK MARKETING SCRIPTS THE RECRUITING PROCESS PROSPECTING WITH A VALUE FOCUSED ATTITUDE THE ONLY SECRET TO RECRUITING THE PERFECT WARM MARKET RECRUITING SCRIPT The PERFECT VOICE MAIL SCRIPT NWM

More information

DiscovererFutureThinker esencerelatingachieving CaringCompetingConfiden pendabilitydiscovererfuture

DiscovererFutureThinker esencerelatingachieving CaringCompetingConfiden pendabilitydiscovererfuture AchievingCaringCompetin encedependabilitydiscove turethinkerorganizerpresen RelatingAchievingCaring ompetingconfidencedepen DiscovererFutureThinker esencerelatingachieving CaringCompetingConfiden pendabilitydiscovererfuture

More information

Becoming a Master of Persuasion. by Brian Tracy

Becoming a Master of Persuasion. by Brian Tracy Becoming a Master of Persuasion by Brian Tracy Persuasion power can help you get more of the things you want faster than anything else you do. It can mean the difference between success and failure. It

More information

OG TRAINING - Recording 2: Talk to 12 using the Coffee Sales Script.

OG TRAINING - Recording 2: Talk to 12 using the Coffee Sales Script. OG TRAINING - Recording 2: Talk to 12 using the Coffee Sales Script. Welcome to The second recording in this series which is your first training session and your first project in your new gourmet coffee

More information

Mike Ferry North America s Leading Real Estate Coaching and Training Company TRIGGER CARDS

Mike Ferry  North America s Leading Real Estate Coaching and Training Company TRIGGER CARDS Mike Ferry www.mikeferry.com North America s Leading Real Estate Coaching and Training Company TRIGGER CARDS Script cards to take you through the many stages of effective Real Estate sales. These are prepared

More information

HOW TO START A CLIENT ADVISORY COUNCIL. Create a Lightning Rod for Referrals. Financial Professional Use Only / Not for Distribution to the Public

HOW TO START A CLIENT ADVISORY COUNCIL. Create a Lightning Rod for Referrals. Financial Professional Use Only / Not for Distribution to the Public HOW TO START A CLIENT ADVISORY COUNCIL Create a Lightning Rod for Referrals PRICELESS ADVICE TO BUILD YOUR BUSINESS Your best clients know better than anyone what you do well and what you could be doing

More information

You Have Greatness Within You

You Have Greatness Within You About Les Brown As one of the world s most renowned motivational speakers, Les Brown is a dynamic personality and highlysought-after resource in business and professional circles for Fortune 500 CEOs,

More information

OK well how this call will go is I will start of by asking you some questions about your business and your application which you sent through.

OK well how this call will go is I will start of by asking you some questions about your business and your application which you sent through. Pre Call Preparation 5 minutes before the call make sure you do all of the following: * Make sure that you are in a quiet room with no interruptions * Use your phone with headphones so that your hands

More information

Negotiating Essentials

Negotiating Essentials Negotiating Essentials 1 Negotiating Essentials How to negotiate with your landlord about problems Being a tenant is not always easy for everyone. It is a situation that you sometimes have to deal with

More information

SPONSORING TRAINING PROSPECTING

SPONSORING TRAINING PROSPECTING SPONSORING TRAINING PROSPECTING WHY SPONSOR? Sponsoring is a gift - a gift that keeps on giving. It gives others an opportunity to add another avenue of income to their family budget and an opportunity

More information

THE MINDSET FOR SUCCESS MINDSET + SKILL SET = RESULTS Tiffany Peterson

THE MINDSET FOR SUCCESS MINDSET + SKILL SET = RESULTS Tiffany Peterson 2 CHAPTER 1 1 Before we begin with sales, marketing and business training, let s discuss building a mindset for success. A presenter asks a room full of adults, How many of you can draw? and about 10%

More information

7 Proven Steps to Opening, Promoting and Profiting From a Successful Lash Business. Learn the Market

7 Proven Steps to Opening, Promoting and Profiting From a Successful Lash Business. Learn the Market 7 Proven Steps to Opening, Promoting and Profiting From a Successful Lash Business After you re certified and licensed to operate as a lash stylist, it s time to get your business up and running! As with

More information

How to Easily Create Telephone Call Openings That Stimulate Interest, And Avoid Resistance

How to Easily Create Telephone Call Openings That Stimulate Interest, And Avoid Resistance How to Easily Create Telephone Call Openings That Stimulate Interest, And Avoid Resistance TeleSeminar By Art Sobczak Art Sobczak Business By Phone Inc. www.businessbyphone.com (402)895-9399 Telephone

More information

Health & Happiness Guide

Health & Happiness Guide This Health & Happiness playbook is the property of Mike Goncalves. Please do not reproduce or share this content without the direct permission of the author, Mike Goncalves. Health & Happiness Guide The

More information

Money and Finance. Jim Rohn s Fourth Pillar of Success: Part Three. 278 One-Year Success Plan 2010 Jim Rohn International

Money and Finance. Jim Rohn s Fourth Pillar of Success: Part Three. 278 One-Year Success Plan 2010 Jim Rohn International Money and Finance Jim Rohn s Fourth Pillar of Success: Part Three 278 One-Year Success Plan 2010 Jim Rohn International Week 16 Welcome to Week 16 of The Jim Rohn One-Year Success Plan. We hope you are

More information

9 PILLARS OF BUSINESS MASTERY

9 PILLARS OF BUSINESS MASTERY Mike Agugliaro Business Warrior About The Author For more than two decades, as the co-owner of New Jersey s largest and respected home services company, Gold Medal Service, Mike has played a key role in

More information

Preparing For Your GCSEs

Preparing For Your GCSEs 2017-2018 GCSE Gurus Preparing For Your GCSEs GCSE Gurus THE ROUTE TO A*S EVERYTHING YOU SHOULD KNOW WHEN: Preparing for GCSEs FOR STUDENTS IN YEAR 10 & 11 DON T THINK ABOUT WHERE YOU SHOULD START. THE

More information

Negotiating Strategies for Women on Their Way to the Top. April 2015

Negotiating Strategies for Women on Their Way to the Top. April 2015 Negotiating Strategies for Women on Their Way to the Top April 2015 Carol Frohlinger is the founder of Negotiating Women, a consulting firm dedicated to educating women on how to rise to leadership positions

More information

TIPS FOR COMMUNICATING WITH CRIME VICTIMS

TIPS FOR COMMUNICATING WITH CRIME VICTIMS TIPS FOR COMMUNICATING WITH CRIME VICTIMS MATERIALS PRINTED FROM JUSTICE SOLUTIONS WEBSITE 2015 Good things to say to victims: How can I help you? What can I do for you? I m sorry. What happened is not

More information

Lessons for Life IN THIS ISSUE

Lessons for Life IN THIS ISSUE Lessons for Life Number 84 July/August 2011 IN THIS ISSUE The Conversation is the Relationship Zero-Based Thinking Habit What Would Change Your Life If You Were To Do It Consistently? HOWARD WIGHT One

More information

Building Strong Donor Relationships

Building Strong Donor Relationships Building Strong Donor Relationships Interview with Mary Cahalane This interview is brought to you by Fundlio, the mobile-friendly fundraising platform for nonprofits. Start collecting donations online

More information

Everything You Wanted to Know About Contracts (But Were Afraid to Ask) Professor Monestier

Everything You Wanted to Know About Contracts (But Were Afraid to Ask) Professor Monestier Everything You Wanted to Know About Contracts (But Were Afraid to Ask) Professor Monestier Welcome to Law School! You re probably pretty nervous/excited/stressed out right now, with a million questions

More information

1

1 http://www.songwriting-secrets.net/letter.html 1 Praise for How To Write Your Best Album In One Month Or Less I wrote and recorded my first album of 8 songs in about six weeks. Keep in mind I'm including

More information

Mindfulness for Life Session 2: The Art of Allowing

Mindfulness for Life Session 2: The Art of Allowing Mindfulness for Life Session 2: The Art of Allowing Access more documents and the guided practices at youthmindfulness.org/mindfulness- for- life If You Would Grow If you would grow to your best self Be

More information

How to Find New Major Donors and Get Them to Give to Your Non-Profit

How to Find New Major Donors and Get Them to Give to Your Non-Profit How to Find New Major Donors and Get Them to Give to Your Non-Profit By Joe Garecht Module #3: The Complete Guide to Making Major Donor Asks Making an ask is one of the most important things you will do

More information

SOAR Study Skills Lauri Oliver Interview - Full Page 1 of 8

SOAR Study Skills Lauri Oliver Interview - Full Page 1 of 8 Page 1 of 8 Lauri Oliver Full Interview This is Lauri Oliver with Wynonna Senior High School or Wynonna area public schools I guess. And how long have you actually been teaching? This is my 16th year.

More information

Undergraduate Resource Series

Undergraduate Resource Series OCS EVALUATING JOB OFFERS Undergraduate Resource Series Office of Career Services 54 Dunster Street Harvard University Faculty of Arts and Sciences 617.495.2595 www.ocs.fas.harvard.edu 2017 President and

More information

Authentic Follow-up that s Fast, Fun, and Effective. 5 simple. s THAT GET YOU CLIENTS. by Kim Avery

Authentic Follow-up that s Fast, Fun, and Effective. 5 simple.  s THAT GET YOU CLIENTS. by Kim Avery Authentic Follow-up that s Fast, Fun, and Effective 5 simple emails THAT GET YOU CLIENTS by Kim Avery Welcome to 5 simple emails THAT GET YOU CLIENTS You must be wondering why THESE EMAILS WORK. In this

More information

COLD CALLING SCRIPTS

COLD CALLING SCRIPTS COLD CALLING SCRIPTS Portlandrocks Hello and welcome to this portion of the WSO where we look at a few cold calling scripts to use. If you want to learn more about the entire process of cold calling then

More information

Managing Difficult Conversations: Quick Reference Guide

Managing Difficult Conversations: Quick Reference Guide Managing Difficult Conversations: Quick Reference Guide About this guide This quick reference guide is designed to help you have more successful conversations, especially when they are challenging or difficult

More information

THE NO LIST Saying no can feel stressful. Here are all the no s we ve said lately:

THE NO LIST Saying no can feel stressful. Here are all the no s we ve said lately: THE NO LIST Saying no can feel stressful. Here are all the no s we ve said lately: Can you meet me for coffee to help me with my book proposal? No. Are you coming to our housewarming party? No. Can you

More information

Transcript of the podcasted interview: How to negotiate with your boss by W.P. Carey School of Business

Transcript of the podcasted interview: How to negotiate with your boss by W.P. Carey School of Business Transcript of the podcasted interview: How to negotiate with your boss by W.P. Carey School of Business Knowledge: One of the most difficult tasks for a worker is negotiating with a boss. Whether it's

More information

Lesson Twenty-Six: Creating Your Ideal Client Profile

Lesson Twenty-Six: Creating Your Ideal Client Profile Lesson Twenty-Six: Creating Your Ideal Client Profile ACTION: Identify and Focus on Your Target Market During the course of my many conversations with coaching clients, I have found that many don t have

More information

How To Create A Superstar Success Book

How To Create A Superstar Success Book A Special Bonus for Our AgentInnerCircle.com Members... How To Create A Superstar Success Book Inside This Report... Here s a simple, step-by-step guide for demonstrating your credibility, impressing clients,

More information

Real Estate Investing Podcast Brilliant at the Basics Part 15: Direct Mail Is Alive and Very Well

Real Estate Investing Podcast Brilliant at the Basics Part 15: Direct Mail Is Alive and Very Well Real Estate Investing Podcast Brilliant at the Basics Part 15: Direct Mail Is Alive and Very Well Hosted by: Joe McCall Featuring Special Guest: Peter Vekselman Hey guys. Joe McCall back here with Peter

More information

Saying. I Do to a. Franchise

Saying. I Do to a. Franchise Saying I Do to a Franchise 1 Saying I Do To A Franchise Like marriage, buying a franchise is a long-term commitment. Before you say yes, make sure you understand what it takes to be successful. The Commitment

More information

The Buck Starts Here. Doug Kalish, PhD. Negotiating job offers and salary. #dougsguides UCB V18

The Buck Starts Here. Doug Kalish, PhD. Negotiating job offers and salary. #dougsguides UCB V18 The Buck Starts Here Negotiating job offers and salary Doug Kalish, PhD #dougsguides UCB V18 http://www.dougsguides.com http://www.dougsguides.com 2 Today s Agenda Negotiating your first job offer Preparing

More information

all-in-one meeting guide How to Gain Control of Your Time

all-in-one meeting guide How to Gain Control of Your Time all-in-one meeting guide How to Gain Control of Your Time 1 Overview This guide offers time-management activities adapted from best-selling author Laura Vanderkam s TED Talk. They are designed help you

More information

Also check out the Start Something Beautiful DVD from the Starter Kit Select How To Hold A Party Then The Opening with Auri Hatheway

Also check out the Start Something Beautiful DVD from the Starter Kit Select How To Hold A Party Then The Opening with Auri Hatheway Also check out the Start Something Beautiful DVD from the Starter Kit Select How To Hold A Party Then The Opening with Auri Hatheway Develop an Effective I Story o This is your introduction to your skin

More information

How to use messages on hold to grow your small business.

How to use messages on hold to grow your small business. How to use messages on hold to grow your small business. Transcribed from the September, 2016 Tom Borg Business Builders Tele-seminar. http://tomborgconsulting.com Hello everyone, and welcome to our Business

More information

The Home Business Cheat Sheet

The Home Business Cheat Sheet RichardGC.com The Home Business Cheat Sheet 8 essential concepts for you to learn, so that you can make an Income from home, without hounding your Friends & Family. Richard Crandall R i c h a r d G C.

More information

10 Empowering Questions to Help Achieve Your Goals

10 Empowering Questions to Help Achieve Your Goals 10 Empowering Questions to Help Achieve Your Goals What are your goals? And could you quickly recite what they are, and the status of your progress? To reach your goals you need to clearly define them.

More information

What I Would Do Differently If I Was Starting Today (Transcript)

What I Would Do Differently If I Was Starting Today (Transcript) What I Would Do Differently If I Was Starting Today (Transcript) Hi there. Henri here. In this audio class I wanted to cover what I would do differently if I was starting my online business today. There

More information

YOUR DAILY ROUTINE What To Do. Where To Do It. When To Do It.

YOUR DAILY ROUTINE What To Do. Where To Do It. When To Do It. YOUR DAILY ROUTINE What To Do. Where To Do It. When To Do It. The World Is Shrinking The 3 Steps To Achieving Success Faster At Anything 1. Get mentored by someone who has already achieved the results

More information

Venturing into contracting?

Venturing into contracting? Venturing into contracting? We ll guide you in the right direction Join Intouch in January 2018 and pay nothing until March Quote code: INJAN18* * T&Cs apply Contracting - Taking the leap Starting up as

More information

ASKING STRATEGIC QUESTIONS.org

ASKING STRATEGIC QUESTIONS.org ASKING STRATEGIC QUESTIONS.org People remember more of what they say, than what you say. People believe what they say, more than what we say. People enjoy conversations in which they speak the most. Therefore,

More information

How to Gain and Retain Clients

How to Gain and Retain Clients How to Gain and Retain Clients http://buildingbridgesforbusiness.org Congratulations! You have completed the first steps to owning your own business. You have the necessary licenses required by your state

More information

12. Guide to interviews

12. Guide to interviews 12. Guide to interviews Taking the fear out of interviews Few people enjoy them, but an interview should really be a conversation between equals where a discussion takes place. You may feel as though you

More information

How to get the best out of client review meetings

How to get the best out of client review meetings How to get the best out of client review meetings Client review meetings are an important part of any relationship. But what should they achieve? How can you make sure that they are valuable for both supplier

More information