Have you ever met someone who has focused so focused on their past failures that they cannot move forward to their present success? They replay the conversations, disappointments, their failures in their heads so often one might think it was a television show stuck on a static rerun that blocks their ability to attend to TODAY. What does that do for their future?????

So many times if we’d just take the time to “clean house” mentally of what we’re telling ourselves and replace those lines with new goals, new affirmations, and new scripts….WOW…what a difference that alone would make!!!
If we told a child over and over and over again what they didn’t do, would it encourage them to do differently the next day? Why would you treat yourself any differently or your staff or team members???

Doing ………..that is what counts. Doing……….the ACTION steps of what you accomplish in a day………DOING……have you taken a pause to think exactly about what you are DOING in your business….there’s alot of talk about appointments, classes, demonstrations, follow up, coaching a client, but if you checked your date book, what is it saying about exactly what you are DOING to accomplish those things?
How long should you feel guilty, ashamed, embarassed, pained, about your past? I believe right up until yesterday was LONG ENOUGH. Today is a new day, do new things, choose new thoughts, and DO what you know to do to make today count for your business!!! I know you can and can’t wait to hear of your success!!!))

Courage!!!!

David

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Good Morning )))

Have you stopped to think about what you’ll do today? Tomorrow? Saturday? You probably have a pretty good idea of what will happen at work, at home, with your spouse and/or children in the next few days…..but next week? next weekend???

Our clients are the same way. They know what they are doing in the next 24-84 hours, but after that, life begins to take over…..unexpected things come up, unexpected sickness or trips happen…. or simply fear of having someone over, cleaning the house, etc. Our clients need us to help them make events happen for their benefit. YES! You’re in the EVENT management business when you’re helping potential clients come to your host or hostesses’ event. So many times, clients don’t need a week or two to plan an event, they know what they can do tonight, tomorrow, or Saturday night! How many times have your own impromptu gatherings happened because someone called you and asked you over!

After your event, do you call within the 84 to 96 hour hour timeframe to follow-up on your clients, both those who purchased and those who didn’t. Those who purchased need your attention to make sure they have what they need, that they are aware of additional products you may have to help them with their purchase to help them be aware of additional products they might like. Do you call those who didn’t purchase need your follow-up as well, to let them know you appreciated their presence, and that you’re there to help them in any way you can.

Are you worried about the client who says they simply can’t afford you and you feel bad about asking again???? (They have no money? What do you need MORE than their purchase? Their referrals!!! I cannot tell you the number of clients I have helped through the barter process, because a client was willing to introduce me to more clients in exchange for receiving their product at a discount or free) Isn’t that the ultimate win-win for everyone? The client knows you’ll go the extra mile to help them reach their goal, you know that a satisfied customer is always a good thing. Wouldn’t it be amazing if you helped EVERY person at your events go home with your products….of course, many people will simply want to write you a check and go home…and that’s perfectly okay too!

Are you using the Success Key of following up on your clients and potential clients? Are you willing to use your phone to increase your income???

Courage!!!

David

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Does succceeding in your business seem as likely as moving this vehicle?

Then it is time to use the tools you have RIGHT NOW!

As part of the Business MRI we talked about yesterday I asked the question “What does your datebook show that you’ve done to contact potential clients, clients, or follow-up with clients EACH day?”

Today’s prescription for positive business outcomes is to spend one hour on the phone with clients using a script for each area of business: Potential client calls, repeat client opportunities, and follow-up client conversations.

Scripts allow you to minimize “off topic” conversations, introduce opportunities, and follow through on customer service needs. All it takes is a phone, a timer, and your willingness to learn and use the scripts! Using the timer or a watch to make sure each call stays specifically on your topic will make all the difference. Remember, always stop on a yes!

How would an hour a day dedicated time on the phone scheduling, following up, and creating new appointments change the outcomes you have set towards fulfilling your goals?

Successful professional sales personnel recognize and value activities that consistently deliver opportunities for:

1) Potential clients to become new purchasers of your products? (Invite, demonstrate and educate so they know why your product is the best!)

2) The valuable activity of reinforcing repeat business from clients you’ve developed through thank you’s, check back calls, and appreciation calls? (often with a new offer just for GREAT customers?)

3) The necessary component of providing positive customer follow-through and service as you offer further opportunities for repeat business and referrals to other clients.

If your business vehicle isn’t moving at the speed you’d like to …..is it time for a look under the hood? Are you using the keys you already own to make your business successful?

Courage!!!)))

David

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There are so many days when I hear clients lamenting sales outcomes that simply didn’t match their hopes. There is often much grief, shame, frustration and fear of permenant failure…..their energy is focused on what didn’t happen….how they didn’t reach their goal…how they wish something else had happened. So often their blame is so painful, when the truth is they simply didn’t do what they didn’t do. (not because they looked or dressed a certain way, had a freckle on their nose, or whatever reasons they are beating themselves up for)

For a moment let’s think about what that type of focus can do for a business. It’s a simple tool called a Business MRI . Just as a MRI in a clinical setting measures what cannot be seen by the surface, a Busienss MRI in peels away the surface of success or failure and takes a focused look at “My Readiness Index.” I work one-on-one with clients to perform a thorough Business MRI in my 1:1 day with David’s and develop thorough in-depth solutions for their businesses, but today I want to share with you an “at home” version of my Business MRI.

I would like to challenge you this day to schedule a Business MRI. Like all exams, this one might be a little uncomfortable, but wouldn’t an accurate diagnosis of why your goals aren’t being met be worth it???

One of the parts of the Business MRI you can do at home is:

1) Did you set goals for your business? Goals set for the short and long term truly matter. They are the road map of how to get to where you are trying to go. Your goals should be concrete, stated in the action format, and measurable. An example: I am engaging 20 new potential clients a week through ______ and I am doing a demonstration of my product to at least 7 of those new potentials each week. You see, if you set the goal, the studies tell us you have a 80% better chance of reaching it simply because you trained your brain to believe the action of the statement. Simply saying it outloud and writing it down concretely teaches your brain to work toward your goals even when you’re not focusing on it at the moment. Your subconscious continues to work and listen to the stated goal.

Each week are you looking at your goals, writing down what you did achieve and didn’t achieve on those goals? Are you making forward progress towards the goals? So many times the clients who come to me have specific needs and goals that they need to reach, but they have yet to define them concretely. After a few questions to concretely measure their EFFORT towards a goal…well, the answers seem to get quieter and quieter….

2) Are you spending more time focused on your past than what you are doing in your present ??? (TODAY!!!) We so often allow our minds to beat ourselves up, the truth is yesterday is indeed over…and the only effect you can have on your life is your choice to ACT today and to change your behavior today. Your sales outcomes and your tomorrow will be forever changed if you simply learn to make today the day to begin to accomplish whatever it is your hope, goal, or dream is.

the next important news about the MRI is just as powerful…..

Almost every.single.time someone comes to me with a business sales issue, the issue isn’t the product stopped working, or the recession economy took away their business, or the widget wonked out…..the true MRI of the sales professionals dayplanner revealed that the business behaviors of the business owner or sales team were not consistent with the behaviors that allow products to be offered, presented, and purchased to the clients they sell to!!! So often people get caught up in improving, re-organizing, or creating….instead of simply SELLING the product which was the goal!

Have you truly stopped and considered what an MRI of your business behaviors would reveal? Are you trying to convince yourself that your business isn’t working and yet the MRI might reveal the truth to be you aren’t working your business?

Today is the perfect day to make a decision to change the outcomes of your hopes, goals, and dreams. Today is the perfect day to set and attain goals for TODAY. Can you spend an hour on the phone using a script to talk to your potential clients about a product or promotion you have to share with them? Do you have time TODAY to send your email clients an update on what you have that would benefit their situation or business? Do you have time TODAY to simply examine what has worked in your business for the last six weeks, what produced income, what produced reorders or referrals? What was not a good use of your time, what did not product income that took your time?

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This last week I was in Hawaii, and I was truly blessed with its beauty and the experience I had while speaking there. One of the astounding parts of traveling to be with so many audiences is that you learn to truly enjoy seeing the “teachable ness” of a participant. One of my greatest joys is when someone who has come to my seminars or individual coaching sessions realizes the “Advantage of Opportunity” that is…the realization that if the person chooses to learn the skills necessary to change their outcomes, that they truly have the advantage….that opportunity is theirs with the commitment to learning the skills. We are so blessed here in America to be allowed to be in free enterprise, we are allowed what skills we learn and what businesses we own. The “Advantage of Opportunity” was never clearer to my audiences than in Hawaii with the group I was speaking in front of Saturday….wow…what a group they were…. ready, willing, and present to learn!!!

What opportunities are you passing by because you aren’t choosing to do what you know to do? What skills are you aware of, but haven’t committed to learning that will completely change your outcomes? Are you teachable? Do you believe that you have the ability to learn? Do you believe learning the skills that work for thousands of others will work for you? Of course they will! Make a commitment to yourself, let go of what ever it is that is holding you back, drop your past like a hot potatoe and make today a NEW day and examine what you are truly DOING today to reach your goals. I bet that if you refocus through the “Advantage of Opportunity” of using the skills or learning the skills you need to accomplish your goals, I know you’ll see the outcomes you’re seeking begin to line up with your goals!

Courage!!!)))

David

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Purpose. It is the “why” of why we do what we do. What is your purpose for having a business? What is your purpose for the effort you are willing to spend on your business? What is your payoff for a job well done?
Does your business meet your personal goals? Does your level of commitment to success outweigh your desire to stay the same? Professional sales personnel know that everything begins with a sell as Mary Kay Ashe would say. What are you selling? What are you buying? Are you accepting products into your life that are not the ones you were choosing? Have you committed to learning the processes that will directly affect your sales outcomes?
One of the purposes of www.DavidCooper.com is to provide soft-sell training that when learned will directly affect sales personnel’s outcomes in their daily goals. It is my hope and my privilege to help thousands of individuals a year reach their goals and fulfill the purposes they forsaw when beginning their sales careers. What is your purpose? Helping others? Providing security for your family? Sharing excellent products or services? Connecting people to the products they need?
Isn’t that purpose worth learning and practicing the skills to obtain the outcomes you seek?

Courage!!!

David

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Hey Hey Hey!!! Isn’t it always great to see clients and friends??? One of the things that amazes me each year after attending large conventions is that the attendees did not have a plan for what happens after the event. Learning occurs only when new lessons are APPLIED!!!! After attending a seminar or event, one has to go home, review and apply the lessons!!! Whether the lesson was how to use the scripts of a soft-sell approach, or practicing role playing with fellow salespeople or family members before attending a sales presentation, a large part of applying new learning is to learn the application of the lessons taught!!!
Professional sales personnel are open to listen, learn, and APPLY the lessons taught at workshops. Every sale begins with a “CALL TO ACTION” on the part of the sales person. Do you ask questions that allow your customer to realize what they need? Do you ask questions that lead your clients to understand why your product is the best choice for them? Do you ASK your way to success???
Do you need a new “Call to Action???” Do you know the WHY’s of why mastering the skills of soft-sell are important to your sales outcomes? Do you want to become a Walking-Talking-Sales-Deposits Making Machine? It is your choice to keep doing what you’ve always done or develop new skills to own new outcomes!!! What will your choice be???

Courage!!!
David

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In sales there are hundreds of opinions of “what matters” for closing a sale. The truth is there are many things that matter for a successful sales professional: Are you a person of integrity? Do you service or follow up with what product or service you sell? Are you willing to understand your clients’ need? Do you know your competition? Can you protect your clients from spending on unnecessary or over-the-top expenses, while making sure they purchase exactly what their needs require?
What Matters Most is your willingness to learn your product’s abilities, your willingness to serve, and your willingness to learn and practice the skills of soft-sell techniques! There are many mixed messages in professional sales, but the message that stands firm for the long term successful professionals is quality products presented with quality service, repeat customers and referrals created from excellent product experience and service is the winning combination.
The close you ask??? Knowing that purchasing is truly are your client’s choice. Presenting your clients the best options for their needs requirements with the knowledge that they truly are in control of the purchase….and are appreciative of whatever they choose while always always expecting them to be your customers from that day on, regardless of purchase.

Courage!!!!

David

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People ask me all the time what it takes to be successful. You know, in all my time as a speaker and as a soft-sell trainer, there has been one thing that has impressed me more than any other experience. Winners success are not based on being the smartest, the best looking, or the person who somehow received a “break” to become a successful person…….the successful “winners” are those who learned what my dear dear mentor Cavett told me over thirty years ago. “David….people don’t care how much you know…..until they know how much you care“

Successful people make it their purpose to listen to their clients needs and to be of assistance to as many people as they meet through their sharing of products, skills, or referrals. Successful professionals learn the skills, commit to becoming proficient in every area of their business and to continually learn the best practices to efficiently serve their clients.
The look of success is not a certain hair cut, outfit, or car, the look of success is a competent, confident, servant-hearted professional who know their product, its benefits, and how to help the clients and people before them……
Are you ready to own the look of success??? It’ll look good on you!!!!

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Your income will improve incrementally as your “Teachability Index” rises. What is my “Teachability Index?” you ask??? Your Teachability Index is your:

1) Openness to acknowledging that successful sales outcomes can be enhanced by exposure to and procurement of skills that can be mastered.
2) The willingness to RECEIVE specific instruction and commit to practicing the new skills until they are mastered.
3) A willingness to ACT on the received new “Core-Skills” and to utilize, rehearse, and role-play the new scripts and skills until they are a natural part of your presentation repetoire.
4) A willingness after receiving and mastering skills to ACT and use the new sales skills in your presentations.
5) A willingness to receive evaluative assistance from those professionals in your inner circle who have already mastered and utilize successful “Core-Skills” of selling and can help you identify areas of growth and areas of proficiency.
Sales success and increases in income are dependent upon your “Teachability Index” and continual study of the most efficient and outcomes successful methods of soft-sells presentations. Those who do what they have always done will continue to receive what they have always gotten, however….

……those sales professionals who choose to actively seek to be open to learning and willing to receive sales instruction and advance their Core-Skills will receive and achieve continual growth and increase in their sales outcomes!!!

Courage!!!

David

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