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JACK CANFIELD – Wealth and Success in 4 easy steps

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How do I write a Personal Development Plan ?

I have been asked at work to write a Personal Development Plan to be submitted to me by Friday. Where do I start, what do they want to know about me ? are there any examples or templates I could use as a good starting point ?

There are lots of templates if you google it – and I think there’s one on the businesslink website too. You can alter it to suit your business and role.

What Is Personal Development And Is It Right For Me?

Personal development may turn a lot of people off because of its image. You always see these self-proclaimed gurus, peddling their tape sets and e-books, telling you that you can be happier, become a millionaire, lose weight, learn to use superhuman powers and read “War And Peace” in 15 minutes… if you’ll just buy their CD set or e-book!

It’s no wonder this can turn people off. Personal development might seem tacky or new-agey to you, but if you look a little more closely at what they have to offer you, you might find something very useful there.

“Personal development” basically means working on yourself. That’s it. It’s a pretty general category. It’s something that athletes, artists, celebrities and business owners all to in order to achieve their personal best at what they do. If you consider simply that personal development means doing what you do the best you can, it starts to make a lot more sense.

Maybe you don’t want the Maharishi’s 10-Day Weight Loss Hypnosis Program, or the Brainwave Machine that unlocks the millionaire giant within; but what about some tips and strategies to help you use your time better, deal more effectively with difficulties in your professional life, or improve your skills and abilities? Here are some common subtopics in the wide field of personal development.

Coping strategies. Stress is no joke. Little things that happen everyday can cause you a lot of frustration and health trouble. Everybody has their way of dealing with stress, but personal improvement can help offer you some new ideas for how to deal with little daily difficulties.

Getting the most out of everyday. Everybody could use more time in their busy lives. But honestly, if you had more free time, don’t you think you’d end up wasting it somehow? We don’t need MORE time; we need to use the time we have more effectively. Everybody I know could use a little help getting organized!

Overcoming personal problems. We all have little things that keep us from doing what we want to do, and they differ from person to person. Have you ever heard the saying “God grant me the serenity to accept the things I cannot change, courage to change the things I can, and wisdom always to tell the difference?” Personal development can help you figure out how to deal and live with your own personal problems.

Dealing with difficult people. You are bound to have to deal with people at your job or in your family that give you a major headache. You can work on yourself so that you can handle other people and not let little things get to you.

Working around life’s obstacles. Things aren’t ever going to go the way you’ve planned, and you will always face difficult times. Personal development can teach you ways that you can handle life’s crises without destructive consequences. Nobody can totally go it alone.

Increasing your brain power. In your everyday life, you only use a small fraction of your brain. Wouldn’t you like to improve your memory, control your mind and get more out of your grey matter? Personal development can show you all kinds of new ways to use your brain. There’s a lot going on there that you don’t know about!

Probably the most important thing personal development has to offer is a way to stay positive. It’s not always easy to do. It’s much easier to develop negative patterns of thinking that only drag us down in the muck.

If you’re a skeptic, like me, surf the net a little and see what you find. Don’t be close minded; personal development may have something to offer you.

James Allen
http://www.articlesbase.com/self-help-articles/what-is-personal-development-and-is-it-right-for-me-107475.html

MasterMind – Your Roadmap to Success – The Top Two Things You Can Do!

How did it all begin? Andrew Carnegie lived around 1904 and was “America’s First Billionaire”.

Over a hundred years ago, there was a young Scottish boy who was raised in a world where there were few or no books.

Can you imagine? No books? In that day and age, books were not only rare, but strange and scarce. There was, of course, no internet, and there were not even any public libraries.

Libraries, such as they were, were private and owned by wealthy individuals in the community. Books were very rarely loaned or allowed to leave the home (“library”). The rule of the day was: books were for personal use only.

However, there happened to be an unusual situation in the area in which Andrew Carnegie grew up. In fact, it was so unusual that people actually gossiped about it!

The wealthiest man in that area was actually allowing his books to go out on loan! He allowed people, even young people, to “take” a book, so they could read it, and then bring it back. What a “funny” idea!

But Andrew didn’t think so. He took advantage of this very special opportunity. It made such an impression on him, it impacted not only his world but ultimately the world at large forever.

Goals and Gold:
Years went by and Andrew Carnegie did very well in business. As a young man he had two goals:

- Goal #1: in the first half of his life, to become extraordinarily successful and

- Goal #2: in the second half of his life, to give all that money away in appreciation to America for what it had done for him.

the Rich become Richer – how do they do that?:

As it became exceedingly clear that he had accomplished his first goal, and he began undertaking the second goal, people began to ask him how he had become successful.

It might seem to be an easy answer, but it became more and more difficult for him to say exactly what had been the things, which had been the foundation of his success.

Of course he had lived his life, and done many things, but he didn’t believe many things had created his success. He thought there had to be something simple, even if he wasn’t quite sure where the true power lay.

So he hired young cub reporter, Napoleon Hill, to compile what would later become the book we know as “Think and Grow Rich”.

At the time, he asked Napoleon to go around and interview 550 presidents of the largest corporations in America, most of who were Carnegie’s personal friends. The interview had one basic question: what has made you so successful?

The Secrets of the Millionaire Masters!:
It took over 2 years to complete all these interviews. When it was done, Carnegie reviewed all this information, added his own experience, and found their “Secrets of Success” could be summarized in just two simple phrases:

If you would be exceeding successful in this life:
1) Know very clearly where it is you want to go
2) Be a member of a group that also wants to succeed.

John Dealey
http://www.articlesbase.com/self-help-articles/mastermind-your-roadmap-to-success-the-top-two-things-you-can-do-83801.html

Management Skills for New Managers – AMA Seminar #2238

Gain the core skills you need to succeed!
This seminar will give you the crucial foundational skills to shift from being an individual contributor to a manager who can drive bottom-line performance. Using guided role play, exercises and skill practice sessions, you will discover how to adjust your management style, tackle new challenges and get results across all functional areas.

In-depth skills practice using the Situational Leadership II model combined with interactive activities take you through the paces of motivation, delegation, coaching, communication, performance management and leadership. Combined with a personal skills assessment, you can zone in on your strengths and weaknesses and shift your focus to areas of improvement so you can further expand your sphere of influence and achieve team synergy and success.

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The Slight Edge of Personal Development

What is the Slight Edge and what does it have to do with personal development, self help, success, prosperity, abundance, wealth, business, career, money and freedom? The Slight Edge is a philosophy for living life that was introduced to me by a man named Jeff Olson. Not only are the principles of the Slight Edge intertwined with all of the things mentioned above, but it also is at work in the lives of those who experience depression, poverty, poor health, debt, unemployment, jobs they hate and unfulfilling relationships. The Slight Edge is at work all the time, every day in the life of every single conscious human being on this planet.

You can read Jeff Olson’s book or listen to his audio program about the Slight Edge, but I will do my best to simply summarize its meaning here for you. The Slight Edge is really referring to the very slight difference between making positive choices and negative ones, between choosing things that will enhance and improve our lives versus things that will bring us less than we truly desire. For instance, each day you have an opportunity to make hundreds, if not thousands of decisions! When to wake up, what to wear, what to eat, whether or not to exercise, what to say or not say to family and friends, what to read, what to watch, where to go, what people to see and spend time with, what to listen to, what to think and on and on and on.

Most of these “choices” that we make each day may not even feel like choices because so many of them are made on more of an unconscious level than a conscious one. However, even choices that we make day and day out require our conscious approval in order to take place and we have the power and ability within ourselves to change what choices we make at any given time. Understanding how the Slight Edge works and the difference it can make in your life over time will give you an added sense of discipline and desire to make those positive choices that are in your best interest.

An important element of the Slight Edge philosophy is understanding that most individual choices are easy to do, but they are also easy not to do. It’s easy to choose to eat a healthy salad for lunch instead of a hamburger, but it is also easy not to do that. Therein lies the power of the Slight Edge choice. To understand the influence of the Slight Edge at work in your life it is important to look at a given choice over time, let’s say one year. If you watch one hour of television each day, that doesn’t really seem like a big deal right? It is certainly easy to do and it could also be said that it is easy not do. On average, Americans watch much more than one hour of television a day, but for the sake of this illustration we will assume you watch just one hour. The equates to seven hours a week, approximately 30 hours a month and 365 hours a year, which is equivalent to more than nine 40 hour work weeks! I’m not saying this is good or bad I’m just illustrating the power of the Slight Edge at work. When you think about your daily choices in terms of their impact and influence in your life over one year or one decade, it puts those activities into better perspective.

Now, I’m not saying we should not watch TV, go to movies, relax, or anything like that. I enjoy doing all of those things, in proper balance. My intention in sharing my experience with this philosophy with you is to help you understand that there are little simple things that you can begin doing today, that if done over time, will absolutely transform your life. It is about understanding the potential that each of us have to grow, to progress, to improve, to create, to expand and to be a better, more fulfilled and happy person in one year than we are today! How can we go about making Slight Edge improvements to our daily choices so that we can experience consistent growth and personal development in our lives? There are several ways and I will share a few that have worked phenomenally well for me.

Reading personal development or self help books and listening to similar audio programs has made a huge difference in my life. Do you realize that if you read just 10 pages from a personal development book every day that you will have read 3,650 pages by the end of just one year! Sure, the math is easy and it makes sense, but that translates to easily one or two dozen books. It only takes about 30 minutes a day to do that yet the impact upon the way you think, act and live your life will be tremendously enhanced. Reading 10 pages a day is easy to do. It is also easy not to do. Therein lies the power of the Slight Edge decision. Additionally, if you listen to just 15 minutes of inspiring personal development audio programs, podcasts or audiobooks each day while driving to and from work or while exercising, that equates to 91.25 hours of listening in one year; more than two 40 hour work weeks put together! Do you think putting such content into your mind and applying it in your life would help you to become a better person and be more successful in achieving your personal and professional goals? Absolutely! It is easy to do? Is it easy not to do?

You see, a large majority of people read trashy magazines, watch tv and listen to worthless radio instead of reading personal development books, listening to inspiring audio and taking a little time out to improve their lives. We should not be surprised if our lives our not what we wish them to be if we are not taking the simple daily actions to improve ourselves and to be better. Our lives right now, in this present moment, are nothing more than a cumulative result of everything that we have thought and done previously in life! If you do not like your situation, your relationships, your job, your build, your income (or lack thereof), then look in the mirror and make a firm resolve to yourself that you will begin TODAY to make changes in the Slight Edge choices you make each day. Don’t beat yourself and drop deeper into depression. Celebrate and get excited that you now know what you can do to change your life for the better. Will you transform into the life of your dreams overnight? Of course not. However, by making slight changes each day in the seemingly insignificant choices of what you do, your life will absolutely be transformed in a years time, probably much sooner. I have experienced this first hand and I absolutely know that it works.

When I was a teenager I was hanging out with the wrong crowd and got involved in drinking, drugs, smoking, theft and all variety of unhealthy behavior. My life was falling apart quickly and the future did not look to bright for me. After having a very scary experience with drugs I made a firm decision that I was going to change my life. I made some drastic decisions at that point to dis-associate from my friends, to get rid of all my depressing music, to stop abusing substances and to begin working heavily on improving myself, my mind, my body, my life. What I’ve found for myself and for others is that immediate change can be noticed and experienced, especially when you are making these changes at a very low point in your life. If you are in the depths of despair and the whole world seems to be crashing in upon you then shifting your mind, body and spirit can make a visual transformational difference upon you in a matter of hours. A lot of that depends upon the intensity of your determination to change and to improve your life and your willingness to disassociate yourself, as much as possible, from those things or people that have had such a powerful negative influence over you. This isn’t about running from your problems, but rather about taking back control of your life and not giving that control to anyone but yourself.

I read book after book about personal development. About thoughts, behavior, attitude, goals, success, achievement, etc. Just get your hands on any personal development books that really jump out at you, dive in and absorb as much as you can as quickly as you can. What I loved about these books is that there were always numerous ideas and suggestions that I could immediately begin applying in my mind and in my life to see how they would make a difference. I would do the exercises, follow the guidance and see what happened. I also did a lot of spiritual exploration during this time, praying, meditation, reading scripture and just cleansing myself as well as I knew how. This will be a different process for everyone depending upon your religious persuasions, where you live and what spiritual books and teachers are a part of your life. I also began eating more healthy foods, exercising and getting more adequate rest every night. This was invigorating to build my body, to develop and to see that it was ready to take on new challenges and to be pushed to new limits. That felt good and seemed to help accelerate the growth I was experiencing mentally, emotionally and spiritually as well.

I was 18 years of age when I made that decision to change my life for the better. I am now 31 and have by no means reached the pinnacle of personal growth and achievement. However, I have been fortunate to have enjoyed many remarkable experiences and blessings in my life, due in large part to the fact that I have been continually working on improving myself and the lives of those around me. I’ve traveled throughout the United States and Canada. I received scholarships to college and graduated with honors. I married a beautiful woman when I was 24 and we now have two incredible children with our third to arrive this summer. I have started businesses, invested in real estate, managed multi-million dollar companies and consulted entrepreneurs. I currently own a multi-million dollar business within the Health and Wellness industry and am able to help people from all walks of life all over the world. My future is bright and I know that there are no limits to what I can achieve as long as I continue to follow the Slight Edge path of personal development and striving to improve the lives of others.

It is my desire that you will join with me in this phenomenal journey of life. If you are looking to make some changes in your life, do it now! Take the time for some personal exploration, set your goals, decide what small things you can begin doing each day that will have a powerful cumulative effect upon you and your family in your life. If you are looking to make a professional change or to work within a business that is perfectly aligned with these principles, then let me know. I’d love to explore the possibility of working together with you in my business and helping you to accomplish all of the goals that you set for yourself.

If you would like to learn more about the business that has provided me with an unlimited opportunity for developing true time freedom and financial freedom, simply visit my site at http://www.rockthechoc.com!

Until then, enjoy the journey,

Munro Murdock

Munro Murdock
http://www.articlesbase.com/self-improvement-articles/the-slight-edge-of-personal-development-726362.html

Everyone’s Told You to Study Napoleon Hill -Yet How Can You Use His Book to *Think* and *Grow* Rich?

If you’re an entrepreneur or in business yourself, or you’re among the highest ranks in the corporate world, no doubt you’ve had the message drilled in your head: “If you want to be successful, you’ve got to read ‘Think and Grow Rich.’”

And it’s true – I know almost all the top guys online and many of the best marketers in the world. I’m not aware of any of them who have read it fewer than a half dozen times. In fact they’ll tell you the more they read it, the more successful they became.

That’s my experience, too, especially once I read it from the standpoint of helping others master Napoleon Hill’s classic book from 1937 (I only use the Original Version, because it was changed many times over the years, even long after he died in 1970.)

The thing about “Think and Grow Rich”, as great as it is and as much as it can transform your life… the promise of the title has not been fulfilled for most people who’ve read the book.

In fact statistics I’ve seen say “Think and Grow Rich” has sold either 50,000,000 or 60,000,000 copies, depending on what your source is. Yet the book is widely credited with creating 1,000,000 millionaires.

Why not 50,000,000 or 60,000,000 millionaires? Why have fewer than 2% of the people who bought “Think and Grow Rich” been able to Think and Grow Rich?

The simple answer goes back to the fact that the most successful business people read it repeatedly and read it often.

For example, especially when they’re just starting to become successful, they keep it near them and read it at any breaks in the day – while they’re on-hold, waiting in an airport for their flight to leave, on the subway to and from work. They also listen to the audios of the Original 1937 Version while they’re driving.

Because it’s that constant reinforcement, over several weeks and months, that transforms how they Think, which then does result in them becoming Rich.

And, again, how rich they become is proportional to how often they study the book’s teachings and allow it to change how they think.

We know it takes most people three weeks to a month to make something a habit, and how we think is just a habit, too, the result of how we’ve become used to thinking. This is really “The Secret” to taking the wisdom in Napoleon Hill’s book and allowing it to deliver on its promise of making us rich.

Let’s look at it this way – most people have been trained to think of themselves as being the victim of circumstance and not having much power over their fate.

They’ve also been trained to lose interest in something and quickly move onto the next thing, so they don’t spend much time with anything and really benefit from any of it.

“Think and Grow Rich” isn’t meant to entertain you, although it will if you just read it casually. It’s meant to transform how you think, and it will if you use it the way Napoleon Hill intended.

Think about it. Your habits of thought, how you think, developed over a period of probably decades, and they determine all aspects of your life from how wealthy you are to how happy, how confident and how fulfilled you feel.

If you don’t have everything you want, right now, then how you think isn’t entirely supporting you.

Because as you know if you’ve studied “Think and Grow Rich” at least a half dozen times as the most successful people you respect, your life now is the exact result of your previous thinking.

You’ve heard the old cliche – and they become cliches because they’re true – “change your mind, change your life”. That’s the essence of how you will Think and Grow Rich.

The point of studying “Think and Grow Rich” six or more times is that continual exposure to this empowering wisdom will over time change your habits of thinking, replacing the old habits that no longer support who you are today. Instead, they build in you the habits of knowing and keeping in mind you have the power to create anything you want, and you have in the training the exact way of making it yours.

Once you’ve reached the “Thought Tipping Point” where the ongoing infusion of the Think and Grow Rich Philosophy has replaced your old habits of thought, then very quickly your life becomes better in all areas, and you start living the promise of the title.

That’s when you’ll Think and Grow Rich!

Daniel Klatt
http://www.articlesbase.com/motivational-articles/everyones-told-you-to-study-napoleon-hill-yet-how-can-you-use-his-book-to-think-and-grow-rich-79943.html

Face-to-face Vs. Phone Sales: a Case Study

I recently was halfway around the world, meeting a new business partner, and found myself in the midst of a seller’s nightmare: I had to do an in-person prospecting call on one of the world’s largest banks, with an unfamiliar business partner, with no idea of the reason behind the cold call, or the people who would be there.

When I was picked up from the airport I was told of this meeting, and there was no one available to discuss anything with me until we were at the client site. Nightmare.

As we entered the building, I quickly asked the history of the prospect relationship, the expected outcome, and the level of the folks we were meeting with. The news wasn’t good: this was the first prospecting call and they weren’t sure who would be attending, but they hoped I could help them open the account by using my Buying Facilitation model to encourage a working relationship.

Great. Just great. Unprepared. No data. No strategic planning. The prospect would see an unknown vendor, coming for an unknown reason, dragging along a very tired – and unknown – foreigner. They’d most likely know nothing about my work, models, or books. They wouldn’t know how to differentiate me from the competition, or how to choose me.

What would success even look like? And other than what I’d read and heard about this Middle Eastern country I didn’t even understand the cultural norms of vendor/client communication, not to mention if my being a woman would be a negative.

THE NEED FOR FACE MEETINGS

When Dale Carnegie introduced the need for face meetings, face time was vital due to the difficulty in getting broad exposure for products. Now, we can take it for granted that the next seller who stands in front of our prospect – if we can even get an appointment! – will be just as charming, caring, well-dressed, smart, and professional. And if a personal relationship is the only criteria for a prospect choosing a vendor, then the seller has a truly long slog here, to find only those buyers with buying patterns and personalities that match the seller’s selling patterns and personality.

I don’t believe in using my body as a prospecting tool. I believe that if it’s important to a seller to have a face meeting, they should first become part of the prospect’s decision team and have already decided collaboratively, with the prospect, how they plan on working together and how best to use a face meeting. Then, a face meeting cements the relationship and brings together the rest of the decision team, even on the first meeting. Otherwise, the only prospects who will agree to a face meeting are those already in the market, and interviewing untold others. Not to mention that when several things seem the same, the only differentiator is price.

But I didn’t have much choice in this instance, and there was no agreement, action plan, or stated outcome that a prospecting call using Buying Facilitation would have ensured.

I realized that I would be out of control during this call, even if my training would solve their business problem: there was no prior decision on who should attend the meeting and an untold number of people from the decision team wouldn’t be present (and would need to be managed afterwards somehow); and if they were willing to see us on a cold call, they were certainly seeing others.

CASE STUDY OF A FACE-TO-FACE PROSPECTING CALL

Given that my choices were limited, our meeting proved interesting. I believe I made a difference in our ultimate outcome, but I’m not sure that a face meeting was any more successful than if I had used Facilitative Questions on the phone.

I’ll describe the face visit conversation, and then offer a mock Buying Facilitation conversation as to a phone call I might have had prior to the meeting.

Meeting

At the prospect’s site, a large man with a gentle persona, followed by a smaller, local, man, came out to bring us to a small office in which sat a very professionally attired woman. The large man sat down in a tiny chair, and the smaller man went behind a very large desk. As they introduced themselves, I barely had time to peruse the 2 business cards handed to me – the men gave me cards, but not the woman.

I addressed my first Facilitative Question to the man behind the desk: “How are you currently adding new sales skills to the ones you’re already offering your

staff?” I realized that I had addressed the question to the wrong man, as I noticed everyone looked to the large man in the small chair for an answer. I quickly glanced down at the business cards and noticed this man was the big big boss. He began telling a charming story of how he was just in the country for a few weeks, and newly brought in to head up this division and bring in new thinking. He said he was delighted that I asked that question.

OK. I was on the right track but there was a major problem: the local man at the big desk had been at the bank for a long time, and was the sales manager for 5 years. If he had been doing a good job, the new man wouldn’t have been brought in! Not to mention that the smaller man most likely had a team of loyal followers (in countries outside the US, folks stay at their jobs for decades) who would have some strong feelings about a new man, from another country, coming in with big ideas that would certainly change their status quo.

The problem was much, much bigger than needing new sales skills. All of the brilliance I offered would be moot if they couldn’t manage the internal politics that this problem created. And, obviously, I couldn’t manage the internal politics for them: while their Identified Problem was something I could solve with my product, until they could manage their internal politics, they weren’t going to take any action.

The internal problem

Once I recognized the elephant in the room, I decided to ask a tactical Facilitative Question to help my prospects begin to make sense of their main issue:

“Since you (the man at the desk) have been around for some time and have a loyal team behind you, how can you bring in new thinking (which he obviously had failed to do) that might represent change, and have the team remain loyal?”

The man behind the desk nodded:

“No problem. No problem. We can handle this. We are very excited to have someone new join us with new ideas. We look forward to change and hearing how you could help us.”

Right.

The boss quietly said:

“That is why I’m here: to bring in new thinking, and manage implementations. I’m sure that we can all get on board here and there shouldn’t be a problem. I’ve done this sort of thing in other banks, and we’ve been successful. I have met the folks here and they are great. It will be fine.”

OK. Now I had a larger problem. They were either really going to be fine, they were doing denial, or just giving me, the outsider, the company view. I had no way of knowing. I turned to the woman (turns out she was the training manager) seated, quietly, next to me and said to her:

“I’m so glad that everyone is getting on so well, and I’m sure that it will work out fine. I’m wondering what you would need from a vendor to ensure an easy implementation?”

She briefly opened her eyes wide, and quickly returned to her very very composed, professional behavior.

“Thanks for bringing that up and caring. I’m sure that there won’t be a problem, like the gentlemen said (smart woman). In case there is, maybe you could explain to us what you have done in the past when bringing in new material? And possibly give us a run-down on what you have that might be interesting to us to help us differentiate ourselves from our competitors, as I saw on your website (Ah. The woman had done her homework.)? If what you have has value for us, maybe you and I could have further conversations about the content. Along the way, if any internal issues come up – which I don’t think there will be – we can discuss them at the time.”

Good. I just got onto the decision team.

“Great. It seems to me there are several issues here. One: how will you all decide on the specific type of new thinking you would be willing to bring in; Two: how you’ll know that one specific set of skills would work better than another since you wouldn’t have a way to understand the outcome before you start; Three: how you could ensure, before you start, that a new skill set would work comfortably with that your folks are already using; Four: how will you know when it’s time to address implementation issues; Five: how would you know we would be the type of partner who could help you manage all of these issues?”

Follow-up action

The boss nodded vigorously and smiled. He asked me to write down the points I’d just made, email them to him, and contact him in two weeks to move the conversation forward. Sounded great – until I called him at the appropriate time, and he told me that he had handed everything over to the training manager. I had to ask permission to speak with her as no one had given me her number. I have left a message for her and have gotten no response yet.

I believe my ‘relationship’ with them all is as good as their memory. Did they like me? Appreciate me and my questions? Yes. Did that move the sale along? Not convinced – they still have too many internal issues to manage. And now I have to find ways to maintain the relationship and conversation, while living half-way around the world.

Because there was so much going on in the room, I’m not convinced they understood the difference between Buying Facilitation and a more conventional selling model. I have started a conversation, and we have developed some rapport. I believe they trust me a bit, and might consider a pilot – but I’m also sure they will pilot other programs as well.

Since I teach that it’s not necessary to make a face-to-face visit until the internal decision team has agreed to change and has a model for the specifics of how to bring in a new idea/product/vendor, I was curious if what happened in this interaction could have been managed better on the phone. I think so.

MOCK CONVERSATION OF TYPICAL BUYING FACILITATION SEQUENCE

I’ve never had a face meeting prior to signing a contract with a major corporation, and yet on a second or third conference call, I’ve met with the entire decision team and made collaborative decisions involving a great deal of buy-in and change. I will create a similar conversation here, much like I’ve done (literally) thousands of times before. Note the difference with the absence of the political issues, and how far I can get using these Facilitative Questions on the phone:

SDM: How are you currently offering new selling skills to your sales people?

Boss: We haven’t been. I’m just here a few weeks, and I was brought in to help us differentiate ourselves from the competition. I’m actually seeking new material to trial now as part of my purview.

SDM: That sounds exciting. What fun! What has stopped your group from achieving this until now?

Boss: The past manager was very good at keeping the status quo and managing the office politics. My job is to find new thinking and bring it in. Do you have something new for us?

SDM: Well, I’ve got a new sales model, but let’s discuss that in a few moments as I think there are other issues we’d need to manage first. I suspect you’ll have to manage some internal, personal issues with the old manager and his team with whatever material you choose. How would you need to work with a new vendor to ensure that you, the decision team, and the vendor, would all work well together while implementing a trial?

Boss: We’d all have to get on board here, make some team agreements, and monitor the implementation from the beginning. I would bring in the training manager to help with this as I believe her to be very committed to success. I’d also have to understand that your material, over the more conventional material, would bring me the new skills that I’m seeking while not creating too much confusion for our sales folks who have been using SPIN for a long time.

SDM: So as we move forward, we’d have to ensure that there is buy in from the decision team, and be aware of any danger signs. We could work that out between us. Before I give you data about my Buying Facilitation Method®, can you tell me what would new skills give you that you don’t have already?

Boss: We’re having great difficulty differentiating ourselves in this market: our products appear similar to our competitors, and clients don’t know how to buy us. We’ve tried educating them, but that doesn’t seem to make much of a difference in our numbers.

SDM: My model, Buying Facilitation, helps buyers know how to choose you over the competition. It’s a collaborative decision making model, rather than a product placement or problem solving model – it gives sellers the tools to teaches buyers how to buy, rather than approaching it through the product sale. How would you know, before we were to do a pilot, that you and the rest of the team would be willing to consider a model this unusual?

Boss: I’d have to understand it better, and the team would have to agree to consider it. How can we get a hold of material that would help us learn more about it?

SDM: In addition to sending you some reading material, I’m actually coming to that part of the world in a few weeks. I would love to stop in and meet with all of you. What would be the best use of our time together once I’m there? And, given all of the political issues you’re facing in your new assignment, who should be at the meeting, what would you need to see from me, and what sort of an outcome would we be seeking? I think it would be best to plan all of this before I get there.

Different outcomes

In my estimation, had I been able to use Facilitative Questions on the phone prior to our face meeting as I did in the mock conversation above, I could have helped the Boss recognize the internal issues (politics, relationship issues, and management issues, etc.) that needed to be managed outside of the purview of the Identified Problem and accelerate his decision cycle accordingly. I would have become his decision partner and eschewed the uncomfortable relationship issues that came up during our meeting. By the time it was relevant to discuss and pitch my product, he and the team would have been in a position to make a purchasing decision – or not, and I would have known that prior to making a face visit. [Note: Buy the book that breaks down the decision segment from the product sale segment: Buying Facilitation: the new way to sell that expands and influences decisions, at www.buyingfacilitation.com]

Use face-to-face meetings to cement the decisions the entire decision team needs to make with you; use the phone to help the early decisions get made and the decision teams coalesce and start taking the action they need to take anyway. It’s the internal, unique, and idiosyncratic systems end of the buying decision that’s been hidden from us for so long, but is now able to be managed with the Buying Facilitation Method®.

The time it takes buyers to come up with their own answers is the length of the sales cycle, whether it’s a decision to buy an insurance policy or a company-wide implementation. By leading the buyer through the entire range of necessary decisions, you can reduce the length of the sales cycle by 75% and you can do much of this on the phone. By sticking to Dale Carnegie’s belief that sales calls need to be face-to-face, you’re 1. helping delay the sales cycle, 2. not getting to partner with the decision team in a truly supportive way until farther into the sales cycle than necessary, 3. wasting unnecessary time on prospects who won’t buy, 4. keeping yourself solidly in a price, product, and service competition, and 5. waiting in the dark as the decision team figures out the decisions they need to make that you could have sequentially walked them through much more quickly.

Sharon Drew Morgen
http://www.articlesbase.com/sales-articles/facetoface-vs-phone-sales-a-case-study-130481.html

How Can Coaching Affect Your Marketing Recruiters Network

To build your own marketing recruiters network takes a lot of work on the part of both of you. To find a network marketing leader is a numbers game to a certain extent. But there is a little more to it. To build a successful network of distributors you first and foremost have to be a coach. Until you have a solid group of your own leaders in place you are going to have to invest time and effort to do this.

In network marketing coaching is a strategy used to help a distributor to reach their fullest potential and achieve their goals. The coach first helps to define the goals, and then supports the distributor in executing them by mapping out a strategy and helping them stay on track. This will take longer for some distributors and shorter for others. They key is that you are available when you are needed and are in contact on a consistent basis.

Thanks to the internet you can automate this with the use of an autoresponder. One on one phone training will make a big difference as well to give a personal attention to any distributor you feel is worth the effort. Conference calls can provide group coaching and help you identify potential leaders as well.

MLM coaching helps distributors to find a balance in their spirtual life, jobs if they have one, mlm business, family, recreation and physical fitness as well. To be happy you need a balance in your life and you need to be able to coach your own downline on how to do that. Duplication is a big part of coaching and developing leaders. People will copy you if you lead them. The will duplicate you as they become successful themselves.

Personal development is often discussed as a big part of success in any network marketing business. To build a successful network of marketing recruiters you are going to have to be a coach and that will probably mean helping people change their lives. Personal growth almost always precedes business growth and every coach has to do this as well as teach it.

If you are looking for something rewarding to do with your own life starting a network marketing business and becoming a coach for your downline is a great thing to do. Just like a football coach your success will be judged by winning and losing. How well are you able to develop your team into the success they want to be.

Jeff Schuman
http://www.articlesbase.com/home-business-articles/how-can-coaching-affect-your-marketing-recruiters-network-95709.html