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Sales Tales

Business Growth, Creating the Unprecedented, Getting What You Want Insight, Increase Performance, Leadership Training, Life Insight, Self Development0 comments

Peter was terrified to make the call.

You’d never guess that he would be scared to make the call. He was a good looking guy in his 30s. He had a lot going for him. He was engaged to Jill. They had met in college and fell in love and decided to make a life together. He had a great sales job with huge up side if he just made a few sales. Peter had made big promises of taking care of her and their soon to be family. But yet, there he was, sitting in his sales office staring at the phone. Horrifed.

What was it that made so cold calling so horrible. The recipients where strangers. Why did it matter to him that he would possibly be rejected by a stranger? If he would have gotten a call from someone he had never heard of before that went something like, “Hey, Peter, I found your name online, and I don’t want you to ever call me. I don’t want you to be in my life in any way,” and then that stranger hang up, would that be a big deal? No. Peter would have thought it was strange, maybe amusing and go on with his day. He might even tell the story of the funny thing that happened to him that day. “Some stranger that I’ve never heard of asked me to never call them. Isn’t that crazy?” But there he was, making up a story about that same stranger, and how he can’t go on with life if that person he doesn’t know has the chance to say no to him. Now it was a big deal. That really was crazy.

Peter had a flash of insight. He remembered how rude his fiance, Jill was to him the first time he met her. They were at a party with some common friends. Peter saw her and said something stupid like, “Red wine huh. I like red wine too.” His horror of saying something so stupid to a pretty girl he wanted to impressed was only made worse when this same pretty girl just smirked, and without a word turned her back to him to talk to her group of friends. Peter thought for sure that this pretty stranger hated him with all her heart. He would have left the party and run for safety if he hadn’t been stuck there, because he got a ride with a friend that was not about to leave. Peter spent the next few forced to stay in the small quarters of the party which kept him in eyesight of this girl that had now become a forbidden goddess in his mind. He kept himself in agony from going over again and again in his mind what he should have said instead of the Dumb and Dumber line he mumbled.

Then the story he made up in his mind about his world crumbled. This same goddess came up to him as he sat on the sofa in the corner and spoke. “Sorry I was so weird. I felt so self-conscious I couldn’t say anything. I have had two glasses of that red wine. I think I have some liquid courage. Anyway, my friends say you’re really nice so I just wanted to say sorry for being weird.”And with that opening, Peter ran with it. Three years later, there they were engaged.

Peter was sure Jill hated him, but it was just her own fears he was feeling, not him at all. Just as Peter was only thinking about himself in that interaction, Jill was only thinking about herself too. When that happens both people miss each other. Peter was started to see a pattern. The more he paid attention the more he realized people were not thinking about him at all. They were too busy thinking about themselves. This was reliving though, because so much of Peter’s energy was worried about what people thought of him. If they didn’t think of him at all it freed him to pursue his goals and make good his promises, or in this case, make some cold calls.

Could cold calling be the same scenario as the first encounter with Jill that could end just as well? Peter thought yes. With the new found story in his mind that served him much better he picked up that phone and called the first number. He got hung up on. With a smirk he said out loud, “No problem, with a few glasses of wine you’ll be back.” And he picked up the phone and called again.

How faking confidence works

Business Growth, Creating the Unprecedented, Increase Performance, Leadership Training, Life Insight, power of words, Sales, Self Development, Your Success Switch0 comments

Don’t resist how people tend to act. Resistance will just dig you deeper into a rut. But you can use people’s automatic behaviors to your advantage.

People tend to follow confidence, because they assume a confident person is competent. People tend to distrust timid people, because they assume the timid person is incompetent.

I’m in sales. I’ve seen it over and over again. The is a salesperson that is heads and shoulders above the rest of her peers in sales. When I’ve had the chance to get to know them, I find out that they are not better then the #2 guy, they just get people to say yes through their confident and direct asking for what they want and assurances they will deliver what their client wants. The really good sales people always find a way to deliver their promises! The bad ones with confidence usually don’t last in the business, because their deception eventually catches up.

There is certainly value in being prepared. And try this on for a week or so. Try acting confident. Try out being 100% sure that you will deliver (even if you are a smarty and can think of 100 ways that can go wrong, just try it out). Try out declaring that others can count on you, because you will do what ever it takes to help your people win! I think you’ll find you will have a lot more people following and saying yes to your requests.

Try it out. I will give you a 100% old-life back guarantee if it doesn’t work.

– Jevon

PerraLoans.com

Reverse Engineering Happiness/Success

Business Growth, Creating the Unprecedented, Life Insight, power of words, Reinvent Yourself, Sales, Self Development, words0 comments

The quickest way to happiness is changing the words you use.

This is hard to imagine at first, but I’ve found it to be true. Out of the mouth comes the overflow of the heart, revealing what you truly believe. I think most can grasp that concept. If someone is consistently speaking hateful words you can deduce they are hurting and fearful inside. Here’s a secret. We can reverse engineer that same process. Reverse engineering the perfect life works by using the words first and letting your heart catch up.

The words we say are the easiest to dismiss as powerful since they are so easy to produce. It’s easy to say the words, “I love you” or say the words “I hate you”. The affect they have on the inside is profoundly different though. What are the words you use without thinking? Don Miguel Ruiz’s The Four Agreements talks about being impeccable with your words is the most important task. When we fill our conversation to ourself and others with lots of grace and understanding and love our life suddenly is full of grace and understanding and love. When we fill our conversation to ourself with judgment and ridicule and punishment our life becomes a self made hell.

I do real estate mortgages for work. Mortgages now a days are very difficult since there is a lot of moving parts and regulation. Recently a purchase loan was made very late from other people’s mistakes. The monetary penalty of being late was taken on by me though,  not the consumers that caused the delay. At that point I could have used a number of words to talk to myself and others. My words determine my experience in the moment. “This is not my fault. This was their mistake. They should have paid the penalty, not me. This/they/it is ridiculous. I am so frustrated/angry/depressed/stressed!” These words bring me a bad experience. I am committed to love my life and love others the best I can. From that commitment to myself I was able to use different words. “I can learn from this experience to set better expectations with my clients. The buyers are not the experts, I am. I am becoming a better lender every day from these perfect lessons. I am so thankful that this extra expense doesn’t hinder my way of life. I have an abundance. I am going to do what it takes to make this tricky deal a good experience for my employees and clients.” Even when I write those words I feel my mood shift to a much lighter state from the previous judgmental and negative state. It feels so much better. And since both sides can be equally as true, why not choose the one that feels the best?

Experiment with this. Look for the authentic ways to talk about your life in a positive way and watch your experience of your life lighten and become instantly more enjoyable. The more you enjoy your life and yourself the more enjoyable you will be to others. The more enjoyable you are to others, the more favor you will have in your world. The more favor you have, the easier you will get all you want. It starts with your words though. Easy.

 

Giving. The secret to getting.

Business Growth0 comments

For those of you who would like to get more out of your job, referral partners, family, etc, this is for you. Give more to the areas you want to get more from.

I am in the real estate loan business. I help people get money to buy real estate. My business is from referrals only. That being said I have joined many networking and business groups in my area to increase the chances of getting referrals. What I have noticed is that just showing up to these groups doesn’t work in creating referrals. The secret is giving and creating value in those groups. As soon I started to give by speaking on how to communicate for effectively, meeting with people for coffee and getting really interested in their life, caring enough to remember the details they shared, and referring business to the people I meet, as soon as I started those activities I started getting referrals for home loans.

This is a great way to do business and do life in general. What could you do for those who in your life that would be received as a gift?

“Some of the biggest challenges in relationships come from the fact that most people enter a relationship in order to get something: they’re trying to find someone who’s going to make them feel good. In reality, the only way a relationship will last is if you see your relationship as a place that you go to give, and not a place that you go to take.”  – Tony Robbins

Consider too that if you are giving JUST to get from someone that is manipulation. People will sniff that out really quickly. But if you give as a way of doing life and make clear requests of what you want and need along the way you will likely be greeted with people that would love to help you get your goals.

How To Add 2 Hours Of Productive Time To Your Day: Part 2

Business Growth, Increase Performance0 comments

Here is the 2nd part of the two part “Getting Stuff Done” System.

Email me and let me know how this works for you!

3 Steps To Lower Stress & Get Stuff Done.

Business Growth, Increase Performance, Self Development0 comments

Here is video clip for you that I snuck in during one of my trainings. It’s on a 3-step method to lower your stress and get the stuff done that is causing the stress! What a great combo, right?


The 3-Step Method To Lower Stress & Get Stuff Done.

The video explains that if you:

  1. Have a reliable collection box to put all your commitments in so you know where they are
  2. Clarify a clear desired outcome for each thing in your collection box
  3. Determine the very next simple, physical action you need to take to move toward that desired outcome

​You will then be able to manage one simple action at a time. This process will help you take the world off your shoulders and be at peace knowing you just need to do the next thing.

If this video was helpful, email me and I can help add more details of how you and your organization can get more done AND lower the stress you carry.

Remembering Stephen Covey

Business Growth, Increase Performance, Leadership Training0 comments

A great man passed away. His work and memory will be long remembered though. I came across an interview that Tony Robbins did of Stephen Covey that is absolutely fantastic. Please listen to it and learn from the master of effective and fulfilling living.

Click HERE to go to Tony’s site to listen to this life changing interview.

Reasons or Results. You choose.

Business Growth, Reinvent Yourself0 comments

If you are unaware of an obstacle you do not even have the option to overcome it, or avoid it. Awareness is the first step to removing the obstacles we have to unprecedented results.

The secret to success is a question, not an answer.

Business Growth, Reinvent Yourself0 comments

Consider that asking yourself the question “Is it possible” will keep you stuck in the results that you have always had. Now, would you consider shifting that question a bit to “How can I accomplish my unreasonable goal?” Like my friend Dan Tocchini says, “I’d rather fail at the impossible then succeed at the probable”. It often pays better too.

Objections don’t have to be game stoppers.

Business Growth, Increase Performance, Sales0 comments

An objection can be just a part of the conversation. It is a small shift in thinking to go from thinking an objection is the end, and thinking an objection is a chance to get to the deeper topics that are the most important.

The “Align & Redirect the Objection To Close” formula is:

  1. Align then redirect the objection with one of the twelve statements.
  2. Tell one of your micro-experiences to start them imagining what you want them to think about.
  3. Ask question to start them selling themselves on the benefits when it works for them “What would 5% increase in sales for your company look like?”
  4. Close with the next logical step in sales cycle. “Great, I am able to deliver just that. Aligning the details is the next step. Who is the person that would approve the proposal and how fast would you like your results?”

 

Design your 12 Statements to interrupt and redirect Objections:

These statements set you up to tell one of your 12 stories or comments that diffuses resistance (See some of my stories below as examples for you to plan your own stories). Stories diffuse resistance because it causes your audience to make pictures in their mind based on your suggestions (aka your story). This brings them to a highly persuadable state so that you can ask for the specific action you want again with an increased probability of acceptance. If you can redirect the objection to get them to consider your same specific request 12 times it is highly unlikely anyone will stay with you that whole time and then say “No”. If they were not interested, they would not still be with you at the end of all 12 of your to objection redirectors. Then use #13.

  1. I can understand that you would feel that way.
  2. You know, I have heard that too.
  3. Actually I have thought that before as well.
  4. I felt the same as you did. Then this happened. I ….
  5. I am not saying you are wrong, AND … (don’t say ‘but’).
  6. Listen, you are a smart guy/woman, what if …
  7. Ok, I see. What would you say to …
  8. The last time I overcame a challenge just like this I …
  9. I can totally relate to your concern. I felt the same way when …
  10. You are right to think that with the circumstances you are in. I am offering you a new element that hasn’t been possible until now. That element is …
  11. What if …
  12. Let me pause you real quick. Are you saying …
  13. I am curious. What has kept you in this conversation after telling me no 12 times?

What you say is not as important as that you say something that keeps the conversation going without creating more resistance in your prospect. My mini-stories suggest images of success for my prospect to imagine, neutralizing the resistance of ‘being sold’ and create an openness for me to re-ask and close based on what their goals and outcomes.

Here is an example of how I would use the #1 redirect with one of my micro-experiences that could lead to closing a sale after I was rejected.  

They say, “Not interested.”

I say, “I understand that you would feel that way. Edison at VHA Corp felt that way too. He didn’t get that asking the same questions were getting him the same results. We found that shifting the questions focus from his service to a broader range of client-need gave him a 30% increase in sales in 6 weeks. It was incredible. What would 30% increase, or how about just a 5% increase across the board in sales for your company look like to you?” 

Then once he tells what that increase would mean, then close. “Great, that is what I am offering. Who is in charge of approving sales development proposals?” and so on. 

Now your turn! Develop your top 12 align and redirect statements. Then your top 12 mini-experiences to suggest success and reduce resistance to your offer through story. 

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