“Work is so great a merit…”
Dr. Shaklee said, “See the people.”
That’s great advice — but we all know there’s more to it than just seeing the people.
When you do see them, what you say to people and how you say it — has a lot to do with how successful you’ll be. More »
Dates, Not Singles Bars
The value of a Lifetime Customer and the high cost of one-shot selling.
I was shocked by a conversation I had last week with one our leaders who attended the convention in Atlantis.
He told me about a chat he had with a lady from another organization that said to him…
“I really don’t care about the product. I care about the money. The product really doesn’t matter all that much.”
I asked if she was kidding. He said, “No.” More »
The “Tootsie Pop” Technique
With every interaction you make, you need to give your prospect two things,
1. A sugar-coated emotional candy treat on the outside, and…
2. A proposition on the inside that logical, rational person can chew on. More »
Build Your Elevator Pitch
My buddy — and yours — Pres Master Reed Hanson, sent this to me. This is one killer tool from Harvard Business School. A great way to design your pitch/presentation. I know it will seem a bit counter intuitive at first but stick with it… and you’ll get really clear on what you want to say and how.
Sharing Your Shaklee Story
One of the most powerful tools you have for your business isn’t something you download from the library on MyShaklee.com. It’s not in our Creative Services department, and you can’t buy it anywhere.[...] More »
Are You Swamped With Emotion?
Mary Jaimeson wants to know… “How can I motivate my group — and how can I motivate new people to want to join the business?”
Tough question. Many answers. Complicated to say the least.
The long answer is too complex unless I knew more about Mary and her business.
For now, one of my favorite quotes from Winston Churchill is the best short answer I could give her.
“Before you can inspire with emotion, you must be swamped with it yourself. Before you can move their tears, your own must flow. To convince them … you must yourself believe.”
There is no doubt Sir Winston had a great understanding of human nature. He understood motivation is all about emotion and that your personal belief is far more important than your knowledge of the facts you have about the business.
The Limits of Evidence-Based Marketing
That’s what most of us do. We present facts and proof and expect a rational consumer/voter/follower/peer to make an intelligent decision on what’s better.
That’s how science works. Thesis, test, evidence, conclusion. All testable and rational. [...] More »
15 Ways to Build Trust
Why on earth would I buy something from someone who misleads or lies to me?
When people use ambiguity, misdirection and deception to win my business, they lose me every time. How about you?
I’m amazed how often it happens, especially with people who think they may never see me again.
“I’ll Sell You What You Want Today…”
Joe Gandolpho was an insurance sales superstar. His sales philosophy boiled down to this…
“I’ll sell you what you want today. After you love me, I’ll come back and sell you what you need.”
Seth Godin says it this way…
Sell to people who are willing to hear about what you have to sell.
Tell a story that matches their worldview.
Don’t try to teach non-customers a lesson or persuade them that they are wrong or that they just have to have what you have to sell.
Make it easy for your happy customers to understand the value of the product in a way that makes it easy to share it with others.
Adopt a caring and sharing attitude.
It’s not about you. If you’re having trouble persuading people to buy what you sell, perhaps you should talk about what you sell in a different way.
The core of my argument is that someone’s worldview — how they feel about what you have to offer — is beyond your ability to change in the short run.
Sell people something they’re interesting in buying. If you can’t leverage the worldview they already have, you are essentially invisible.
Can You Have Too Much Confidence?
I’m a big fan of sports psychology … and I can normally watch a game and see the ebb and flow of confidence. Given fairly equal talent… the team with the most confident players usually wins. In the national championship game last night, I saw two teams with massive confidence.
Both teams believed they could win that game. There was never a time when I felt like the Duke players or the guys from Butler were about to collapse under the pressure. It was a fight to the bitter end… and while Duke gets the 2 point win… Butler showed the world what courage and confidence is all about.
When you want something that badly… the tendency is to crack, get down or just give up.
When you are preparing to invite or present… how would you rate your level of confidence?
I’ve met a lot of people who appeared to be cocky…. but I’ve never met anyone with too much inner confidence.
