The San Antonio Spurs played not to win and wound up losing. The Spurs gave the power and control of the game to the Miami Heat and Miami took the power and control of their destiny and won. The Spurs will forever regret the position they took. Business lessons learned: Play to win instead of not to lose. Never give away your power or control of your destiny to the competition.
Archive for the ‘Pharmaceutical Sales’ Category
The last quarter of the year rolls around and you begin to hear some common refrains:
· “We are waiting until the first of the year”
· “Starting in January I am going to…”
· “We have to wait until spring when business picks up”
· “The first of the year I am really going to get into it.”
Here’s the reality for most people who make these statements: The calendar is the only thing that changes.
If you are waiting for the calendar to change your life or your business, you are kidding yourself. My own observation is that these false start dates are nothing more than excuses and actual obstacles to not face reality and take action. No matter your intentions, I think everyone has been guilty of false statements at some time.
Words are cheap. A U.S. General once said, “Every year I pay less attention to what people say and more to what they do.” Action is always where the rubber meets the road. However, actions are preceded by proper thoughts and beliefs. Just because a person says they are going to do something does not mean that their brain buys into the idea.
When you make a statement, you are consciously choosing to do so. The problem begins when your subconscious does not match up to the conscious choice. If your subconscious does not have any evidence to support your statements, the subconscious immediately begins to sabotage your thoughts. This is precisely why traditional goal setting and New Years Eve resolutions fail.
I have heard many times that in setting goals they must be believable to work. You can hear the “believable goals” mantra and interpret this to mean you need to pick a safe goal. Safe goals rarely inspire you to action. Safe goals are easy to say but they don’t fill enough emotional needs. Behind all realized goals are strong emotions that were on fire to be realized.
First of all, you have to set inspiring goals that create emotions inside you. Otherwise all you are doing is writing out a To-Do list. When was the last time you were “geeked” by your To-Do list? Stop listening to everyone’s “10 steps” and “10 rules” to everything and the “Dummy’s Guide to Goal Setting” and start living by your rules. It’s your life, your goals, your emotions and your rewards if you reach your goals. You make the rules. Go for as large a goal as you desire.
Secondly, start giving your subconscious all the evidence it needs to start believing. You may write your goal 100 times a day. You may write your goal and put on your bathroom mirror and say the goal aloud 10 times every morning. You may find 10 people who have reached your goal and reach out to interview them on what they did. You may close your eyes and visualize yourself at the moment you reach the goal and see it in vivid colors, feel the feeling as strongly as you can feel.
No matter what goal you choose, you have to take some kind action. Take a step, no matter how small, and then set in stone your next action and action date. The next action should be soon. The next hour or the next day would be best. Don’t make the next action step too long after the first, or leave it to chance that you will take your next step.
The dirty little secret to reaching any and every goal is that most goals are made up of small, boring, mundane steps that lead to your success. We live in an instant gratification society - “8-Minute Abs,” “Lose 10 Pounds in One Week,” “Lose Six Inches in One Week,” and so on. Those ads are all brilliant marketing strategies, because they promise instant results. The headline of “Lots of sweaty exercise and eating tons of vegetables will help you lose weight this year” would not get a lot of response. The general public would say they hate hype but the truth is most people love hype. People love HOPE - the easier the better.
Don’t wait for a calendar to change your life or your business. Usually the only thing that changes is the calendar.
Last month, we took a look at programming your subconscious to be the best supercomputer you’ll ever need to achieve success. This month, let’s take a look at some other ways to survive and thrive in your situation, and find the joy in your career and life.
First, you must quantify to qualify. You have to get a handle on what you are currently doing, and be honest. I have consulted with thousands of businesses over the years. I have found few, who are currently unsuccessful, willing at first to be honest about the reasons for their lack of success. There are almost always tons of excuses and a shocking lack of self-awareness.
Have you ever watched the reality TV shows about unsuccessful restaurants, bars, hotels, etc? You will notice it’s always the same elements in their lack of success. It also does not take a genius to discover it and fix it, but it does take self-awareness and honesty.
Self-awareness and personal responsibility are cornerstones in creating success or moving to another level. Programming your autopilot with successful habits is essential to success. Be ruthless with your time, because you cannot get it back.
Another cornerstone of success and goal attainment is to utilize what I call the “Polarization Effect.” This has taken me decades to truly understand and something I must be mindful of every day to experience ultimate success. Ultimate success is not only measured by the goal attainment, but in also truly enjoying and breathing in all that you have while you go for what you want.
Let me be more specific. Pain can be a tremendous motivator. Pain in your current position can move you towards getting what you want. You may have great pain about your income, financial position, weight, relationships, etc. This pain leads you to a defining moment. To quote the line from the movie Network, “I am mad as hell and I am not going to take it anymore.”
Some people may use this pain to motivate them for the rest of their lives. However, true joy and success comes from not only using this motivation to drive you, but also taking a deep breath every day as you drive yourself and realizing the joy you are receiving from the doing.
Attainment of goals without the enjoyment of doing is hollow. In this case, nothing can be good enough and no goal, no matter how big, can fulfill you. Begin to truly enjoy the moments of what you do. Strive to find absolute amazement and wonder in excellence.
Recently, I went to a concert featuring The Dirty Dozen Brass Band, Little Feat and Delbert McClinton. I have been listening to their music and watching these performers for decades. I watched in awe at the magnitude of their skill. These performers are better now than ever. Their passion was evident. I have also sat and watched a man shine shoes for 20 minutes and found myself amazed at his skill, communication and passion.
To be an expert and to be truly amazing at anything takes passion and dedication. Every day, look for examples of that passion and dedication in others and in you. Although it takes honesty about what you are doing right, it takes grace to give you and others credit for what you are doing right. Recognize and enjoy the performances.
There is a scene in the movie The Hustler with Paul Newman where Newman’s character, Fast Eddie Felson, is grousing about being a loser in life, but also talking about how he feels when he has a pool cue in his hands and his feeling of something truly amazing. His girlfriend in the movie, Piper Laurie, passionately tells him that most people go through life and never feel that kind of passion or excellence, and that he is anything but a loser.
Just remember, on the days that are not easy and the days you feel down on yourself, you are excellent and that you experience passion like few ever experience.
Go to work on seeing, doing and feeling that excellence as much as you possibly can. When you utilize the pain to motivate and the passion and feelings of excellence to saturate, then you are using my “Polarization Effect” to the fullest. You are using polar opposites in a way to maximize your skills, time, energies and enjoyment. The good news is that it does not take more effort to get to the next level. It is just a different type of effort and awareness.
1. The state or process of acting or doing: The medical team went into action.
2. Something done or accomplished; a deed.
3. Organized activity to accomplish an objective: a problem requiring drastic action.
4. The causation of change by the exertion of power or a natural process: the action of waves on a beach; the action of a drug on blood pressure.
5. A movement or a series of movements, as of an actor.
6. Manner of movement: a horse with fine action.
7. Habitual or vigorous activity; energy: a woman of action.
8. Behavior or conduct. Often used in the plural.
Two things keep people from being successful. First, is the lack of leverage and the second is laziness. The good news is that both are not incurable diseases but they can be if left untreated. Let’s take a look at both and how to get rid of each one.
Leverage creates the tipping point that gets you moving and taking action. Leverage can come from wants, needs, fear, love, hate and other emotional triggers. All leverage points are good if you channel them correctly even if they start out as a bad emotion such as anger. Whatever gets you into action is a good start. If your leverage point is a negative emotion such as anger, at least you are moving and will notice that the longer you keep moving, the more likely you are to replace your negative leverage with something more positive.
Discover and get familiar with the, Why. When the Why gets clear, the HOW gets easy! It is impossible to create leverage without the why. You may not always quite understand the deeper meaning for your why but you must recognize the why before you take action.
It is okay to start with extremely small steps. You can even take small steps that are guaranteed to give yourself positive reinforcement. I call these points RPE’s – Recent Positive Experience. Recent Positive Experience leads to more thorough risk-reward behavior patterns. Most people do the opposite. Most people want the goal or success and focus solely on the goal without recognizing the steps.
Each new year I witness newcomers to the gym. They usually have found a leverage point of pain, the pain of being too fat or too unhealthy. What they see in the mirror causes pain. The pain becomes unbearable and they want to remove the pain. I think it is an incredible point in their life and I am amazed at their desire. Sadly, often the burning fire of desire quickly evaporates. The New Year Resolution Group comes in like a tornado and they begin to work really hard. However, after a week, they don’t see the results of the hard work. We have become an instant gratification society. We want our results and we want them now. Bailouts, drive-thru’s, video on demand are all based upon instant gratification and speed.
Quickly, despair sets in and people stop taking action and it adds to their failure board as further proof that they cannot win. The sad truth is that they were just days away from beginning to see the results they wanted. They quit too soon. Most people do. Here is the lesson. At first, focus on the action as the result. The reward is in the action. With continued and corrected action results are guaranteed. If you knew you could play a sport and win, would you do it? Of course you would! Your life and your goals are the exact same thing. You are absolutely guaranteed success before you even start. It is undeniable and cannot be refuted. It is a given.
Start off knowing you cannot lose unless you quit. Focus on how successful each action is by itself and how each day that goes by there are more actions strung together that provides proof of success. Eventually you will see results and gain competence. Competence = Confidence. The more confidence you have the more you are likely to continue. Simply, look for reasons for your markers of success rather than your markers of failure. You may not always get the results when you want them or how you want them but you will get results. Stop beating yourself up and start giving yourself credit.
Start your journey by writing down what you want and then keep a journal of your actions and success. Read that journal and create a blueprint in your brain that reinforces you, your journey and success. After all, the true reward is the journey to the goal and not the goal itself. Give your subconscious testimonial proof of success for each action. If you are too tired or lack desire to do what you need to do just look at the journal and take one step. Just one step and then another. Eventually you have given yourself proof that even on your bad days you are an unstoppable force.
Divide your big goal into small goals and take one section at a time. Anything is possible this way and most things seem impossible any other way. Get yourself a reinforcement coach. We all know someone who is a positive influence that knows how to get you going. If you don’t, start looking and asking. Everyone needs a coach. The best of the best and the smartest of the smartest have coaches. People who are too good or too smart to have coaches are destined to fail eventually. Arrogance kills.
If you are looking for inspiration, think of something or someone greater than yourself. It is usually harder for us to let someone else down than ourselves. Make a commitment to someone else. Make a commitment to something good that rewards someone else when you reach your goal. Most importantly, make a commitment. What do you have to gain and what do you have to lose? What is most likely? The answer is usually in between. Don’t let your subconscious grow your fear to be so large that it irrationally keeps you from taking action. Most fear is irrational and keeps you unhappy in disguise as a way to keep you from getting hurt. Fear is paying interest on a debt not yet due. Just take action….
If you are lazy, lazy is not a terminal condition. First of all, laziness is a label given as permanent and is nothing more than a state of mind perpetuated into reality. Change your mind to change your reality. Ask yourself, what will I be like in 5 years, 10 years, 20 years if I keep this laziness up? What will I be as an example? If I were being interviewed at 100 years old about my life, what would I say? Would I be proud?
Where did all of this incredibly negative labeling begin for you? Where did it start? Write the word lazy on a dry erase board and erase it. Write down all the attributes of someone who is not lazy and someone you would admire. See yourself in your “mind’s eye” with those attributes being that person. Remember, what someone else says or thinks about you, has nothing to with YOU. You decide who you are and who you are is who you decide to be at any given moment. Simply decide this moment.
Here are some tips:
1) Start your morning differently
2) Write, write, and write what you want
3) Take one step at a time
4) Focus on the small actions as much as the result – RPE’s
5) Get a coach
6) Find the why
7) Create a new label
Write down one action you will take today and put it on your mirror
9) Focus on the good
10) Give yourself proof of winning
11) Cut out the cancer – Cancerous things, people, and surroundings
12) Ask yourself each day, how did I do?
13) Don’t beat yourself up. You are not perfect and no one is
14) Bombard your brain with positive influence – read, listen and watch good stuff
15) Give yourself permission to have set backs. It’s part of the process. Everyone has setbacks and no one and I mean no one goes through life unscathed. Who would want to? Your life is a story and a story without challenges would be boring as hell and there would be nothing to learn.
Remember: You are perfect for where you are supposed to be right now and where you are now is perfect. It is perfect because without you being who you are right now and where you are right now, there is no way you could be who you will be and where you will be in the future. Celebrate that you are perfect in your imperfection!
Thanks and Best Wishes,
Mark Tewart, author of How To Be A Sales Superstar
888 2 Tewart (888 283-9278)
P.S. To find out how to increase your business bottom line by $250,000 or more and how to qualify for your business makeover, email me at firstname.lastname@example.org with the words business makeover in the subject line
“I want to think about it.”
Baloney. If you believe and allow this excuse from customers, you and your family will be eating Ramen Noodle soup your whole career. When customers tell you they want to think about it, they are really telling you they either have an unspoken objection or they are not convinced that you or your product and service is right for them.
The next time a couple tells you that they want to think about it, watch them as they get out of earshot of you. They will turn to each other and begin to talk about why they are not buying. Whether it’s an objection or a concern, it’s going to boil down to Money, Me or Machine. Money can be price, terms, payments etc. The ‘Me’ portion can be you, the business or service reputation or ability. The Machine segment is your product or service.
First you have to identify the customer’s possible thoughts and emotions. Customers have three forms of spoken and unspoken communication when they say, “I want to think it over.”
• What they are saying
• What they are trying to say
• What they really mean
To get past the smokescreen of “I want to think about it,” you must listen to and understand what they are saying and onto what the customer is trying to say and what they really mean.
When you hear the dreaded stall or objection phrase, don’t do what the majority of salespeople do. Do not ask the customer, “What is it that you want to think over?” With that phrase you create a “Turtle Customer.” They are going to feel threatened or embarrassed and pull into their shell. You will force them to feel scared, embarrassed or intimidated and they are going to run like rabbits.
When you hear the objection, the first step is to agree with them by saying, “Sure, I understand, it’s a big decision so you should take your time.” Next, move your customer to the future. The future does not carry the pressure that today does. “Mr. Customer, if it were a week or a month from now and you had given everything consideration and were ready to make a decision, do you think the No. 1 consideration or thing that had held you up from buying would have been the machine or the money?” Notice, I didn’t mention the “you” portion because the customer would usually be too embarrassed to say you were the problem. Most likely if they are still with you, the problem is the product/service or the money.
If it’s the product or service, it’s easy to suggest alternatives that might fit what they are looking for. A salesperson without alternatives fails by a lack of alternatives. If money is the issue, then break the money portion down — Price, Payment, Down Payment, Monthly Payment, Term, Rates etc. Ask, “Mr. Customer what part of the money is the most important to you?” and then give the possibilities.
Next you must move them to close. “Mr. Customer, in the future, when you are making your decision to purchase and feel good about the payments, would the payments be ____, ______ or ______?” Give stair stepped based options on whatever it is that is their main concern. Customers feel less threatened about options and feel like they are in control. The customer will feel less embarrassed in sharing with you what they can and are willing to do.
When you get the answer from the customer, use the “Up to” and “No more than” phrases to raise the customer’s thinking and commitment. Example — “$500 up to?” “Now if you really had to, no more than?”
Notice that the art of closing this sale is not about closing, but about opening possibilities. You must open to be able to close. To get past the “I’ll think it over” objection, you must listen closely and try to really understand what the customer is communicating. You must move the customer forward in a manner that lessens the customer’s anxieties, rather than increases them. All of these steps must be performed with confidence and with an attitude of TLC – “Think Like a Customer.”
What’s the common image of a salesperson? The big bad wolf.
The big bad wolf seeks and destroys. It’s a predator who pounces on its prey, eats the weak and leaves a bloody mess behind. This image makes the job of salespeople a lot harder than it should be. The good news is that this creates an opportunity to kill the wolf and turn the negative into a positive.
If you were to ask 10 customers what they hate about salespeople and the buying experience, you’d get an earful. Take each of those answers and list when it occurs in the sequence of your normal sales process. Begin to review the list and sequence with a TLC Mindset (Think Like a Customer).
Picture your customer, or even yourself as a customer, in the buying process and the negative experience. Remember, perception is reality: Selling is nothing more than helping customers solve problems in a manner they feel positive about. The key word is “feel.” Emotions are key to everything in life, including sales and the buying experience.
In marketing and sales, you must constantly remove the barriers of entry for a customer. Picture a road with potholes, detours and obstacles and the emotions they create when encountered. This is exactly what a customer feels every time they encounter a barrier in your buying process.
Begin to think in terms of proactively eliminating each barrier. Now take this a step further and begin to promote the differences in a manner that separates you from the competition in a manner that is positive but not arrogant. Create a funnel process that allows the customer to move effortlessly and positively through the process.
Old school training methods that are based upon closing deals rather than opening relationships are dead. Consumers are too educated, have too many choices and demand a better experience today. Don’t continue your current sales process just because that’s the way you have always done it or because of the worst philosophy ever spoken – “If it ain’t broke, don’t fix it.”
Create a selling philosophy and process that becomes a part of your brand, your defining message and your culture. I guarantee it’s easier to recruit, hire and train winning salespeople with this philosophy and process.
Begin by analyzing everything from the initial contact on a phone call, a visit to your Web site or when they pull into your business. I can think of at least five negative things that occur in a traditional meet and greet and 10 absolute deal killers that occur at least 50 percent of the time or more when you are profiling and interviewing customers. For a list of these deal killers, along with 10 suggestions to improve your process, feel free to e-mail me at the address below.
What business are you in? “The car business” would probably be your normal answer. I would invite you look deeper into that question. Rarely, is your first answer to that question your most accurate answer. The majority of businesses fail, or fail to reach their potential, because the owner and managers haven’t figured out the most important and most basic question: “What business are we in?”
Saying you are in the car business seems logical. However, that answer does not stir emotions in you, your team or your customers. It’s kind of like saying Disneyland is in the “theme park” business. The general answer is that you are in the “problem solving and emotional relationship” business.
People don’t sell or buy cars. They solve problems. Those problems may be wants or needs based problems or perceived or real problems, but they are problems nonetheless. If a customer gets the itch for a new car and, even though they may not need the new car, the emotion of the desire creates an incredible pull that becomes a problem for the customer until it is solved. Therefore, you are always in the emotions and problems business and the vehicle just becomes a part of the answer. Stop selling cars and start creating relationships based upon solving problems and matching answers to your customer’s emotional desires.
Your product knowledge, sales skills nor any other skill will help you accomplish solving the customer’s problem more than people skills. The old adage that “People buy form people” is true. People buy you first, before they buy the car. In order for the customer to buy you, you must make a memorable impression. In most cases, you have about 15 seconds to two minutes to create a connection that creates trust and respect. However, most sales people treat the meet and greet as if it’s no big deal.
Try the following meet and greet, “Hi folks, welcome to our dealership. Are you out beginning to look and shop around a little bit?” This question is a universal truth statement. It’s a universal truth that people are looking and shopping. If you don’t believe it, just greet them the way you normally do and see how they reply 99 percent of the time.
If you know how the customer usually replies to your standard greeting and you know that all customers share certain unexpressed fears, all you have to do is proactively remove those fears and you have at least a 70 percent greater chance of the customer buying from you than someone else.
Most all customers are afraid of getting the wrong vehicle, wrong price, wrong information or the wrong sales person. Somewhere in the beginning of the sales process, I invite you to make a Job Mission Statement that proactively addresses the customer’s fears and concerns. This Job Mission statement will position you as a person, not a sales person. Try the following Job Mission Statement, “Mr. Customer, I try to help every customer of mine find the right vehicle at the right budget and give them all the right information and just make it an easy, fun and painless experience, fair enough?”
Addressing the customer’s fears up front creates trust and allows you to create cognitive dissonance. That’s just a fancy term for saying you have in the customers mind mentally distanced yourself from the other sales people they have experienced, or even their perceptions of sales people in general.
Don’t get caught up in the “best price wins” trap. It’s a loser’s game played by people losing in the sales game. Everyday people are buying goods and services and paying premiums for them because of their perceptions created about the product, service or lifestyle change. If all things are equal, then price becomes the final decision. Your mission is to make everything that you offer and the way you offer it so unique that you completely change the decision game.
Selling is a game of positioning. You must create leverage for yourself with the customer. If there is no leverage, then you are doomed to play the best price game. In other words, without a strong position and leverage, you are begging for the sale.
The 80/20 rule applies to sales people. Eighty percent of sales are made by 20 percent of the sales people. The reason the top 20 percent of sales people thrive is because they have figured out what business they are in, and it’s not the “car” business.
New Years Eve optimism is easy to get but harder to act on. Maybe it’s the alcohol talking. I am sure the vast majority of people fail their New Years resolutions. The question is, why do they fail? The answer is simple. The majority of people fail their New Years resolutions because they focus on the wrong thing.
Most people focus on the big scary goal because that’s what self improvement gurus and famous athletic coaches on TV say to do. That may be what they say to do but it’s not what they do. Okay, they may look at their goal everyday and think about the goal but they focus on the small hour by hour actions it takes to reach the goal. The actions you take each hour or each day build upon one another until the goal is reach. Just focus on right now. What can you do right now to move you further.
As you focus on the now, you begin to build momentum of successes. Success feeds success just as failure feeds failure. You have to start with one success no matter how small and build upon that. Eventually the successes create RPE’s. ( Recent Positive Experiences) Those RPE’s create a change in your belief system. Your subconscious now has proof of success and begins to feed your outer conscious choices. Your subconcious guides and validates your concious choices. It’s contagious and self perpetuating!
Start with one small thing, one small hour, one small day. Big doors swing on small hinges and small leaks cause big flat tires. It’s always the small things that create the successful attainment of big goals. Look at the big goal and focus on the small things. You will get there quicker than you ever dreamed.
Mark Tewart, author of “How To Be A Sales Superstar” - www.superstarbookvideo.com
Every year at the National Automobile Dealers Convention, the exhibit hall is full of Customer Relationship Management and Business Development Center companies displaying their wares. Dealers spend massive amounts of money in a frenzy to buy the “magic button” CRM or BDC solution for many reasons. Unfortunately most of those reasons aren’t valid. Putting great tools in the hands of below average people with below average processes and little to no accountability equals a waste of money.
Let’s look at some of the underlying reasons why dealers buy these tools. Dealers see their dealer friends, fellow twenty group members and competitors buying these tools and feel the peer pressure to “keep up with the Jones’s.” Dealers start reading trade magazines and attending programs where a lot of the conversation is around customer relationship management and feel the force of momentum around this subject.
Unfortunately, I have been in thousands of dealerships across the country and can say without a doubt that in the majority of dealerships, between 80-90% of CRM’s or BDC’s functionality is not being used. Great technology and great tools alone do not move a traditional dealership into the new age of selling. In most dealerships with CRM tools, incremental sales and service numbers are not improved and massive amounts of money are being wasted.
In almost thirty years in the business, I have witnessed the majority of dealerships putting massive amounts of time, energy and money on acquiring new customers and giving only lip service around the importance of existing customers. All research, data and plain logic shows that putting the emphasis on your existing customer base first will reward you more than any other single thing you can do.
I conduct interviews with dealer’s everyday and it’s hard to find a dealer who actually knows what their dealerships repeat sales numbers look like. Almost none of the dealers I interview can tell me what their sale to service retention percentage is. Very few dealers can give a detailed explanation of their CRM process and how it is carried out and even to what degree it is carried out. Embarrassingly, very few dealers can tell me specifically and convincingly why a customer should buy from their dealership versus their competitors.
The traditional entrepreneurial dealer focused only on push driven sales approaches is dead. Dealers have to be better business people than ever before. Gone are the days of being successful in spite of you. The margin for ignorance and operating error is slim.
Bury your old dealership and operating approach as you know it. Take the time to step away from your dealership and evaluate what you are doing versus what needs to be done. Evaluate the 4 P’s of your business – People, Process, Product and Positioning. Evaluate all the tools and technology you use and the effectiveness of those tools and the way they are being used or most likely not being used. You must integrate people and technology together into a cohesive sales and marketing process.
Many dealers will need to come to the conclusion that they will never be able to set up a traditional process with people carrying out all the functions they want them to. Most of your salespeople and managers are not capable or willing to do all the things you want them to do. The truth for those dealerships is that they never have and they never will. If this is your dealership, you may have to let go of your ego and design a process with job descriptions that can actually succeed. You may decide to remove some of the traditional functions and narrow the focus of each person on your team. I have often heard dealers say, “I expect my managers or salespeople to do these things.” In return, I always ask the dealer, “Do they, and if so how often?” Most of the time, the answer is either no or very little.
It’s very clear, gone are the days where a dealer can accept that expectations are not being met. You must either improve your people and accountability of those people or completely redesign your dealership with processes and benchmarks that can and will be executed and monitored. I invite dealers to stop playing victim by blaming your people for not executing. You hired them, you set up the process and you created the accountability or lack of it. Therefore, it’s your responsibility and your job to fix it.
To receive a F*REE Special Report titled “New Generation” and a series of articles around The Death of the Traditional Dealership” and “The Death of the Traditional Salesperson” email me at email@example.com with “New Generation” in the subject line.
Mark Tewart is a sales and automotive industry expert. Mark is also a professional speaker, trainer, consultant, entrepreneur and author of the best seller, How To Be A Sales Superstar. Mark is a member of The National Speakers Association and The Authors Guild
You are who you decide to be at any given moment. It does not take money, a degree, a certain age, a certain appearance, tons of experience, knowing the right people, past success or any other qualifying factor that you may be currently using as a subconscious roadblock to your desired success. Your belief system creates your results both past and present. If your current belief system is not what it should be to support your success, you must fake it, till you make it.
If you currently don’t appear to be on the path that will create the level of success in the form you desire, you must begin to identify the mental programming that is limiting your success before you can change your resulting limiting actions.
You must pay close attention to your inner dialogue when you write goals or have thoughts about anything you desire. When thinking of your goals, if you repeatedly think of the specific reasons of how and why your goal may be hard to obtain, you are creating the “When-Then Syndrome.” Your subconscious identifies your current programming that tells you that for X to occur you must first have Y. If that is the case, your current mental programming is limited and will not allow you to break through your current barriers to further success.
Write down the first twenty mental images or messages you heard or were taught about money. When closely examined, most of the images and messages remembered will be limited, negative, and fear based. Those negative messages and images have taken a life of their own and have been accepted in your subconscious as absolute truths. To increase money, you must identify your current limiting messages and rewrite the messages to create accepted new truths.
Every person you come into contact with tries to define you based upon his/her own thoughts and beliefs. Your workplace is full of people with their own limiting mental programming that want to define you in a way that makes them feel better about themselves. People will create images such as “you are just lucky” or “the favorite of the boss” or “a weak sales person”. So often you act in your work environment in a role based upon the images and messages accepted by your subconscious. Unfortunately, your subconscious accepts all images and messages without filtering. However, you can overwhelm the negative messages with your own positive messages. Your conscious mind will choose and react to the strongest messages being given to it. Don’t allow others to create your destiny based upon their own limited beliefs.
Your subconscious can act as an automatic responder in a positive form just as it can negatively. You must bombard your mind with positive and repetitive images for your conscious mind to react with positive messages. Read and listen to the material that will support you in creating the images you desire, while reducing and eliminating the negative influences you encounter from relatives, co-workers, and the news. You create your own reality. It’s your responsibility to choose the right sources of information to saturate your brain.
To start manifesting your desires, you must become clear on your goals. Write what you want in present tense using vivid details of your emotions and thoughts at the time of obtaining those goals. The repetitive conditioning of your subconscious with the imagery you have created will begin to grow just as your muscles grow by the repetitive action of lifting weights. Soon your positive imagery will be so strong that your belief system will accept this as reality before it has ever transpired as reality. There will be no difference between your chosen reality and your current state. Your belief system will accept each step and each day as a part of your path to success. Dare today to choose what you desire and the actions that support those desires.