How to Get RESULTS!

How to Get Results
Getting results is easy. Just take action. Most people act on the wrong things. It is about execution.

If you prefer video, I added a video link after each principle (where I have them) to make it easier. I have been a student of how successful people get results for many years. I once did an informal study of 1,000 successful small, business owners and determine they all did the same actions, all nine. This study took over seven years to fully understand the power simply changes in your thinking and behaviors can have on your success. If you read no further know the secret lies in execution.

Probably the most important concept is the first one: Enlightened Self-Interest (ESI). Enlightened Self-Interest is understanding what is in your best interest with the intent to choose and take action resulting in the highest value to the most people. When this is determined (and it can and will change) you are more effective at managing your time, energy and money by working with people who support your ESI.

How does ESI apply in your life and business?

In your family: Enlightened Self-Interest is being the best husband, father, wife, mother, etc., you can be and taking steps to grow and improve your skills were needed because it is in the best interest of your family for you to improve.

In Business: Enlightened Self-Interest is understanding your purpose for being in business and training your staff, implementing process and helping your clients understand you are there for them. When they understand you are there for them they will be there for you.

In Sales: Enlightened Self-Interest is understanding how you can enrich the lives of those you sell to so they see the value and they are will pay you for this value. We define enrich as changing your prospects opinion of you, your company, products and services so your prospects and customers know how you will help them.
Once we are clear on our ESI, you are ready to take action.

Below is a short YouTube video with Robert Schepens interviewing Ron Finklestein to help you understand both the power and simplicity of ESI.

In this video ESI is sometimes referred to as Intelligent Self-Interest.

Principe Number Two: People. We are dependent on people and is understanding that our success is dependent on how well you coach other to purposeful action (ESI).

If certain people thrive in our business, we must be disciplined in hiring the right people; people who support your ESI. By this, I mean putting the right people in the right seats and empowering them to take the right actions.

Principle Number Three: Results. If we know what to measure, we know if something is working. But, we must measure those processes that support our ESI.

Principle Number Four: Ownership. This is simple and powerful. We must own what happens otherwise we cannot change it. It is not your family holding you back, the bad economy, not enough customers or other excuses that hold us back. Usually, what holds us back is right between our ears.

Principle Number Five: Persistence. Persistence is defined as the continuation of an effect after the cause is removed. Persistence is fueled by our ESI. ESI/ISI helps us understand the interconnectedness we have with people we interact with regularly. ESI/ISI asks us to become the type of people we need to become to achieve our desired commitments. ESI/ISI asks us to take 100% ownership for what happens in our lives and helps us understand we can choose how to respond instead of reacting.

Principle Number Six: Focus. Focus is just two questions. Is what I am working on taking me closer to my ESI? If not, then why am I doing it? Do not underestimate the power of these two questions. They can be powerful in transforming your life if you apply them diligently.

Every day we need to ask ourselves if what we are doing is taking us closer to our ESI. If the action we are taking does not support our ESI, why do it. This is an example of how you can protect your time energy and money.

Principle Number Seven: Discipline. Discipline is taking the results that work and building measurable, repeatable and predictable processes give us the knowledge that all problems are handled the same way. This frees us to move to the next opportunity to grow the business.

Principle Number Eight: Ideas. When you get clear the number of ideas that you have will grow. This is both a blessing and a curse. A blessing because you will see things differently and with greater clarity. A curse because of the excitement of new ideas, you can lose focus. Be careful here. Put the ideas away for a few weeks and then if you are still excited it may be time to implement a few of them.

Principle Number Nine: Action. Taking Action is simply moving in the direction of your ESI.

All nine actions are documented in my book Make a Difference: From Being Successful to Being Significant, available on Amazon.com.

 


If you want some help implementing these concepts, please let me know.

May Blessings be Upon You,
Ron Finklestein
330-990-0788
ron@akris.net
www.akris.net

Why don’t people buy from me?

Did you ever ask yourself, “Why don’t people buy from me?”

The Biggest Marketing Challenge WE All Face

The biggest challenge we’re dealing with today is change. Things are changing so fast. As a result of this rapid pace of change people do not know who to trust!

There are six questions your prospects want answered before they will buy from you. These questions are designed to allow you to think like your buyer and speak with them so they know you are the right and safe choice.

Why the Six Questions are Important

When I started my business back in 2001, I lacked trust. What I really mean is that I did not know who could help me get clear on my ideal client. Every time I ask someone they said things I did not understand. I was confused and a confused mind does not take action. This is what we’re dealing with.

Stick with me as I talk about things you may not have thought about before. Keep an open mind because, to grow your business, you need to find someone you can trust.

Remember we stated earlier that “trust” is the biggest marketing issue we need to address. This is what marketing is about – helping our prospects to trust us so we can start the sales process.

Let’s jump right in.

The Six Questions

Question 1: What Do You Do?

What do you do? What would you tell me?

If you answered, “I am a financial planner,” or “I am an accountant,” or “I fix computers,” then you got it wrong. This is not what you do; it is how you do it.

People want to know what you do before they want to know how you do it.

For example, if you are a financial planner, here is what I would hope to hear: “I help people make the right choices about their money,” or “I help them make wise money decisions,” or “I build, protect and transfer wealth (my favorite).”

People want to know what you do before they want to know how you do it.

Question 2: Why should I care about what you do? Or, “What’s in it for me?”

If I asked a financial planner how he is different, what would he say? This is really important because there are thousands of financial planners that want my business. Why would I hire one over the other?

If you’re a business owner and looking for customers, you have prospects who are asking, “What’s in it for me?” Your job is to marry your skills and the outcome you provide to the prospects that have that need. Don’t make your prospect figure it out, tell them. That’s all your prospects want know. Don’t make your prospect guess.

Question 3: Why are YOU the Right and Safe Choice?

They’re going to want to know the answer to this question: “How do I know you are the right and safe choice for me, right now?”

The question of why you are the right and safe choice addresses a very powerful question for your prospects: “Can I trust you to do what you say you will do?”

They want to know how you will make them more effective and productive, how you make them right and how would you make them look good?

Business owners have a strong need to be more effective and more productive. Here is what you need to know. Simply ask them what they want to achieve and tell them how you will help them achieve that goal. When they understand how you’re going help them achieve their goal and how you can make them more effective and more productive, they are on board.

 

Question 4: What do you do better than anyone Else in the World?

You are unique. There is no one like you. The uniqueness you bring to the business is a great example of how to answer this question. It is not the only answer but it is a great place to start. Let’s look at a specific example.

How many people have heard the Southwest Airlines commercial where they discuss “bags fly free”?

What does Southwest Air do better than anybody else in the whole world?

Fun?

Yes, Southwest is fun to fly, but what do they do that no other airline does? “Bags fly free.”  That’s really all it is. They are the only airline that does not charge for bags. This isn’t rocket science.

Question 5: Why is that Important to my Prospects?

Why is what you do better than anyone else in the world important to me?

When you answer this question, you’re moving into allowing the customer to buy from you. This is actually the beginning of the buying process.

Will you:

  • Make them more money?
  • Give them more free time?
  • Create more value?
  • Reduce risk?
  • Save them money?

This is the beginning of the business case of why you are the right person or your company is the right company.

It’s just that simple.

Question 6: Why Buy From Me? Or Prove It.

So here’s the last one question. Why buy from me? This is really the fundamental question; this is where the proof exists. Do you have the credentials? Can you say that you’ve done this for another company and can do the same for me? Do you have endorsements from others who will vouch for you?

If what you are doing is not working as well as you would like. Try this process. It works. The answers you create can be used to craft a killer 30 second commercial, create actionable contents for your web site and make it easier for prospects to understand why they should be from you.  There are 16 modules on answering the six questions. To make it easy you can purchase or rent this course at https://gumroad.com/l/6-questions

Ron Finklestein is an international author of four business books and the creator of the Business Growth Experience. To learn more go to www.businessgrowthexperience.com.

 

Sales Tip # 10 – Perception is Reality

Perception is Reality!

In this short video (57 seconds),  you will see the impact perception has on another person’s reality. If you are dressing, speaking, or doing things that are not congruent with other’s expectations of you (in your job), you can be perceived at not trustworthy and loose opportunities.

Leave me a comment if you have experienced this problem. Share your experience below.

Sales Tip # 7 – Be Honest!

Sales Tip # 7 – Be Honest!

People need to trust you before they buy from you.

I am planning a big event for September and I was shopping hotels ball room. I found one I like and the price was right and I asked them to give me a formal proposal.

I was floored when I saw the document and was more than flummoxed when I heard their response.

EVERYTHING was 30% higher than what they told me!

The projection screen – a 22% service charge – for pressing a button to lower the screen.

The room – a 22% service charge – not sure for what. I was already quoted a substantial room fee. Was this 22% to turn on the lights?

The food, already 20% higher than the competition – a 22% service charge. Was the 22% to carry it from the kitchen to the room?

I could go on. The 22% service charges was on everything. Why didn’t they give me a price and add 22% to the total price? Why not address it up front?

The other 8% was taxes. I get that. But telling me one price and then delivering a quote 22% higher. Naturally I looked at everything closely because I did not feel they were honest.

Was this good business? Must have been for them since they felt they could do this.

When I asked about this they simply said (my perception) take it or leave it. In addition to the 22%, they were arrogant in how they handled it. I walked away feeling lied to and mistreated.

I felt ES (their initials) was not honest, less than ethical and not forthright.

If marking everything up 22% is an industry standard – they should have told me. It this markup is standard, why not include it in the price? Why spring it on me as an afterthought?

I am a big boy. If I don’t like a prices I will go elsewhere. But why try to hide it? Did they think I would not notice a 30% difference in price?

The only thing we have is our reputation. It we soil our reputation, this damage can stay with us for years.

I should really thank ES for this learning opportunity. I need a topic to write about this week. Thanks ES for providing it.

Be honest. It is far easier than dealing with the consequences of lying.

Ron Finklestein

ron@akris.net

ps. Check out my new site Make a Difference (I call is MAD for short) and learn how to make a difference selling, in leadership and personal development.

Sales Tip # 6 – Are you Likeable?

Sales Tip # 6 – Are you Likeable?

We all know people buy from others they know, like and trust.

If that is true, and I believe it is – are you likeable?

If you are likeable what do you do to be likeable?

Recently, I was meeting with a seasoned business pro. It was our first meeting. He was semi-retired and we were talking how his assessments would help his clients make great hiring decisions. He wanted to see if I was someone he could introduce to others when the need for sales training was identified. We had a very good discussion. I listened as ho told me about his assessment and the positive impact they have when used.

When the time came he asked me how he could help me.

I pulled out my one page document that outlines what problems we solve and who we want to meet and showed it to him. He pushed it back and said, “It is too detailed.”

I pushed it back and said, “I get a lot of business using this document!”

He said, “It is not the document that gets you business.”

Trying to be open-minded I asked, “Why do I get the business?”

He only said “you’re likeable.”

I paused – what do you say to that?

We finished our meeting and on the way home I asked myself, ‘what did I do to be likable?”

I listened. I was interested. I asked questions for clarity. I really wanted to learn what he did.

I was not satisfied with what I was thinking.

I decided to ask a group of well-respected and accomplished business associates how one is “liked” – from their perspective. They are from all walks of life, of different ages (24 – 61) and they all sell into different markets. They included Mike Lemmeyer (home improvement) from K Guard, Tim Plonski (Financial Services) from JK Investments, Dave Kuhner (Marketing) from Team Kuhner, Bob Powers (Financial Services) from Primerica, Paul Stefunek (Retained Search) from Paul Lawrence & Associates and Ron Finklestein (Sales Training/Consulting) from Business Growth Experience.

After a very interesting discussion here is what we came up with:

  1. Smile – Smiling indicates a high-level of trustworthiness.
  2. Listen – Don’t listen to prepare for the next thing you are planning to say but listening to understand.
  3. Eye contact – Making eye contact indicates you are present in the discussion.
  4. Look the part – You must dress as one in your industry would dress. For example, plumber in a tuxedo would raise a red flag whereas a plumber dressed a plumber makes sense.
  5. Communicate effectively – Don’t make others guess at the meaning you are trying to communicate.

It seems so simply and I understand how difficult it is to be effective in all five areas. Please let me know your thought and the actions you take to be likeable so others may learn.

To your likeability,

Ron Finklestein
If you like this article, check out my newest website: Make a Difference. Here we focus on growing sales, leadership and personal development.

 

 

 

Tip # 4 to Grow Sales – Buy on Price – Buy Twice

Buy on price – pay twice!

Many years ago, while I was remodeling a house, I needed a specific tool to finish the job. It was a fairly expensive tool, $99 on the low-end up to $400 at the top end. Naturally I chose the $99 tool and finished the job.

After several uses I realized I purchased the wrong tool – it didn’t do everything I needed it to do. I bought the tool because of the price. Since then I have spent a lot more time and money trying to use the tool for things it was not designed to be used for and decided to buy a higher quality tool more suited to my needs. I purchased the second time, not on price, but on value.

I bought on price and I paid twice.

How do you help your prospect buy your value and not your price?

It starts with a well-defined sales process. Each step in the process is designed to add value to the prospect. Here is the process I use:
1. Rapport strategy
2. Define problem
3. Explore impact of the problems
4. Collaborate with the prospect and jointly create the solution
5. Get the order
6. Ask for a referral
7. Conduct a review of the call to determine what worked and what did not work and make the necessary changes

The rapport strategy is designed to help them like and trust you.

Defining the problem helps you understand the symptoms and cause of the problem.

The exploring step help both you and the prospect understand the impact of the problem and what happens if the prospect does nothing.

The collaboration step allow both you and the prospect to build the solution together. It is very hard for the prospect to reject a solution they helped build.

The outcome of a well-designed process is the order, concerns, or a “no.” It is a natural outcome of the process. Each can be dealt with since each party now knows the issues.

After the order is signed the next step is to ask for a referral. The more specific you can be the better the opportunity to get the referral.
Finally, review the sales transaction and change what did not work and continue doing what did work.

Sales is not an art, sales is a process. When the sales process is both well designed and executed even people who do not perceive themselves as sales representatives can do quite well at sales.

DefinitiveSalesFinal032513You can learn more from our book, The Definitive Sales Play Book: How to Grow Sales and Create Lifetime Customers – available at Amazon.com

Ron Finklestein

330-990-0788

Email me at ron@businessgrowthexperience.com to schedule your free assessment sales assessments.

I decided to Resign!

I received a call and the first words I heard were, “I just resigned!”

It is not often that I receive a call like this so naturally I was curious. Frankly, I was concerned this may have been an emotional respond and I was hoping he was not rash in making the decision.

MAKE A DIFFERENCE FRONT COVERThe call was from a TV producer who watched an interview I did to promote my book, “Make a Difference: From Being Successful to Being Significant.” All he said was, “after watching your interview I realized what I was doing was not consistent with my Enlightened Self-interest, so I resigned.”

It all started several weeks ago when I was approach by a local television producer to do a 30 minute interview on my book. As we were going through the process I wanted to know the person a little better so I asked him why he was doing what he did (TV.) When I asked the question, “what’s in it for you?” he did not answer and skillful redirected the question. We planned the interview and set the date.

After the interview we had lunch and I asked him again why he did what he did. Again, he skillful deflected the question. I decided to let the issue drop. It was two weeks later that I received the call.

“After watching the interview,” he said, “I decided what I am doing is not consistent with my enlightened self-interest and I decided to resign. I have other project that I am more passionate about and I will pursue them.” As we talked I asked him why he made the decision and he said, “You did not try to get an invitation back and you asked me questions no one has asked me before. You seem to have my best interest in mind.”

After our discussion I reflected back and realized he sounded happy and excited as he told me about his plans.

If you want to watch the 26 minute interview, just press the play button. If you decide to buy and read the book please post your comments on Amazon.com as well.

 

Please let me know your thoughts.

Ron Finklestein
330-990-0788
info@businessgrowthexperience.com

 

How to Grow Sales – Tip 1 of 30

How to Grow Sales – Tip 1 of 30

This is the first of 30 tips on how to grow sales and increase revenues. We will do one a week for the next 30 weeks.

The first tip is to understand the six questions your prospects want answered before they buy. These questions were developed and tested as a result of a sales call I had several years ago where I asked the sales representative these three questions:

1. Why do people buy from you?

2. What outcomes do they experience when they buy from you?

3. Who is your ideal client?

He could not answer any of these questions and after the call I realized I could not answer the questions as effectively as I thought I should. I developed the six questions to answer the questions above and to effectively communicate with the prospect the message that is important to them. I then tested these questions for several years with my client. I knew I was on to something as I watched businesses change; some almost overnight.

Included in this post is both the video and a handout that was used while doing a live training program. Please understand that my clients pay a lot of money to go through this process. This is real training; not a marketing message.

The link below is the handout for you to use as you watch the video. It is best to right-click (to download) on the link below and print this out as you watch the training. Please fill out the worksheet as you watch the video and see how your thinking changes about your product, your service and how you communicate with your prospects. This document does require a PDF reader. You can use Adobe or any other reader that opens PDF files.

Here is your handout: six questions audience handout

Below is a 52 minute video of live training program on the Six Questions and how to answer them. At some places the audio is less than perfect but still very understandable.

For those of you who like to read  (versus watching videos) you can go to the Business Growth Experience and download the Six Questions eBook. All you need do is enter your email address and the Six Question report will be emailed to you. It is not a transcript of the video. It has more content about why the Six Questions are important and a process on how to answer the questions.

If this is of value to you I would encourage you to share this post. You business associates and friends will appreciate you for sharing knowledge with them.

They, like you, will grow sales and increase revenues.

How to Grow Sales – Six Questions To Answer

Six Question Your Prospects Wants Answered Before They Buy from You, or stated another way, “Why Won’t People Buy From Me?”

Please share your thoughts.

To Your Success,

Ron Finklestein
info@businessgrowthexperience.com
330-990-0788

Getting Back! Best Sales Training Company!

Getting Back!

I have not written a blog post in a while and I wanted to let you know why. I had a total knee replacement. All is good and I am back at work, more productive than ever.

While I was recovering I was very productive. If you know me, you know I cannot just sit still. Though I was not mobile I was productive.

First, a gift. If you go to www.businessgrowthexperience.com you can download the eBook called, Six Questions Prospects Want Answered Before they Buy! This report has been so well received it will be the baseline for a book of the same name. Expected production date in June 2014. You can get it now before we take it down.

2013 was a good year for RPF GROUP INC and Business Growth Experience. We were named best sales training company in Akron, Ohio. Thank you for your support.

Dr. Tony Alessandra and I have written another book called, The Definitive Sales Playbook: How to Grow Sales and Create Lifetime Customers. The book is best practices of successful sales people. It has 65 short chapters of what successful sales reps do to be successful. For the new rep this is a playbook to show you how to be successful in sales. For the experienced rep, it is a review of what made you successful. For the business owner, this book is a playbook for building a great sales force.

The Definitive Sales Playbook was created as a result of the sales membership site we created. Here is the link if you want to check it out www.businessgrowthexperience.net. It will be well worth your time to check it out.

We are announcing a new product. We believe it is the only one of its kind. We call it Selling You! It is a completely customized sales training program tailored specifically to your needs. If you are interested, send me an email and I will email you an application. We are rolling it out on a limited basis. We assess your sales skills using our proven assessment and we create a sales coaching for you. My email is ron@businessgrowthexperience.com if you want more info. Include your phone number and I will get back to you right away.

Stay tuned for our new Webinar series. They will run quarterly and be 60 minutes in length. They are based on our popular lunch and learn series (http://saleslunchandlearn.eventbrite.com – for you Northeast Ohio readers). We take a chapter out of The Definitive Sales Playbook and drill into the material in details. Each quarter we will address a specific need in growing sales. These programs will be specific – something you can apply immediately.

Michael LaRocca and I released a book called, Make a Difference: From being Successful to Being Significant.  It is a short read about one person who goes from being successful to being significant by implementing the 9 laws of success. This books was 12 years in the making and it is the outcome of what 1000 small business owners did to be successful. We have received many positive review and my favorite is from Dave Young who said, “I like this better than anything Jack Canfield has written!”

Thanks for your support. With you the announcement in the blog post would not be possible.

Ron Finklestein
330-990-0788

Ron@businessgrowthexperience.coom

www.businessgrowthexperience.com

Learn why so many smalll businesses fail! Please join me

DocFred Presents Ron Finklestein-

Why does a small business fail?

                             Sept 20, 2013

 

Friday, Sep 20, 2013, DocFred with Ron Finklestein-Why does a small business fail?You will learn:

1- Why do so many small businesses fail?
2- What are the business issues business owner’s biggest weaknesses?
3- What prevents them from seeking help?
4-  What they can do immediately to start making a difference in their success and much, much more…

The Amazing Women and Men of Power Network and Raven International presents this Friday’s- Amazing Men of Power & Music

This show will broadcast twice Friday, Sep 20, 2013, 10AM and again at 4PM CST.

You can also listen in: Friday, Sep 20, 2013 or any time by going to Visions of Success Talk Radio. All links below:
http://amazingwomenofpower.com/radio/amazing-men-of-power/ (for Friday’s show on ITunes also, AWOP 24.7) or even today at

http://lifecareerbusinesscoach.com/visions-of-success/programs/

If you found this interesting, pass it on to a colleague, family member, or friend.
DocFred would love to hear your feedback on this subject. Email: fredsimkovsky@yahoo.com 

Sincerely,

 

Dr. Fred (DocFred) Simkovsky, CMCP
LifeCareerBusinessCoach.com

Make a Difference: From Being Successful to Being Significant

Make a Difference: From Being Successful to Being Significant

As I get ready to go to Washington DC to testify in a court cases, I received notification that my next book is being released. It is called Make a Difference: From Being Successful to Being Significant.

It is short read about a successful business owner who forgot why he is in business.

He lost a major sale and was on his way to the account to save the deal when he is in a car accident. A special teacher shows up and helps him understand that he can be both successful and significant by making a few simply changes in his life.

It is a story modeled after the many clients I had who struggled in growing their business and finally understood there is really no difference when you are successful because you are significant.

I invite you buy this book and incorporate these powerful lessons in your life. My hope is it will change how you think, what you do and how you do it.

If you want to learn more about implementing these concepts in your business please go to Business Growth Experience and download our free report. It is a good start.

Sincerely,

 

Ron Finklestein

330-990-0788
ron@ronfinklestein.com

 

 

The Definitive Sales Playbook: How to Grow Sales and Create Lifetime Customers

The Definitive Sales Playbook: How to Grow Sales and Create Lifetime Customers

Dr. Tony Alessandra and I are proud to announce our newest book  The Definitive Sales Playbook is now available on Amazon.  Brian Tracy was kind enough to write the Foreword.

The book was the outcome of a sales membership site Tony and I built with the help of TruNorth. The book reflects the different modules available in the site. The book is designed to be help new sales reps increase sales through the use of best practices, remind seasoned sales reps what they did to be successful and help take existing sales reps to a whole new level in their sales performance.

If you are interested in our sales training or coaching program please contact Ron Finklestein. To learn more about Ron Finklestein  or Dr. Tony Alessandra just click on the highlighted links.

I included the Table of Content for your review:

Introduction

Nine Behaviors of Successful Salespeople

The Platinum Rule ®   — Treating Others the Way They Want to be Treated!

Building And Maintaining Rapport Throughout The Connecting Phase

Building And Maintaining Rapport Throughout The Exploring Phase

Building And Maintaining Rapport Throughout The Collaboration Phase

Building And Maintaining Rapport Throughout The Confirming Phase

Building And Maintaining Rapport Throughout The Assuring Phase

Negative Preparation Leads to Positive Results!

The Power of Testimonials

Lead Generation with Social Media

Blogging as a Sales Tool

What is the number one thing that business owners want from their sales rep?

Behaviors of Non-Performing Sales vs. High-Performing Sales Reps

Why Goals Fail

How to Build Trust Quickly

Why People Won’t Buy From You!

Question #1: “What do you do?”

Question #2: “How are you different?” or “What’s in it for me?”

Question #3: “Why are you the right and safe choice?”

Question #4: “What do you do better than anyone else in the world (in your industry)?”

Question #5: “Why is that important to my prospects?”

Question #6: “Why buy from me?” or “Prove it.”

Sustaining Motivation

Bite-Sized Training

Selling by the Numbers

Identifying Lucrative Prospects

Identifying Your Best Prospects

Incoming Prospecting

Visibility Strategies for Incoming Prospecting

Prospecting

Asking for Referrals

Knowing Your Competitive Advantages

Your Competitive Advantage Statement

Contacting by Phone—Key Telephone Skills

Using the Phone as a Prospecting Tool

Contacting Prospects Online

In-Person Contacts

Common Up-Front Objections

Skills For Responding To Resistance

Three Steps to Successful Sales

Identify Customer Needs

Question Topic Categories

Exploring Important Topics

Ten Tips for More Effective Questioning

Identifying Success Criteria

Ten Commandments of Powerful Listening

Active Listening

Types of Decision Makers—Understanding the Cast of Characters

Features versus Benefits

Five Key Elements of Presentations

Proposing Solutions

Price Concerns

Product Concerns

Postponement Concerns

Product-Price-Postponement Concerns Worksheet

Negotiating Tips

Confirming The Sale Signals

Benefit Summary

Stairs of Customer Loyalty

Commitment To Your Customers

Effective Communication With Customers

Enhancing the Customer Relationship

Thirteen Ways To Assure Customer Satisfaction

Monitoring & Measuring Success Criteria

The Annual Check-Up

Expanding Your Sales

Time Analysis Questions

Return On Time Invested

ROTI Account Classification

Appendix A — Quick Reference Guide

Building Rapport Throughout the Sales Process

About Dr. Tony Alessandra

About Ron Finklestein

 

Click here to purchase the book  The Definitive Sales Playbook.

Click here to learn more about our sales training and sales coach

 

To your success,

 

Ron Finklestein
330-990-0788

 

Rynd Speaks

This is the first chapter of my next book. It is a parable on how Bob uses  the Nine Laws to solves some very difficult personal and business problems. The Book is called Rynd’s Nine Laws for Personal and Professional Success – Going from Success to Significance. My coauthor Mike Larocca and I are very proud of this book because of the compelling story, the easy read and lessons learned. It will be available on Amazon in shortly!

Please read and enjoy.

Bob’s Drive

 

“Why am I the only person in this office who can do sales?”

Bob is seated in an elegant office, in a luxurious black leather chair at a cherry wood desk, none of which he ever seems to notice. He’s wearing a tailored gray business suit. His jacket is draped over the back of his chair.

Bob is facing Richard, who wears a tailored navy Armani suit despite holding the title Inside Sales Manager and thus rarely leaves the office. Richard begins to formulate a reply, but Bob cuts him off.

“No, scratch that,” says Bob. “Okay, fine, maybe I’m not the only person who can do sales. But I am the only person who will do sales, who does do sales. It’s not difficult. Everyone we contact needs this service. It’s a great service. It’s simple to see this. It’s simple to explain this. But why am I the only person who’s actually doing the work?”

“I –”

“Don’t answer that. I’m not in the mood right now.”

Bob realizes that right now’s not the time for a reasoned conversation. After a brief, almost guilty look at Richard, Bob says, “Let me go calm down first. Then tell me what happened with Greg and the Eastern contract.”

My reaction was unreasonable, Bob realizes as he leaves his office. But being annoyed at this problem is not.

Bob briefly wonders how long it’ll take Richard to return to his own office, and almost smiles, but his amusement quickly gives way to his annoyance.

Bob doesn’t mind doing sales. He’s good at it. It’s not what he would have envisioned himself doing twenty years ago, but he doesn’t mind sales. Or marketing. Or customer service. Or even purchasing, receivables, payables, or payroll.

Well, maybe not payroll.

No, the problem is that he is either doing or overseeing all of them, in too much detail, being pulled in 94 different directions at once. He owns a business that grossed four hundred grand last year and he’s still working harder than he would in a 9-to-5.

It just doesn’t make sense.

Bob enters the break room and is halfway to the water fountain before he stops. The table is cluttered with napkins and plates. On the counter beside the sink are several bottles of soda.

Unfortunately, Bob’s secretary chooses just that moment to open the opposite door and enter the break room. Ella’s smart “office chic” business suit, silk blouse, expensive shoes, and styled black hair make her look almost as efficient as she actually is.

“This is just ridiculous.” Bob throws his hands in the air. “Am I a business owner or a babysitter?”

“Bob, I thought you were –” she begins.

“Am I the only person who is even marginally engaged in this place? I can’t believe I have to tell you to keep the kitchen area clean, to take out the trash, to answer the customer emails on the same day. It’s ridiculous that you don’t know all this. It’s ridiculous that you aren’t already doing all this. Is it ignorance or apathy? No, wait, let me guess – you don’t know and you don’t care.”

Ella knows this isn’t true. She also knows that Bob knows this isn’t true. She enjoys working for him most of the time, but he can overreact on occasion. She suspects it’s the result of keeping such a tight lid on his feelings, but it wouldn’t be appropriate to tell him that.

The atypical situation in the break room leaves Ella stunned for a moment. In that moment, Bob leaves the room. He’s out of the building before she ever gets the chance to tell him that the so-called mess was in fact Bob’s workers setting up the break room for his 45th birthday party.

Bob quickly drives his silver luxury sedan from the parking lot, enjoying its smooth handling and easy power. He always enjoys the first minute of every drive, before his thoughts and plans move to the front of his mind and distract him from his surroundings. The first car he looked at cost more than he was willing to spend, but he likes what he bought instead.

He drives half a block along the access road, stops at the intersection where it meets the four-lane “proper” road, turns left when the light changes, and starts using his hands-free phone.

“Ella, it’s Bob. I’m sorry about that. Really. I shouldn’t have done that, okay?”

“Sure.”

“I’m going to Eastern to see if I can save this contract. I don’t know when I’ll be back. I’ll keep you posted.”

“Okay.”

Bob drives his car onto the interstate and accelerates rapidly. He notices that Ella seems subdued, which makes him feel guilty. “I’m sorry I blew up back there. You do a great job. I’d be lost without you.”

“No problem.”

“Okay. Bye.”

Bob ends the call, swerves around someone who apparently doesn’t realize that interstates also have minimum speed limits, and makes another call.

“I’m sorry I blew up back there,” he tells Richard’s voicemail. “It’s not your fault. Since this is a local customer for a change, I’m going down there to save this one in person. Keep pulling those numbers together. I’ll catch up with you later.”

After quickly checking his GPS to remind himself which exit to take, confirming that his memory is accurate, he makes another call.

“Greg,” he says. “Bob. Tell me what happened.”

“I –”

“Give me the short version.”

Greg pauses. “The guy with the title Purchasing Manager does not, in fact, make purchasing decisions.”

Bob exhales.

“Exactly,” says Greg. “All that effort explaining what we do, winning over a guy – and we did win him over – who can’t say yes or no. He’s got to go run it by his boss, and we’ve never spoken to her at all –”

“And he’ll lose something in translation.”

“Right,” says Greg. “That’s exactly right.”

“So we find out who she is and then we start over again.” Bob bangs on his steering wheel in frustration.

“It gets worse. While we were busy with the gatekeeper, Dickson got into the company president. She’s the one making the decisions.”

“Oh… fudge.” Bob breathes deeply. “Dickson. How did they find out who the decision maker is before we –? No, never mind how they found out. The question is, how do we fix this?”

Oh great, he thinks, flipping on his headlights and windshield wipers. Rain.

“Recommendations,” says Greg. “Testimonials.”

“What about them?”

“If we start over now, we sound like salesmen.”

“That could be because we are salesman,” says Bob, chuckling.

“We know why we’re different from our competition, why Eastern should hire us instead. But we can talk ourselves blue in the face explaining that and it won’t be as effective as recommendations from our customers.”

“This is true,” says Bob. “But unless you know how to get our customers to drop whatever they’re doing and just jump in ahead of Dickson right now to tell Eastern just how great we are…”

Ahead of Bob, a car brakes suddenly. The lanes on this stretch of interstate have a way of suddenly ending or turning exit-only and panicking those unfamiliar with it, so he isn’t surprised, but he is annoyed. He swerves left and wonders why he’s so easily annoyed these days.

“We could always sabotage them,” Greg mutters, followed by a noise that doesn’t travel well from hands-free phone to hands-free phone.

“Did you just laugh nervously?” Bob asks.

“What?”

“I’ve read about that in books – oh, how I wish I had time to read books again – but I don’t believe I’ve ever heard it before. Was that a nervous laugh?”

“Um… no… um, I was just joking about sabotage –”

“Of course you were joking. Sabotage would be unethical.”

“It would,” Greg quickly agrees.

“So we don’t do that. We don’t sabotage Dickson. We reframe the job.”

“Reframe.”

“Sure. Reframe. If we’re bidding against an incumbent, we make the old entrenched methods look bad. If we’re the incumbent, we make our insider knowledge critical. If we’ve got a better reputation for data security, we play up the threat and likelihood of compromising a system. If none of our competitors provide a single point of contact, stress that we do and why it matters. If we’ve got a less experienced team, we play down the need for expertise and talk up our ability to do the same work at lower cost. If we’ve got a more experienced team, we play up the value of experience, and the peace of mind they’ll enjoy knowing that our people are all hired, trained, and in place. Make what we do best seem vital and what others do well seem not so important. Stress the critical importance of anything we know that our competitor doesn’t. Reframe.”

“Ah,” says Greg.

“Ideally before they call for bids, of course.” Bob takes the exit that leads from the interstate he’s on to the interstate he wants to be on. “Oh, have they called for bids on this yet?”

“Not yet.”

“Great! We are in there! We can help them decide what to stress in the RFP. If Dickson can beat us on what does matter to the customer, we bid on what should matter to the customer. Can you meet me in –”

Bob is driving in the leftmost of five lanes, which quickly narrow to four and then three lanes, and he needs to shoot to the far right lane within the next mile. This particular stretch of interstate brings out the worst in the lane jockeys, no matter the weather, especially if there’s a slow-moving bus or truck.

Bob is momentarily distracted by his phone call and therefore unaware of the car on his right, in his blind spot. The car veers to its left and smashes into Bob’s car at 73 miles per hour.

The road is newly wet, when the asphalt is at its slickest. Bob’s car skids. Badly.

Failing Forward,

Ron Finklestein
330-990-0788
ron@ businessgrowthexperience.com
www.businessgrowthexperience.com – Download the free report
www.businessgrowthexperience.net – Sales Membership Site – try it today!

 

 

What I learned at my Sales Lunch & Learn

What I learned at my Sales Lunch & Learn

I do a monthly lunch and learn sales coaching program each month. In an effort to reach more people I recorded the session and posted it on YouTube. The link is below. I do not plan to keep this public long so if growing sales is important to you, take some time to watch/listen to this video.

After a short while, I will make this video private and only my client will have access to it via Google Plus.

This video was recorded live as part of a coaching session to private clients of Ron Finklestein and the Business Growth Experience. Ron discusses some challenges sales people must overcome, what business owners expect from people selling to them and nine actions they must take to become more successful. To learn more on implementing these actions please check out our sales training web site at http://www.businessgrowthexperience.net.

If you prefer personal coaching, check out http://www.businessgrowthexperience.com and download our free report: Six questions Prospects Want Answered Before they buy.

If you work in Northeast Ohio and want to attend one of these Lunch & Learn events please click here  http://saleslunchandlearn.eventbrite.com.

 

http://youtu.be/nv_sfMZ8Vz0

Can I invite you to coffee?

Can I invite you to coffee?

I give myself permission to call people I want to meet and invite them to coffee.

Here is my approach.

“Hi Bill, this is Ron Finklestein. I been hearing good things about you and I would like to buy you a cup of coffee. I have no agenda others then getting to know you a little better. Are you open to having a cup coffee?”

I have never been turned down using this approach. It is not unusual for this meeting to be schedule out a few weeks but I have never been refused. I do this once a month and I do it for me. I want to learn what others do to be successful so I can be more effective at helping my client grow, prosper and get results.  

There are some things you need to know when you do this. Be authentic, don’t use it as a ruse to get in front of them and sell them something, be open to what you can learn, and be a good listener.

I recently did this with a gentleman who recently sold his business.

We had a great meeting and he told me why he met with me. “I never had anyone just want to have coffee with me who approached me the way you did. I was curious.”

During our discussion I asked him how I might help him achieve his goal. He said, “I never had anyone ask me that question before.”

I could tell there was something he wanted to share so I waited for him to make up his mind. Finally he told me that he wanted to get into coaching and he was concerned because he had no methodology. We then talk about my methodology and how it was created. I told him I could shorten his process if wanted to license my approach.

He had to leave to catch a plane and told me he would read some material and let me know next week if he wanted to proceed and learn more.

This all happened because I reached out.

I do group sales training and I shared this story with them. None could believe I would set up meeting without the purpose of getting business. I explained to them that you can have different purposes in meeting others: curiosity, networking, referrals introductions, problem solving, asking advice, etc.

The universe works in mysterious ways. I just follow my path and if I like someone I tell them. If I want to learn more I ask them and I never leave a meeting with someone I just met without asking these two questions:

  1.  What are you hoping to get out of our meeting today? I ask this because they are meeting with me for their reasons and it is useful to know what they want.
  2. What is your goal and how can I help you achieve it. People are surprised by this because most do not have goals. This helps bring some clarity to the meeting.

Give yourself permission to call someone you find interesting and ask them to coffee. Tell them you the truth; that you have no agenda and you just want to learn about them.  Watch how both you and the other person change. Be prepared to create some new meaningful relationships and be open to whatever the situation offers.

To Your Success (However you define it)

Ron Finklestein
330-990-0788
www.businessgrowthexperience.net (my sales training membership site)
www.businessgrowthexperience.com (my consulting site)
www.ronfinklestein.com (about me)

 

 

 

The Fuel that Drives the Engine of Your Sales Success

The Fuel that Drives the Engine of Your Sales Success

It is important to identify the prospects that will have the highest need for your product or service.  These are your best prospects—the ones who are most likely to buy, use, and recommend you and your services.

When you have identified your best prospects and know where to find them, you can use your marketing skills to generate leads that will most likely result in profitable sales. Qualified lead generation is the fuel that drives the engine of your sales success.  The techniques discussed here can keep you supplied with highly qualified leads.

How can you identify those prospects that are most likely to want to hear your message? And, once you’ve identified the profile of those most likely to buy—your TOP 20%—where can you find prospects in large numbers who fit that profile?

Begin with an analysis of your sales over the last year or two.

In your analysis, you look at three things:

1.            Who bought what?

2.            How did you find and sell those customers?

3.            Why did they buy what they bought?

Possessing the right marketing skills is crucial in properly identifying the right kinds of prospects for a company. Smart companies accomplish this responsibility by profiling the top twenty percent of their current customers who typically provide eighty percent of their profits.

Looking for new business is very expensive. Therefore, companies need to avoid the wrong kinds of prospects for them.  Just as it is critical in distinguishing the attributes of the right prospects, a company needs to outline the characteristics that make-up the bottom twenty percent of their customer base. Anybody in business can easily recognize who the complainers, price-grinders, and transaction-oriented clients are. By clearly understanding the bad traits of those bottom twenty-percent, companies can much easier avoid the wrong prospects.

This is a review of one chapter from our (Dr. Tony Alessandra and Ron Finklestein) new book. Let us know and we will notify you when it is through the publication process. The book is called The Definitive Sales Playbook: How to Grow Sales and Retain Customers (Soon to be available on Amazon.com.

Ron Finklestein
Download our free report on the Six Questions Prospects Want Answered BEFORE they Buy from YOU. www.businessgrowthexperience.com
ron@businessgrowthexperience.com
330-990-0788

 

 

How to Get a Meeting

How to get a meeting!

I was at an event where a business broker was discussing how to prepare your business for sale to get the highest dollar when selling. At the event I met several people.

I received an email a few days later from one people who simple said: “I want to meet with you and learn more about your business to see if I can help. Are you available for a meeting?”

Naturally, I said yes and we had a great meeting. Ironically she bought from me.

Contrast that to the emails I receive (sometimes daily) where some internet company (typically web design) sends me an email that talked about how good they are: we are from India, we have these skills (and proceeds to list them), we have all these employees, we worked with all these great companies, and you should hire us.

They don’t tell me why (what’s in it for me), they don’t tell me why I should care and most importantly they don’t tell me why I they are the best (right and safe choice) for me. This is a problem because I have worked with some Internet marketing companies and they don’t response after they take your money. It is frustrating because it is impossible to stop these types of emails other than make them as junk.

If you want a meeting, tell me what’s in it for me. It could be as simple as I want to get to know you better. Someone recently did that and I spent 30 minutes on the phone with him and we agreed to have a follow-up meeting.

When requesting a meeting there are three things to keep in mind:

  1. Tell the person the purpose of the meeting – be clear.
  2. Tell them what you want to cover – have an agenda – they can’t read minds.
  3. Tell them why they should meet with you (answer that lifelong question of what’s in it for me?) Put yourself in my shoes and ask yourself is this a good reason. Be brief.
  4. Suggest a date/time so we can eliminate phone tags – in the event the other person accepts the request.

Have a great meeting.

Good Selling

Ron Finklestein
330-990-0788

Ron @ businessgrowthexperience.com
www.businessgrowthexperience.com

p.s. Download your free report: Six Questions Prospects Want Answered Before They Buy at www.businessgrowthexperience.com

 

 

You Just Made me Wrong

You Just Made me Wrong

I was in a meeting a few weeks ago with a business associate and we were talking about what it means to collaborate.

When he finished his long definition, I made the statement that what he said sounds like adaptability and not collaboration.

Here looked at me as said, “You just made me wrong.”

I have been thinking about this meeting and his statement for a while and I asked myself this question: By suggesting a different definition of what he was saying, did I make him wrong? Or did he decide, that by not agreeing with him, he was wrong.

What I realized is this form of miscommunication is what causes problems in all relationships: family, business, friends, etc.

Recently, I wanted to attend an event and I could not make it because of a schedule conflict. I called the creator of the event and express a desire to attend and I was unable because of a schedule conflict. His comment was, “we can’t please everyone.”

What he was really saying is when you do an event it is hard to accommodate all schedules. What I heard was, “you are not that important.” I know this individual and we discussed the implications of that discussion and we both realized we did not communicate effectively.

Do we make others feel wrong, unimportant or insignificant?   Is it our beliefs that make us feel wrong, unimportant or insignificant?

Did the transmitter communicate wrongness or did the receiver translate what was said into wrongness?

This is where the sales process breaks down. We use words and communicate that meaning that both the transmitter and the receiver do not understand to have the same meeting.

I was in a meeting and the individual used the words, “I want to create a community of…”

When I heard the words “community” I think Facebook, LinkedIn, Monster, etc. I then asked what the word community meant and she gave me an entirely different definition. If I did not ask that question I would have taken her down a marketing path that was not what she wanted to achieve.

The real lesson here is ask, don’t assume. Clarify your words and don’t expect the receiver to understand your meaning. If you are the receiver it is ok to ask for clarification.

To Your Personal & Business Growth (because there is not difference)

Ron Finklestein 330-990-0788 ron@akris.net

p.s. Please download the free report, The Six Questions Your Prospects Want Answered Before They Buy at Http://www.businessgrowthexperience.com to prefect the message you communicate with prospects, customers, and business associates as a thank you for reading this blog post.

 

Basics of Healthy Sales Relationships

Basics of Healthy Sales Relationships

Nothing can bring more satisfaction to a business owner than knowing they have a healthy relationship with their customer and vendors.

And, of course, as many people find out, nothing can bring so much pain as a broken relationship.

Yes, relationships make the world go ‘round. For better or for worse. There are basics that govern most human relationships, and these basics are what I want to cover below. So here is my list of the three essentials that I believe make up the basics of healthy business relationships.

1.      Honesty. Honesty is the backbone of a great business relationship. If you do not trust your customers how can you expect them to trust you? I recently had an experience where the vendor really messed up and instead of telling me the truth and letting me decide how to respond, he kept the issues from me. Things got progressive worst until we split on less than friendly terms. I would have preferred to salvage the relationship if possible.

Communication is so important because it is the vehicle that allows us to verbalize what is inside us and enables it to connect with another person. Isn’t communication amazing? One person is feeling one thing, and through communication, another person can find that out and feel it, too—amazing. And this is a vital goal in good relationships—to communicate, to tell each other what we are thinking and what we are feeling. It enables us to make a connection. Sometimes we are the one speaking, and other times we are listening. Either way, the central tenet is communication for the sake of building the relationship and making it stronger. And here’s what’s exciting: If we just communicate, we can get by. But if we communicate skillfully, we can work miracles!

It helps if we can communication our message in a way our customers understand. There are six questions our prospects wants answered before they buy from us. Go to the Business Growth Experience web site  and download this report. This report documents the basic communications our prospects and customers want from us.

2.      Integrity. Do what you say you will do, when you say you will do it. Nothing is more frustrating than making a plan based on the action of someone else and then at the last-minute finding out they did not do it. Be respectful of your customers and business partners and expect the same in return. People make decisions on what you say and do; sometimes very important decisions. We need to respect that.

I once had a vendor who never returned calls. I could not make any plans and any decisions that were made always changed because of his lack of follow through. Needless to say that relationship did not last long. If he had only responded and followed through things would have been great.

3.      Common Sense. Every relationship must have a win-win component. If either person in the relationship feels taken advantage of, feelings are hurt and rash decisions are made.  Jim Rohn calls this common purpose. Think about how many friends you have met through the years while working on a common purpose. With common purpose there is something in it for everyone. You had that strong common bond of purpose that brought you together and held you together. Working together, building together, failing and succeeding together—all while pursuing a common purpose—that is what relationships are made of. Find people with whom you have common purposes and sow the seeds of great relationships, and then reap the long-lasting benefits.

To Your Success,

Ron Finklestein
www.businessgrowthexperience.com
330-990-0788

 

Sales Success is an Inside Job

Do you wonder about the how successful sales person becomes successful?

Tim Connor, in his book Soft Selling, discussed how average sales people spent 2% of their time in self-improvement and successful sale reps spent an average of 10% of their time in personal development.

In this post, Selling is an Inside job, the author suggest lack of time spent in personal development is communicated to the prospects in whys we do not really understand but we all have experience.

What message are you sending to you prospect without realizing it and how is impacting your sales?

 

Ron Finklestein
www.businessgrowthexperience.com
330-990-0788
ron@akris.net

Business Growth Experience Update

This is different from my normal blog post.

Frankly, I just wanted to share some good news. Today we want to bring you up to speed on all the changes and good things that have happened and how they affect you and your business.

Our newest Product: Business Growth Experience Sales Rainmaker Program

We have spent the last 10 years helping some businesses grow sales and solve a variety of business problems. We still do that and we added a new product to help you. In addition to Business Growth Experience memberships site, marketing programs, workshops, seminars and group coaching, we added the Business Growth Experience Sales Rainmaker training program. This program is designed to make you more successful by helping you to grow sales, increase revenues and shorten your sales cycle. We are so confident this program will work for you we offer a 100% Return on Investment guarantee. To learn more call Ron Finklestein at 330-990-0788 / ron@businessgrowthexperience.com or attend one of our executive briefings.

What Others Say Who Have Been Involved in The Business Growth Experience

“Before the Business Growth Experience we were averaging 2.7 new clients per month. After working with the Business Growth Experience we are averaging 7 new clients a month. In one month we paid for your service.” Ron Conte, Akron Payroll & Tax

Executive Briefings – Business Growth Experience Sales Rainmaker Program

To roll out the Business Growth Experience Sales Rainmaker Program, we are conducting several executive briefings. Here is what you can expect to learn:

  • Three ways to increase sales in any business
  • The six reasons your prospects do not buy from you
  • The seven expectations your customers have of you
  • The single biggest sales issues we must address and why it is important
  • Learn how to use social media as one tool to generate leads and grow sales
  • What you can do to grow sales now
  • Why marketing is the critical and usually missing first step in a sales process for small business owners
  • How to make your customer feel you are the right and safe choice
  • And so much more…

If you are in Summit County, go here to see our schedule: http://becomeasalesrainmaker.eventbrite.com.

If you live in Cuyahoga County (East Side) go here http://solonbge.eventbrite.com.

More Good News

Tom Schroth has joined the Business Growth Experience as a trainer specifically for the Business Growth Experience Sales Rainmaker Program. Tom’s background encompasses a broad range of experience including franchising, small business start-ups and work in corporate America. Holding a degree in Marketing and Business Administration with 20+ years of Entrepreneurship, Tom is often described as a Teacher / Trainer with the soul of a Sales Person and the heart of an Entrepreneur. As a coach and consultant he brings the Best Practices of corporations, personal experience and “outside the box” creative thinking to come up with effective unique solutions. Tom will be facilitating the Sales Rainmaker Program and the Business Growth Experience throughout Cleveland and Northeast Ohio. Tom can be contacted at tom@wboardgroup.com and 440-836-4211.

Next month we will be announcing a new training for Stark County. Stay tuned.

49 Marketing Secrets (THAT WORK)

Ron Finklestein’s book 49 Marketing Secrets (THAT WORK) to Grow Sales continues to sell internationally. We recently receive a contract from a publishing house in mainland China to sell the Chinese translation of the book. It is exciting to have the book exposed to over one billion people.

49 Marketing Secrets is currently sold in Saudi Arabia, Indonesia, India, The Czech Republic, The United States and now China. To order the book from Amazon just click here

Small Business Talk Radio

Ron Finklestein has been asked by long time small business talk radio host Dale Stefancic to co-host Small Business Talk Radio.  We are on every Wednesday from 4:30- 5:30 PM on 1330 on the AM dial or through the Internet at WELW.com (press the listen now button.) We work hard at showcasing local business owners and dealing with important business topics in the small business market. Please join us and let us know what topics you are interested in hearing about. Email me at ron@businessgrowthexperience.com with your suggestions. During the month of August we are going to talk about finding the money. We will have a banker, third party financing representative and a chief financial officer talk about how to find money in your business.

Are you Proud to be in Sales?

It took me many years to fully appreciate the power of being in sales. When I am selling, I am proud of what I do because selling is a profession where I can change the life of people I work with, feel good about it and get paid for it. I hope you feel the way. If not call me and let’s talk because anyone who is not proud of their product or service will struggle.   See more in our latest blog post.

Our Latest Blog Post (Why is Sales So Hard?)

Selected Business of the Month! How to Save Money!

I just meet Joe Campbell. Joe runs a business call the Buckeye Xchange. The Buckeye Xchange does business through barter. He has a good story and you will learn how to grow your business and save money at the same time. Check it out: http://www.buckeyebarterexchange.com . Tell him Ron sent you. If you prefer a person to talk to you can reach Joe at 330-659-0225. There are over 200 businesses already participating.

 

Regards,
Ron Finklestein
ron@businessgrowthexperience.com
www.businessgrowthexperience.com (download your fr.e.e. report Six Questions Your Prospects Want Answered BEFORE They Buy From You)

Why is Sales so hard?

Why is Sales so hard?

I do a lot of sales training and I heard two common complaints:

  1. Sales is hard
  2. I hate sales

Sales is hard if you do not know who your ideal customer is and why they should buy from you. To understand why your clients do not buy, download your free report at www.businessgrowthexperience.com.

If you hate sales and you need to sell to make a living you have two choices:

  1. Find a new profession
  2. Understand that selling is the faster and easiest way to change a persons’ life for the best.

If you do not believe your product or service will profoundly change someone’s life for the best, you have the wrong product or you are in the wrong profession.

To learn more, check out www.businessgrowthexperience.com

Sincerely,

Ron Finklestein

330-990-0788

ron@businessgrowthexperience.com

 

Evaluating Your Associations by Jim Rohn

Evaluating Your Associations by Jim Rohn

I’d like for us to take a look at the power of influence in our lives and how it is possible to be nudged off course a little at a time until finally, we find ourselves asking, “How did I get here?”

We should ask ourselves three key questions:

1) “Who am I around?” You’ve got to evaluate everybody who is able to influence you in any way.

2) “What are these associations doing to me?” That’s a major question to ask. “What have they got me doing, listening to, reading, thinking and feeling?” You’ve got to make a serious study of how others are influencing you, both negatively and positively.

3) “Is that okay?” Maybe everyone you associate with has been a positive, energizing influence. Then again, maybe there are some bad apples in the bunch. All I’m suggesting here is that you take a close and objective look. Everything is worth a second look, especially the power of influence. Both will take you somewhere, but only one will take you in the direction you need to go.

Only then can we discuss three ways to handle associations or relationships that are holding you back.

1) Disassociate. This is not an easy decision, nor something you should take lightly, but in some cases it may be essential. You may just have to make the hard choice not to let certain negative influences affect you anymore. It could be a choice that preserves the quality of your life.

2) Limited association. Spend major time with major influences and minor time with minor influences. It is easy to do just the opposite, but don’t fall into that trap. Take a look at your priorities and your values. We have so little time at our disposal. Wouldn’t it make sense to invest it wisely?

3) Expanding your associations. This is the one I suggest you focus on the most. Find other successful people that you can spend more time with. Invite them to lunch (pick up the tab) and ask them how they have achieved so much or what makes them successful. Now, this is not just about financial success; it can be someone who you want to learn from about having a better marriage, being a better parent, having better health or a stronger spiritual life.

It is called association on purpose—getting around the right people by expanding your circle of influence. And when you do that, you will naturally limit the relationships that are holding you back. Give it a try and see for yourself.

To your success,

 

Ron Finklestein
Business Growth Experience Sales Rainmaker Program

www.businessgrowthexperience.com
ron@businessgrowthexperience.com
330-990-0788

Shut the Front Door

 

I received this email form a friend and I thought it was very good advice. I am posting it here just as it was written – without edits. To provide some context, the author is an emergency room doctor who deals with the trauma of our humanity daily. Frank is a good person who asks the hard questions.  This advice is advice to live by, both in your professional and business life.

April 19th, 2012

 Shut the Front Door

“When you’re the victim of the behavior, it’s black and white; when you’re the perpetrator, there are a million shades of gray.”

-Laura Schlessinger

 

Ever ask yourself, “How do I get out of here?”  It seems like everyone in the Emergency Department is constantly complaining about someone or something!  Arrrgh!  Somedays it’s hard to even walk in the front door.  But the reality is we actually have great jobs.  The hospital is an amazing place to work where we get to do incredible things everyday.

When we really feel the need to get out of Dodge, all we need to do is shut the front door!  We, just like our patients, almost always create our own problems.  My hero Albert Einstein taught us, “We can’t solve problems by using the same kind of thinking we used when we created them.”

If things are bad for us now and we want to make them good, we only need to think and act differently!

Just like there is black and white, there is wisdom and stupidity.  These opposites exist so we can see the difference.  In a place where there is no wisdom, exists stupidity.  Speech, the words we say, can be of only two types:  we can either speak wisdom, or stupidity.  If it does not help, it hurts.  It really is that black and white.

“Badmouthing Others”, “Gossip”, and “Trash Talking” can seem to bring instant relief when we are in discomfort, but this type of speech is nothing but stupidity.  This behavior of ours—and we all do it—actually creates the heaviness and toxicity we experience with each other at work.

But we always have a choice.  We can speak words of sharing, support, and positivity.  Or we can speak words of negativity and stupidity.   There is nothing neutral.  You either want to help or you actually intend hurt. It all comes down to “we” or “me.”  We is positive.  Me is negative.  We is unifying.  Me is separating.  Whatever is not “we,” must be “me.”

We need to remember that if we, in everything we do, would include the “we”, “the other guy,” then everything would work out great for everyone.  Win-Win solutions would be the norm rather than the exception.  Whenever we are thinking only of me, there is going to be trouble.  We will create chaos, we will create bad feelings, we will hold grudges and we will never be happy or satisfied.  We will be hurt, angry, sad, and disconnected.

Any interpersonal difficulty or chaos we have at work usually comes from our need to be right!  When we say something less than kind in order to prove a point or to look good, does it help or does it hurt?  Is it about “me,” or is it about “we?”

There are really only two options.  If it’s not good, it’s bad.  If it is not wise, it’s just plain stupid.  If it doesn’t help, it hurts.  If it does not unify, it separates.  So how do we speak in a balanced way?  How do we give to others and invest in ourselves at the same time?

Balance comes from setting priorities.  So make your number one priority reconnecting with your pure and altruistic desire to care, to make things better.  And when you want to say “me,” instead of “we,” simply shut the front door!

Action:  Think before you speak!  I once worked with a nurse named Wendy.  Nurse Wendy was seasoned, experienced, good with people and levelheaded.  She was a great person and such an amazing nurse.  She did not often join in the department banter or offer up unsolicited opinions.  However, when she did speak, her comments were insightful and exceptionally helpful.

One day, when I was complaining, she took me aside to offer this piece of real, sound wisdom. She told me when we are tempted to talk about someone to someone else, we should first ask ourselves three things:

  1. Do I know this story to be true, or is it something I was just told?
  2. Is it necessary for me to repeat the story?
  3. Is telling this story positive and loving, or is it destructive?

Sometimes, the easiest way out of a negative place is to just shut the front door, unless you have something really wise to inject into (y)our situation!

Give us your best!

Care, make a difference and change (y)our world!

 

Frank Pinchas Gabrin, D.O.

Thanks Frank for your wise advice. 

Ron Finklestein
Business Growth Experience
330-990-0788
ron @ businessgrowthexperience.com

www.businessgrowthexperience.com

Customers Lie

Customers Lie!

We, as sales professionals, are constantly told that customers lie. They never address the reason customers lie nor do they tell what you can do about it.

Customers lie because they do not want to hear how stupid they are if they do not understand how your product or service will help them.

Customers lie because they feel you will take advantage of them if you learn some sensitive piece of knowledge.

Customer lie because they fear you will charge a higher price if you knew how painful the situation really is.

Ok, customers lie because they need to protect themselves. They lie because we, as sales professionals, have lied to them. I cannot tell you how much sales training I have received where the instructor would say something like, “tell them what they want to hear, even if it not true, to get the appointment. You can always fix it later.” We wonder why customers feel the need to protect themselves. I refuse to be party to this kind of mind-set.

As a sales professional, we need to change that. We need to act with the best intentions and the highest effort to do what is in the best interest of our customers. We need to understand their problems and help them solve it.

As a sales professional, we have to assume they are lying to protect themselves and it is our job to act with honesty, integrity, and while having the best interest of our customer in mind at all times so they do not have to (or feel the need to) protect themselves. They understand we are on the same team.

As a sales professional, we must understand how to build rapport quickly and effectively because building rapport is the first step in building trust.

As a sales professional, we must always treat the customers the way they want to be treated so they understand why your product or service is the right and safe choice for them.

If our customers are lying to us we need to stop blaming them and implement actions that allow them to trust us.

If our customers are lying to us we must look inside and see what we are doing they makes them want to lie to us. Then we need to fix it.

To learn more check out www.akris.net

Call me if you are not getting the desired results.

 

Ron Finklestein
330-990-0788
ron@businessgrowthexperience.com

www.businessgrowthexperience.com

 

 

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